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A SALESMAN IS A MAN WHO SELLS 3 
CASHMAN NURSERY PRODUCTS 
1. Trees and plants that are perfect do not happen by chance. They result 
from painstaking, intelligent methods and persistent work, all of which takes 
money to bring about, particularly in the North where growth is not as rapid 
as in the South. To provide stock to withstand severe climatic conditions, it 
must be grown in the northern regions. Any tree or plant not adapted to our 
climate is very dear at any price, so don’t be misled by cheap appealing catalog 
prices offering stock grown in tender climates. 
2. A tree is no hardier than its root system. A tree may be a perfectly hardy 
variety, but unless it is grafted and grown on a hardy root stock, it will not 
prove satisfactory. CASHMAN TREES are grown on hardy Northern roots, and 
are much hardier than Southern grown understocks. 
3. All hardy nursery stock is extremely scarce. The Cashman Nurseries’ reputa- 
tion for delivering high quality assures every salesman that his orders will be 
filled with the best in the sizes and varieties he sells. Our prices are in accord 
with the high quality of our guaranteed stock. Inferior grades of stock may be 
bought for less, but the successful salesman never experiences any difficulty in 
convincing his customers that cheap nursery stock is dear at any price. 
VARIETIES & GRADES 
4. Our price list includes the largest assortment of the best, strong growing 
varieties that are sure to give satisfaction. Do not sell varieties not in the list. 
We reserve the right to cut out of order items that are not listed. Be sure to 
write in sizes on orders, otherwise the order may be filled with smaller sizes. 
5. Sizes listed in Price List are height above roots when shipped. The size 
listed after each variety is that considered proper for stock suitable for trans- 
planting. The sizes vary according to the habit of growth of the shrub, as some 
are dwarf and others are medium or large in habit of growth. 
6. The Grades offered represent all trees measuring not less than the smallest 
number listed and up to, but not including the largest number. For example, 
18-24 inch evergreens include all measuring 18 inches and up to 24 inches, 
but a two foot item is included in the 24-30 inch grade. Six to eight foot sizes 
in Shade trees are the best to transplant. 
7. Items not sold by size are all No. 1 quality or better. All sizes and grading 
conforms to the Standards of the American Association of Nurserymen. 
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,” jobbers, and catalogue houses that attract their business 
by offering cheap prices. Usually the customer pays substantial express charges. 
Our truck delivery system assures delivery within 24 hours from storage to you. 
Remember, you get no more than you pay for, and experience 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 ‘““REAL’’ in- 
come. 
10. Salesmen are cautioned not to make replacements on stock that has not 
been properly taken care of, properly pruned when set and neither mulched nor 
cutlivated.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 planting and must be planted and cared for very carefully the 
first two years. After that they will take care of themselves with ordinary care. 
CARE OF NURSERY STOCK 
11. A first class salesman always explains after the sale is made that the cus- 
tomer must come for his order on the first day of delivery; that the company 
cannot be resopnsible 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 appty 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, how- 
ever, should not be pruned. 
