224 



HORTICULTURE 



August 12, 1916 



Est. 176S 



Pot Makers for a 

 Contury anda Half 



HEWS 



STRONG 



RED 

 POROUS 



POTS 



Inc. 1904 



World's Largest 

 Manufacturers 



Standard, Azalea, Bulb, Orchid, Fern Hanging, Embossed, Rose, Carnation, Palm, Cyclamen, Cut Flower. 

 Special Shapes to Order. Chicken Founts, Pigeon Nests, Bean Pots, Etc. 



CAMBKIDOS, MASS. 

 MSW TORK. X. T. 



Writ* for CtMtalogue 

 tatd Dtaeountt 



A. H. HEWS & CO., Inc., Cambridge, Mass. 



THE GREENHOUSE SALESMAN 

 PAST AND PRESENT. 



Much has been said and written 

 about the evolution of greenhouse con- 

 struction, growing methods and alf 

 general conditions surrounding plant 

 cultivation under glass. 



Everyone old in the business can 

 trace the different periods and meth- 

 ods of construction. From the "large" 

 lO'O houses at the start gradually in- 

 creasing In width to the modem steel 

 structures of today with but two in- 

 termediate supports in an 84 foot span 

 and these spaced every 12 lights of 16" 

 glass in length of house, is a wonder- 

 ful development. 



The time consumed for these vari- 

 ous improvements was comparitivoly 

 short considering everything and a 

 great deal of credit belongs to those 

 whose efforts brought them about. 

 There is no doubt but what the vari- 

 ous florists and others directly con- 

 nected with the growing helped to a 

 large extent. It was strictly for their 

 benefit to do so. There are others, 

 however, who should come in for a 

 large share of the credit and among 

 them are the greenhouse material 

 salesmen. 



These men mingling with the trade 

 in pursuit of business saw that a great 

 many different methods were used. 

 Nothing had been standardized and 

 everyone tried to incorporate their 

 ideas into the houses. After a while 

 the comi)anies manufacturing green- 

 house material saw the possibilities 

 in the business and further saw that 

 some radical improvements had to be 

 made. 



The first thing they did was to hold 

 consultations with their various rep- 

 resentatives and tabulate the numer- 

 ous irregularities of construction. The 

 salesmen were then consulted in con- 

 nection with the engineering depart- 

 ments and improvements started. Of 

 course, some ideas were correct and 

 some were not. as in all things, but 

 the general tendency was forward. 

 Some of the improvements were 

 scoffed at and ridiculed by the florists 

 and yet it was no easy matter to ob- 

 tain their views of what should be 

 done. If a certain man had good suc- 

 cess with a certain style of structure 

 he considered it a business secret and 

 refused to advance views as to the rea- 



-STANOAdD FLOWER— I 



If your greenboniei are within BOO 

 miles of the Capitol, write us, we can 

 aave yon money. 



W. H. ERNEST 

 — Mth * M Bta., Waablnrton, D. C. — 



^ET OUR CATALOGUE^ 



On Ventilating Apparatus and Green- 

 house Fittings 

 ADVAHCE CO., RICHMOND, IND. 



sons why. Others tried the same form 

 and failed, but possibly a few points 

 were gained. 



As stated before, however, the ten- 

 dency was forward and gradually the 

 ranges and houses grew larger, bet- 

 ter and more economical to build and 

 operate. 



But now how about the salesmen 

 themselves? With all these changes 

 it was impossible for the men to 

 "stand still." More education was 

 constantly in demand. A .great and 

 varied number of problems confronted 

 them. Heating, ventilating, sprink- 

 ling and innumerable other side lines 

 entered into the business. In order to 

 gain the confidence of the prospective 

 customer he must be able to answer 

 all questions pertaining to the busi- 

 ness. In order to do this both educa- 

 tion and experience were necessary. 

 No longer could he take a catalogue 

 and sell gutter, sash. bars, sill, ventila- 

 tors, etc., and consider his work fin- 

 ished. When this was all the goods 

 furnished the prospect, personality 

 and a man's ability to make friends 

 were the main requirements. Now a 

 different and formidable type of sales- 

 man enters the field, the sales-engin- 

 eer. He plans and works with the 

 prospective buyer, suggests a more 

 practical and economical way of doing 

 this thing and the other. Everything 

 must be considered and nothing omit- 

 ted. If he can show the grower how 

 to save money he has a big advantage. 



C. P. Goox. in Moninger Green- 

 house News. 



GREENHOUSES BUILDING OR CON- 

 TEMPLATED. 



Bath, N. Y.— Wm. W. Orcutt, one 

 house. 



Washington, D. C— Gude Bros., re- 

 building. 



Anacostia, D. C— M. J. McCabe, ad- 

 ditions and alterations. 



Ottawa, III. — Davis & Steiner, 2 Gar- 

 land houses each 76 x 900. 



Kansas City, Mo. — E. E. Stockdale, 

 house 22 x 62. house 25 x 62. 



Hartford, Ct. — Oscar Olson, Queen 

 street, one vegetable house. 



Nashville, Tenn. — Ward-Belmont 

 College, additions and alterations. 



Lenox, Mass.— Dan R. Hanna, Lake 

 Mahkeenac, range of conservatories. 



Milwaukee, Wis. — Albert Trostel, 

 Lake Drive, palm house and conserva- 

 tory. 



St. Louis, Mo. — Vahalla Cemetery, 

 conservatory and two plant houses, 

 20x51. 



Columbus, O. — Sherman Stephens, 

 one house. Joseph Martin, East Main 

 street, additions. 



Baltimore, Md. — .1. J. Killian, two 

 houses each 23 x 100, completed. Chas. 

 H. Cook, sweet pea house 35 x 100. 



NONKINK WOVEN HOSE 



In any length (one piece) 

 with couplings. He. per 

 foot. Unequalled at the 

 price. Remnants, shorter 

 than 50 feet. 10c. per foot, 

 with couplings. 



HOSE VALVE— 100. 



All brass except the hand 

 wheel. Has a removable 

 leather disk which Is easily 

 replaced to keep water 

 tight. Stuffing box pre- 

 vents leaks at stem. 



METROPOLITAN MATERIAL CO. 



1S92-1414 Metropolitan Ave.. Brooklyn, N. Y. 



HOTBED SASH at 7Sc. < 



Made of best grade Onlf cyprcaa. 



GUzed Hotbed Saab from $1.65 up. 



Double Light Sash up to $4-00. 



We carry a large ntook of all alaaa. 



Write un for eatlinata. 



S. JACOBS & SONS 



1359-1385 Flusliiiie X>mm BRtOKlYN. N. T. 



Will Uit a llfe-tlma. 



•1.2S EACH 



Adjnatable — can and 

 frame separate — 

 easU; cleaned. 

 Frame all one plee«, 

 of malleable Iron. 

 More practical and 

 more easily operated 

 than any othar. 



BMl-ticht liquid pnttr at tl.tS per callam. 



METROPOLITAN MATERIAL CO. 



Uat-I«14 Metropolltmn Ave., Brooklrn, M. T. 



DREER'S 



Florist Soecialtiesa 



New Brand. New Style. 

 Hose "RIVFRTON." 



Furnishrd in lengths up 

 • o 500 it. without seam or 



Tht HOSE for the FIORIST 



^-inch, per It., 15 c. 

 Keel 0(500 ft*- *' X\%C. 

 2 Reels loooft.,*' 14 c. 

 H-inch. " 13 ;. 



keels. 500 ft., " \%%c. 

 Couplings furnished 



HENRY A. DREER, 



714 Chestnut St., 

 Philadelphia, Pa. 



Kin 



GREENH 



Kin^ Construction Co. 



mORTH tonawanda n y. 



