477 
1-I15. 
THE K. U R. .A. U NEVV-YOKKEK 
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Right After the Consumer’s Dollar ll 
Part II. j| 
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Another Trip. —The second trip was 
somewhat easier, as more of the grocers 
took a few to try, and those who bought 
the first trip had sold out before I got 
back. For the balance of the load I found 
better streets, where they did not quite all 
have gardens or plenty of tomatoes, but 
that load about finished the peddling 
from door to door, as by the time I 
reached Hornell on the third trip, the 
tomatoes had done their own advertis¬ 
ing. Those I had sold from door to door 
had made demand for more, and all I 
had to do was drive from store to store, 
set off as many crates as each wanted, 
make a note of it in account book, and 
then, while the old horse rested and ate, 
I went around, collected and took or¬ 
ders for next trip. It took less than 
two hours to sell that third load. 
Market Conditions. —The condition 
of the tomato market at that time was 
anything but satisfactory to the grocers. 
They had been losing money, sorting over 
inferior stock and throwing out a lot each 
morning. Borne of them could not see 
at first that these fancy tomatoes would 
create a demand for themselves. I had 
found while peddling that even where 
they had tomatoes in their own garden, 
I sometimes made sales because what I 
offered them were ripe and ready to use, 
and looked too tempting to be resisted. 
If a woman orders tomatoes from the 
store and they are a poor, unsatisfactory 
lot, she is not likely to order again as 
soon as though they were extra fine, es¬ 
pecially if, by waiting a few days, she 
can get some in her own garden. She 
can change her bill of fare to include a 
vegetable if good, or exclude it if poor. 
This applies to the potato as well as the 
tomato. The first time I stopped at one 
of the best groceries, I asked if they 
wanted some fancy tomatoes. “What do 
you ask for them?” Ten cents for six- 
pound basket, about $1 per bushel. 
“You had better drive on. We can buy 
all we want at 60 cents per bushel.” 
This was not the proprietor himself, 
however, as I afterward learned, when 
I called again at the same store, in an¬ 
swer to his request by phone to another 
store further up the street, that I should 
be sure to save some for him that morn¬ 
ing. 
Increasing Demand. —At another at¬ 
tractive grocery I asked one afternoon : 
“Do you want any tomatoes for tomor¬ 
row’s trade?” “No. We have a lot. 
There is no demand. They don’t sell.” 
“Well,” I said, “why not try some flood, 
ones that trill sell?” and with that I 
lifted the lid from the carrier I had with 
me, and let the tomatoes do the talking. 
“All right,” he said, “we will take two 
crates.” To be a successful grocer, a 
man must have more or less ability to 
make himself agreeable to those with 
whom he is dealing, but some of them 
treat one differently when he goes in to 
sell, especially if they are not much in¬ 
terested in what he has. or if they think 
you are stuck with a load. On the first 
trip I found one case of this kind where 
least expected. I would not consider his 
offer of 50 or 60 cents per bushel and 
never drove up to his place again, as even 
a farmer appreciates a little common 
courtesy, especially when things look 
blue. Sometimes, however, the most un¬ 
promising at first may later prove a 
good customer. In one case, where the 
proprietor was very gruff and seemed in¬ 
clined to walk all over me, as it were, 
after one experience I tried to keep away 
from him, but he came to me on the 
street w’hile delivering to another store, 
and wanted four crates of my best grade, 
sure. A boy in the other store said 
" fie had gone, “that fellow is a reg¬ 
ular devil,” but both of us were mis¬ 
taken in our impression, as before the 
end of the season he became one of my 
best customers, and showed very plainly 
that he appreciated good stock and a 
square deal, as indeed they all do. 
f'RADiNG And Prices. —As the season 
nd\ anced, the weather became still cooler, 
and tomatoes ripened very slowly. The 
demand increased and I raised price to 75 
cents per carrier, or about $1.25 per 
bushel for the fancy grade, without any 
kick excepting in a good-natured way. 
Most of the No. 2, or canning grade, were 
sold locally at 75 cents per bushel, and 
the No. 3 or catsup grade at 50 cents 
per bushel. Some may think that with 
as many tomatoes as we planted, we were 
making a big thing out of the crop, but 
the other side looks differently. In the 
first place, after the first few pickings 
of the earliest to ripen, the Earliana 
were absolutely worthless for the fancy 
grade. In fact we used very few of 
them even for the second grade, or can- 
ners, as they were so rough and ugly. 
What few we sold of Earliana were 
mostly in the catsup grade, and for a 
good while we did not bother with them 
at all. We bought the very best seed of 
Earliana of which we knew at that time, 
claimed to be smooth, but they were 
worthless for our trade, though much the 
same as were being marketed by others. 
In addition to this, the Bonny Best of 
which we had about half of the whole 
planting, were too small on an average, 
and entirely too soft. Although they 
were generally smooth and nice shape, 
when they did crack open, they cracked 
deep and made ugly, black places that 
soon started to rot, and went down 
quickly. Paragon, recommended by some 
as an early sort, was entirely too late 
and undesirable anyhow. Jewell gave us 
the finest tomatoes, and well worth wait¬ 
ing a few days longer for than Earliana, 
but seed contained poor mixtures, many 
of them soft and entirely unfit for fancy 
grade. The season was very wet so much 
of the time tomatoes were growing, it 
may have made them softer, and helped 
to increase the loss from cracking, which 
spoils the appearance for fancy grade, 
but most important of all, interferes ser¬ 
iously with keeping qualities, so import¬ 
ant to both growers and consumers. Tak¬ 
ing it all together we actually marketed 
but a small part of the crop. Hundreds 
of bushels of tomatoes, most of them 
fully as good as or better than others 
were placing on the market, were kept 
at home. With the market alread. over¬ 
stocked with inferior tomatoes, carelessly 
sorted and handled, had we undertaken 
to sell all that we had of the same kind. 
We could not have sold either the best 
or the poorest for enough to pay for the 
hauling. 
Difficulties of Selling. —Dotting 
nearer the consumer’s dollar, when it 
comes direct from the woman’s own hand, 
is not all a path strewn with roses, 
though far from being all thorns. Per¬ 
haps the greatest difficulties in selling 
from door to door, are: Without your 
price is lower thau the housekeeper can 
buy at the store by ’phone on credit, she 
is not interested unless you have a better 
article; also being obliged to cover so 
much territory, sometimes, to make a 
small sale, when time is generally pre¬ 
cious. When one has not a full assort¬ 
ment, she often wants what you do not 
have, and often what is hard to get. When 
we had peaches, she wanted tomatoes 
often, and this year when we had toma¬ 
toes the cry was for peaches, peaches, 
peaches. Then, too, there is the false old 
theory, that the pocketbook belongs en¬ 
tirely to the husband, and when you find 
him out you find too often she is “out” 
too, out of money, making trouble for the 
peddler selling for cash. In some cases 
and it is very true they are exceptions, 
women lack all sense of honor in a busi¬ 
ness way, ordering goods delivered at a 
certain date, then when one goes with 
them, she mets you with her sweetest 
“prunes and prism smile,” and tells you 
she just bought some yesterday, at a few 
cents less, perhaps, and that she will not 
need yours now. A woman customer may 
complain that the tomatoes she bought 
from you were rotten, and ask you to re¬ 
place them. We had a case of this kind, 
where the young housekeeper ordered a 
crate of tomatoes delivered a certain 
date, which we did. She decided about 
that time to take a week’s vacation at 
the lake, and left the tomatoes until she 
came back, and it is true, they were rot¬ 
ten then. Farmers are legitimate (?) 
prey for others. Why not for her? We 
found out the truth, after giving her a 
crate to satisfy her complaint, i. c. r. 
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Your exact measurements of 
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$ 10,0 0 0.0 0 
SAW 
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Portable 
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Only $7.90 saw frame 
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Money refunded if not 
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catalog. 
LER A. TOOK CO. 
elleville^ Pa. 
For All Farm Buildings § 
the matter of roofing is of first importance. It does not 
pay to skimp when you are building for permanence. 
I used R.U-BER-OID Roofinrf. sav.q -die owner of these 
proof and almost 
used RU-BER-OID Roofing, says tlie 
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roofs that will not crack, rust, warp or rot, by using 
Pronounced “RU" as in RUBY' — 
WfcM&filO 
COSTS MORE - WEARS LONGER 
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roofing. Hundreds of UlTBER-OIQ roofs put on 
more than 20 years ago are still as serviceable as 
when laid. The long life of |IU’BER-01Q makes it 
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! 
Court Decision 
Against Imitators 
In a recent opinion, the U. S. Court of 
Appeals in Chicago holds that the public 
has long recognized the trade name 
“Ruberoid” or “Ru-ber-oid” as our 
trade name and as indicating roofing of 
our manufacture, and it enjoins imitators 
from using the word “Rubberoid or any 
similar name as the trade name or 
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Look for the “Ru-ber-oid Man.” 
shown below, on every roll. If the Ru- 
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not RU-BER-OID. 
The base of RU-BER-OID is a 
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Free Books to Help You 
Building a Barn discusses sites, foun- j 
dations, floors, interior arrangement, etc. ,j 
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Building a Poultry House gives work¬ 
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Roofing a Home shows how to secure 
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and how to avoid costly mistakes. 
Building Your Own Garage gives plans 
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... Send samples of Ru-bbr-oid and books opposite which 
Mark the coupon and matt it now. | i mark X. i intend to roof a. 
THE STANDARD PAINT CO. ■ □ Building a Fouliry Hons. 
NEW YORK and CHICAGO * El iSiifi: a 8™““°” 
Also makers of Ru-ber-oid Shingles. Amiwud Wall Board, | [J Building Your Own Garage 
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Tha Paraffins Paint Co., San Francisco, (Under License) r □ Artistic Roofs 
The Standard Paint Co. of Canada, Limited, Montreal | If a dealer, check here □ 
_| Name ............ 
Building Book Coupon 
Address 
hen you write advertisers mention The R. N.-Y. and you’ll get a quick reply 
and a “square deal.” See guarantee editorial page. 
