6 
Sherman Nursery Company, Charles City, Iowa 
—When to spray and what to use as a 
spray for different pests. 
•—How to protect trees and shrubs from 
sunscald, frost, rabbits, etc. 
-—When different shrubs blossom, how 
high they grow, etc. 
All of these, and many others, you will find 
discussed on the pages that follow. 
If you expect to devote ten hours a day of 
your time to this work, thirty minutes of it 
spent each day in familiarizing yourself with 
your line will enable you to make more sales 
in nine and a half hours and to better serve 
your customers, than if you spent ten hours 
trying to make sales without preparation. 
The fore part of this book is devoted to gen¬ 
eral information; it refers to your Company, 
outlines its experience; its policies; explains 
why stock grown by it is superior, etc. 
In the Guide you will find the different plants 
classified under their respective headings. Ev¬ 
ery tree, shrub, plant and flower we produce 
and offer for sale is listed herein. 
Each variety is briefly described with perti¬ 
nent facts concerning it. Description and in¬ 
formation is alphabetically arranged for quick 
and easy reference to varieties with which you 
are not mentally acquainted. 
Familiarize yourself first with the popular 
varieties. These are pictured in natural colors 
in your Plate Book. 
Use the Plate Book when presenting your 
sales talk. The beautiful illustrations will at¬ 
tract and interest your prospect. 
No prices are shown in the Manual and 
Guide. These will be found in your sales price 
list. Do not write them in your other books. 
We are not a mail order house. You are selling 
high-grade stock. You are our representative, 
and you, not the postal service, are carrying 
our message. 
Sell your prospect first on the high quality of 
your stock, your superior method of packing, 
your liberal replacement policy, our experience 
and reliability; with the assurance that your 
prices are competitive for like quality of goods. 
Cheap nursery stock is a poor investment. 
Its failure to survive not only results in the loss 
of cost and effort of planting, but the loss of 
time required to mature. 
Sell quality—sell satisfaction. 
Refrain from quoting prices until the desire 
for planting has been created and you will have 
avoided the confusion and the diversion of in¬ 
terest created by the exhibition of a varying 
line of prices of different varieties. 
For actual value delivered nobody has a 
better price than you; be assured and convince 
your prospect of that fact. People must be 
convinced that they are getting their money’s 
worth. When they buy from you, they get it. 
Our Service Policy 
Incorporated in IS8 8 the Sherman Nursery Company has for nearly half a century been 
serving the home lovers of the Middle and Northwest. 
In a little less than 50 years it has grown from a small 2 0-acre patch with a single hot¬ 
house to a 1,000-acre plant with thirteen large greenhouses—the evidence of a satisfactory 
service rendered. 
Specializing in evergreens, we have for years been acknowledged the largest growers of 
evergreens in the world. More than ten million evergreens are g’rowing on our grounds at this 
time. 
Our aim and effort has been and is to grow and supply our customers with the very best 
quality of nursery stock that the soil of Iowa can produce. To this end, at all stages of growth, 
from seed to market maturity, our stock is subjected to rigid inspections; hundreds of trees, 
and shrubs are culled out each year and only the highest grade stock reaches our packing house. 
GUARANTEE 
We guarantee our stock to be strictly first quality, graded by the highest standards 
known to the nursery trade. We guarantee it to be in healthy growing condition at the 
time of delivery. Any stock that does not come up to this guarantee will be replaced 
without charge upon immediate notification thereof. 
Replacement Policy 
The above guarantee assures the receipt by the customer of first-class, healthy stock, but in addition 
to this guarantee we agree to replace at one-half price any stock properly planted, which fails to grow dur¬ 
ing the first season; provided written notice is given us on or before September 1st, following planting. 
Prices 
Our prices are for the goods delivered in first-class condition at the delivery point. We pay 
shipping costs and make no charge for boxing and packing. Our prices are based on the cost of 
growing and delivering high quality nursery stock and they will compare favorably with those 
of any other reliable firm supplying the same high grade stock. 
Planting Instructions 
Every purchaser is furnished with a booklet of Instructions for the planting and care of 
Trees, Shrubs, Vines and Plants which makes planting easy. 
