Mat 17, 1917. 



The Florists^ Review 



17 



Display of Window Boxes on the New York Store of J. H. Small & Sons, an Example for Otfier Florists. 



what they consideiTd lijjlit for tlieir 

 trade and then advertised. The move 

 was a success from the first. The sales 

 liave increased eacli year, until now 

 they make a most welcome addition to 

 the annual statement. 



There is a good reason why these me 

 (lium-priced pieces sell well for Memo 

 rial day. That is because the average 

 buyers will not spend much money on 

 flowers to be left in the cemetery. Many 

 others merely want to do their "l)it'' 

 toward the observance of the day; they 

 do not want the last resting places of 

 their relatives to be conspicuous by the 

 absence of flowers. Neither do they want 

 to expend any considerable sum. ( 'ou- 

 sequently, the retailer should take these 

 facts into consideration when he de 

 cides on the price of his Memorial day 

 leader. 



It is less than two weeks until MtMuo 

 rial day; thus the time remaining in 

 which to make the "drive"' is short. 

 But perhaps because of that fact, the 

 retailer will put more enthusiasm into 

 liis efforts and, in consequence, make it 

 a greater success. At any rate, nothing 

 comes to him who merely waits, l)ut suc- 

 cess crowns the efforts of the man who 

 goes after what he wants. Memorial 

 day business is worth going after and 

 the man who goes after it along proven 

 lines will get it. 



Gallipolis, O. — Having attained local 

 ))rominen(e as an amateur grower of 

 flowers, Mrs. E. Morgan has decided 

 to try her luck as a professional. 



A MEMORIAL DAY TIP. 



TIow can the retailer increase iiis 

 Afemorial day business? That question 

 has V)een answered many times in many 

 ways by the resourceful members of 

 tiie trade. Something has suggested to 

 them a place where a good order could 

 be secured if the appropriateness of a 

 wreath for the grave of some j>rominent 

 man were only called to the attention 

 of the person, or society, or whatever 

 organization would be g];id to ]>ay tl:at 

 man honor. 



Such a suggestion is contained in the 

 illustration of the Memorial day dec- 

 oration of tiie grave of Ben King, 

 which accompanies the leading articdc 

 in this issue of The Keview. Ben King 

 was a Chicago newspaperman, witli a 

 talent for writing humorous \'ers('. He 

 was one of the meudiers of the Cliicago 

 I'ress Club in its earlier days. Al 

 though he died twenty-three years ago. 

 tlic Chicago Press Club allows no 

 Memorial day to pass without honor- 

 ing his memory in the manner shown. 



Tn every city and town there arc 

 clubs and fraternal orders and societies. 

 In a great many of these organizations 

 there is held a particular reverence for 

 the memory of some member or mem- 

 bers. The florist, in the smaller cities, 

 especially, probably can call to mind 

 such a man and such an organization. 

 Why not suggest that a wreath bearing 

 the name of the organization would be 

 an appropriate manner of showing the 

 ]iublic the esteem in which the departed 



was held by his fellow members? 



The difference between the clerk and 

 the salesman is that one sells flowers to 

 [lorsons who want to buy; the other, by 

 various methods known to his craft, 

 creates business where none was be- 

 fore. There are a lot of salesmen in 

 the florists' trade. If there were not, 

 the business would not have grown as 

 it lias in the last ten years. 



Consequently a suggestion dropped 

 ill the proper place, that is to one who 

 would be interested, in many cases 

 would piake the initial sale. Started, 

 that sale would be as regular as the 

 coming of Memorial day, as the custom 

 would be established, and established 

 customs seldom are discarded. 



TAKING OUR OWN MEDICINE. 



If there is any florist who feels that 

 lie will be unable this year to sell all 

 the stock in his greenhouses, it will 

 afford him a splendid o]qiortunity to 

 ])ractice what lie ]ireachcs. 



In olden times it was the motto of 

 William Scott, and his practice, "Wash 

 all you got and hang out all you wash." 

 Ft was due to his example as much as to 

 any other one factor that Buffalo was 

 famous the country over for its flower 

 beds and the showing of lawn vases, 

 window and porch lioxes in its resi- 

 dence districts. 



Too few florists undertake to increase 

 their business by making their own 

 premises an object lesson to the neigh- 



