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STATE bee-keepers' ASSOCIATION 127 



and said, "There is one that weighs 14 or 15 ounces, and here 

 is another that weighs a pound," would she give the same 

 for one as for the other? 



Mr. Muth— No. 



Dr. Miller — You have to fool her? 



Mr. Muth — No. 



Mr. Wheeler — The grocery man don't handle both kinds, 

 don't you know? 



Mr. Muth— The dealer caters to the wants of the retail 

 grocer, or to the demand. 



Dr. Miller — The grocer wants a light-weight section. 

 Now, does the woman want the light-weight section? And 

 what is she going to get? Which do you say, does she or 

 doesn't she? 



Mr. Muth — You can go to any one of these grocers and 

 ask them what kind of coffee they sell the most of. Do they 

 sell the most Mocha and Java, or do they sell the most of 

 Arbuckles ? 



Dr. Miller — Would you rather drink Mocha and Java? 



Mr. Muth — They sell the kind they make the most on. 

 We all like the best, but whether we will pay the price or 

 not is another matter. The retail grocer is in business for 

 profit, and we have to give him just exactly what he wants 

 or he doesn't want it at all. 



Dr. Miller — If the woman knows the truth about it? 



Mr. Muth — She doesn't know it. They generally fool 

 them. 



Dr. Miller — The customers have to be fooled? 



Mr. Muth — They get fooled quite often. 



Mr. Wheeler — I. think there is more to that than that 

 alone. Leave the comb honey out of the question; take ex- 

 tracted honey. Pres. York and I have had a good deal to do 

 with that. We find that a jar holding ^ of a pound sells ten 

 to one where the one-pound jars sells. The grocery man will 

 make his profit out of one just as well as the other. People 

 are looking for a cheaper package. They like to have some- 

 thing around 15 cents. As soon as it is 18 or 20, then they 

 stop buying. The ^ jar sells just as the 15-cent cake of 

 honey does. It ranges between 15 and 18 cents a package. I 

 have found that to be the fact ever since I commenced to sell 

 honey. They want honey around 15 cents — the people that 

 are consuming honey. There is a pound of honey, but the 

 grocery man may stay there all day and they will buy the 

 iS-cent jar of honey. 



Mr. Niver — I have been a grocery man nine years of my « 

 life, I have sympathy for the grocer, I know why all these 

 things are, and we don't get at the point. The grocery man 

 hates to figure. He can convince his customer that he is 

 honest. It isn't practical in a grocery store to weigh a sec- 

 tion and get the different fractions and figure it up, so he 

 guesses at it. 



Dr. Miller — Anybody been asking about fractions? 



Mr. Niver — Follow my argument. The honey-producers, 

 in order to work off No. 2's and 3's will take a few very 

 heavy sections and mix them with quite a number of light 



