The Vermont watchman. [volume] (Montpelier, Vt.) 1883-1911, 1910-05-26
Establishing a Retail Route.

the simplest thing in the world. How
ever, good route, well handled, is
often more profitable than sending
to a commission merchant in whole
sale lots. The success of a route will
depend fully as much upon the man
as the goods. Frequently the best
customers are those who start the
slowest and are cautious; a care
less man would not succeed in keep
ing them.
Exactly what to raise will depend
upon local conditions. However, in
general, it Is safe to say that cab
bage (early and late), squash, GU
cumbers, early potatoes and lettuce
are all good sellers anywhere. This
provided enough is planted so as to
make a good picking, say bushels and
not pecks.
There is good money in peas and
beans. Tomatoes are an extra good
crop, as you can sell all you have if
you make price to suit as they be-
come more plentiful. Taking orders
ahead for 16-quart baskets, both
green and ripe, is one feature. The
sorting over of fruits and having
two grades is another point. 1t is i'm
portant to have cold frame or hot
bed to raise your own early plants.
1t is no object to try to beat out the
goods sent from the South. Be early
in the latitude in which you live and
you will win out with native stock.
Any good speciality that your land
will produce to advantage is a safe in
vestment. Some can sell two tons
squash where they raise one, from
the simple fact they have the reputa-
ton of good ones. They go at the
highest market price. The average
farmer can use his eyes and notice
the real skill that is exercised at
most of the large stores to show to
best advantage all kinds of farm pro-
duce. Not one farmer in 10 thinks
he is making money to take time to
have his goods fitted to high retail
display standard.
Any old thing does not go nova
days at a profit, and that is the king
pin of the whole matter. How can
farmers make more profit on what
they produce? 1t will only come by
care, not only in the representation,
but quality and display must go hand
in hand. Be sure you are right on
your price and stick to it. Do no. al
low every person to whom you sell to
adjust prices for you. Have faith in
your goods and you will sell. If goods
are not up to standard be willing to
admit it and make price accordingly.
1t will take time to get the conf
dence of the trade, and one can knock
down in one single move what it has
taken months to build up. Good ma
tive pork, chickens, eggs and butter
are always in demand, but will be
slow in getting under way. Conf
dence is the important part to gain.
Points to Remember.
A man of considerable experience
in retail routes suggests the follow
ing series of don'ts for guidance of
readers:
Don't retail your goods at whole
sale prices and kick the grocer il
he does not pay you retail price.
Don't have a different price for
each customer.
Don't have your customers make
your prices; be sure you are right,
then go ahead.
Don't sell So pounds for a 60
pound bushel.
Don't buy cold storage eggs and
sell them for fresh farmer eggs. 1t is
an insult to honest farmers.
Don't put small apples in bottom OF
the barrel.
Don't overestimate the quality OF
your goods.
Don't forget that here a little ant
there little" is the gross profit in
the end.
Don't forget that steady keep at il
will win.
Don't talk politics or religion.
| Don't sell fowl for a chicken; il
will pay best to reverse the order
| Don't talk about the last customer
you called on at the next stopping
place.
Don't try to make people believe
you know what they want better
than they do.
Don't forget, rain or shine, circus
or town meeting to be on hand oil
your regular trips.
Don't try to sell overcoats in Jul,
and linen coats in December. Sci
seasonable goods at seasonabl
times.
Don't forget to say mo" to a doubt
full customer.
Don't be afraid to turn your baske
of berries bottom side up
Don't forget to sell No. l goods a
top-notch prices.
Don't forget bargain counter ha
its dement's If you have any, admi
it, and pass on.
Don't forget to suit your trade
and they will pay for it.
Don't forget comon-sense peopl
still live.
Don't wear your heart on you
sleeve. III you have a bank note I
meet, keep 1t to yourself,
Don't forget to smile on enterin
the house. and don't forget to kee
, your place as a salesman.