326 
THE NATIONAL NURSERYMAN 
They must be well packed to insure their safe arrival at 
destination. 
Is this all? No. A discriminating public must be called 
upon to buy the stock on which you have bestowed so much 
care and attention, either through catalogues and advertis¬ 
ing, or through agents. All of this means a vast expenditure 
of money. No one present here will deny that this is an 
actual statement of facts. Then why is it that the pur¬ 
chasers of nursery stock should have the general impression 
that it costs nothing to grow trees, and why should the 
nurseryman further promulgate this idea by the reprehensible 
practice of agreeing to replace stock—free of charge—that 
fails to grow? I hope that the members of this association 
will continue to bear in mind that such practices not only 
cheapens them in the eyes of the public, but detracts from 
the general tone of the business. Never forget the fact in 
determining the prices of your product to the planter, that 
the prices are not regulated by the cost of production, but by 
whatever stocks are in demand. You all know that such 
trees as you fail to sell are valueless and serve no other 
purpose than so much brush for firewood. 
ADVERTISING 
No one will deny that this is a subject worthy of con¬ 
sideration by every businessman and the nursery business is 
no exception to the rule. No definite rule can be laid down 
as to what course to pursue. We must concede that if other 
lines of business derive profits from money expended in this 
direction to create a demand for their goods, there is cer¬ 
tainly a field open to the nurserymen. Bear in mind above 
all things, that your success in securing, results from your 
advertising is dependent on your fulfillment of the statements 
you make in your advertisements. 
A good catalogue giving the actual facts relative ta what 
you have to offer and with attractive illustrations, has an 
important influence on the prospective purchaser’s mind. 
The only possible way of determining what results you are 
securing from your advertising is to have a check system to 
keep you in touch with the newspaper bringing in the best 
returns. Without some such plan as this you might be 
devoting large sums of money to the very paper bringing you 
in the smallest number of inquiries. Regard your advertis¬ 
ing just as you would any other business transaction; in 
other words, you are buying publicity for your business on 
the same principle that you would expend on any other 
class of merchandise. Do not be discouraged because the 
returns for your expenditures are not up to your expectations, 
for it is only by constant and persistent advertising,increas- 
ing the size of your ads as your business warrants, that you 
may expect to keep the name of your Arm before the public. 
Whenever you have reached a period in your career that 
your business is so generally recognized by the purchasing 
public that you require no more publicity, retire before 
disaster overtakes you. 
Secretary Hall’s Report. —The annual report of the 
American Association of Nurserymen is off the press. Mr. 
Hall with charaeteristic energy has bought out very promptly 
a well printed document of great interest to all nurser3anen. 
All growers should have it. 
AUSTRALIAN PROGRESSIVENESS 
In accordance with the progressive immigration policy of 
the Commonwealth Government of Australia, we notice that 
instructions were recently given by the Department of 
External Affairs to the Horticultural Press of Australasia, 
44 William Street, Afelboume, Victoria, Australia, to forward 
a special issue of their fruit magazine. The Fruit World of 
Australasia, direct to the farmers and fruit growers of 
Great Britain. This is the third time the Commonwealth 
Government has approached the English producer direct, 
through The Fruit World of Australasia with the result 
that many of the right class of immigrants have come to 
Australia. All the States have received considerable 
benefit, as settlers, after reading the practical articles deal¬ 
ing with the several states, have made their homes accord¬ 
ingly, and in so doing have brought considerable capital 
with them. 
We hear that immigrants have arrived from the various 
counties, Kent, Somerset, Devonshire, etc., through The 
Fruit World many of whom in the past few months have 
voluntarily testified to the value of having received in their 
own homes in Great Britain a copy of that publication. 
There cannot surely be any more direct and convincing way 
to attract the right class of settler than this. It shows that 
there are good live men administering affairs in Australia. 
The illustrations of the issue just published depict various 
orchard and fruit scenes typical of Australian conditions. 
There is also an illustration showing the sturdy type of 
settler Australia is receiving from England and the United 
States of America. 
Correspondence 
THE PUBLICITY MOVEMENT 
July 13, 1911. 
Editor National Nurseryman : 
I am just in receipt of the July number of your publica¬ 
tion, and I am greatly surprised to note its failure to record 
a very important action of the recent convention of the 
American Association of Nurserymen at St. Louis—the 
unanimous adoption of resolution offered by the under¬ 
signed as a substitute for that portion of the report of the 
committee on president’s address which referred to publicity. 
The resolution in question placed the association on 
record as of a contrary opinion to the committee in its 
assumption that the finances of the organization do not per¬ 
mit a satisfactory publicity campaign at the present time 
and transferred the further consideration of the matter 
from the executive committee as the report advised to a 
special committee of seven to be appointed by the president 
and instructed to make an exhaustive investigation of the 
subject by the time of the next convention. 
The resolution further provided, if I c'orrectly recall, 
that this special committee shall take the place, for the 
coming year, of the regular committees on publicity, trade 
opportunities and trade co-operation—and that the funds at 
present in the hands of the publicity committee shall be 
available for such necessary expenses as may be incurred in 
