3l6 MINNESOTA STATE HORTICULTURAL SOCIETY. 



Black Tartarian cherries, Bartlett pears and many other things, be- 

 cause their platebooks are made up of such plates — and it is what 

 a man talks he sells. Hence, if you educate your men and put the 

 proper tools in their hands, they will take orders for stock that is 

 of value to the planter. Instil into them the value of the Minne- 

 sota product. Create the demand and point out the way for them 

 to secure business that is lasting, that they can go back year after 

 year and secure business in the same territory. 



On the other hand, you may have only the thought of today and 

 have no reputation at stake, the same as the unscrupulous tree 

 dealer who takes orders for Russian olive because they are hardy, 

 and finds when he is ready to pack they are a short crop and can- 

 not be had — still the orders have been taken and are on good peo- 

 ple. What is to be done? I have heard that some have packed 

 yellow locust. This personality is one to be feared by planters of 

 trees, and it is he whom planters should guard against. It is he 

 who has wrought the great injustice, and we as nurserymen must 

 take the blame. This same dealer has nothing to sell but can sup- 

 ply anything from A to Z. He usually talks that which shows great- 

 est profit, not knowing the market until ready to pack, and how 

 often he finds varieties sold short and not to be had ! He usually 

 buys where a dollar will purcha'se the largest quantity, not quality. 



Many illustrations could be cited in this way. When in the 

 east, the writer knew of a dealer who was ready to pack and had 

 sold a great many of Campbell's Early grape. They were new, and 

 the retail price was $1.50 each, the wholesale, 75 cents each; Wor- 

 dens were used instead at' the cost of three cents each. His argument 

 was, "I never expect to see these people again, and they do not 

 know the difiference." One party had bought many sweet apples. 

 In packing the trees were placed in trenches, and two men given 

 him to run his sales. Going there later on, when the packing was 

 being done, I heard one of the men say, "Here is a tag for fifty sweet 

 "apple trees, and none left, give him those," (pointing to a quantity 

 that still remained). "It all defends on what kind of soil they are 

 planted, whether they are sweet or sour." 



Another illustration relates to how eager we are to secure de- 

 liverymen. You know that in many cases he is just as essential as 

 a good salesman. The delivery was ready, the trees arranged, so 

 that they would be handy when the rush came. The deliveryman 

 had the list gone over by a merchant, and going down the list found 

 "Sam Smith." "Here is one you will have trouble with. Smith won't 

 "pay." His order was for $30.00 — the first thorn. He began to 



