M J. D. Sez, Sez'e" 
(Continued from page 1) 
As I was saying, in spite of many handi¬ 
caps, I’ve built up a fairly good business, with 
every customer a friend and booster for us. 
Guess that’s taking in too much territory, 
but most customers are just that. 
I suppose the reason is that I always try to 
imagine myself at the other end of the line— 
put myself in the customer’s place—try to 
send out stocks of the high quality I myself 
would want, and give the service I like. 
Speaking 6f service, that’s one of my hob¬ 
bies—“sudden service” in filling orders. Time 
and again customers a thousand miles away 
write they were amazed to receive the seeds 
so soon after mailing me the order. Of course, 
some things like plants, roots, etc., can’t be 
sent at once, for obvious reasons. But seeds, 
Glad bulbs, usually sent same day order is 
received. 
I’m taking a “Long” chance this season. In 
spite of rising costs and already greatly in¬ 
creased overhead expenses, I’m holding prices 
down so that the average prices in this cata¬ 
logue are less than last year. For every one 
of the few items higher, here and there, you 
can find at least five that are lower. 
This is my theory: I believe my old custom¬ 
ers, and many new ones as well, will appreci¬ 
ate this policy so much that you will send me 
just as much of your business as you can. 
Also, will tell others the good news. This 
missionary work is not only fine for us, but 
will benefit your friends who become “Long” 
customers. 
The point is, we have a certain amount of 
fixed cost of doing business, whether orders 
this season are few or many. So what we 
need is larger volume of sales. That solves 
the problem. I’ve tried to make such inter¬ 
esting offers, and at such reasonable prices, 
that those extra orders, and larger orders, will 
fairly fall over each other trying to get here 
first. 
WANTED—60-Cent Dollars. Whether they 
are said to be worth 60 cents, 50 cents, more, 
or less, we crave those dollars just the same. 
And will send you as much for the dollar as a 
100-cent dollar would have, bought a year ago. 
That’s sumpin’. 
Wish I had room in these pages to tell you 
more about many of the extra good things 
listed herein. Many new or rather new varie¬ 
ties as well as some of the older but extra 
good kinds, are cut off with just a few lines. 
I’ve been holding out on you several years 
regarding that glorious mammoth Heavenly 
Blue Morning Glory. I knew it was fine, but 
for some reason had the idea it was difficult 
to germinate, and had to be started early to 
get much growth and a long season of bloom. 
But last year I gave it a good test and found 
I was mistaken. The special Colorado early 
strain grows and thrives splendidly, sown 
right outdoors any time after ground is warm. 
So-o-o-o! I’ve secured a nice lot of that kind 
of seed and offer it at the very reasonable 
prices noted on page 56. 
“That extra time of yours” seems to be wor¬ 
rying many writers, speakers and those who 
have something to sell. No trouble to get 
plenty of advice. The rub comes in trying to 
decide what is best. 
Let’s talk sense. No one thing is going to 
answer the question fully. But for you who 
have gardens and lawns, is there really any¬ 
thing that would give you more gratifying and 
profitable returns than giving some of your 
surplus time to your home grounds? The ac¬ 
tual outlay in cash is small, compared with 
returns, if you do the work yourself. Sure, 
hire some done, to give employment, if you can 
afford it. But do some of the gardening your¬ 
self, just for the health and kick you’ll get 
from it. 
Keeping up with the Joneses is going to 
take a new turn. The Joneses are going to fix 
up their lawns and gardens, repair and paint 
the house. So in self-defense, if for no other 
reason, you might just as well begin right now 
to do some constructive planning yourself 
along this line. Take it from me, you’re go¬ 
ing to be mighty well pleased with this as one 
of the ways of spending “that extra time.” 
Some folks get me all wrong. Because I 
devote so much of my catalogue space to gar¬ 
dening suggestions, many look to me for fur¬ 
ther information. Therefore, let me make it 
clear that I’m not in a position to give addi¬ 
tional instruction by letter. Write your state 
agricultural colleges for booklets, etc. Read 
farm and garden magazines. Or ask your 
neighbors. Swap ideas. I’m swamped looking 
after the many details of this business. 
In the past I’ve tried to do too much of this 
personal instruction, resulting in a near break¬ 
down of my health. Please help me to ease 
up a bit. Thank you.—J. D. 
Long's Glads at the World's Fair, ‘Chicago 
Don’t strain your eyes looking for blooms 
in this picture. The snapshot was taken early 
in the summer, before Glads came into bloom. 
40 
Many have written me from all over the 
country that they saw these Glads at the Fair, 
and were impressed with the healthy looking 
plants and fine spikes of bloom. 
