January 17, 1920 



HORT ICULTURE 



57 



Uiequalled Fuel Economy 



THE 

 BOILER OF 



KrseMibeU Boll«ra, tb« brat by tMt 

 187*. Forty ytmn' exjierUae*. 



THK QCAUTT F1.ACK OF BOSTON 



RcKardlng tk* Kroeacbell, It U the 

 b«M w« have eTer had and latUfac- 

 torx beyond onr expectations. It beats 

 DP eipeclally qnlck and baa saved ai 

 eonalderably already In tbe price of 

 (Bel. Wben we are In need of anotber 

 boUer we will sIto tbe Kroeacbell tbe 

 flrit consideration. 



(Blffned) WM. W. BDOAB CO.. 



WAVBBL.BT, MASS. 



When You Buy -Get a Kroesciiell 



t,016;tM aq. ft. of (bus wa« •anipped wltk 

 Kroeichell BoUera dorlns tbe year of UlC 



Kroescheil Bros. Co., 



46a W. Erie St. 

 CHICAGO 



OHIO'S CEI.EBBATED OYCLAIOEM 

 8FBCIAU8T 



After uslns your No. 12 Kroeaehell 

 Boiler I came to tbe concloalon that 

 had I to Install more boUers It wonld 

 be tbe Kroescheil and no other. It 

 really is a pleasure to beat, ne troablo 

 to get tbe desired heat In a rery short 

 time. 



(Slened) CHRIST. WINTBBICH, 

 DDTIANCB, OHIO. 



SUCCESSFUL SELLING 

 Some of the Things That Help to 

 Hold Customers. 

 It would be to the advantage of 

 every retail florist to copy a card put 

 out by a big Boston establishment, 

 and give it a conspicuous place on the 

 wall. This card reads as follows: 



YOU'RE THE BOSS 

 One fact we constantly tr>- to 

 drive home to our salespeople. 



Profits pay their salaries. There 

 would be no profits without cus- 

 tomers. 



No employee serves the com- 

 pany well unless he satisfies the 

 customers. 



I have had something to say before 

 about the necessity of having sales- 

 men properly trained so as to make a 

 good impression when meeting cus- 

 tomers. To my mind this is one of 

 the secrets of a successful retail busi- 

 ness. One careless, slovenly, dis- 

 courteous, or garrulous salesperson 

 can do more harm in one day than 

 the value of his or her week's salary. 

 It would seem as though a plan tried 

 out by a shoe concern In Montreal 

 might be adapted to meet the needs of 

 florists who have a rush of business at 

 certain hours but long dull periods at 

 other times. This concern presented 

 a dollar bill to each customer who 

 bought shoes during the dull hours. 

 A florist might offer a carnation or 

 some other bloom to help even up the 

 buying period. This leads to another 

 thought, the possibilities of interest- 

 ing merchants in the distribution of 

 flowers to help trade under special 

 conditions. 



Not long ago I heard of a florist who 

 went to a department store which was 

 having difflculty in disposing of cer- 

 tain merchandise, and succeeded in 

 selling him ten thousand roses. A 

 rose was given to each customer and 

 a big rush of business resulted. Inci- 



dentally there was a very curious cir- 

 cumstance in connection with this 

 deal. A florist who had a store in the 

 immediate vicinity found himself un- 

 expectedly deluged with orders and in 

 a short time was cleaned out of roses, 

 simply as a result of the free distri- 

 bution of the department store, which 

 got everybody to thinking about flow- 

 ers and greatly stimulated the demand 

 for them. 



Getting back again to the attitude of 

 clerks toward customers, I was inter- 

 ested in the special despatch from 

 Miami, Okla., to the ReUil Public 

 Ledger of Philadelphia. It seems that 

 a certain concern lost several of their 

 best customers, one after another, and 

 couldn't understand why. Finally one 

 member of the firm put the question 

 direct to an old customer, a lady whom 

 he met on the street. "If there was 

 anything the matter with the goods," 

 he said, "we will willingly replace 

 them." 



"It wasn't the goods at all." It's 

 those insulting clerks you have. When 

 you are in the store they are very at- 

 tentive to all customers — the very 

 acme of courtesy, but when you are 



away these same clerks are rude and 

 often really Insulting." 



Now the natural thing to do under 

 such circumstances would be to call 

 the clerks together and give them a 

 call down. The store owner, however, 

 was sceptical as to what the results 

 would be. Instead, he annoimced the 

 next morning that a commission of 

 two per cent would be paid the clerks 

 on each one's sales, in addition to the 

 regular salary. 



The change in those clerks was In- 

 stantaneous — from hanging back and 

 waiting for another to wait upon a 

 customer, each tried to be the first 

 one there. No more was there any 

 squabbling with customers, and no 

 more old customers quit the store, and 

 one of the clerks was heard to say 

 that she didn't feel like a beggar any 

 more but like one of the firm. 



Results in actual sales? At the end 

 of six weeks the owner figured out a 

 profit of $310.00 more than in the pre- 

 vious six weeks, in spite of the com- 

 missions paid. 



All of which goes to show that you 

 can catch more flies with molasses 

 than with a club. 



DREER'S **Riverton Special" Plant Tubs 



No. Diam. Ea. Doz. 100 



The 

 The nea 



hoops 



Ifi in 

 14 in. 

 12 in. 

 30 in. 



Sin. 



Eiverto^Tub is sold exclusively "by us, and Is the best ever introduced. 

 test, lishtest. and cheapest. Painted preen and bound with electric-welded 

 The four largest sizes are equipped with drop handles 



ro 



the 



20 in. $4.50 SH9.50 $375.00 



18 in. 3.30 .30.00 293.0C 



200.00 



170.00 



115.00 



77.50 



61.00 



i.no 



1.30 



.no 



.75 



26.00 



21.50 



15.00 



9.90 



8.00 



HENRY A. DREER, weis. Plants. Bnito ami siiipii»s. 7U-716 Chcstnut St., Philadelphia, Pa. 



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NEPONSET, BOSTON 



