34 



The Weekly Florists' Review. 



MlBCH 11, 1909. 



NO FLORISTS THERE. 



This is one of W. N. Budd's stories: 



"Once upon a time, and not so long 

 ago," says Mr. Eudd, "a^party of vis- 

 itors 'was being shown through one of 

 the great penitentiaries. Everywhere 

 was spotless cleanliness — not a speck of 

 dirt anywhere; floors fresh scrubbed, 

 hand rails polished till they shone, noth- 

 ing out of place, lawn close cut, great 

 stone buildings one unbroken expanse of 

 gray, and at last the bareness of it all 

 got upon the nerves of the visitors. 



** 'Don't the monotony oppress yout* 

 asked one of the guests. 'Wouldn't it 

 take away the grimness to have some 

 flowers t Why don't you have some win- 

 dow-boxes, and flowers on the lawnf 

 Wouldn't they have an elevating in- 

 fluence on the prisoners and make your 

 own life less dreary?' 



** *Yes, they would,' replied the war- 

 den, 'and we've often wished we had 

 some flowers, but, you see, while we have 

 men here of almost every occupation and 

 profession, we haven't even one flo- 

 rist.' " 



THE ART OF SELLING. 



[A paper by F. B. Palmer, of Brookllne, 

 MaM., read before the Gardeneri' and Florlata' 

 Clab of Boston.] 



The important, in fact, the fundamen- 

 tal element in a successful sale is that it 

 should be of advantage, or profit, to 

 both parties. This simple proposition 

 has, I fear, an unimportant place in the 

 mind of the average salesman; it is 

 nevertheless true and should be made 

 the basis of every transaction between 

 man and man. An exchange of services 

 which necessarily involves loss to either 

 party cannot be called legitimate busi- 

 rness. 



A second basic principle in all com- 

 merce, and one that should be understood 

 by both buyer and seller, is that demand 

 precedes supply. 



In the process of evolution from the 

 simple barter of goods between our fore- 

 fathers to the complexities of trade in 

 modem civilization, the above two axio- 

 matic truths have become somewhat ob- 

 scured. Derangements have also crept 

 into the body politic which have aggra- 

 vated the confusion, and reversed the 

 natural order of things until the man who 

 sells has come to be looked upon as the 

 obsequious servant of him who buys. This 

 attitude has become, by custom, so much 

 a second nature that we take it for grant- 

 ed the seller is always under obligation 

 to the buyer, and that labor shall for- 

 ever bow the knee to capital. Volumes 

 have been written on this important phase 

 of economics and volumes more will 

 doubtless be written on it before the 



subject is exhausted. No more fruitful 

 study could possibly invite the considera- 

 tion of business men, especially sales- 

 men. 



Relationship Between Buyer and Seller. 



Consistently vrith the above principles, 

 the relationship between buyer and seller 

 should be entirely of a friendly nature, 

 and the appreciation of this fact con- 

 stitutes the primary lesson in the art 

 of selling. 



In some simple kinds of trade little 

 is required of the salesman but to hand 

 over the article called for and take the 

 amount determined upon as payment. In 

 such cases little special knowledge is re- 

 quired, and certainly no determination 

 of values. When, however, it comes to 

 the selling of flowers, plants, seeds, 

 shrubs and trees; the supplying of deco- 

 rative schemes — from the simple bunch 

 destined to cheer a sick friend to the 

 elaborate display for ball room or dinner 

 table; the simple potted plant or the 

 varied collection for the garden, the 

 mysterious seed package or equally doubt- 

 ful dormant tree and shrub, then the 

 salesman comes in touch with one of the 

 higher requirements of humanity and the 



GALAX, FERNS, Etc. 



New crop, fresh from the patch, prices as follows: 

 Bronze and Green Oalax Leaves .$0.50 per 1000 



Fancy and Dasc*' Ferna 1.00 per 1000 



Oreen liCncotlioe Sprays 2.60 per 1000 



Bronse Lencothoe Sprays 4.00 per 1000 



Rhododendron Sprays 2.00per 1000 



Mountain L,aarel 2.00 per 1000 



Discount on large orders. Fifteen years' ex- 

 perience enables me to guarantee perfect satis- 

 faction. 260 customers now in U. S. Send cash 

 with first order. 



J. N. PRITCHARD, Elk Park, N. C. 



Mention The Review when you write. 



CUT FANCY FERNS 



Best in the Market 

 12 to 20 inches long^ 

 . _ ,1^^ Write for prices 



"''^M^^i^^ Robert Groves 



127 Commercial St. 



Adams« Mass. 



Mention The Review when you wite. 



Fancy Ferns 

 Write for prices 

 SHAW FERN COMPANY, 

 Pittafield, Mass. 



Mention The Review when you write. 



Southern Wild Smilax 



Batiafaction Guaranteed 

 Louisville Floral Co., Louisville, Ala. 



Mention The Review when you write 



satisfying of these eesthetic needs be- 

 comes, indeed, a fine art. In such cases 

 how many elements can enter into a 

 sale, possibly every one of which may 

 have to be supplied by the intelligent 

 salesman I Most likely the purchaser 

 has a very vague picture in mind as to 

 what he wants, also an equal uncertainty 

 as to the amount to be expended. Im- 

 agine a customer in such a frame of 

 mind, also somewhat fastidious of taste 

 and exacting in requirements, and it will 

 readily be seen that a very different prob- 

 rOoncluded on page 36.1 



Cut Flower Boxes 



WATXBPBOOV. Comer Lock Style 



The best and neatest Cut Flower box 

 on the market today. 



No. 8x4x20 $2.25 per 100 



No. 1 8x4>ixl6 2.00 per 100 



No. 2 8x6x18 2.60 per 100 



No. 8 4x8x18 2.90 per 100 



No. 4 8x6x24 S.OOperlOO 



No. 6 4x8x22 S.fiOperlOO 



No. 6 4x8x28 4.60 per 100 



No. 7 6x16x20 5.76perl00 



No. 8 8x7x21 S.OOperlOO 



No. 9 6x10x86 6.76 per 100 



No. 10 7x20x20 7.50 per 100 



No. U 8Jix5i80 8.75 per 100 



The above is a complete list of all eizes of 

 boxes we manaf acture. We cannot famish 

 other slseB. 



Add 60c for prlntinK on an order for 100 

 boxes, and 76c for 200 boxes. No charge for 

 priatinK on an order of 800 boxes or over of 

 assorted slses. Sample cardboard free on 

 application. Terms, cash with order. Order 

 by nomber only. 



LIVINGSTON SEED CO. 



COLUMBUS, OHIO. 



Mention The Review when you write. 

 G. F. BORNTRAE6ER, Proprietor 



451 ThirdStreet -^ -Ouisv.ULC.Ky. 



Manufacture of Wire Work for florists has al- 

 ways been our exclusive specialty. 



Send a Trial Order Est. 1B87 No Order Too Small 



Mention The Review when you write. 



Southern WILD SMILAX 



Write, wire or telephone the introducers. 



Caldwell The Woodsman Decorative Co. 



WKRGRKKN. ALABAMA 



Mention The Review when you write. 



< 



Lion & Company 



Send us your ^ 



Catalog- . con- ^t 



talnins samples of v^ 



27 Qualities of Rlb- 

 boaa and Chiffons 



Manufacturers of the Colonial Brand of 



RIBBONS and 



CHIFFONS 



'"?Xs.. New York 



Addr^it 



iV^LOOK 



All goods bought from our catalog will be 

 shipped anywhere in the United States upon 

 condition of " fire the goods back at our ex- 

 pense if they do not please you." 



This makes the buying of our goods as safe 

 as though you selected every piece personally 

 from our vast stock. 



Mention The Review when you write. 



