December 2. 1022 
1414 
marketing I have played a lone hand, assisted only 
by hired help, except that my wife has done all 
that an interested and faithful wife could do to 
direct operations when I was absent. Aside from 
that, she helped with and directed packing opera¬ 
tions, but did not, nor would she have been allowed 
Beehives Prepared for Winter. Fig. (iJl 
to participate in'Jaeor in the field or help on the 
market. 
EXTENT OF OPERATIONS.—She has done prac¬ 
tically all of the bookkeeping, but as sbe has quite 
a penchant for "clearing up,” most of the detailed 
old records have been destroyed. However, tran¬ 
scripts of the amounts of gross sales for each of 
practically all the important years have been pre¬ 
served, so a very close estimate is possible, and that 
estimate is just about $105,000. Annual gross sales 
ranged from a minimum of about $500 on Poverty 
Lane to a maximum of nearly $20,000 on Easy 
street. Sales for a single market day ranged from 
a very few hard-won dollars when Fortune frowned 
to $508 one day when the old dame was in generous 
mood. That refers to returns on local markets. I 
have never had more than 25 acres under cultivation 
at any one time, and much of that time very much 
less. My marketing operations have been confined 
almost entirely to Harrisburg, Pa., and Miami, Fla., 
iu nearly equal periods, with additional years of 
experience on the Harrisburg market as a boy and 
young man, selling produce for my lather. 
VARIED PRODUCTION.—Including my boyhood 
experience. 1 have taken a hand in about every 
variety of produce marketing on the list—selling 
from door to door on the street: selling on 'lie Har¬ 
risburg farmers’ Markets, both wholesale and retail, 
and from store to store between market days. In 
Florida I have shipped produce on commission, sold 
to local buyers in the field, and have sold quantities 
distributing to stores, hotels, restaurants and cafe¬ 
terias. As 1 have said, in the main it has all been 
a pleasure, and J am looking forward to years of 
continuation of that pleasure. While the bulk of 
my trade has been with American born, still I have 
bad enough dealings with specimens of about every 
nationality that reaches our shores, to have a fair 
idea of their national peculiarities, and I will say 
this, that while 1 of course prefer native trade, the 
few outstanding, difficult to forgive, turns of trade 
that I have encqvr* red have all been with our own 
people. o 
QUALITIES OF THE SALESMAN.—Naturally the 
lirst question that presents itself in this connection 
is what quality In a salesman goes farthest to secure 
the desirable results indicated. Just this—an in¬ 
grained honesty and love of fair play intense 
enough to carry its own conviction. Fortunate is 
the salesman who possesses that quality. Whether 
or not this quality can be acquired when lacking is 
a nice question in psychology, the true answer prob¬ 
ably being that success in the attempt will be a 
matter of degree; but even a degree of success in 
this line is well worth while: but it must be genu¬ 
ine—any simulation in the matter only makes the 
situation worse. To make myseli dear on this point 
as applied to practice: The customer's advantage 
and feelings must be considered as well as your 
own. When I am selling cabbage, for instance, and 
go into a store evidently well supplied for the period 
until I call again I do not say: "Well, bow much 
cabbage will you have today?” leaving him to ex¬ 
plain that he has enough; but rather, "Well, it looks 
as if I couldn't (lo you any good with cabbage today; 
will see you Thursday. ’ 
THE CUSTOMER IS ALWAYS RIGHT.—Under 
no circumstances should annoyance be displaced 
because a customer has bought from a competitor, 
unless in violation of agreement, and such agree¬ 
ments are seldom wise. The proper attitude is to 
say cheerfully: "I see the other fellow has beaten 
me; that’s good for you. Stuff seems to be selling 
all right at my price, but if I find the market ser¬ 
7be RURAL NEW-YORKER 
iously off 1 will be w\tli it when I see you again, 
Friday." Of course I don't mean that stereotyped, 
cut and-dried expressions are desirable, but the most 
common situations between buyer and seller are so 
frequently the same that the salesman, if he is in¬ 
experienced at least, can well afford to spend some 
thought and practice in meeting them gracefully and 
convincingly. 
HOOD TEMPER.—It goes without saying in this 
connection that unfailing cheerfulness and good 
humor in the salesman is an invaluable asset. This 
quality, of course, can be cultivated, and may even 
be simulated to the legitimate extent of genuine de¬ 
sire to be agreeable. Of the many viewpoints as to 
marketing that do not accord with mine expressed 
iu “A Night On the Market" none struck me as more 
unfortunate than the statement that "a good-natured 
man would be out of place.” Taking the sentence 
entire: "In ibis fierce struggle for advantage a 
good-natured man. or one with faltering will, would 
be out of place.” it partly explains itself: but from 
my viewpoint these two qualities have nothing what¬ 
ever in common. In fact. I believe them to be en¬ 
tirely incompatible. "Good nature" 1 believe to be 
A good well is worth a good pump and covering, with 
arrangement for cleaning it out from time to time. The 
picture shows an ideal arrangement just being worked 
out on tin farm, showing wlmt any ma t can do with 
cement. In this case the well was cleaned out and 
then planked over, no hole being left for the manhole 
iron. A frame about ft. on a side was made to mold 
up the grout and cement top. the pump base being ele¬ 
vated slightly above the outer edge so as to give a slight 
pitch for drainage. Odd stones were got rid of with 
the grout, and a grooved linish given the top cement. A 
regular manhole iron was used, and after Lite cement 
had set a hole was sawed through, conforming with the 
manh.de opening. This makes a permanent job. one that 
is it real adornment and good for more than a lifetime. 
an essential, and lack of courage and faltering will, 
I believe, be absolutely fatal to good salesmanship. 
That proposition brings to us the consideration of 
price quotation, for this is the crucible for the test 
<>f the’salesman's courage. 
PRICE MAKING.—In “A Night On the Market” 
the whole atmosphere is that of price making by 
the buyers, with the sellers on the defensive, ac¬ 
cepting what they must. If that was the situation 
in fact I will just state unqualifiedly that it was all 
wrong, and that the sellers were entirely to blame. 
Don’t, tell me that on a strong market the farmer 
can make his price and on a weak market be must 
accept the buyer’s offerings. In every other business 
the seller names bis price, and the buyer is expected 
to take it or leave it. and if the farmer has not the 
courage and independence of spirit to assert that 
intrinsic right, or cannot cultivate it to the point of 
efficiency, there is no power on earth that, can help 
bim, and it is up t<> him tii find out where he would 
fit better into the inexorable scheme of things. 
Florida. n. L HARTMAN. 
(Continued Next Week) 
Mixing Grape Varieties for Cross 
Pollenizing 
1. I have a grape said to be “Red Giant." 10 days 
later than Concord, red, very large in berry, and medium 
size bunch, prolific, good quality, almost free from rot, 
a medium wood-maker. 1 consider it it valuable variety 
for home or distant market. This vine came in a mix¬ 
ture with an order of other varieties. Could any of 
your readers give knowledge or experience with this 
variety ? If so. would they give a description of it as 
it appears to them? 2. Iu this section of the State a 
large acreage of Concords is being set out. and the 
question arises, to me at least, can an improvement be 
made in yield uud perfection of bunch by cross pollina¬ 
tion with some other black variety, set say every 10 or 
12 rows apart? Do the New York grapy growers use 
any other variety with Concord for that purpose* and 
if so, what variety? I have only a small vineyard, 
half an acre or more, set ont 50 years ago. in fine con¬ 
dition, as it lias been well taken care of. and Concords 
where mixed iu row wirli Niagara hear better than 
where set in solid block, but Niagara is a while or green 
grape, so would not care 10 use it for that purpose. I 
am very much interested in this question and would 
appreciate any informal ion your readers could give me. 
Missouri. j. P. 
IIE writer is not familiar with "Red Giant.” 
except that it is listed iu “The Grapes of New 
York." The description states it was sent out from 
Pennsylvania in 1898. It is possible that tlie variety 
in question is Red Reisling, a sort that was origin¬ 
ated in Missouri. 
2. Cross-pollination of Concord is still a matter 
of experiment. II lias been found that this variety 
is normally GO per cent perfect. Experiments are 
now being conducted by the New York Agricultural 
Experiment Station, using certain male hybrids for 
eross-pollenlzers. If is very probable that Niagara 
aids materially in the setting of Concord blooms, as 
probably will many other strongly self-fertile varie¬ 
ties of llie same blooming season. Of course the 
color of the pollenizer is not a consideration, except 
as a matter of marketing. p. e. gladwin. 
Cures for a Halter-pulling Horse 
Would you advise me of some means to stop a horse 
from “rope pulling," as 1 have a 12-year-old horse that 
has the habit of "pulling" when tied up in a shed, or 
anywhere out of the stable. j. y. 
New York. 
HERE are several ways of stopping baiter-pull¬ 
ing. Take a strong, thin rope about 20 ft. long. 
Put the middle of it under the horse's tail like a 
crouper. Bring the two ends forward along the 
back, knotting them together at the loins and with¬ 
ers. Then pass one end on each side of the neck, 
through the ring of the baiter, and tie to the manger 
ab>!ig with the baiter rope or strap. When the horse 
goes to pull the rope under tail hurts or surprises 
him and makes him quit. Here are other plans: 
Pass the end of tie rope or halter over the manger 
and tie it to one forefoot, so that the pull is equal 
on the head and foot. This is simple, safe and 
effective. Put a good strong halter on the horse 
with a rope that he cannot break: then put him 
either on a plank floor that is about 4 in. higher 
behind than in front, or on a hard earth floor of the 
same slope. Have the floor very smooth and wet it 
a little to make it slippery, if he is a bad one. and 
pad the sides of the stall with old sacks or blankets, 
tying them on with binder twine. As soon as the 
horse finds that he cannot keep his feet he will give 
nji pulling. Use a good halter and 10 to 12 ft. of 
strong rope or strap. Tie one end of the rope around 
the pastern of one foot and pass the other end 
through the lmlter ring and fasten to a stout post 
or manger and let the horse pull. This will cure an 
ordinary ease. If it does not cure a had one. tie the 
rope to a hind leg. passing it through the halter ring 
A Basket Full of Hog. Fig. (iJO 
and between the forelegs to the hind pastern. '1 ie 
a rope around the hind leg at the pastern and puss 
the rope to the opposite side of the body: run it 
around the neck where the collar rests, and tie the 
