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Rh about, the more I could concentrate my attention on particular lines and the more remunerative would be the results in the end. To be more explicit, I could not possibly interest a florist by offering him jardinières, chiffon, floral art albums, supplies, Carnations, Lemon oil, seeds, bulbs, all practically in one breath, and expect to book a large order for all. Paradoxical though it may sound, the less things I mentioned the better were my results in the end. I must concentrate my lines; and the first things to go were supplies, ribbons, and jardinières, things that do not interest the average grower, whose product goes to the wholesale market.

Casting About for a Good Palm Concern On my return home after my maiden trip for myself, I began to reorganize my "department store," eliminating spaces that did not pay, and enlarging on those that did. I was still in need of a good palm concern, and applied once again to the two firms who had formerly declined my application. Thanks to Mr. Henry F. Michell, whose influence aided me in the matter, I succeeded this time in getting the lines from William K. Harris and Robert Craig. With such two lines I felt that my success was practically assured. For who could resist purchasing stock from two such reputable firms, whose names were practically household words in every florist's establishment throughout the country?

William K. Harris and Robert Craig

I wish to deviate here and say a few words about the late William K. Harris. Mr. Harris, or "Deacon" Harris, as many of his closest friends were wont to call him, was in many respects a remarkable personality. When I first met William K. Harris, I saw that here was a man of no ordinary calibre. Simple in manner, direct in expression, reserved but cordial, he was a man who abhorred boastfulness, and who was most readily approachable by the shortest route—namely, that of the truth. Once he was approached by that route, he was to be counted upon for genuine friendship. It is with pardonable pride that I state that our friendship was both genuine and mutual from the time I met him until the time of his demise. And among the very few friends that called upon him when he was on his sick-bed, I was of the privileged ones.

On that first visit, when I stated to him the object of my call, he told me that he would make an exception in my case and permit me to handle his line on a commission basis, with the proviso, however, that I confine myself strictly to the goods he had to offer, that I sell to none but reliable parties, that I make no promises that he could not fulfill. I agreed to these conditions, and accomplished my object. His line being somewhat limited in scope, I needed likewise that of Robert Craig. Knowing the friendship that existed between him and Mr. Harris, and realizing that a word from the latter would go a good way toward securing me the line from Mr. Craig, I asked Mr. Harris there and then to aid me in the matter. He promised to do so, and that promise was fulfilled that very week. Reinforced not only with two substantial lines, but likewise with the reputation of these two concerns behind the lines, I felt that my road to success was open.

Trip to St. Louis and Chicago

During the month of April, 1897, I made my second trip for myself, which extended as far as St. Louis and Chicago. In those days there were no wholesale plant growers in the vicinity of Chicago. My success, therefore, was facilitated. I had no hesitancy in approaching the best of the trade; and such men as Ernest Wienhoeber, C. A. Samuelson, Kidwell Brothers, A. McAdams, the George Wittbold Company, and many others (I mention these names, because they were among