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58 



The Florists^ Review 



July 1, 1913. 



Darling & Bealian, Petoskey, Micb. 

 Ernst & Ton Spreckelsen, Hamburg, Germany. 

 ' Terrell, A. T., & Co., Saginaw, Mich. 

 Fosgate, W. J., Sauta Clara, Cal. 

 Fredericksen & Madsen, Copenhagen, Denmark. 

 Hogue-Kellogg Co., Ventura, Cal. 

 Hunter Seed Co., San Francisco, Cal. 

 Johansen, Victor, Seed Co., Arroyo Grande, Cal. 

 Knudsen, A., Odeuse, Denmark. 

 Louis Freres & Co., Brunges-le-Chatel, France. 

 McGlU Seed Co., San Francisco, Cal. 

 Pieters-Wheeler Seed Co., Gilroy, Cal. 

 Routzahn St*d Co., Arroyo Grande, Cal. 

 Stecher Lithographic Co., Rochester, N. Y. 

 Waller Seed Co., Guadaloupe, Cal. 

 Waterman, Charles, Dalton, 111. 

 Wilcox, J. T., St. Anthony, Idaho. 



CBEDITS AND COLLECTIONS. 



[Summary of a paper by H. L. Germain, of 

 Los Angeles, read before the American Seed 

 Trade Association at San Francisco June 23, 

 1915.] 



I am strongly opposed to long cred- 

 its. Have you ever noticed that the 

 almost invariable defense to a collec- 

 tion suit is an attack on the quality of 

 your merchandise? Down-to-date seeds- 

 men spend large sums of money every 

 year to insure against just such attacks 

 and yet many of them, in order to make 

 a few additional sales, are willing to 

 run the risk of the very thing which 

 they are attempting to eliminate. One 

 suit with the attendant publicity will 

 more than offset thousands of dollars' 

 worth of advertising. We have few 

 complaints on the quality of our seeds 

 from the people who have paid and it 

 would stand to reason, therefore, that 

 if you can get in your money before 

 there is any possibility of their attack- 

 ing the quality of your goods you are 

 going to have less poor advertising and 

 less expense. 



If we but figure the net profit on 

 our sales, we will find that it will not 

 justify long credits, as the interest that 

 we pay on borrowed money is just that 

 much taken out of our net profits, our 

 dividends at the end of the year. At 

 the same time we are standing the risk 

 that naturally goes with every credit 

 transaction. The older the debt the 

 harder it is to pay and thus, often, the 

 debt, through no fault of ours, becomes 

 a matter of paying for "a dead horse." 

 < If a customer has «io ostedH standing 

 at the bank he expects you to carry 

 him without any additional compensa- 

 tion. You make him a present of the 

 interest that he should be paying, and 

 you take an excessive risk. 



Terms of Sale Essential. 



In making collections the first es- 

 sential is to have "terms of sale"; the 

 second is to never forget them, or, 

 rather, to never let the other fellow 

 forget them; and the other fellow is 

 prone to forget. It is here that the 

 danger point arises, as many a man ap- 

 proaches his customer with an unwar- 

 ranted fear in asking that which is 

 legitimately due him. You will invari- 

 ably find that the man who objects to 

 being asked for a legitimate debt which 

 is due is a man to be watched. 



At the beginning of our present fiscal 

 year the directors of my company ,_ re- 

 alizing the hard times to come, decided 

 to pursue a strict policy of collectiig; 

 if necessary, at the cost of losing some 

 business. We hardly expected the in- 

 crease of business, which, nevertheless, 

 we have had. 



First, we made it a point to have 

 our credit man and our salesmen in- 

 form every new customer of our terms 

 of sale and to ascertain if these were 

 satisfactory. Then we worked out a 

 series of collection notices and letters 

 at a time when our digestion was good 

 and onr disposition the friendliest. This 

 insured a uniform method of collecting 



ONE OF OTTK FBIZE- 

 WIKNEB PANSIES 



Johnson's Prize 

 Winner Pansies in 

 mixture. The finest 

 strain of Pansy in 

 cultivation^ saved 

 only from the 

 largest and best > 

 shaped flowers of 

 the richest colors. 



Tr. Pkt., 50 cts. 

 Oz., $5.00 



GIANT SEPARATE COLORS 



Tr. 

 Pkt. 



Giant Adonii. Beautiful light 



blue 



Giant Prince Bismarck. Beauti 



ful shade of brown 25 



Giant Striped 25 



Giant Feacook. Ultramarine blue, 



claret and white; extra 30 



Giant Emperor William. The best 



blue 25 



Giant Black 25 



Giant WUte. With dark eye 25 



Giant Trimardeau. Choice mixed. .25 

 Giant Fire King. Golden yellow, 



upper petals purple 25 



Giant Mme. Ferret. A magnifi- 

 cent giant strain of rare excel- 

 lence, very early, vigorous and 



a rich combination of colors 30 



Giant Lord Beaoonslleld, Purple, 



whltepetals 25 



Giant Yellow. With dark eye; 



fine 25 



Giant Dark Blue 25 



Giant Snowflake. Pure will te 25 



Per 

 Oz. 



10.25 $2.00 



1.50 

 1.50 



2.00 



1.50 

 1.50 

 1.50 

 1.00 



1.50 



2.50 



1.50 



1.50 

 1.50 

 1.50 



Giant Horteniia. Beautiful red 



shades 



Giant President Camot 



Bugnot's Superb Blotched 



Cassier's Giant Five Blotched 



Giant Masterpiece. A magnificent 



variety, with curled petals and 



many rich colors 



Giant Orchid-flowered. Beautiful. 



rare shades 



Triumph of the Giants (grown by 



Henry Mette, the introducer). 



A prize strain of curled and 



fluted flowers of immense size 



and rare brilliancy of coloring. 



% oz., 11.75 



Giant Odier. Extra large blotched, 



rich colors 



Giant Imperial German Mixed. A 



rich strain 



Giant Parisian, Brilliant colors, 



mostly Ave blotched; fine 



Giant Golden Queen. Without 



eye 



Tr. 

 Pkt, 



$0.30 

 25 

 40 

 30 



.40 

 .40 



.80 

 .30 

 .30 

 .25 

 .25 



Per 

 Oz. 



$2.25 

 2.00 

 3.00 

 2.50 



3.50 

 2.50 



6.00 

 2.50 

 2.50 

 2.00 

 2.25 



■^:. 



JOHNSON SEED COMPANY 



217 Market Street, PHILADELPHIA, PA. 



Mention The Review when you write. 



SEEDS FOR SUMMER SOWING 



Tr. Pkt. 



Aquliegla, California Hybrids $0JO* 



Aqullegia, Coerulea Hy., Long Spear, mixed 26 



Aquilegia, Vulgaris, double white 16 



Aqullegia, double mixed 10 



Cineraria, giant dwarf prize strain 76 



Cineraria, dwarf mixed BO 



Digitalis. Oloxiniaeflora, mixed lo 



Galllardta Grandiflora Comp., mixed 10 



Galllardia Grandiflora OcuUita Hybrids 10 



Myosotis Alpestris Victoria 26 



Myosotls Ali)cstrl8, Indigo Blue 20 



Myosotis Aliiestrls Robusta gr. fl SO 



Myosotis Palustrls Semiierflorens 30 



Oz. 



$1.75 



1.60 



.60 



.40 



.30 



.40 



.60 



1.00 



.76 



1.26 



IJW 



411-413 Washington Ave, ST. LOUIS SEED CO., 



Mention The Review when yon write. 



ST. LOUIS, MO. 



CEjLERY PLANTS 



we ARE THE LEADERS 



IN POT8-IN FLATS— TRANSFI/ANTED 



For special trade— for store trade — for select private 

 garden trade — for market garUnn trade— for farm 

 trade. Golden Seir-Blanrhing French Seed, White 

 Plume, Giant Pascal, Winter Queen. AVe are the 

 leaders. Tomato, Cabbatre, Cauliflower, 

 Pepper, Eirsr Plant, Sweet Potato. 

 WARRKN SHINN, Woodbury, N. J. 



Mention The Beriew when yon write. 



BURNETT BROS. 



SEEDS :: BULBS :: PLAHTS 



98 ChamlMrs St- NEW YORK CITY 



Mention Tlie Review when 700 write. 



Watch for our Trade Mark Stamped 

 on every brick of Lambert's 



Pare Culture Nnihroom Spawn 



Substitution of cheaper grades is thus 

 easily exposed. Freab sample brick, 

 vrith Illustrated book, mailed po«^^' 

 by mannfacturers npon recelDt ox «u 

 cents in postage. Address 



Trade Mark. American Spam Co.. SL Paul, Miaa 

 Mention The Bevlew when 7011 write. 



A ■■■■■% A Beat that crow. We sell dl 

 ^^L L B1»T rect to gardeners and florists at 

 J%r r I Ib\ wholesale. Big beantlfnl cata- 

 U b !■ W W l<«ve free. Write today. 

 ABCHIAS SBKD STORE. Box 84, SEDALU. MO. 

 Mention Tlie Bevlew when 70a wilte. 



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