192 
THE NATIONAL NURSERYMAN 
them in five days would have saved any of those trees. 
No one could positively foresee such a result unless it 
he the shippers themselves who knew how the trees had 
been grown and handled. We figured it out about as 
follows; the loss was caused by:— 
1st; Digging middle or end of August, season of much 
rain and trees nothing like mature and hard. 
2nd; Twisting a piece of burlap around the roots torn 
from the soil and calling them “hailed.” 
3rd; Leaving evergreen of a large grade without trans¬ 
planting for many years although well trimmed and kept 
cultivated. 
Another shipment coming in in hulk contained some 
bundles of Euonymus Sieboldi, that had been very fine 
stock 2-3 feet and these were thrown on top of the pack¬ 
ing without a stitch of anything on them as dry as pow¬ 
der. Of course this plant is a very rugged variety and 
will stand abuse. But why abuse a plant because it is 
tough. Besides we wanted to use this stock in our work 
and instead about three or four of them never started to 
grow even. 
Did you ever find pussy grass and weeds stuffed inside 
the burlap of a balled evergreen when dug the end of 
August when the weather was hot and the soil sandy? 
We had about three hundred dollars of this stock. 
Nearly all died notwithstanding the fact that we puddled 
the roots and planted out on our own grounds at once. 
I am interested in Market Development hut find in my 
experience the market is developed away ahead of my 
ability to supply the need. I used to think it necessary 
to go down into South Carolina to find a market and keep 
busy. This last spring we could hardly handle what 
came to us from towns five miles from our place, and 
Paterson was miles too far. We used to call attention 
to the passerby with an elaborate display sign in front. 
During the war it blew down and we have not put it 
hack. Why add to the pressure when we cannot properly 
take care of old customers? Besides we are not equipped 
here to invite in transient trade. I realize I am open to 
criticism in making such strong statements as these. I 
am only saying what I feel about it. I try to keep my 
range ol vision wide. I used to try to do business for the 
money and never made anything of consequence. Our 
attitude now is to help the customer accomplish some¬ 
thing worth while, which he can’t do alone and are made 
to feel we have not entirely missed the mark. 
The following is clipped from a recent editorial in the 
Florists’ Review and applies so well to the nursery busi¬ 
ness I beg leave to submit it here. 
“What this trade needs most of all is a higher stand¬ 
ard of business honor—the practice of the golden rule. 
We need to develop a sense of responsibility which will 
prompt a shipper to decline an order when he knows his 
stock is of questionable quality; we need to eliminate the 
men who do not send out usable plants and those who. 
having received cash in advance, ignore complaints.” 
Edwin D. Pannell, Millburn, N. J. 
MARKET DEVELOPING COMMITTEE PLANS 
WELL UNDER WAY 
Immediately after the convention in Chicago there was 
a meeting of the Executive Committee at which the plans 
of the Market Developing Committee for the coming year 
was one of the chief subjects under discussion. 
Carrying out the wish of the Convention the main 
work to be undertaken this year will be the distribution 
of “Reader” Articles to the YVeekly and Daily Press. 
As the plan of the Committee has been worked out so 
far it will be possible to cover some 3,000 newspapers 
distributed over the country. 
To make sure that the articles to be distributed will be 
timed in such a way as to be of the most help both to 
readers and Nurserymen the country will be “zoned,” 
and each zone will he handled as a separate unit. Before 
being sent out the articles will be sent to some leading 
Nurseryman or Nurserymen in each section for their ap¬ 
proval of varieties recommended, planting dates suggest¬ 
ed, and other matters of sectional character. 
At the meeting in Chicago it was suggested by the 
President of one of the largest agency concerns of the 
country that their agents could make very good use of 
just such articles as were to be sent to the newspapers. 
He pointed out that an agent could generally get a local 
newspaper to run some timely material, and also that 
prospective buyers often wanted information on some 
special class of trees or plants and that these newspaper 
articles, if they could be printed cheaply enough, would 
provide just the material needed for this purpose. 
It is the plan of the Committee to send out to every 
member ol the association a sample set of these articles 
as soon as they are prepared and to make arrangements 
for supplying as many additional copies as may he 
wanted. The cost of printing will be very low, as they 
will already be in type for newspaper use. With very 
slight additional cost the name, or inprint of individual 
firms could be put on the articles which they plan to dis¬ 
tribute themselves. 
It has also been suggested that both agency houses and 
catalogue houses can make use of these articles and cor¬ 
respondence, in answering questions about planting and 
caring of when more detailed information than is gener¬ 
ally given in catalogues, is wanted by the customer. 
The Market Developing Committee (of which Mr. F. F. 
Rockwell ol Bridgeton is chairman) is now at work mak¬ 
ing up lists of newspapers to which these articles will be 
sent out during this fall and next spring. 
II YOU have any papers in your selling territory 
which you would like to have used with these articles be 
sure to send in a list of such papers AT ONCE. 
This service, remember, does not cost you a cent, and 
gives you an opportunity of getting benefit of direct local 
publicity where and when it will do most good. 
Send in your list of newspapers, giving name 
ol editor whenever possible. Address correspondence to 
Mr. F. F. Rockwell, Bridgeton, N. J. 
