3(50 TRANSACTIONS OF THE HORTICULTURAL 



with those pirates in trade might be tempted for self-preserva- 

 tion, to forsake the realms of truth and no sales, for the region 

 of fiction and temporary profit. And the worst of it is that their 

 victims never discriminate between them and reputable salesmen 

 and firms, but include all in one loud and long tirade of abuse. 

 Why cannot nursery-men combine and refuse to sell to any but 

 the reputable dealers, in the class of which I have been speak- 

 ing, and so compel the others to get all their stock, instead of a 

 portion of it, from along the roadside? They are a curse to the 

 business and a stumbling block (and no easy one to contend 

 against, I can assure you) to every salesman who is endeavoring 

 to do business in such a way as shall be a credit, not only to him- 

 self, but to the firm he represents. 



The time is not far distant when reputable nursery-men will 

 have to face these questions and adopt radical measures in the 

 treatment of them. The situation is not getting better, but worse. 

 Could they but go among their customers they would perceive this 

 themselves. It is of vital importance that some movement be 

 made, some course pursued, which shall once for all, lop off these 

 fungus growths that threaten the veiy existence of our business. 

 I am aware that such treatment may for a time decrease sales, but 

 lam fully convinced that it will be but a temporary decrease; and 

 as the public realizes the change, and the reason for it, confidence 

 and sales will grow apace, and the end justify the means fully and 

 completely. 



Bona fide co-operation on the part of nursery-men, and a 

 thorough education of the public as to their duty in the premises, 

 will accomplish the purpose sooner than we may deem possible. 

 Our profession, properly appreciated, is full of glorious possibil- 

 ties and rich in grand achievements. There cannot be anything 

 more gratifying than to see some place which two or three years 

 previous was a barren spot, now transformed into a little "Gar- 

 den of Eden," each shrub and tree bearing witness to the good judg- 

 ment that placed it there, and all uniting in one harmonious whole. 

 Honesty, energy and perseverance, coupled with a thorough 

 knowledge of our business will surely win. 



The salesman who can bring to his firm not only the orders but 

 the confidence of his customers, gains doubly for his employers. 

 He can have no higher plane of action than the gaining and re- 

 taining of the confidence of each of these parties between whom 

 he acts. Let us aspire to that high plane, and grasp every line 

 leading upward to it. We may not always attain it or keep upon 

 it, but all shall be better for every effort we put forth in our en- 

 deavors toward it. 



After some more music, the following paper was presented: 



