218 



HORTICULTURE 



September 11, 1920 



bo£eIof Uflequalied Fuel Economy 



KrvMchcll DoUan, tha bM* br 

 »»19. WoTtT T*»r»' •»!' 



THB QUAXJTT P1.ACB 0» BOSTON 



RegardlDs tb« Kroeachell, It la the 

 beat w* hara arer had and satisfac- 

 tory b«Tond oor expeclatlona It beata 

 op eBi>««lally qolck and ha« saved as 

 eonalderably already In tbe price of 

 fuel. When wa are In need of another 

 boiler *a will giva tha Kroeachell tha 

 flrat consideration. 



(Slrn«<l> WM. W. BDOAB CO., 



WAVBRLBT, MASS. 



No MaMomrj — Ma Tabaa 



TTTBEUBSfi llOIl«BB 



Kroeschell Bros. Co., 



M6 W. Bila St. 

 CHIOAOO 



WhiMt You Buy -Get a Kroesctiell 



S,016.2M aq. ft. af (laaa waa aqalppad with 

 Kroesrhell BoUara duTtat tha year of UlS. 



OHIO'S CEXJBaBATED OTCL.AMBII 

 SPBCIAUST 



After nalnx ;oDr Na. U Kroescbell 

 Boiler I came to the coaclnalon that 

 had I to Install mora boilers It would 

 be the Kroescbell and do other. It 

 really Is a pleasnra to beat, no troable 

 to get the desired heat In a very short 

 time. 



(Signed) CHRIST. WINTERICH, 

 DBFIANCB, OHIO. 







The Recognized Standard Insecticide. 

 A spray remedy for green, black, white fly, 

 thrlps and soft scale, 



FUNGINE 



For mildew, rnst and other blights affect- 

 ing flowers, frnlts and vegetables. 



VERMINE 



For eel worms, angle worme ajid other 

 worms working In tbe soil. 



Qiiarts, $1.00; Gallon, $3.00 



SOUl BT DEALBBS 



Apbine Manufacturing Co. 



MADISON, N. J. 



Save your plants and trees Just the 

 thing for greenhouse and outdoor asa. 

 Destrsya Mealy Bug, Hrown and Whlta 

 Scale. Thrlps, Red Spider. Black and 

 Green Fly, Mites, Ants, etc., without 

 Injury to plants and without odar. 

 Used aecerdlng ta directions, aur staad- 

 ard Insectlelda will prevent ravages en 

 your crops by insects. 



N'on-polsonous and harmless ta usar 

 and plant. Leading Seedsmen and 

 Florists have used It with woaderfal 

 results. 



Destroys Lice In Poultry Houses, 

 Fleas on Dogs aad all Domestic Pets. 

 Excellent as a wash far dogs and ether 

 animals. Relieves mange. Dilute with 

 water 30 to 50 parts. 



Vz Pint, 30c.; Pint, Ma.; Quart, Ma.; 

 % OaUon, $IJM>; Oalloa. g2.M; S Gal- 

 lon Can, $10.90; 10 Gallon Can, g%*.00. 

 Direction on package. 



LEMON OIL COiMPAMY 



Dipt. S. 420 W. lirioftoi St, MImm. U. 



gain sales in flowers do not to any 

 great extent benefit either the grower 

 or retailer. In times of surplus of 

 stock, some other way than the cut- 

 ting of prices could be found to move 

 the surplus. It cheapens the product 

 we handle to cut the price. This is a 

 matter for consideration and co-opera- 

 tion between grower and retailer, and 

 one I -would like to hear discussed at 

 this convention. 



Income Tax Beneficial 



The enacting of the income tax law 

 has been a good thing for the retail 

 florist. It has also been good for 

 other merchants. It has shown some 

 of you retailers that you are not con- 

 ducting your business on a paying 

 basis. When you figured out your 

 business for the year, the way the 

 taxing oflicer wanted, you were sur- 

 prised to learn that you had nothing 

 or very little to tax. 'WHiy? Because 

 you have not been conducting your 

 business in a systematic way. A few 

 years ago you were satisfied that a 

 certain percentage on cost would pay 

 your losses, your overhead and run- 



ning expenses and leave a fair re- 

 muneration for you. You have kept 

 on doing this during these years of 

 high cost of everything without keep- 

 ing an accurate account of what it is 

 now costing you to do business. Your 

 tax returns, if you have made one. 

 has shown you that this percentage 

 on original cost is not enough for 

 these days of high prices. Be system- 

 atic. Put some business methods 

 into your business. Keep an accurate 

 account of what it is costing you for 

 rent, repairs, boxes, wrapping mate- 

 rial, wages and delivery. Then, and 

 then only, will you know whether or 

 not you are getting something for 

 your enterprise and efforts. 



Selling to Undertakers and Agents 



This matter of working for little or 

 nothing brings me to the question of 

 selling to undertakers and agents. Be 

 honest now. Are you giving to the 

 original purchaser a square deal, and 

 the same value he would get for his 

 money if he came direct to your store? 

 Or, are you adding to your regular 

 price the percentage of discount you 



allow your agent? 1 do not want to 

 criticize the practice, along this line, 

 of any retailer. The point I want to 

 bring out are these: 



First, if youi are adding to your 

 regular prices the amount of discount 

 you allow your agent, then, allowing 

 him to deduct this amount for his 

 profit when paying you, you are not 

 giving the original purchaser a square 

 deal. In other words, you are not 

 paying your agent for getting the 

 order, but you are making the pur- 

 chaser pay. 



Second, and I wish to emphasize this 

 more than my first point, if you allow 

 your agent a discount off your regu- 

 lar prices, nine times out of ten, he 

 makes more money than you and does 

 not work so hard for it, unless you 

 allow a very small discount. The 

 large and varrying discount allowed is 

 the iniquity of the system. I know 

 ot some firms that allow 33 1-3 per cent 

 off. Now, if you can allow this amount 

 off your regular prices, get up at all 

 hours to catch an express train, fill 

 your 12, 14 or 16-inch design at your 

 list price when stock is scarce and 

 high-priced, and make for yourself the 

 amount of discount allowed, you are 

 some financier! 



These are days of reconstruction 

 and cooperation. Retailers, get to- 

 gether with your brother retailers and 

 discuss matters like these I have men- 

 tioned! If there is an injustice or 

 iniquity in the practice of giving dis- 

 counts let it be removed. Let us re- 

 construct our business, if necessary, 

 along progressive paying lines, never 

 forgetting the rights of the other fel- 

 low. 



Matters That Need Remedying 



There are other matters which need 

 remedying, such as the proper grad- 

 ing of cut bloom, the equitable ad- 

 justing of damages from poor pack- 

 ing, and the sending in of stock in 

 an unmarketable condition. These 

 and other questions can only be ad- 

 justed by cooperation and working to- 

 gether, for "in unity there is strength." 



