Page 25 - One Thousand Ways to Make $1000

made a product that he liked, instead of one the public liked. There are
thousands of manufacturers today who are slowly going bankrupt because
they do not follow this simple principle. They often try to force their ideas on
the public, when it would be so much easier to make something that the
public actually wanted.

It did not take Schnering long to discover his mistake. He found out that three
types of candies sell best, namely, chocolate, caramel candies and candies
containing peanuts. He concentrated on making candies of this type, and his
candies sold, though not as well as he anticipated.

Schnering then experimented with many kinds of candy bars. It took him
three years before he had hit upon the ideal combination, one blending
chocolate, caramel, and peanuts, and the way the candy-public took to this
bar justified his experiments. He later decided to call the bar “Baby Ruth,”
because the word “baby” was familiar to every small child and adult, and
because the common name, “Ruth,” was easily pronounceable by man and
child. He priced it at five cents. The success of this bar was immediate.

To make a candy bar that will sell successfully does not require a
candymaking machine. You can start in your own kitchen, and by following
the principles outlined above, may, in a few days, work out the formula for a
successful selling bar. Candy formulas are not subject to copyright, but the
trade name of the product may be registered in the Bureau of Patents and
Copyrights, and its use denied to anyone but yourself. The experience of
every candy manufacturer, however, would indicate that the best kinds of
candy to make would be candies made from chocolate, since chocolate
candies are always in demand. Kitchen-made candies, chocolate creams, dip
caramels and other types sell better because they are fresher, and there is an
unlimited demand. A market is always ready in the local stores, where goods
placed on consignment, that is, with the understanding that you will take
them back if not sold within a specified time, are generally accepted.

chapter tWo
SELLING AS A BUSINESS
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