TIJP] NATIONAL NUKSKRYArAN 
257 
sissippi and Alal)aiiia, I ho Atlaidio coast states of Vir¬ 
ginia. North (Carolina and (leorgia, whether froi!i New 
York and Ohio or from the very lieai’t of the country it¬ 
self, whil(‘ of real importance to us ])roducers docs not 
matter so much as does wlietlier tliose in charge of these 
vast producing areas are awake to wliat apj)eals to me as 
an opportunity for l)igger business at belter prices. 
You will rememl)er that in the sacred history account 
of the people of Kgyi)t, that it was “.losej)h the dreamer,” 
whose foresight ami gumption had provided in advance* 
lor the lean years during which his people had enough 
and to s|)are. 
(lall it a dr(‘am if you will, and tlu'n* are those* he*i'e* that 
bedh enels of the game;, as a part of his propeesitieen. 
lie will tell ye)u that amemg the ineest impeertant elistei- 
buting agencies eef tielel greewn reeses are* the; nurserymen’s 
agents eer the; small eleale*i‘s; se;ce)nel, the; ele[)jirtm(*nt 
steeres, anel thirel the; mgular cataleegs eef the cataleeg 
heeuses. l^erluips the* ele*partmerit steii’es ai’e least partic¬ 
ular ahemt the ejuality anel eirigin of their steick anel are 
prene tei ne*gle*ct the; e*sse*ntials eif care anel treatme;nt anel 
in conse*e(ue*nce pi-eibably hanel out ineire steick that fails 
tei make* geieiel than any eithe*!* eif the three elistrihuting 
agencies me*ntie)ne*el. The* nuise*ryme*n’s agents elei sell 
“stutT” as any eine* whei gieiws feir this class eif ti-aele; 
realize*s, hut I am infeirme*il hy eine* eif the* lai'ge'st eil the*m. 
(i of the American Association of Nurserymen at Cleveland, Ohio 
know more about this industry than I, but it is my tirm 
belief that the rose growing inelustry in America is on the 
threshold of a new era, and if I mistake not, heiw raiiielly 
we advance and take possession of the field before us will 
depend more upon the gentlemen who are here (or who 
read these words) than upon any other one group of men 
1 can think of in America, unless it he a very little group 
with whose work I wish to make you later acquainted. 
We are living in an age of co-operation. Noteworthy 
enterprises demand unity of purpose and continuity of ef¬ 
fort and that only 1 feel is necessary to put the Rose 
growing industry in America where it rightfully belongs, 
foremost among the nurserymen’s specialties. 
Retween the producer and consumer in this industry, as 
in others, stands the sales manager, he is obliged to know 
that it is not the grower or indeed the agents who control 
the sales, hut rather that as regards new roses especially 
he is limited and influenced according to the stock color 
plates which are distributed hy the Rochester and other 
lithograj[ihers. So 1 turn to the last of the three distri¬ 
buting agencies, the catalog man, who hires expensive 
salesmen, and hires them hy the thousands and conse¬ 
quently tiie selection of the varieti(*s that he shall recom¬ 
mend and push are more entirely within his own control. 
With a sales situation as above described what is the 
result; The department stores, take what the Holland 
salesmen choose to deliver. Second, the firm which de¬ 
pends upon agency distribution continues to grow largely 
the same old varieties in order to cover the sales produced 
mainly hy lithographed plates, and while the catalog man 
