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'THE NATIONAL NURSERYMAN 
The National Nurseryman 
Established 1893 by C. L. YATES. Incorporated 1902 
Published monthly by 
THE NATIONAL NURSERYMAN PUBLISHING CO., Inc. 
218 Livingston Building, Rochester, N. Y. 
Editor.ERNEST HEMMING, Flourtown, Pa. 
The leading trade journal issued for Growers and Dealers in Nursery Stocks of all kinds. 
It circulates throughout the United States. Canada and Europe. 
Oflcial 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 hy 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 hy 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 he 
addressed. Bditor, Flourtown, Pa., and should he 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., May, 1914. 
If WQ analyze and get right 
ILLS OF NURSERYMEN down to bed rock M^e shall 
ARE LARGELY HIS find nearly all the ills that 
OWN MAKING trouble the nurseryman 
largely of his OMm making 
and many of them jireventable if nurserymen would 
only get together and agree on a sane policy. 
It is true tliat there are jdAvays rebels, pirates and 
(inacks that ])refer sharp practice to open honest 
dealing even if the hitter rvere more iirohtable, but, 
fortunately these are in the minority ;uid while they 
will always make trouble they rvould never domin¬ 
ate the business if there rvas harmony of action in the 
trade at large. 
The Convention is the one great animal oiiportnn- 
ity to get together and talk things over, hear what 
the other nnin has to Sfiy and determine snliseqnent 
action. The brother that hangs back and complains 
is very like the balky nmle who impedes progress, be¬ 
ing hitched to the team he must ])nll his share or he 
puts a heavier load on the others. 
Don’t be disconiTiged because the American Asso¬ 
ciation of Nurserymen has not prevented some 
agency concern oifering 10 or 50 per cent, comniis- 
sions pins extras on collections not averaging over 75 
jier cent, or because some nnrseryman is freely prac¬ 
ticing the evil of substitution with inqnmity. (,)r be¬ 
cause tlie Association has not prevented surplus and 
conseipient demoralization of jirices and a dozen 
other ills that go to vex the nnrseryman trying to do 
an honest business and support a family at the same 
time. 
Get together and fight, put in at least one good 
punch by attending the Convention and voicing your 
sentiments. You vull meet nurserymen with ideals 
and who are leaders. You will be heartened by find¬ 
ing out the most successful firms are managed by 
honest men who are useful and who are giving their 
time and brains to the elevation of your own bus¬ 
iness. 
Come to the Convention with some scheme in your 
mind to advertise or increase the general demand for 
nursery stock. Don’t overlook the fact that if nur¬ 
sery stock was used as much as it should be there is 
not half enough nurseries in the United States to sup¬ 
ply it. A thought of your ovm might be the one 
thing that would start the ball rolling in the right di¬ 
rection. Many minds focused on the same subject 
are sure to bring effective action and there are no 
ills that trouble our business that cannot be consider¬ 
ably lessened by united effort. 
AVhat is the biggest waste, has the 
WASTE most lost effort, and is the most ex¬ 
pense in connection vutli the nursery 
business? If v^e analyze the subject thoroughly in 
all the details of production and distribution there 
is but one answer, advertising. Of course under 
this heading must be considered the catalogue, per¬ 
iodical advertising, in fact every expense in connec¬ 
tion with introducing the goods to the possible pur¬ 
chaser. Unless a business does advertise of course 
it soon begins to go back and eventually out of ex¬ 
istence. 
A man to a certain extent can be quite indexiendent 
in his methods of xiroduction, jiroviding he produces 
saleable goods, but when it comes to acquainting the 
imblic Muth his stock the limits are narrow and he 
enters the race in which there are many competitors. 
Uvery nurseryman knows more or less the cost of 
his liiannual catalogue, the cost of advertising the 
same or xirocuring names of jiersons who would like¬ 
ly be interested in it, and all that xireliminary ex¬ 
pense necessary to place it in the hands of those of 
vdiich a very small proportion order. The nursery¬ 
man is giving his best and the jn-inter is coming 
bravely to his aid, and it is heartbreaking to realize 
that only from ten to twenty-five iier cent fall on 
good ground. 
The balance is waste, misdirected energy and loss. 
There does not appear to be any figures available 
but anyone who will stoj) to think will admit that un¬ 
der the iiresent system 1000 possible purchasers are 
very likely to get 20,000 catalogues and these pos- 
