THE NATIONAL NURSERYMAN 
265 
James A. Young, Aurora, Ill. 
E. C. Hilborn, Valley City, North Dakota. 
E. J. Ferguson, Wauwautosa, Wis. 
MARKET DEVELOPMENT 
F. F. Rockwell, Bridgeton, N. J. 
E. E. May, Shenandoah, Iowa. 
Albert Meehan, Dreslier, Pa. 
ARBITRATION COMMITTEE 
F. H. Stannard, Chairman, Ottawa, Kansas. 
Geo. Marshall, Arlington, Nebr. 
J. H. Dayton, Painesville, Ohio. 
VIGILANCE COMMITTEE 
Paul C. Lindley, Chairman, Pomona, N. C. 
E. H. Smith, York, Nebr. 
H. B. Chase, Chase, Alabama. 
Paul C. Stark, Louisiana, Mo. 
J. R. Mayhew, Waxahachie, Texas. 
R. M. Wyman, Framingham, Mass. 
E. M. Sherman, Charles City, Iowa. 
NOMENCLATURE COMMITTEE 
H. P. Kelsey, Chairman. Salem, Mass. 
J. Horace McFarland, Harrisburg, Pa. 
Dr. Frederick V. Coville, Botanist, U. S. Department 
of Agriculture, Washington, D. C. (Honorary). 
RELATIONS AND LANDSCAPE ARCHITECTS 
Thomas B. Meehan, Chairman, Dresher, Pa. 
Theo. J. Smith, Geneva, N. Y. 
R. M. Wyman, Framingham, Mass. 
Edward G. Greening, Monroe, Mich. 
COURSES IN NURSERY TRAINING IN AGRICULTURAL 
COLLEGES 
Alvin E. Nelson, Chairman. Chicago, Ill. 
Henry Hicks, Westbury, N. Y. 
Theo. F. Borst, Boston, Mass. 
Ralph T. Olcott, Rochester, N. Y. 
PROGRAM COMMITTEE 
Program will be in charge of The Baby Ramblers. 
STANDARD TRADE PRACTICE 
Harlan P. Kelsey, Chairman, Salem, Mass. 
SPECIAL ADVISORY COMMITTEE TO CO-OPERATE WITH 
U. S. DEPT. OF AGRICULTURE IN CONNECTION WITH 
THE WORK OF THE DEPARTMENT IN DEVEL¬ 
OPING AMERICAN SUPPLIES OF RAW 
MATERIALS 
J. H. Skinner, Chairman, Topeka, Kansas. 
H. B. Chase, Chase, Alabama. 
Thos. Rogers, Winfield, Kansas. 
Homer Reed, Louisiana, Mo. 
F. A. Wiggins, Toppenish, Wash. 
H. Harold Hume, Glen St. Mary, Fla. 
ARRANGEMENT COMMITTEE FOR CONVENTION 
AND EXHIBIT 
Charles Ilgenfritz, Chairman, Monroe, Mich. 
B. H. Manahan, Detroit, Mich. 
Edward Greening, Monroe, Mich. 
C. E. Smith, Supt. Forestry and Landscape, Detroit, 
Michigan (Honorary). 
DECIDUOUS AND TROPICAL FRUITS NOMENCLATURE 
COMMITTEE 
(Deciduous Fruits Section) 
Robert A. Simpson, Chairman, Vincennes, Ind. 
Harlan P. Kelsey, Salem, Mass. 
Orlando Harrison, Berlin, Maryland. 
Leonard Coates, Morgan Hill, California. 
Paul Stark, Louisiana, Mo. 
(Tropical Fruits Section) 
H. Harold Hume, Chairman, Glen St. Mary, Fla. 
Geo. C. Reading, Niles, California. 
SPECIAL COMMITTEE TO ASSIST F. P. DETWILER, U. S. DE¬ 
PARTMENT OF AGRICULTURE, WASHINGTON, D. C„ 
IN THE COMPILATION AND PUBLICATION OF 
AN EDITION OF QUARANTINE 
REGULATIONS 
A. H. Hill, Chairman, Dundee, Ill. 
James A. Young, Aurora, Ill. 
Paul C. Stark, Louisiana, Mo. 
COMMITTEE ON DISTRIBUTION 
W. G. McKay, Chairman, Madison, Wis. 
E. H. Balco, Lawrence, Kans. 
P. V. Fortmiller, Newark, N. Y. 
TRANSPORTATION COMMITTEE 
Charles Sizemore, Louisiana, Mo. 
NURSERY ADVERTISING 
Albert Lea, Minn. 
Oct. 7, 1921 
The National Nurseryman, 
Hatboro, Penna. 
Gentlemen: 
The article in your October issue by John Watson on 
nursery advertising made us feel almost as good as we 
did when Rrother Hicks rose to his feet at the last Na¬ 
tional Convention immediately after the advertising 
budget for the current year had been decided upon, offer¬ 
ing a resolution, as we remember it, with words to this 
effect, “Fellows, I sincerely hope that you will all join 
with me in feeling heartily ashamed of ourselves.” 
Mr. Watson stated that nurserymen who sell 1 through 
agents alone do not advertise. He overlooked the Wedge 
Nursery, or more probable perhaps, has not noticed our 
recent campaign. We believe in advertising and we be¬ 
lieve in it every month of the year. Not for one year 
alone for good will advertising cannot be talked about 
in terms of a year. It must be considered in multiples of 
five years. 
It has been a mystery to us why more nurserymen 
haven’t taken advantage of the power of advertising. 
Every time we have the opportunity we ask nurserymen 
if they have tried it. “Oh yes,” is the common answer, 
“but it doesn’t pay.” When we pin them down as to how 
long they have tried it, they usually admit that they 
carried it on only for a few months. Advertising by 
spurts and dashes is a waste of money and we all know 
it. The kind of advertising for nurserymen is the steady 
“everlastingly at it” kind, especialy if sales are made 
through salesmen. 
At the National Convention last June we had some 
interesting conversations on advertising with some of the 
best-known nurserymen present. In fact, we went to 
the convention for the purpose of getting their ideas on 
advertising. They agreed generally that large copy was 
an easy and rapid way to spend money. We discovered 
from their experiences that the cheapest way to get in¬ 
quiries is by using small ads. Rut small ads do not 
build up the good will like larger ads and good will is 
the most valuable asset of the nursery that sells through 
salesmen. 
Since starting our campaign our salesmen have taken 
a new interest in selling. Every now and then we are 
able to send an inquiry to each of them and they invari¬ 
ably close tbe order. Our ads are a half page in size 
and all of them play up our representative as shown in 
the following paragraph which is a typical closing in 
our ads: 
Now is the time to plan your orchard or 
windbreak. If you have never met the 
Wedge representative, write and let us send 
you his name. Get in touch with him, get 
acquainted, he can help you. 
Ry playing up our salesmen we do away with that 
common criticism often made by nurserymen in refer¬ 
ence to advertising, “Our salesmen don’t want to be both¬ 
ered with advertising which will encourage mail orders.” 
To all inquirers we send out a personal letter and a 
color circular. This particular circular has fourteen of 
