pleasing appearance would be as valuable an asset to me
as to the men who sell pickles, insurance, or gilt-edged bonds. It
would mean a favorable first impression and open the way to show
samples and make a sales talk.

"If I tried to interview a prospective customer handicapped by the
consciousness that my skirt hung badly or that my shoes were shabby,
not only would I be timid and ill at ease, but my appearance would
suggest to the city buyer the very slipshodness and lack of
reliability he fears in buying direct from the farm.

"I go strong on attractive samples. It would be useless to try for
fancy prices if I brought honey to town in mean-looking cases or
rusty cans. A slight drip down the side of a package might not be
proof positive of poor quality, but it would frighten away a careful
buyer. Likewise, I do not illustrate my egg sales talks with a
sample dozen of odd sizes and shapes. It is needless to add that
goods delivered to customers must be of the same quality and
appearance as the samples, and that one must keep one's promises to
the dot. A little well-directed enterprise will land a customer, but
only good service can hold him."

When the current wholesale price of honey was $3 a case, Mrs.
Tupper's comb honey has been in demand at from 20 to 30 cents a
pound. She disposes of every pound to private customers and to one
grocery store which caters to "fancy" trade. She sells eggs from her
400 Anconas at from 4 to 6 cents more a dozen than the country
store is paying its patrons who bring in eggs and "take them out in
trade."

Mrs. Tupper figured that if a trademark has advertising pull for a
manufacturing concern, it would help the farm business. She
christened her 10 acres "Graceland Farm," and this name is stamped
on everything that leaves her place. She had cards printed bearing
the name of the farm, its telephone number, and its products.
Graceland Farm is also emphasized on letter heads.

"Prompt attention to correspondence is an easy method of advertising
a farm business," she suggested. "A typewritten letter on letterhead
stationery, mailed promptly, creates a pleasant impression on the
man who has written to inquire the price of a setting of eggs or a
trio of chickens.

"Suppose I delayed a week and wrote the reply with pen and ink, or,
worse