R. M. Kellogg's Great Crops of 
KEEP YOUR WAGON NEAT AND CLEAN. WEAR A GOOD SUIT OF CLOTHES. 
so you need not especially worry about the 
market, when you also remember that two- 
thirds of the growers are "granddaddy blind" 
and will not accept the better methods. 
The peoi>le will hail your coming with e.K- 
treme delight, and if you are slow 
'in getting around they will speedily hunt you 
up. They will be content with a quart for the 
first meal, but the urgent demands of the chil- 
dren for a second dish will add the quarts to 
daily requirements very fast. If I were court- 
ing a girl on the square with chances in favor 
of the other fellow I would manage to have 
her filled up just before I arrived with select 
specimens of my ricliest berries and then I 
would tarry till the effects wore off and take 
measures to prevent her getting any more un- 
til I was to come again, so she would be quite 
miserable while the other fellow was there. 
Get her? Why, of course, I would. You can 
trail a lady with strawberries as well as with 
diamonds and, if after you get her and she 
sours, you can sweeten her up much quicker 
with the delicious beauties than with ice cream 
soda. It is the easiest thing to sell what 
every one is looking for and a tough job to sell 
stuff people do not want. People buy only 
what gives them pleasure and home endear- 
ments. I always found it especially |)leasant to 
sell direct to families. I do not mean to j)ed- 
dle from house to house and use much time 
in arguing and dickering about prices. When 
a person intimates other people are selling for 
less, I always break negotiations at once, 
courteously but firmly, telling them other peo- 
ple do not fix the price of my berries, that the 
law of demand and supply governs the price, 
that quality makes a market, and state truly 
that you cannot supply all your customers-any- 
how and pass right along. Don't worry nor 
cut prices. I always enjoy having "Grand- 
daddy blind" people, or those who live and 
grow berries in the light of the past centu- 
ry, tagging around after me trying to get my 
customers by offering berries a few cents less. 
They sometimes do switch off for a day or two. 
but they soon see the difference and come back 
with ample apologies and promises of stead- 
fastness in the future, .'\bove all, never quarrel 
with a customer. Express your regrets and 
leave them in a mood to come back without 
a trace of humility. In these times of ready 
cash and plcntj' of work you will get six where 
you lose one. Never call at a house but once, 
unless thej' become a regular customer. It 
takes too much time. If they want an occa- 
sional quart, let them come to the wagon. 
Make few contracts at first, because each fam- 
ily will double up oil their daily requirements 
as berries hasten their ripening. 
Furnish a ticket to those you care to trust 
for a week. The following is the form I use. 
Don't 1'orgf.t to Bring This Card. 
TIME IS PRECIOUS. 
Wlien you hear ouv bell ring kindly H.WE THIS 
CARD KICADY AND BK AT THE DOOK so we can 
make the proper entry and deliver the fruit with as little 
delay as possible. Payment expected every Monday. 
M. 
In aceount with R. M. KELLOGf;. 
Date 
Quarts 
Wanted 
KIND 
Dr. 
Cr. 
This is printed on manilla cardboard about 
six inches long and three inches wide. Punch 
a little hole at the top and have a little brass 
hook which you get at the hardware store at 
36 
