THE NATIONAL NURSERYMAN 
-‘522 
PLANS OF TIIF 
ILLINOIS STATE NUIISEimiEN’S 
ASSOCIATION 
Till' t(Mitativ(‘ i)laiis of Ihe Illinois State Nurserynien's 
Assoeialion nuM'tiii"' to ])(' held Januaiy 22nd and 23i'd at 
the Hotel LaSalle, Chicago, Illinois, call for business ses¬ 
sion from 9.3(1 to 12.30, halanee of the day to be taken 
up ith business among the various Nurs(M'ymen. There 
will he a bamjuet to which all are invited. This is to he 
lu'ld in the Ked room, January 22nd. 
The following eommitlees lo serve one year have been 
appoin'ed Ity President A. E. Nelson: 
To Cooperate ^\ ith Florists: Geo. Washburn, Chairman, 
Geo. Klehm, and Harry Cultra. 
Press: L. L. Kumlien, Chairman; Fraidv Palmgren, 
Henry Bolwig, and J. H. Freeman. 
Baiuiuet: A. E. Gyllenhaal, Chairman. Elmer Clavey, 
G(M). Burridge, A. J. Cultra, Bodney Smith, and A. H. Sey¬ 
mour. 
Nursery Machinery: H. B. Cultra Chairman; William 
Beed, Henry Boek, Bichard Thiedel, A. Gyllenhaal, and 
William Gibbs. 
Uniform Planting Contract: Frank J. Littleford, Chair¬ 
man; W. A. Beaudry, and Elmer Clavey. 
Exhibits: W. A. Beaudry, Chairman; B. M. (Jwen, 
Henrv Klehm, and Lewis Brvant. 
Soil Improvement: Prof. W. S. Brack, Chairman; Prof. 
B. S. Pickett, and A. M. Augustine. 
Membership: A. Gyllenhaal, Chairman; N. E. Averill, 
L. Graves, J. M. Wise, and 11. G. Wirt. 
Legislative: A. M. Augustine, Chairman; C. S. Wolke, 
G. E. Galeener, Vein Smith, and F. W. Von Oven. 
To Cooperate With Seedsmen: R. B. Howe, Chairman; 
A. H. Hill, Leonard Vaughan, and F. W. Von Oven. 
Transportation: B. iM. Owen, Chairman; Carl Croj), R. 
Leesley, A. 11. Hilt, William Gibbs, and A. J. Cultra. 
Added Values to Property by the Planting of Orna¬ 
mentals: Win. A. Beaudry, Chairman; A. E. Nelson, (leo. 
11. Hemingway. 
One hundred rooms have been reserved by the Asso¬ 
eialion at the Hotel La Salle and any one desiring aeeom- 
modations there during the Convention should eommun- 
ieale with the Secretary, N E. Averill, Dundee, Illinois. 
It is planned to have a meeting of general interest to 
the entire trade and invitations are extended to all Nur¬ 
serymen who can attend. 
There will be an exhibit of both Nursery stock and 
maehinery and all exhibitors are invited to write to the 
Chairman of the Exhibits committee. Win. A. Beaudry, 
Railway Exebange Bldg., Chicago, Illinois. 
FRUIT TREE SITUATION 
A very interesting letter came before us from the Stark 
Brothers Nurseries and Orchards Companv, Louisiana, 
M issouri, which indicates there is little likelihood of a 
slump in fruit tree prices, especially apple. 
Mr. Stark says: 
“You may be glad to know that in the last three or 
four weeks there has been more or less a revolution in 
the fruit tree situation, e.speeially apple. We have had, 
1 think, five times as many eommereial inquiries for 
apple as we had this time last year, and inquiries from a 
great many small nurserymen wanting to Iniy apple 
trees. 
"I suppose there is enough stock in the country to take 
{’are of the demand, but my personal opinion is that the 
demand will lie two or three times as great for apple this 
year as it was last year. 
“My personal opinion is that apple orehardists this year 
ai e going to make big moiu'y. The moderate crop in the 
Northwest is not going to hurt the Eastern growers, and 
the Eastern growers are the ones who buy our fruit 
trees, so everything considered, I believe the nurserymen 
east of the Rocky Mountains will sell two or three times 
as many apple trees as last year. I feel quite certain our 
apple tree sales will sho\\' a big increase—in fact, they 
have already. 
“In the last four to six weeks the apple orehardists 
have raised the price of apples in the orchard from 25 
lo 30%, and I understand out in this section the buyers 
are breaking their necks to buy, and the orehardists are 
very ‘stiff-necked’ about selling.” 
NURSERY SALESMEN 
A good looking salesman came to the ollice from H. F. 
Hillenmeyer & Sons, Lexington, Kentucky, being from 
the South his outward dress was of blue and gray. In¬ 
side, coated sepia paper, copiously illustrated, giving a 
very good appearance all through. This salesman evi¬ 
dently had much thought and study put upon it before 
going on the road. 
The opening page shows a jiicture of the great shaft 
which marks the resting place of Henry Clay, with a 
brief eulogy on that eminent statesman, telling of his 
love for nature. This gives the necessary sentimental in¬ 
troduction and softens the approach of this salesman to 
interest those it calls ujion in the things it has to offer. 
Page two introduces four generations of the Hillen¬ 
meyer family. 
While this salesman shows an unusual amount of 
thought and study in its preparation we are not at all 
sure that it is going to prove one that will turn in the 
orders unless given a helper in some form or other. 
According to scientific salesmanshij) there are three 
parts to a sale. Gaining attention, arousing interest and 
bringing the buyer to a decision. Many buyers will not 
come to a decision without the price is quoted. 
Our salesman carries no prices, otherwise it seems all 
that could be desired for attracting attention and arous¬ 
ing interest. 
BIGHT AND WRONG MULCHING 
Nurserymen are often tempted to set out plants in late 
fall but hesitate because they are afraid they will lose 
a goodly proportion through lifting by frost. Much de¬ 
pends on the tyjie of the soil and the kind of plants to 
be mulched. 
The general impression in regard lo mulching is that 
it keeps the ])lants warm. This is misleading. When 
the ground will freeze one and one-half or two feet deep 
under the mulching, as it often does in severe weather, 
it is equivalent there is not overwhelming warmth in the 
mulch. In fact, a mulch of leaves or stable manure of 
