152 
Gardeners and Florists’ Annual for I9J8 
Selling on Commission 
Gems, gold, and some other metals depreciate very little in value 
through age, and the same is true in a much lesser degree of many 
other materials, and even articles of food retain their value for some 
considerable time. On the other hand, flowers usually begin to depre- 
ciate in value not many hours after they reach the commission mer- 
chants. Therein lies the difference between the wholesale commission 
flower business, and that in any other commodity. On account of the 
perishable nature of flowers, the successful conduct of a wholesale cut 
flower business calls for men of more than ordinary ability, judgment, 
and decision. 
The wholesale commission florist receives a variety of flowers of 
several kinds from several growers. When the demand for flowers and 
the supply are well balanced, or the former is larger than the latter, 
it is a “seller’s market,” and the commission merchant usually obtains, 
not always the highest price he can, for that might repel future busi- 
ness, but the highest which he can reasonably demand. Selling under 
such conditions is not diflBcult. When, on the contrary, the supply is 
larger than the normal demand, it is a “buyer’s market,” and the whole- 
saler is obliged to sell to the retailers, who take advantage of this 
condition, at much lower prices than when the market is well balanced, 
or the supply short. Under such conditions a demand, for the surplus 
left after the buyer’s normal requirements are satisfied, must be stimu- 
lated by concessions in prices by the wholesaler, who must now offer 
his perishable stock at such prices as will induce a sale, otherwise this 
surplus will be a total loss. This is a situation which requires of the 
seller great tact and judgment. In some cities wholesale commission 
florists have a large shipping business, which requires fresh flowers of 
good quality for which they obtain, for obvious reasons, prices higher 
than that paid by local retailers. The commission merchant returns to 
the growers, who ship flowers to him, a statement of sales every week, 
sometimes oftener, and a check for the proceeds, less the commission 
agreed upon, every two weeks, or more frequently. 
Plant growers either sell their plants directly to retail florists, or 
wholesale plantsmen, or send them to the auction rooms to be sold on 
commission. 
The Retailer 
The retail florists usually buy flowers, at as low a price as they can, 
in sufficient numbers, firstly, to fill orders which they have already 
booked; secondly, for placing in their iceboxes for supplying the normal 
daily demand; thirdly, for a store and window display to attract busi- 
ness. Some retail florists buy heavily at low prices when there is a 
large surplus of flowers in the market, and take a chance of disposing 
of these at a profit. When retailers book very large orders for de- 
livery on some future day, they usually arrange for the flowers for 
these orders in advance with the wholesalers. 
There are, then, always four necessary factors which enter into 
the flower business, the growers, the wholesale commission florists, the 
retail florists, and the flower buying public. 
