114 



The Florists' Review 



May 5, 1921 



keting of their product. I feel sure 

 that the matter of production is not the 

 problem confronting the nursery busi- 

 ness today. Production can be effected 

 only by the energies expended in the 

 marketing of our product. Nursery- 

 mcH have been concerned in market de- 

 velopment for some time past and we 

 have every reason to expect that, 

 through the combined efforts of grow- 

 ers and dealers, nursery sales will be 

 materially enlarged. 



Most Effective Selling Methods. 



Many retail nurserymen depend en- 

 tirely upon publicity and a catalogue 

 to sell their product, while others use 

 traveling salesmen with liberal or 

 limited publicity, as the case may be. 

 Both methods employ salesmanship and 

 we have examples of success and fail- 

 ure in each, but my observation leads 

 me to believe that a personal interview 

 with a, prospective buyer is unquestion- 

 ably the most effective method of get- 

 ting business. The salesman on the 

 ground has all the advantage in putting 

 over a sale. He is there to answer all 

 i|uestions and comply with all require- 

 ments; not only that, but his personal 

 influence, if he has proper salesman- 

 ship qualifications, usually results in a 

 larger order than the purchaser origi- 

 nally intended to buy. 



The traveling salesman brings the 

 nurseryman and the buyer in closer 

 contact and, if he is the right kind, 

 he establishes u friendly relation that 

 creates more and increased business 

 year after year. The traveling sales- 

 man makes a thorough, house-to-house 

 canvass in the territory he is assigned 

 and, by intelligent arguments used in 

 his canvass, creates a more lasting im- 

 pression in favor of fruit growing and 

 ornamental planting than could possi- 

 bly be done in any other manner. 



I do not mean to imply that the per- 

 sonal interview would not be aug- 

 mented by newspaper or other pub- 

 licity, but there are thousands of or- 

 chards, groves and landscape plantings 

 flourishing in all sections of the coun- 

 try that would never have been planted 

 were it not for the traveling salesman. 

 Tlie salesman is really the main avenue 

 (if output for nursery products. Some- 

 times he fails to make a sale, but often, 

 where he fails to secure an order, he 

 ^•rcates a demand for fruit trees or 

 ornamental stock that results in an 

 order being sent by mail to a catalogue 

 or mail-order house. 



The Much-Abnsed Agent. 



The traveling salesman has come in 

 for a great deal of abuse and ridicule 

 from many sources, but if you study 

 the cause you will discover that the 

 follow with the hammer usually has 

 advertising space to sell or conducts a 

 mail-order house with no agent. 



It is irritating to note the attitude 

 ^lisplayed by many of our high-class 

 farm papers toward the "nursery 

 agent," as he is called. They never 

 say anything good about him and hold 

 out no encouragement to any bright 

 young man who contemplates taking up 

 the selling of nursery stock as an occu 

 pation. The nursery agent, in their 

 opinion, is a blackleg and the business 

 is not elevating. He is pictured as a 

 liar, a confidence man, a hold-up artist; 

 in fact, anything but a gentleman. 

 Why is this? Is there any reason for 

 itt Perhaps in olden days the char- 

 acter of the average nursery salesman 



» 



!li 

 !fi 

 X 

 X 

 X 

 X 

 X 

 X 



XXXXXJfiJBXXXiffliXffifiXXXXXXXX JxJ 



The President 



The Grandest Red Canna in Existence 



The President 

 Grandest 

 Red Canna 

 in existence 





Height, 4 feet. In color, a rich, glowing scarlet, and 

 the immense, firm, rounded flowers, 7 inches across when 

 open, are produced on stiong, erect 

 stalks well above the large, rich green 

 foliagB. "The President" is superior to 

 any other red variety in the qu ntity and 

 also quality of bloom, and the firm flow- 

 ers resist drought and heat toa 

 remarkable degree. A laige bed 

 of ih's variety was ulanled on 

 the grounds of the Washington 

 Monument, Washingion, D. C. 

 Another "President" Canna 

 bed was on the Garden Pier at 

 Atlantic City, while seve>al 

 more wete to be seen in the 

 largest public parks in this 

 country, where tnose beautiful 

 flowers received th unqualifle 

 admi'ation of every Canna lov- 

 er. Naturally, a tremendous 

 <-iemand has been cre<tted. 

 Strong rof ts ready now. Plants 

 from .'l-inch pots, $2.00 per 10; 

 $15.00 per 100; $125.00 per 1000. 



Extract from Floriitt' ReTiew, Sep- 

 Umbcr 28, 1919: 



"I have been much impressed 

 with some of the new Cannas 

 that I have tried this summer, 

 and cannot refrain from men- 

 tioning tuo. These are The President and 

 Snow Queen. Piesident is by all odds the 

 best red Canna today, largerao' bettf-r than 

 Firebird Bnd a free bloomer; the 'oliaee is 

 strong and does not bum, as does that of Fire- 

 bird Th se who have tried Firebird and 

 ,. . , ,. .„ . . , , 'aniented that it would not do on account of 



diseased folmge will rejoice to know that at last we have a€anna that is 'right.' "— 

 Floyd Bralliar. 



"The moit tcuationil iBtrodnction of receot ytm." — From another firm's catalognn. 

 Well established plants from 3-irch pots, ready now. 



Prices, f .o.b. West Grove. This stock is well and carefully grown, 



and will, we feel sure, give excellent satisfaction. 

 Consult our list of Cannas and Roses in the Classified section of this issue of The Review. 



The pONARD • ROSES 



V^ & JONES CO., West Grove, Pa. 



ROBERT PYLE, President. ANTOINE WINTZER, Vice-Pres. 



|x)xxxmxxxxxffiX!gBxxtfgfixxxii;ii;[x] 



PEONIES 



Send for our Special Price Uct showing 



best sorts, with each color in the 



order of blooming. 



PETERSON NURSERY 



30 N. La SaUe Street, CHICAGO, ILL. 



Hardy Old-fashioned Plants 



Our Specialty 



Specially grown for Florists. Nursery- 

 men and Landscape Architects. Prices 

 on request. 



WILLIAM TOOLE & SON 



Hardr PU>t and Pansy Farm BARABOO. WIS. 



Evergreens, Peonies and Iris 



If you are Interested in these yoa are Inter- 

 ested to as, as we haye a nice lot for prompt 

 dellTery. We also grow a fall line of fralt and 

 ornamental stock. WRITE FOR PRICES. 



FARMERS NURSERY CO., 



TROY, OHIO 



ENGLISH LAUREL 



BT THB HDNDRID OR THOUSAND 



THE AODIBOH IDRSERY 



WLMIHITM.I.C. ■. VEIIUL. Prs». 



YOUR CATALOGUE 



"Ready Made" Seed, Nnnery and Fall Bnib CaUlofscs, 

 wHb yoar aaae and addreu on the iront cover. Boan- 

 mally illattrated with nataral colors on coTcr pases. 

 We keep tliea in stock tor prompt shipment. Ask for 

 sample. Tkey will greatly increase yonr sales— and 

 tfaey don't cost mack. u. • 



«..*^.5f?.^.^^'*- PRINTING COMPANY 

 917 Walnut St. Des Moines, Iowa 



Ny Maryland Roses 



2}i-mA, $15.00 per 100, $120.00 

 per 1000. Ready now. 



J. W. YOUNG, Enfield, Pa. 



