February, ’20] PIERCE: COMMERCIAL AND PROFESSIONAL ENTOMOLOGY 121 
rived at an age of cooperation in groups, so that we may progress faster 
in the solution of the great problems lying before us. Two or three 
or more men working together and frequently conferring on the prog¬ 
ress of their work can do twice as much work as those same men 
working separately, each jealous of the other’s progress. 
During the past year quite a number of us have entered this new 
profession and in the future many more of you will follow suit. My 
next words are addressed to you future consulting entomologists. 
First of all we must be actively associated together so that we can 
pull for each other, and when calls for assistance come which would 
more normally be in another man’s territory we can exchange services. 
By starting right we can be mutually helpful and build up a corps of 
experts in this country that the nation will respect. If we start wrong 
with the idea of grabbing every job for ourselves and letting our fellows 
starve; if we undercut the other fellow; cast slurs upon his reputation 
and in every way conceive enmity toward him because he is a rival 
specialist, we get nowhere. How closely we can associate ourselves 
depends upon our good will toward each other and the prospects before 
us. It may be merely to exchange views, it may be to exchange pros¬ 
pective clients, it may be to link ourselves into a closely knit financial 
cooperation. 
Every man trained in entomology will not necessarily be a good 
man to enter this new field. He must be able to accommodate himself 
to his clients’ way of thinking and find a way to help that will be under¬ 
stood. He must know how to advertise his brains and his wares con¬ 
vincingly, and must refrain from going over the heads of clients. But 
above all he must either know how to solve his problems or who can 
solve them for him. 
In other words our professional man has to be an all round ento¬ 
mologist or have enough assistants or associates to cover the whole 
ground. If he does not know offhand the answer he must know how 
to get the answer. 
This brings us back to the school training. You can not go into 
the commercial field and be in ignorance of ordinary business law. 
You must know how to give financial accounting to the government 
and to your associates. You must know how to figure costs and prof¬ 
its. Thus an orchard owner comes and asks you to bid on the spray¬ 
ing of his orchard. You look it over, and when you are through you 
must make him a bid which will correctly cover the costs of labor and 
supplies and yield you a modest fee. There will be competitors, so 
you must be able to get your supplies at the best figure and must do a 
job that will give satisfaction. In other words the future curriculum 
will embrace commercial arithmetic. I would advise a course in 
