Another case, and this is only a sample of several from the same city: A number of years back a New York lady, accompanied by her husband, came to our kennels to purchase a dog. I had quite a handsome litter of five or six months old pups by “Merk Jr.,” out of Buster stock on the dam’s side, one of which, a perfectly marked seal brindle female, at once took her fancy, and she said: “We have just come from another large kennel in Boston where they asked us three hundred dollars for a little female I do not like nearly as well as this one.” Her husband was one of the leading men of one of the largest trusts in the country, and money was apparently no object, and when I replied, “Mrs. Keller, that dog you select is not worth over fifty dollars (the price I afterwards sold her for) and the best dog in the litter I shall be glad to let you have for seventy-five,” she seemed much surprised. I then, of course, told her that the dogs were not worth more as their muzzles were not deep enough to be worth a higher price than I wanted. I recently received a letter from her stating that her dog was still as active and much loved as ever, and the number of orders that have come to me through the sale of this dog would surprise the owners of those kennels who stick their customers with an outrageous price, and who find to their sorrow that no subsequent orders ever come, either from the customer or any one else in the vicinity. People have a way sooner or later (usually sooner) in discovering when they have been overcharged and act accordingly.
One other recommendation I wish to make in place here is: “Never try to fill an order that one has not the dogs to suit.” Frankly say so, and recommend a brother fancier that you know has. One good turn deserves another and he may have a chance later to reciprocate. This creates a kindly feeling amongst kennel men, and is productive of good will, and ofttimes a large increase in business. A few years ago a lady from Connecticut came to see me to buy a first class dog or a pair, if she could get suited. I knew that in the past she had paid the highest price for her Bostons, and she wanted a dog in the neighborhood of two thousand dollars. I told her at once I had nothing for sale to suit her, but that I knew a man who owned a dog I considered worth about that sum, and recommended her strongly to buy him, and sent her to Mr. Keady, who sold to her “Gordon Boy” for that price. The sequel to this is somewhat amusing and shows how reciprocity did not take place. I went to see a litter of pups at Mr. Keady’s house soon after, and expected to obtain a somewhat favorable price on the pup I picked out of the litter on account of the sale of the dog, and offered the gentleman three hundred dollars for him, upon which he replied: “Mr. Axtell, do you think that five weeks old pup is worth that sum?” and upon my replying, “I certainly do,” instead of saying, “All right, take him,” he exclaimed: “If that is your opinion, and I know you always say what you believe, then he is worth that sum to me,” and put him back in the box. He subsequently sold him to Mr. Borden for over six thousand dollars, the highest price ever obtained for a Boston.
While writing on the subject of sales, I think it will be in order to speak of a matter that is a source of anxiety to a great many breeders, and that is the getting rid of the small bitches that are too small to breed. We have always found a ready sale for these when properly spayed for ladies’ pets, largely in New York city. They make ideal house dogs, perhaps more winning and affectionate in their manner than others, never wandering off, and I believe the license fee is the same as for a male. Great care must be taken that the operation is thoroughly performed by a competent veterinary, and it is usually best done when the pup is six months old. My first experience may be of value and interest. I had a little “Buster” bitch that I felt assured to my sorrow was to small to whelp successfully, and being much fancied by a lady doctor in Waterbury, Conn., advised spaying before being sent. I took her to a veterinary with a good reputation in Boston, and after the dog had fully recovered from the operation, sent her to Dr. Conky. What was my surprise to hear that when nine months old she had come “in season.” I sent the ex-President of the Boston Terrier Club, Dr. Osgood, down and an additional cost of fifty dollars ensued, whereas the first charge of two dollars would have been all that was necessary if the operation had been properly done in the first place. Am glad to say I have seen no failures since. I can conceive of no reason why there should not be a ready sale for this class of dogs in all sections of the country, and the disposal of the same will materially help the income of a great many breeders.
In conclusion let me state: “Put a price on your dogs that in your best judgment you know (not guess) to be a fair and equitable one (and if unable to decide what is right, call in an honorable expert who can) and take neither more nor less. Always remember that a man can raise horses, corn, cotton, or dogs (or any other honest product) and be a gentleman, but the moment he raises 'Cain' he ceases to be one.”
Gordon Boy, Gretchen, Derby’s Buster, Tommy Tucker, Ch. Lord Derby
Gordon Boy