28 



The Florists^ Review 



FiBBDABT 12, 1920 



of Knoxville, and on "Modern Sales- 

 manship of Flowers," by Mrs. Edith 

 Goetz, of Chattanooga, exceedingly in- 

 teresting make-up demonstrations and 

 demonstrations with living models. 



When the convention came together 

 again Friday morning, it had a session 

 devoted more exclusively to technical 

 questions than were those of the pre- 

 ceding day. The discussion of "Floral 

 Accessories" by Eobert Shoch, of Phil- 

 adelphia, and C. E. Critehell, of Cin- 

 cinnati, O., brought a wealth of sugges- 

 tions to the trade and the paper of 

 Philip Foley, of Chicago, on "Green- 

 house Construction," described the new- 

 est developments in this branch of the 

 business. Much interesting informa- 

 tion, not only about the newer methods 

 of irrigation, but also about the func- 

 tion of water in plant growth, was con- 

 tained in the talk of B. E. White, of 

 Troy, O., on "Overhead Irrigation." 

 In conclusion, Bruce Howell, of the 

 Howell Nursery Co., Knoxville, dis- 

 cussed the question, "In What Way 

 Does the Ornamental Grower Benefit 

 the Florist?" 



The Boll of Exhibitors. 



The remainder of the morning was 

 spent in conference and in the inspec- 

 tion of the many interesting exhibits. 

 Those making displays were as follows: 



Baum's Home of Flowers, KnoxrlUe. 



Baur & Steinkamp, Indianapolis, Ind. 



Bayersdorfer, H., & Co., Piiiladelphla, Pa. 



Beeman Tractor Co., Minneapolis, Minn. 



Bristol Floral Co., Bristol. 



Craig Co., Robert, Philadelphia, Pa. 



Crouch the Florist, Knoxville. 



Dailey, A. H., Knoxville. 



Elk Qalax & Fern Co., Banners Elk, N. C. 



Falls City Wire Works, Louisville, Ky. 



Foley Greenhouse Mfg. Co., Chicago, 111. ' 



Onatt Co., Ove, La Porte, Ind, 



Hart, George B., Rochester, N. T. 



Henry Co., John, Lansing, Mich. 



Hill Co.. B. G., Richmond, Ind. 



Howell Nursery Co., Knoxville. 



Joy Floral Co., Nashville. 



Keur, C, & Sons, Hillegom, Holland. 



Lewis Bros.. Peekskill. N. Y. 



Lord & Bumham Co., New York, N. Y. 



Louisville Pottery Co., Louisville, Ky. 



McCallum Co., Pittsburgh, Pa. 



McNutt, A. J., Knoxville. 



Meyer Thread Co., John C, Boston, Mass. 



Michell Co., Henry F., Philadelphia, Pn. 



Nebel Mfg. Co., Cleveland, O. 



Pennork Co., S. S., Philadelphia, Pa. 



Randall Co., A. L., Chicago, 111. 



Rice Co., M., Philadelphia. Pa. 



Roseville Pottery, Zanesville. O. 



Ryno, Mrs. Rosa Hnll, Knoxville. 



Schnlz Co., Jacob, Louisville, Ky. 



Bkidelsky. S. S., & Co., New York, N. Y. 



Skinner Irrigation Co., Troy, 0. 



Department of Entomology, University of 

 Tennessee, Knoxville. 



Wertheimer Bros., New York, N. Y. 

 Wing Seed Co., Mechanicsburg, O. 



Profit and Pleasure. 



At noon, Friday, the convention ad- 

 journed. In the afternoon the members 

 of the association and the visitors were 

 taken on an exceedingly pleasant as 

 well as instructive tour of the green- 

 houses and nurseries in the vicinity of 

 Knoxville. That evening the spirit of 

 good fellowship was let loose at the 

 banquet given at the Whittle Springs 

 hotel by the Knoxville Florists' Society 

 to those who had attended the conven- 

 tion. 



The Attendance. 



The list of those who were present 

 from other cities is as follows: 



Anderson, J. C, Lebanon. 



Asmus, George, Chicago, III. 



Axelson, 0. J., Lebanon. 



Baur, A. F. J., Indianapolis, Ind. 



Bell, A. H., Chattanooga. 



Blacklstone, Z. D., Washington, D. C. 



Bloy, M., and wife, Detroit, Mich. 



Bowers, Charles L., Bristol. 



Bramm, H. Q., and wife, Bristol. 



Cohen, Arthur S., New York. 



Critehell, C. B., Cincinnati, O. 



Dickinson, B. C, AsbeTlUe, N. 0. 



Eilert, A. F., Philadelphia, Pa. 



Fancourt, B. J., Philadelphia, Pa. 



Foley, Philip, Chicago, 111. 



French, Guy M., Chicago, 111. 



Goetz, Mrs. Edith, Chattanooga. 



Gude, Wm. F., and wife, Washington, D. C. 



Gude, Wllhelmina 0., Washington, D. C. 



Head, Horace J., Rochester, N. Y. 



Henry, James T., Tulsa, Okla. 



Hill, Joseph H., Richmond, Ind. 



Jackson, J. B., Gainesville, Ga. 



Johnson, O. C, Jr., Memphis. 



Johnson, W. C, Memphis. 



Joy, Harold M., and wife, Nashville. 



Joy. T. H.. Nashville. 



Keur, J., Hillegom, Holland. 



Kreger, Mrs. Frank W., Bristol. 



Lawrence, W. C, Atlanta, Ga. 



Lewis, J. A., New York, N. T. 



Long, T. D., Chicago, 111. 



McAmls, Day, Chattanooga. 



Mclntyre, Thomas, Nashville. 



Murphy, W. Ray, Cincinnati, O. 



Penn. Henry, Boston, Mass. 



Poehlmann, August F., Morton Grove, 111. 



Reld, W. M., Chicago, 111. 



Rhea, George F., GreenevlUe. 



Royer, H. S., Philadelphia, Pa. 



Schilz, Matt, Chicago, 111. 



Schulz, George, Louisville, Ky. 



Selger, L. J., Philadelphia, Pa. 



Shoch, Robert, Philadelphia, Pa. 



Shugart, Mrs. C. A., Cleveland. 0. 



Skldelsky, S. S., New York, N. Y. 



Rpence, L. J., Chattanooga. 



Steinkamp, O. E., Indianapolis, Ind. 



Stults, S. T., Mechanicsburg. 0. 



Teilmann, Gunnar, Johnson City. 



Thompson, L. D., Atlanta, Ga. 



Trobaugh, E. W., Morrlstown. 



Truett, E. C, Franklin. 



White, K. R., Troy, 0. 



MAEINO OOLIJB0TI0N& 



[The address of Thomas H. Joy, Chattanooga, 

 Tenn., on "Office Management and CoUectiona," 

 at the annual meeting of the Tenessee State Flo- 

 rists' Association, at Knoxville, Februaiy B.] 



Collections are the most important 

 part of any business. For what is the 

 use of all youT advertising, sales force, 

 delivery equipment, etc., if after the 

 sale is made and the transaction com- 

 pleted, so far as the florist is concerned, 

 the item is allowed to stand on your 

 books for ninety days or more? 



In days gone by we allowed, or our 

 customers chose, our accounts to be set- 

 tled once or twice a year. Sometimes 

 they ran longer. It is hard to impress 

 on their minds that business cannot be 

 handled now as then. 



Tiiere are three classes of customers. 

 First we have the wealthy one, who 

 seems to think because he has money he 

 should be allowed to pay his account at 

 his own convenience. This customer 

 must be handled carefully and cannot 

 be pushed as fast as others. His account 

 is desirable, provided you don't Save ta 

 carry him too long. But is there any 

 good reason why this sort of customer 

 should be allowed to use your money, 

 especially when he can easily afford to 

 payf 



In the second class we have the men 

 or women who are flower lovers and buy 

 to the limit of their capacity. Custom- 

 ers of this class, as a rule, pay more 

 promptly than the man of money and 

 are more desirable patrons. 



In class three we find the younger 

 men or women who only buy on special 

 occasions. A number of these are cash 

 purchases, but a majori'y buy more 

 than they can afford and should be 

 watched closely. 



Check Up Every Month. 



On the first of each month our ledgers 

 are gone over carefully. All accounts 

 of ninety days or older are listed on 

 cards and a mild letter sent, calling at- 

 tention to the fact that the account 

 must have been overlooked and request- 

 ing a check. On the fifteenth of the 

 month these cards are again checked 

 with the ledgers, all paid accounts be- 

 ing taken out and the others sent letter 

 number two, which calls attention to 

 our previous letter and requests an 



Visitors at the Convention of the Tennessee State Florists' Astociation» at Knoxville, February 6. 



