Every Customer Sheald non 
About - - - | 
Our 7 Points of Superiority 
1. PEDIGREED PARENTAGE—‘As important in 
Nursery Stock as in breeding horses, cows, and 
dogs.”’ 
‘2. SHIELD-TYPE BUDDING—“A Tiny detail of 
immense importance.”’ 
3. INDIVIDUAL SPACING—‘‘Fewer Trees per acre 
insure big strong growth.” 
4, SCIENTIFIC ROOT PRUNING—“Vigorous 
Growth and permanent satisfaction insurance.” 
5. CONTROLLED POLLINATION—“Insures a full 
yield of fresh fruit year after year.” 
6. MOISTURE-CONTROL PACKING—“Delivery in 
field—fresh condition.”’ 
7. INSPECTION BY THE FAMOUS AUTHORITY— 
DR. SHAW AND ASSOCIATES—“‘Assures 
True-To-Name Stock.” 
These 7 points of Superiority (fully explained in de- 
tail in your ‘7 Reasons Why’”’ Booklet and the ‘‘Sales 
Manual for Fruit Demonstration Book’’)—sells your 
quality so well that price is put forever in the discard. 
And selling quality is so important that, if you should 
make the sale before telling your customer about our 
7 Reasons of Superiority, then by all means explain 
each reason after the order is written and signed. 
Here’s the reason why; after you’ve left with your 
order, the purchaser may pick up a mail-order catalog 
or be solicited by a peddler of cheap, low-grade nursery 
stock. Your customer doesn’t know anything about 
pedigreed stock or about all the other elements that 
go into producing what you have sold. Then your 
customer is left with an unanswered question in his 
mind—an unexplored or unexplained doubt. As a re- 
sult, he may try to cancel; he may refuse to accept 
shipment; or he may talk to, and sour other prospects 
in your territory. 
End every sale with a talk and explanation of the 
points on what makes quality, how much it means and 
how little the difference in price means between the 
highest quality and low-price, job-lot nursery stock. 
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