Peddler and Motor Truck 
Part IT. 
PiiAXGiNG TO Motor I'oweu.— The 
success of these green j’oimg gardener.s 
the first year with such a ci-op as cauli¬ 
flower looks pretty well for “book farm¬ 
ing.” The whole scheme paid pretty 
well the first year, and better the sec¬ 
ond year, because the young men had 
more experience, more confidence and 
more credit. Last year, the third sea¬ 
son, they had a truck 'and did more busi¬ 
ness than ever. The loss of a $500 hor.se 
the second year, largely from overwnrk. 
suggested the change to motor power. 
There were two routes to go over on al¬ 
ternate days, besides occasional side 
trips for peddling in the '.home town or 
collecting j>i*oduce. and the horse was on 
his feet 12 to 15 lumr.s. The young men 
did not spare themselves, either, but the 
job was too much for one animal. * 
A Skcond IIaxi) Truck. —They 
bought a machine of well-known make 
and fitted it with a covered express body. 
Half way up on the six posts that sup¬ 
ported the cover they put a frame 
with cross boards, making a platform 
two or three feet above the body in 
order to carry a second tier of boxes. In 
this way the truck, although a light ma¬ 
chine, would carry three-quarters of a 
ton without trouble, and all the stuff 
could be reached without moving boxes 
and could be seen b.v the customers 
when they came out to buy. About the 
truck Lester says: “It was second-hand, 
and it might have paid to get a new one. 
Some of the running parts were worn 
out before we owned it. and we had to 
get new ones. But after we once got 
the truck in repair, we had almost no 
trouble with it. The ga.soline and eili 
costs us $1.50 a week, while the hoi-se 
used to cost $.2.50. We make a good 
ni'fwiy side trii)s to other towns when we 
have extra stuff to sell, and we couldn’t 
do that with one horse. We should need 
two to do what we did last Summer. We 
made the regular trips to market in half 
an hour, and it used to take two hours 
with a horse. I could pick up a second 
load and sell it, or I could come home 
and work in the garden. We thought 
perhaps our cu.stomers would not buy so 
.well from a truck, thinking the produce 
might not be so fresh. So we felt pretty 
glad when we saw them coming out with 
pans and aprons the same as before. 
The.v liked the truck better. Sometimes 
one of them would tell the other ped¬ 
dlers, ‘We will xvait for the boys with 
the truck.’ There was more style about 
it, you know.” 
“But how could you, young men, sell 
all this produce in a town full of ped¬ 
dlers?” 
Making Friends with the Custom¬ 
ers. —“We get acquainted with our cus¬ 
tomers,” replied Fred. “When we call 
we talk about the weather, the baby, the 
news; anything but business, until we 
get ready to take out our order book, and 
then we act as if we expected an order 
and took it for granted. We may talk 
about the stuff, telling how crisp and 
handsome the radishes are and how ten¬ 
der the beets, and how luscious the car¬ 
rots, until we grow almost jmetic. If the 
marketman has sent down some beef, we 
suggest what should go with it for a 
first-cla.ss boiled dinner. If it i.s a hot 
day, we urge lettuce and other things for 
a salad. We may be joking, or only half 
.serious. The manner has to be suited 
to the customer, and the goods too. For 
instabce, it is no use to offer such things 
as lettuce, celery and cauliflowers to some 
families, but there is a big demand for 
them among people who are used to 
them. It doesn’t pay for a peddler to 
train his custoiners to buy what they 
don’t want. It is easier and pays bet¬ 
ter to take the market a.s it is, and if 
you haven’t got what they want, take 
their order and get it for them. 
Satisfying Buyers. —“One woman 
wanted some Kentucky AVonder beans, 
and we found some for her. ‘Here are 
some of those fine beans you asked for, 
Mrs. B.,’ I would say, ‘I have kept them 
for you and refused half a dozen people 
who wanted them.’ She. was pleased, 
and has been one of our best customer.s. 
Trade wimld spread from oue familj' to 
another in the three-deckers. If we 
.started with the middle family we would 
get acquainted above .and below, and at 
last be .selling to all three. I worked a 
long time with one lady who always 
said: T give all my orders to my gro¬ 
cery man by telephone tiiid I am well 
satisfied.’ “You will be giving them to 
Hie, later,” I said to myself, and I got 
Well acquainted, but she wouldn’t buy. 
One day I said: ‘Come out and look at 
Hie team anyway, and see the vegetables 
fresh from the farm?’ Hhe came and 
bought some and was a very good cus¬ 
tomer after she once started. AVe had 
a great many families so reliable that 
they would promise to wait for us. no 
matter how late we came, nor how many 
other peddlers called first. 
Advance Order.s. —“AA> always try to 
take advance orders, .so that we know 
about how to make up our load. Some¬ 
times to shut off competition we would 
'T. a whole load of exceptionally 
paying a good price to get 
It oft the road, or we would buy his most 
salable things, knowing he couldn’t do 
niuch with the rest. If we had too much 
ot one thing we would take it where it 
was most wanted. Italians are good buy¬ 
ers of tomatoes, onions and fruit. The 
(Contioued on page 395) 
RURAL NEW-YORKER 
DELCO LIGHT 
377 
i 
For the first time electric light and power are available to anyoiie—an> vv here. 
Heretofore, the benefits of electricity have been confined to those who live in 
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It is lighting country churches, stores and 
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Price in U. S. ^O^Cl Complete 
except 'western points ipmU / O F. O. B. Dajrton 
Be sure to write for the illustrated booklet 
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Dayton, Ohio 
Offices in all principal cities 
r>istrihuiors t 
PVr«ey St.. N«w York City 
J ^’<iJjviVpo* * ' Avenue, Rochester. N. Y. 
J.S. SNYDER, . . 824 N. Bro.d St., Phlladelphls.Ps. 
FREE! My Big New Farm Gate 
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I want every landowner to have my big Free Cook 
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tl2) 
Costs Uss than All Wood— Lasts 3 Tiiiss as Long 
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These tools do the 
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One man can cultivate 3 to 6 times the usual acreage with 
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New 72-page 
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Illustrates Planet Jrs in action 
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Box 1107 V 
Philadelphia 
TCet my big book and samiile of Drown Fence. 
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DEPT.,.2d9 - - CLEVELAND, OHIO] 
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Here’s a few of our bi^ values t 
26-Inch Hog Fence- ICIfc a rod 
47-inch Farm Fence- Z4He a rod 
48-inch Poultry Fence - Z9Hc a rod 
Special Prices on Galv. Barbed Wire 
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Farm, Garden and Orchard Tools 
Answer the farmer’s big questions; 
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f 
