116 



The Florists' Review 



JakdABT 16, 1020. 



The M. G. Madson Seed Co., Manito- 

 woc, Wis., is starting a nursery. 



There will be many people who have 

 money to buy ornamentals this coming 

 spring. 



Agitation against the cutting of small 

 evergreens for Christmas trees wiU pro- 

 mote the sale of potted and tubbed speci- 

 mens from the nursery. Here is an open- 

 ing for trade promotion work. 



The Conard & Jones Co., "West Grove, 

 Pa., has sent out a mimeographed ques- 

 tion blank to its trade mailing list, cov- 

 ering the kinds of stock grown, methods 

 of selling, size of establishment and 

 similar items of information. 



Extending the home garden idea em- 

 phasized during the war, home orchards 

 are advocated by the Department of Ag- 

 riculture, which has issued a bulletin, 

 "Growing Fruit for Home Use," on the 

 subject. Whether such advocacy will add 

 to the already strong demand for fruit 

 trees for spring planting cannot be fore- 

 told. • 



SEUJNa SEBVICE FOB CASH. 



Care for the Customer. 



The successful salesman of today does 

 not confine himself solely to the ques- 

 tion of selling goods. The old idea of 

 forgetting a customer the moment that 

 you have got his money is a thing of 

 the past and today the idea of service 

 enters into the selling of almost all 

 products. The successful salesman makes 

 it a point to keep in touch with his 

 customers and see that the goods bought 

 are satisfactory, to make corrections 

 where errors occur and to advise wher- 

 ever it is necessary. 



In the nursery business service plays 

 an important part and will increase 

 in importance as people learn to ap- 

 preciate it. It is not always possible to 

 visit all of your customers personally, 

 but you can keep in touch with a great 

 many of them, either through your 

 salesmen and agents or by correspond- 

 ence. Nothing aids more in holding 

 trade or gaining new business than to 

 let your customers feel that you take 

 an interest in their welfare. 



While many of them may not need 

 additional trees, they nearly all have 



From an address on "Prlcet, Costs, Salesman- 

 ■hlp and Credits," by W. R. Wood, of the B. M. 

 Teague Citrus Nurseries, San Dimas, Cal., de- 

 lirered at the conyentlon of the California As- 

 sociation of Nurserymen. The first part of this 

 address appeared in The Beview for December 

 as, 1019, under the title. "Count Your Costs." 



friends or neighbors who do and they 

 usually recommend the nurseryman who 

 takes an interest in his customers. 



Follow Up the Sale. 



The nurserymen have been rather 

 slow to take up this work, but those who 

 have taken it up find that it pays. An 

 old nursery salesman told me some time 

 ago that he had made a practice of vis- 

 iting all of his customers each year and 

 consulting with them and that by so do- 

 ing he not only kept all satisfied, but 

 got many new orders just through the 

 favorable comment of these old cus- 

 tomers. 



I visited a man last spring to whom 

 I had sold trees the season before. I 

 thought he seemed rather surprised to 

 see me and after we had looked over 

 his orchard and I was about to leave he 

 remarked, "I have bought a good many 

 trees from different salesmen in the 

 last twenty years and you are the first 



Bobbink & Atkins 



Choice Nursery Stock, includ- 

 ing Rhododendrons, Hardy 

 Azaleas, Hybrid Perpetual 

 Roses, Herbaceous Plants, 

 Bay Trees, Boxwood and a 

 general line of Decorative 

 Greenhouse Plants. 



RUTHERFORD, NEW JERSEY 



SEND US 



Your surplus 



list of 



Nunery Stock, Rooted Cnttings, etc. 

 W e are buying to stock our new nursery . 



THE M. G. MADSON SEED CO. 

 MANITOWOC, WISCONSIN 



Z 



one that ever showed up again after I 

 paid over my money." That man had 

 no complaint to make about the tree3 

 he had bought, but it pleased him to feel 

 that I took enough interest to come 

 out and look at his orchard and if he 

 or his neighbors ever need any more 

 trees I ^el that I have a much better 

 chance of landing the business than 

 any of the other men he has bought 

 from. 



And so I say that it pays to keep in 

 touch with your customers. Just a card 

 inquiring how the stock they bought 

 is doing makes a customer feel better. 

 He at least feels that you want to try 

 to satisfy him. Then if on top of that 

 we do try to satisfy those who through 

 some misunderstanding or error really 



EVERGREENS 



All Important Varieties 



Spruces 

 Arborvitaes 

 Retlnisporas 

 Junipers and others. 



Norway Maples 

 Oriental Planes 



and other popular 



shade trees. 



Strawberries— 80 de- 

 pendable varieties. 



( Write for catalogue and 

 prices to the trade. 



"LaroeH Growtn of Fruit Tntt <n the WorldT 

 Box 28. Berlin, Maryland 



SHRUBS 



It will be 

 to your 

 advantage to write for our list before 

 you place any order elsewhere. 



FARMERS' NURSERY CO. 



Troy, Ohio 



ORNAMENTALS 

 PERENNIALS 



IBOLIUM 



HARDY PRIVET 



(L. Ibota X 

 Ovaliffolium) 



IBOLIUM PRIVET 

 Natnral Habit 



The New 

 Hybrid 



Now lent oat for the flnt time. Inquire for further information. 

 One-year fleld-fcrown plant*, tS.OO eaeh. Summer rooted frame* 

 grown, $3.00 each. Plant* in atorace for immediate shipment. 



htradacert «f BOX BARBERRT. Well rooted frame cuttings, 

 $66.00 per 1000. 



THE ELM Cmr NURSERY CO. 

 WOODMONT NURSERIES, he 



NEW HAVEN, CONN 



Z 



IBOLIUM PRIVET 

 When Trimmed 



NURSERY STOCK for Florists' Trade 



frail Trees, Ornaiiiaital Trees, Shrubs, Smal Frails, Roses, OemaUs, Phlox, Peonies, Hettaceoas Pereniiab 



WrK« for our wholooalo trado list. 



i.Y».» W. & T. SMITH COMPANY .-««». 



GENEVA. N. Y. 



