SMALL FRUITS AND HOW HE GROWS THEM 
If you are so unfortunate as to have com- 
mon fruit, do as the other fellow does: sell it for 
what it will bring but never put yoiu- name on it so 
that people shall find out that it came from your 
establishment. A good reputation is a splendid 
stock in trade. It gives you the advantage on the 
market and causes people to pass by the other 
growers and patronize you. 
Don't Forget to Bring this Card. 
Time is precious. 
When you hear our bell ring kindly HAVE THIS CARD 
READY AND BE AT THE DOOR so we can make the 
proper entry and deliver the fruit with as little delay as pos- 
sible. Payment expected every Monday. 
In Accoont with R. M. KELLOGG. 
Haverland. 
Have a neat letter head and bill head to use 
■when you have occasion to write a customer or pre- 
sent a bill. Take pride in your business and do 
business in a business-like way. 
SEIvIy DIRECT TO FAMII^IES. 
I have made most money selling direct to pri- 
vate families. I never failed to secure for custom- 
ers nearly every family on all the principal streets. 
Other growers would tag around after me and offer 
my customers their berries for two or three cents 
less per quart but I paid no attention to them. 
Always insist on a fair price and back it 
up by a comparison of values and you will have no 
trouble in getting and holding customers. Be firm 
and courteous under all circumstances; don't get 
angryif they do quit you, butexpress your regrets and 
and leave them in a mood in which they can come 
back without prejudice. It costs nothing and it is 
pleasant to be known as a gentleman with whom 
everybody likes to deal. Don't cut prices but look 
lip new customers if you have a surplus of fruit. 
Don't peddle indiscriminately from house to house 
but have regular customers whom you supply daily. 
Furnish each family with a ticket printed 
on manila card board, about three inches wide and 
eight inches long, to be hung in a convenient place 
"by the kitchen door where it can be found witliout 
delay. This prevents all bickering and dispute 
about price of berries .purchased. It saves making 
change and loss of sales besides ladies do not 
always have change. It suits the "man of the 
house" because it furnishes a voucher as to correct- 
ness of bill. The family will buy double the fruit 
when this ticket is used and it assists in holding 
the customer. Insist on pay every week except 
when bill is to be presented at the store or office of 
customer at close of season. 
The following is the form of the ticket: 
Date. 
Quarts 
Wanted. 
KIND. 
Dr. 
Cr. 
When I commenced selling berries in this way 
my customers took one or two quarts the first day, 
but very soon increased to three or four quarts and 
often more. The berries were so large and de- 
licious they not only insisted on having them at 
every meal but the dishes had to be refilled and 
this made tlie quarts disappear very fast. 
Insist on a good price for fancy fruit and 
you will always get it. You will rarely or never 
lose a customer but you will keep on getting more 
patronage as the quality of your fruit becomes 
known. Nine-tenths of the people will buy the 
best fruit they can get, and a reasonably high price 
cuts no figure if they can only know where to get a 
regular supply. Any groceryman will tell you he 
always sells his fancy fruit first and the low grades 
last. 
The word goes from one family to another 
and to their friends in distant towns, where families 
will club together and have several bushels shipped 
daily by express and divide them among them- 
selves. I have always had a large trade of this 
kind. 
When selling one kind of fruit engage the 
next coming on, so as to have everything sold in 
advance. You will soon find all your time occu- 
pied in selling fruit and directing work, and you 
can hire the drudgery done by people of less 
enterprise. 
Pay your men good wages, so they will 
prize their places, but let them understand that 
everything depends on first-class, careful work. 
When they see the drones being weeded out they 
will take the hint; and don't forget the worst use 
you can make of a man is to quarrel with him and 
call him hard names. Just say to him kindly that 
his services are no longer needed, and let him go. 
A neat personal appearance is a good 
stock in trade. Wear a good business suit and 
keep your shoes blacked, and be in condition to 
approach a wealthy family and make a good im- 
pression, and never offer a customer berries in an 
old dirty box. Keep your wagon as neat and 
attractive as possible. 
S^I,ECTING A SIT^. 
I do not care to spend much time on this sub- 
ject. Everybody knows good land when he sees 
It. How would it do for a garden? Hard flinty' 
clay or light, drifting sand are bad. A light cla_y 
or sandy loam are best. Stony land is good if it 
does not interfere with cultivation. Cold .springy 
land is bad. High land, that is, land which is 
higher than any in the immediate vicinity, is best. 
Cold air runs off the hills onto low land pfeicisfely 
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