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TWENTY-NINTH FRUIT-GROWERS' CONVENTION. 



ADVANTAGES OF ADVERTISING IN FRUIT-GROWING. 



By J. D. BARNHILL, of the New York "Evening Post." 



Gentlemen, you have met here to discuss the different ways and 

 means for advantageously growing and placing your products upon the 

 market. You, of course, understand that the main result which you 

 want to attain is to increase the value of your property in every way. 

 This can only be done by having a constant demand for your products, 

 and all efforts along this line are supplementary to the one main factor — 

 that is, the ultimate sale of your products to the consumer. 



By creating a permanent and regular demand for an article you aid 

 very materially in overcoming such obstacles as uncertain transporta- 

 tion, and you may be sure that if your cars do not arrive to-day there 

 will be a market for them to-morrow. 



This is especially true of such products as raisins, prunes, figs, apples, 

 etc. All of your able efforts toward scientific cultivation of your prod- 

 ucts amount to nothing, for if they are not in demand you can not 

 sell them. To sell anything of this character you must place it in the 

 hands, as it were, of the housewife, and you can not do this successfully 

 in any other way except by advertising. In this I mean to include 

 packing and labeling your products; and from my observations of the 

 different discussions brought up here, I notice that you have probably 

 overlooked one very important point: you do not advertise properly, if 

 at all. Advertising has been conceded to be the most important factor 

 in successful enterprises of to-day. To illustrate this fact I will cite a 

 few instances. 



An obscure chemist discovered that by a certain process of treating 

 grain a marketable article of diet is obtained. He finally interested 

 men who Avere willing to put up $20,000 to back his project; yet, when 

 they found that he intended to spend $8,000 in the manufacture and 

 $12,000 in advertising his product, they objected very emphatically; but 

 he gained his point, which proved him to be the right man, at the right 

 time, in the right place. 



As a result of these enterprises, on every side we see "Force" — in 

 the street cars, on the billboards, in the daily newspapers and maga- 

 zines. "Force" is applied to everything. Every locality has its 

 " Sunny Jim," with his strenuous principle of vigor and vim. 



The result of this has been that the most illogical breakfast food 

 imaginable has reached an almost incredible degree of successful sales. 

 It is estimated that in 1903 the Force Company spent $950,000 for 

 advertising an article which sells for 10 and 15 cents. In 1902, $600,- 

 000 was spent to advertise "Uneda Biscuit" in packages which 

 sell for 5 cents. In three months the "Cremo" cigars were advertised 



