90 



AMERICAN BEE JOURNAL 



March 



hundreds of things to sell, and of 

 course cannot go over the entire 

 list. 



I tried advertising in the daily pa- 

 pers, but found I could sink a lot 

 of money in this way; the sales of 

 honey from the groceries would not 

 pay the advertising bill. It did not 

 pay me to advertise this way. 



Finally I hit upon a plan which has 

 worked out so well that I give it 

 here believing that many who live 

 near the larger towns can use it to 

 advantage, and the expense in ad- 

 vertising is nothing. 



I go into a grocery store and say 

 to the proprietor: "I have a honey 

 proposition to make which I believe 

 will interest you. If you can spare 

 the use of your show window for a 

 few days. I will put in a window dis- 

 play of fine extracted honey in jars 

 of various sizes. I am not going to 

 ask you to buy any honey. Simply 

 place this display in your window 

 with the prices marked on the differ- 

 ent size bottles, watch the people 

 stop, look at it and then come in and 

 buy. After the display has been 

 here as long as you wish to keep it, 

 I will take the honey away and you 

 can pay for what has been sold and 

 as much more as you want to keep 

 on hand." 



The grocer usually says there is no 

 use trying to sell the larger pack- 

 ages, the half-gallon and the gallon 

 sizes. The ten-cent and twenty-cent 

 sizes are as big as he can sell. In 

 making this deal, however, I never 

 contradict the grocer, for he nat- 

 urally feels he knows far more about 

 his business than I do, so I say, 

 "That is true, but the gallon and the 

 half-gallon make such an attractive 

 display. They will help sell the 

 smaller sizes." I know well enough, 

 however, that the reason the larger 

 ones have not sold is because peo- 

 ple do not see them. Let people 

 once get sight of the beautiful ex- 

 tracted honey and many of them 

 will want a gallon. 



The grocer always accepts this 

 proposition because he is not asked 

 to put any money into it that he is 

 not sure of getting back at once. He 

 has nothing to lose, no risk to take, 

 and a new window display is always 

 an attraction, so I am allowed to ar- 

 range a display similar to the one 

 shown in the photograph. 



People who come by the window 

 stop and look at the display. Many 

 come in and buy. Children look a 

 ong time at it and then go home to 

 begin work on their mothers to get 

 om< cf "that honey." 



f first tried this at one of the 

 largest groceries in the city, a dealer 

 in fancy groceries. When I came to 

 " move the display there was not 

 much left to remove. He sold more 

 honey in that week than he had sold 

 in a year before. I put a display in 

 a number of < , soon after, 



with the same results. The honej 

 sold like hot cakes. 



One grocer has said, "You can put 

 in the display if you want to. but do 

 not expect too much. We have never 

 sold extracted honey h;re. We can 

 sell comb honey all right, but not 



the strained." I put in the display 

 and it worked just as I knew it 

 would, but it surprised the grocer. 

 He left it in his window three weeks 

 and I had to fill it in several times 

 as the stock sold out. 



I always explain to the grocers 

 that after the display has been in the 

 window and people know they can 

 get honey there, it will build up for 

 them a permanent demand for honey. 

 This has proved to be true. 



This scheme is the best of anything 

 I have ever tried. If the producer 

 has on hand plenty of honey, he may 

 better have it in the show window 

 advertising itself than to have it 

 stored away in his honey-house. 



Vincennes, Indiana. 



Woman's Work in Food Con- 

 servation 



By Mary G. Phillips. 



IT is true that at last the woman in 

 the kitchen has come into her 

 own. For years our families have 

 come to the table three times a day, 

 have eaten with relish the good 

 meals there, and have gone away 

 without once thinking that in half 

 an hour they have demolished what 

 it took hours to plan, prepare and 

 cook. Three bountiful meals have 

 been taken for granted like sunshine 

 and air, but now, at last, we are con- 

 fronted with a new idea. We have 

 suddenly waked to the fact that the 

 health of the family depends abso- 

 lutely upon the woman who plans 

 what we shall eat, and prepares and 

 cooks it. If you look around among 

 your friends you will see that the 

 children in one family are strong, 

 vigorous and energetic, while those 

 in another are weak, thin and unam- 

 bitious. It may be that the mother, 

 although a "good provider," has not 

 for years given the children the food 

 they need for proper growth and 

 strength. I know of a family where- 

 the youngsters are given no milk (a 

 most important food for children), 

 and the chief meat is pork, a food 

 exceedingly difficult for youthful 

 stomachs to digest. No wonder that 

 these boys and girls are undersized 

 — they are undernourished. 



Now, we housekeepers of today 

 are not only recognized as the 

 keepers of the family health, but we 

 have a bigger responsibility even 

 than that. We must keep our fami- 

 lies healthy at home at the same 

 time that we are sending all the food 

 possible abroad. We are to help 

 win the war ! Isn't it a splendid feel- 

 ing to know that we are a part of 

 the United Sta f es army of women in 

 a great drive every day, winning the 

 war? "There is no magic way to 

 make food win the war," says Mr. 

 Hoover, "it can be done in but one 

 way. the way of voluntary and eager 

 resolution and action of the whole 

 people in every shop and every 

 kitchen and at every table in the 

 land." Our trenches are our kitch- 

 ens, our weapons the market basket 

 and saucepan, and our ally cornmeal, 

 but our victories are as real 

 as though we flourished bayo- 

 nets. So arm yourselves, house- 



wives, and let us do our whole duty 

 to our families and our country! 



Of course every beekeeper is 

 bending his energies toward the pro- 

 duction of a maximum crop in 1918 — 

 that is part of his patriotic duty. The 

 beekeeper's wife has her patriotic 

 obligation, and I wish that the things 

 which comprise her whole duty 

 might be painted on every kitchen 

 wall : 



1. Keep the family well by the wise 

 use of the right foods. 



2. Save food for others by using 

 less wheat, meat and sugar. 



3. Waste nothing. 



4. Prepare and cook food with 

 thought and care. 



The object of this article is to help 

 tin families of beekeepers to do 

 these things and it should not be 

 forgotten that every member of the 

 family can help — it does not depend 

 alone upon the mother, who does 

 the planning and cooking. For in- 

 stance, if Mother decides to have 

 carrots for dinner and Father re- 

 fuses to eat them, declaring they are 

 nothing but rabbit food, he is hin- 

 dering Mother's work and doing an 

 unpatriotic act. What difference 

 does it make whether he likes car- 

 rots or not? He can learn to eat 

 them and be that much better off. 

 Children can do their part by follow- 

 ing the gospel of the clean plate, and 

 they will, if they have been trained 

 to like all wholesome foods. It is 

 often difficult in after life to over- 

 come food prejudices formed in 

 youth, and now that we have an in- 

 centive by appealing to a child's pa- 

 triotism, it will be possible to help 

 them to form good food habits. 



The need is immediate, and so urg- 

 ent that we should set about our 

 task now, not relaxing one day until 

 the time comes when people are not 

 starving by hundreds and thousands 

 while we have plenty. Professor 

 Jager, that splendid beeman of Min- 

 nesota, came back from Servia re- 

 cently, and the stories he told of the 

 hungry people there make one 

 ashamed to use wheat, and more 

 ashamed to grumble over having to 

 use cornmeal. Just imagine, if you 

 can, having nothing to eat for three 

 years but a piece of bread daily as 

 big as your fist, with a red pepper; 

 bread so black and gritty that the 

 teeth that bite on it become worn 

 down to the gums. That is what 

 thousands of Serbs are living on 

 while we feel it a hardship to have 

 one wheatless day a week! The 

 workers in the Food Administration 

 realize so fully that the saving of 

 lives and the winning of the war 

 can be accomplished by limiting our 

 use of wheat, that one man there has 

 insisted upon his family foregoing 

 the use of wheat entirely, that there 

 may be more for others. But after 

 all, that man's sacrifice and his en 

 tire work of the Food Administra- 

 tion will go for naught, as will the 

 work of all the missions helping to 

 carry food abroad, unless we house- 

 wives do our utmost to co-operate. 

 We must take hold of the food prob- 

 lem as we find it in the homes which 

 we manage, and that means that we 

 have three things to study— our 



