254 
THE NATIONAL NURSERYMAN 
MEMBERS AND GUESTS ATTENDING THE 25th ANNUAL 
MEETING OF SOUTHERN NURSERYMEN’S ASSO¬ 
CIATION, ATLANTA, GA., SEPTEMBER 
5TH AND 6TH, 1923 
O. W. Fraser, Fraser Nurseries, Inc., Birmingham, Ala. 
R. C. Chase, Chase Nursery Co., Chase, Ala. 
John Fraser, Jr., Huntsville Wholesale Nurseries, Huntsville, 
Ala. 
J. C. Persons, Huntsville Wholesale Nurseries, Huntsville, 
Ala. 
W. H. Bell, Huntsville Wholesale Nurseries, Huntsville, Ala. 
J. A. Stubbs, Huntsville Wholesale Nurseries, Huntsville, Ala. 
G. L. Tipton, Tipton Nursery Co., Little Rock, Ark. 
E. H. Ballard, Piggott Nurseries, Piggott, Ark. 
Marvin Wood, Arkansas Nurseries, Rector, Ark. 
Mr. and Mrs. W. D. Griffin, Inter-State Nurseries, Jackson¬ 
ville, Fla. 
L. Majewski, Poland Plantation Nursery, Monticello, Fla. 
C. A. Simpson, Simpson Nursery Co., Monticello, Fla. 
Mr. and Mrs. H. K. Miller, Summit Nurseries, Monticello, Fla. 
W. E. Bassett, Florida Nursery, Monticello, Fla. 
H. T. Connor, H. T. Connor, Macon, Ga. 
F. B. Anglin, Ashford Park Nurseries, Atlanta, Ga. 
H. C. Caldwell, Ashford Park Nurseries, Atlanta, Ga. 
H. K. Shirley, Ashford Park Nurseries, Atlanta, Ga. 
Norman C. Butts, Ashford Park Nurseries Atlanta, Ga. 
Iverson D. Hudgins, Ashford Park Nurseries, Atlanta, Ga. 
J. B. Odum, C. A. Dahl Co., Atlanta, Ga. 
H. G. Hastings, H. G. Hastings Co., Atlanta, Ga. 
W. R. Hastings, H. G. Hastings Co., Atlanta, Ga. 
D. M. Hastings, H. G. Hastings Co., Atlanta, Ga. 
R. G. Lyon, H. G. Hastings Co., Atlanta, Ga. 
C. J. Wachendorff, Wachendorff Bros., Atlanta, Ga. 
Otto Katzenstein, Otto Katzenstein Co., Atlanta, Ga. 
J. E. Katzenstein, Otto Katzenstein Co., Atlanta, Ga. 
S. S. Gribbs, Lakewood Nurseries, Atlanta, Ga. 
C. M. Erwin, Boulder Crest Nurseries, Atlanta, Ga. 
Jas. G. Bailie, Fruitland Nurseries, Augusta, Ga. 
Otto T. Skinner, Fruitland Nurseries, Augusta, Ga. 
H. H. Townes, Fruitland Nurseries, Augusta, Ga. 
C. R. Smith, Smith Bros. Nursery Co., Concord, Ga. 
C. T. Smith, Smith Bros. Nursery Co., Concord, Ga. 
C. M. Smith, Smith Bros. Nursery Co., Concord, Ga. 
Jno. Wilkinson, Hoganville Nurseries, Hoganville, Ga. 
Davenport Guerry, Davenport Guerry Nursery, Rivoli, Macon, 
Ga, 
P. J. Hjort, Thomasville Nurseries, Thomasville, Ga. 
W. L. Monroe; Sitton Nurseries, Atlanta, Ga. 
J. C. Ahern, Sitton Nurseries, Atlanta, Ga. 
E. E. May, Mt. Arbor Nurseries, Shenandoah, la. 
W. J. Smartt, D. Hill Nursery^Co., Dundee, Ill. 
W. W. Hillenmeyer, H. F. Hillenmeyer & Sons, Lexington, Ky. 
James Brodie, Biloxi Nursery, Biloxi, Miss. 
Edwin J. Stark, Stark Bros. N. & O. Co., Louisiana, Mo. 
O. Joe Howard, Howard-Hickory Co., Hickory, N. C. 
W. C. Thorneburg, Howard-Hickory Co., Hickory, N. C. 
W. T. Hanner, North State Nursery Co., Julian, N. C. 
R. R. Coultee, Cataba County Nursery, Rt. 3, Newton, N. C. 
Mr. and Mrs. Paul C. Lindley, J. Van Lindley Nursery Co., 
Pomona, N. C. 
W. C. Daniels, J. Van Lindley Nursery Co., Pomona, N. C. 
R. M. Johnson, J. Van Lindley Nursery Co., Pomona, N. C. 
J. M. Vacsaal, Audubon Nursery, Wilmington, N. C. 
S. A. Ault, Mecklenburg Nursery, Charlotte, N. C. 
W. N. Scarff, W. N. Scarff & Sons, New Castle, 0. 
L. B. Smith, Greenville Nursery Co., Greenville, S. C. 
F. D. Landis, Lookout Nurseries, Blountsville, Tenn. 
Fred Grindler, Lookout Nurseries, Blountsville, Tenn. 
W. A. Easterly, Easterly Nursery Co., Cleveland, Tenn. 
A. J. Fletcher, Tennessee Nursery Co., Cleveland, Tenn. 
A. J. Fletcher, Jr., Tennessee Nursery Co., Cleveland, Tenn. 
W. Y. C. Grant, Jr., W. Y. C. Grant, Columbia, Tenn. 
W. Y. C. Grant, Jr., W. Y. C. Grant, Columbia, Tenn 
S. R. Howell, Howell Nurseries, Knoxville, Tenn. 
Bruce Howell, Howell Nurseries, Knoxville, Tenn. 
Lee McClain, Washington Heights Nurseries, Knoxville, Tenn. 
W. P. Wilson, Cumberland Plateau Nurseries, Lancing, Tenn. 
Harry Nicholson, Commercial Nursery Co., Winchester, Tenn. 
T. N. Nicholson, Commercial Nursery Co., Winchester, Tenn. 
A. J. Shadow, Joe Shadow Nursery Co, Winchester, Tenn. 
E. W. Chattin, Southern Nursery Co., Winchester, Tenn. 
Miss E. B. Drake, Cumberland Nurseries, Winchester, Tenn. 
Mr. Drake, Cumberland Nurseries, Winchester, Tenn. 
Mr. Holcomb, Cumberland Nurseries, Winchester, Tenn. 
Geo. F. Verhalen, Verhalen Nursery Co., Scottsville, Texas. 
Mr. and Mrs. W. C. Griffing, Griffing Nurseries, Beaumont 
Texas. 
A. A. Newson, Marble City Nursery Co., Knoxville, Tenn. 
W. T. Hood, Old Dominion Nurseries, Richmond, Va. 
GUESTS 
L. A. Nivons, The Progressive Farmer, Memphis, Tenn. 
L. R. Bost, Maiden, N. C. 
Otis G. West, Fulton Bag & Cotton JMills, Atlanta, Ga. 
V. E. Lambert, Atlanta, Ga. 
A. J. Welden, Griffin, Ga. 
V. R. Frank, Fairview Greenhouses, Decatur, Ga. 
A THOUSAND A DAY 
By W. C. Daniels, Sales Manager 
J. Van Lindley Nursery Co., Pomona, N. C. 
Read Before Southern Nurserymen s Association at the 
Annual Convention, Atlanta, Sept. 5-6th 
Successful sales management is largely a problem of encour¬ 
agement, education and understanding. One must be able to 
sympathize with the salesman’s trials and difficulties, with his 
successes and with his failures. When you are able to do that 
you are able to help, and when you start to help, you are then 
handling him. Any salesman, no matter what his line, needs 
an occasional pat on the shoulder, and a feeling of close con¬ 
tact with the office. We want each of our salesmen to feel that 
he is the foundation of the business; that he personally is re¬ 
sponsible for the failure or success of the whole organization. 
Not a lot of hot air is needed, but the warm, personal touch 
that gets next to a man and keeps him loyally working. Out 
in front stands your representative. At best but 25% of his sales 
can depend upon his efforts, the other 75% of selling is done by 
the man behind the line. 
All of you have noticed the daily growth of the professional 
spirit in business, particularly in the nursery business. When 
you step into a clothing store, you expect a personal, interesteu 
study of your needs, and nothing short of honest service will 
satisfy you and make you a permanent customer of that store. 
Nursery salesmen should be able to give helpful and intelligent 
advice on matters pertaining to their business; they should 
study their product, should know its present and latent purposes 
like they know its price and profit. If the sale is to be success¬ 
ful from all viewpoints, serious study must be given to determine 
the needs of the prospect, for service has no obscured meaning 
in his mind. Before he delivers the order, he expects the ex¬ 
tending of courtesy, inspiring of confidence and assurance of 
loyalty. 
Salesmanship in the old days was simply the selling of an 
article at a profit, even though the deal was closed by question¬ 
able methods. Salesmanship today is a clean-cut profession, and 
means rendering service and selling goods on a basis of quality. 
Every worthwhile concern wants to serve its customers as well 
as take their money. If you purchase insurance, or anything 
else as to that, your first reason for so doing is because you have 
been convinced of your need, second because of your confidence 
in the company issuing the policy, and third because you can 
rely on the honesty and integrity of its representative. There 
are some men, incuding some nurserymen, who feel that they 
cannot agord to always do the ethical thing, but that is where 
they go wrong. There is no place today for the man who trys 
to “put something over.” The real salesman is one who knows 
his line from below the ground up, knows when, where, why and 
how it will prove of value, one who knows the worth of plausible 
presentation, one who is absolutely sincere in what he is doing, 
who greets the buyer as though he were really glad to see him, 
whose tenor of conversation is cheerful and optimistic, and one 
who makes the impression that he did not just happen along, but 
is there after having given careful thought to the buyer’s plant¬ 
ing problems, and is ready and able to help solve them. Teach 
your salesmen the spirit of service, for the concern that shows 
the keenest desire to serve is the one that is going to create and 
hold business. The old fruit tree agent is out of date; he has 
been supplanted by the nursery salesman. Let’s do our best to 
help him make good his honorable title. 
Analyzing the field is one of the important problems of the 
early days in the sales campaign. It is useless to work a sec- 
