386 
THE NATIONAL NURSERYMAN 
The National Nurseryman 
Established 1893 by C. L. YATES. Incorporated 1902 
Published monthly by 
THE NATIONAL NURSERYMAN PUBLISHING CO., Inc. 
Hatboro, Pa. 
Editor .ERNEST HEMMING, Flourtown, Pa. 
The leading trade journal issued for Growers and Dealers in 
Nursery Stocks of all kinds. It circulates throughout the 
United States, Canada and Europe. 
AWARDED THE GRAND PRIZE AT PARIS EXPOSITION, 1900 
SUBSCRIPTION RATES 
One Year in Advance .,.$1.00 
Six Months .75 
Foreign Subscriptions, in advance .$1.50 
Six Months .$1.00 
Advertising rates will be sent upon application. Advertisements 
should reach this office by the 20th of the month previous to the date 
of issue. 
Payment in advance required for foreign advertisements. Drafts 
on New York or postal orders, instead of checks, are requested by the 
Business Manager, Hatboro, Pa. 
Correspondence from all points and articles of interest to nursery¬ 
men and horticulturists are cordially solicited. 
Photographs and news notes of interest to nurserymen should be 
addressed, Editor, Flourtown, Pa., and should be mailed to arrive not 
later than the 25th of the month. 
Entered os second-class matter June 22, 1916, at the post office at 
Hatboro, Pennsylvania, under the Act of March 3, 1879. 
Hatboro, Pa., November 1916 
Anyone, thoroughly informed on 
THE the ornamental section of the nur- 
UNDEYELOPED sery business, in its various phases, 
MARKET who will take the trouble to analyse 
conditions, is almost sure to come 
to the conclusion that in the undeveloped market lies the 
greatest hope of the future. 
Higher prices may be necessary as well as better busi¬ 
ness methods, but after all they are only a side issue, 
when compared with the possible expansion of our bus¬ 
iness. 
The field or prospective market falls naturally into 
three groups, each one requiring different methods of 
cultivation to bring forth an abundant harvest. 
Group 1. The wealthy land or home builder who 
usually engages the landscape gardener to develope and 
plant bis property, and a professional gardener to look 
after it when it is planted. 
Group 2. The man who owns bis own home or land 
ranging from 25 foot front to several acres, who could 
hardly be persuaded to pay for landscape sendee apart 
from buying plants. 
Group 3. Every man, woman and child, who has fac¬ 
ilities for sowing a few seeds, or setting out a few plants. 
The first mentioned group is fairly well looked after, 
and there are many young men at the various schools and 
colleges taking up the study of Landscape Gardening, 
that will of a necessity develope this market. 
The seed catalogue and periodical, with their fascinat¬ 
ing literature, are undoubtedly doing good work in pri¬ 
mary education among the masses, and while this parti¬ 
cular field may he poor and apparently hardly worth cul¬ 
tivating by the nurseryman, it is gradually being brought 
into profitable condition by those named and other 
agencies. 
It is the middle group that forms the fertile field that 
is practically lying fallow for lack of good salesmen 
backed up by good advertising, and good business 
methods to develope it. 
There are plenty of men capable of taking orders, if 
the customer will tell them what they want, and there 
are plenty capable of showing a picture book with prices 
in. But these are only indifferent demonstrators or de¬ 
velopers of markets. 
What is wanted is men who know the stock they are 
selling, know where it will grow and be able to advise 
where and for what purpose it should be planted. 
The statement is often made that growers do not make 
good salesmen, they know too much about the plants. 
Such a statement is silly, and not worthy of considera¬ 
tion. The man that knows stock can soon interest the 
prospective purchaser, and if he can be of service by tell¬ 
ing how to arrange, plant and grow it, he is more likely 
to get the order than one who cannot. 
Only those, who have actually canvassed this class of 
prospects, realize the full extent of this field, and how 
poor the efforts of the nurserymen have been in develop¬ 
ing it. 
It is only necessary for a good plantsman to give one 
look at almost any street or road in the suburbs of any 
town in the United States. To see Carolina Poplars 
used as street trees, Norway Maples planted on lawns 
where they will do the most harm, costly houses stand¬ 
ing out in all their nakedness without a shrub or tree to 
soften their lines, or again nice lawns cluttered up with 
amaturish planting, all because the nurserymen have not 
risen to the occasion. 
It is safe to say that 999 people see the outside or 
grounds of a home to one the interior, and it is just as 
true, that 99 times out of a hundred the interior is fin¬ 
ished as well as circumstances permit, but the grounds 
are left largely to chance. 
Pessimists will be apt to say ornamental plants are a 
luxury, but automobiles are too, as well as many other 
things which are demonstrated and pushed, and a mar¬ 
ket developed so that they become a necessity to every¬ 
one who wishes to be up with the times. 
Is there any one thing that will appeal to the average 
man or woman more than nice home surroundings? It 
is up to the nurseryman to make it easy to procure them, 
and one of the most direct ways is, to train salesmen for 
that purpose. 
STRAWBERRY PLANTS ARE DEFINED AS NURSERY 
STOCK 
The Federal Horticultural Board has decided that 
strawberry plants are nursery stock within the meaning 
of the act. The strawberry is hardy in temperate cli¬ 
mates and does not come under the definition of her¬ 
baceous plants; namely, those that perish annually down 
to and sometimes including the root; that is, soft, suc¬ 
culent plants. 
In view of the wide territory through which strawberry 
plants are grown in this country, it is desirable to main¬ 
tain inspection of strawberry plants for the reason that 
they may carry dangerous diseases and insect pests. 
