94 



The Florists^ Review 



SlFTBlfBBB 11, 1913. 



EOCHESTEE, N. Y. 



The Market. 



Two or three good rains have made 

 a great improvement in the outdoor 

 stock, and asters, which at first were 

 thought to be extremely scarce, are now 

 arriving abundantly. Nevertheless, 

 there will be some slight shortage. The 

 rains and cooler weather have pleased 

 the local florists, and things in general 

 look more encouraging. People are re- 

 turning to the city, schools and colleges 

 have opened and fall activities may 

 soon be looked for. The fall openings 

 in the large department stores usually 

 bring in large ord'fers for palms and 

 ferns, foliage and hydrangea blossoms. 

 Two or three of tlie uptown florists 

 have large weddings to care for during 

 the next two weeks. 



Stock is arriving in good condition 

 and is cleaned up fairly well without 

 any real waste. There is a large supply 

 of asters, but white ones are scarce. 

 Carnations are improving a great deal 

 in quality, but they are also scarce; 

 there are hardly any red ones on the 

 market at all. Gladioli are plentiful, 

 but the more delicate shades are much 

 used for funeral work. Sweet peas are 

 almost at an end; only a few stray ones 

 arrive now. Easter lilies are hard to 

 obtain. Lilies of the valley are good, 

 but not overabundant. Yellow chrys- 

 anthemums have made their first ap- 

 pearance. A few early tuberoses are 

 seen. The supply of roses is unlimited, 

 and they arrive in first-class condition. 

 Killarneys seem to be the poorest of 

 the lot; they open up so fast that they 

 last practicalh' no time at all. Good 

 ones, however, are found in Eadiance, 

 Milady, Lady Hillingdon, Mrs. Taft, 

 Mrs. Aaron Ward, Bride, Bridesmaid 

 and the little Cecil Brunner, which 

 works up admirably for corsage bou- 

 quets and basket work. The stock of 

 greens is normal. 



Various Notes. 



H, E, "Wilson's chrysanthemum plants 

 are looking fine, and they promise good 

 material for the coming season. 



Henry P. Neun's force is kept quite 

 busy at the store with fall business. 



The Vick & Hill Co, is cutting some 

 exceptionally fine red gladioli. 



F. K, Bohnke has been quite busy of 

 late. He has had a good share of 

 funeral work and quite a number of 

 wedding decorations. He will com- 

 mence at once to erect another green- 

 house for his growing trade. 



Among the visitors this week was 

 George Sick, of Canandaigua. N, Y. 



E. R. Fry, is doing a fair amount of 

 business. The fruit from his farm keeps 

 him busy these days. H. .T. H. 



Nashua, N. H, — This city opened its 

 new White Way September 4. Prizes 

 were offered for the best decorated 

 automobiles in the parade. The first 

 prize, a silver cup or $50 in gold, was 

 *raptured by W. W. Powers with an 

 artistically decorated car. 



Minneapolis, Minn. — If Minneapolis 

 carries out its plan to maintain a per- 

 manent botanical garden for educa- 

 tional purposes, it will have as a nu- 

 cleus the water lily exhibit of Henry 

 A. Dreer, of Philadelphia. The out- 

 door exhibit at the S. A. F, convention 

 suggested the possibilities of such a 

 garden educationally to the people of 

 the Twin City. 



Two Q's, or the Quality Question 



An Oil Sale with a Greenhouse Moral 



Yesterday I was waiting for a 

 train down 'at Glen Cove, and to 

 kill time strolled into a nearby 

 garage and sat down to smoke 

 with Joe, the boss. As the first 

 ashes were Just about to drop off 

 our cigars, In comes a hustling, 

 bustling salesman and strikes Joe 

 for an order of oil. 



First thing that salesman did 

 was to try and find out what Joe 

 usually paid for his oil — then he 

 simply made a price a few cents 

 under it. 



Price, price, price was his en- 

 tire talk. Quality seemed an en- 

 tirely secondary matter. 



.Toe didn't buy. 



"We were just in the midst of a 

 discussion on tires when another 

 oil salesman came in leisurely. 

 First crack out of the box he said, 

 "I understand you have 10 cars. 

 You must use about so many gal- 

 lons (forgot the amounts of oil a 

 year, don't you?" "Yes." 



"Well, you use too mueli." 



Then followed a discussion of oil 

 values and the comparative oiling 

 and lasting qualities of various 

 grades. 



Numerous tests with prominent 

 cars were mentioned and accurate 

 facts stated as to actual results. 

 A recent engine endurance run of 

 300 hours made by one of them 

 without stopping was referred to. 

 in which this salesman's highest 

 s?rade oil had been used. After this 

 quality talk— then and not till then 

 — was price mentioned. 



It had all been a question of 

 what his oils would do; their good- 

 ness — their quality. 



Joe bought two barrels and will- 

 ingly paid 10 cents more a gallon 

 than he ever had before. 



Why did he do it? Simply be- 

 cause that .salesman had shown 

 liim that cheaper oils cost more, 

 because you have to use more, and 

 results are less satisfactory. 



When quality goes down to keep 

 things balanced, quantity must go 

 up. Don't forget that. 



As 1 sat there listening to that 

 most convincing sales talk, it oc- 

 curred to me how many growers 

 are today buying their greenhouses 

 entirely on a price basis. For in- 

 stance, this spring we lost an or- 

 der for two big Western houses 



just because our price was a few 

 hundred dollars higher. 



Price sold that order — not qual- 

 ity. 



The other day the sales-manager 

 and I dropped around to see the 

 houses. It wasn't a difficult mat- 

 ter to figure the amount of Iron in 

 the houses and we soon found out 

 that the actual weight of the iron 

 frames was a third less than we 

 would think of putting in our 

 houses — in spite of the fact that 

 this concern's houses have fre- 

 quently blown down. Our Iron 

 Frame ones never have. 



Knowing the contract price for 

 the houses, we figured it out that 

 Lord & Burnham could have fur- 

 nished the same materials for sev- 

 eral hundred dollars less. 



Our price had been one thing — 

 our competitors' an entirely differ- 

 ent proposition. 



That man had actually paid a 

 good round price for those nouses, 

 and had allowed himself to be Jol- 

 lied into thinking he had a bar- 

 gain. 



It all boils right down to the 

 fact, that you pretty generally get 

 what you pay for, and no more. 



With the two big factories we 

 have, the thousands and thousands 

 of dollars of work we turn out, and 

 our years of experience In build- 

 ing greenhouses and figuring the 

 .actual costs; if, with such a tre- 

 mendous advantage over other 

 concerns, they offer to sell you a 

 cheaper house, it's because of 

 either of two reasons: the mate- 

 rials are decidedly poorer or there 

 is a good deal less Iron in the 

 :'ramework. 



There is absolutely no other way 

 you can account for it. 



For the kind and quality of house 

 Ix)rd & Burnham build — no con- 

 cern In the country can build It 

 for any less and make a dollar. 



Of course, we make money — 

 that's why we can make so good 

 a house. If you can't make money 

 — you can't make good. You know 

 that! 



When you compare our figures 

 with the other fellows' — bear In 

 mind the two oil salesmen — how 

 one sold any old quality at any old 

 price — and how the other sold the 

 one quality .at the one price. 



Lord and Burnham Co. 



SALES OFFICES 



NEW YOKK BOSTON PHILADKLPHIA 



42d Sti J-ot BulIdlDK Tremont Bulldlnif Franklin Bank Bulldlntf 



CHICAGO ROCHESTKK TORONTO 



Rookery BulldinR • Granite Bulldlntr 12 Quoen St East 



FACTORIES 



IRVINOTON. N. Y. 

 DES PLAINES. ILL. 



