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THE NATIONAL NURSERYMAN 
The National Nurseryman 
Established 1893 by C. L. YATES. Incorporated 1902 
Published monthly by 
THE NATIONAL NURSERYxMAN 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 ITurserymen 
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, Bochester, 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, 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. November, 1914. 
A clean cut, well deliiied policy would be 
A the mending or the making of many a 
BUSINESS business. Too often a business, like 
POLICY ^'t)psy, just grows because conditions 
permit, but in these strenuous times easy 
success will soon produce a crop of competitors and mi- 
less a capable brain is at the head of the management 
with untiring energy the business soon falls behind. 
With a one man business the character of the individ¬ 
ual is the policy but in a large business where there are 
a number of executives and the single individual cannot 
stamp his individuality on every transaction there is 
likely to be many varying policies more or less contlict- 
ing. 
iMany businesses have none other than merely making 
money, everything is subordinate to that one idea. 
It goes without saying that unless a business is finan¬ 
cially successful it cannot long continue, and it is equally 
true that if this is the sole object it falls far short of its 
possibilities and is really hardly worth while. 
The greatest good to the greatest number, whether they 
be employers, employees or customers, is more likely to 
prove a real success. 
The constitution and by-laws are necessary to all or¬ 
ganizations and it would be well if all businesses had 
them instead of so much depending upon the snap judg¬ 
ment of proprietor or manager. 
The policy that will draw the best out of every em¬ 
ployee is one that will make him work with the interest 
of a partner rather than that of a hired laborer. The 
policy that will draw the biggest trade is one of service 
rather than ingenious schemes for making sales. 
We have just passed through the “might is right” 
period in business, where colossal fortunes have been 
built up by monopolies and privilege, and are all more or 
less tainted with their methods, but wrong brings' revolu¬ 
tion in business as well as in politics. 
All tbe system, etliciency experts, modern metbods, 
scientific financering in the world are merely quick rem¬ 
edies unless there is a fundamental policy based on hon¬ 
esty and the golden rule. 
Self preservation is the first law of nature, and 
OUB. it is quite natural in times of panic, depression 
PLAIN or unsettled conditions for the business man to 
DUTY rush to cover by boarding and guarding his 
resources in eveiy way possible. Improve¬ 
ments are stopped, labor is cut down to 
the minimuni, purchases are deferred and the study of 
economics is the first consideration. This attitude can 
easily be carried to an extreme and work harm instead 
of good. When selfishness is supreme and fear is the 
dominant force economy becomes a worker of harm. 
Business is so closely interwoven all over the world 
that one cannot sutler without tlie other being affected. 
The present war has brought this lesson very forcibly to 
our notice. So that the business which becomes afraid is 
only helping the forces that bring ruin when there is no 
occasion for it. 
Conservation of waste is always in order but the bus¬ 
iness that stops buying and employing labor in times of 
stress can liardly expect the other man not to do like¬ 
wise. 
It is not self preservation to allow the other fellow to 
go under if you can possibly reach out a helping hand. 
The destructive forces which are causing such disaster 
in Europe, are mainly caused by fear, jealousy, the ex¬ 
treme antithesis of good business. 
Horticulture knows no nationality, it is the common 
inheritance of mankind whereby he obtains his living 
and the refinements of life from the soil and incidentallv 
«/ 
does much to benefit mankind in general and the nur¬ 
seryman who, while observing the dictates of common 
prudence, helps his brother nurseryman whether he be 
Belgian, German, French, English or Russian, all he pos¬ 
sibly can, is only using good business sense. 
Now is the time for American Nurseries to do their ut¬ 
most in the way of purchasing from and paying to their 
less fortunate brethren on the other side. 
In some parts of the country it is almost 
THE possible to follow the trail of some ener- 
NURSERY getic tree agent of twenty or thirty years 
SALESMAN ago, who either had a very limited variety 
of trees to offer or else made a specialty 
of one thing such as the Norway Spruce or the White 
Pine. 
Such was the type of nursery salesman of the past. In 
fact they are still very plentiful. The nursery salesman 
who knows his goods and has a knowledge of horticul¬ 
ture, is still rather uncommon. 
What other line of business sends out salesmen to 
demonstrate and create a demand for their goods so 
poorly equipped for the job? 
How soon will nurserymen take steps to apply modern 
methods to this phase of their business, and aim to make 
the distributing agency worthy of tlieir noble calling and 
lift it to a plane where it belongs. 
There could be no nobler work than teaching, per¬ 
suading, encouraging and getting people interested in 
