ON A TOWN LOT 61 



the matter I was informed that the basket was considered good. I secured 

 a supply of baskets and after wrapping the eggs carefully in paper I packed 

 ihem in a basket with excelsior and sewed a cloth over the top. I gave you 

 my later experience in packing and shippings of eggs on a preceding page. 



Increasing My Advertising 



After the first year's advertising, the poultry business looked very good 

 to me — it seemed to have possibilities for the future, so I decided to do 

 still more advertising the following year. By this time I had stock to sell 

 in the fall and hatching eggs in the spring, besides lots of eggs for the 

 market after supplying an abundance for our domestic use. With the 

 increased advertising came the increased amount of business. I com- 

 menced my advertising in September. Inquiries commenced to come 

 .shortly after, and it was not long before I was getting orders for stock, 

 and as the season advanced the orders became more numerous. It 

 wasn't long before I had sold all the surplus stock. I continued my ad- 

 vertising through the Winter and Spring for the hatching season. After 

 my stock was sold I commenced returning money, and have been doing 

 this very thing every year since, because the demand was greater than 

 the supply. I predict that this will be the case for years to come — in fact, 

 it looks to me as though the demand will grow every year as the people 

 become familiar with the virtues of these great egg machines. Soon after 

 my stock was gone inquiries for hatching eggs began to arrive. They 

 increased as the season advanced. Before the season was half over I had 

 all the orders for hatching eggs I could fill. I had reserved enough 

 of my best birds to mate up four pens, and could have sold all the eggs 

 from three times as many pens, had I had them. I hatched more chicks 

 the following Spring, as I wanted to get ready for a greater demand 

 the following year. 



This chapter is more or less of an "experience meeting'' taken from 

 bumps I have received while traveling on the road and in the poultry 

 business since then. The science of salesmanship is of just as much 

 interest to a successful poultry man as it is to a successful salesman in 

 any line. 



Getting Business by Letter 



There are two ways to make sales : First, by personal interview, and 

 second, by letter. I told you a short time ago that by far the best way 

 to sell poultry is by letter or "direct by mail." The man on the ground 

 finds it somewhat easier to make sales than the man who has to sell by 



