322 
THE NATIONAL NURSERYMAN 
association. You will find these booklets a great help in 
securing orders. Many small nurserymen doing a local 
business, who are not members of the American Asso¬ 
ciation. could use these booklets to excellent advantage. 
In addition to these two booklets, two others are in the 
course of preparation. These are “How to Plant Them So 
They Will Live” and “Small Fruits for Farm and Home.” 
Samples of these will be sent out to the membership as 
soon as they are ready. 
In addition to this list, the association is also distrib¬ 
uting Hilborn’s “Amateur’s Guide to Landscape Garden¬ 
ing” and Paul Lindley’s “Plant Points.” The Ililborn book 
has been judged, by almost everyone who has read it, to 
be the best landscaping book for the beginner which has 
ever been put out. It is simple, direct, to the point and 
practical. Paul’s Plant Points is a pithy, practical little 
book which cannot fail to build up good will if you use it 
as a “service” feature with your customers. It is so inex¬ 
pensive that you can afford to send it to almost every 
good customer; and the material in it, presented in Paul’s 
own peerless, epigrammatic paragraphs, is sure to be 
read and to bring your customers better success with 
what they plant. 
Complete Sets of Articles in Bound Form 
Another excellent “service” feature for your customers 
is the use of the reprints of the newspaper articles. These 
may now be had in bound sets, consisting of some fifty 
arlicles on almost as many different subjects. A few of 
of the headings are: 
“Hedges for Every Place and Purpose.” 
“A Big Opportunity for Fruit Growers.” 
“Why Plant Shrubs in the Fall?” 
“Vines That Will Make Your Veranda Cool and 
Comfortable.” 
“Start a ‘Strawberry Patch’ This Spring.” 
“Boses that Will Grow Anywhere.” 
This will give an idea of the subjects covered. These ar¬ 
ticles may be used singly or. where you want to send 
something that will particularly please a particularly 
good customer, the entire set may be used. The cost in 
quantities is but 18c per set. The distribution of these 
articles not only creates good will, but also leads to fur¬ 
ther sales. Many nurserymen have told us of receiving 
orders directly from these articles in which the customer 
wanted to get the specific things mentioned in the article. 
They all help to create a definite demand which can be 
turned into more business. 
Are You Planning To Make Good Use Of The Christ¬ 
mas Folder? 
Another first-class business stimulator is the little 
folder in three colors, suggesting the use of plants for 
Christmas gifts. Many thousands of these have already 
been ordered, but there are a good many nurserymen 
who have not yet ordered a supply to use in a special drive 
for Christmas which may be made to create a lot of pro¬ 
fitable business in a season of the year which is ordinar¬ 
ily dull. This little folder is described more in detail else¬ 
where in this issue. If you have not seen a copy of it, 
send immediately for it. 
Have You Ever Used The Colored Landscape Lantern 
Slides? 
Last year, a great many members of the Association 
made good use of the set of colored lantern slides which 
is sent out by the National Planting Service to members 
of the Association. For the use of these slides, there is a 
nominal charge of $2.00. Last year, the slides were in use 
continuously from Thanksgiving until the first of June. 
In many instances, they had to be shipped from one place 
directly to the next without being sent back to the home 
office. Judging from the requests which we have had for 
these slides so far this year, the demand will again be 
just as active. Make your reservations well in advance 
of the time you will want to use them. If you can’t use 
them yourself, you probably have some local garden ser¬ 
vice or womens club who would be mighty glad to have 
them if you will only call to their attention the fact that 
such a set of slides is available. 
We are gathering and preparing material for a second 
set of slides on tree fruits and small fruits. We expect 
to have these ready for winter and spring. 
Membership Campaign Being Vigorously Pushed 
In addition to the many lines of market development 
work being carried on as outlined above, a campaign for 
more members is also being vigorously pushed both di¬ 
rectly and through the broadcasters. A “prospectus,” 
in the way of an outfit consisting of samples of the news¬ 
paper articles, the various booklets, literature describing 
the American Association and its workings, application 
blanks, etc., have been sent to each of the following 
broadcasters: 
A. McGill, Washington Nursery Co. 
James A. Stubbs, Huntsville Wholesale Nurseries. 
John Fraser, Huntsville Wholesale Nurseries. 
Charles Ferguson, E. S. Welch. 
R. R. Harris, E. S. Welch. 
Lester C. Lovett, Lovett’s Nurseries. 
C. G. Perkins, Jackson & Perkins. 
C. R. Burr, C. R. Burr Co. 
Robert Chase, Chase Nursery Co. 
Wm. Pitkin, Chase Bros. Co. 
T. H. Cobb, Chase Bros. Co. 
F. A. Wiggins, Washington Nursery Co. 
Mr. McGill, who heads the list, has bet us a box of 
cigars that he can produce twenty-five new members by 
next June. We hope we lose the bet! 
If you know of any prospects for “A. A. N.”—of any 
good progressive nurseryman, who is doing an up-to- 
date, four-square, fair business, no matter how small it 
is, send us his name. We will write him directly and 
also turn him over to the broadcasters. 
The Thanksgiving issue of the Boost’er, with a special 
message and an invitation to join the association by 
President Kelsey, has been mailed to over 6000 nursery¬ 
men throughout the country. It contains, among other 
things, a list of the new members who have joined since 
the last issue of the Boost’er in October. 
A number of other plans which are being worked out 
by the Market Development Committee will be presented 
in detail later on. 
In the meantime, every member of the American Asso¬ 
ciation should endeavor to make all possible use of the 
various lines of activities being carried on by the Na¬ 
tional Planting Service, and the best way to do this is 
