Page:The Tales of a Traveller.djvu/43

Rh grower. And who will say that this new order of things isn't better than the old!

What I have just said of cut flowers is equally true of plants. Before the advent of the trade papers, and the numbers of traveling men that we have today, there was a great deal of waste in products. On the one hand, frequently the man with excellent stock had no market for it. On the other hand, very often a ready market was unable to get hold of the needed stock. The methods of today have remedied these evils. If John Smith, of Podunk, has more Geraniums than he can use, there is Tim Brown of Squedunk, two hundred miles away, who is ready and anxious to use them. Instead of being consigned to the dump, they are packed up in a case, and expressed to Mr. Brown. How did it come about? By the simplest of methods, to be sure: Mr. Smith has plants to sell, and makes that fact known in the trade paper. Mr. Brown needs the plants and consults the trade paper. Hence the business relation between Smith & Brown, and waste is eliminated.

A Sale on Commission The alert traveler of today has in no small measure contributed his mite towards the achievement of this condition of interchange. Whether directly or indirectly interested in a florist's goods, the alert man will never fail to make note of things and bring them to the attention of another florist whenever an opportunity presents itself. This reminds me of a case of my own, and indeed I often wonder now whether it was not this incident, trifling in itself, that diverted my entire business life into the channels where it now flows. About twenty-two years ago, while I was still selling florists' supplies, I called upon Mr. C. F. Baker, in Utica, N. Y. After I was through with my business—Mr. Baker was always one of my favorable customers—he remarked to me casually:

"By the way, Skidelsky, I have a fine lot of assorted ferns. Should any of your customers on the road wish to have some, let me know; and if I sell some through your efforts, I'll pay you a commission."

To reciprocate the favor of his order, I promised to bear it in mind. On the following day I chanced to be at Pittsfield, Mass., and called upon John White, the old time florist of that city. Mr. White, who happened to be out of ferns, asked me if I knew of anyone who had some to offer. Here was my chance. To be sure I knew of a good place. C. F. Baker of Utica had them, in quality and quantity.

Mr. White asked me to write to Mr. Baker, and in a few days he had his ferns. A week or so later I received my little check for the commission. I have since had many such an interchange of products for dollars, and vice versa.

Advertising a Quarter of a Century Ago and Today

A quarter of a century ago advertising would have meant a waste of good dollars to the average florist. Today in one form or another he must come before the public and make known his product, else he is a back number and need expect no results. In some cities the florists have found it profitable to advertise co-operatively for special occasions—Memorial Day, Mother's Day, and other holidays where flowers play a large part. Only recently I had the privilege of being present at the Detroit florists' meeting. (And when I mention Detroit florists, I must add that they represent a progressive, wide-awake, cultured body of men.) The subject under discussion, and one that demanded immediate action, was co-operative advertising for Mother's Day. It was in no sense an academic discussion, either. Everyone realized that it meant a great deal for each individual concerned. The subscriptions toward defraying the expense of advertising came forward quick and fast; and within half an hour enough money was subscribed