95 



pised him because he saw that that man dispised his business. He 

 did not care to do business with him. He said ''I will give you 70 

 cents for your potatoes." The man would not take it. 



The next day another man came in and shook hands with the 

 grocervman, and by that time the groceryman had somewhat re- 

 covered from the host of the day before, and he asked him the same 

 questions and treated him the same way. They had not been in the 

 office fifteen minutes before the groceryman was ready to turn his 

 business over to that farmer. This farmer had been prosperous the 

 whole year. The fact was that the first man had been the most 

 prosperous of the two but he did not know how to advertise. He 

 sold all the potatoes for 85 cents. Xever let the other fellow see 

 how dark your side is ; keep good natured and you can sell. 



A salesman must have confidence in himself and faith in his 

 product. That implies a whole lot. In the first place, to have con- 

 fidence in himself he can make his way anywhere and go anywhere. 

 If he thinks he is going to make a sale and get a good price,, he is 

 going to do it. 



Xow in conclusion, there are quite a good many little tricks in 

 marketing that I might call your attention to. I mean there are 

 little ways of keeping your customers good natured. I do not mean 

 dishonestly. To sum up what I have said, we ought to get more 

 actual business into our marketing. \\'e have got the best business 

 on earth. It is worth a good deal more consideration and atten- 

 tion than we give it. In proof of the fact that we have the best 

 business on earth, I would challenge any one of you to name any 

 other business that you are acquainted with that would stand the 

 lack of attention that we give ours, and see if you can think of any 

 business that would stand the methods we use. It may be that you 

 people down here are very much more advanced along these lines 

 than we are. 



There has been quite a considerable controversy the last year 

 or two in regard to the per cent, of the consumer's dollar that the 

 fruit grower gets, and the "Pairal Xew Yorker" has it figured down 

 that we get only 35 cents, or less, of the consumer's dollar. I won- 

 der how it would work if we would say that the consumer is paying 

 S3. 00 for one dollar's worth of goods. If the consumer was not 

 responsible, it would be up to the growers to make the change. We 

 have got a whole lot the best end of the string, it seems to me. I 

 do feel sorry for the large bulk of consumers. If the conditions 

 are as we see them, the next move is up to them, and any move 

 that is made to remedy that condition must come from the con- 

 sumer. That is about all I have to say on this subject, and I thank 

 you. 



R. M. Eldon. Are you interested in storage? 



Mr. Lewis. We are only interested in storage, at the present 

 time, in the natural storage. We have a little storage building of 

 our own, and I am not just prepared to say that that storage would 

 work out on an extensive scale, but by choosing varieties, we keep 

 apples in that storage that we sell all through the fall and winter 

 season, and keep them up to the middle of May and June, with 

 very little loss. Moreover, we have customers who say they will 



