THE SMALL NURSERY 



The smaller the contract the larger the percentage 

 should be. 



Lastly, whatever contract you enter into, have every- 

 thhig definitely understood. Put your estimate in writ- 

 ing and give actual details, especially as regards sizes of 

 trees, etc. And always get the customer's confirmation 

 in writing. Some clients are so nice and suave when 

 placing the order, and so sure that you are going to do 

 right, etc., that you feel it hardly necessary to ask them 

 to sign an agreement. But that same type of person can 

 be, oh, so mean and exacting if everything is not according 

 to their taste. 



As regards guarantees, etc., the matter is discussed 

 in Chapter VIIL 



When the writer was first starting in to soHcit nursery 

 and planting orders his good. employer always stressed one 

 point upon which too much emphasis cannot be put. It 

 was: Put everything down on paper. Whatever promise 

 you make the customer^ no matter how trivial^ write it in 

 your notes. 



The failure to do this often means the difference be- 

 tween service and satisfactory service and between prompt 

 payment and litigation. 



