CHALLENGE (B). 
MEDIUM. It roots deeply and stands drought splen- 
didly, besides its berries arc of high quality and beauti- 
ful. Only second year of selection and restriction, but 
stools up readily and shows business. 
five cents per dozen. Hang the card high by 
the kitchen door where it is always kept and 
ready when your bell rings. It saves you much 
time. Carry an assortment of berries in the 
crate, set the crate down at the feet of the mis- 
tress note the price and she will instantly 
make the selection, quickly make the entry on 
the card, gather u|) the empty boxes she has 
brought out and skip to the next customer. I 
have actually made an excess of $20.00 per day 
in commissions 1 should have paid to the gro- 
ceryman to sell this same fruit. 
One especial advantage is you do not have 
to make change and ladies do not always have 
money and so you do not miss sales, besides 
you know people always buy more wlien they 
get a short time credit. Merchants and busi- 
ness men prefer to have a bill sent them at 
the close of the season and this ticket will be 
a voucher as to correctness of bill; but to all 
others insist on prompt payment. Don't let 
bills run. There are lots of sneaks who get in 
debt to "earn" a living. If they cannot pay for 
one week rest assured they cannot and will not 
pay for two weeks. 
SELLING TO MERCHANTS. 
If your fruit will attract other trade to a 
store by giving the store an additional notorie- 
ty, you can arrange with the leading dealer to 
handle your berries as a special feature of his 
business and he will be willing to let you name 
the price and handle them generally on a mar- 
gin of a cent a quart and it will pay you to do 
a little advertising for him. I fill the papers 
with short S(|uibs at the opening of the season, 
reading, "To be happy, eat Kellogg's strawber- 
ries. For sale only at Wilson's grocery store, 
or from the wagon on the street." 
Get out some handbills and mail one to each 
family. It costs a cent postage and a little 
for printing, but is the cheapest way to nail 
customers and get them to thinking about you. 
Take a few quarts to the editor and the office 
HERO (B). 
JIKDIUM TO LATE. .\ most vigorous grower and 
reliable variety. Berries deep bright red, quite firm and 
splendid flavor and a strong pollcnizer. -Ml soils. 
More largely called for last year which is an evidence 
of popularity. Splendid berry for canning and family 
garden. Fourth year of selection and restriction. 
force and let him write you up. People don't 
forget editorial endorsements because they 
know editors never jiublish until they know the 
exact facts and so people have confidence in 
what they say. "I know it because I saw it in 
the papers," is sometimes spoken as a pun, 
but everybody feels that way about it. 
Study the catalog and all sources of infor- 
mation and teach your customers diiTerent 
ways of preserving strawberries and how to 
make them buy and put them up for winter 
use. You can double up on purchases. 
Always have your wagon look tidy and 
boxes clean and bright and wear a good busi- 
ness suit and put a little blacking on your 
shoes. It is cheap stuff and will make you look 
attractive. They don't like to buy berrjes of a 
dirty looking fellow and with a pocket full of 
money you can't afford to look slouchy. 
Never pick berries on Sunday. There is no 
need of it. Hitch up and take your family to 
church. Hold your head high and gain a rec- 
ognition as a business farmer and your neigh- 
bors will very gladly accord you the place. 
BEAUTIFUL BERRIES. 
The most beautiful berries are true to type, 
above medium and all of the same size. That 
is the advantage of Pedigree Plants. Their 
vigor enables them to bring their berries to the 
full size of their variety. Some excessively 
large berries are needed for advertising pur- 
poses to get people to talking about you, but 
the average family prefers above medium in 
size, good texture and rich flavor, hence the 
successful grower plants most largely of the 
medium sized varieties, and then gives careful 
culture to make them all grow large. These 
are the money-makers. 
37 
