MARKETING HONEY. 491 
began by supplying them with yellow honey, such as buck- 
wheat, or heartsease, or golden rod. This honey, strong in 
flavor, sells better to the inexperienced, who are afraid of 
getting sugar, or glucose. It is only after one or two years 
that we venture to offer to such grocers our whitest clover 
and bass-wood, which, though of superior flavor, are ob- 
jected to, on account of their very beauty and quality. In 
every case we try to furnish some good reference to the 
grocer, and we give him a full guarantee of satisfaction, 
with an agreement to take the honey back, if it does not 
prove altogether as we represent it. When a dealer is well 
satisfied that the merchandise which he sells is pure, his 
customers are quite likely to have confidence in it them- 
selves; but, on the other hand, if he isin doubt as to the 
quality and purity of it, he will have but little chance of 
selling it, unless he does not care for the satisfaction of his 
patrons. 
846. We must therefore spare no pains to fully convince 
our grocers of the quality of our goods. 
After the first sales have been made, the sales always be- 
come larger and easier. Of course, occasional objections 
are made, by persons who are unacquainted with the prop- 
erties and qualities of good honey; but these are easily 
overcome, when you have once gained the confidence of 
the dealers. 
Extracted honey is usually sold at between half and two- 
thirds of the price of comb-honey. It ships better, leaks 
less, and keeps more easily than comb-honey ; and its lower 
cost of production will sooner or later make it the honey for 
the masses. 
