i6 
THE NATIONAL NURSERYMAN 
factor, for if there is a large stock on the market and other 
people are vSelling, it is simply a question of selling at about 
the same price or burning it up. Of course, we are influenced 
by their price lists, although we endeavor to make prices in 
our own list from what stock we have to sell of our own. 
Do not know as we could name any special items that are 
being sold below cost at present. Of course, so far as that is 
concerned some items of a certain size can be grown in some 
places and by some men at a good deal less cost than when 
grown by other men. 
No. 19 
Your letter of Dec. gth is received and contents noted. 
We have never tried to determine accurately the cost of pro¬ 
duction on our stock where we grow it from three to ten, and 
in some cases twelve or fifteen years, before we dispose of it. 
The variation between blocks of stock of similar varieties is so 
great when transplanted on different years, that we have 
never found it practicable to let one block go as a sample for 
all. On Evergreens, especially, which we handle a good deal, 
we might one year have a five per cent, loss from transplant¬ 
ing, and another year a twenty-five per cent. loss. 
Of course, fundamentally, the cost of production is a factor 
in the selling price, as the difference in the cost of growing a 
Deutzia three to four feet and growing a Rhododendron three 
to four feet is quite large, but when we get a specimen plant 
we charge at retail what we consider it to be worth. Of 
course on some things one can make one hundred, two hun¬ 
dred or three hundred per cent, profit which seems somewhat 
exorbitant, but if one cut that down to a twenty per cent, 
profit he would be one or two hundred per cent behind on 
some things. 
In regard to the “other man’s catalog price,’’ in the 
wholesale trade the market fluctuations are a determining 
factor in the price, but in the retail trade a plant or tree should 
command a price in keeping with its quality. We do not 
want to charge more than a thing is worth even though it be 
to a customer who is wholly ignorant of the relative value, 
but we find in actual practice we are seldom troubled that 
way. 
Where the retail price continues practically the same year 
after year except for the general upward tendency, we do not 
think of any items that are being sold below cost of production. 
As we do very little wholesaling, except with the stock 
which we have in surplus, and always try to buy as cheap as 
we can, our point of view is somewhat different from the 
wholesaler’s, and we do not know the cost of production on 
different items through various parts of the country suffi¬ 
ciently well to name any bging sold below cost. 
No. 20 
The question of cost of growing is one that is very interest¬ 
ing to us. We have given same considerable attention the 
last several years, and while we are now pretty nearly able to 
determine our cost of production, still it is not anywhere near 
exact. We think we are making progress right along and 
getting nearer each season. 
Replying to your question number three, will state that 
the cost of production is the important factor of our selling 
price, as our selling price is based absolutely on our cost price. 
We are of the opinion that there are lots of items in the nur¬ 
sery line that are being grown below cost, and on the other 
hand, lots of stock is sold for two or three times what it is 
really worth. We think this harms the trade in general, and 
we believe the nursery trade in general will be much better off 
when they are able to figure more closely their cost of pro¬ 
duction. 
No. 21 
Answering your questions; Nos. i and 2. My method 
of determining cost of production is based upon the average 
number of plants that can be put upon an acre of ground 
and the average yield together with the average cost per 
acre for labor and overhead expenses, the average being 
determined from tests running a number of years. 
No. 3. The cost of production is to a certain extent 
a factor in determining my selling price. 
No. 4. It is not the other man’s catalogue price that 
influences me so much as it is my knowledge as to his lowest 
price whenever competitive bids are being considered. 
No. 5. This question is too sweeping to permit an 
answer except at length. Questions of soil, climate and 
method of cultivation, together with cost of land, permit 
some of my competitors to grow stock and sell at a profit* 
below my cost of production. 
No. 22 
No. I. We have no method of ascertaining exact cost 
of production, as no two blocks of trees are the same. 
No. 3. Cost is only one factor determining the selling 
price. Supply and demand has more to do with price we ask. 
No. 4. Other catalogs and price lists, or trade lists, 
have considerable influence in setting the price and should 
be considered very carefully before sending out. 
No. 5. Think cherry has been sold too low considering 
the supply of stock in the country, as there is little profit at . 
prices that have been quoted by some. 
THE SELLING PROBLEM 
The able editorial on getting orders and business building 
in December issue of The National Nurseryman gives’ 
much food for thought and affords a big opportunity for 
discussion and exchange of ideas. 
The nursery business has in its ranks many able men of 
high ideals and very few who can boast of great wealth made 
in their chosen vocation. This would seem to prove that the 
present day nursery business is not as remunerative as it is 
interesting and instructive. 
Therefore, we all will welcome anything set forth in these 
columns that will help one market his wares at a saving over 
methods now in vogue. 
Unlike many articles of commerce, nursery stock is more 
of a luxury than a necessity. Excepting, those who grow 
fruits for a living and must have stock every so often. The 
bulk of our customers are people who actually do not need 
stock and if left to their own initiative would order but little, 
if any. Altho forced the sale of nursery stock seems to be on 
the increase. That this growth is created rather than a 
