256 
SEED TRADE BUYERS GUIDE 
Legume Inoculants 
S EED INOCULANTS are rapidly 
taking their place as a staple 
article in the seed store. Their 
sale covers most of the months of the 
year and the buyers of them are 
always repeat customers. Each year 
sees more farmers inoculating their 
legume seed so naturally there is an 
ever increasing demand for inocu¬ 
lants. 
Here are a few pointers that deal¬ 
ers would do well to keep in mind: 
When you sell a customer a 
legume inoculant what you are actu¬ 
ally doing is selling him an insurance 
policy on his crop. He is sure to be a 
satisfied customer because the inocu¬ 
lant will increase his crop yields. 
* * * 
Handle inoculants produced only 
by reliable manufacturers. 
* * * 
Never sell a customer clover, al¬ 
falfa, soybean, lespedeza, Austrian 
pea, or any other legume seed with¬ 
out selling along with it the proper 
inoculant. 
★ * * 
Carry on an educational campaign 
amongst your farmer customers. 
Manufacturers, agricultural experi¬ 
ment stations, county agents, and 
others have done much in the way of 
educating the farmer with regard to 
the use of legume bacteria, but this 
educational work must be continued 
by the dealer and it must be consist¬ 
ent if an increased demand for inoc¬ 
ulants is to be experienced. 
* * * 
Some dealers have found that the 
best way to convince a skeptical cus¬ 
tomer of the value of inoculation is 
to give him a sample to try out. When 
he sees the marked difference be¬ 
tween an inoculated and a non-in- 
oculated plot he will be "sold" for 
life on the use of inoculants. 
* * * 
Most inoculants come packed in 
attractive cans or bottles and lend 
themselves exceptionally well to 
window display purposes. These in¬ 
oculants should be featured at the 
proper time and window displays are 
among the best mediums available 
for promoting sales. 
* * * 
Sales can also be stimulated by 
displaying these inoculants on tables 
in the store, on counters, as well as in 
prominent positions on shelves. 
* * * 
There is an unusually attractive 
margin of profit for the dealer handl¬ 
ing legume inoculants. 
* * * 
Cooperation with the manufactur¬ 
ers of legume inoculants always 
pays. These manufacturers supply 
dealers with window display materi¬ 
al, electros and advertising copy for 
seed catalogs and local newspaper 
advertising, and in numerous other 
ways help the dealer promote sales. 
Directory Section Index—Pages 2-4-6-8-10 
