1466 
Pn RURAL NEW-YORKER 
December 16, 1922 
ARCOLA saves 
Mrs. Keeler 
the cost of 
a cellar 
M RS. MARY KEELER 
of Lockport, I1L, was 
about to put a cellar under her 
house so she could have a fur¬ 
nace. Then she learned that 
Arcola can be set in the liv¬ 
ing room, dining room or 
kitchen, sending its warmth 
throu gh small pipes to Ameri¬ 
can Radiators in the other 
rooms. 
After twoyears with Arcola’S 
warmth she writes:— 
“The entire cost of the 
plant, including installation, 
was considerably less 
than the cost of preparing 
a cellar for any kind of fur¬ 
nace. We can highly rec- 
Send for the free 
Arcola Book 
* 
ommend Arcola to any¬ 
one desiring plenty of clean, 
healthful warmth with a 
small consumption of fuel.” 
The three cold months are 
still ahead. In less than a 
week, Arcola can be filling 
your home with radiator 
warmth. Send today to either 
address below for the free 
book that tells the whole story. 
A MERICAN R ADIATOR 
COMPANY 
IDEAL Boilers and AMERICAN Radiators * 
for every heating need 
104 West 42nd Street, New York 
816 So. Michigan Ave., Chicago, Ill. 
Ship now all the furs you have to Geo. I. Fox, Inc., New York 
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We cater to fur buyers and shippers. Ship us all your furs— 
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164 West 25th Street 
Dept. 40,NewYork,N.Y. 
Geo. 1. Fox, Inc. 
THE HOPE FARM BOOK 
This attractive 234-page book has 
some of the best of the Hope Farm 
Man’s popular sketches — philos¬ 
ophy, humor, and sympathetic 
human touch. Price $1.50. 
For Sale by RURAL NEW-YORKER 
335 West 30th Street, New York 
Business 
“Night on the Market” Brought to 
Daylight 
Part III. 
Price Reductions. —I do what I legit¬ 
imately cau to discourage the policy, iu 
extreme cases cutting the trade entirely, 
or making it dear that when any par¬ 
ticular line of produce runs short I am 
in duty bound to supply those first who 
help most by price reduction on a 
glutted market. However, by far the 
most effective and pleasant method is by 
suggestion and ibe implication that you 
naturally expect co-operation in price¬ 
making. For instance, when a big in¬ 
crease in yield of strawberries occurs, 
and price reduction is in order, a com¬ 
mon form of greeting to those with whom 
I am on intimate terms—and that in¬ 
cludes nearly all—is: “Well, strawber¬ 
ries are on us with a rush. I have 
thought it best to reduce price today. 
Take all you safely can at the lower 
price, get yours down as low as you can. 
Here and there we nnd farmers who 
believe it is a good thing to box in the 
windmill. Owing to gasoline and elec¬ 
tricity windmills arc scarcer than they 
used to be. but occasionally we find a 
boxed affair for catching the blows of 
Boreas. The one shown in the accom¬ 
panying picture has beeu on the job for 
three decades. A deal of useful space is 
secured. The ground floor is used for 
storing farm fruit, a storage tank occu¬ 
pies the second story, while the octa¬ 
gonal-shaped third story is used for a 
variety of purposes, besides storing sup¬ 
plies and tools used in “doctoring” the 
mill. There is a well .'SO ft. d?ep under 
the structure, which is 12 ft. square at 
the base. The owners are two maiden 
farmers. J. L. gbaff. 
and let’s sell ’em.” I am here to say 
that very generally it works. 
Foreign Customers. —But l fancy I 
hear some one say: “You might as well 
try such tactics on a bunch of cattle ns 
on those foreigners,” The case is not 
nearly so hopeless as that; iu fact, I 
enjoy few phases of the salesman’s art 
more than Americanizing foreigners iu 
the ways of trade. These methods and 
my methods of impressing them are so 
new to them that it is often a treat to 
witness their surprise. 1 will relate an 
instance in my work hist season. The 
man in question was a Jew of the most 
strenuous type as regards trade, and with 
a firm belief iu the efficiency of his hag¬ 
gling methods. He was intelligent and 
the proprietor of a store with consider¬ 
able and respectable patronage. The 
first time I offered him berries, quoting 
the price, he started off in a fine frenzy, 
protesting the price, finding fault with 
the stock, insisting that his customers 
would pay no such price, and the whole 
rigmarole of hi* clan, ending with his 
own offer of price. 1 had waited pa¬ 
tiently for his enthusiasm to run down; 
then in level, courteous tones explained 
tliat I didn’t have time to do business 
that way; that my berries had to be. sold 
the same day they were picked; that the 
time was short, and that often in the 
busy part of the season I sold upward 
of $50 worth per hour, so that minutes 
were important. Further, that I named 
my price, and that he was simply wast¬ 
ing his time and mine when he attempted 
anything more than to state if he wanted 
any at my price, and if so. how many. 
He bought some, but apparently re¬ 
mained unconvinced, for the very next 
time he began the same tactics, but be¬ 
fore he could think what it was all about, 
without a word I had replaced the orate 
on the load and had cranked my car. 
When he did comprehend he exclaimed, 
“Wait; I want some.” I stopped the 
engine, made the sale, and there was 
never any further delay or trouble. 
Some time later, when calling his atten¬ 
tion to some unusual defect in t he fruit, 
owing to unusual weather conditions, he 
exclaimed iu admiration: “You will 
have your own way, but I must say you 
certainly are honest.” That was grati¬ 
fying, and showed a loyal customer had 
been won. 
Extra .Stock, —'While relating inci¬ 
dents of trade, here is another: It oc¬ 
curred years ago on the Harrisburg mar¬ 
ket. The customer was an American 
grocer who had been purchasing supplies 
front me for a long time. That particular 
day he asked the price of tomatoes, which 
1 had in quantity, in the foreground of 
the display of medium quality of an early 
variety. In the background, forgotten 
by me for the time, were two crates of 
magnificent stock, first fruit of a later 
variety. 1 quoted the nrioe of the regu¬ 
lar stock, and he immediately pointed out 
the extras and said he would take them. 
I apologized for the oversight, explained 
the difference iu quality and quoted an 
advanced price. He insisted there was 
no difference and that I was trying to 
“gouge” him. At first I 'thought, he was 
merely "kidding.” but presently he be¬ 
came plainly abusive. I valued his trade, 
but that wouldn’t go. I looked him 
straight in the eye and said: “If you 
really think that, after our long period 
of dealing, I no longer care for your 
trade.” "I can buy all I want else¬ 
where,” he flashed back, and was gone. 
For two or three, markets he walked by, 
evidently with the intent to be seen, and 
then one morning he stopped with his 
old friendly good morning, asked the price 
of produce, ordered wlmt he needed, and 
the incident was closed. The moral is 
plain. The salesman must protect his 
honor and his rights, oven if iu so doing 
he risks the loss of valuable 'trade; also 
his rights clearly include the protection 
of his goods. 
Uncouth Buyers. —In “A Night on 
the Market” are described almost unbe- 
lievablt* scenes of uncouth peddlers "paw¬ 
ing” over unbought fancy fruit and dig¬ 
ging up baskets id' well-packed tomatoes, 
without let or hindrance. How can they 
possibly have proper respect for either 
salesman or produce under such condi¬ 
tions? The proper course for the sales¬ 
man to pursue is to keep vigilant watch, 
and at the first move of a buyer to take 
undue liberties in inspection the sales¬ 
man should come forward with a de¬ 
cisive : “Beg your pardon: let me show 
you. so we won’t spoil the pack,” or the 
bloom on the fruit, as the case may be. 
Then lie should, with proper care, lay 
aside enough from the top of the pack 
to disclose a fair view of the contents 
beneath, call attention to any chance of 
inspection through openings in the con¬ 
tainer. and in every way show a willing¬ 
ness to assist honestly and thoroughly in 
the inspection. That done, the disturbed 
specimens should he carefully replaced 
and the decision of the purchaser calmly 
awaited. With strawberries the proper 
procedure is to learn the knack of turn¬ 
ing the faced top over on the hand, and 
raising the upper side of the basket suf¬ 
ficiently to show the fruit beneath, and 
then turning back without the pack being 
disturbed. 
Costs and Surn.iES.—Now let us get 
back to the vexed questions of supply and 
demand and the cost of production vs. 
the cost of distribution. The attitude of 
the salesman toward these important sub¬ 
jects automatically and almost uncon¬ 
sciously molds his humor and attitude, 
not only as a salesman, but also as a 
grower. It ma.v even mean all the dif¬ 
ference between contented optimism and 
discontented pessimism on the same in¬ 
come. liver since the rise and apparent 
success of labor unions there has been a 
growing tendency <>f most agricultural 
journals, including The R. N.-Y.. to ad¬ 
vocate the co-operative idea for farmers, 
(he outstanding tendencies boiug to dis¬ 
credit the “two blades of grass” theory, 
and to inculcate a spirit of self-pity 
among growers as the helpless victims of 
the vicious and grasping “middlemen.” 
The intention of course is to incite a will 
to co-operation among farmers. In this 
campaign The R. N.-Y. stands out de¬ 
finitely on its demonstration of the farm¬ 
er's “ofi-eent dollar.” Taken as a whole. 
1 believe ibis movement has been ex¬ 
tremely detrimental to the spirit and wel¬ 
fare of agriculture. The recent wider co¬ 
ordination of agricultural interests I be¬ 
lieve in the main to be the result of wider 
causes. However high the intended pur¬ 
pose of this campaign may have been, it 
really was on the low plane of “Give as 
little as possible and grab all you can 
get.” the veal attitude, if not the ex¬ 
pressed motto, of the modern labor 
unions, which have brought the country 
all too near to the brink of ruin. There 
are many things we could wish other¬ 
wise. and in spite of all our best united 
efforts there always will be. for this is 
not Utopia. u. L- uahtman. 
