120 



The Florists' Review 



Sepi-bubibb 22, ld21 



New White Seedling Carnation 



THOMAS C. JOY 



Rooted Cuttings, $12.00 for 100; $100.00 for 1000; $450.00 for 5000 

 Deliveries beginning January, 1922, and filled in order 



JOY FLORAL CO., '^^ISn'^ 



writer said he wanted to plant a bed of 

 tulips; he said he answered an adver- 

 tisement and received a large and hand- 

 some book offering trees and plants and 

 bulbs of every description. He said 

 there were a dozen pages devoted to 

 tulips alone; hundreds of varieties and 

 all apparently desirable. But out of so 

 many offerings, he said he was unable 

 to arrive at a decision and so lie or- 

 dered none. 8ome time later, he re- 

 ceived a little 4-page folder offering 

 bulbs in collections, including a bed of 

 tulips for $10. He sent in his order. He 

 had received an offer of what he wanted, 

 made in a way that he could understand, 

 telling him how deep to plant and how 

 far apart and all he wanted to know. 

 It brought his order. 



Seasonable Folders. 



Can we nurserymen learn something 

 from that experience? A folder of four, 

 eight or sixteen pages, offering only one 

 or two articles, like roses or peonies or 

 hedge plants or shade trees or ever- 

 greens, is far more effective and will 

 bring more orders than a catalogue of 

 200 pages. The folder is inexpensive in 

 l>rinting and postage. Besides, those 

 who write you are not interested in 

 •'verything you grow. They nearly al- 

 ways tell you what tliey want. I'd'say: 

 Split the catalogue up into a number of 

 small folders, each offering one line; ad- 

 vertise each line in its fruiting or 

 blooming season; and remind buyers 

 with a dozen small catalogues instead of 

 one big one. Some progressive and 

 prosperous firms are doing that riglit 

 now. The folder is specific; it answers 

 the inquiry; it talks about one thing at 

 a time; it is a bullet instead of bird- 

 shot. 



Besides, we grow entirely too many 

 varieties. Half of them are lias beens; 

 many are never-wasers. We could dis- 

 card seventy-five ])er cent of the varie- 

 ties we grow witliout loss to ]ilanters 

 or to ourselves. The average nursery- 

 man catering to the trade of orchard 

 planters ciu get along with twenty va- 

 rieties of apples and ten each of peaches, 

 pears and plums. Tropagating and 

 handling liundreds of varieties offers 

 Just so many more chances for error. 



And in describing varieties, let us 

 i;ot away from superlatives. They can't 

 all be the l)cst and yet if you road some 

 i-atalogues you will think so unless you 

 happen to know better. The best cata- 

 logue I ever read described peaches 

 only by giving the month of ripening in 

 that locality, the color and whether fr(>e- 

 stonc or cling — only a line for each va 



BIDDEFORD, MAINE 



MAINE SUNSHINE 



FIELD-GROWN CARNATION PLANTS 



We have a few thousand field-grown Maiae Sunshine at $18.0O per hundred. 

 A few small lots of other stock varieties. 



NURSERY STOCK 



for 



FLORISTS' TRADE 



Field Grown Roses oar Specialty 

 Budded and Own Root 



Write for our Wholesale Trade List 



W. & T. SMITH CO. 



GenevsL, N. Y. 



Mentlnn ThP RgTlew when you write. 



YOUR CATALOGUE 



"Unij VMt" Stti, Nancrr ud Fall Balb CiUlocaa, 

 witb roar aaBC tmi *iMrc« oa tkc Iroot coTcr. Bui- 

 tiiallr UlutratMl witb aataral colon oa coTcr pafa*. 

 Wo keep lliea ia deck lor proapt •bipmeal. A>k far 

 MBiple. Tkejr will trcatly iacrcafe joar mIm— aad 

 tkey doa't cart aack. 



CAMPBElL PRINTINO COMPANY 

 917 Walnut St. Dos Moines, Iowa 



Yes, We Have Them 



Berberis Thunbergii 

 Hardy Privet 

 Hydrangea P. G. 

 Climbing Roses 

 Boston Ivy 

 Clematis 



Thousands of other plants. Write 

 for our new fall trade list. 



Onarga Nursery Company 



CULTRA BROS., Managers 

 ONARGA, - ILLINOIS 



M(>ntli>n The Review when yon write 



PEONIES 



Send for our Special Price LkSt showiDg 



best sorts, witb each • olor in the 



order of blc mi an. 



PETERSON NURSERY 



30 N. La Salle Street, CHICAGO. ILL. 



Mention The Review when you write. 



Bobbink & Atkins 



NURSERYMEN 

 FLORISTS and PLANTERS 



RUTHERFORD, NEW JERSEY 



Mention The Review when you write. 



Menti'in The Review when yon write. 



STAR BRAND ROSES 



"American Pillar" and nearly every 



other good hardy climber. 



Send for our list. 



•n„ rONARD ft 

 '~ K, JONES CO. 



Robert Pyle, Prea. 







WEST GROVE. 

 PENNA.,U.S.A. 



Ant Wintzer.V.-P. 



The Wayside Gardens Co. 



GROWERS OF HARDY PLANTS 



Shrubs, Bulbs and Seeds 



MENTOR, OHIO 



Montion The Review when you write. 



PEACH TREES 



Large stock of usual 

 standard varieties, 

 all straight and well 



rooted. Free Catalogue. 



W. T. MITCHELL & SON, Beverly. Oho 



