m 
THE NATIONAL NURSERYMAN 
both branches of the nursery industry, and that neither 
branch may be, or become, independent of the other 
without disturbing the whole scheme of affairs. If this 
plan, whereby the producer of the stock leaves to the re¬ 
tailer the task of distributing his wares, is most profit¬ 
able for us, as it has so proven to be in other lines of 
merchandising, then can the factory be a stranger to 
the sales force or must each understand the problems 
the other must effectively meet before success is at¬ 
tained ? 
Trade Conditions 
Reports received from all sections of the country and 
branches of the industry indicate from an immediate 
financial view point that business is good. In volume 
business is away ahead of former years. In most cases, 
stock has been sold at a price which nets the seller a 
handsome profit. The price which ten months ago 
seemed unreasonably high, now appears very low, how¬ 
ever, it must be remembered that the prices named then 
for stock to be delivered this coming spring, contem¬ 
plated every business cost that has developed in the 
meantime, therefore no money has been lost b> those 
early sales. It is more than probable that had not those 
early sales been consumated, the present high level of 
prices would not yet have been reached. Early sales 
have reduced the supply available for the late buyer who 
wishes to secure his retail orders first, then buy what he 
needs to fill them. His frantic efforts have no doubt 
been somewhat responsible for the latest price increases. 
Surely the grower can not argue that his business even 
though secured at a higher price is really more profitable 
to him than that of the early, dependable, and regular 
buyer. 
It is thought by some of the best informed nursery¬ 
men that while thrre is an apparently small supply of 
stock available at wholesale, that nevertheless there is 
in most items, sufficient quantities available to fill all 
retail orders. 
This line of reasoning, if correct, is due to the fact 
that “wants” were covered earlier this year than usual 
and that retailers have been slow to unload any unsold 
stock, anticipating that they may yet need it themselves. 
Growers have been very cautious about over-selling and 
may possibly be undersold, so that by spring it is pos¬ 
sible that an actual surplus may exist. If this condition 
developes and any fruit stock this year is burned, more 
than ever will each of us appreciate the need of the 
factory and Scdes force or the grower and distributor 
getting closer together, so that each may better under¬ 
stand the needs and problems of the other. Close co¬ 
operation will prevent many losses. 
Price and Volume 
The same old 30 inch box still holds approximately 
300 apples and but a short time ago represented a whole¬ 
sale value of $15.00 to $25.00, while now the invoice will 
likely read about $100, therefore when sales are doubled 
it is still possible that the volume or amount of stock 
used is cut in two. 
Retail men are thoroughly surprised in comparing 
present stock requirements against those of a few years 
a r- r ^- While the same 30 inch box now costs twice what 
formrly did and while the labor to fill it has doubled 
in cost, and freight and express increased 28% to 35%, 
still when the value at retail price of this box filled is 
considered, a big reduction in operating cost is seen. 
It costs less today than ever to pack out, box and ship 
$100.00 worth of apple, cherry, or other fruit trees. 
Some price increases are at present unwarranted. 
Holding firm to a fair price, refusing to be stampeded 
into demanding unreasonable prices, and whenever pos¬ 
sible, offering a reduction to bring the price to a fair and 
normal basis, will do more to stabilize the business now 
and to save the profits which are now being made from 
filling a brush pile deficit in the near future, than any 
other policy, especially one of overlooking the interests 
of the planter in order to get the last possible penny now. 
The retailer should be careful, in fact be very slow 
in adding one cent to the present selling price. Doubt¬ 
less some items could be better cut out rather than dis¬ 
gust the public with abnormal and unnecessary prices. 
Would it not be desirable for the growers and dis¬ 
tributors assembled here, to express themselves in 
proper resolutions as being unfavorable to any business 
policy that will necessarily increase the selling price of 
nursery products ? 
Should we not endeavor to find more economical 
means in conducting our business, and by proper econ¬ 
omy and efficient management, hold operating cost 
down, in order that our products, which are not usually 
classed by the buyer as essential to his welfare and life, 
may be offered to him at a price that will no longer jus¬ 
tify him in denying himself of the best of the nursery¬ 
man’s wares. 
Showing a tivo year old plant 
of Cotoneasler acutifolia 
