THE NATIONAL NUKSERYAFAN 
I mil entirely i^'norant of ])lmits mid nnist trust (ni- 
tirely to your i>‘ood ,jii(li>inent. ” 
Or Air. Sinitli writes in tliis strain:—‘M liave 
received yonr eataloi»-ne and am favorably impressed 
with it. Aly chief reason for writing yon liowever, i-^ 
for advice. 
'^riiere is a ])osition on my grounds that is shaded 
greatly with large trees, grass grows indifferently, in 
])la(‘es not at all. I would like to get something that 
will in a measure relieve the bareness of the ground, 
what can yon suggest, and price of same?” 
These are hut exanpiles of the many calls on the 
nnrseryman through the mail for hel]) in matters of 
selection and planting of the stock he handles. 
The same varied conditions confront the salesman 
on the road who meets the customer face to face. 
How essential is it then for real and lasting hnsi- 
ness to have those representing ns and onr goods to 
he grounded in right principles. 
AVithont in any way attemihing to become too ex¬ 
acting in our attitude of what a nursery Salesman 
should he, it must he patent to all right thinking nur¬ 
serymen that amongst the several (qualifications re- 
([uired, the one that can the least he left out is “the 
knowing of his goods.” 
This does not merely imqfiy the knowing of the 
names of the plants he is selling, hut he should know 
how to plant them for success, when to plant them 
and the general care of them. 
All of which knowledge is a q^owerful asset in the 
securing of profitable business. 
The i^ossession of this quality alone places him in 
(quite a seq^arate class to that of the ordinary tree- 
agent who is merely an order-taker behind the firm’s 
catalogue. The real selling being done by it, the si¬ 
lent Salesman. 
AVe have said how imq)ortant it is for continued 
business, to have a thorough knowledge of one’s 
goods. 
It is just as imq)ortant from the standqioint of se¬ 
curing new and immediate business, for with the 
qjower horn of the knowledge of, (conies the faith in 
his goods, and a healthy confidence which is mani¬ 
fested in the whole deqiortment of the salesman, as 
he aq)i)roaches the customer. 
Unlike many other lines of business, the acquiring 
of the necessary knowledge q>ertaining to qilaiits is 
not gained in a dav or a vear, hut takes vears of 
close study and qiractical aq)i)lication of the q)rin- 
ciqfies involved. 
Book-learning is helqiful hut is after all hut ab¬ 
stract knowledge. 
The knowledge that is best and most qiotent is that 
acquired in the school of qiractical ex])erience. 
()') 
GRAFTING WAX 
Alonroe, Alich., dannai-y (5, Bill. 
Resqxmding to d. C. G.’s re(piest for a formula for 
making grafting wax with which to wax grafting 
twine, 1 submit the following as being one which has 
given me good satisfaction. 
F\)nr ])oun(ls rosin, 1 ])()nnd tallow, about Vi ])()un(l 
beeswax. 
B)()il all together, then ])ut ball of twine in q)()t 
(weighted so as to hold it down) and wind on I’eel. 
Eor to]) grafting, 5 ])()unds rosin, 1 ])onn(l tallow, 
about IVi qionnds beeswax. 
A'ery truly youi's, 
11. (’. L. 
Frwit V Rant 
CHIMONANTHUS FRAGRANS 
(Ckiliicduthus pnicro.r) 
A flower that qiossesses an enjoyable fragrance is 
imudi desired. AAlien that same flower makes its de¬ 
but in winter it is doubly commended. 
The qilant named above is “it” all right. 
On the second day of January it is in full flower 
here (Philadelqihia) and we could not helqi but com¬ 
ment on its early aqiqiearaiice this year, due of course 
to the mild weather conditions. 
Eebrnarv is more nearlv its time of blooming. 
It is in growth like the Forsjitliin, less the latter’s 
ramq)ant growth. 
Its sessilate flowers consist of outer sepals of q)ale 
yellow with inner sei)als of qmrplish red, while the 
stamens form a central creamy white colnnin. 
It has the fragrance of hyacinths and while Ihe 
(]uantity or color of its flowers would not be striking 
enough to l)e noticed much did it bloom in Aq)ril or 
Alay, yet it is now sufficiently consq)icuons to l)e much 
q)raised. 
Nurserymen should see that it is represented in 
tbeir collections. 
Proq)agation of it would be slower than with the 
usual run of shrubs, layering and by seeds being the 
methods used. 
Edwin Alatthews. 
rklessrs; — 
Inclosed find check for $1.00 for which send the “Xnrserynian ’ 
to J. Wendell Gage, Corning, California. He is just starting a 
nursery there and about his first need is The National Nursery¬ 
man. 
Yours truly, 
J. A. GAGE. 
