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36 his line, for not only would this enable me to do a successful business, but his reputation counted for much. To introduce a Carnation put on the market by Mr. Dorner meant to have the guarantee of a man whose honesty and strict business integrity were known to every florist that ever had any business relations with Mr. Dorner. He was a man of the simplest manner, unostentatious and quiet; but his lack of effulgence in speech did not indicate a lack of sympathetic interest. Mr. Dorner had heard also of me, and so my application was favorably received, and our business relations commenced. Mr. Dorner's line proved a source of income to me. Any variety that had his stamp of approval I offered unhesitatingly to the trade; and with but rare exceptions his Carnations became the standard of their day.

In the earlier days new varieties were not bought by the thousands as they are today, nor was there any readiness to purchase novelties which might and might not prove paying propositions. It was a common occurrence to hear a grower say:

"Lizzie McGowan is good enough for me! So why spend my money on something new?"

Here Dorner's name stood me in good stead.

"And do you think," I would retort, "that Mr. Dorner would lend himself to putting a variety on the market that is worthless? Hasn't he given you things before that have helped to build your trade and your fortune? Don't you think he deserves some consideration when he says that this or that variety is an improvement on your Lizzie McGowan and your other standards?"

An order would usually follow. It used to be said once upon a time that a salesman was highly efficient if he succeeded in selling to a man something that that man didn't want. It is easy enough to sell to anybody who wants a thing, was the idea; but it takes a salesman to sell to a man who doesn't. The fallacy of such a theory has been proved long since by every progressive business house, no matter what the line. Temporary success, after all, rests upon sand; while a permanent success must be built upon bed-rock. The salesman who strives after orders regardless of means stands in his own light. His customer looks upon him as his enemy, as one bent upon exploiting him. On the other hand, the salesman who takes a personal interest in his client, selling him things which he knows he can use, and dissuading him from buying things that might prove a loss to him, is the man who may count on friends and on lasting success. Often, however, the customer himself may be ignorant of his own needs; and the salesman who is keen enough to open the customer's eyes to his own interests, making him see the true wisdom of purchases to which at first he was disinclined, is the man whose order book totals highest in the long run. It requires enthusiasm, in other words a thorough knowledge of and faith in your article, to make your customer view it with your own eyes.

White Carnation Lady Bountiful

While not wishing to pose as a keen or especially capable salesman, I can say that my enthusiasm and faith in Dorner's varieties have helped me many a time in my selling of Carnations. I remember once calling upon a grower in central Missouri. I was then introducing Lady Bountiful.

"What!" exclaimed the florist, upon my suggestion that he try a few hundred of this variety, "not on your tintype!"

"What's the trouble?" I demanded.

"Trouble enough! Let some other feller try them new varieties; I'm done with 'em!"

But I had great faith in Lady Bountiful; and as the man appeared to be a