1)8 XKBRASKA STATK HOKTICUiyrUBAL SOCIETY. 



Mr. Atkinson: We reach a good many towns and we sell as many in 

 surrounding towns as we do in our home town. We have Mr. Dole 

 thirty-five miles on one side of us and Mr. Simanton twenty-five miles 

 on another side and Mr. Marshall is thirty-five miles southeast of ns. 

 and we can only reach half way to those places. 



Mr. Green: We have in Fremont some twenty-eight towns where 

 we have an agent, as we call it, at a drug store, a restaurant or an 

 undertaker's, who takes orders for us on a commission. He sends the 

 orders in and we ship direct to him. He is really the dealer and we 

 find that we get a big trade of that kind, and the demand is more or 

 less steady all the time. It comprises about three-fifths of oui- entire 

 business. 



Chairman: I know a man who is or was an advertiser, or special 

 salesman. This man could go out in a town of 2,000 and put on a 

 sale for a general merchandise store and always clean up that store 

 in ten days. He started in business for himself not long ago and he 

 did not know how to advertise to make a little business pay that 

 did not have a thousand dollars invested. He could advertise for other 

 people in that one way and make a success of it, but he didn't know 

 how to go about it in a small way for himself. I think that most 

 of these things we have to learn as individuals in our own surround- 

 ings — surroundings which are different in each case, and the conditions 

 are different. I do not think any of us could learn the remedy for 

 evils existing in any other place of business, or in any other town. I 

 think it has to be learned right on the ground. 



Chairman: Is there anything further to be said on the subject of 

 advertising, or any other subject that we ha\d not covered? 



Mr. Yeager: I think Mr. Green has struck the keynote of the situa- 

 tion as far as the matter of advertising is concerned. I believe his 

 plan is the best plan, and it hinges on this: When a man's trade is 

 not satisfactory and he desires to increase his business and his business 

 i^ not sufficient to warrant the increase, then of necessity it follows 

 that he should increase his territory from which he draws and in 

 which he desires to sell his goods. 1 think Mr. Green has successfully 

 answered your question. I know nurserymen who have been twenty- 

 five or thirty years in a little town, successful, good nurserymen, who 

 have been desirous all the time of increasing their business and who 

 have been unable to do so because their trade would not allow it. Well, 

 on the other hand, I have known others who have increased their field 

 in which they worked. If they did not have the trade at home they went 

 out and sought it and built up and made trade in new territory. That 

 is the solution all these people find in the promotion and building up of 

 their business. It applies to nurserymen as well as florists. Another 

 thing I would suggest that hel))s trade a good deal: Competition some- 

 times is a mighty good thing to stir up business, ft puts a fellow on 

 his mettle. 



