•?G8 



HORTICULTURE 



March 16, 1918 



SALESMEN OFF THE ROAD?— AD- 

 VERTISE! 

 Ily JiM-1 \V in. klii-1.11 ill "I'lnss." 



lessened trndo in those lines affect- 

 ed by war coiulllioiis, and temporary 

 complete cossutiiin of trade in some 

 lines, due to the dimculty of obtaininn 

 deliveries, lack of raw materials, etc., 

 has caused many sales managers to re- 

 duce their forces. In a number of 

 lines traveling saltsinen have been re- 

 called to the home ollice. 



Under such circumstances some 

 sales managers have questioned the 

 advisability of advertising, wlien there 

 was "no business." The advertising 

 manager who finds this attitude pre- 

 vailing, in spite of his well-grounded 

 belief In correct advertising principles, 

 oftentimes Is allowed to continue his 

 trade paper schedules under protest, 

 with the possibility constantly present 

 that cancellation of advertising con- 

 tracts will be ordered at any moment, 

 even though he should advise 

 against It. In such a situation it may 



The 1st of May 

 Thrift Stamp Day 

 In The U. S. A. 



The Active Co-operation of 

 Every Reader of 



HORTICULTURE 



Is Urgently Requested To 

 Make It A Success 



May 1st, 1(118, will be observed 

 tbruu):haut the United States as 

 Tlirift Stamp Day! On that day re- 

 tail stores everywhere in every line 

 of business will asl^ customers to 

 take part of tlieir ciianiee in Thrift 

 Stanipit! It will be patriotic for 

 every man. woman and child to ac- 

 cept at least one Thrift Stamp as 

 change on every purchase made that 

 day — and to make as many pur- 

 chases as possible on May lat. 



Here is a big, praetkal way of 

 gettinc millions of Thrift Stami)s 

 into the hands of the people of the 

 TJnited States, and of iusuiing the 

 success of the Government's War 

 Savings Stamps campaign. Thrift 

 Stamp Day will help evrryonr. It 

 will prove a tremendous boost to 

 business. On May 1st, 1918, the na- 

 tion should do the biggest total re- 

 tall business of any single day in 

 our history '. The beneficial habit of 

 'Phrift will be sown broadcast among 

 the citizens of the U. S. A." Most 

 important of all. Uncle Sam will be 

 furnished with the sinews of War 

 and Victory! 



American buslni'ss must go "over 

 the top" at once in a quick drive to 

 make Thrift Stamp Day an over- 

 whelminc success. Ton wholesalers, 

 you Jobbers, you salesmen, must 

 talli Thrift Stamp Day among your 

 tnide. arouse the enthusiasm of the 

 retailers, the storekeepers, the clerks 

 behind the counters. Uncle Sam 

 needs your help. A practical plan 

 has been prei)ared showing how each 

 one of yon can "do your !>it" to 

 make Thrift Stamp Day a red letter 

 day in American business annals. 

 Write for this plan tnda.v without 

 fail. Uemember. in helping Uncle 

 Sam you are helping business and 

 helping yourselves. Address Mr. W. 

 Ward Smith, National War Savings 

 Committee, 51 Chambers St., New 

 York City. 



NIkTIONAl ;WAR SAVINGS COMMITTEE 



SI Cbambert Street, New York Cil7 



well be contended, and with good rea-' 

 son. that business conditions of this 

 kind make the continuation of trade 

 paper advertising even more neces- 

 sary than usual. 



Take, for example, the case of a 

 large and well known company manu- 

 facturing beating boilers, which ha.s 

 been taken over by the (iovernment 

 Under normal conditions architects 

 and contractors would be constantly 

 reminded of this line of boilers, at 

 times when estimates were being 

 figured and heating problems dis- 

 cussed. 



The output of this concern is tem- 

 porarily off the market, and heating 

 contractors favoring this equipment 

 are not pushing the line. Under the 

 circumstances it no longer receives 

 the valuable selling publicity' It for- 

 merly was given through these chan- 

 nels. In tact, substitute lines are be- 

 ing discussed, and the advantages of 

 any particular substitute may be 

 rather forcefully presented, to its 

 great and iiermanent advantage. Un- 

 der these conditions it could hardly be 

 too strongly urged that normal pub- 

 licity in trade and architectural papers 

 Is more than ordinarily necessary. 



Another example might be cited of 

 certain lines of specialty hardware 

 whose delivery possibilities are so 

 limited that salesmen are not making 

 their regular calls on the trade. Ad- 

 vertising the line in hardware papers 

 is an excellent method of keeping the 

 product before the trade, and advertis- 

 ing of this kind is certainly necessary 

 under the circumstances. 



A variety of examples of similar 

 character might be drawn from exist- 

 ing conditions to prove the advisa- 

 bility and the dollars-and-cents value, 

 in the long run, of depending more on 

 your advertising to Ifeep your name 

 and line before your customers in the 

 absence of regular calls or fewer call? 

 of your salesmen, even though the 

 general situation is devoid of imme- 

 diate sales possibilities. 



SETTING THE PEOPLE RIGHT. 



The following letter by E. A. Chip- 

 man which appeared in the Woon- 

 socket, R. I.. Call, on January 18. is 

 a good example of bow all florists 

 should try to inform and educate the 

 public so that a proper estimate of the 

 florists' business and its place in the 

 community may be inculcated. 

 Pity the Florists. 



To the Kdltor of The Woonsocket Call. 



Dear Sir: At this time when all are be- 

 ing deprived to a greater or less extent of 

 the luxuries of life, and even the necessi- 

 ties, each and every man is inclined to look 

 about him and see if Ills neighbor Is In- 

 dulging in luxuries which he. himself, has 

 cut off. While the Food and Fuel Admin- 

 istrations have matters largely in their own 

 hands, public opinion Is the real and final 

 arbiter, and while these ofliclals must and 

 do reach a knowledge of the conditions of 

 all cases so far as possible, the public 

 would spare them much unjust criticism 

 If it would study the real conditions. 



As a florist. I wish to ask the public con- 

 sideration for our business, more especially 

 In this city. Compared with the florist 

 business In other cities ours is a feeble 

 one. and by many considered a business 

 of luxury. We find by looking around that 

 some two score people, or more, gain their 

 daily bread by this occupation in or near 

 our city. To the unthinking person this 

 business Is considered unnecessary and a 

 luxury. It may be. So, also, it Is an un- 

 necessary thing and a luxury to wash one's 



face. Tlic water costs money. Where shall 

 wo draw the line? 



There Is lltth- (jui-Bllon as to the neces- 

 sity of early veitelable plants grown by the 

 llortsts. The hiiinlreds of llioiiMaiids grown 

 and sold In this city speak for themselves. 

 The lime for sowing of these seeds la 

 iiearlv at hand. With eiiiply coal bins, 

 scarcity of labor, the lilk-li cost of living. 

 It riiiulres great dctenriliiatloii and cour- 

 age to do that which will best serve the 

 pnbllc III these iiiatlers. 



Miinv tlKMisands of dollum are Invested 

 by IhiVlsIs ill bnlldliig, stock, etc. A few 

 hoiir.s without coal on a cold night would 

 mean nilii-total loss of plant stock thBt 



could not be repla I without years of 



lalKir. A few may !"■ sacrlllced for the 

 many, but can the roimiiuiilly afford to 

 lose these pioneers in I Ills imliislry? And 

 right here let me suugest that uh ninny as 

 poBsllile make IheniBelves nc(|iialnled with 

 the various greenliouseB In and near Woon- 

 socket. Learn what they arc doing, their 

 struBgles; compare with the needs of the 

 public, and decide for themselves whether 

 this Infant industry shall be fostered or 

 crushed. Everyone will llnd. without ex- 

 cejitlon, that tlie proprietors of greenhouses 

 and florists' stores, will explain full de- 

 tails and methods of their liuslness. It 

 would be a revelation to nearly alt who 

 would do this. They would then ascertain 

 the conditions which make possible the 

 flowers they give to make their loved ones 

 happy, the floral offerings liy which they 

 express regard for those deceased, their 

 hours brightened by plants and flowers, 

 and their tables supplied with early vege- 



W'les. 



The florist cannot close up for a vaca- 

 tion of n month or two weeks, not even In 

 the summer. His work covers mi days In 

 a year. From November till April he can 

 have no coalless days. Although his table 

 inav be wheatless and meatless he cannot 

 suspend business a day. nor even an hour. 



Perhaps no Industrial class has been so 

 hard hit by the coal situation as the florist. 

 Many of them have been forced out of 

 business. We could go on to tell of sleep- 

 less nlehts spent in stoking, the conserva- 

 tion of fuel to the point where profit Is 

 eliminated and plants barely kept alive. 

 We could tell of a florist scurrying about 

 from place to place trying to get a ton of 

 coal which would last possibly two nights, 

 but perhaps we have said enough. No coal, 

 no plants. ^ . _ 



E. A. Chipman. 



Woonsocket, R. I. 



WHEN SPRING COMES BACK. 

 When Spring comes back— old dreams 



come, too. 

 Across the starlight and the dew. 

 From vanished years and illstant ways 

 Through many, many yesterdays — 

 Dreams that In winters sweep of snow 



We thought had passed forever by. 

 But when the south wind whispers low 



And <iod's blue gets back n the sky. 

 Where bud and bloom crown vale and hill 

 We find them waiting for us still. 

 They seek us in the morning sun — 

 They follow still when day Is done— 

 In song or blossom or the mist 



Of rain that gathers from the hills— 

 Grav shadows beckon to the tryst 



That waits beyond rock -fretted rills. 

 Until, like vagabonds adrift. 



We wander back across the ways 

 To seek again the vanished shift 



Of Life in Love's dim yesterdays. 



— OrantJand Rirr, in Songs of the 

 Stalwart. 



E»t«b. no.'i 



1904 



WOKLU'S OLDEST and LARGEST 

 MFRS. of FLOWKK POTS 



Prepared to Ship all Stylen and 

 Sizes on Order 



A. H. HEWS & CO., Inc. 



Cambridge, Mass. 



