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T the suggestion of a few of my florist friends, I am undertaking to write a series of reminiscences of road life during the past thirty years. As I look back over that period of time, it occurs to me that many things have transpired in horticulture, as well as in other lines of human activity, and that they may prove interesting reading, especially to the younger generation of florists whose existence I never dreamed of when I first took up the work of soliciting orders for immortelles, cape-flowers, wheat-sheaves, doves, etc.

First "Job" It was in the late '80's—about 1888—that I secured a "job" with an insignificant florists' supply house in Philadelphia, long since out of existence, at the munificent sum of ten dollars per. I say I secured a job, advisedly; for in those days, unlike the present time, jobs were by no means waiting for the man. As a matter of fact, there were dozens of men waiting for every job, and the wages paid would startle a newly arrived immigrant. That job proved the beginning of my career, and of my association with horticulture. I was determined there and then to put forth my best efforts, to work hard and untiringly in order to prove to my employer that my assurances to him of giving him the very best in me were fully justified. The cupidity of human nature was well demonstrated by my first boss (may his ashes rest in peace!). Despite the good work I was doing, and my untiring efforts at all times in behalf of his interests, he could never "see his way" to increase my salary by the sum of one or two dollars in order to enable me to provide a little more comfortably for my small family.

My first work was in the city of Philadelphia. Determined to succeed, I visited every flower shop, never hesitating to intrude myself upon men well up at that time in the business. I had but one aim in view, and that was to succeed. And right here I cannot refrain from saying a few words to my younger friends on the road about the importance of studying human nature before attempting to solicit an order. There is nothing that will impress a buyer less favorably than the intrusion of a young man with his samples at a time when business is at a rush. I gained that knowledge after being two weeks out, and I have profited by it ever since. One must know, too, the calibre of the man approached. There are many men of many minds; some will give you a hearing at once, and others again will give you a stare which tells you more eloquently than words to get out. Know your man, my young friend, and your battle is half won.

Earliest Experiences on the Road

About the beginning of December, 1888, it occurred to my employer to venture me out on the road. That was a new departure in my life. To go on the road—how inviting and attractive the idea seemed to me! I boarded the train one fine morning at Broad Street Station, my first destination being Columbia, Pa. There, to my delight, I found two florists, Mr. Ahern, a very estimable old gentleman who is still continuing the business, and a Mr. Purple, who has long since discontinued. My experience with the first customer proved very encouraging indeed, and I shall always remember with feelings of gratitude Mr. Ahern's