282 MARKETING THE HONEY CROP 
hundreds of men. He carries packages both large and small 
and is prepared to supply any desired amount from a five pound 
pail to a sixty pound can on the spot. In this manner he sells 
at times more than a ton of honey within a week. If he gets 
but two cents per pound more than it would bring at wholesale 
he is making good wages for his time while-establishing a trade 
that will soon come to depend upon his apiary as a source of 
supply. 
Cutting Prices—One of the worst drawbacks to the honey 
business is the tendency on the part of some to cut prices. John 
Smith will make enquiry of some concern dealing in honey as 
to the price they are paying. They will of course quote a price 
at which they can handle his goods at a profit. Mr. Smith think- 
ing to accommodate his neighbors sells his honey at home at the 
wholesale price. When the supply is exhausted there is bitter 
complaint against paying at retail more than the wholesale price. 
The dealer of course must feel that he paid too much for the 
crop and accordingly he starts in the following year to buy at a 
lower figure. The retailer’s profit is as legitimate as the pro- 
ducer’s profit. Unless a man will sell at a fair retail price he 
should in justice to other bee-keepers if not to his own future 
prosperity sell it to some dealer at wholesale. Cutting prices can 
have but one result: the tendency to depress prices below the 
point of profitable production. Until the bee-keepers of a com- 
munity come to practice good business methods in handling their 
crops the business of honey production will not be a profitable 
one nor will the public regard it as a desirable occupation. 
QUESTIONS 
. Why is it fortunate that bee-keeping is becoming a specialized business? 
. Discuss the grading of comb honey. 
How can the crop be marketed to the best advantage? 
What precautions are necessary in caring for honey? 
. Note the best packages both for shipping and for retailing. 
What plans can be used to develop local markets? 
. Under what circumstances is codperative marketing desirable? 
. Outline some practical plans of advertising the product of the apiary. 
. What is to be expected from a general exhibit as an advertising medium? 
10. Discuss the value of an attractive package. 
11. To what extent can newspapers and booklets be profitably used? 
12. When is personal canvassing profitable? 
