122 



The FloristsV Review 



Ski'tembeu 22, 1921 



CARNATIONS, etc. 



HARVESTER — Best commercial white 



EDNA — Best all-around scarlet 



You will eventually grow both of these. Better get a start now. 

 $15.00 per 100; $120.00 per 1000. 



Order some of those CLEAN Chatelaine Begonias now 



and grow them on for winter sales. $6.00 per 100; $50.00 per 1000. 



POINSETTIAS 



We have a fine lot of plants to offer. These will make fine pans for Christmas 

 sales. $8.00 per 100; $75.00 per 1000. 



Add S 'ic of invoice on all orders for packing 



BAUR & STEINKAMP 



3800 Rookwood Ave. 



INDIANAPOLIS, IND. 



lioty. wliicli was quite enough to cover 

 the essentials. 



Supporting Salesmen. 



Nurserymen who sell through agents 

 alone do not advertise. I have asked a 

 j;reat niany_. why? And I have in- 

 x'ariably got the same answer: "It 

 doesn't pay us to advertise. It takes 

 the man on the spot to get the signature 

 ^m the dotted line." 0£ course, it does! 

 Rut going liack to our own experience 

 in buying, how do we act? I see some- 

 thing advertised and I write for further 

 informjition. Soon I receive a letter 

 telling iiif what I want to know and 

 inaybe a catalogue followed by other 

 printed matter. Then, one day a travel- 

 ing representative of the house comes 

 along and, if he is ii good "closer," he 

 l)Ooks my order. But let us keep this 

 in )nind, that nowadays the traveler is 

 not so mucli the sah'sman as lie is the 

 I'loser. He gets the signature on the 

 dotted li7ie. I>ut lie merely completes a 

 s.'ilc already ma(h'. In n)any cases — in 

 most cases. I venture to say — the 

 actual sale has l)eeji made in advance 

 of his coming. The house must prepare 

 the way for the man on the road; it 

 must make the public acquainted witli 

 the house and with the goods it sells. 

 Advertising sells goods: tlie travcdiTS 

 gather up tlie orders. 



The non.advertisiiig luirsi ivmaii who 

 depends solely on agents to get l)usi- 

 ness is opt'rating ;it an cxtr.aordinary 

 and iinnecessary expense. He figures 

 generally that the retail sidling jirice 

 must be five times the wholesale or cost 

 price. That is, to make a fair ]n-ofit, 

 it is necessiiry to charge :in advance (if 

 •TOO jier cent over cost. E.\](eri(iice 

 seems to show that to be necessary. 

 But why is it necessary.' Isn't it a 

 fact that those who buy through agents 

 are one-time buyers.' I should say that 

 eighty per cent of them are. Ask any 

 farmer where he l)ought his trees and 

 nine times out of ten he will say: "In 

 Winchester.'' or, "In Hocliester, ' ' or. 

 "In I'eniisylvani.'i. " Karely will he re- 

 inembiT the firm's name. That is be- 

 cause the firm has not t.'iken the trouble 

 to remind him; lie does not find its ad- 

 vertisement in his paper; he receives no 

 catalogues. Ami after his first purchase, 

 he becomes a customer lost; an asset 



FERNS BOSTON AND SCOTTII 



Good, clean pot-gvown stock, for immediate shipment, shipped •with- 



$ 75.00 per 1000 

 210.00 per 1000 

 375.00 per 1000 



3-inch, $1.00 per dozen, $ 8.00 per 100, $75.00 per 1000 

 4-inch, 3.60 per dozen, 30.00 per 100 

 5-inch. 5.40 Der dozen. 40.00 ner 100 



out pots, no charge for packing: — 



3-inch, $1.00 per dozen; $ 8.00 per 100; 

 4-inch, 3.60 per dozen; 25.00 per 100; 

 5-inch, 5.40 per dozen; 40.00 per 100; 

 6- inch, 7.80 per dozen; 60.00 per 100 



Tolly ferns-cyrtomium rochfordunum 



3-inch, $1.00 per dozen, $ 8.00 

 4-inch, 3.60 per dozen, 30.00 ,,^. .„„ 

 5-inch, 5.40 per dozen, 40.00 per 100 



PALMS— KENTIA Belmoreana 



4-inch, $6.00 per dozen 5- inch, $18.00 per dozen 



6-inch, $30.00 per dozen 



For other sizes and varieties of Ferns and Palms see our September Price List. 



CLEVELAND CHERRIES 



3-inch, $6.00 per 100; 4-inch, $12.50rper 100 



MISCELLANEOUS STOCK FOR GROWING ON 



2-incli. $0.(50 per dozen; $2.75 per 100; $25.00 per 1000 



3- inch, .75 per dozen: 3.75 per 100; 35.00 per 1000 



Ready lor immediate shipment 



Lantanas, four varieties 



Ageratum, six sorts 

 Alternantheras, ei^dit sorts 

 Alyssutn, Double Dwarf and Giaut 

 Coleus, sixteen distinct sorts 

 Hardy English Ivy, extra strong 

 Heliotrope, Chieftain, Mme. Bruaut 

 and Mme. Blonay 



Moonvines, white and blue 



Petunias, double, single and 

 Morn . 



Parlor Ivy, for hanging baskets 



Swainsonas, white 



Rosy 



R. Vincent, Jr., & Sons Co. 



White Marsh, Maryland 



Chrysanthemums and Roses 



OUR SPECIALTY 



Write us about anything you want 

 in this fine. 



MADISON. 

 N£W JKRSKT 



CHAS. e. TOTTY CO., 



Ferns, Pandanus Veitchii, 

 Cyclamen, Dracaenas 



are our quantity stocks. Write uS about 

 any plants you nt ed. 



MACAW BROS. 



Delaware County, NORWOOD. PA. 



