to their sorrow that this word has not magic enough to float
inferior goods on the market. As a rule large canning and preserving
establishments are clean and have the best appliances, and they employ
chemists and skilled labor. The home product must be very good to
compete with the attractive goods that are sent out from such
establishments. Yet for first-class homemade products there is a market
in all large cities. All first-class grocers have customers who purchase
such goods.

To secure a market get the names of several first-class grocers in some
of the large towns. Write to them asking if they would be willing to try
a sample of your goods. If the answer is favorable, send samples of the
articles you wish to sell. In the box with the fruit inclose a list of
the articles sent and the price. Write your name and address clearly.
Mail a note and a duplicate list at the time you send the box.

Fixing the price of the goods is important. Make it high enough to cover
all expenses and give you a fair return for your labor. The expenses
will be the fruit, sugar, fuel, jars, glasses, boxes, packing material,
wear and tear of utensils, etc., transportation, and commission. The
commission will probably be 20 per cent of the selling price. It may be
that a merchant will find that your prices are too high or too low for
his trade, or he may wish to purchase the goods outright. In any case
it is essential that you estimate the full cost of the product and the
value that you place on your labor. You will then be in a position to
decide if the prices offered will compensate you for the labor and
expense. Do not be tempted, for the sake of a little money, to deprive
your family of the fruit necessary to health and pleasure.

PACKING AND SHIPPING.

Each jar or jelly glass must be wrapped in several thicknesses of soft
paper (newspapers will answer). Make pads of excelsior or hay by
spreading a thick layer between the folds of newspapers. Line the bottom
and sides of the box with these pads. Pack the fruit in the padded box.
Fill all the spaces between the jars with the packing material. If the
box is deep and a second layer of fruit is to go in, put thick
pasteboard or thin boards over the first layer and set the wrapped jars
on this. Fill all the spaces and cover the top with the packing
material. Nail on the cover and mark clearly: GLASS. THIS SIDE UP.

The great secret in packing is to fill every particle of space so that