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 quaUty. 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 is in 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. 



Aiter 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. 



