166 
THE NATIONAL NURSERYMAN 
duce tilings from the soil—has been content to let the 
price for his product be determined by supply. 
The manufacturer has realized that if he could create 
demand, he could move the product of a constant, even, 
stream of production, at a price fixed by him to cover 
cost, selling, and a reasonable profit. 
These two policies are diametrically opposed. 
They cannot both be right. 
(Please pause here, and rub briskly until that has 
thoroughly soaked in). 
They cannot both he right! 
Is the Nursery Industry to Remain in the Farming Class; 
or Be Put into the Business Class? 
Now of course there are many reasons why the growers 
of potatoes,—and of wheat and corn and nursery stock 
and other products of the soil—have continued to do bus¬ 
iness under the price-competition system. There is not 
space to go into that here. 
The point of immediate intere'St is that some of these 
people have found it possible to get onto the other basis. 
Take the California orange growers, and the North Wes¬ 
tern apple growers, and the Florida Citrus growers, as 
well known examples. Even the Potato growers have 
made a real start in that direction! 
What are the nursery growers going to do? 
There has been a wonderful spring; “crops” cleaned 
out at good prices; prospects of a short supply for next 
year; and possibly the year after. Everybody planting 
again; as hard and as fast as it is possible to plant. But— 
Unless the men who are doing this planting realize 
that they must invest at least a fraction of a per cent, of 
this year’s business to create demand for the “crops” 
that are coming on, two, three, four, and five years hence, 
then it is only a question of time, and of very short time,, 
before there will be an “over supply” again, with cut¬ 
throat less-than-cost-of-production prices, and all the 
old vicious circle of results of prices detennined by sup- 
nlv alone. 
Friends, there are two things, and two things only, 
that can possibly make the future of the nurseiy indus¬ 
try more profitable than the past has been : 
TRADE ORGANIZATION 
MARKET DEVELOPMENT 
Undoubtedly, the committee appointed by the president 
of the National Association is going to propose something- 
definite along the first of these lines, at the Chicago Con¬ 
vention. 
The Executive Committee of the Organization for Mar¬ 
ket Development, which has been getting the work of the 
Nurseryman’s National Service Bureau, organized and 
started, will have a definite, practical, program of action 
for the coming year to announce at the Convention. 
If you are one of those who believe that there should 
be profit as well as pleasure in the nursery business, not 
for the next year or two only, but as a permanent thing, 
then it’s up to you to contribute to and to work for 
The Market Development Campaign. 
MAKE YOUR HOTEL RESERVATION EARLY 
Those who expect to attend the Nurserymen’s Con¬ 
vention at Chicago, June 26th to 27th should not fail to 
secure hotel reservations in advance. 
The Seedsmen’s Convention will meet at the same 
time with headquarters at the same place. Hotel Sher¬ 
man. 
All indications point to a large attendance and the 
best convention in the histoiy of the Nurseiymen’s Asso¬ 
ciation. 
Make application for reservations to Frank W. Bering, 
Manager Hotel Sherman, Chicago, Ill. 
Rates, room with bath $2.60, $3.00, $3.60, $4.00 and 
$6.00; room with bath for two, $4.00, $4.60, $6.00 and 
$6.00; suites of two rooms, two persons, $6.00, $7.00, 
$8.00 and $10.00; suites of two rooms, four persons, 
$8.00, $9.00, $10.00 and $12.00; parlor, two bedrooms, 
two baths, $12.00 and $16.00; a limited number of rooms 
without bath for one person, $2.00, $2.60; a limited num¬ 
ber of rooms without bath for two persons, $3.00, $3.60. 
THE KEYED LIST 
The landscape architect stands at his drawing table 
and proceeds to fill in his plan and key the planting. 
His mind is concentrated upon producing a picture for 
his client. If he is a good plantsman and knows his 
material well, from whence it can he procured at the 
proper time and in the right grades, the materialization 
of his picture will proceed apace, but too often his train¬ 
ing has been along lines that has only given him a casual 
acquaintance with plants, he knows little or nothing 
about their habits or requirements, depending on book 
or catalogue description and his efforts fall very short 
of his aim. 
The keyed list may be properly termed a mechanical 
effort to produce landscape art. The very nature of 
plants forbid that it will ever be a complete and success¬ 
ful method. It never can be anything more than a start¬ 
ing point, frame work, or skeleton of the picture in the 
mind of the artist, and unless the man who actually 
carries out the plan has plenary powers to substitute, 
adjust as conditions may require and is thoroughly in¬ 
terested and an able gardener. 
It is not however the ultimate success of the planting 
that the nurseryman is interested in so much as filling 
the landscape architect’s order. 
No one but those who have had the handling of an or¬ 
der for a keyed list have any conception of the labor, 
care and cost required to handle them. 
If the list is of any length it requires knowledge, skill, 
care and attention the nurseryman is rarely equipped to 
give during the rush of the planting season, and it is a 
safe statement to make, that they are rarely profitable 
unless charged for in advance of regular prices. 
It depends entirely on the kind of list what advance 
on regular prices should he added, but the keyed list 
should receive special consideration on this point before 
accepting them, and a proper charge added to cover their 
proper handling. 
