296 
THE NATIONAL NUESERYMAN 
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. 
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. , 4 . 
Payment in advance recjuired for foreigm advertisements. Drafts 
on New York or postal orders, instead of checks, are req,uested by the 
Business Manag'er, 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. Bditor, Flourtown, 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., August, 1914. 
THE 
DOMINANT NOTE 
AT THE 
CONVENTION 
It ^yas gratifying to note the 
splendid liarmony in thought as 
expressed at the convention on the 
subject of disposal of nursery 
stock. 
Hitherto production has been the 
key note, but all are beginning to realize that distribution 
is the larger problem and is the one which can only be 
handled by united effort and a thorough understanding 
on the subject. As has been pointed out so many times 
in these columns, competition among nurserymen, except 
which shall grow the best stock, is wasteful and not 
economical. 
Competition is right in matters pertaining to production 
but wrong in distribution. The trusts, perhaps unin¬ 
tentionally, have taught us this great truth. The con¬ 
sumer does not want cheap goods so much as he wants 
those of high quality, true to name, that will give results. 
The cost of the trees to plant an apple orchard is a minor 
consideration compared with the investment required to 
bring the orchard into bearing. 
Practically every paper that was read at the convention 
had for its keynote the fact of developing the market 
lather than competitive selling. Exploiting our goods 
and developing the market was the necessity of the fu- 
One new customer tliat has hitherto never planted is bet¬ 
ter than an order procured by lowering prices. 
Mr. Pyle in his paper very clearly showed what a tre- 
lure if the nursery business is to increase and expand, 
mendous field was lying waiting development. 
Mr. Dayton pertinently called attention to the fact that 
“cut prices do not add a single tree to the plantings of the 
season and that our object should be to make our pro¬ 
ducts wanted by more and more people rather than to get 
a large share of a restricted demand,” and to quote from 
the pap('r of Jefferson Tliomas, “It is not over {)roduc- 
lion,’ dhe real trouble will come through insufficient 
distribution and unscientific selling methods.” 
There is a tendency these days to 
HANDLING get down to first principles and in- 
NURSEIIY STOCK quire the why and wherefore. It 
is a good thing. Analysis and in¬ 
vestigation invariably show us things we knew but did 
not realize. We are so accustomed to following a leader 
or doing things because it has become a habit. 
Many nurserymen, or perhaps it would be better to say 
nursery workers, gain their first knowledge of plants in 
(he storage cellars or when plants are out of the ground 
and they get the hahit of looking on a plant as purely 
merchantable goods, similar to seeds or bulbs. 
Men who are growers know that every hour a plant is 
out of the ground is detrimental to it. The deterioration 
may only be slight if conditions are right, but conditions 
similar to those under ground are not always possible 
and the j)lants lose much during the period when the roots 
are above ground and exposed to detrimental atmos¬ 
pheric conditions. 
The storage cellar is a necessity, but everything should 
be done that is possible to prevent deterioration of vitality 
while the plant is out of the ground. It is unnatural for 
roots to be exposed to light and air at any time and if this 
one vital fact can be kept constantly in mind and acted 
upon, it will be a great force in keeping plants in i)rime 
condition during this critical period. 
Why not have a higher plane of ac- 
HIGHER PLANE tion? Aim not to make the dollar 
OF ACTION but produce the very best stock pos¬ 
sible and giv^e the customer the 
greatest amount of value for his money. Absolute hon¬ 
esty in grading, labeling and handling is essential. A 
tree that is devitalized by mishandling then sold to a cus¬ 
tomer is nothing but robbery. It may be unintentional, 
but it is no belter than a spurious coin. 
Aim also to get better labor. Pay more for it. This 
does not mean that the nurseryman’s profits will be less. 
In fact by scientific management they should be a great 
deal more. There must be more of the Henry Ford prin- 
cilpes and less of the chaotic scramble for business such 
as exists at present. Profits will have to come out of 
better management, a broader market and lovv^er cost of 
production rather than from higher prices. 
The U. S. Department of Agricul- 
KEEP AHEAD lure in a circular of information 
OF YOUR WORK suggests the farmers take an oc¬ 
casional ten days’ vacation but 
not to let it interfere with the plowing under of the 
stubble after the wheat is cut, as every ten days delay 
means the loss of a bushel of wheat per acre the follow¬ 
ing year. 
It will be news to many that the average farmer is able 
to take a ten days’ vacation during the summer, much 
less several of them. We always thought like the nur¬ 
serymen, he could never quite catch up with his work. 
The statement, however, that “The average man never 
