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THE NATIONAL NURSERYMAN 
The National Nurseryman 
Established 1893 by C. L. YATES. Incorporated 19G2 
Published monthly by 
THE NATIONAL NURSERYMAN PUBLISHING CO., Inc. 
218 Livingston Building, Rochester, N. Y. 
Editor .ERNEST HEMMING, Flourtown, Pa. 
The leading trade journal issv3d for Growers and Dealers in 
Nursery Stocks of all kinds. It circulates throughout the 
United States, Canada and Europe. 
Official Journal of American Association of Nurserymen 
AWARDED THE GRAND PRIZE AT PARIS EXPOSITION, 1900 
SUBSCRIPTION RATES 
One Year in Advance.$1.00 
Six Months .75 
Foreign Subscriptions, In advance.$1.50 
Six Months .$1.00 
Advertising rates will be sent upon application. Advertisements 
should reach this office by the 20th of the month previous to the date 
of issue. 
Payment in advance required for foreign advertisements. Drafts 
on New York or postal orders, instead of checks, are requested by the 
Business Manager, Rochester, N. Y. 
Correspondence from all points and articles of interest to nursery¬ 
men and horticulturists are cordially solicited. 
Photographs and news notes of interest to nurserymen should be 
addressed, Editor, Plourtown, Pa., and should be mailed to arrive not 
later than the 25th of the month. 
Entered in the Post Office at Rochester, N. Y., as second-class matter. 
Rochester, N. Y., April, 1915. 
There are few reading men who 
“BILLY” SUNDAY have not heard of the noted evan- 
AS A gelist preacher, the Rev. W. A. 
SALESMAN Sunday, and at least a few of the 
readers of the National Nursery¬ 
man have had the privilege of hearing him. 
Apart from any aspects of religion, here is a man who 
shames us all as a business man and a salesman. 
lie takes an old line of goods, (no question of their 
genuineness and worth) a line that has been handled for 
nearly 2000 years by every conceivable form of monoply, 
and advertising combination, in fact the gospel has been 
given free, and thousands trained to the work of preach¬ 
ing it barely make a living. 
Not so Mr. Sunday, he takes that same old line of 
goods, offers no bargains or rebates but makes them pay 
full price, yet has them standing in line by the hour and 
by the thousand as long as he can stand on his feet to 
wait on them. 
It may seem at first thought a far fetched parallel to 
compare him with the salesman but any one who cares to 
analyse “Billy” Sunday’s success will readily see it. 
In the first place he knows his goods, has faith in them, 
and is absolutely sincere. His ability to demonstrate 
and point out their advantages is truly a wonder. 
Secondly, his organized equipment for advertising is 
efficient and every effort properly directed. When he 
goes to a town the town knows he is coming and a thou¬ 
sand workers are busy preparing for him, but perhaps 
what is the real key to his success is the enthusiasm, 
energy and fighting ability backed up to the limit by 
physical training. 
If we sold nursery stock with the same amount of 
singleness of purpose as Mr. Sunday handles his line 
there would be many more planters than there are at 
present. 
We are so much more apt to voice our 
CAUSE TO BE dissatisfaction than pleasure, that it is 
THANKFUL well once in a while to sum up the 
blessings and crow a little. 
Even if we do have cause to grumble at the condition 
of the weather, the growing expense, and difficulty of 
doing business, the inconsiderateness of the Government, 
and other influences that interfere with our business; 
there is much in our profession that makes life worth 
living, and compensates us for the troubles and trials we 
may experience. 
Our work is healthy, interesting, always changing, 
constant yet varying as the seasons. 
We can never reach the summit because the best tree 
has not been grown yet, and never will be. Whatever 
improvements have been made in plants better are pos¬ 
sible; there is always inspiration both for the student and 
worker, and the field is so vast there is room for all. 
Success, in producing a new and better variety, will 
bring pleasure and perhaps profit to thousands. While 
we earn our bread by our labours, all mankind is bene¬ 
fited; we cater to the taste, sight and smell of the whole 
world, and make it a better place to live in. 
The profession only profits by doing good. 
Why should not the nurseryman think well of himseb 
and feel conscious that he is an important factor in the 
welfare of mankind? His business is more than honest, 
it is altruistic. It is the one first occupation started by 
the Almighty and is as fundamental as life itself. 
One of the greatest banes of the nursery 
SURPLUS business is surplus. 
If we could only realize that surplus means 
loss we should pay more attention to our plantings. The 
brush pile is loss and selling below cost is loss. In mer¬ 
chandising it is considered good business to occasionally 
make a sharp leader for advertising purposes and charge 
the loss to advertising, but surplus nursery stock never 
makes a good leader and does little else than upset prices. 
The best leader is one that is grown specifically for the 
purpose so that it will do its best at the right time. 
The secret, of a successful business, lies in doing the 
largest amount of business on the smallest amount of 
capital at a reasonable profit at the least expense a^d it 
stands to reason that growing more plants thf~ i can 
reasonably expect a market for, is not within tins defini¬ 
tion. 
If you have a surplus of capital, energy or brains use 
them in developing your market rather than producing 
more stock. 
To the man who stays at home the fluctuat- 
DEMAND ing demand for his goods must always be 
somewhat of a mystery. 
Orders come in through the mail as a result of adver¬ 
tising efforts, distribution of catalogues, or from old cus¬ 
tomers or maybe the bulk of the business comes from 
agents on the road, or again maybe he is only doing a lo¬ 
cal business and the natural demand for things to plant 
in the spring of the year sends his neighbors towards his 
nursery. From whatever source his business comes, a 
little study will convince him that it is very haphazard 
and as yet there has been no systematic well organized 
