January 3, 1920 



HORTICULTURE 



17 



THE 

 BOILER OF 



Unequalled Fuel Economy 



Rroe«ohrll Bollera, tba beftt by t€mt •ln«« 

 1879. Forty y««ra* exr«rl<>uee. 



TUE QDAI.ITT PLACE OF BOSTON 



Regarding tk* Kroeicbell, It la the 

 best we bave ever had and aatlafac- 

 tory beyond our ezpeotatlooB. It heata 

 up eapeclally quick and baa aavid ua 

 considerably already Id the price of 

 fuel. When we are In need of another 

 boiler we will irlve the Kroeschell the 

 drat consideration. 



(Signed) WM W. EDGAR CO. 



WAVERhEY, MASS 



Kroeschell Bros. Co., 



40« W. Krie St. 

 CHICAGO 



When You Buy -Get a Kroeschell 



t.UKt.ZtM sq. ft. of (Uaa WM eqalpp«d witk 

 Kroesrhell Dollera dorlnff the ye*r of ISlft, 



OIIIU'8 CKLKUItATED CYCLAMKM 

 SrCCIALIST 



After using your No. 12 Kroeacbell 

 Boiler I cauie to the conclusloa that 

 bad I to Install more boilers It would 

 be the Kroeschell and Do other. It 

 really is a pleasure to beat, no tronbt* 

 to get the desired beat In i very short 

 time. 



(Signed) CHRIST. WINTBRICH, 

 DEFIANCE. OHIO 



national representation, and is in 

 touch with traile conditions generally. 

 Only two additional trade organiza- 

 tions have, so tar, taken advantage of 

 the affiliation privilege presented un 

 der our by-laws — the State Florists' 

 Association ot Indiana, and the Illi- 

 nois State Florists' Association. With 

 the reciuirements in the way of affilia- 

 tion made easier, by the amendments 

 to the by-laws passed at the Detroit 

 Convention, it was expected that or- 

 ganizations in the West and South 



SECRETARY JOHN TOUXG 



would make efforts to secure represen- 

 tation upon our Executive Board. 



This year the annual convention Is 

 to be held in Cleveland, the dates Au- 

 gust 17, 18 and 19. It is not too soon 

 to plan to be In attendance. There is 

 much to be seen in and around Cleve- 

 land of interest to florists, and It goes 

 ■without saying that visitors will bo 

 heartily welcomed by our fellow 

 craftsmen. 



Let all of us use our best endeavors 

 to increase the strength of our organi- 

 zation this year. In some states our 

 membership is far behind what we 

 might expect, and, surely, it is to the 

 advantage of every live florist to be- 

 •come a me-nber jf his trade organiza 



tion. wliich represents his interests In 

 emergencies with which he as an in- 

 dividual cannot possibly cope. There 

 is much truth nowadays in the old say- 

 ing: "United we stand, divided we 

 fall." We should, then, do out utmost 

 to place our society where it ought to 

 be-in the front rank of trade bodies, 

 ready to battle a.tcainst anything and 

 everything likely to hi' detrimental to 

 the well-doing of our craft. 



Joiix YoiTN'd, Secy. 

 1170 Broadway, New York, N. Y 

 Dec. 27, 1919. 



SALESMANSHIP THAT HELPS 

 BUSINESS 



It is related by the Retail Public 

 Ledger that a customer recently en- 

 tered a drug store and asked tor some 

 insect powder. The unthinking clerk 

 immediately piped up in a voice loud 

 enough for all the other customers to 

 hear: 



"I suppose you mean bed bug 

 powder. How big a package do you 

 want?' 



It is obvious that salesmanship of 

 this kind, it indeed it can be called 

 salesmanship at all, drives customers 

 away from a store instead of attract- 

 ing tliem. Perhaps there is no analogy 

 between a drug store and a florist's 

 store, but the illustration is used to 

 show how much depends upon the man 

 who sells the goods. Not long ago the 

 writer entered a store, and when he 

 didn't seem disposed to purchase the 

 high priced stock which the salesman 

 wanted to sell him, the latter immed- 

 iately seemed to lose all interest in 

 me as a customer, with the result that 

 I walked out and placed my order else- 

 where. It is safe to say that the pro- 

 prietor would never have tolerated 

 such an exhibition of poor judgment 

 if he had witnessed the scene. If stock 

 of the cheaper grades is offered, it is 

 apparent that the store expects to 

 sell it. 



The good salesman is the one who 

 can dispose ot the most profitable 

 goods when the occasion is rifiht. hut 

 who also knows how to frame his 



policy so as to gradually go down the 

 line until he meets the customer's de- 

 sires or the price he can pay. He 

 must offer the lower priced article, 

 too, with as much interest and good 

 will as though he were selling the 

 highest priced article in the store. A 

 single sale is a minor matter, after all 

 It is the sale wliich brings other sales 

 and thus starts a chain which may 

 go on increasing its length for years 

 which counts. The customer who is 

 pleased invariably comes back and it 

 is human nature tor him to bring his 

 friends with him. Many a business 

 has beei; given a good start through 

 the courtesy and wise dealings of the 

 owner as long as he could meet his 

 customers himself, but has ceased to 

 flourish when it became necessary to 

 depend upon hired help. I know of 

 several stores where It would he of 

 the greatest benefit to the owner or 

 manager if he would get his help to- 

 getlier in a corner two or three times 

 a week and give them a lesson in deal- 

 ing with customers. 



Perhaps the principles outlined here 

 are ot more importance in a retail 

 florist's establishment than in many 

 other lines, for the sale of a single 

 carnation, it made by a clerk 

 with a happy smile and a cordial 

 manner, may mean a wedding or 

 funeral order running into large 

 figures the very next week. Sales- 

 manship is becoming such a science 

 that the storekeeper who does not 

 note its significance is certain to fall 

 behind the procession. One large con- 

 cern has issued a Better Business 

 Bulletin, in which the following rules 

 ot conduct for retail salesmen are out- 

 lined. They are worth the sttidy of 

 every florist who employs help, and 

 it would be well if they could be put 

 into the hands ot every clerk in such 

 a store, with the statement that the 

 principles outlined must be made 

 henceforth a part of the store's policy. 



"Why not consider them as guests 

 in your store? 



"Let yours be a typical 'shine shop' 

 where courtesy rules. Customers will 

 respond to the feeling of your store 



