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JUNB 29, 1911. 



The Weekly Florists^ Review* 



53 



ROSES READY EOR PUNTING 



AMERICAN BEAUTY, 100 1000 



Selected plants from 2j4-in. pots, $ 8.00 $ 75.00 

 From 3-in. pots 12.00 100.00 



KILLARNEY, WHITE KILLARNEY, 



BRIDE, BRIDESMAID, 



100 1000 



Grafted, from 2^-in. pots $15.00 $120.00 



PRINCE DE BULGARIE, 



A rose it will pay you to plant. 



Grafted 20.00 180.00 



Own Roof 15.00 120.00 



We are still able to supply 



Double Pink Killarney 

 Mrs. Aaron Ward 

 Radiance 

 Melody 



...ORDER NOW... 





A. N. PIERSON, Inc., 



Cromwell, Conn. 



aieiiiiuu lij: Kcvievv wiieu yuu wrile 



Pitkin, Irving Eouse, J. H. Dayton, J. 

 M. Pitkin, Abnef Hoopes and Thos. B. 

 Meeban, presented a history of the so- 

 called Simmons bill in a report 5,000 

 words in length and called attention to 

 various statements which have been 

 made that the committee, in opposing 

 the bill as it has done, has not correct- 

 ly voiced the sentiment of the nursery- 

 men of the country. The report was 

 thoroughly discussed and, as reported 

 in The Review for June 22, a resolution 

 was adopted putting the association on 

 record as opposed to the bill. The full 

 text of the resolution, which was 

 adopted by unanimous vote, was as 

 follows : 



Resolved, That the report of the chair- 

 man of the legislative committee be ac- 

 cepted, and that this association heartily 

 and thoroughly approves of the course of 

 Its legislative committee In connection with 

 federal legislation during the past three 

 years, and further 



Resolved, That this association confers 

 on Us legislative committee full power 

 and authority to act for it during the 

 coming year in all matters of federal legis- 

 lation, with the suggestion that this as- 

 sociation favors federal inspection of for- 

 eign nursery stock on safe, sane, and 

 practical lines, and that said committee 

 shall use its strongest efforts to defeat 

 any legislation that will place such abso- 

 lute, arbitrary, and discretionary powers 

 In the hands of the Secretary of Agri- 

 culture and his bureau chiefs as has been 

 proposed by the bills under discussion 

 during the past three years. 



EXTENDING THE BETAIL MABKET. 



[A paper by F. H. Stannard, of Ottawa, 

 Kan., read at the convention of the Ameri- 

 can Association of Nurserymen in St. Louis, 

 June 14 to 16. 1911.] 



Maeaulay says: "Men are never so 

 likely to settle a question rightly, as 

 when they discuss it freely." So, in 

 presenting this subject for your con- 



sideration, I shall attempt to show the 

 points which I consider essential in ex- 

 tending the retail market, with the 

 view of starting a discussion among the 

 retail nurserymen present. 



Our business, in a way, is peculiar. 

 We grow a large amount of merchandise 

 every year, which, in a sense, has no 

 fixed market value. If you pick up 

 your morning paper, you can see at once 

 the market price of corn, wheat, cot- 

 ton, pork or beef, but where do you 

 find a market price for nursery stock? 

 The market for nursery stock is largely 

 created. How? By the traveling sales- 

 man and by advertising. 



The only way we know of making a 

 retail market for nursery stock is to 

 go out and see the planter in person, 

 and explain to him the advantages and 

 profits to be derived from planting 

 trees. This means that we must keep 

 a corps of salesmen. They should be 

 busy, intelligent salesmen, and they 

 need just as much care and just as con- 

 stant attention as the most tender plant 

 in the nursery. 



The Salesmen and Tlieir Mission. 



Get out of the habit of thinking you 

 must employ old men. Pick up new 

 men. Teach them your ways. They 

 will be more valuable to you, more 

 loyal to your business. The old men 

 frequently have too much experience. 



Salesmen sometimes need one thing 

 and sometimes another, but they always 

 need encouragement, and, to do their 

 best work, they must have confidence in 

 you and in the goods they sell. A 

 man going out to sell a commodity, or 

 selling it in his oflSce, miist secure the 

 confidence of his patrons, and to do this 



BARGAINS! 



Who wants 'em ? per loo 



800 Hibiscus Peachblow ... .$2.50 



1000 Orange, Otaheite 2.00 



800 Lemon, Ponderosa 2.00 



Thrifty 2^ -in. pot stock. Last 

 time this ad appears. Order 

 quick. 



Jackson & Perkins Co., 



Newark, 

 N.I. 



Mention The Review when you write. 



ho must have confidence in his goods, 

 his business and himself. 



The inexperienced nurseryman may 

 feel that the way to increase his sales, 

 or establish himself in a territory, is to 

 offer his goods at low prices, furnishing 

 a large amount of goods for little money 

 and letting the public know that he is 

 the fellow who sells cheap, but my ob- 

 servation has shown that such experi- 

 ments have been failures. Trees, well 

 grown and well graded, are not too high. 

 On the contrary, they are sold cheaper 

 now than they should be, and the only 

 way, in my judgment, to establish a re- 

 tail trade on the right basis is to fur- 

 nish superior stock and get prices that 

 will justify hiring a good class of sales- 

 men, who will make and take care of 

 a market. 



Beckless and Bandom Prices. 



Not long ago a salesman told of hav- 

 ing a customer for some nursery stock. 



'tdiMii^,}kiimii, 



