, 1925-01-11
BY HERBERT e. DALEY.

oi0 lldC
go far afield to assemble data on.
which to base constructive thought
along this line The question of
salesmanship is an Important one.
inasmuch as there is an art or
science in the selling of goods. and
to achieve ucces In his line, as
In any other, the salesman must
study his subject thoroughly. deter
mine tho value of his line, convey
to the purchaser the merits Of his
article or articles; however, by no
deceptive terms or arguments or
misstatement of facts, his object
being to gain the confidence of the
purchaser. The banic influence in
the sale and distribution of any
product is the confidence of the pur-
chaser In such products. Once con-
hdence is established In the mind of
the purchaser, the problem OF sue
cessful distribution is solved.
In the purchase of our everyday
necessities. most OF us pay little or
no attention to their sources. The
ordinary person is satisfied, gen
orally. to buy what they need at the
most convenient place. providing. of
course. prices are equitable. The
American public has been educated
to a system of buying what they
can get rather than what they
want.
The oil industry in Wyoming has
grown steadily for the past ten
years until It has reached the posi-
ton Of the largest single industry.
We In the industry have had SO
many difficult problems to solve
during thatptime, that we have been
too busy to give any thought to the
development of other resources or
any lines of business either in our
own community or elsewhere in the
state. 1t is, however. my notion
that the time has arrived when oil
men, as we'll as all other residents
Of u state. must keep continual
ly In mind the Advancement of
Wyoming In lines other than oil.
In other words, II we can help the
producer of sugar, pork, beef, NUT.
ton. butter. vegetables. honey, or
any other commodity. or in any
way aid in the development of any
vicinity Or district by the purchase
Of Wyoming products. prices being
equal, or by lending our support,
morally. financially, or otherwise.
1t seems to me we would be render
ing n valuable service TO the pro
Queer and the state as a whole, as
well as to ourselves. to insist on
Wyoming products exclusively. The
question OF how to best accomplish
this undertaking, either by personal
contact or through advertising. will
be left open for further discussion,
and 1t seems to mo that this club,
as well as all other civic organiza.
tons, should Immediately map out
a program Of accomplishing tho de,
sired results, not ms O temporary
measure, but on as permanent q
basis as possible.
During the past two years, W.
have read and heard numerou.
talks on Wyoming products. let US
strive to obtain better results this
year than we have the past two,
What we need to accomplish the
desired result is concerted action.
What we need more than any one
thing. to my mind. 10 to create a
demand for Wyoming products to
such an extent that II producers
will supply the home markets 100
per cent. l have N mind an Illus.
tration that is typical. Last year
one Of our sugar factories sold In
this state about one seventh of Its
total output. At the same time.
great quantities OF Hawaiian sugar
were consumed at n higher cost
than Wyoming sugar. l am In
formed that for every additional
bag Of sugar sold In our state the
| producer of sugar beets will receive
an additional 81 per ton for his
beets. which amount is entireyl q
bonus. regardless OF whether the
farmer has signed up on the fiat
rate, sliding scale, or so per cent
Of each, basis. Sugar Is sugar,
whether produced from zane or from
beets. Wyoming sugar equals any
sugar manufactured In the world.
and car be purchased at Casper
from Is to 80 cents a bag cheaper
than cane sugar. An analysis Of
beet sugar shows the Same sugar
content as cane. There Is. there
fore. no legitimate reason for the
sale OF a single pound OF cane sugar
in our state. In fact. there is an
lnducement OF Is TO so cents a bag.
as stated above. for every purchaser
OF sugar insisting on Wyoming
sugar.
II is a well known fact that wyo-
ming products are on u par with
those Of any other state and there
Is, therefore. rather a keen demand
outside OF state for Wyoming
wool. honey, range cattle, dairy
products, turkeys. etc. II is folly.
OF course. to expect consumption at
home with our scant population to
take caro- OF the possible production,
but II we can create an insistent
demand for home products we will
In m indirect way have a desired
moral influence on outside markets.
Thus will we enable the producer of
any commodity to realize more for
his product than II II were neces-
sary to md a market for all his
produce wholly outside tho state.
This not only would benefit tho
producer. but would place US In the
position OF an exporter rather than
an importer. I do not want -
understood that ! favor building a
stone wall around Wyoming similar
to that which the state OF Colorado
is endeavoring to build by purchas-