Ii8 Advanced Bee Culture 



MORB PROFIT IN A MAIL-ORDER TRADE THAN IN SELLING TO JOBBERS. 



We had about 20,000 pounds of honey, and at least half of it was 

 sold as the result of this one advertisement, and the proper handling of 

 the replies that came in response. 



TAKE NOTICE ! This honey will candy, or become 

 white and hard, as soon as it becomes cool, or cool 

 weather begins, and this candying is, in fact, the best 

 proof of its purity. To restore it to the liquid form, set 

 it in hot water (not hotter than you can bear your hand 

 in). To overheat or boil the honey spoils the flavor. 

 When melted, remove and cork or cover again. If 

 sealed up while quite hot with a cork dipped in melted 

 wax (or with the inside of the cover waxed), it will 

 usually not candy again. When putting the bottles in 

 hot water, place them on strips of wood to prevent 

 breaking. 



The rest of the honey was sold mostly to old customers, who used it 

 largely on their own tables ; in short, it might be said that we sold most 

 of our honey at wholesale to actual consumers. In other words, we took 

 such a course as to find customers who were able and willing to buy honey 

 in large quantities for their own use ; in fact, it was noticeable that the 

 orders came largely from bank cashiers, superintendents of factories and 

 other men occup)'ing positions that enabled them to buy honey in large 

 quantities if they so desired. 



SMALLER PACK.VGES NEEDED. 



If a sheme does not turn out so well as expected, it may be worth 

 while to find out why. The knowledge thus gained may be worth all that 

 it costs to tr\' the scheme ; so we took pains to find out why men sent for 

 samples of honey and then did not send in an order. It was as we ex- 

 pected. There were various reasons given, but none worth mentioning, 

 except that of the size of the package. Sixty pounds is too large a pack- 

 age for the trade to which we were catering; or, rather, there ought to 

 be smaller packages. It is all right to have two sixty-pound cans in a 

 case ; also one in a case ; but there ought to be varying sizes of smaller 

 packages with prices according to the size — the smaller the package, the 

 higher, relatively, the price. 



Quite a number have written, and several at the Detroit convention 

 said, "Hutchinson may get ten cents for his honey, but when he comes 

 to figure up his cost of advertising I doubt if his honey will net him 

 more than if he had sold to a jobber at seven cents." All of the cost of 



