8. Our’ salesmen should remember that they represent 
the largest, northern, hardy nursery concern in America, 
annually serving 30,000 customers, who have learned that 
it pays to buy trees from a reliable grower who refuses 
to offer cheap or inferior stock to its customers. Inferior 
grades of stock are sold to non-grower “nurseries”, job- 
bers, and catalogue houses that attract their business 
by offering cheap prices. Usually the customer pays sub- 
stantial express charges. Our truck delivery system as- 
sures delivery within 24 hours from storage to you. 
Remember, you get no more than you pay for, and ex- 
perience teaches that in nursery stock, the Best is the 
Cheapest. You will be proud to sell our quality of stock. 
9. A good salesman never has to do any planting. He 
does not have time for it. When he plants, he only makes 
wages; when he sells, he has a nice income. 
10. Salesmen are cautioned not to make replacements 
on stock that has not been properly taken care of, prop- 
erly pruned when set and neither mulched nor cultivated. 
Trees planted and allowed to shift for themselves have 
less than a 50% chance to grow. Customers must be 
told that trees cannot be left to lay around before plant- 
ing and must be planted and cared for very carefully the 
first two years. After that they will take care of them- 
selves with ordinary care. 
CARE OF NURSERY STOCK 
11. A first class salesman always explains after the sale 
is made that the customer must come for his order on 
the first day of delivery; that the company cannot be 
responsible for any order not called for at that time. 
12. Salesmen should advise every customer to soak his 
bundle in a tank of water or laundry tub so that the roots 
will be submerged for at least 24 hours, but not more than 
40 hours before planting. (This does not apply to ever- 
greens.) Then the stock will fill up with moisture and 
leaf out promptly. Also, to trim back the top, cutting off 
the majority of the limbs. Pruned trees start more readily 
and bear at least two years earlier than trees not pruned 
when set out. Pruning is important for all fruit and 
shade trees; Cut Leaf Birch, however, should not be 
pruned. 
PREMIUMS FOR CASH PAYMENTS 
13. We allow one shrub from our premium list to be 
given for each advance payment of $10.00 up to $25.00 
on a single order, and two shrubs for each $25.00 payment 
above that. Any additional gift of stock will be charged 
to the salesman at the list price less commission. 
PREMIUM LIST 
SPIREA, Van Houtte HYDRANGEA, P.G. 
SPIREA, Frobel Tatarian Honeysuckle, 
GRAPE VINES Pink, Red or 
White Blossoms 
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