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TO MY FRIENDS, THE FLORISTS EVERYWHERE. 
 IN GRATEFUL RECOGNITION OF KINDNESS, 
 HOSPITALITY AND ENCOURAGEMENT 
 EXTENDED ME, I DEDICATE THIS LITTLE 
 VOLUME— THE SIMPLE STORY OF MY LIFE ON 
 THE ROAD FOR UPWARD OF A GENERATION 
 
 S. S. Skidelsky 
 
 PHILADELPHIA 
 
 MAY 1, 1917 
 
THE TALES OF A 
 TRAVELER 
 
 Reminiscences and Reflections 
 
 from Twenty-eight Years on 
 
 the Road 
 
 Bv S. S. SKIDELSKY 
 
 NEW YORK 
 
 A. T. De La Mare Printing and Publishing Co. ltd. 
 
 1916 
 
86 
 
 COPYRIGHT 
 
 1916 
 
 A. T. De La Mare Printing and Publishing Co. Ltd. 
 
 New York 
 
 MAY 19 1917 
 
 ©C!.A4()7029 
 7'Lo . I . 
 
The Tales of a Traveler 
 
 Open at a time when the florist business was 
 just beginning to be recognized as a factor in 
 the industrial development of the land. The 
 story commences with the year 1888, and those 
 florists who were cognizant of the general status 
 of affairs at that time will best appreciate the 
 wonderful changes which have occurred in the 
 nearly thirty years which have passed away 
 since then. 
 
 Mr. Skidelsky's narrative is a record of men 
 and times, a running story of biography, skil- 
 fully unrolled. He has traveled the country 
 very thoroughly; met with men of all kinds 
 and nationalities, and has been so keenly obser- 
 vant through all of the years that to us older 
 men particularly his writings and character 
 descriptions ring wonderfully true and bring 
 back many recollections. 
 
 The younger men should take a keen interest 
 in The Tales, for we doubt whether at any time 
 in the future there will be available so clear 
 and unvarnished a statement of the period 
 1888 to 1 916 as this one from the pen of Mr. 
 Skidelsky. 
 
 The author well describes conditions existing 
 in commercial floriculture in the United States 
 during the years under review. The wages and 
 traveling costs of that time are noted, and the 
 hard work of the beginner on the road is told 
 with candor. The young " ambassador of com- 
 
 ■f e? v«A^ 
 
merce " of the present day is not at all likely 
 to have to start under as many difficulties, par- 
 ticularly those of finance, and he cannot help 
 but be encouraged through reading these records. 
 
 As a result of his long experience, his perse- 
 verance and his ability Mr. Skidelsky is today 
 one of the best known men in the florist trade, 
 and thus his narrative, which gathers within 
 itself much of the very essence of floricultural 
 history in the United States, may be looked 
 upon as standard. 
 
 Enormous advances in the cut flower and 
 plant industry, and in the sale of florists' and 
 all other supplies, have been made, and prac- 
 tically all of these transitions are faithfully noted 
 by our chronicler and in the order in which 
 they came about. 
 
 THE PUBLISHERS. 
 
PART I 
 Early Struggles 
 
 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, espe- 
 cially 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 insignifi- 
 cant florists' supply house in Philadelphia, long since out of existence, at the munifi- 
 cent 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 em- 
 ployer 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 un- 
 tiring efforts at all times in behalf of his interests, he could never "see his way" to 
 increase my salary b}' the sum of one or two dollars in order to enable me to pro- 
 vide a little more comfortably for my small famih*. 
 
 Aly 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 in- 
 trusion 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 3'ou 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 younc friend, and your liattle is half won. 
 
 Earliest Experiences on the Road 
 
 About the beginning of December, 1888, it occurred to my employer to ven- 
 ture 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 encour- 
 aging indeed, and I shall always remember with feelings of gratitude Mr. Ahern's 
 
2 The Tales or a Tka\kler 
 
 kindly manner and words in receiving me. As a matter of course, I had the 
 best and the cheapest line in existence at that time — have you ever met a young 
 salesman who didn't? My immortelles had the most perfect color, my doves 
 were all but alive. Mr. Ahern smiled amiably, evidently taking into considera- 
 tion my youth and exuberance, and gave me an order. I have taken many orders 
 since, and some about a hundred times the size of that first one; but I cannot 
 recall any order that ever gave me as much pleasure, encouragement, and enthusi- 
 asm as Mr. Ahern's did. My gratitude goes out to Mr. Ahern to this very day, for 
 events in themselves insignificant have often helped to shape the career of many 
 a man. 
 
 My experience with Mr. Purple was not quite so encouraging, although in 
 his case, too, I did not leave empty-handed.. 
 
 From Columbia to Lancaster is but a few miles, and there I went next. At 
 Lancaster I succeeded in getting a few more orders, in themselves of no great 
 account, but in the aggregate quite sufficient to encourage both my employer and 
 his employee. I was on the road to success ; I felt that hard w^ork and persever- 
 ance would do the trick. On that trip I made Harrisburg, Lebanon, Reading, 
 Allcntown, and Easton, and returned to Philadelphia proud of my achievements. 
 I had done my share in every town, introducing a new and unknown concern at the 
 same time. 
 
 The Rise in Salary that Looked Big 
 
 For the next ten days we were busy as the proverbial bees — that is, my em- 
 ployer, our errand-boy, our basket-maker (an old and very cranky German) and 
 myself ; for the Christmas orders had to be sent out on time. Some things had to 
 be made, and many another article purchased from other supply houses. We got 
 through with our work in due time, and from the smile that expanded my employ- 
 er's face, I could easily infer that he was quite pleased with his "hired man." 
 In fact, on Christmas morning he handed me a five dollar bill by way of a gift, 
 and in addition increased my salary, to take effect from the first of the year, by 
 one dollar a week. 
 
 "Peddling" Baskets 
 
 In January, 1889, following the example of one of the largest florists' supply 
 houses in this country, situated right here in Philadelphia, my employer conceived 
 the idea of manufacturing a line of splint-baskets, trimmed with straw (the older 
 generation of florists may recall that line of goods), for the Easter candy trade in 
 Philadelphia. It was the custom at that time, as it is to some extent today, for 
 candy shops to make a display of baskets in the windows, filled with eggs, young 
 chicks, rabbits, etc. It devolved upon me, to my utter dismay and disgust, to 
 trudge all day long through the streets among the candy shops, with a line of bas- 
 kets of all sizes and shapes strung on a rope, and hung over my shoulders. I re- 
 member one day meeting a couple of my particular friends who thought me capable 
 of better things. I became quite confused, and felt a sense of humiliation not 
 justified, perhaps, but certainly wholly natural. I was determined, however, to 
 make a success even in this case ; and for three long months I worked among the 
 candy shops of Philadelphia as well as among the florists, returning every evening 
 to my emploj'er with orders, and to my humble home weary and disgusted. 
 
 Thoughts of Making a Change 
 
 It was about this time that I determined to make a change. I had been with 
 that concern about eight months. Having had some experience as a salesman, 
 I thought I was quite ready to be taken up by a larger house. I made my appli- 
 cation, but met with no success. The house in question gave me to understand 
 
Early Struggles 3 
 
 that they had all the salesmen they needed, and that considerable traveling was 
 being done by one member of the firm. There was no other alternative left but 
 to stick to the first job until something, somewhere, might turn up. 
 
 Trip to Baltimore 
 
 In April, 1889, my employer, who was in the habit of working Baltimore 
 every month, bethought himself to try me and see what I could accomplish. He 
 gave me to understand that if I did well in Baltimore I should go to Washing- 
 ton, Petersburg, Richmond and Norfolk. My delight knew no bounds, for as 
 compared with playing pack-horse to a string of baskets, carrying a sample case 
 into new and unexplored fields was an alluring adventure. 
 
 I landed in Baltimore one rainy morning, but rain and sunshine were of no 
 consideration. I was too full of my undertaking to be restrained by the weather. 
 I saw the Baltimore trade, seeing the store men during the day, and working 
 the small places on the outskirts late into the evening. Orders came my way. I 
 felt encouraged, and more determined to keep the good work up. 
 
 On to the National Capital 
 
 Three days in Baltimore sufficed. From there I went to Washington — to the 
 National Capital. I well remember the impression when I first beheld the brass 
 star at the old Pennsylvania depot, marking the spot where Garfield fell, after 
 being shot down by the assassin. Washington, like many another city, during 
 the past generation has advanced rapidly in every particular. The streets are 
 finer and more attractive than at that time ; the new hotels are luxurious. I 
 shall touch more on the subject of hotels as I proceed. 
 
 In those days there were but few flower stores in Washington. There were 
 Small & Sons, Hale, Freeman, and a few others. The most successful florists of 
 today in Washington were at that time just about starting. There are Gude 
 Bros., for example. When I first called on the Gude Bros., the genial Adolph 
 was just about completing his first or second house, and it was a modest little 
 plant at that. Will Gude was his able assistant. When I first beheld them, I 
 felt intuitively that these young men were destined to make their mark in the 
 world of horticulture. That my intuition was correct is well attested by the 
 modern plant they have established at Anacostia, and their magnificent store, one 
 of the finest in Washington. 
 
 About that time I also met Fred Kramer. Young Fred (and by the way, he 
 is still as young as ever) impressed me as being very kind-hearted, considerate, 
 and an enthusiast. If, for example, an article of merchandise pleased him, he im- 
 mediately saw possibilities of using a quantity — a large quantity, in fact. As it 
 turned out invariably with him, he was never disappointed in his undertakings. 
 Fred has splendid qualities, chief of which is sincere friendship for anybody who 
 wins his confidence. 
 
 F. R. Freeman was of a somewhat reserved nature, at fiirst not easily ap- 
 proached, but upon closer acquaintance, as was proved in my case, a whole- 
 souled, genial man. 
 
 Experience in Richmond and Norfolk 
 
 My experience in Richmond was of but short duration. With all due defer- 
 ence to the progressive spirit of that Southern city, and its many other attrac- 
 tive features, in my case it proved somewhat of a hoodooed town ; in other words, 
 I could never accomplish any results in Richmond. It is not unlikely that older 
 houses that had preceded mc managed to hold on to their trade, despite my ef- 
 forts to divert it in some measure my own way. 
 
4 The Tales of a Traveler 
 
 In Norfolk my success was varied. As I succeeded during my first trip in 
 making a few good sized sales, my employer determined to have me work Nor- 
 folk, along with Baltimore and Washington, every month. Of the florists I 
 saw in Norfolk at that time, not one is in existence today. There were Tag- 
 gart and Wilbur, true type of Southern gentlemen, ever polite, considerate and 
 amiable. Mr. Taggart was a man of few words, at first impressing you as being 
 somewhat suspicious of the wiles and methods of an enthusiastic salesman, but by 
 degrees relenting and reposing full confidence in the man who came up to his 
 promises. 
 
 A Lecture on the Evils of Drink 
 
 It was the custom at that time to be sociable, in the sense of inviting a cus- 
 tomer who favored one with an order to a social drink. I thought it was my 
 duty to extend the invitation to Mr. Taggart, and thereby strengthen the favor- 
 able impression which it seemed to me I had made upon him. But horror of 
 horrors ! Mr. Taggart proved to be not only a teetotaler, but a strong Prohibi- 
 tionist as well. The stare he gave me, and the lecture he felt in duty bound to 
 deliver me there and then upon the evil of drink and all the evils real and im- 
 aginary consequent upon drink, were enough to make a teetotaler of me for the 
 next few weeks at least. I do not mean to imply that I am a drinking man ; 
 there is nothing more abhorrent than a traveling salesman approaching his cus- 
 tomer with a whisky breath. Young men who have not as yet formed their habits 
 should by all means abstain from these evils, for if anything will hamper success 
 for a traveling man on the road, drink will accomplish it. Of course that has 
 nothing to do with the man of self-control taking an occasional drink. 
 
 And there was Mrs. Nye, a woman with some pretense to true Southern 
 culture, who prided herself among other things on entertaining Grand Duke 
 Alexis, of Russia, with his suite, on his visit to this country in '76. At that time 
 she still lived in her Southern home, in North or South Carolina — I don't re- 
 member which — on a place that proved a veritable paradise for nimrods, foreign 
 as well as domestic. She showed me with a sense of pardonable pride the auto- 
 graph which the handsome prince inscribed in her album. Upon telling her that 
 I was, myself, a countryman of the famous Russian, she deemed it her duty 
 to give me an order, asking me to call again. 
 
 Then there was Mrs. Reynolds, since succeeded by Mr. Blick. Mrs. Reynolds 
 was a woman of ordinary common sense, hard-working, business-like, and good- 
 hearted. I was always sure of her patronage, though now and then she was in- 
 clined to find fault with one thing or another. 
 
 Mr. Dickman, originally a New Haven man, had settled in the South a few 
 years prior to my travels. He was more or less of a nondescript character, and 
 a man of impulse. As it suited his fancy, a traveling man was received favorably 
 or otherwise. His career in Norfolk was of the shortest duration of all those 
 parties mentioned. 
 
 Florist Emerson at Lynchburg 
 
 In Lynchburg, Va., I mi;t a florist by the name of Emerson, and his amiable 
 wife, both of whom proved unique. Mrs. Emerson proceeded to tell me her family 
 history, mentioning incidents of the Civil War that were very interesting. Mr. 
 Emerson was an actor by nrofession, and he played in "An American Cousin" at 
 the time Abraham Lincoln was shot by Booth. Among others, he was arrested 
 and locked up for a few days in Washington. Later he was released, and betook 
 himself to his native town, where I met him. For some reason he himself could 
 not give, he "picked up the program of the play in Lincoln's box, stained with the 
 martyr's blood. That program was later reproduced in the Century Magaciue, 
 in the biography of Lincoln, which Nicholas and Hay wrote, about a quarter of a 
 century ago, and which first appeared in instalments. 
 
Early Struggles 5 
 
 Trip Through Western Pennsylvania 
 
 In May, i88g, I took a trip through Western Pennsylvania, as far as Pitts- 
 burgh. There I met for the first time such people as P. S. Randolph, A. W. 
 Smith, Fred Burki, the Elliot Co., Mrs. E. Williams, the Ludwigs, and others — 
 florists who have made a great success and are still in active service. Pittsburgh 
 impressed me at the time, and I have never had occasion to change my impres- 
 sion, as a live, progressive and hustling city. Although somewhat out of season, 
 and notwithstanding the fact that I was at that time a stranger among strangers, 
 I found business quite encouraging. 
 
 The Johnstown Flood — Fortunate Escape 
 
 From Pittsburgh, I began to work my way homeward, since my employer in- 
 tended to revisit his native city of Cologne, in Germany. My first stop after leav- 
 ing Pittsburgh was Johnstown, Pa., and had I by chance arrived there a week 
 later, I might not at this moment be here to tell the tale. For it was just one week 
 later, the 30th of May, to be accurate — that one of the greatest disasters that ever 
 befell any city in any land, overwhelmed Johnstown. The town was simply swept 
 out of existence, and even such substantial buildings as the Commercial Hotel, 
 where I stayed at the time, were swept down by the flood, many a traveling man 
 meeting his doom in the angry waters. At Johnstown, I well remember, T chanced 
 upon a temperance meeting in the public square one evening. As I recall the inci- 
 dent now, the exhortation of the speaker seems almost prophetic. He denounced 
 alcohol in all its forms, and advocated in its place pure water; they were soon to 
 have enough, and more than enough, of that ! 
 
 Tn Johnstown I made one customer, a man named Lupke ; and the box of 
 goods sent to him was swept away in the whirlpool. The man saved his life. An- 
 other florist, a Mr. Ackers, was less fortunate. A week prior to the disaster, he 
 promised me some business in the Fall, but he never lived to keep his promise. 
 He was among the thousands that were drowned. 
 
 Johnstown As It Is Today 
 
 Johnstown today is altogether a different city from the Johnstown 
 twenty-eight years ago. The narrow unattractive streets, the low and 
 crooked buildings, are no longer to be seen. In their stead there are wide 
 streets, beautiful homes, magnificent business blocks, modern hotels, cafes, theaters, 
 and so on. In every respect, Johnstown bears the stamp of progress and pros- 
 perity. The florists of Johnstown today are likewise different from those of a 
 generation ago. T. Malbranc has a modern greenhouse plant and produces ex- 
 cellent stock. Mrs. Malbranc presides over the store, and attends to that end in 
 a manner that does her credit. Schmidt the Florist, on the hill, has an extensive 
 greenhouse establishment, where the stock produced never lacks in quality His 
 young son-in-law, Mr. Walker, is the presiding genius in the downtown store, a 
 store that would do credit to a much larger city. William Schrader is a successful 
 grower, as well as a successful business man. His place is always a model of 
 neatness and scrupulous care. Like the others he has a store in town, and does a 
 good business. Herman Neissner, the dean of the florists in Johnstown, whose 
 place existed long before the flood, pays especial attention to decorative work, al- 
 though he, too, has a greenhouse establishment a short distance from Schrader's 
 place, where cut flowers and bulbous stock are being grown successfully. 
 
 In June, i88q, my employer left for Europe, leaving me in full control of the 
 establishment. I attended to orders, collections, banking, and the rest of it. My 
 interest was, perhaps, too well centered in that establishment to suit at times the 
 convenience and comfort of my own little family. In other words, in this case it 
 
6 T]iE Tales of a Travk.lf.r 
 
 proved not only business before pleasure, but also another man's business before 
 duty to my own. Upon his return from his trip during the month of August, 
 he found all things satisfactory, and from his manner I gathered that my chances 
 were pretty good for an advancement of another weekly dollar. 
 
 Extensive Trip Through the West 
 
 One fine day in September my employer held a consultation with me on the 
 subject of an extensive trip through the middle West. He was one of those men, 
 to be met with in every-day life, who had a sort of hesitancy, amounting almost 
 to fear, about any new undertaking. Such men, though they may have good ideas, 
 and plan things, always hesitate about carrying out their plans and ideas, and wish 
 someone else to share the responsibility. He wanted to know, in the first place, 
 if I had confidence in my success. In the second place, he tried to impress upon 
 me in his own peculiar manner the need of economy and hard work. I could well 
 give him my assurance as to the latter, but could i.ot possibly undertake to insure 
 him against my failure to produce results. He finally decided, after some reflec- 
 tion, to make the venture. I was to start by way of Maryland, and wind up good- 
 ness only knows where. The route wasn't very definite, and he left it largely to me 
 to come out on the right side of the ledger. 
 
 My knowledge of the geography of the country at that time was rather limited, 
 but I determined to consult every folder of every railroad in existence ; and after 
 making up a list of towns, crossing out some and inserting others, I mapped out 
 my route. I left Philadelphia on the loth of September, and on the 15th, on a Sun- 
 day (my first Sunday away from my family) I stopped at Hagerstown, Md. My 
 success the first week was in noways marked, though on the whole I managed to 
 pay my salary and expenses.. 
 
 Hotel Inconveniences in the Old Days 
 
 Traveling expense at that time was not to be compared with traveling ex- 
 pense today. The modern hotel, with its electric lights, shower-baths, magnifi- 
 cent furniture, and other luxurious things, was unknown in those days. At $2 per 
 day, on the American plan, accommodations were fine enough to suit the most fas- 
 tidious traveler. If one lacked running hot and cold water, and electricity in his 
 room, one was more than recompensed by the wholesome and plentiful food that 
 always waited the weary traveler at any hostelry. The older traveling men will 
 well recall the delicious buckwheat cakes, lamb chops, eggs, and other good things 
 that delighted their palates on a cold frosty morning. Today, alas, $2 per day for 
 a mere room in a first-class hotel is practically the lowest rate one can obtain. 
 The eating end of it has become a matter of cafes, where every traveling man well 
 learns "the high cost of living" Even in the matter of tips, the price has doubled. 
 Where a negro waiter would almost prostrate himself in thanks for a dime, the 
 haughty cafe waiter will treat you with contempt if you lay down less than a 
 quarter. It is often a matter of wonder to me that the traveling men can put up 
 vith such treatment and unnecessary expense. 
 
 Through Hagerstown, Pittsburgh, Wheeling, Zanesville and Columbus 
 
 At Hagerstown, Md., I made the acquaintance of William Bester and Henry 
 Bester & Sons. And not only have I retained their trade to this very day, but 
 I have won their friendship as well. The Besters are successful growers and 
 fine men. 
 
 From Hagerstown, I proceeded toward Cumberland and Pittsburgh ; in the 
 latter city I had already made a few friends the previous Spring. The Fall season 
 now being in full sway, my order book began to assume a respectable aspect. I 
 
Early Struggles 7 
 
 well remember Mrs. P. S. Randolph, an exceptionally fine business woman, who 
 unfortunately was burned to death a year later. Mr. Randolph proved one of the 
 best friends I made in Pittsburgh, and a hearty welcome always awaits me at his 
 place of business or home. 
 
 Fred Burki, though I had nothing to offer him at that time, he being a grower 
 exclusively, won my respect and admiration nevertheless. 
 
 A. W. Smith, a true philosopher and a man well-read and well-posted on all 
 things Aor/icultural as well as cultural, still affords me delightful hours whenever 
 I chance to meet him. 
 
 I might go on and mention other names, all equally notable. 
 
 In Pittsburgh I became acquainted with a traveling man named Jerome Stacey, 
 in whose company I traveled for four successive weeks. From him, as an ex- 
 perienced traveler, I received material help in making up my route to carry me to 
 the end of my trip. 
 
 From Pittsburgh I went to Wheeling, thence to Zanesvil'.e. My experience 
 in those two cities was by no means discouraging. 0"d friend Laupp of Wheeling, 
 in his open-hearted manner, gave me immediate encouragement, so much so that 
 I called again and again. John Dickmann settled in Wheeling years later. He is 
 today the most successful and progressive grower in that part of the country. 
 
 At Zanesville I formed the acquaintance of John D. Imlay, and that acquaint- 
 ance has continued ever since. Mr. Imlay is still a young man in the early fifties, 
 with progressive ideas and business methods which have formed the foundation 
 of his success. 
 
 At Columbus, O., I met such men as G. Drobisch and John R. Hel'enthal, both 
 of whom are no longer among the living. Both men represented the German type 
 of manhood — a type that will surmount difficulties and attain the end aimed at. 
 Both were splendid horticulturists. Underwood Bros., two fine specimens of man- 
 hood, honest almost to a fault, are among my best friends that I have made on 
 the road. These men are successful in business, and deserve to be. 
 
 Albert Knopp, at that time head of the Franklin Park Floral Co., and who 
 has since transferred his interests to Mr. Yacht, a very worthy successor, and 
 has departed for California, was one of the few men who impressed you at once 
 with their sincerity of purpose. When I first met him, he tacitly gave me to un- 
 derstand that my success or failure in his establishment would entirely depend 
 upon myself. In other words, he expected no promises which I could not fulfil, 
 but he did expect me to fulfil all that I made. In this respect, it may not be amiss 
 to say a few words to the young men who are about to start out with sample cases 
 among the trade. My experience has taught me that it is far better to underesti- 
 mate an article you handle than to overestimate it. In the one instance, your cus- 
 tomer will be agreeably surprised when the article you sold him is better than he 
 expected. In the other case he will be quite disappointed if what you promised him 
 fails to come up to your description. To put it succinctly, do not promise more 
 than you can fulfil ; do not misrepresent your goods, do not knock your competitor 
 at any time and much less when you yourself are not sure that you can do better 
 than he can. 
 
 At Knopp's establishment, I first met Max Rudolph, who two years later mar- 
 ried and established himself in Cincinnati. Our acquaintance grew into friend- 
 ship, and the last time I saw Max was on Sunday, Feb. 2 of this year, when I 
 spent the entire day at his house. Poor Max — that last day together he read to me 
 the obituary notice of Edward Welsh of Hartford. Conn., who died on the iQth 
 of January, nine days after I had seen him. Max remarked to me at the time that 
 human life is very uncertain. "Now you are here, and now you are gone," 
 he said. Verily his words were prophetic, for two weeks later he himself was gone, 
 
 S. F. Stephens, a man of the highest business and personal integrity, is an- 
 
8 The Talks of a Traveler 
 
 other of my oldest friends who for upwards of twenty-seven years has extended 
 me a welcoming hand. His immense trade in the cemetery section of Columbus 
 has kept him confined to his place of business, seldom affording him opportunity 
 to visit neighboring towns and florists. Of late he associated with himself his 
 very able son, a graduate chemist. Although but twenty-four years of age, the 
 young man has already proved a great help to his father. His success is a fore- 
 gone conclusion. 
 
 Encountering Two "Sharpers" in Cincinnati 
 
 My first trip to Cincinnati will always remain a memorable event to me. It 
 was in October, 1889, when I landed in that city. First of all, I looked around for 
 a cheap hostelry in the Ohio metropolis. For I well remembered the injunction of 
 my employer to practice economy and hard work. T certainly practised both. In 
 a strange city, among strangers, it was by no means easy work to "get in." I 
 called upon a few stores in the main street, with no results. Among those I 
 called on was Mrs. Kresken. a fine motherly German woman, who was quite suc- 
 cessful in her way, and whose business still continues at the old stand under the 
 able management of her daughter. Miss Adeline Kresken. I tried my best to in- 
 duce Mrs. Kresken to give me an order; I begged for it; I almost implored her to 
 give me a trial. But unfortunately for me, she had already placed all her orders, 
 and received the goods from older houses with whom she had been dealing for 
 years. She wished me success and asked me to call again. I left her place, and 
 proceeded farther in my quest for business. The first store I entered had a very 
 respectable appearance, and looked quite prosperous. I a'most uttered a prayer 
 as I approached the proprietor, a man about fifty, six feet tall, well groomed, one 
 who impressed you as a man who well understood his business. T handed him my 
 card, taking at the same time the opportunity to tell him about the merit of my 
 goods. His look was not quite reassuring at the moment, though he did not dis- 
 miss me there and then. After a moment's reflection, he told me to stop later in 
 the afternoon, and while he did not promise me any orders, he would look at my 
 samples. I thanked him for his courtesy, and left, promising to return. 
 
 Two blocks further, I landed in another prosperous 'ooking store, and here I 
 met with instantaneous success. The proprietor, after glancing at my photographs, 
 grasses, and artificial flov/ers, proceeded to give me a large sized order, never as 
 much as questioning my prices. "It's too good to be true," I thought to myself, but 
 I dismissed the idea as something unworthy of a moment's consideration. 
 
 I returned to the other man, as I had promised, a little later in the day; and 
 to my great delight he was ready to give me a hearing. I braced myself for the 
 occasion, endeavoring to use the best methods at my command in order to im- 
 press him favorably with both my merchandise and prices. I succeeded. He gave 
 me a large order, telling me that it was a trial, that if my goods proved entirely 
 satisfactory I might expect much larger orders in the future. Else I wouM have 
 no chance. 
 
 My delight knew no bounds, as I returned to my hotel, and transcribed my 
 orders for transmission to Philadelphia. Later in the evening I took a stroll to- 
 ward Mrs. Kresken's store. 
 
 "Well?" she queried, in her good-natured motherly tone. "Have you done any 
 business today?" 
 
 "I certainly did," I replied, gleefully, "and quite a lot of it, too!" 
 
 "I am glad to hear it," she said. "And whom did you sell to, may I ask?" 
 
 I told her the names of the parties. 
 
 "Ach, mein lieber Gott !" she exclaimed. "Neither of them is good. You 
 must take care — they'll beat you out of your money !" 
 
 A thunderbolt from a clear sky could not have struck mc more forcibly than 
 
Early Struggles 9 
 
 Mrs. Kresken's words. Down went my enthusiasm. I felt that not only had my 
 energies been wasted, but that a huge joke had been played upon me. Here 1 had 
 come, all the way from Philadelphia, to the Ohio metropolis, and had done my very 
 best, only to be taken in by two dead beats. Fortunately 1 was cautioned in time. 
 I proceeded to inform my employer to cancel both orders, upon information 
 given me by reliable parties. They never received their goods. 
 
 Facing Failure in Louisville 
 
 I was still traveling in company with my newly found friend Mr. Stacey. In 
 Cincinnati he received instructions from his home office to go down to Louisville, 
 Kentucky. 
 
 Louisville, Ky., although but a short distance from Cincinnati, at the time 
 sounded to me like "way down South." I hesitated about changing my itinerary, 
 having already made up my mind to explore the Middle West thoroughly. Mr. 
 Stacey, however, convinced me that Louisville is by no means far out of the way, 
 that it was a splendid town, with plenty of opportunities for a man in my line, 
 and that I could easily reach Indianapolis from Louisville, the distance between the 
 two cities being a hundred and ten miles. I saw the reasonableness of his argu- 
 ment, and to Louisville we went that very night. 
 
 My experience in Cincinnati was in nowise conducive to bolstering up my self- 
 confidence and spirit, two essentials that go to make up the success of traveling 
 salesmen. Half-heartedly, after partaking of a scanty breakfast at a cheap hostelry 
 — ^the cheapest I could find in Louisville, for I was still "practising economy" — 
 I strolled down the street in quest of florists and business. At every place I was 
 told that I was too late, that all the other supply houses, whose representatives had 
 been coming there for years, had already visited Louisville and gathered in all the 
 orders. It was most discouraging. What was I to do? To leave a city like Louis- 
 ville empty-handed — no, that wouldn't do at all. Has not somebody said some- 
 where, "If at first you don't succeed, try. try again"? That was a wise saying, 
 and I must try to see if I cannot succeed, despite the failure staring me in the face. 
 
 Ride in a Mule Car and Promising Orders 
 
 Late in the afternoon, I boarded a mule car, on my way to the cemeteries, not 
 to bury myself alive, exactly, though I felt pretty much of a dead one in spirit, 
 but to try to dig up some business. A few blocks distant from Cave Hill Cemetery 
 I discovered a florist, Mr. Joseph Coenen (who is now in California cultivating 
 Oranges). And to him I looked hopefully for some semblance of an order. To 
 be sure, he too had purchased his supplies, but nevertheless he could use a few 
 metallic wreaths and other things, providing I was reasonable enough in my prices. 
 Prices! In a moment of despair, prices are no object. I assured Mr. Coenen that 
 he need not hesitate on that ground, that I represented the finest house on earth, 
 and that my concern was in a position to sell the best goods at the lowest figures. 
 We soon came to terms, and I had a twenty or twenty-five dollar order in my 
 books. So far, so good So why despair? Let me try again. 
 
 There are four or five florists in the immediate vicinity of Cave Hill Ceme- 
 tery, and to them I made my way. At the first place I entered my hopes were 
 blasted immediately. The man had no orders to give me; and if he had any to 
 give at all, he would prefer giving them to the house he had been dealing with, 
 and not to a stranger. Arguments were of no avail. 
 
 At the second place, the reception accorded me was more courteous, though 
 the material results were no better. At the third place — but here I must stop for 
 a moment and speak in most kindly words of the man who gave me both moral 
 and material encouragement at a time when I needed both so much. It was Jacob 
 
10 The Ta'f.s of a Traveler 
 
 Schuiz, the dean of the Louisville florists, a man as broad-minded as he is big- 
 hearted, with an ever-ready and cheering smile. He received me very courte- 
 ously, and after questionmg me about things in Philadelphia, and my impressions 
 of Louisville, he invited me into the office, and looked at my samples. Needless 
 to say, I was very grateful for the order that followed; and that order has im- 
 pressed itself upon my mind so keenly that I almost remember its volume. It 
 was a good one, and from a good man. Years afterwards some of the metallic 
 designs purchased from me at that time were still hanging around in his shed, 
 covered with dust and cobweb. At the present time Mr. Schulz, though advanced 
 in years, is still active in the business. He is one of the keenest observers, and 
 despite his age he is as alert and progressive as ever. His modern store on Fourth 
 ave. is under the excellent management of his son George, who is a worthy son 
 of an estimable father. 
 
 In Lexington 
 
 With my two orders in Louisville, I proceeded to Lexington, Ky. It was at 
 that time that I first met Mrs. Honaker and her two sons, David and Ollie. They 
 had just about started at the time, rather humbly, but have since expanded, having 
 at the present time one of the finest stores in the South, as well as one of the best 
 equipped greenhouse esablishments. J. A. Keller, since deceased, had his green- 
 houses on East Sixth st. He was doing a fairly prosperous business though small 
 in scope. The place has been rebuilt since; several modern houses have been 
 recently erected in place of the antiquated greenhouses. A modern store on the 
 principal street of the city is being conducted now by J. A. Keller, Jr. Ferdinand 
 Keller is the man at the head of the greenhouses. 
 
 The Michler Bros., two very enterprising young men, whom I met at a later 
 day, are likewise successful in both their nursery and florist business. 
 
 Lexington, unlike many other Southern cities of its size, shows a remarkable 
 growth and commercial development since my first visit in the Autumn of 1889. 
 Among other things, Lexington is famous for its swift horses and beautiful 
 women; and any traveling man who, like myself, has visited Lexington time and 
 again, can well attest to the deservedness of its fame. 
 
 Indianapolis Next Stop 
 
 Kentuckj^ or, to be more precise, the two cities in Kentucky I have mentioned, 
 comprised at the time my entire Southern route. I ventured no further into Dixie 
 Land, preferring instead the Middle West, of which I had heard so much and 
 which seemed so alluring to me. So to Indianapolis I went. Here, too, my success 
 was questionable. I somehow felt that business was not awaiting me; and when 
 one takes it for granted that failure is in store for him, failure is invariably at- 
 tendant upon his efforts. My experience has taught me this truth long since. 
 
 I visited the Bertermann Bros. The younger elements of the family — I mean 
 Irwin and Walter — were at that time perhaps in knee breeches attending public 
 school. John Bertermann was attending the greenhouse end of the business. It 
 was William Bertermann whom I met at that time, and whom I learned to regard 
 as one of the ablest and most progressive men of his time — a man ever alert for 
 new ideas, original in his methods, and a tireless worker ; and in every respect one 
 who could not fail to make an impression from the start. Ed. Bertermann, who 
 still is active in the store, was his able assistant at that time. Mr. Bertermann was 
 a man of but few words; but those few, though courteous, made it plain that 
 there was no business there for me. 
 
 I met with better success at Anthony Wiegand's place. Mr. Wiegand, one of the 
 oldest and most successful florists in Indiana, who died a few years ago. was en- 
 dowed with an extraordinary capacity for kindness and sympathy. The word 
 
Early Struggles 11 
 
 "no" had never any place in his vocabulary. Mr. Wiegand gave me some business, 
 for which naturally 1 was grateful. At the present time his two worthy sons, 
 George and Homer, are conducting a very lucrative business. They have rebuilt 
 and remodeled their greenhouses on North Illinois st. 
 
 John Rieman, generally conceded to be one of the best growers in Indiana, is 
 still conducting his business at the old stand. As a matter of course his place 
 has kept pace with the times, having been remodeled and expanded within com- 
 paratively recent years. Mr. Rieman, at our first meeting as ever since, was 
 courteous, though I cannot recall at this time whether or not he favored me with 
 business at that time. 
 
 Terre Haute, Evansville and Other Indiana Towns 
 
 Terre Haute, Evansville, and other Indiana towns, were my next places of 
 visitation, and my success everywhere was but nominal. My expenses were light, 
 and so was my salary ; and in consequence my employer never sustained any actual 
 loss. Everywhere I went, I expanded on the merit of our goods, the liberality of 
 our concern. I did missionary work to the best of my ability, which proved the 
 stepping-stone to my later successful trips. St. Louis and Chicago overwhelmed 
 me with their greatness — so much so that I did not consider it wise to venture out 
 into these two modern Rabylons, as I considered these cities at the time. How 
 often we form ideas of men and places that never correspond with actuality ! As 
 a matter of fact, I found Chicago and St. Louis a few years later among the best 
 places in my itinerary, having made as many friends as in any other towns which 
 I have visited fifty or seventy-five times in the last twenty-eight years. 
 
 Turning homeward, I visited Western Pennsylvania towns, by this time find- 
 ing business rather more encouraging. On the whole, my maiden trip was quite 
 satisfactory. In December I was home again, glad to return to my family. My 
 employer seemed to have been pleased with the results, and I had no sooner 
 shaken off the dust from my first trip than he was planning a second one. I did 
 not start out, however, until the middle of January. 
 
 Back Home Attending to the Candy Trade 
 
 My second trip took me to Baltimore, Washington, Norfolk, and some West- 
 ern Pennsylvania towns; but in February I received word to return home, for it 
 was time to attend to the candy trade. That abominable part of my business did 
 not appeal to me at all. Yet I thought it prudent in view of circumstances to sub- 
 mit to the inevitable. Once again I took the part of a pack-horse, and as in the year 
 previous suffered a sense of humiliation. My employer evidently was determined 
 to make the best of me. I stuck it out that season, vowing, however, never to do 
 such work again. 
 
 Exploring the New England States 
 
 Early in May, 1890, it occurred to me that New England States might prove 
 profitable fields to explore. I suggested the idea to my employer, who after his 
 usual hesitancy acquiesced, providing of course I could make it pay. I could not 
 well assure him of the success of the undertaking, but I expressed the opinion 
 that "nothing venture, nothing win" is a very wise saying. Having had a year and 
 a half's experience on the road, I felt that I was somewhat of a veteran in the 
 business, and that if perseverance and hard work counted for anything, there was 
 no reason why I should not make it pay. I furthermore assured him that my ex- 
 penses would be kept down to the closest possible margin — in a word, that I would 
 do my very best for his interests. He bade me good-bye, wishing me, or rather 
 himself, all manner of good luck. 
 
12 The Talks of a Traveler 
 
 After making a few towns on my way to Boston, with fairly good results, I 
 landed in the Hub one morning in the early part of May. I may mention in pass- 
 ing that I was the first man representing a florists' supply house in Philadelphia 
 at that time to undertake a business trip to Boston. For some reason unaccount- 
 able to me to this very day, even the largest florists' supply house in Philadelphia 
 seemed to be under the impression that the New Yorkers practically monopolized 
 that territory, and that therefore there were practically no chances left to any 
 Philadlphia concern. I say it without boasting, but to me belongs the credit of 
 exploding that notion. 
 
 Memorial Day is one of the busiest days in Boston, and for a few weeks be- 
 fore that event the florists make all ^-orts of preparations for the rush of business. 
 At that time immortelle designs, i.ulkweed balls, cape flowers, artificial flowers, 
 and other such things were used m great quantities, as they are used, though to a 
 somewhat lesser extent, today." I gathered up my courage, and ventured out. To 
 my great surprise, and greater delight, 1 got a good-sized order from no less a 
 personage than the late William E. Doyle, who was then the foremost florist in 
 Boston. Mr. Doyle was considered in a class by himself; dignified, cultured, he 
 impressed one with his superiority. He was a man of few words, and always 
 did his business pointedly and quickly. Nor did he bargain or haggle over prices. 
 What he wanted was quality. 
 
 From Doyle's place, then on Tremont St., to Newman's was but a short dis- 
 tance. Encouraged by my first success, I entered Mr. Newman's place almost as- 
 sured of an order before even I presented my card. And sure enough I got my 
 order. From that time on, it was a continuous round of success. I took orders 
 from every florist I called upon. On the second or third day I called on Mr. Will- 
 iam J. Stewart, who at that time was engaged in the wholesale florist business. 
 He not only favored me with an order on his own account, but showed his kind- 
 ness and broad-mindedness by giving me numerous addresses of parties, some no 
 doubt his own customers, to whom 1 might sell. My gratitude to Mr. Stewart has 
 iiever diminished. 
 
 My success in Boston and vicinity was instantaneous. It gave me renewed 
 faith in my powers as a salesman. It furthermore forced home to me the fact 
 that the man who has the goods that are wanted can accomplish the sales. 
 
 I cannot say I was quite sure that my small concern could supply all the ar- 
 ticles I sold. I felt somewhat uneasy about it. I urged my employer to be sure 
 to procure the articles wanted at a profit or no profit, that our future success in 
 Boston depended upon the first impression, and that the first impression must at 
 all costs be a favorable one. To his credit be it said that he took my advice. 
 
 First Attendance at S. A. F. Convention 
 
 In August, 1890, the first S. A. F. convention that I ever attended was held in 
 the old Horticultural Ha'l in Boston. Having already had an entree into the me- 
 tropolis of Massachusetts, I suggested to my employer that we make a trade ex- 
 hibit at the convention. He accepted my idea without a murmur, and what was more 
 unusual with him never mentioned the cost end of it and the need for economy. 
 That convention was one of the most memorable ones in my experience. Some 
 concede that in point of attendance, and entertaining and instructive features, it 
 was superior to the one held there in 1914. That most interesting trip to the 
 Honeywell estate and to Lexington will always remain in the memory of those 
 who made it. Besides our exhibit, which both my employer and I attended, there 
 was another made by one of the largest houses in Philadelphia. This was my 
 second trip to Boston, and I had the advantage of a prior acquaintance, with the 
 result that our competitor was very much surprised to see the friendliness evinced 
 toward me. That convention was t'^e beginning of a change in my fortunes. The 
 
Early Struggles 13 
 
 very man who cou'd offer me no employment when I applied for it about a year 
 before made me an offer at an opportune moment, and a flattering one at that. He 
 told me that my chances with their house would be enhanced many fold, that there 
 I would represent a "real" concern instead of representing a "small potato." Here 
 for the first time I was being sought by a position instead of seeking one. It 
 gave a big boost to my self-confidence. Nevertheless, I did not wish to act hastily 
 in the matter. I replied that I would let him know later, intending first to speak 
 to my employer. That evening I broached the subject. To my surprise, my em- 
 ployer answered, though I perceived rather faint-heartedly, that every man must 
 better himself, that if I had a better offer he could not well meet it. That settled 
 the question. I accepted the position with our competitoir, and handed in my 
 resignation to take effect upon our return to "'hiladelphia. 
 
 A Resignation and Its Results 
 
 H ever a man showed his true colors, the head of this "small potato" concern 
 did then. I had no sooner announced the fact of my change than he turned all col- 
 ors, quivering, shaking, as though suddenly stricken by a chill. He did not think I 
 acted rightly in the matter. I reminded him of his own words, that every man 
 must look out for himself, that I was in duty bound to look out for myself and my 
 family, that I had given him all the chances he could reasonably expect, and that 
 after all it might best serve our mutual interests to part. He couldn't see it that 
 way. He begged me, implored me to stay with him, offering me a five dollar raise 
 and two per cent, on my sales — an increase that almost doubled the sa'ary I was 
 getting. I pitied the man, realizing his helplessness, his weakness, and his lack of 
 determination. But my decision had been made; I could not well use our com- 
 petitor as a means to an end. It would not be right. No, I decided — it was too 
 late. My employer begged and implored again, never leaving me out of his sight. 
 I was in a dilemma, not knowing what was the best for all interests concerned. 
 It is true I owed a duty to the man who had offered to improve my position ; on 
 the other hand my old employer seemed helpless and pathetic, and I had no heairt 
 to desert him in the opening of a busy season. Was he now to lose the trade that 
 I had made at his expense? And would that be right and justifiable? And sup- 
 pose the shock would impair his health — would that be a blot on my conscience 
 for evermore? On the other hand, had he shown any consideration for me and my 
 family? Had he not humiliated me by making me peddle baskets from store to 
 store? Had he not thought to "call my bluff" when I told him about the offer 
 of our competitor, by telling me to better myself if I could? Surely this is a 
 selfish world. After all, it is "each for himself and the devil take the hindmost." 
 Why should I give him any mo^e consideration than he gave to me? 
 
 And so I went on, torn by the conflicting arguments. At last I made my de- 
 cision. I was to remain with my original employer. It was a hard task to face my 
 new "benefactor," but I undertook it. As might have been expected, he took an 
 entirely different view of the situation, contending that I had used him as a club to 
 an end. Perhaps he was right — I shall not argue the matter now. 
 
 Two years later, at the S. A. F. Convention in Washington, a similar occurrence 
 took place. The Philadelphia competitive concern renewed its efforts to get me. 
 They made me better inducements than formerly, considering that after a lapse 
 of two years my experience that much enhanced my value. By this time, too, I 
 became rather tired of my original employer — of his business methods, his nig- 
 gardliness, and ultra-conservatism. If I was to continue at all in this business, I 
 must have a chance of expansion. Our competitors were offering me such a chance. 
 Why miss it? I accepted the position, now fully determined to make the change. 
 My employer again implored me not to forsake him. He offered me a partner- 
 ship in the business, "to connect my name wif^ his on all his stationery and bill- 
 
14 Thk Tales of a Trav-eler 
 
 heads" (oh, what an alluring farce to the uninitiated!) But I had made up my 
 mind, and I would listen to no further argument. 
 
 Alluring Prospects with a New Concern 
 
 Upon my return to Philadelphia, I reported for duty to my new employer. 
 Here indeed it was hustle and bustle. The place was alive ; everybody was busy. 
 I could not help noting the marked difference between the two places. I was glad 
 of the change. I was to remain in the house for a few weeks, and then go out 
 on the road, as far as the Coast. Expenses and the need for economy were never 
 mentioned. On the contrary, my new employer seemed to abhor the very idea of 
 any representative of his stopping at a cheap hotel, or being burdened with a pack 
 of luggage that any negro boy might carry as well. 
 
 A Short-Lived "Dream" 
 
 Was I through with my dilemma? Oh, no. I had been with the new concern 
 only a few days when one morning my new employer informed me that mutual 
 friends, influential business men of the city, had been stirring up his conscience a 
 bit, insisting that he had committed a grave offense against the other man by tak- 
 ing away his salesman right in face of the busy season. They had worried him 
 with warnings of the retribution which would 'overtake him if my old employer 
 was ruined. So he told me that I had better go back to my first employer — "Your 
 place here is always waiting for you," he said. "If you find that even as partner 
 you haven't bettered yourself, come back of your own free-will — then at least I 
 won't have it on my conscience." 
 
 Back to the Old Place 
 
 So I went back, becoming part proprietor, with my name on stationery and 
 letter-heads. I lingered two years longer with my employer; and the longer I 
 stayed the more irksome my situation became to me. I was young and ambitious, 
 and eager to branch out. He could not see it in that light. 
 
 Panic of 1893 
 
 About 1893, the country was stricken with a panic, as everyone well remem- 
 bers. My employer was panic-stricken on his own account, so much so that he 
 was practically ready to close up his business. The first thing he did was to dis- 
 charge two of his best basket and sheaf makers, retaining two young girls, at $3 
 per week each. Joe Neidinger, of the well-known concern (today) of Joseph 
 Neidinger & Co., at that time a boy of twe've or thirteen, was in our employ in 
 the capacity of errand-boy. Upon him also devolved the duty of trimming splint 
 baskets and making sheaves. And although Joe did his full duty, giving ample 
 promise at the time of what was in store for him, our facilities nevertheless can 
 better be imagined than described. If a hurry-up order came, we could not well 
 turn out the goods. Some stap'e articles were barred out altogether. I became 
 both disgusted and discouraged with the situation, and regretted the fact that a 
 "partnership" allured me to the extent of sacrificing a really better, though not so 
 high-sounding, position. Things were going from bad to worse. Men were tramp- 
 ing through the streets, looking for positions. There were no positions in sight. 
 My pride restrained me from applying to our competitor. Something, however, 
 had to be done, and that before long. But things shaped themselves of their own 
 accord. A few months later, my partner informed me that he was determined to 
 close up the business. He was a single man ; hence family obligations had no 
 terrors for him. 
 
Early Struggles 
 
 16 
 
 The blow was severe, but I bore it bravely. I was still in my twenties, strong 
 and energetic, and with my experience on the road I surely would succeed in doing 
 something. I broke the news to my wife as gently as I could, but in place of feel- 
 ing discouraged she seemed rather glad of the change. I clearly recall her words 
 of encouragement — 
 
 "You have your youth, your health, and your strength; and any man possessing 
 these qualifications need not fear starvation." She was right. 
 
 With a Rival Concern 
 
 No sooner had I left my partner, and this time never to return, than I had 
 a call from another rival concern, with an offer of a good position. I accepted 
 immediately, and from the Fall of 1894 up to 1897 I traveled for that concern, as 
 usual working hard, making new friends among the trade who later proved a 
 great asset to me. I induced my new employer to take Joe Neidinger. That was 
 not the time to take new employees, but what I had told him about Joe Neidinger 
 would have sufficed to make room for the boy, whether he was needed or not. 
 
 The history of Joe Neidinger's career speaks for itself, and I need not ex- 
 pand on it. 
 
PART II 
 On the Track of An Independent Business 
 
 In December, 1806, while still traveling for the florist supply house, I hap- 
 pened to arrive in St. Louis Union Station about four o'clock in the morning. 
 I cannot recall now whether I could not get any sleeping accommodations, or 
 whether because of my habit of economy I deliberately failed to engage them. 
 Be that as it may, I found myself on that momentous morning at the large, well- 
 lighted, warm Union Station. I say momentous, because during that morning I 
 formulated a plan of action that was the beginning of my future independence. 
 It was the result of a sudden flash of thought, which I seized upon and there and 
 then worked out in full detail. Often events of great consequence in the history 
 of nations and of individuals have come about as a result of a similar "flash." 
 It occurred to me that if I was worth twenty dollars a week to the supply house, 
 plus two per cent, on my sales, plus traveling expenses, why could I not pay my 
 own expenses, and instead of carrying a line of supplies only, just as w-ell take up 
 a number of other lines such as seed, fertilizers, pots. Carnation cuttings. Rose 
 plants, palms, bulbs, and so on — and thus not only make sure of mj^ salary and 
 expense but my independence of "bossism" as well. A capital idea ! 
 
 Starting on My Own Account 
 
 On the first of January, 1897, I was ready for the radical change. 1 was ready 
 to carry my "capital idea" into action. First of all, I approached my employer. 
 I explained to him that it might best pay both of us if instead of employing me 
 on salary and commission he would let me carrj' his line on a commission basis 
 only, I paying my own expenses. I furthermore told him that in addition to his 
 line it was my intention to take up other things, such as I have mentioned above. 
 He, too, thought that I had the right idea. 
 
 Discouragement 
 
 But here my difificulties began. Practically a stranger to the wholesale seed 
 and horticultural houses, my applications met for a time with no response. Dis- 
 couragement stared me in the face. Then the thought of having perhaps acted 
 prematurely upon my plan, and thereby sacrificed my weekly salary, which after 
 all was a certainty, naturally had a depressing effect upon my spirit and energies. 
 But the idea was a good one in spite of all, and there was no reason why I should 
 not carry it out. I stuck to it. I applied to Henry F. Michell Company for its 
 line. Mr. Henry F. Michell, as all who know him will agree, is a man of keen 
 perception and remarkable business qualifications. His own business successfully 
 attests my statement. He saw my idea at a glance, and agreed to let me have 
 his lines. To his credit be it said, his terms were liberal and his treatment from 
 the time I undertook his line until I embarked in business for myself invariably 
 was fair and square. 
 
 Palms were greatly in demand, and I thought that if I had a suitable line I 
 could readily sell them. But where was I to obtain such a line? I applied to two 
 prominent local growers, of whom I shall have occasion to speak later, but my 
 application for their lines was rejected. They could dispose of all the palms them- 
 selves without having to pay any commission. Daunted, but not fully discouraged, 
 T applied to Siebrecht & Wadley, at that time a prominent wholesale horticultural 
 
On' the Track of an Independent Business 17 
 
 concern, and was rewarded with an answer bidding me come to New York and 
 talk over terms. I got that line. 
 
 The Carnation business seemed alluring to me. I knew even during my sup- 
 ply days that Carnations were grown extensively, and that rooted cuttings were 
 being sold in quantities. If I had Carnation cuttings, I could surely sell them. 
 I wrote a number of letters to different growers, many of whom, if not all, had 
 at that time never suspected my existence, with the result that I never got any 
 answer. Again I was determined to get a Carnation line if there was any possi- 
 bility of doing it. Chance favored me. I soon met Albert M. Herr, of Lancaster, 
 who at that time was one of the most prominent Carnation growers in the country ; 
 and after explaining to him my plan and assuring him of good accounts only, I 
 got his line. It is interesting to me to look back on that first beginning of what 
 has turned out to be one of the most active and remunerative parts of my business. 
 
 And now I needed flower pots. It seemed to me that I could sell pots by the 
 stacks, though in this particular I was quite disappointed. At that time there was 
 a war going on between flower pot manufacturers in different sections of the 
 country, and for a short time at least I had the chance to obtain a line and sell 
 pots at cut rate prices, prices that did not perhaps pay for the clay, let alone the 
 manufacture and overhead expense. This was, however, the manufacturers' busi- 
 ness and no concern of mine. 
 
 Jardinieres came next in line, and after that other things seemed to follow 
 each other in rapid succession. I had things to sell which I never saw in my life, 
 and -which I could not explain to customers. One instance I well recall. A party 
 in the upper part of New York State wanted to know what I thought of the merit 
 of Martha Washington Pelargonium as compared with some other variety. As a 
 matter of course, that question was beyond me. Not only could I not tell him the 
 comparative merits, but I wouldn't have recognized a Pelargonium if I met it. 
 Yet it would not do to confess my ignorance. I had to play the part of know-it- 
 all. I had to tell him "frankly" that the only way really to ascertain the compara- 
 tive values of the two was to grow them both, and that I could supply stacks of 
 either if he said so. 
 
 Selling Things From a "Toothpick to an Auto" 
 
 I became a veritable walking department store, as some of my competitor 
 friends chose to call me. It became generally known (through the courtesy of 
 those same friends) that I was selling things all the way from a toothpick to an 
 automobile and a greenhouse. And here I may remark that I did help to sell a 
 greenhouse establishment, but of this later. I have never succeeded, though, in 
 selling an automobile ; and there was good reason for it — I never had any automo- 
 biles for sale. 
 
 One prominent house never failed to play a joke at my expense by telling 
 florists that I was peddling Asparagus seed out of my pocket. The humorous part 
 of it is that that very same house soon made every one of its salesmen do likewise, 
 adding to Asparagus seed other items, such as Pansies, Primulas, Cinerarias, and 
 so on. That same concern thought wise and proper, as a matter of business policy, 
 to put all sorts of stumbling blocks in the way of my progress. If, for example, 
 a new Carnation was put on the market, the introducer was given implicit instruc- 
 tions that unless I was barred out from handling it they would not catalogue it nor 
 offer it to the trade. Such narrow-mindedness has my heart-felt sympathy to this 
 very day. 
 
 On the Road Again 
 
 So, having gathered together several lines, T started out on the road, I must 
 confess not with a very light heart, for after all, my future was still a closed book 
 
13 'J'lIK 'J\\Li:s OF A 'J'r.wklkk 
 
 to me. It was a curious coincidence that the first town I readied was Cokimbia, 
 Pa., the very town I mentioned in a former place when I first started out with 
 florists' suppUes. To my former benefactor, Mr. WiUiam Ahern, who had encour- 
 aged me eight years before, I went for my first order. I was not disappointed this 
 time either. Mr. Ahern received me in his customary kindly manner, and after 
 telling him about my extensive lines in a way that perhaps confused him at first, 
 I finally succeeded in booking an order for a few pots, some florists' supplies, a 
 few packages of seed, and a can of lemon oil. I distinctly remember that order, 
 for it was the first one of the kind I took ; and details pertaining to first events in 
 one's life impress themselves indelibly on one's memory. 
 
 That first order was a source of great encouragement to me. I felt that I 
 was on the right track. And since all I required was persistency, I determined to 
 be persistent. I wound up that day at York, Pa. 
 
 In the evening I figured up my sales and found that not only had I paid ex- 
 penses (which by the way were in noways commensurate with those of today), 
 but I found that I was aliout six dollars on the right side of the ledger. 
 
 Victor and Flora Hill Carnations 
 
 I continued traveling, making an extensive trip through Pennsylvania, New 
 York and Ohio, everywhere doing what I considered a fair business. The Victor 
 Carnation (a sport of Daybreak), and Flora Hill, which had been put on the mar- 
 ket the year previous, were much in demand among the growers. I saw my chance, 
 and despite my efforts to remain "neutral," I evinced a special partiality for these 
 two varieties. I was assured by the growers, whose stock I handled, that these 
 were two good commercial varieties, the bread-and-butter kind ; and I found it no 
 difficult matter to book orders right and left. As I recall the event today, it ap- 
 pears to me that parrot-like I adopted the very vocabulary descriptive of Carna- 
 tions. Yet I did not fail to realize that other lines must have my consideration. 
 If I did well wath Carnation growers, I must do equally as well for the H. F. 
 Michell Co., for the pot man, palm grower, and the rest. I began to push all lines 
 alike, but to my utter dismay I found it impossible to do justice to all. If a grower, 
 for example, gave me a fair-sized order for Carnation cuttings, he thought that he 
 did enough for me. If he had any bulbs or other things to order, it was policy to 
 reserve his orders for some other man. The fact that I could not talk knowingly 
 about the lines I handled, in other words, that I lacked practical experience to give 
 them pointers of value, may have served to hamper my success along all the lines. 
 I decided to study up things, to be better posted, to meet men from whose very 
 conversation I could learn things that would come in good stead for me. 
 
 Albert M. Herr of Lancaster is perhaps the first man to whom I am indebted 
 for instruction on Carnations. The merits and demerits of a commercial variety 
 he clearly pointed out to me on several occasions. I made notes of these points, 
 and profited by them much in my business contact with growers. 
 
 Carnations in those days) as the older florists well remember, were not of the 
 same high standard as the Carnation of today. Nor had the public expected or 
 dreamed of the 4in. Carnation which John Thorp predicted about a quarter of a 
 century ago, and which prediction has been amply fulfilled. 
 
 Lizzie McGowan, Daybreak, William Scott were in those days the money- 
 makers for the small as well as for the large grower. Flora Hill came in later, 
 and by degrees began to replace the ragged Lizzie. 
 
 Concentrating on a Smaller Line 
 
 I soon learned that the more I knew of my lines the better I was received. 
 My first trip further taught me that the less articles I represented and talked 
 
On the Track of an Independent Business 19 
 
 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 jardinieres, 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 jardinieres, 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 Hmited 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 Witt- 
 bold Company, and many others (I mention these names, because they were among 
 
20 The Tales of a Traveler 
 
 the most conservative men in the trade, and therefore the most difficult of ap- 
 proach) gave me orders for VVilHam K. Harris and Robert Craig. My gain was 
 twofold; I did the business I aimed at and made acquaintance with men who in 
 all likelihood would perhaps never have given me a chance in the supply line. I 
 began to acquire new customers, men whom I had never met before. And whereas 
 in former years I had confined myself to the stores exclusively, now I found it 
 necessary to make the outskirts of the cities to visit greenhouses. Naturally this 
 took more of my time ; but time did not count so long as it paid. I was perfectly 
 satisfied with my results, and the future looked bright and promising. 
 
 The Department Store on Handling Florists' Stock 
 
 Twenty years ago the horticultural business was exclusively in the hands of 
 florists. Department stores had not as yet entered the field. It was John Wana- 
 maker, of Philadelphia, who first conceived the idea of adding a line of foliage 
 plants to his numerous other lines. The older florists may remember that a promi- 
 nent concern in Philadelphia refused to sell to him, and by doing so enhanced its 
 standing among the florists, the impression going abroad that the concern safe- 
 guarded the florists from the invader, or invasion into a line belonging exclusively 
 to them. Nothing daunted, however, John Wanamaker's buyer turned to William 
 K. Harris and purchased a lot of plants. I never knew of this incident until I 
 reached Cincinnati. In that city I learned it for the first time in this manner : 
 Approaching a prominent florist one fine morning with a line of Areca lutescens, 
 which I was told he could use, I informed him that I represented a house whose 
 stock I knew would please him. 
 
 "And whose house is that?" he inquired. 
 
 "William K. Harris, of Philadelphia," I replied promptly, taking it for granted 
 that the very name would insure an immediate order. 
 
 To my great surprise, he blurted out: 
 
 "You may as well save your time and breath. I wouldn't buy from William K. 
 Harris if I could not get a plant anywhere else in the world !" 
 
 "What's the trouble?" I asked. 
 
 "Any concern that sells a department store need expect no trade from florists. 
 Why," he added after a moment, "the florists of Philadelphia itself have boy- 
 cotted him !" 
 
 This incident gave me a new point of view, however, and for a while I was 
 somewhat guarded and abstained from, mentioning the name of Wm. K. Harris 
 wherever I deemed it wise not to do so. Here again I must refer to the character 
 of the man whom I admired so much. He could foresee things which were to 
 happen in the near future, and like all great men in advance of their times was 
 boimd to be misunderstood and condemned for a while by his contemporaries. The 
 fact that one large concern refused to sell to a department store he well knew 
 would not deter the department stores from entering the field of horticulture if 
 they found it to their advantage to do so. When John Wanamaker came to Mr. 
 Harris's place to purchase rubber plants, Pandanus Veitchii, Arecas, and so on, 
 he could see no reason why John Wanamaker's money should be powerless to pur- 
 chase his plants. As he later told me himself, the florist business, like any other, 
 is a matter of dollars and cents, and not sentiment; and you cannot draw the line 
 against a department store any more than a department store can draw the line 
 against the florist handling jardinieres or other paraphernalia handled by depart- 
 ment stores.- 
 
 "The time will come, and very soon, too," he said, "when every grower will be 
 only too glad to market his output wherever marketable. The fact that I am the 
 first one to sell to a department store may help some for the time being; but they 
 
On the Track of an Independent Business 21 
 
 will all come around to my way of thinkinp before long. As to the florists who 
 seem to have it in for me because of John VVanamaker, 1 am not in the least dis- 
 turbed by them. They have the privilege to buy wherever they please." 
 
 Needless to add, William K. Harris's words were realized. 
 
 My second trip ended in July, 1897. I had managed to save a few dollars, 
 enough at least to keep myself and family in comfortable circumstances until the 
 Fall season commenced. Not wishing to waste my time during the enforced leisure 
 at home, 1 took up a line of iron plant stands from a Western house, and man- 
 aged to sell quite a few in Philadelphia. 
 
 Specializing on the Carnation 
 
 in the Fall of 1S97, I made my third trip. At this time 1 had no more "tooth- 
 picks and automobiles" to offer, but managed to get along quite nicely with the few 
 lines I had. In fact, 1 found it greatly to my advantage to reduce my lines, and 
 to make the best of those I had. The Carnation business held out special charms 
 for me. Unquestionably the flower itself, its aesthetic rather than its business side, 
 appealed to my fancy. While pushing the other lines, I made of the Carnation a 
 specialty. The introduction of new varieties on my own account never occurred to 
 me then. I was well satisfied with the varieties offered by reputable houses, and 
 endorsed by growers who saw them in different stages of growth. I may add here 
 that I was always scrupulously careful not to lend myself to the dissemination of 
 any variety the merit of which was questionable. 
 
 Carnation Marquisee 
 
 It was about this time that the late E. Marquise of Syracuse was about to in- 
 troduce his new pink Carnation Marquisee, a gem of its time. The Carnation con- 
 vention was held in February, 1898, in the city of Philadelphia. Mr. Marquise's 
 success was most gratifying to him. The judges at the convention (I cannot now 
 recall their names) awarded him the silver medal. At the banquet, I remember 
 ex-Mayor Smith of Philadelphia, who happened to be toastmaster, presented the 
 medal to Mr. Marquise, and made an appropriate speech in his own inimitable 
 style, concluding with these words : 
 
 "Mr. Marquise, permit me to congratulate you ; for you have made your 
 mark — see? (Marquisee)." 
 
 I took up that Carnation and helped in its dissemination with all the energy 
 and hard work I could muster. In connection with this Carnation, I made some- 
 thing of a mark myself. By actual count, I sold about thirty thousand. My com- 
 mission on the sales netted me a nice little sum, more money than I had ever had 
 at any one time. 
 
 But aside from the monetary consideration, my success with Marquisee bore 
 other fruit. It stimulated my energies and proved to me beyond any shadow of 
 doubt that hard work, coupled with enthusiasm and a thorough belief in the merit 
 of the article itself, could not possibly fail to accomplish results. I saw great 
 possibilities in the horticultural line ; I saw a great future, well realizing that the 
 florists' business was still in embryo. I became an enthusiast, feeling that I was 
 somewhat of a factor in helping to fulfill those latent possibilities. 
 
 Carnation Queen Louise 
 
 Queen Louise, introduced by J. L. Dillon, was the next variety on my list. 
 Queen Louise was a small bloom, a variety that would have no possible chance 
 today; but in its time it was most meritorious in every respect. The late Mr. 
 Dillon spoke to me about it a year prior to its introduction, and when he finally 
 
22 The Tales of a Traveler 
 
 concluded to put it on the market, he equipped me with photographs taken from 
 time to time, calculated to show its manner of growth and productiveness during 
 various periods of the Winter season. His idea was a novel one, and it would be 
 well for growers introducing new varieties to follow that idea today. 
 
 My success with Carnation Queen Louise was as encouraging as with my first 
 Carnation venture. I marketed quite a quantity, and I may add that no grower 
 was ever disappointed with the variety. Thus I continued from season to season, 
 plunging more and more into things horticultural and floricultural, and I am quite 
 sure that had I the means at the time I should in all likelihood have built a Carna- 
 tion range myself. 
 
 The Nelson Seedling 
 
 Along about February, 1899, I happened to be in Indianapolis, and among 
 others I paid a visit to E. A. Nelson. I had never met nor heard of Mr. Nelson 
 prior to that time. Entering his shed, I walked along looking into one greenhouse 
 and another, but could not see anyone around the place. One of the greenhouses 
 attracted my especial attention, and I wanted to enter it. To my surprise it was 
 locked. I could see through the glass an excellent crop of pink Carnations, a va- 
 riety which it seemed to me I had never seen before. A few minutes later, Mt, 
 Nelson appeared. I introduced myself and stated the object of my call. He re- 
 ceived me kindly, and volunteered to show me through his place. Unlocking the 
 door, he let me into the Carnation house. 
 
 "What sort of variety is this, anyway?" I said. "It does not look like Scott 
 — in my estimation it looks much finer than Scott." 
 
 "Why, this is a seedling of my own, which I have had for the last three 3-ears," 
 he replied. 
 
 "What do you intend to do w^ith it?" 
 
 "I have not fully decided yet. One grower offered me three hundred dollars 
 for the stock, but I would not dream of letting it go at such a price." 
 
 "Neither would I," I concurred. "You have a mighty fine thing in this Car- 
 nation and you ought to make money." 
 
 Mr. Nelson thought so, too, but found it hard to put it on the market. It 
 required money; besides, it entailed a lot of work for which he had not the 
 facilities. 
 
 "Can you propagate it" I asked. 
 
 "Yes, indeed ! It propagates like a weed." 
 
 I saw my chance, and right on the spot I made him a proposition. 
 
 "Mr. Nelson," said I, "I think, in fact I am sure, that I am the man to put 
 it on the market for you. I have an extensive acquaintance among growers : I 
 have handled successfully two varieties, such as Marquisee and Queen Louise, 
 and I can see no reason why you and I should not get together on this deal. Of 
 course I am a stranger to you. But I can easily assure you as to my honesty 
 and reliability. Ask Anthony Wiegand, or E. G. Hill, or dozens of growers 
 whom I can mention if you wish. Besides, there will be no outlay of money on 
 your part. I will undertake to pay all advertising and travelling expenses; you 
 will grow the stock and attend to the shipment of all orders ; and at the end of 
 the season we will apportion our profits, I getting a certain percentage of the 
 gross receipts." 
 
 My idea appealed to him, and I was to see him the following morning to 
 settle upon definite terms. On the day following I called again, and our bar- 
 gain was clinched. The Carnation was to appear the year following. It gave 
 me a year's time to talk about it, to introduce it, to lay out my plan of cam- 
 paign. I felt that here was my chance, which could not possibly get away from 
 me. First of all, I wrote up a descriptive circular, and had printed a great 
 number of copies. I spread this broadcast over the length and breadth of this great 
 
Ox THK 'I'kaCK ok an INDEPENDENT BUSINESS 23 
 
 land of ours. The Nelson Carnaliop must become well known to every grower 
 having any ambition at all to grow the best. 1 induced several dealers m the 
 East and m the West to catalog it, to put it in the hands of their salesmen; in a 
 word, there was nothmg left undone in so far as my end of the work was con- 
 cerned. As a consequence, long before a Carnation cutting was put in the bench, 
 1 had thousands upon thousands sold. I was making money so fast and furiously 
 that 1 was simply overwhelmed with the enormity of my "great fortune" — 
 wasn't I literally making money while 1 slept? It Henry F. xMicheil, J. C. 
 A'aimhan, or Henry A. Drecr, sold E. A. Xclson cuttings, didn't that mean so much 
 money in my pocket? 
 
 Yes, just think how tempting and alluring it is to count your fortune before 
 it actually materializes! The very thought of its possibility is irresistible. We 
 allow ourselves all sorts of luxuries spending it in our imagination, and perhaps 
 that gives us almost as much pleasure as spending it in reality ! 
 
 Every order booked 1 forwarded at once to Mr. Nelson, accompanying each 
 order with roseate and most optimistic letters. I never neglected to remind 
 him of the great fortune in store for us both. The enthusiasm I acquired became 
 contagious ; for Air. Nelson himself became quite enthusiastic over his prospects, 
 so much so, in fact, that on the fortune to come a year hence he contracted to 
 build a range of Rose houses which he was anxious to finish that very Fall. 
 
 But this undertaking was the unsuspected rock that wrecked our glowing 
 hopes. In the Spring of 1890 the Carnation show was to take place in Indian- 
 apolis. Aside from the quantity already sold I expected that many more 
 thousands would be booked right at the show when the growers assembled there 
 would go out to Mr. Nelson's place and see the variety for themselves. But 
 alas, things took a different turn, much to our discomfiture and financial loss. 
 The first intimation I had of Mr. Nelson's failure with the variety was in Dec- 
 ember, 1899, when Mr. Albert M. Herr wrote me a pointed though friendly letter, 
 intimating that there was something wrong with the "E. A. Nelson," that in 
 the first place he had received but a small part of his order, and in the second 
 the cuttings received were of a very inferior quality, being infected with fungus, 
 weak and altogether worthless. A similar letter soon reached me from another 
 source. I was then in Pittsfield, Mass., intending to make my New England trip 
 in time to go West and reach Indianapolis during the week of the Carnation show 
 convention. I felt too uneasy, however, to delay investigating conditions with 
 the Carnation. I spoke about my troubles to John White, the old-time florist 
 of Pittsfield. He suggested to me that my place in the circumstances was in 
 Indianapolis, not in Pittsfield. I acted upon his suggestion, and boarded a train 
 direct for Indianapolis. 
 
 Nelson Carnation Fails to Root 
 
 I arrived there the evening of the following day, too late to see Mr. Nelson. 
 It was a worried and sleepless night for me. I had forebodings that things 
 were going wrong, that not only had my anticipated fortune melted away, but 
 my chances for doing business for the future were being impaired. I had backed 
 this thing so warmly; and I was afraid that growers who had bought on my recom- 
 mendation would doubt my judgment and my representations in the future. 
 
 The following morning, bright and early, I went out to see Mr. Nelson. My 
 appearance seemed to strike him with something like fear; he stammered some- 
 thing or other, evidently greatly confused. I tried to relieve the situation by 
 diverting the subject to other things, but I finally came to the point. 
 
 "What was the trouble?" I asked. 
 
 He broke down, and cried like a child. 
 
 "The blamed thing wouldn't root," he said. "I can't account for it. I gave 
 
24 The Tales of a Traveler 
 
 it all kinds of treatment, bottom heat, and no heat, but the results are dis- 
 astrous." 
 
 I saw our finish there and then. There I beheld thousands of cuttings in 
 the benches ; every one of them sold at seventy-five dollars per thousand, ready 
 to go on the dumps. In other words, so many dollars were cast into the rubbish 
 heap. It was unfortunate; it was nothing short of a calamity. Bui what were 
 we to doi* 
 
 It was still December. We had promised no deliveries until January. There 
 was still a chance to redeem ourselves and our fortune as well. There were 
 plenty of stock plants in sight, with thousands of cuttings to be stripped. Who 
 could tell but that the next lots might behave better? So why despair? 
 
 I suggested to Mr. Nelson to cast his gloom aside and to take up the good 
 work of rooting the cuttings. He agreed with me, though I perceived an expres- 
 sion of doubt on his face. I bade Mr. Nelson good-bye, and took my departure 
 for Indianapolis, to return four weeks later when the Carnation show would be in 
 session. 
 
 At the Carnation Show 
 
 The four weeks passed. The Carnation show was a successful affair. In this 
 respect Indianapolis may pride itself upon its good work. The florists of that 
 enterprising city always work in unison ; and whatever they undertake, whether it 
 be a Carnation show in the Spring or a Chrysanthemum show in the Fall, their 
 work is always carried out without a hitch. It would be indeed hard to point out 
 a body of men more progressive and enterprising than the State Society of the 
 Indiana florists in general, and the florists of Indianapolis in particular. 
 
 So when the show was opened at Tomilson Hall, everything in sight promised 
 well. The blooms were staged in time, the judges were ready to do their work, 
 visiting florists were scattered about the hall, viewing the magnificent display and 
 making notes about the varieties that caught their fancy. I noticed that E. A. 
 Nelson variety attracted especial attention. The vase of a hundred blooms was 
 indeed a magnificent sight. What a pity that this grand flower should behave so 
 provokingly at a time when the fortunes of two men depended so much upon it ! 
 
 I well knew that quite a number of growers, practically all the visiting flo- 
 rists, would evince a desire to go out to Mr. Nelson's place and see the variety at 
 its own habitat. And so it happened. That same afternoon about fifty florists 
 went out to Mr. Nelson's place. Some of these men had already placed their 
 orders, others intended to do so. I shall never forget the embarrassment of Mr. 
 Nelson when he was confronted by this large body of his brother florists. Failure 
 and shame invariably go hand in hand. In the same measure that we feel proud of 
 our success we are ashamed of our failures, whether we be responsible for them 
 ourselves or whether they come upon us through a combination of unfortunate 
 circumstances. 
 
 The Speculation That Failed 
 
 Mr. Nelson that afternoon was borne down by the weight of his failure, and 
 the visit of the florists was very painful to him. Yet he had to face the situation 
 in spite of himself. He took them through the house, and showed them the propa- 
 gating benches. A glance at the stock sufficed to convince almost everyone of 
 them that the variety was doomed. To the credit of the visitors let it be said, 
 sympathy rather than disgust and condemnation was expressed in every one's face. 
 They saw a fellow member in trouble, and their impulse was to help him. Sugges- 
 tions flew thick and fast; some thought a little more bottom heat would do the 
 trick, others that no heat at all would save the variety. Others again suggested 
 one kind of sand in preference to another kind. One prominent Chicago grower 
 volunteered to purchase five thousand unrooted cuttings, and root them himself. 
 
Ox THE Track of an Independent Business 25 
 
 E. G. Hill (and of him I will have a little more to say later) offered his services 
 to help out Mr. Nelson by rooting the cuttings in Richmond. Quite a number of 
 smaller growers were willing to risk the unrooted cuttings. We felt more en- 
 couraged. Unfortunately the variety refused to respond to the most expert treat- 
 ment and proved a failure in the end. Those who succeeded with part of the 
 stock found it to be a very meritorious variety, and what was most surprising to 
 us, its behavior during the next few seasons was splendid. It rooted well, and 
 produced excellent blooms throughout the Winter months. 
 
 My experience with the Nelson variety had for the time being knocked my 
 enthusiasm into the proverbial cocked hat. The failure of the Carnation was 
 later easily explained. In his eagerness to finish the new range of greenhouses, 
 Mr. Nelson killed the goose that laid the golden egg. By neglecting to lift the 
 plants from the field in the proper time (he left them out in the field late into 
 October), he impaired their vitality, and the cuttings would not root. 
 
 Acquaintance with the Sage of Indiana 
 
 My acquaintance with E. G. Hill dates back to 1898 when I first met him at a 
 Chicago show. I had often heard of Mr. Hill before (and who in the trade has 
 not?) and it was my pleasure now to meet the Sage of Indiana face to face. 
 Mr. Hill possesses many charming qualities, chief of which is that of making a 
 stranger perfectly at ease and avoiding any semblance of superiority which might 
 embarrass him. He has the faculty of putting himself on a level with his visitor, 
 a faculty that might to good advantage be studied and emulated by many a man 
 who has achieved much less in life than has Mr. Hill. And by achievement I do 
 not mean only in the matter of worldly goods. To be sure, Mr. Hill has not failed 
 in that respect either. Mr. Hill in the first place is a man who thoroughly knows 
 his business. In the world of horticulture he will ever be known as one of its 
 chief exponents. His contributions toward the improvement of the flower are 
 well known to all. Some of the best Chrysanthemums, standards of today, are 
 the results of his painstaking efforts and intelligent selection. The best Carnations 
 of a generation ago, such as Flora Hill, Armazindi, Jubilee, Triumph, and others, 
 are to be credited to Mr. Hill. The Richmond Rose is still a standard of today 
 among red Roses, and his recent introductions of Sunburst and Ophelia need not 
 be dwelt upon at length here. It is true the last two varieties are foreign Roses; 
 but it was E. G. Hill who brought them to this side, tested their merit, and gave 
 them to the Rose lovers of this country. It often takes a keen eye to see a good 
 thing. Mr. Hill is endowed with that particular faculty. He knows a good thing 
 when he sees it. 
 
 Sarah A. Hill, the Woman Horticulturist 
 
 About a year after this first meeting I had the pleasure of being introduced to 
 Mr. E. G. Hill's family. A highly interesting family it is. Mrs. Hill, a kindly 
 intelligent woman, who upon many occasions has bade me welcome and given me 
 the hospitality of her home, his two interesting daughters, both happily married, 
 Flora to Fred H. Lemon and Mary to Earl Mann, Toe Hill who is proving him- 
 self a fitting inheritor of the mantle of his father, and Miss Sarah Hill, his sister, 
 constitute his household. Miss Sar'ih Hill is perhaps the best known woman horti- 
 culturist in the country. Her knowledge of floriculture is remarkable. It is gen- 
 erally known that Miss Sarah Hill has been to her brother as able an assistant as 
 any man could possibly wish for. Her handwriting, in the days before typewriting 
 came into general use, was familiar to almost every florist in the country; nor was 
 it the handwriting alone, but a certain characteristic quality in the substance of the 
 letters that made letters from the E. G. Hill Company just a little different from 
 
26 The Tales of a Traveler 
 
 ordinary business communications. Her annual descriptive catalogs have been 
 commented upon not only in this country but in Europe as v^ell, for the lucidity 
 and precision of her way of describing every flower and variety. 
 
 My business connection with the E. G. Hill Company has been both profitable 
 and pleasant for the past eighteen years. 
 
 During my younger days, in Russia, I often entertained the aspiration of 
 becoming a journalist; in fact, my imagination carried me much further than that. 
 I had visions of myself startling the world with great poetry, novels, and plays. 
 Alas for the dreams of youth! Upon my landing in this country, I was correspon- 
 dent for a while for a few Russian papers. For a time I entertained the same 
 idea here. But Fate decreed otherwise. I married and had a family. As Bacon 
 has said, "He who hath a wife and children hath given hostages to fortune." It is 
 a matter of debate whether a man is spurred on to greater efforts by the respon- 
 sibility that rests upon him when he is accountable for other lives besides his own, 
 or whether that responsibility hampers him and impedes his race for success. In 
 any event, certain it is that a married man must lay aside his dreams and deal with 
 practical issues. Whether he is the better or the worse for that is the question. 
 
 Translating for the Newspapers 
 
 In my particular case it meant that my dreams of authorship had to make 
 way for some more practical activity. I found it, as I have already set forth, first 
 in florists' supplies, and thence by a natural step in horticulture. But something 
 of the old impulse remained with me. I conceived the idea of translating some 
 of the Russian works, and in the evenings, when my day's work was over, I would 
 give myself up to translations. 
 
 Some of the writer's Russian translations appeared in the Philadelphia Times, 
 now extinct, in The Evening News, and in the Sunday School Times. Before that 
 I had translated, in conjunction with Mr. Nathan Haskell Dole, a well-known man 
 of letters now in Boston, a novel called "The Vital Question," which in the '6o's 
 created quite a furore in Russian society. We got a publisher for it, and the 
 little sum it brought in was a very opportune help to me. That was in the early 
 days before my association with the florists' business. When I say that just about 
 then I had had printed in one of the newspapers an article, "How to live on $8 a 
 week," which was based upon sober experience, it will be well understood how 
 opportune that help was. 
 
 Entering the Field of Trade Journalism 
 
 My journalistic tendencies naturally led me to turn toward trade journalism. 
 The little sum I could realize every week would be a welcome addition to my 
 legitimate income. So one day while in Chicago I called upon Mr. G. L. Grant, at 
 that time editor of the American Florist, and suggested to him the idea of sup- 
 plying him with trade notes from various towns on my route. Mr. Grant agreed 
 to accept my notes, and pay for them, providing I would confine myself to matter 
 of interest to the trade, outlining the work I was to do. In addition, he offered me 
 the chance to solicit subscriptions to the journal, and advertisements. I com- 
 menced my work, and for a few years thereafter I supplied him with weekly notes 
 from many centers on my route, signing my articles "Homo." The work, at first 
 dull and arduous, became quite a pleasant task in the end. I would do this work 
 in the trains, now and then at the railroad station while waiting for a train, and 
 more often on Sunday morning at the hotel. Much as I endeavored to hide my 
 identity, "Homo" and I soon became one to the florists. I was often welcomed, 
 not as a representative of horticultural houses, but as a correspondent for the 
 American Florist. It was amusing how some little grower would take me through 
 
Ox THE Track ok an Inmiepf.ndent Business 27 
 
 his house, and show me some insignificant seedling, expecting me to give at least 
 a column of glowing description to it. Again some would call my especial atten- 
 tion to a Tomato plant, considering it meritorious enough to deserve a large 
 photograph on the first page, with a two-column description in the body of the 
 journal. 
 
 One incident in particular comes back to me. It happened in a small town 
 in the interior of Ohio. The florist on whom I called, a man of about forty-five, 
 short and stocky of build, not especially prepossessing in appearance, with an 
 accent that might have been a cross between Irish and Swedish, upon being told 
 who I was immediately proceeded to address me by the name of "Mr. Homo." 
 "And you are just the man I wanted to see," he said. 
 
 From the tone of his voice I gathered that my visit afforded him some pleasure, 
 and that he intended to avail himself of my services in some manner. 
 
 "Now let me show you something," he went on. 
 
 "I am always glad to see things," I replied. 
 
 And thereupon he ushered me into a little rickety greenhouse, the rafters of 
 which were badly in need of replacement, and proceeded to show me a geranium 
 which in his opinion was bound to make a mark and put all other Geraniums out 
 of existence. I confess I never was and am not today, a Geranium specialist. 
 Nevertheless, little as I knew about Geraniums, I could readily see that the man 
 was too enthusiastic about his product, and that the "special merit" that placed it 
 above all other Geraniums was not in the least in evidence in that variety. If I 
 remember rightly, it was cerise color, rather dull, single, of no vigorous growth, 
 and altogether anything but attractive. 
 
 "And what is the special merit about it?" I inquired. 
 
 "Why, can't you see?" he answered in a tone of surprise. "Look at the color! 
 Look at the habit ! It's a wonder, I tell you — it's a wonder ! Blooms all the time. 
 If that Geranium was in the hands of some big fellow he could make a fortune 
 of it in no time. Of course, I am a small man, not known." 
 
 "Well and good," I said. "But what can I do about it to help you?" 
 
 "You can do a lot," he said. "Give it a good write-up in the paper, and let 
 the trade know what a good Geranium means. You are handling Geraniums, I 
 understand; what would be your commission?" 
 
 I never thought of that. Disregarding my lack of response, he proceeded to 
 offer me liberal returns. He would pay me fifteen per cent, commission on all 
 sales I made, and for my "write-up," especially if it were a good one, he would 
 reward me with two or three dollars. 
 
 "Glad you came, glad you came !" he concluded, cheerily. 
 
 The pleasure, however, was one-sided, for such undertakings never appealed 
 to me. I broached my goods, by way of changing the subject, and was rewarded 
 by selling him a few packages of seeds amounting to less than a dollar. 
 
 At another time, I came across a man who was in possession of a "gem" in 
 the form of a Carnation seedling. 
 
 "You are just in time, Mr. Correspondent," he greeted me. 
 
 "An order, sure," I thought to myself. "I am always glad to be on time," I 
 added, aloud. 
 
 "Now come on and I'll show you an eye-opener!" he said. 
 
 Taking up the lantern, for it was growing dark, he preceded me to the Car- 
 nation house, and there amidst the plants he pointed out one or two. Holding his 
 lantern close to one of the blooms, he wanted to know immediately my unquali- 
 fied opinion about the merits of his discovery. 
 
 "What is it — a sport?" I inquired. 
 
 "A sport, nothing!" was the answer. "It's a seedling." 
 
 "How many plants have you got of these?" I asked. 
 
28 The Tales of a Traveler 
 
 "Two," he replied. "I put out about a dozen in the field, but the boys neg- 
 lected them. Besides they were put out too late in the season, and all I saved was 
 two. But look at them! Now what do you think?" 
 
 I could not possibly enter into his spirit and enthusiasm. 
 
 "And what is the cross, may I ask?" 
 
 "Cross? I can't tell you exactly," he said. "But talk about your hybridizers 
 and all that rot — I just took a fine camel's hair brush, combed down the pollen of 
 one Carnation, and slapped it on to another one and here's the result." 
 
 I could hardly suppress a smile. 
 
 "Do you intend to put it on the market?" I asked. 
 
 "Well, I can't tell yet. But say, you ought to give it a good write-up ! Some- 
 thing that would make them sit up and take notice." 
 
 I promised to do something, and the following week among my notes ap- 
 peared the following : 
 
 "Mr. X — — ■ of Spondulick has a Carnation seedling which, in his opin- 
 ion, is a gem. He has only two plants, the remainder of a dozen. Mr. X 
 
 may put it on the market, if the two should happen to survive and multiply." 
 
 My write-up didn't cause any special sensation among the trade, and I never 
 
 heard of any grower's sitting up and taking notice ; nor did Mr. X of 
 
 Spondulick ever take any notice of me after that. 
 
 Corresponding for The Florists' Exchange 
 
 A few years later, 1 decided to extend my journalistic work in another direc- 
 tion. The Florists' Exchange, of New York, appealed to me as a journal most 
 likely to accept my services as itinerary correspondent. I wrote to the late Alex- 
 ander Wallace, whom I had met a few times before, and whom I learned to ad- 
 mire for his many remarkable qualities. Mr. Wallace was indeed a great man, 
 modest and unassuming to a fault. He was regarded by all who knew him as a 
 potent factor in the process of horticultural development. He always aimed for 
 the higher standards in horticulture, floriculture, and their allied branches. In 
 horticultural journalism he carried his ideal ever onward, disregarding expedien- 
 cies and circumstances. To be sure he made some enemies, but what great man 
 does not? I formed an especial attachment for Mr. Wallace, and felt a keen de- 
 light in spending an occasional hour in conversation with him. When I applied 
 for the position as correspondent, I never doubted that the response I would re- 
 ceive would be a favorable one. And so it happened. Mr. Wallace wrote me a 
 friendly letter, giving me the benefit of his best experience, making several practi- 
 cal suggestions, and wishing me success in my work. For upwards of a year I 
 continued to correspond for The Exchange, under the pseudonym of "Itinerant." 
 
 I was now correspondent for two trade journals. The income I derived from 
 my pen fully sufficed to keep me in clothes and tobacco. While I corresponded 
 regularly for the two journals, I was scrupulously careful that my notes did not 
 conflict with each other. For all practical purposes, "Homo" and "Itinerant," like 
 Dr. Jekyll and Mr. Hyde, were two distinct individuals. 
 
 Termination of Journalistic Career 
 
 My journalistic career, however, had to come to a close, and it happened in 
 this manner : 
 
 A very much infuriated florist from some place that I need not mention, 
 wrote a very indignant letter to the American Florist, complaining about my par- 
 tiality to a rival of his in the same town. It happened that the rival he spoke of 
 was rather a prominent man and a good customer of mine. As usual I made a 
 few notes about his place and doings, but failed to mention a word about the other 
 
On the Track ok an Independent Business 29 
 
 man. I cannot recall the exact words that were addressed to the editor of the 
 American Florist, but in substance it meant that if they intended to retain the in- 
 dignant writer of the letter as subscriber, and if they wanted to deal out justice 
 to all, they should instruct their correspondent to be fair to all and give every one 
 of the florists an equal write-up. I suspected all along before this incident hap- 
 pened that while I was making friends on the one hand I was making enemies on 
 the other. It was utterly impossible to deal equally with all since some florists by 
 virtue of the superior stock they grew, their modern equipment, and so on, de- 
 served more notice than the man who could produce a Tomato plant or a Geran- 
 ium of no merit at all. I thought it best, under the circumstances, to cut my 
 journalistic career short. After all, it was a side issue, and I could not let it act 
 as a deterrent in my regular business. 
 
 Contrasting Events of a Generation Ago 
 
 As I look back over the years and contrast events of a generation ago with 
 those of today, the tremendous changes that have taken place stand out start- 
 lingly. Let us look at the business methods, for example, of the florist of a 
 generation ago, and contrast them with those of the florist of today. Twenty-five 
 years ago the modern, well-equipped, well-regulated flower store that one now 
 sees on every side even in smaller towns, was practically unknown. The florist 
 did his business at the greenhouse, and it was no uncommon sight to behold a 
 well-dressed lady step into the shed to purchase flowers. The florists in those 
 days, the majority of them, anyway, thought very little of clean collars, and much 
 less of neckties, during working hours. Some went even so far, in the easy 
 democracy of their attitude, as not to deem it necessary to remove their pipes 
 from their mouths when dealing with their feminine patrons. 
 
 The long-stemmed flowers were not thought of in those days; anything in 
 the shape of a flower was salable. (I am speaking particularly of conditions in 
 the smaller towns.) If a lady, for example, asked for some flowers, it meant a 
 bouquet of miscellaneous truck, such as Tuberoses in season, Calendulas, and 
 Zinnias; and even Geranium and Verbena blooms were pressed into service. 
 Wire played an important part, and when the whole mass was wired up and 
 gathered together, the bouquet paper would come out and the thing was ready. 
 
 The cut flower boxes of today were then unknown. Anything in the shape 
 of a box answered the purpose. It now and then happened that a lady would 
 receive a box of flowers or a bouquet with an inscription on the box : "Men's fine 
 balbriggan undershirts." I have often seen a florist holding a bunch of flowers 
 in one hand while with the other he picked up a dusty newspaper to wrap with. 
 
 Years ago, the greenhouses as a rule were anything but neat and tidy. 
 The walks were always wet and dirty ; and if a lady volunteered to go through 
 them she had to be very careful if she wanted to avoid falling or soiling her 
 clothes. 
 
 Stores Then and Now 
 
 Even in the large cities the flower stores were but mere apologies for stores, 
 as we know the term today. The J. M. Gasser Co., on Euclid ave., in Cleveland, 
 had a little store about one-third the size of the present establishment, with noth- 
 ing of the equipment that belongs today even to the most modest store in a small 
 town. John Brcitmeyer & Sons, of Detroit, occupied a small store on the corner 
 of Gratiot ave. and Randolph St., to be sure, the best in its day, but very small in 
 comparison with modern stores in much smaller towns than Detroit. I mention 
 these two firms in particular, for I have known both for upwards of a quarter of 
 a century, and I have watched their growth and development. 
 
 Today the store of John Breitmeyer & Sons is in a class of its own, not only 
 
30 Thk Talks of a Travkler 
 
 in point of size and equipment, but in the magnitude of the business transacted 
 and the modern methods adopted in its management. The J. M. Gasser Co. has 
 likewise grown into an estabhshment that is in every respect strictly first-class. 
 
 Now let us look at the methods of today. No florist establishment of any 
 size can dispense with a downtown store, whether the owner himself, his wife, 
 or an assistant is in charge of it. A neat appearance is the first requisite. The 
 window must be kept attractively trimmed, the ice-box must be both commodious 
 and attractive, the counters orderly, the articles displayed about the store ar- 
 ranged with an eye to artistic effect. Instead of the men's undershirt box, the 
 florist must have a folded box of his own, appropriately inscribed. He must have 
 a selection of fine chiffons and ribbons. The wire designs, moss, tinfoil and 
 toothpicks must be kept out of sight altogether, and anything that would mar the 
 appearance of the place must be eliminated. The quality of the stock, if one 
 aspires to the best trade, must be of the best and the freshest. Long stemmed 
 Killarneys, Am. Beauty Roses, and Carnations, the finest of orchids procurable, 
 the very best bulbous stock, rather than Tuberoses and cheap annuals, must fill 
 his vases. The public's taste has been cultivated during the past quarter of a 
 century, and the florist of today, if he is alive at all, fully understands it. 
 
 In the method of producing stock, and the very equipment of the establish- 
 ment, a like change has taken place. The antiquated little greenhouse with its 
 low roof and in many cases brick flues has been demolished, and in its place 
 modern greenhouses built of cement and iron, with the best boilers procurable, 
 tall chimneys, and so on, have been erected. Like in many another industry, and 
 in a measure more so than in some, the old had to yield to the new with the florist. 
 
 To the credit of the florists be it said, I have yet to hear any old time florists 
 talk mournfully about the "good old times." If the old times are brought into 
 discussion at all, the word good is generally transferred to the present order. 
 
 Changes in Methods of Distribution 
 
 I must not omit here to mention the radical change that has taken place in 
 the method of wholesale distribution. Those who have been in the harness a 
 quarter of a century and more well remember how the wholesale grower of that 
 day had to market his flowers. It was no unusual thing for him to get up at four 
 o'clock in the morning, and prepare his team while his wife was preparing his 
 breakfast. At half-past four, or five, he was on his way downtown to peddle his 
 flowers from store to store. It was an arduous and unremunerative task at its 
 best. The time consumed in the process, the wear and tear on the team, the 
 neglect of work at the greenhouse — all this meant financial loss to the wholesale 
 grower of that day. Aside from this, the cost of production could not always be 
 adequately considered, under certain circumstances. Let me make this a little 
 clearer. If for example a tricky storekeeper meant to take advantage of the 
 weary grower, he would tell him that he could not use any flowers that day, but 
 that he would take the chance if they were given to him as a special bargain. If 
 the market was dull, and the grower could not always ascertain whether it was 
 dull or not, he would readily acquiesce rather than bring his goods back home 
 again with him. In the end, it meant hard work and low profits, and in some 
 cases no profits. 
 
 Today the wholesale grower is sought after — no peddling from store to store 
 for him ! He ships his flowers to the commission men, and the latter attend to the 
 distribution. It is the commission man's business to watch out for his patrons' 
 interests. And unless the market is very dull indeed he will always manage to 
 market the product and make good returns to the grower. The waste of time 
 and loss of sleep of former days are eliminated from the life of the modern 
 
On the Track ui" an Independent Business 31 
 
 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, fre- 
 quently 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 
 terns. 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 holi- 
 days 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 dis- 
 cussion, 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 
 
32 The Tales of a Traveler 
 
 to cover liberal space in six newspapers, with enough left for the nucleus of a 
 similar undertaking on another occasion. 
 
 Marked Development in Southern Florists' Establishments 
 
 Nowhere has the change among the florists been more marked in these last 
 twenty-five years than in the Southern section of the country. Twenty-five years 
 ago it would have been hard to find extensive greenhouses or well-equipped 
 flower stores in any part south of the Mason and Dixon line. In a measure per- 
 haps, it was due to the fact that a quarter of a century ago the South had not as 
 yet fully recovered from the disastrous effects of the Civil War, and was still in 
 the midst of its reconstructive period. At any rate, my several trips through 
 Tennessee, Georgia, Alabama, and Louisiana never proved remunerative enough 
 to induce me to continue in that direction. I do not mean to imply that the 
 Southern people were devoid of aesthetic taste and made no response to the 
 appeal of flowers. It was the general business conditions rather than a lack of 
 refinement and cultivation of taste that were responsible for the lack of enter- 
 prise in the floral direction. 
 
 How things have changed since! When I resumed my journeys about fifteen 
 years later, to that interesting part of the country where the sun shines almost 
 all of the time, where birds sing and plants luxuriate in the pleasant warmth, my 
 surprise was great. The downtown districts in almost every city that I had known 
 of old seemed to have become transformed as by the wand of a magician. The 
 old-fashioned Southern structures had given way to modern business establish- 
 ments. The hustle and bustle on the streets reminded me of the Northern cities. 
 The hotels had become modernized, and even the food seemed to taste better than 
 that of the former hotels. Apace with the general progress was that of the 
 florists. My surprise may be better imagined than described when I beheld the 
 mammoth greenhouse establishment of the Joy Floral Co. at Nashville, Tenn., 
 and their excellent store on Church st., right in the heart of the business district. 
 The Joys, three generations of them, represent a remarkable family. Mr. Joy 
 the grandfather, a venerable old gentleman in the late seventies, is still alert and 
 active, though long since retired from business. Thomas Joy the son, the genius 
 of the present flourishing business, is a man of keen business perceptions, one 
 who not only recognizes a good thing when he sees it, but is quick to see the 
 advantage of making it his own. Under his able management his business has 
 prospered beyond his own expectations. Mr. Joy believes in growing the best 
 stock that could possibly be grown, and with that end in view he never deems it 
 wise to economize in any manner that would have a deterring eff'ect upon his 
 products. The best Carnations and Roses introduced always find room in his 
 greenhouses. Unlike the ultra-conservative grower, who is always inclined to 
 have some other fellow pay for the experience — a "try it on the dog" attitude — 
 Mr. Joy is ready to take the risk and make the experiment himself. If he hap- 
 pens to hit upon a good thing, he is that much ahead of the other fellow. If he 
 misses, he takes the result as a matter of course, and tries again. Men of such 
 calibre truly represent the progressive elements in our ranks. Thomas Joy, the 
 grandson, has the store in his care, and has proven himself an able administrator. 
 
 More About the South 
 
 The Geny Brothers have likewise modernized and enlarged their facilities of 
 former years. Their new range of houses, in West Nashville, is not only large in 
 scope but in production as well. They grow with success Carnations, Roses, 
 ferns and bulb stock of all sorts ; and their retail store in town bears every stamp 
 of able management and progressive spirit. 
 
On the Tr.\ck ok an Independent Business 33' 
 
 At Knoxville, Tenn., a similar change has taken place. The antiquated little 
 range of houses with which C. L. Baum started out a number of years ago has 
 long since been demolished. Instead an extensive range of glass, modern in 
 every respect, has been erected. I have known C. L. Baum for a number of years, 
 and aside from his many other qualifications he possesses that of perpetual youth. 
 Mr. Baum never seems to change, the years weighing but lightly upon his head. 
 And his youthful spirit keeps pace with his youthful appearance. (Perhaps the 
 first is responsible for the second.) Since enlarging and modernizing his place 
 Mr. Baum has grown very successfully Carnations, Roses, and orchids. He like- 
 wise grows quantities of Lilies and all sorts of bulbous stock. His loyalty to the 
 interests of the S. A. F. and O. H. has won the recognition of the society and 
 he is now one of its directors. Not only does he consider it his duty to attend 
 every annual convention himself, but he likewise strives to induce other members 
 of the society to accompany him on those pilgrimages. The organization of the 
 Florists' Club of Knoxville is largely due to his efforts. 
 
 Mr. Baum's loyalty and devotion is not limited only to his human friends, 
 but they are carried to the lower animals as well. In his younger days he pur- 
 chased a young and faithful horse. In consideration of the many services of this 
 animal, or as he himself expressed it, in consideration of the fact that the horse 
 helped him make his living in his less affluent days, he considers it his duty to 
 pension the horse, to feed him on Clover and oats for the rest of his life. 
 
 In his greenhouses he has the able assistance of his younger son, a young 
 m?n of about nineteen, giving much promise as a horticulturist. His magnificent 
 store in town is under the very efficient management of his older son Karl, whose 
 const-mt alertness to introduce new ideas contributes to the growing success of 
 the concern. 
 
 Mr. McNutt has succeeded C. W. Crouch ; I made his acquaintance at a much 
 later date. From all appearances Mr. McNutt will prove a very worthy successor 
 to Mr. Crouch, whose success is a matter of general knowledge in that section of 
 the country. Mr. McNutt will continue the business along the same lines as his 
 predecessor, improving upon it as conditions may require. 
 
 In Atlanta, Ga., generally conceded to be the New York of the South, great 
 changes have taken place during the same period of time. The C. A. Dahl Co. 
 has expanded in a manner that is simply surprising. Its greenhouse range is a 
 model of modern equipment, and the company's very beautiful store holds its own 
 with any of the finest in the country. Mr. Thompson, the general manager, de- 
 serves much credit for the success of this company. 
 
 The Wachendorf Brothers, an old established firm, have likewise expanded, 
 and are doing a good business. They have made numerous improvements, and 
 are keeping abreast of the times. 
 
 I might go on indefinitely, speaking of many other southern cities, and the 
 valued friendships I have formed in my travels through them ; but what I have 
 said before will suffice to illustrate in general southern progress. 
 
 Founding of the S. A. F. and O. H. 
 
 One of the most potent factors in the growth and development of the florist 
 industry in this country was the founding of the Society of American Florists and 
 Ornamental Horticulturists, and the hearty co-operation of all its members to 
 make it a live and flourishing organization. Its influence upon the trade cannot 
 be overestimated. There is after all nothing like an interchange of views and 
 opinions upon matters concerning thr interests of the members of an organization. 
 When people are brought closer together, and acquaintanceships are formed, ac- 
 quaintanceships that often ripen into permanent friendships, good results in- 
 
34 TiiK Tales of a Traveler 
 
 variably follow. I can recall instance after instance where some of my friends in 
 the trade at first spurned the idea of belonging to the society, and later became 
 enthusiastic members, as the full value of doing so was borne in upon them. 
 In former years it was more customary than it is today to read papers on sub- 
 jects directly concerning the interests of the members present. If E. G. Hill or 
 Robert Craig were on the program to read a paper on Roses, Chrysanthemums, 
 or plants of any sort, it was certain there would be an audience of eager listen- 
 ers, ready to profit by the remarks and apply them to their own needs as the cir- 
 cumstances required. 
 
 The closer acquaintanceships and friendships formed were not only among 
 members at distances from each other, but strange as it may seem, among men of 
 the same city as well. I will cite one case which I recall at this moment. J. F. 
 Sullivan and the late Mr. Taplin of Detroit never met in their own city. But they 
 were introduced to each other at the convention in Chicago. They were close 
 friends until the time of Mr. Taplin's death. 
 
 Robert Craig, in the early days of the society's existence, took a special in- 
 terest in its affairs, as indeed he has done ever since. My acquaintance with 
 Mr. Craig dates back to the memorable time when I applied for his line of palms. 
 His easy and amiable manner won me completely at first sight. I had heard of 
 Mr. Craig before. His reputation long preceded my personal acquaintance with 
 him. At the time I met him, he was still in the full vigor of manhood, clear cut 
 in his remarks, and to the point, impressing one that here was a man who did 
 not waste any words but whose every word carried weight. Mr. Craig, though 
 rather careless in dress, is a man whose face once seen is never forgotten. He 
 has the noble cast of head and features that we associate with the old Roman 
 emperors, and that leads one to expect at once a mental capacity that is out of 
 the commonplace. Mr. Craig's appearance indeed does not belie his mind; he is 
 not only an able horticulturist, but a scholar as well. Mr. Craig has all his life 
 been a student of philosophy and a great reader; and while he can tell you what 
 is the best kind of fertilizer for a certain kind of plant, or what temperature is 
 required for another kind, he can talk very intelligently, too, on all sorts of ques- 
 tions outside the field of his own special business. But that doesn't by any means 
 intend to say that Mr. Craig has any artificial ideas about "dignity." When it 
 comes to a frolic of any sort, he can be counted upon to be the life of the party. 
 Mr. Craig has a good-sized repertoire of charming old songs, and it is a. never- 
 faihng pleasure when he can be induced to give them. Not that he takes very 
 much inducing, either; he is whole-souled and spontaneous, and always ready to 
 contribute to the entertainment of his colleagues in horticulture. 
 
 The annual conventions of the S. A. F. and O. H. are indeed a source of 
 great pleasure to its members everywhere, and are looked forward to with much 
 enthusiasm. Entertainment features are being carried on on a more and more 
 elaborate scale every year, though in this respect it might be well for the society 
 to abstain from over-indulgence. I have often heard remarks that such elaborate 
 entertainments are burdensome to a good many cities. Since no city wants to be 
 outdone by another, quite a number seem rather reluctant to extend the invitation. 
 If I may make a suggestion while on the subject, it would be well for the society 
 to map out its own program, including all the entertainment features in store, and 
 bear the cost itself. The Carnation Society has already recognized the wisdom 
 of such procedure ; its annual banquets, given during its conventions, are paid for 
 by each individual member wishing to attend the feast. Another feature might 
 be mentioned in connection with this, and that is the feasibility of curtailing the 
 sporting features of these occasions. Not that I deplore sport as such, but 
 it seems to me that too much prominence is given this part, to the detriment of 
 the chief object of the conventions. After all, it is a trade organization, and as 
 
On the Track of an Independent Business 35 
 
 such it must never lose sight of its real purpose. When sessions are in progress, 
 a full attendance should be in order. Subjects of general interest should be 
 presented and fully discussed. The trade exhibitors, who undertake a great deal 
 of trouble and expense in making their exhibits, should be considered and given 
 the opportunity to do business during the few days that the convention lasts. 
 There should be no outside attractions sanctioned by the officials that prove detri- 
 mental to their interests. I have heard many an exhibitor vow time and again 
 that this is his last ; fortunately as a year passes his rancor dies down, and he 
 appears again. Without the trade exhibits, I question if the conventions would 
 be nearly so successful. 
 
 Our society should follow the example of the nurserymen's association, the 
 fruit growers' association, the canners' association, and many other strictly trade 
 associations, having for their object the promulgation of trade interests for the 
 benefit of all their members. I am heartily in favor of setting a day aside for 
 entertainment and sport; but I question the wisdom of taking up one afternoon 
 with bowling, a second with clay-pigeon shooting, and a third with baseball and 
 automobile rides through the town. As in the case of the individual, with the 
 society it should be business before pleasure, if the best results are to ensue. 
 
 The S. A. F. and O. H. is responsible for the organization of the numerous 
 florists' clubs throughout the country. The latter indeed seem to be offspring of 
 the mother society. The good that these clubs have already accomplished is a 
 sure indication of the great benefits that will come to each member if he remains 
 loyal to his organization and does all within his power to promote the interests 
 of the whole. I have attended meetings of many of these clubs, upon many occa- 
 sions, and I know whereof I speak when I say that "in union there is strength." 
 Is there any better place to discuss the subject of supply and demand, the subject 
 of prices, the merits of plants and cut flowers, than a florists' club? If John 
 Smith is accustomed to sell his four-inch Geraniums at ten cents per plant, or 
 three plants for a quarter, and carry on this low scale of prices all along the line, 
 in the end wondering how it happened that he did not save sufficient money to 
 pay last year's coal bill or bulb bill, a progressive member of the florists' club, 
 who pursues a diff^erent method, can give Mr. Smith the benefit of his experience 
 by which he not onlj' meets all bills but has a tidy little surplus in the bank. If 
 Mr. Brown has a badly affected lot of Lilies, short and belated, he is apt to find 
 out at the florists' club from a brother member the cause of his troubles, and the 
 remedy. The florists' clubs are great organizations indeed. The smaller towns in 
 various sections of the country are falling into line with the larger ones in this 
 respect. Many florists' clubs and State florists' associations are springing up from 
 time to time. 
 
 Playing the Carnation Game Again 
 
 My sad experience with the Nelson Carnation, though discouraging for awhile, 
 did not deter me from playing the Carnation game again. It was about 1900 that 
 I first met Fred Dorner and his two sons, Fred, Jr., and Theodore. I had long 
 heard of Mr. Dorner as the father of the American Carnation. He introduced 
 numerous varieties, long since gone and forgotten, which in their day were grown 
 extensively by every Carnation grower throughout the country. Indeed the names 
 Dorner and Carnation were synonymous. There were other Carnation hybridizers, 
 such as Simmons, of Geneva, N. Y., William Swayne, of Kennett Square, Pa., 
 John Breitmeyer, of Detroit, Mich., and a few others; but Mr. Dorner was a 
 specialist of the Carnation, and not only was he a specialist, but a lover of the 
 Divine Flower as well. 
 
 When I met and introduced myself to Mr. Dorner, his kindly benevolent 
 manner sufficed to reassure me as to the result of the object of my call. I wanted 
 
36 ' Thk Takes of a Travklf.r 
 
 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 busi- 
 ness 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 unhesi- 
 tatingly 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 sales- 
 man 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 j'our 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 
 
On the Track of an Independent Business 37' 
 
 successful Carnation grower, I could see no reason why he should fail with 
 Lady Bountiful. Here my enthusiasm and my faith came in good stead. I sum- 
 moned all my powers of persuasion, determined to convince the man that he 
 stood in his own light, that I meant well, and that he need not hesitate for a 
 moment to give me his order. I can almost recall the argument at this minute. 
 
 "Lady Bountiful," I said, "is the best white Carnation, the most prolific va- 
 riety that Dorner or anv other introducer has ever put on the market. While I 
 want your order, I would not have it if there was a profit ten times the amount 
 involved, if I had the least doubt about the merit of the variety. In fact, I would 
 not lend myself to any scheme calculated to deceive the grower; neither would 
 Mr. Dorner. My object in calling upon you is not to sell you a few things and 
 bid you good-bye forever, but to gain your confidence as well, so as to be able to 
 call upon you again and again and to sell you more things in the future. Now 
 
 let me assure you, Mr. X , that what I am telling you is the absolute 
 
 truth. And furthermore," I concluded, "if the variety should prove worthless to 
 you, taking into consideration that you know how to handle Carnations, I will 
 refund you your money without any question." 
 
 I could see I had made an impression. The man relented, and gave me an 
 order for five hundred cuttings. His success was as I had predicted. Lady Boun- 
 tiful was a bountiful variety to him. He grew it for years afterward, long after 
 Mr. Dorner had discarded it himself ; and the confidence which I had thus in- 
 spired in him has never waned. I sold him in later years numerous other varie- 
 ties, some perhaps that did not suit his soil, and were not altogether satisfactory; 
 and though he may have questioned my judgment at times, I am quite sure that 
 he never questioned the honesty of my intention. 
 
 The History of Fiancee Carnation 
 
 Other varieties followed each other in quick succession. I handled them all, 
 selling quantities of each ; and with but rare exceptions Dorner's varieties were 
 profitable wherever grown. One of the exceptions I refer to was the famous 
 Fiancee, a product of Dorner, but introduced by the Chicago Carnation Company 
 of Joliet, 111. The history of this sensational Carnation is undoubtedly remem- 
 bered by every grower. Mr. Dorner himself would never have introduced it as 
 a commercial variety. The tempting sum offered him he accepted with reluctance. 
 I clearly remember the deal. A vase of this most magnificent flower was brought 
 to Chicago. Its appearance created a sensation among the Carnation growers, the 
 like of which had never been known before. The late Jimmie Hartshorn was as 
 gleeful as a ten-year-old in acquiring a new toy when he took possession of the 
 Fiancee. It was something indeed to startle the world. To be sure, the Carna- 
 tion growers were startled. Mr. Hartshorn was to put a half a million cuttings 
 on the market, at least that many. For a year prior to its debut, flowers were 
 sent to every exhibition. The Carnation growers, even the older men of the trade, 
 became interested, some quite enthusiastic. I saw my opportunity, and I must 
 confess here that like Mr. Hartshorn himself I was ensnared by the beauty of the 
 variety and blinded to its shortcomings. I pushed it for all the traffic would bear. 
 A month later I had the sale of ten thousand to my credit. Another month, and 
 my sales had doubled, then trebled, and quadrupled. In fact, the variety sold 
 itself, without any special effort on my part. It was the customary thing to re- 
 ceive letters as follows: 
 
 "You have my order for 500 Fiancee, for January delivery. Please make it 
 a thousand, and see that I get good stock and in due time." 
 
 Those who ordered a thousand doubled and trebled their orders. Thus time 
 passed on. 
 
38 The Tales of a Traveler 
 
 During the Summer months I paid a few visits to Joliet to see for myself 
 how the stock was coming on. I found Mr. Hartshorn in high spirits. Everything 
 was coming along splendidly, no need worrying about it. Why, Fiancee was a 
 wonder, a wonder indeed ! Poor man, he never suspected for a moment what 
 troubles his "wonder" had in store for him. 
 
 Another Carnation Failure 
 
 January came. There was a scramble for the cuttings from all growers 
 everywhere, each one expecting his stock ordered a year before. But alas, there 
 were no cuttings in sight. Letters became more frequent and more urgent ; some 
 buyers insisted upon getting their stock immediately without threats ; others ac- 
 companied their demands with threats to withdraw all their future trade from me. 
 Here was a dilemma that I had to face. A second Nelson, only somewhat more 
 complicated. 
 
 I wrote to Mr. Hartshorn, at one time imploringly, at another almost threat- 
 eningly, enclosing my customers' letters to prove to him how dire was the situa- 
 tion in which I was placed. But all my communications were met with silence. 
 I wired. At last a letter came. With trembling hands I opened the envelope, and 
 found the following: 
 
 "Don't tell us of your troubles. We have plenty of our own." 
 
 My heart sank. But rising to the occasion, I decided at once to make a trip 
 to Joliet. I arrived early in the morning, and immediately made my way to the 
 establishment of the Chicago Carnation Company. Jim Hartshorn was not as 
 yet in the office. I could see a pile of letters strewn about his desk, which I sur- 
 mised had considerable to do with the ill-fated Fiancee. I went through the green- 
 houses and learned that the "blame thing" was a mighty poor rooter, and that 
 Fiancee in general was not what it was cracked up to be; that they split "like the 
 devil," and had many other attributes unworthy of a "wonder." 
 
 Mr. Hartshorn came in. I took him to task ; but poor man, he looked so 
 forlorn and dejected. He began to unfold to me a tale of woe that could not but 
 awaken my sympathy for him. But something had to be done. I had a few 
 especially urgent customers on the list, who wanted their stock, as it were, "dead 
 or alive." I told him about it ; and if he could give me enough cuttings to satisfy 
 those insistent ones, I would be grateful to him for the rest of my natural days. 
 Furthermore, I was ready to give him a check for all the stock he could give me, 
 right on the spot. Jimmie accepted my proposition. Yes, he had a batch of cut- 
 tings that looked quite promising, a batch of about ten or twelve thousand, ready 
 to be taken up now. And although he promised this stock to another house that 
 kept after him without any let-up, he would let me have them. I was glad I had 
 made the trip. 
 
 After glancing through a few of his letters he cast them aside as something 
 unworthy of notice and asked me to accompany him to his club. There we sat 
 for the remainder of the day, alternating drinks with sandwiches, and telling each 
 other tales of woe in our experience with Carnation cuttings. 
 
 Jim Hartshorn told of many experiences with Carnation cuttings and of the 
 failure of Fiancee in particular. Among other things Mr. Hartshorn told me that 
 the letters he received daily, taking him to task for the non-fulfilment of his 
 promises, would suffice to break down a Sandow in physique or a Bismarck in 
 iron will power. 
 
 "Why," . he concluded, "the people are crazy ! Can't they understand that 
 Fiancee is a disappointment to me? Why don't they shut up and let up, instead of 
 hounding me to death? Let us have another drink and drown our troubles." 
 
 A few other drinks were swallowed before we parted, never to meet again. 
 
Ox THE Track of an Independent Btsinkss 39. 
 
 For in the Summer of that year Jimmie Hartshorn, the genial Jimmie, so much 
 beloved and so well thought of by all his friends, died from the effect of an 
 operation. Some of his closest friends claim that Fiancee was in a great measure 
 a contributing cause of his illness and untimely demise. 
 
 There was a humorous side to the situation. There are very few situations 
 in life, happily, that have not their humorous side. For months thereafter I was 
 constantly receiving letters from my florist friends to the effect that a rival con- 
 cern that had ordered Fiancee through another agent had received cuttings 
 long ago, and that they were sorry they had not entrusted their orders with the 
 other agent, a lesson well worth remembering. But meanwhile the other "agent" 
 had similar letters regarding his unreliability, that orders entrusted to Skidelsky 
 were delivered, that they were sorry, etc., etc. Furthermore, the grower who 
 received his cuttings congratulated himself on his good fortune, while his seem- 
 ingly less fortunate brother florist bewailed his ill-luck in not getting his. The 
 following year the tables were turned; the man in possession of Fiancee wished he 
 had never had them, while the other fellow jubilated that he had escaped. 
 
 I continued to handle Dorner's Carnations, and am doing so to this very day. 
 My relations with Fred, Jr., and Theodore prior to and since their father's demise, 
 have been of the friendliest nature. They follow in their father's footsteps in 
 sturdy upright business principles, and it is a pleasure at all times to have dealings 
 with them. 
 
 The demand for new and better varieties of Carnations became widespread. 
 The most conservative growers, men who thought that the Lizzie McGowan and 
 Scott were good enough for their purpose, began to realize that their patrons 
 wanted flowers of a better grade. The demand had to be met. 
 
 Richard Witterstaetter Introduces Evelina, Estelle and Adonis 
 
 Richard Witterstaetter of Cincinnati was already known to a wide circle of 
 growers as a careful and painstaking hybridizer. About 1896 he introduced Evel- 
 ina, a white and most productive variety, one that promised well at the outset. 
 Unfortunately, however, it did not fulfil its promise. A few years later, he intro- 
 duced Estelle, a scarlet variety, which regardless of its minor faults, behaved splen- 
 didly in many sections. 
 
 Then came Adonis, one of the most beautiful scarlet varieties up to that date. 
 When E. G. Hill and Robert Craig purchased the stock from Mr. Witterstaetter, 
 the growers, so to speak, "sat up and took notice." It was the consensus of 
 opinion that Adonis would replace the scarlet varieties that were growing at that 
 time. But in this case, too, far from replacing such varieties as Estelle, Crane, 
 and others, Adonis proved a failure. Some contended that the stock, after it 
 left its original place, was overfed and overpropagated. At any rate, the life of 
 Adonis was of short duration. 
 
 Cardinal Carnation 
 
 About 1904, the late William Murphy of Cincinnati, and the late J. Hartshorn, 
 representing the Chicago Carnation Company, purchased the stock of Cardinal, 
 a scarlet variety, from Richard Witterstaetter. The Cardinal was indeed one of 
 the finest Carnations of that time; and in point of color there is nothing today to 
 equal it. On Mr. Witterstaetter's place it was simply ideal. But Mr. Witter- 
 staetter had a number of other seedlings on hand, and realizing the tremendous 
 responsibility involved in the dissemination of a Carnation he thought it wise to 
 sell the stock. The late Mr. Murphy, who had already embarked in the wholesale 
 commission flower business, found it necessary to dispose of his share in order 
 
40 The Tales of a Traveler 
 
 to give his own business the undivided attention it required. He offered his share 
 to Mr. Hill and myself, and we purchased it. 
 
 Thus three partners, namely, the Chicago Carnation Company, E. G. Hill, 
 and I, undertook the introduction of Cardinal. The sale, though not very exten- 
 sive, proved nevertheless quite satisfactory and the variety itself was by no means 
 disappointing in many quarters. 
 
 Other Introductions by Mr. Witterstaetter 
 
 A few years later. Aristocrat was introduced by Mr. Witterstaetter; and this 
 variety Mr. Hartshorn bought outright. He did not live, however, to see its in- 
 troduction. He died four months prior to its dissemination. 
 
 The introduction of Afterglow, by Mr. Witterstaetter himself, was perhaps 
 the most successful of his undertakings. Afterglow did well in many places, and 
 especially so in the New England States. 
 
 One of the things I could never understand is the fact that a Carnation be- 
 having remarkably well in its own habitat should act so differently with other 
 growers. Were this a general rule, the thing could be easily understood. While 
 Mr. Fisher's and Mr. Dorner's varieties, with but rare exceptions, did well not 
 only in this country but in many parts of Europe as well, most of Mr. Witter- 
 staetter's varieties seemed to act in an opposite way. With the exception of 
 Estelle and Afterglow, all the other varieties he introduced did not fulfil their 
 promise. 
 
 A more honorable, painstaking, careful hybridizer it would be hard to point 
 out. In fact, Mr. Witterstaetter perhaps is too critical for his own benefit. He 
 has several varieties on his place today that would unquestionably prove a great 
 acquisition if he were to put them on the market. Many growers and experts have 
 urged him to do so. But Mr. Witterstaetter refuses. He wants to be absolutely 
 sure, and he carries caution to the uttermost limits. But there is no question in 
 my mind that his new seedlings are well worthy of trial by every grower. I have 
 seen a good many varieties in my day, and I think I may safely say that I have 
 learned to know a good thing when I see it. 
 
 The popularity of Richard Witterstaetter himself — "Dick," as he is called by 
 his many friends — is not altogether because of his conscientious efforts as a 
 hybridizer. He is a prince of hosts ; he is always ready to put himself out to do 
 someone else a good turn; he has a ready sympathy for the other fellow's joys 
 and sorrows. 
 
 He has acted as a judge at the Carnation Society's conventions and has won 
 the admiration of all; for his judgment is always straightforward and impartial. 
 The S. A. F. and O. H. has no more loyal member than Mr. Witterstaetter. 
 Surely he deserves the affection felt for him by his fellow-florists ! 
 
 William Murphy and the White Carnation Output 
 
 The late William Murphy is another man that was held in great esteem by 
 his colleagues of Cincinnati, as well as by all others who came into contact with 
 him. I had known Mr. Murphy for twenty-six years, and from the time 1 met 
 him until the day of his death, my regard for him never diminished. It is no easy 
 matter for a wholesale commission man to satisfy both the consignor and the retail 
 florist; but Mr. Murphy possessed the happy faculty of reconciling both elements, 
 both finding him always strictly honorable in his dealings. He was a man not 
 easily discouraged, and not to be bull-dozed. He always stood his ground. An 
 incident worth relating is the following : 
 
 A few years ago Mr. Murphy actually cornered the white Carnation output 
 in Cincinnati for one day, when there happened to be an oversupply, and made 
 
Ox THE Track ok an Inhependent Business 41 
 
 the retailers pay a reasonable figure, in order to prove to the other commission 
 men that one must not yield to unreasonable demands. He knew that the demand 
 for the Carnations was normal, and perhaps above normal ; for there was plenty 
 of funeral work on that day. He also understood the trend of the retail florists, 
 and that is to buy as cheap as they can, especially when there is an abundance of 
 flowers. So when the retail men began to pile in and inquire what white Carna- 
 tions were worth, he told them two cents was the price. 
 
 "Two cents!" they expostulated. "You want too much money. I can get them 
 at So-and-so's for half." 
 
 "Do it," replied Mr. Murphy, calmly. "That is your privilege." 
 
 Realizing the need of teaching a lesson not only to the retail men but to the 
 other commission men as well, he sent out one of his men to purchase all the white 
 Carnations in sight, from every commission man in the town. Thus fortified, 
 Mr. Murphy was master of the situation that day. 
 
 As good luck would have it, he received a telegram from the South, ordering 
 several thousand white Carnations. When the retailers began to pile in, Mr. 
 Murphy's price rose half a cent more. There were expostulations and objections 
 on all sides. 
 
 "Why, you asked only two cents this morning!" 
 
 "That's right. But now they are worth more. You know flowers fluctuate. 
 Look at the order being packed for the South. Two and a half cents is the price — 
 and that's all there is to it." 
 
 The upshot of the thing was that by three o'clock in the afternoon, Mr. Murphy 
 was cleaned out of every white Carnation in the house; and the other commission 
 men unquestionably profited by the lesson. 
 
 The death of Mr. Murphy was a source of genuine sorrow to his numerous 
 friends throughout the country. He is succeeded by his son, Ray Murphy, who 
 bids fair to continue the success that his father began. 
 
 Introduction of the Lawson Carnation 
 
 The introduction of the Lawson Carnation marks a new epoch in the history 
 of Carnations in this country. Outside of the merits of the Carnation itself, and 
 I need not enlarge upon this subject, because it is so well known, the sensational 
 method with which it was introduced was an unmistakable innovation. Peter 
 Fisher, regarded as the latter day Carnation wizard of this country, supplied Gal- 
 vin & Co., the retail florists of Boston, with his output. Mr. Fisher had produced 
 seedlings before, but those were of local fame, and little known outside of New 
 England territory. The Lawson Carnation sprang into pre-eminence, not only in 
 this country, but throughout the civilized world wherever Carnations are culti- 
 vated. And this is how it came about : 
 
 Mr. Galvin handled his new seedling. Its color, size, and keeping qualities 
 appealed to him. It was not as yet named. A Carnation of this sort was worthy 
 of a name befitting its excellence. There was Thomas W. Lawson, a man of wide 
 reputation, wealthy, aesthetic in his taste, and a personal friend of Mr. Galvin 
 himself. A capital idea ! This seedling should be christened "Mrs. Thomas W. 
 Lawson." It further occurred to Mr. Galvin that in addition to handling the 
 blooms in the retail business, he might as well have the control of the output of 
 rooted cuttings. This idea was still in the mind of Mr. Galvin when the Chicago 
 Carnation Company became aware of the Boston sensation. J. D. Thompson, who 
 was at that time general manager of the Chicago Carnation Company, called a 
 council of the directors ; and it was decided to purchase the stock from Mr. 
 Fisher and transfer it to Illinois soil. Down to Boston Mr. Thompson came. 
 
 J. D. Thompson soon found Mr. Peter Fisher. A proposition, the nature of which 
 
42 The Tales of a Traveler 
 
 I cannot exactly tell, was made to Mr. Fisher, and after some consideration Mr. 
 Fisher was about ready to accept it. One fine afternoon, when Mr. Fisher and 
 Mr. Thompson were going to close the deal, a messenger appeared at the hotel 
 with an urgent request that before doing anything in the matter Mr. Fisher see 
 Galvin and Lawson. J. D. Thompson was reluctant to part with Mr. Fisher before 
 the deal was closed, but there was no alternative. That very evening the trans- 
 action was consummated, not between Mr. Fisher and the Chicago Carnation 
 Company, but between Mr. Fisher and Galvin. Disappointed and discouraged, 
 Mr. Thompson returned to his home in Illinois without the Mrs. Thomas W. 
 Lawson. 
 
 Thirty Thousand Dollars for a Carnation 
 
 The plan conceived was a novel one. This seedling was to be put on the 
 market with great fanfare of trumpets. First of all the Associated Press must 
 take it up, as a great and important piece of news, worthy of heralding. Columns 
 upon columns of Lawson matter appeared in the daily papers throughout the 
 country. Was it ever heard or even dreamed of that a financier like Mr. Lawson 
 should pay thirty thousand dollars for a Carnation? It was startling, sensational 
 in the extreme. Not only had the general public been taken in with such a news 
 item, but the florists themselves were sitting up and taking notice. A Carnation 
 that could bring in thirty thousand dollars was worthy to be exhibited. Orders 
 came thick and fast to Mr. Galvin for blooms. Mr. Galvin was in nowise slow 
 to respond to such calls, and any florist wishing blooms could readily have them 
 at five or six dollars per dozen. But price or no price, the progressive florists 
 had to have them in their window, in order to satisfy their curious customers who 
 read all about the thirty thousand dollar Lawson Carnation in the newspapers. 
 
 Thus the success of the "Lawson" was instantaneous. When the cuttings were 
 put on the market it was not so much a question of how many could be sold as 
 it was a question of how many could be produced. Every grower, large or small, 
 wanted it. In Boston, Galvin's window was a center of attraction. People kept 
 gazing at the blooms, wondering how in the name of good sense any man could 
 pay thirty thousand dollars for a Carnation. The curiosity aroused was general. 
 Even newsboys and working girls and working men talked about the sensational 
 "Lawson." A rival of Mr. Galvin's, I recall, conceived the idea of playing a trick. 
 Why let Mr. Galvin have all the glory and all the benefit? Couldn't he just as 
 well fool the public, without doing any especial harm? There was the "Francis 
 Joost," a beautiful pink Carnation that could well deceive the uninitiated. So one 
 fine day there appeared a beautiful vase of Francis Joost in the florist's window, 
 with a conspicuous card, "Mrs. Lawton, the great Carnation of today." 
 
 His trick, however, did not last long, for Mr. Galvin took the matter to court ; 
 and as the deception was so obvious, the court imposed a fine of a hundred dol- 
 lars, with a warning to abstain from such tricks in the future. 
 
 The Lawson indeed proved to be a great Carnation, free, sturdy, with splen- 
 did lasting qualities ; it was grown everywhere here and in Europe with great 
 success. While Carnations have appeared since that are ahead of it, for a number 
 of years the Lawson was the standard among growers. So well known was it 
 before it was introduced to the general trade, that people would often come into 
 florists' shops and ask for the Lawson Carnation. One day a young man from 
 New York entered Niemeyer's store, in Erie, and asked if he had a Lawson Car- 
 nation to sell. 
 
 "The Lawson?" interrogated Niemeyer. "Why, we haven't got the Lawson." 
 
 "Oh, you're not in it at all," rejoined the young man. 
 
 "What color is the Lawson?" asked Mr. Niemeyer. 
 
 "It comes in all colors," was the reply. 
 
On the Track of an Independknt Business 43 
 
 It may have seemed humorous at the time, but the fact of the matter is that 
 the young man predicted, though unconsciously, what actually has come to pass; 
 for the Lawson has sported into a white, red, variegated, and two or three shades 
 of lighter pinks. The well-known Winsor itself is to this day believed to be a 
 sport of Lawson. 
 
 Success of the Lawson Carnation 
 
 The introduction of the Lawson, as I said before, marked a new epoch in the 
 history of the American Carnation. The old William Scott was no longer the 
 standard among the growers. It had served its time, and served well. It was now 
 the Lawson that every grower turned his attention to. But other good varieties 
 were in sight. The advent of Enchantress was hailed with especial pleasure, for 
 its delicate color and size of bloom marked it distinctly from any variety that had 
 ever appeared. 
 
 Peter Fisher's Enchantress, Beacon and Benora 
 
 About a year or two prior to the introduction of Enchantress, J. D. Thompson 
 had severed his connection with the Chicago Carnation Company and had em- 
 barked in business for himself under the name of The J. D. Thompson Carnation 
 Company. It was Mr. Thompson's good luck to purchase the entire stock of 
 Enchantress from Peter Fisher, and a mighty profitable deal it proved to him, 
 and to put it on the market. 
 
 Peter Fisher, as I have already said of him, has become the latter day Car- 
 nation wizard. His introduction of these two splendid varieties has made him 
 famous among Carnation growers everywhere. In fact the names of Dorner and 
 Fisher conjured up in the minds of the Carnation growers, as they do to this very 
 day, meritorious varieties well worth trying. Peter Fisher, as everybody knows 
 him, is a man who boasts but little of his achievements. He lets his own work 
 speak for itself. Nor is he a man who has ever evinced any signs of enthusiasm 
 in his manner. He is cold in his attitude, rather reserved, though in many ways 
 outspoken, yet at the same time a man whose honesty of purpose and absolute 
 integrity in business transactions are not to be questioned for a moment. During 
 one of the Carnation shows in Boston, a number of growers went out to his place 
 at Ellis to view Beacon, at that time not yet on the market. Mr. Fisher took 
 us through the place, and to the surprise of everybody, rather than expand upon 
 its merits, he began to point out the faults of the variety. It was an orange red, 
 inclined to fade in the hot weather; its color was by no means ideal; but, he 
 concluded, it was a producer, a variety that would yield the blooms and bring 
 money to the grower. Beacon has long since verified all of Mr. Fisher's claims 
 about it. Beacon has held out longer than any red Carnation, maintaining its 
 reputation to this very day. 
 
 Several years after the advent of Beacon, Mr. Fisher introduced the Benora, 
 a splendid variegated variety, well known to every grower. Among the growers 
 who went out to view it, there was a prominent man who was now and then 
 inclined to resort to a "bracer" by way of a drink. Since Air. Fisher never volun- 
 teered to "set 'em up" — ^Mr. Fisher is a teetotaller — the grower aforementioned 
 asked him if he knew of a place in the neighborhood where cocktails or highballs 
 were to be had. 
 
 "If you are thirsty, Mr. X ," rejoined Mr. Fisher, "we can readily 
 
 accommodate you. Here is the dipper and there is the pump. Drink all you can 
 hold — and it will do you more good than a cocktail." 
 
 The pump, if I remember rightly, was not tapped at that moment. 
 
44 The Tales of a Traveler 
 
 Carnation Boston Market 
 
 On one occasion I happened to be in Utica, N. Y., at a florists' meeting. 
 A small Carnation show was in progress at the club room. Among the Carnations 
 shown was the Boston Market, which Mr. Fisher at the request of the club had 
 sent in. There were a number of the growers favorably impressed with the va- 
 riety, and ready to place orders. A general order amounting to about twenty-five 
 hundred was made up, and since I was there it was decided to let me have the 
 order. As my acquaintance with Mr. Fisher was very slight at the time, I mailed 
 him that order rather hesitatingly. (Boston Market antedates Beacon, which lat- 
 ter really commenced my business relations with Mr. Fisher.) I wrote him at the 
 same time to be sure to send the goods, and that if he saw fit to allow me a com- 
 mission on the sale, well and good, else to send it anyway, and I would forego 
 my commission. Since I undertook to fill the order, I felt that I was bound to do 
 so. In the course of a week or so, I received a curt letter from Mr. Fisher, to 
 the effect that the order had been sent, and that he was quite surprised to receive 
 it through me, since he never authorized me to take orders for him. Not a word 
 was mentioned about the commission. 
 
 When I met him a few months later, I referred to the subject (not to the com- 
 mission end of it, though.) 
 
 "You did not receive my first letter, did you?" he asked. 
 
 "I received your letter, yes," I answered. 
 
 "I know," he said, "but not the first one. Because the first one I tore up !" 
 
 I imagined at the time that the first letter, which he tore up, must have been, 
 to put it mildly, rather pointed. 
 
 When Beacon came on the market I was sure there would be great demand 
 for it, and I was determined to be on the ground floor with the variety. So one 
 day I took a train from Boston for Ellis, Mass. Mr. Fisher already knew who I 
 was, so any formal introductions were unnecessary. I stated the object of my 
 call. Yes, he could see no reason why he couldn't sell me any Beacon if I paid 
 him the scheduled prices, governed by quantity, of course. I knew I could use 
 twenty thousand, and so without hesitation I gave him my order for that quan- 
 tity. 
 
 I took my departure. On the following morning I received a letter at my 
 Boston Hotel, which ran as follows : 
 
 "I have booked your order for twenty thousand Beacon, for January delivet-y, 
 terms cash in advance." 
 
 Since my faith in Mr. Fisher himself, no less than his variety, was unshaken, 
 the "cash in advance" terms proved no deterrent to the transaction. In due course 
 of time Mr. Fisher had his checks in advance, and my customers had their excel- 
 lent rooted cuttings. 
 
 I have dealt with Mr. Fisher time and again since, our business transactions 
 amounting to thousands of dollars. But never has Mr. Fisher asked me for cash 
 in advance since that time. My confidence in him became reciprocal ; our business 
 relations have been pleasant, and my visits to Ellis are always one of the agree- 
 able features in my trips through New England, personally as well as from the 
 business standpoint. Mr. Fisher is today one of my most esteemed friends among 
 the trade. 
 
 More About Enchantress 
 
 But let us return to Enchantress. No sooner had Mr. Thompson announced 
 the consummation of his deal with Mr. Fisher than orders began to come to him 
 thick and fast from every section of the country. I undertook the task of helping 
 disseminate it, as many other dealers did; and it was a profitable task indeed. 
 
On thk Track ok an Indepf.ndrnt Businks^ 45 
 
 No order I took among my customers was complete unless it contained Enchan- 
 tress cuttings. True, the monetary consideration played a large part; but outside 
 of that, I felt enthusiastic about the Enchantress myself. Consciously or uncon- 
 sciously, I had arrived at the conclusion that here was a factor that would go a 
 good way toward the uplift of floriculture in our country. I felt that I was one 
 of the men exerting themselves toward that uplift. Business has other compensa- 
 tions than the profits that one counts in money; there is a genuine satisfaction in 
 doing part of the constructive work in the growth of an industry. The Enchan- 
 tress variety, with but very rare exceptions, has proved a profitable investment to 
 every grower everywhere. The few exceptions at the time were among the 
 smaller growers who never grew any varieties profitably. In the long run, such 
 failures die not count. 
 
 White Sports 
 
 Like the Lawson, the Enchantress soon began to show its sporting proclivities. 
 A few years after its introduction, there appeared several white sports in various 
 sections of the country. F. R. Pierson, of Tarrytown, N. Y., had one of a creamy 
 shade. Mr. Benson, of Denver, Col., had one of a pure white. So did Thomas 
 Browne, of Greenfield, Mich., and the late A. C. Canfield, of Springfield, 111. 
 White Enchantress, like the original variety, was greatly in demand the first year, 
 and for a few years thereafter; so much so that the demand was far in excess of 
 the supply. 
 
 Rose Pink Enchantress 
 
 About 1904 another sport of the Enchantress appeared. It was a beautiful 
 shade of pink; and it was I who had the privilege of christening it Rose Pink 
 Enchantress, a name by which it became known to the trade. The Rose Pink 
 Enchantress first made its appearance upon B. Schroeter's place in Detroit, Mich. 
 Mr. Schroeter spoke to me about it a year or two prior to its introduction. He 
 was not quite sure whether or not he would put it on the market at all, but if he 
 decided to disseminate it he would give me a chance at it. One day in December, 
 1904, I received a letter in Philadelphia from Mr. Schroeter to the effect that he 
 had decided to put Rose Pink Enchantress on the market, that his stock was 
 rather limited, and that if I intended to handle it to advise him immediately, as 
 another house was after it. 
 
 Certainly I wasn't going to let any such opportunity slip through my fingers. 
 Acting on my first impulse, I wrote an advertisement for the trade papers, setting 
 forth to the best of my ability the various good points about the variety, as well 
 as the advantages of growing an Enchantress of a much deeper color than the 
 original. Then a thought flashed through my mind which made me change my 
 first intention. A sport of Enchantress in a limited quantity should sell readily 
 without especial advertising. In fact, I calculated, it would be really a question 
 whether Mr. Schroeter could supply enough cuttings to meet the demand. So 
 instead of advertising it broadcast, I decided to write a few letters to growers 
 who I knew would be interested, in view of the great success they had made with 
 the original Enchantress. I enlisted the services of my daughter in making copies 
 of the letter that I concocted. She had aspirations at the time toward a college 
 education; and I told her half jestingly that Rose Pink Enchantress was going to 
 send her to college. It did. 
 
 I sent a number of these letters out, and the answers came promptly. To be 
 sure, they wanted it. One grower, Thomas Joy of Nashville, wrote me to put 
 him down for one thousand, and that should I come across any good sports 
 of Enchantress to be sure to bear him in mind. 
 
46 The Tales ok a Traveler 
 
 "What d t)ity," I thought later, "that Mr. Schroeter has not worked up a 
 stock tenfold what he has to offer ! We could have sold every cutting." 
 
 About the beginning of March, orders came in so thick and fast that we 
 were at our wits' end to fill them. Numerous checks and post-office money orders 
 had to be returned. To the credit of Mr. Schroeter be it said, he grew the stock 
 most carefully ; for not only did he have no complaints, but he had many compli- 
 mentary letters, a thing so encouraging to every Carnation disseminator. 
 
 B. Schroeter, the Grand Old Man of Detroit 
 
 Mr. B. Schroeter, whom I have known since my first visit to Detroit during 
 the Fall of 1889, may be called the "grand old man" of Detroit. He is today 
 seventy-six years of age, but years do not seem to count with him. His activity 
 in his own business and his keen interest in things in general seem to have light- 
 ened the burden of old age, in his case. Six years ago, upon his seventieth birth- 
 day, the Detroit florists in a body tendered him a banquet, and presented him with 
 a suitable token of their esteem and admiration. This incident goes to prove in 
 what esteem Mr. Schroeter is held by his brother florists in Detroit. I have yet 
 to meet a man who would speak of Mr. Schroeter in any but the highest terms ; 
 and it is no surprise that it should be so. My own experience with him has been 
 of the friendliest nature ; and it is always a source of great pleasure to me to call 
 upon "the grand old man" and talk to him on all sorts of topics. For Mr. Schroe- 
 ter is a well-posted man, and a voracious reader of the German classics, such as 
 Goethe and Schiller, some of whose masterpieces he almost knows by heart. It is 
 also an inspiration to a younger man to hear him plan things for the future. Here 
 is a man of seventy-six living as if he had his whole life before him. You never 
 hear him refer to the past as "the good old days." On the contrary, his general 
 attitude is that of Robert Browning — 
 
 "Grow old along with me — 
 The best is yet to be." 
 
 Rose Pink Enchantress proved a profitable undertaking, not only the year of 
 its dissemination but the second year as well. 
 
 My enthusiasm for the Carnation end of my business kept on growing in 
 proportion with my faith in the future of floriculture in general. Among my 
 friends I became known as a Carnation specialist, and although I never grew a 
 Carnation in my life, many a grower often extended me a hearty welcome because 
 he thought I could give him pointers that might be of value to him. I remember 
 one case when a dispute arose between two rival disseminators as to the merits 
 of two respective seedlings, both red. Along with the few prominent growers who 
 were invited by one of these disputants to be his guests over Sunday, and see his 
 seedling for themselves, I was asked to come. My reputation extended even be- 
 yond our own borders, for I often had letters of inquiry and orders from Canada 
 and England. Some of the most conservative growers in our own country would 
 often consult me before investing in a variety. I was proud of this fact, because 
 it proved to me that my sincerity of intention was not questioned and that I 
 inspired these men with faith in my judgment. Unfortunately my judgment was 
 not always correct ; but is there a man in any line of endeavor who is absolutely 
 infallible? If I have erred at times in my judgments, I have never wilfully or 
 with malice aforethought misrepresented any article. It is one of the most valued 
 compliments I have ever received, that a certain grower remarked to my son : 
 "There's" one thing sure — if your father recommends a Carnation, I feel pretty 
 safe in assuming it's a good thing. And if by any chance it isn't, I know he's 
 been fooled about it himself." 
 
 I think most of my friends in the trade are equally sure that if a thing doesn't 
 
On the Track of an Independent Business 47 
 
 turn out all I predict for it, it is as much of a disappointment and surprise to me 
 as it is to them. This confidence which I think they have in my honesty of pur- 
 pose is one of the great compensations which I feel my business career has had 
 for me. 
 
 White Carnation Seedling Fred Burki 
 
 I was in quest of other good things, spurred on anew by the success of Rose 
 Pink Enchantress. John Murchic, of Sharon, Pa., had a white Carnation seedling, 
 which he named Fred Burki. That seedling looked good and promising. Grow- 
 ers in the immediate vicinity thought a great deal of it, more so in fact than did 
 Mr. Murchie himself, and were ready to place large orders. Mr. Murchie thought 
 I was the man to put it on the market, and so did I. 
 
 At the Detroit Carnation Show it was given a certificate of merit. It was a 
 clear road now toward launching another winner. I got ready for the occasion, 
 and in due time I introduced it. Unfortunately, the Fred Burki, unlike the man 
 after whom it was named, proved anything but popular. It seemed to be one of 
 those varieties that while behaving admirably at the introducer's place manifest 
 all sorts of unsuspected caprices when taken away from its first habitat. Fred 
 Burki Carnation did not last very long, and like many another variety of its kind 
 in the past it died a natural death, and was soon forgotten. 
 
 William Murphy's Carnation Delhi 
 
 Another variety which I undertook to introduce, conjointly with its hybridizer, 
 the late William Murphy, of Cincinnati, was the red Carnation Delhi. I had often 
 seen it during my visits to Cincinnati, and while it never impressed me as a great 
 improvement on existing varieties, I nonetheless saw some merit in it. Its pro- 
 ductiveness was one of its chief meritorious characteristics. It came into full 
 crop for Christmas, and continued blooming throughout the season and late into 
 the Spring and Summer, never losing its color. I thought, as did many growers 
 in Cincinnati (among whom was the late Max Rudolph, in whose judgment I 
 placed reliance), that there was room for Delhi. As the case proved in the end, 
 quite a number of growers were delighted with its habit. In the South especially, 
 it did well, and there are some who still consider it the best all around red Car- 
 nation for their purposes. 
 
 The Carnation Enthusiast, C. W. Ward 
 
 C. W. Ward, of Queens, L. I., is another Carnation enthusiast. He wrote a 
 book, "The American Carnation and How to Grow It," tracing the evolution of 
 the "Divine Flower" from its humble origin to its present stage of perfection. 
 He did much in a practical way for the improvement of the Carnation. He in- 
 troduced several varieties years ago, such as Maceo, Gomez, Harry Fenn, and a 
 white one whose name I do not recall at this moment, and in later years Mrs. 
 C. W. Ward, Alma Ward, and Matchless. These varieties were grown success- 
 fully in various parts of the country, and Mr. Ward became known as a success- 
 ful Carnation hybridizer. When the Carnation convention met at Washington in 
 1908, he had a particularly attractive white seedling. If I remember rightly, it was 
 Alma Struss, although I am not sure. Its size, substance, and perfect form at- 
 tracted the attention of every grower present. 
 
 The Carnation convention of Washington was not so successful in certain 
 ways as it might have been, though in others it proved to be a memorable one 
 to every grower that attended. William Gude thought it would be interesting for 
 the delegates to meet the strenuous Theodore Roosevelt, then still in the White 
 House. The suggestion of course was hailed without a voice of dissent. So on 
 
48 The Tales of a Traveler 
 
 the second day we departed in a body for the historic White House. A mag- 
 nificent vase of Mr. Ward's new white seedling was already there. We were 
 ushered into one of the large reception rooms, and arranged ourselves in a semi- 
 circle. It was the intention of Mr. Ward to present these flowers to Mr. Roose- 
 velt, and to tell him something of the history of the American Carnation. 
 
 Mr. Roosevelt soon appeared. If anybody had any intention of addressing 
 him, he soon learned that it was "no go." Mr. Roosevelt did all the talking. 
 I cannot recall what he said, for my attention was riveted upon the man himself. 
 I remember, however, that he turned to Master Herr, aged seven, who accom- 
 panied his father, with the words : "I am pleased to see so young a delegate 
 among you!" 
 
 Then came our turn to shake hands. We passed along in line, each receiving 
 a hearty handshake. I remember having formulated in my mind a suitable little 
 speech, but when my turn came the speech vanished into thin air. 
 
 William Craig, who preceded me, put a Carnation into Mr. Roosevelt's but- 
 tonhole, remarking: "Mr. President, they didn't treat you right! They should 
 have thought of putting a Carnation in your buttonhole. Permit me to do it." 
 
 Mr. Roosevelt smiled, and thanked him for the courtesy, saying : "Yes, that 
 was unpardonable, indeed !" 
 
 When Peter Fisher approached him, I noticed that he lingered for a few 
 moments, talking in his usual earnest manner to the President. I was interested 
 in what he might have told him, and later asked Mr. Fisher what the conversation 
 was about. 
 
 "Nothing much," said Mr. Fisher, "except that I told him how much I ad- 
 mired his backbone, whether or not I agreed with all his policies — that when I 
 get home I'll try to cultivate some of that backbone myself." 
 
 A year prior to the Carnation convention, namely, in 1907, the Rose Society met 
 in Washington. On that occasion, too, the members of the society met "the 
 strenuous one" in a body. A magnificent vase of the Richmond Roses was pre- 
 sented to him and Mr. Robert Craig, the "silver-tongued orator," was chosen to 
 make the presentation speech. Mr. Craig, as might have been expected, was equal 
 to the occasion. He told Mr. Roosevelt briefly the history of the American Rose, 
 and the progress it had made within the last few years. 
 
 "Up to within a few years ago," he said, in substance, "we depended upon 
 England, Ireland, France, and other countries for our Roses. But the time has 
 come when the American Rose grower will not only supply the needs of his own 
 country, but will send his Roses abroad. Here, Mr. President (pointing to the 
 vase) is the Richmond Rose, a magnificent specimen produced by a man of Rich- 
 mond, Ind." 
 
 Mr. Craig got no further. 
 
 "Is there anybody here from Richmond, Ind.?" interrupted the President. 
 
 Mr. E. G. Hill stepped forward. 
 
 "Do you know Mr. Folk, of Richmond?" asked Mr. Roosevelt. 
 
 "I know him very well indeed," replied Mr. Hill. "He is a friend of mine, 
 and almost a next-door neighbor." 
 
 Mr. Roosevelt then dropped the subject, and spoke to the delegates of things 
 American in general. And Mr. Craig was given no opportunity to finish his 
 speech. 
 
 It's a bad thing for anybody else to want the floor when Mr. Roosevelt is 
 around ! 
 
PART III. 
 
 Holding to the Straight Link — Friendships and Events 
 
 My travels continued season after season and year after year. And rather 
 than growing tired of my hard work, I came to take more and more pleasure in it. 
 I made many friends everywhere. There is hardly a town that I visit where there 
 are not some men in the trade whom I look forward to seeing with a great deal 
 of pleasure — men who have come to mean more to me than mere business ac- 
 quaintances. I can speak very warmly of the generous-heartedness of the florists, 
 many of whom have opened their homes to me in friendship and hospitality. 
 This very element of friendship has been a great stimulant to me in carrying on 
 my hard work — work which, to use the expression of a friend of mine, "would 
 break down an ox." 
 
 Answering Business Letters by Pen 
 
 One of my competitors used to remark that I "had an easy task of it," no 
 financial responsibility, and no overhead expenses. I was carrying on a business, 
 he said, with my office "practically under my hat." My hat, large though it was — 
 and I generally wear a 7% — was not large enough to carry my office. But I 
 had my office in my pockets, practically in every pocket of my clothes. There 
 were letters galore, which had to be answered. These letters would reach me at 
 whatever point I happened to be, by way of Philadelphia. My wife attended to 
 this end. After a hard day's work with the trade, it was a matter of every night 
 occurrence to take up the work of conducting my "office." Out of the pockets 
 would come the letters. I answered them by pen. All required immediate atten- 
 tion. Some were reassuring in their spirit; others anything but reassuring. Here 
 was a case of a man receiving a batch of cuttings in frozen condition. Of course, 
 I was to blame for it. The idea of sending him frozen cuttings for his good 
 money ! Others again found fault with Fuchsias that were packed in a manner 
 unbecoming to an experienced packer ; the plants thrown about the box in every 
 way, and the stock practically ruined. Still others would take me to task about 
 stock that should have been received two weeks before, and which had not as yet 
 arrived, would say that unless such stock were forwarded at once I should cancel 
 the order, and "we'll call it quits." It seems to be a quality of human nature to 
 jump at conclusions, and to readily affix blame, regardless of circumstances or 
 conditions responsible for the adverse turn of affairs. 
 
 One man, I recall (a man who, by the way, is one of my staunchest friends 
 today,) took me to task for disappointing him about four hundred Carnation cut- 
 tings which he was to receive about the middle of January, and which reached 
 him by the loth of February. I cannot exactly recall the words of his letter, but 
 the gist of it was, that it served him right; he might have known that I was not 
 the man to entrust an order of Carnation cuttings to, that had he ordered them 
 direct from the grower he was sure he would have received them by return of 
 mail. In this particular case, I made an exception from my general rule, which 
 was to appease a customer. I wrote him a much stronger letter than I thought I 
 was capable of, giving him a piece of my mind and assuring him that I could well 
 get along without his trade, and that in the future he should send all his orders 
 to whom.ever he saw fit. 
 
 And while on this point, it may not be amiss to say a few words about some 
 men in the trade, luckily in the minority, who deem it a wise business policy to 
 
50 The Talks ok a Tka\ei,er 
 
 find fault, to exact allowances, and often to demand duplicate shipments. Such 
 men are classed as "chronic kickers," and on account of them business becomes an 
 irksome task, to say nothing of its being unprofitable. If a few cuttings in a lot 
 should happen to be below the standard of excellence, the whole shipment, accord- 
 ing to their letters, is worthless. They will instruct you to make a shipment by 
 freight, and when the shipment reaches them in frozen condition they hold you 
 accountable for it. The fact that it might be the fault of the railroad company, 
 and that they might look for redress in that direction, never occurs to them. 
 The shipper must bear the brunt of it all. 
 
 If a shipment reaches them a few weeks later than the time specified, their 
 wrath knows no bounds. They will write you most scathing letters, charging you 
 with neglect of your duty, with a lack of interest in your own business, and what 
 not. 
 
 Cases of "Chronic Kickers" 
 
 I called on a man a tew years ago, with whom I was on very friendly terms. 
 It happened to be a cold Winter day; a snow blizzard was raging. I entered his 
 place about twelve noon, glad to find some protection from the elements, and to 
 thaw out. To my great surprise, the man came at me in this manner : 
 
 "I haven't got much time to talk business. I'm going to lunch. And besides, 
 I don't want anything." 
 
 I could scarcely believe my ears. I knew that there was something up, and I 
 wanted to know what was the cause of '.he trouble. After collecting myself, I 
 replied as gently as I could that I had not come to interfere with his lunch, nor 
 was it my policy to urge a man about business when he had none to give ; that I 
 hoped he had no objection to my hugging his stove, until I limbered up a bit. 
 
 "And anyway," I concluded, "you seem to have it in for me, for some reason ; 
 and it is only fair you should tell me what it is all about." 
 
 "Never mind," he said, "we'll not talk about it." 
 
 But I persisted, and would not let him go to his lunch until he told me wherein 
 I had been at fault. He finally told me that I had disappointed him about Be- 
 gonia Cincinnati ; that he expected the plants in June, and received them in August, 
 and that they were not at all satisfactory at that ; that he was through, with me 
 forevermore. 
 
 "Mr. X ," I said, "in so far as your future business is concerned, 
 
 you have the privilege of placing it where you please. I shall not urge you about 
 it. But let me reason out the matter with you, and put you in the right light. 
 Do you suppose for a moment that it pays me to travel, to incur traveling ex- 
 penses, to do hard work, with a view to disappointing my customers? Don't you 
 think that I'm the loser when things do not turn out as I expected? Do you 
 think that I am to blame if the season was unfavorable for Begonias, or if the 
 grower on whom I depended so much, and with whom I placed an order a year in 
 advance, for some reason neglected his plants, and thereby impaired the value of 
 his stock? Don't you think that it would have paid me far better if you had re- 
 ceived your plants on time and were now in a happier frame of mind than you 
 seem to be? And how would you like it if a customer of your own, one whom 
 you have tried to serve well season after season, had suddenly withdrawn his 
 trade because through no fault of your own you happened to disappoint him about 
 a porch box, a vase in the cemetery, or a bunch of American Beauty Roses which 
 you expected from Chicago, and which failed to reach you in time to deliver to 
 your customer? Don't you think, yourself, that such treatment would be unfair 
 to you?" 
 
 But Mr. X was adamant, and no reasoning could conquer his re- 
 sentment. I have ceased calling upon him. 
 
Holding to the Straight Line — Friendships and Events 51 
 
 Another instance was of recent occurrence. In February, 1916, I called on a 
 man in a town in the Middle West about seven in the evening. (The man, by the 
 way, died a few weeks after.) I happened to be friendly also with this man, 
 having known him since his boyhood days, when he worked for another florist in 
 that city. To my great amazement, he met me in a manner quite unlike that of 
 any previous meeting. He wanted to know the nature of my business, telUng me 
 right there and then that he had no time to waste nor any orders to give. I felt 
 that he had a grudge, but I would not be dismissed in this manner. I insisted upon 
 knowing what was the trouble. His "never mind" did not satisfy me at all. He 
 finally told me that a hundred four-inch Boston ferns which I had sent him a few 
 months before, and for which he paid, were far from satisfactory; that he had 
 expected better plants for the money, and was quite disappointed about the inferior 
 quality of the plants. 
 
 "Then, why didn't you write me?" I asked him. "I would have instructed 
 you to return the plants, and would cheerfully have paid the express charges." 
 
 "They are paid for now," he replied, "'and there's no use talking about it." 
 
 But I was not satisfied at all. I felt the humiliation of the position he was 
 placing me in, and i insisted upon extricating myself from it at no matter what 
 cost. That night, on my return to the hotel, I made out a check for ten dollars, 
 and mailed it to him, accompanying it with the following letter : 
 
 "Dear Sir : Enclosed please find my check for ten dollars, in payment for the 
 hundred Boston ferns which you purchased of me, and which proved unsatisfac- 
 tory to you. H you think that you are entitled also to the express charges on 
 that lot, please advise me, and I will mail you an additional check to cover same 
 by return of mail. I have traveled for the past twenty-eight years, carrying on my 
 business on a fair and square basis. It is my intention to continue doing so for 
 the rest of my business life. I want no man to be under the impression that I took 
 unfair advantage of him. 
 
 Very respectfully yours, 
 
 S. S. Skidelsky." 
 
 He acknowledged my letter promptly, thanking me profusely for the check, 
 apologizing for his manner of treating me, and promising me all sorts of business 
 in the future. 
 
 There are, of course, cases where a man is perfectly justified in making claims. 
 I do not mean to convey the idea that the man finding fault with stock is always 
 in the wrong. Not at all. But things could be easily adjusted to the satisfaction 
 of all parties concerned, without resorting to scathing letters and antagonistic 
 methods in general. Misunderstandings often arise without valid cause. A dis- 
 passionate letter of explanation, I am sure, would be met by any house in the right 
 spirit, and a fair adjustment would follow. 
 
 Laboring "Seven Days a Week" 
 
 I used to write late into the night, often to the "wee, sma' hours." If my 
 eyes felt heavy and dim, there was a cup of strong coffee and a cigar to be had at 
 any hour of the night around the corner in a lunch-room. I often resorted to 
 these stimulants, and would then go on with my work, until my very hand gave 
 out. I remember one morning I dropped on my bed exhausted, intending to rest 
 for a few minutes, in order to continue my work; but instead, I fell fast asleep, 
 and rose at six-thirty with my clothes on, ready to take up another day's toil. 
 
 I never indulged in theater-going or pleasure of any sort. If a customer 
 invited me to spend a Sunday with him, I always found an excuse, in those earlier 
 days, to decline. There was always work that brooked no delay. One time, I 
 remember, Mr. Herman Hart of Cleveland invited Mr. Harry Bunyard and 
 
52 The Tales ok a Traveler 
 
 myself to spend an evening with him. (Mr. Herman Hart has always been one of 
 my best friends.) Having declined his invitation on many another occasion, I 
 could not possibly do so this time. I accepted the invitation, and while we were 
 enjoying ourselves at his hospitable board, I felt that I was neglecting my duty, 
 that an accumulation of letters awaited me which it would take every minute at 
 my command to dispose of, before the next batch arrived. I sacrificed that even- 
 ing, rather than took pleasure in it, under the circumstances. 
 
 On Sundays came the wind-up of the accumulated work that had gotten ahead 
 of me during the week. And it was no unusual thing for me to put in the entire 
 Sunday from eight in the morning until midnight in my "office." Verily, I "had 
 an easy task of it," with "no financial responsibility, and no overhead expenses" ! 
 
 Selling a Greenhouse Establishment 
 
 In an earlier place, I mentioned that I helped once to sell a greenhouse. It was 
 the first and only greenhouse I ever had any hand in selling. The late E. Hippard 
 of Youngstown, Ohio, had approached me time and again with a request that I 
 help him sell his place. While I thought little of it at the time — that is, of the 
 chance there was of my disposing of his place — a chance presented itself in course 
 of time. Mr. John Walker was then with the Robert Craig Company in capacity 
 of foreman. While having an excellent position, Mr. Walker, nevertheless, enter- 
 tained the idea of starting a place for himself. It did not matter in which locality 
 or section of the country, so long as the place could be purchased at a reasonable 
 price, and the town had future prospects. One evening, while talking to Mr. 
 Walker about the line of palms I handled for the Robert Craig Company, our con- 
 versation turned on other subjects. I told Mr. Walker about the growth and re- 
 markable development of the Middle West, and particularly of the State of Ohio, 
 saying that Ohio, or especially the Shenango Valley in Ohio, would be my favorite 
 if I thought of making a change of residence, never suspecting that I was talking 
 to a man who contemplated such a change. He became interested in what I was 
 telling him, and asked me, if I should happen to come across a greenhouse plant 
 suitable for his purpose, to bear him in mind. E. Hippard's place was still fresh 
 in my memory, and I mentioned it to Mr. Walker. He wanted to know details, 
 and asked me to communicate with Mr. Hippard. A few days later I received a 
 letter from Mr. Hippard, giving full details of his place, and telling me that were 
 it not for the other interests he had in town (the manufacture of ventilating ma- 
 chines, steam-traps, and other greenhouse devices), he would never have thought 
 of selling the greenhouses. I showed Mr. Hippard's letter to Mr. Walker, and he 
 expressed his willingness to see the place for himself. 
 
 In June, IQOO, we arranged a meeting at Youngstown, and the deal was con- 
 summated. In August of that same year, Mr. Walker settled his affairs in Phila- 
 delphia, and betook himself and his family to Youngstown, Ohio. 
 
 Youngstown at that time was a town of about forty thousand. Today it has 
 more than doubled itself. And John Walker grew up with the town. Mr. Walker 
 is a mixer, and his popularity among all elements in Youngstown is second to 
 that of no man. The most exclusive society folk, as well as the plainest of people, 
 find in Mr. Walker a man worthy of respect and confidence. Mr. Walker has 
 prospered. A few years ago he purchased a farm and built a new range of houses, 
 with a view to growing cut flowers. This new place he sold a few years later to 
 Mr. Cade, retaining the old range which he originally purchased from Mr. Hip- 
 pard, anxi where ferns and miscellaneous bedding stock in great quantities are suc- 
 cessfully grown for his wholesale and retail trade. 
 
 It was at Mr. Hippard's suggestion that I ventured into a new line — the han- 
 dling of ventilating machines — although I must confess that I never succeeded in 
 
Hoi.DINC; TO THK STRAIGHT LiNK — FrIKNDSHIPS AND EvKNTS 53 
 
 that direction. A man handling ventilating machines must possess some technical 
 knowledge ; must know something about the construction of the machine, its work- 
 ings, etc. He must be ready to suggest points advantageous to the grower con- 
 templating a change in or introduction of ventilating apparatus. The same holds 
 true about steam-traps and boilers. Unless a man is well posted and knows fully 
 what he is talking about, mere skill in salesmanship will avail him nothing. I made 
 an attempt in this direction, trying to study up things, to read all I could upon the 
 subject, including pamphlets issued by Mr. Hippard and his competitors, and the 
 trade advertisements of all of them ; but the actual technical knowledge was lacking. 
 
 J. D. Carmody of Evansville "Which is Near Posey County" 
 
 The advertisements of one of our competitors attracted my especial attention. 
 It was that of J. D. Carmody of Evansville, Ind., "which is near Posey County." 
 His advertisements were remarkably unique, and models of their kind; so much so, 
 indeed, that the little magazine "Printers' Ink," a journal devoted exclusively to 
 advertising matter, quoted some of them as gems in an advertising line. My older 
 friends in the business doubtless recall his inimitable style of diction and spelling. 
 "Mr. Editur," he would begin, "I take me pen in me hand to let you know that 
 I have the best bilers on erth, that if me friends will buy one of me bilers, they 
 will use one ton of coal, and if they buy two of me bilers, they will use two tons 
 of coal, and if they buy three of me bilers, they will have coal to sell." 
 
 His "picture" would invariably accompany his ads. One picture in particular 
 remains in my memory. It was that of a young boy dressed in a pair of knee 
 breeches, held up by one home-made suspender, and with a conspicuous patch on 
 the seat. Underneath was the inscription : "This is me picture. A back view of 
 a stern reality." His advertisements were concluded with: "Me name is J. D. 
 Carmody, and I live in Evansville, Ind., which is near Posey County." Another 
 advertisement pictured him riding astride a bullock. This one bore the label : 
 "A Posey County stud — on my way home from the Carnation Association." 
 
 At the banquet given by the Indianapolis florists during the convention where 
 the ill-fated "Nelson" was exhibited, it devolved upon Mr. Carmody to be toast- 
 master of the evening. His wit was the life of the occasion. Every speaker on 
 the program was introduced in some unique manner. Mr. Carmody took occasion 
 to tell his numerous friends at the festal board of his own experiences in the 
 nether regions. In his most solemn manner, with never a smile to indicate that 
 he had any intention of being funny, he told us how his Satanic Majesty met and 
 conversed with him. 
 
 "Who are you?" asked his Satanic Majesty. 
 
 "Don't you know me?" replied Mr. Carmody. "I'm J. D. Carmody, from 
 Evansville, Ind., which is near Posey County." 
 
 "Oh, to be sure. I've heard about you! You're the man who ventilated our 
 place, with your hothouse contraptions. Why, I'm sure all the imps and little 
 devils will be glad to see you and welcome you." 
 
 His reference to a few other gentlemen whom his Satanic Majesty welcomed 
 as favored guests created quite an uproar in his audience. 
 
 At another flower show, where Mr. Fairbanks, Vice-President of the United 
 States, made a few remarks, Mr. Carmody was chosen to respond. And how well 
 he responded ! He told his audience that he was proud to trace his ancestry away 
 back to an honorable line of gardeners. Why, the first progenitor himself, Mr. 
 Adam, was a gardener, acquiring his experience in the Garden of Eden. 
 
 On that same evening, a circle of friends gathered at a cafe to partake of the 
 hospitality provided by the generous florists of Indianapolis. Mr. Carmody was 
 the informal toastmaster of the occasion, and he called upon everybody present 
 
54 The Tales ok a Traveler 
 
 to respond to an improvised toast. When the turn came to me, I knew I was up 
 against it, for Mr. Carmody imposed no less a penalty upon me than to tell them 
 the story — or to put it in his own words : 
 
 "We will call upon Brother Skidelsky and let him tell us how he skedaddled 
 from Russia." 
 
 To J. A. Peterson of Cincinnati he referred in the following manner: "In 
 looking around the room for old Peter, I fail to see his benevolent face. In the 
 absence of him, we will call on Peterson (Peter's son)." 
 
 John Evans, the well-known ventilating man of Richmond, Ind., was called 
 upon to rise and explain "why his machine aint as good as mine." 
 
 That was a memorable evening, and will always be remembered by me as one 
 of the pleasantest in my recollection. 
 
 One of my best friends in the trade, a man whom I always greatly respected, 
 and whose memory I shall ever cherish, was Edwin Lonsdale of Philadelphia. 
 The name of Mr. Lonsdale is coupled in the mind of the average grower of the 
 older generation with some of the best Crotons, Begonias, and other plants that 
 we have in commerce today. Mr. Lonsdale was first of all a horticulturist, a man 
 who spared neither time, effort, nor expense to bring forth the best that he thought 
 would benefit the world of horticulture. Many a man in his place might have 
 turned the popularity he enjoyed and the knowledge he possessed to his own pe- 
 cuniary advantage. But Edwin Lonsdale was a man cast in a different mold. To 
 him money held forth little allurement. His disinterestedness, or lack of financial 
 acumen constituted one of his major faults. If he succeeded in introducing a 
 novelty (and a generation ago he introduced several Carnation seedlings, of which 
 "Helen Keller" is the best remembered) the very fact that the novelty introduced 
 was of benefit to the trade was to him ample compensation for his labors. 
 
 Years before I was in the business myself, he was associated with John Burton, 
 his brother-in-law, a very successful and prominent grower of Philadelphia. When 
 they separated, Mr. Lonsdale continued the business on his own account, plunging 
 into novelties, some of which paid and some of which did not. But money, as I 
 said, had little charm for Mr. Lonsdale. He was experimenting, delving, as it 
 were, into the realms of the unknown in plants, with all the zeal and imperson- 
 ality of the true scientist. 
 
 I met Mr. Lonsdale about 1897, and my few business connections with him 
 were of the kind to endear him to me until the day of his death. It was in the 
 Summer of 1897 that Mr. Lonsdale was overtaken by a calamity of the most hor- 
 rible nature. Two of his daughters, young girls of culture and fine attainments, 
 were drowned in the angry surf of Atlantic City. Mr. Lonsdale at the time had the 
 heartfelt sympathy, not only of his friends in the trade, but of the public at large 
 as well. That kind of tragedy tears at the heart-strings of all mankind. 
 
 Notwithstanding the calamity that had fallen upon him, Mr. Lonsdale bore up 
 heroically. His amiable disposition and optimistic nature, qualities to be envied 
 by every man, enabled him to live on and look forward to the future. At the same 
 time, however, his enthusiasm for his business seemed to wane. Later on, he ac- 
 cepted a position with the Girard College, of Philadelphia, as the chief landscape 
 gardener. Many an out-of-town florist had the pleasure of being entertained by 
 Mr. Lonsdale on the magnificent grounds that under his able management always 
 presented a sight worthy of the gods. 
 
 Some years later, another misfortune overtook him. The only child left him. 
 a young girl of about twenty, succumbed to the ravages of t>T)hoid fever. Poor 
 Mr. Lonsdale ! His ever-smiling face never betrayed his inner pain. 
 
 The history of his departure for California, as manager for one of the Burpee 
 Seed farms, is still fresh in the memory of all his friends. The last banquet ten- 
 dered to him, at Dooner's Hotel in Philadelphia, was an occasion long to be re- 
 
Holding to the Straight Line — Friexdships and Events 55 
 
 memberecl by those who were present. The "Duke of York," as some were wont 
 to call him, was in his best mood. Many of his out-of-town friends were there 
 to grace the occasion. At the close of the banquet I could not help perceiving the 
 sad undercurrent that belied the gayety of the party. To me it seemed that every- 
 one of Mr. Lonsdale's friends fully realized that this was the last time we would 
 ever see Mr. Lonsdale among us. 
 
 On the day following, he paid a visit to the late William K. Harris, one of 
 his closest friends, to bid him good-bye. Mr. Harris was then confined to his sick- 
 bed, with an illness that was to prove fatal to him. It was the final parting of 
 two old friends. Mr. Lonsdale never returned to Philadelphia alive. 
 
 In the Summer of 1915, his remains were brought home to Philadelphia from 
 his far Western home, to find their last resting-place in one of the cemeteries of 
 the Quaker City which he loved so well. 
 
 George Fancourt, the Humorist 
 
 Another of my old friends, whom I held in high esteem, was George Fan- 
 court, of Wilkes-Barre, Pa. Mr. Fancourt was a personality much out of the 
 commonplace. Aside from being a grower of great ability, he also possessed the 
 rare gift of being a splendid conversationalist, and a thorough Shakespearian 
 scholar. The Bard of Avon never had a warmer admirer than Mr. Fancourt. 
 He would quote him by the yard, and not only quote him, but recite his lines with 
 a vim, ardor, and understanding that would do credit to a professional. Mr. Fan- 
 court was an Englishman, and, despite the general notion that Englishmen are 
 lacking in sense of humor, he was a humorist of an unusually high order. To him 
 it was a matter of ordinary occurrence to speak of every-day things in life in a 
 humorous vein, and with a charm that was simply bewitching. 
 
 On one occasion (it happened to be a cold wintry night) Mr. Fancourt in- 
 vited me into a neighboring cafe to partake of a social drink. As we stood in 
 front of the bar I noticed that he squinted at a chromo on the wall before us. 
 I do not recall the subject in detail, but suffice it to say, it was nothing but an 
 ordinary chromo such as brewers provide in abundance to adorn the walls of 
 their patrons. There were two or three other men standing at the bar, and to all 
 of us Mr. Fancourt appealed for criticism as to the merit of the "magnificent 
 masterpiece." 
 
 "Why," he ejaculated in droll tone, never cracking a smile, "look at that 
 masterpiece ! Look at the wonderful colors and tints, the conception of the artist, 
 his marvelous technique, his mentality, his intuition, his power! Look at that 
 portrayal of a barrel, and the man standing beside it. What a countenance of 
 deep intelligence ! Look at the eyes, the eyebrows, the mustache — what a wonder- 
 ful, intellectual mustache it is ! Doesn't he look to you like a great artist, great 
 scientist, great scholar? I tell you what, gentlemen, it is a masterpiece; and the 
 wonder is that the Metropolitan Art Museum of New York didn't gobble it up." 
 
 His seriousness of manner, and his vocabulary of the artist, were humorous in 
 the extreme. Another drink was set up, and then another and another. I finally 
 persuaded Mr. Fancourt to accompany me to my hotel. There we sat till a late 
 hour in the night, talking (or rather I should say, he was doing the talking and I 
 the listening) about his favorite Bard of Avon. 
 
 It was always a source of genuine pleasure to me to call upon Mr. Fancourt, 
 and many an evening I spent in his company, either at his own house, partaking 
 of his warm hospitality, or in my hotel. The last time I saw Mr. Fancourt I never 
 dreamed that I would see him no more. He died about ten or twelve years ago, 
 and his death was the source of deep grief to his numerous friends in his own 
 vicinity, Philadelphia, and New York. 
 
56 The Tales of a Traveler 
 
 Salesmen 
 
 In my earlier days on the road, I had often wondered at the ingenuity and the 
 skill of some salesmen in accomplishing results which, according to their own tales, 
 were nothing short of marvelous. Often we would gather around a stove in a 
 country hotel lobby, and swap experiences. I can recall now how some smart 
 Aleck would draw a word picture showing his capacity for inveigling reluctant 
 customers into giving him big orders. Others, not to be outdone, would tell 
 stories indicating even greater prowess. I used to feel mighty small in compari- 
 son with these great captains of salesmanship; and while I never took those stories 
 at their full value, they nevertheless spurred me on to think of means and devices 
 whereby I might improve my own skill in obtaining better results. 
 
 Classification of Salesmen 
 
 There were all sorts and conditions of men on the road then, as there are 
 now. Some men are reserved in their manner, non-communicative, strictly atten- 
 tive to their own business, and resentful of any intrusion upon it. You will see 
 them consult railroad time tables, write advance postal cards to their trade, do 
 their work in a neat, methodical manner, and retire for the night when they are 
 through. Sharply in contrast with these are other salesmen who want you to know 
 that they are leaders in their line, that no buyer would ever dare to refuse them 
 a hearing, that they have humbled the biggest of them and gained their point. 
 They will talk about shows and dances and the pretty girls they have met here, 
 there, and everywhere. Their attire is always at the height of fashion — and a 
 little beyond it. They display a little too much fondness for loud-checked suits, 
 and vividly colored neckties in which nestle diamond stickpins, and finger-decora- 
 tions from which other diamonds flash almost aggressively. Still others, far from 
 being attired flashily, are careless and shabby in their appearance ; their collars 
 look frayed and soiled, their suits badly in need of pressing, and their faces as if 
 a good application of soap and water might improve them. Another class, whose 
 members are neatly but not gaudily dressed, whose faces and general demeanor 
 indicate quiet self-respect, good health, and a fair degree of prosperity, neither 
 boast nor complain about business, but meet their fellow-travelers with a dignified 
 friendliness, and often spend pleasant evenings with them. 
 
 Of the four classes mentioned, the first and the fourth are generally illustra- 
 tive of the principle of "the survival of the fittest." The self-applauded "captains 
 of salesmanship," the "leaders in their line," seldom survive beyond their first or 
 second trip. Acquiring expensive tastes, and developing false notions about the 
 style which is compatible with the importance of their positions, as they see it, 
 their traveling expenses mount higher and higher, while their business results tend 
 less and less to justify their expenditures. They have on hand a collection of 
 questionable stories which they tell indiscriminately, failing to realize that while 
 they might appeal to some buyers, they will antagonize a good many others who 
 are revolted by that sort of thing. These men deem it a wise business policy to 
 tell the buyer what he ought to have, often being bold enough, and ill-advised 
 enough, to tell him that he does not see the advantages in his own business. 
 
 "Why, Mr. Smith has just given me an order for two thousand of this, and 
 five thousand of that; and Mr. Smith certainly knows what he is doing! You 
 ought to put in a stock of it. Why be a back number?" 
 
 Needless to say, such arguments fall flat with their own weight. If Mr. Smith 
 knows his business better than the man addressed, well and good. The other man 
 resents the implication that Mr. Smith is a far-seeing business man whereas he is 
 not. If the salesman enters a greenhouse and finds a batch of Lilies not up to the 
 mark, he must make capital of it straightway. If the Lilies happen to be those 
 
Holding to the Straight Lixe — Friendships axd Events 57 
 
 of his competitor, why, it is the competitor's fault. To be sure, his stock is of a 
 very much inferior grade ; many complaints are made about it in other quarters. 
 On the other hand, if these Lilies happen to be those of the house he represents, 
 it is the grower's fault. He didn't know how to treat them ; he gave them too 
 much water, or not enough ; too much bottom heat, or not enough. To make an 
 impression, he must knock his competitors without mercy. His is the only house 
 really worth while. He must also display a profundity of knowledge about all 
 things horticultural and floricultural. If the Carnations are off crop, he certainly 
 knows the reason and will gladly give the benefit of his knowledge to the grower. 
 More dry blood, or sheep manure, or wood ashes, will remedy the evil. If a 
 house of Roses looks poor, he has the remedy neatly tucked away in some recess 
 of his brain. More ventilation, and less feeding, or vice versa; there's the remedy I 
 If the soil in the bench is wet, there is too much water; if it is dry, it is too dry, 
 of course. If the ventilators are up, there is too much air; if the ventilators are 
 down, there is not enough air. And so ad infinitmn. 
 
 Such men make themselves extremely obnoxious to the trade, and are a detri- 
 ment to the house they represent. 
 
 Advice to Young Salesmen 
 
 And while on the subject of competitors and competition, if I may be per- 
 mitted to speak out of the knowledge I have gained through twenty-eight years 
 of varied experience, I would like to advise my younger friends on the road to 
 bear two things in mind : 
 
 First : Attend to your own business exclusively. Whatever you have to offer 
 to the trade, present it in a business-like, unaggressive manner, leaving it largely 
 to the judgment of ihe buyer himself. But since there are no ironclad rules in 
 salesmanship, any more than in any other vocations, it would be hard to lay down 
 a principle that would apply to all cases alike. As I have mentioned before, it 
 happens now and then that a buyer does not for the moment see the advantage of 
 the article offered, and is hesitant about making a purchase. Here is where the 
 knowledge of human nature will come in good stead. If you are convinced about 
 the merits of the article yourself — in other words, if you are enthusiastic about it — 
 you will soon find a way of presenting it to your buyer, and accomplish results. 
 In the end, he may be thankful to you for your suggestions, and rely upon your 
 good judgment in the future. But, I must reiterate, know your man, be con- 
 vinced about the merits of your article, and be sure that for the time being you 
 have the interests of your buyer at heart even as much as your own. 
 
 Second: Leave your competitors severely alone. If you cannot say anything 
 favorable about a competitor, keep your opinions to yourself. Business men in 
 general, and the florists, it seems to me, in particular, like fair play. They will 
 stand no knocks administered to your competitors behind their backs. And many 
 indeed will resent them. It would be well to remember that in many cases a 
 boost to your competitor will help your own cause materially. If a florist appeals 
 to you for judgment about a batch of poor Sweet Peas or bulbs which he pur- 
 chased from your competitor, do not take advantage of the situation. Tell the 
 florist that such things are beyond the control of any house; that the business 
 policy of any house, big or small, is to satisfy a customer ; that you can see no 
 reason why your competitor would deliberately furnish inferior stock. Remember 
 that the tables might turn some day in your own case and that you yourself can- 
 not always guarantee results. In my early days on the road, I had many knockers, 
 some ridiculing my enterprise, and others predicting my complete failure. I never 
 paid the slightest attention to my "friends," going about my own business and 
 abstaining from repaying their compliments in like coin. The late William K. 
 
58 The Tales of a Traveler 
 
 Harris once told me never to mind a knock, that every knock was practically a 
 boost. When I told him of one particular case, he spoke to me in this manner : 
 
 "Skidelsky," he said, "don't mind these things; ignore them. The fact that 
 they are talking about you should convince you that you are somebody. Else they 
 would never take the trouble to mention your name. Go about your business in a 
 straightforward manner, and you'll come out on top." 
 
 I pass on the good advice to my young friends on the road. 
 
 Now let us return to the third class of salesman — the shabby, unprepossessing 
 ones. It is a serious mistake for a man to neglect his appearance. The first im- 
 pression, as every salesman on the road well realizes, counts much. When the 
 man that offers the goods is healthy and well set up and prosperous in appearance, 
 the buyer unconsciously tends to feel that the goods themselves are excellent in 
 quality. When the salesman, however, is shabby and drab and dingy, the natural 
 tendency is for the buyer to associate the man and his goods and be prejudiced 
 against the latter. The little extra expenditure of time and money that are in- 
 volved in keeping oneself well groomed are more than repaid in actual business 
 results. 
 
 There are but few men on the road now whom I met in 1888, when I started 
 out. Some have long since retired; others have joined the great majority in 
 "The undiscovered country, from whose bourne no traveler returns." This reminds 
 me that I am getting somewhat older myself ; and the question often arises in my 
 mind how long I shall continue on my yearly rounds. But I dismiss these thoughts 
 as unworthy of serious consideration. Why cross the bridge before you come to it? 
 So long as my health permits, I shall continue to visit my friends. I say friends 
 advisedly, for I consider every one of my numerous customers — men who en- 
 couraged me in my younger days when I was poor and inexperienced, and men 
 who have spurred me on in my endeavors as the years rolled along — as personal 
 friends. I do not like to think of the day when I will no longer pay my periodical 
 visits to these good friends of mine. 
 
 There was Bert Eddy, for example, the soul of good fellowship, jolly, witty; 
 the man who, it was claimed, could sit astride a rail and induce a farmer to give 
 him an order for a carload of vegetable seed. He could equally as well entertain 
 an audience of florists on one of the Atlantic City piers, during the convention of 
 1894, in his role of Falstaff, in a Shakespearian presentation. He was the type of 
 salesman who could a(la])t liimself to any condition and make the best of any situa- 
 tion. 
 
 There was one man — let us call him John Smith — who divided his time between 
 his business affairs and bucket-shops. A Scotchman by birth, he acquired habits 
 not characteristic of his countrymen. He was a speculator, spending every dollar 
 that he made on oats, sugar, and other products offered the unwary by the clever 
 bucket-shop manipulators, happily long since extinct. It is not known that John 
 ever got any benefits out of his investments. It is known, though, that at the time 
 he died, in a little room in some cheap lodging place in Providence, R. I., the 
 florists of the town paid his funeral expenses. John was a peculiar character, in 
 many ways. He knew how to play the game of piety when that happened to suit 
 his purpose, and be one of the boys if it were more to his advantage that way. 
 On one occasion he called on a man who was well known for his religious ten- 
 dencies and advocacy of temperance. Although addicted to the Scotch highball, 
 John pretended in this case that he was a White Ribboner, denouncing the evils 
 of drink with all the vehemence of a truly inspired soul, thus ingratiating himself 
 with the man whose order he was after. He played his game well, though I 
 question if he succeeded in fooling his customers all of the time. 
 
 And there were others of the type, long gone though not forgotten by their 
 numerous friends. 
 
Holding to the Straight Line — Friendships and Events 59 
 
 Harry Balsley of Red Pot Fame 
 
 Of those still in the harness, the dean of all, perhaps, is the whole-souled 
 Harry Balsley of the red pot fame. Who has not heard of Harry Balsley? For 
 upward of forty years on the road, he has made a host of friends wherever green- 
 houses are in existence and pots are used. From coast to coast, and from the 
 Gulf to the Great Lakes, the name of Harry Balsley has become almost a house- 
 hold word with every grower. At one time, a Chrysanthemum was named after 
 this popular man, which was grown quite successfully for years after its introduc- 
 tion. Harry Balsley has the happy faculty of telling a story and telling it well. 
 What is additionally in his favor is his ability to gauge the fitness of the moment 
 for telling it. His age, though he is by no means what one would call an old man, 
 does not in the least impede the progress of his work, for Harry Balsley can still 
 put in a hard day's work and accomplish results as he did a quarter of a century 
 and more ago. It is always a source of great pleasure to me to meet him on the 
 road and to spend an hour of delightful chatting with him. His vast experience 
 and his knowledge of men and things in general are enough to equip him for the 
 lecture platform. But Harry prefers his honorable though more humble vocation 
 of selling pots. May his shadow never grow less. 
 
 Joseph Roelker, Another Old-Timer 
 
 Another old-timer, though I seldom met him and had few conversations with 
 him, is Joseph Roelker of New York City. Joseph Roelker, though in appearance 
 still a young man, has traveled for almost two generations. Mr. Roelker has 
 always kept more or less aloof from other traveling men, and though they have 
 not become very well acquainted with him, he has always commanded their 
 respect. 
 
 The Optimist, Phil Foley 
 
 The name of Phil Foley needs no introduction, for Phil has an extensive 
 acquaintance and is beloved by all his friends. His popularity is only equaled by 
 his "avoirdupois." Phil is a heavyweight, tipping the scale at three hundred and 
 fifty or thereabouts. His heart is as big as his body, and his wit is fully com- 
 mensurate with both. I met Mr. Foley only in recent years, and although our 
 business interests are diverse and we are in nowise of pecuniary advantage to 
 each other, my friendship for him has been strengthened from time to time and 
 my admiration for his good humor, wit, and optimistic outlook in life has grown 
 with each meeting. Mr. Foley's influence is decidedly of a wholesome nature. 
 He never pesters you with tales of business troubles and worries. On the con- 
 trar>', he will tell you that the world looks mighty bright and cheerful to him, 
 and that every man has a place in it. 
 
 Recently, Mr. Foley and I traveled together from Detroit to Cleveland. 
 When the conductor came around for the tickets, I presented mine, and when 
 Mr. Foley's turn came to surrender his paste-board, he informed the official that 
 one ticket would suffice for both, since he was but a baby. 
 
 "A baby!" exclaimed the conductor, surveying the three hundred and fifty 
 pounds of man in front of him. "Why you ought to pay a double fare, consider- 
 ing you take up a whole seat yourself !" 
 
 As evening came on, we went into the wash-room of the train, preparatory 
 to going into the diner for our supper. The room was crowded with traveling 
 men, who were swapping stories at a lively rate. Mr. Foley was in his element. 
 He stepped into the midst of them, and in a few moments he held the stage, telling 
 one good one after another with lightning rapidity. Supper was forgotten. I 
 finally had to pull him by force toward the diner. When we reached there, we 
 found that supper was not quite ready. 
 
60 Thk Talks ui' a Travkler 
 
 "What !" he exclaimed, "waste all this good time waiting for supper, when it 
 might be spent telling stories? Not much!" 
 
 And back he went, despite my efforts, to the wash-room. 
 
 We finally got our supper, and landed in Cleveland around midnight. 
 
 Arnold Ringier and Walter Mott 
 
 Two other old-timers who have served the florists faithfully and well are 
 Arnold Ringier of the W. W. Barnard Company of Chicago, and Walter Mott, 
 at one time representative of the Henry A. Dreer Company and now with the 
 Hammond Company of Beacon, N. Y. 
 
 Mr. Ringier is the soul of wit, and his witticisms never fall flat. He is a good 
 mixer, well versed in his lines ; and it is no wonder he has made so many friends 
 in his years of travel. He has now retired from traveling, giving his time and 
 attention to the inside workings of the concern. 
 
 Mr. Walter Mott, like myself, is still in the harness, covering a large area of 
 territory east, west and south. Although no longer directly connected with the 
 horticultural business, Mr. Mott still maintains his interest in horticulture. His 
 notes from the road in one of the trade papers are being read with interest by his 
 numerous friends. 
 
 William Hagerman, "One of the Boys" 
 
 The late William Hagerman, although, strictly speaking, not a traveling sales- 
 man, but a man carrying on his own business, was nevertheless "one of the boys" 
 on the road. He mingled freely with the traveling fraternity, swapping experi- 
 ences, and was always "hail fellow well met." As a dealer in bulbs, he was 
 pre-eminently successful. It was said at one time that he intended to monopolize 
 the bulb business. Years prior to his undertaking the sale of bulbs, he conducted 
 a wholesale grocery store in Philadelphia. His brother-in-law, a valley grower in 
 Germany, requested him to offer his product to the growers of Philadelphia. 
 Mr. Hagerman undertook the task, and carried it out successfully. A second and 
 a third time German valley was disposed of in this manner. Then Mr. Hagerman 
 bethought himself that the field outside of Philadelphia looked promising, and that 
 in addition to Valley pips he could offer Lily bulbs, Dutch and French stock, and 
 other things in the bulb line. In turn, he could export Tuberoses and Caladiums 
 from this side of the ocean. He heard that there was a demand for Apples and 
 typewriters and bicycles abroad. Why not export such products as well? He had 
 no sooner thought of the idea than he formulated his plans. It was a success from 
 the start. Mr. Hagerman took to the road, and continued almost until the day of 
 his death. He covered a large territory, and the amount of business transacted on 
 every trip ran into high figures. 
 
 Mr. Hagerman was regarded as a salesman of great ability. There was no 
 situation complicated enough to embarrass him. He would always find ways and 
 means of appeasing his most irate customers. If a grower, for example, found 
 fault with his Lilies, Mr. Hagerman was ready to face the situation and make 
 the most of its particular circumstances, satisfying his customer, and winding up 
 with a larger order than that of the season previous. It was remarkable that he 
 could carry on so successful a business in a line about which he had so little knowl- 
 edge. He would offer things and speak about them with assurance, as if he were 
 perfectly at home in the field, and yet he never perhaps had seen the article he 
 offered. 
 
 A prominent grower in New England told me of an incident that will well 
 illustrate the character of Mr. Hagerman. This grower received a quantity of 
 Lilium giganteum, which arrived in sprouted condition. It was a serious matter, 
 which had to be adjusted there and then. He wrote to Mr. Hagerman, urging 
 
Holding to the Straight Line — Friendships and Events 61 
 
 him to come and see the condition of the stock for himself. Receiving no reply, 
 he wrote again, more urgently than before. Mr. Hagerman linally appeared. 
 What was the trouble? The grower opened a few cases, and showed Mr. Hager- 
 man their contents. The bulbs were badly sprouted. 
 
 ;Mr. Hagerman grasped his Van Dyke beard thoughtfully, reflected a moment, 
 and said : 
 
 "Mr. X , don't you see that these Lilies are so vigorous — so vigorous 
 
 that they started to grow in the cases! Now you just plant them, and they'll take 
 care of themselves." 
 
 The grower looked at him in amazement, then answered : 
 
 "Mr. Hagerman, you have missed your vocation. You should have been a 
 lawyer instead of a bulb man." 
 
 Another incident is just as amusing. 
 
 A competitor of Mr. Hagerman, to whom he paid a visit once, happened to 
 have a few Lilium auratum bulbs on his desk. 
 
 "What are these?" queried Mr. Hagerman. 
 
 "Don't you knov/ them?" replied the other. "Why this is a vegetable plant, 
 imported from France. The French people know how to make a delicious salad 
 of it. The way to do it is this: You parboil them, chop them up, put a little 
 vinegar and oil, and salt and pepper to suit your taste. It makes a dish fit for 
 a king!" 
 
 "And what do you call this vegetable?" asked Air. Hagerman. 
 
 "Lilium auratum," replied the jester. 
 
 "The idea of it!" exclaimed Air. Hagerman. "I've been selling Lilium aura- 
 tum for the past ten years, and never saw them." 
 
 The sad ending of this prosperous man, as well as of his successor, need not 
 be dwelt upon here. 
 
 The humorous incidents that might be related about the traveling men I have 
 met are many, and would fill a book by themselves. A few, however, are amusing 
 enough to demand mention here. 
 
 There was an old salesman (one of the pioneers) who was noted for the 
 exuberance of his business zeal, as well as for his marked peculiarities. As an 
 economist, he had no rival in his line. It was said that he could "dine on a cheese 
 sandwich, and sleep under an umbrella." His capacity for hard work was un- 
 limited. It was a matter of daily habit with him to start out at six in the morning, 
 and work until ten or eleven at night. 
 
 On one occasion he arrived in a town at eight-thirty in the evening. Upon 
 consulting the time tables, he found that he could leave the town at eleven that 
 night. He had only one customer to see. Why not see him at once? The cus- 
 tomer happened to live on the outskirts of the city, and car-lines in those days 
 were in most towns conspicuous by their absence. He started on foot, and 
 reached his customer's place about nine-thirty. The place was already closed. 
 But that made no difference to him. He rang the bell. An upper window opened, 
 and the customer looked out. 
 
 "Who's there?" he shouted. 
 
 "Good evening, Mr. X- ," replied the salesman: "it's me. I just got 
 
 to town, and as I intend to leave at eleven, I thought I'd see you. Say, we have a 
 few cases of bulbs on hand — a surplus, on which I can make you an especially 
 attractive price. How many could you use?" 
 
 Air. X 's amusement tempered his resentment at being routed out of 
 
 bed, and knowing the peculiarities of the man, he dismissed him with a good- 
 natured — 
 
 "Xothing tonight. Call some otiier time." 
 
62 The Tales of a Traveler 
 
 Another salesman, just as energetic, though not quite so economical, had 
 peculiarities of his own. He was a kind-hearted chap, and a good mixer; though 
 careless in dress, small and unprepossessing, he somehow succeeded in working up 
 quite a patronage and in making a good many friends in the trade. On one occa- 
 sion, he was sent out by his concern to the Wisconsin woods, to superintend the 
 packing and shipping of Lycopodium, or green roping, so much used for Christmas 
 decorative work. It was customary then, as it is now, for salesmen to itemize their 
 daily expense accounts, and at the end of the week send in the total. One item 
 aroused the suspicion of his employer. Upon his return, his employer asked him 
 good-naturedly if he discovered a place in the Wisconsin woods where they were 
 charging seventy-five cents for a dinner. 
 
 "I thought," added the employer, "that a quarter was the highest price up 
 there." 
 
 "Yes," replied the salesman, "a quarter was all I paid for i-t. But it was 
 worth fifty cents to eat it!" 
 
 W. W. Coles of Kokomo 
 
 Among my friends in Indiana I am glad to incltide Mr. W. W. Coles of 
 Kokomo. Mr. Coles was originally a Philadelphia man, although I never had 
 the pleasure of meeting him there. In fact, he had left Philadelphia a few years 
 prior to my becoming connected with horticulture. I had, however, heard of him 
 before. His remarkable success with the "Kaiserin" Rose made him known far 
 and wide. His exhibitions at Chicago, and at shows in other towns, won for him 
 a reputation as a grower of no mean ability. His departure for the western town 
 is but a typical story of the man who pulls up his stakes and pitches his tent in 
 new fields. Although his business in Philadelphia enabled him to get along with- 
 out any difficulties, his ambition carried him beyond contentment with eking out 
 a mere living. He had heard of Horace Greeley's advice, "Go West, young man !" 
 and toward the West he turned his thoughts. Mr. E. G. Hill was undoubtedly 
 the man to advise him ; and he advised him right. Kokomo was a small town, 
 with an exceptionally promising future. They had just discovered and developed 
 some gas wells ; and where fuel is cheap prosperity is bound to find its w^ay. 
 So Kokomo was the town he determined upon. 
 
 When I first met Mr. Coles, in Kokomo, he had already fully established him- 
 self. The dimensions of his greenhouse plant were larger than any I had been 
 accustomed to see in towns of that size. His stock, which was marketed in Chi- 
 cago, invariably sold well ; for, as I said, Mr. Coles is a good grower and pro- 
 duces quality. 
 
 He prospered from the start, investing his surplus in land and houses, and 
 enlarging his plant as the demand for his products warranted. Unlike many a 
 man on the road to prosperity, Mr. Coles has not become entirely engrossed in his 
 business, realizing that a man in order to be a good citizen must give part of his 
 time and attention for the benefit of the community. He is active in public 
 aft'airs, and has become quite a figure in the town where for the past twenty- 
 three years he has made his home. Aside from this, he takes a keen interest in 
 the affairs of the Indiana State Society of Florists, having served as its president 
 for a term or two. The S. A. F. and O. H. has no member more loyal nor more 
 devoted to its interests than Mr. W. W. Coles. He seldom misses a convention, 
 and to hear him speak about the society, the pood work it has accomplished, and 
 the work he would like to see it accomplish, is to hear a man speak on a topic 
 directly concerning his personal interest. At one time Mr. Coles served as di- 
 ector on the board of the S. A. F. and O. IT. 
 
 In my visits to Indiana I invariably make it a point to stop at Kokomo, and 
 spend a pleasant evening with Mr. Coles and his delightful family. 
 
Holding to the Straight I-ixii — I'KiiiXDSHii's and Events 63 
 
 Chicago a Quarter of a Century Ago and Today 
 
 It is very interesting to call up in review the Llucago of twenty-five years 
 ago, for contrast with the Chicago of today. Twenty-five years ago, Chicago 
 played but an insignificant part in the world of horticulture. Boston was the 
 source whence Roses came for the Chicago market. I had often seen packages 
 at Gallagher's or Rajsik's (two men no longer in existence), that had come from 
 Boston. I can recall how I often wondered why Chicago could not take care of 
 its own Rose supply. There w^ere already enough stores at that time to warrant 
 some enterprise in that direction. And while I was thinking about these things, I 
 little dreamed what was in store for Chicago. The mammoth greenhouses that 
 now cover acres upon acres of ground in various sections in the vicinity of Chi- 
 cago would have been a revelation to any man of that time possessed of the most 
 flighty imagination. Who would ever have thought of the enormous greenhouses 
 in Morton Grove— those belonging to the Poehlmann Brothers Company? Enor- 
 mous is the only word by which one could properly estimate the size of the place. 
 It is the largest establishment of its kind in the world. There Roses are grown, 
 not by the thousands, but by the hundreds of thousands. Carnations are grown 
 in similar numbers; Lily of the Valley in great quantities, orchids, bulbous stock 
 of all sorts. It would take an able statistician indeed to estimate the quantity pro- 
 duced on that wonderful place. Not content with cut flowers alone, the Poehl- 
 mann Brothers saw an opening for foliage and blooming plants, and great quan- 
 tities of these are likewise being grown with marked success. 
 
 To August Poehlmann, perhaps, more than to any member of the family, the 
 credit is due for launching this great enterprise. Mr. Poehlmann once told me 
 the whole story of the beginning and development of his business ; and while I 
 do not wish to go into many details, though it is a story that would read almost 
 like a fairy tale, it is enough to say that this extraordinarily energetic man, still 
 in his early forties, demonstrated beyond the shadow of a doubt what grit and 
 determination and the ability to see an opportunity when it presents itself can 
 accomplish. I need not say rnuch about the general equipment of this establish- 
 ment, for I am quite sure that most of my readers have visited the place, and 
 have seen things for themselves. To those who have not, I would suggest that 
 they do so at an early opportunity, for a visit to the place of Poehlmann Brothers 
 is a horticultural education of considerable value 
 
 Peter Reinberg is another instance of what ingenuity and determination can 
 accomplish. I do not know the history of Mr. Reinberg's early business career, 
 though I have been told that it had a modest beginning. Mr. Reinberg at first, 
 according to reports, centered his attention upon the products of a truck farm, 
 bringing his vegetables into town and disposing of them to the best advantage 
 wherever he could find a market. The idea soon came to him that Chicago pre- 
 sented a splendid field for cut flowers, and that cut flowers ought to be more 
 profitable than vegetables to the man who grew them. Here is an instance where 
 a man wedded action with thought; and a greenhouse plant of immense propor- 
 tions soon sprang up upon the site of his former truck farm. This was enlarged 
 from time to time, until Mr. Reinberg's place came to rank among the largest in 
 the world. 
 
 Bassett & Washburn, who have but recently demolished their immense estab- 
 lishment and rebuilt it upon a new site, present additional examples of the spirit 
 of Chicago enterprise. Their new place, although I have not yet visited it, is 
 =aid to be one of the largest and best equipped establishments of the kind. Since 
 Bassett & Washburn never do things by halves, it goes without saying that their 
 new establishment is producing most excellent stock. The history of the business 
 development of this firm is interesting. Mr. Bassett, a prosperous printer, became 
 interested in floriculture a number of years ago when his own gardener on his 
 
64 The Tales ok a Traveler 
 
 private place used to grow some excellent Roses. He sav^r the possibilities in 
 commercial flower-growing, and a place was soon erected, near Western Springs, 
 111. Mr. Washburn, his son-in-law, became interested in this concern, which has 
 since prospered under his efficient management. 
 
 The history of the Wietor Brothers is no less interesting. Nick Wietor, a 
 bookkeeper by profession, and a far-seeing young man by natural endowment, 
 conceived the idea a number of years ago to exchange the confining position of 
 bookkeeper for that of the open air occupation of horticulturist. Nick told me 
 once how Anthony, at one time the leading florist of Chicago, but long since dead 
 and forgotten, had snubbed him upon a certain occasion when he applied to him 
 for a price on stock which he had to offer. Instead of giving him a civil answer, 
 Anthony grufily referred him to his foreman, remarking that he had no time to 
 bother with such trifles. Not accustomed to such treatment, Mr. Wietor returned 
 empty handed, and informed his brother that Anthony seemed to be too big a 
 man to approach and that he would make no more attempts to see that important 
 personage. 
 
 But a few years later, the tables were turned. In his down-and-out days, 
 Anthony approached Wietor for the loan of a few dollars, which were readily 
 given him, with no intention on the lender's part ever to recall the loan. 
 
 This seesaw of prosperity and adversity is not uncommon in human experi- 
 ence; and it is well for those on the up end of the board to bear in mind the 
 truth of the Biblical saying that "the last shall be first," and for purposes of ex- 
 pediency, if not actually because of a sense of human justice and equality, to treat 
 the man on the down end with consideration and respect. 
 
 The Wietor Brothers are among the largest cut flower growers in Chicago; 
 Nick Wietor conducts the wholesale end of it, while his brother is at the head 
 of the greenhouses. Their progress has kept time with the general prosperity of 
 the western metropolis. Outside of their greenhouse establishment, they have a 
 great many investments in other enterprises, evidently believing it a wise policy 
 not to put all their eggs in one basket. 
 
 Frank Oechslin's business career, his ventures and success, are well known to 
 almost every florist in the land. After experimenting for a while in the East, 
 Mr. Oechslin turned toward Chicago, and there made his home. For a time he 
 was working for Kidwell Brothers, the well-known wholesale and retail florists of 
 Chicago. Then he saw an opportunity to go for himself, and grasped it without 
 delay. Chicago was badly in need of blooming plants. While a few were grown 
 here and there a great many more could be disposed of if there were any in the 
 market. There was a small place on West Madison street, which could be rented 
 at a nominal price ; and though far from being an ideal place for the purpose, 
 Frank Oechslin took it, determined to make the best of it until an ideal place 
 could be had. He started in with small ferns. Primulas, Cinerarias, Cyclamen, 
 and other blooming plants ; and these he grew as well as any Eastern grower 
 could possibly grow them. (The East at that time was looked to for the best in 
 the line of plants.) 
 
 The market was ready for him, and not only ready but eager. Mr. Oechslin 
 had no difficulty in disposing of all he grew. He could have disposed of ten times 
 the quantity, if he had it. He was making money, and was well launched on the 
 way to prosperity. But to leave well enough alone was not in Oechslin's make-up. 
 Better facilities and a more extensive plant meant business expansion. Mr. Oechs- 
 lin was eager to expand, not only on his own account, and from the standpoint of 
 dollars and cents, but to improve the general conditions of the trade and to meet 
 the ever-growing demand of his customers. An excellent piece of ground, several 
 acres in extent, was to be had on West Quincy street and Forty-eighth avenue. He 
 
Holding to the Straight Line — Fkiendshii-s and Event;^ 65 
 
 bought the ground, and erected a modern place. His prosperity from then on took 
 wings unto itself. The excellent stock he was producing spread his fame over a 
 wide area, and orders came pouring in on him not only from his Chicago cus- 
 tomers, but from a large circle of florists in many Western, Northwestern, and 
 Southern towns as well. As a plant grower, Mr. Oechslin is unquestionably one 
 of the most successful in the country. 
 
 The well-known firm of the George Wittbold Company, which for upward of 
 half a century has carried on a prosperous business, and has grown up with the 
 city itself, needs no introduction by me. Since the death of the founder of the 
 institution, the late Mr. George Wittbold, the business has been in the able hands 
 of his sons, Louis Wittbold and his brother Fred. Some of the members of the 
 family have withdrawn their interests and embarked upon a separate business of 
 their own. One of the brothers, Otto Wittbold, has his nursery at Edgebrook, 111., 
 where the greenhouses of the George Wittbold Company are also located. 
 
 In addition to palms, ferns and blooming plants of all kinds, the George Witt- 
 bold Company also grows Roses, Chrysanthemums and bulbous stock very suc- 
 cessfully. The elegantly equipped store on Buckingham Place consumes all their 
 product, although palms are being sold in quantity at wholesale. 
 
 When I think of the great number of notable and prosperous florists in Chi- 
 cago, I realize the utter impossibility of doing individual justice to all of them. 
 I can but speak generally, and say that these energetic men have contributed their 
 full share to the development of their truly wonderful city, the great metropolis 
 of the West. What is especially laudable is the fact that each man seems to take 
 a kind of personal pride in his beloved city, a city that communicates to the 
 stranger at once something of its buoyancy and "go-aheadiveness" of spirit. 
 
 On the Outskirts of Chicago 
 
 Along with the development of horticulture in Chicago, there was a general 
 movement in the direction of its development throughout the State. Such towns, 
 as Peoria, Lincoln, Bloomington, Springfield and many others, fell into line, and 
 for a time greenhouses sprang up like mushrooms in the woods. 1 will cite a few 
 instances. 
 
 A. Washburn & Sons of Bloomington, 111., saw their opportunity in that thriv- 
 ing town, and turned their farm into a floricultural establishment. The late 
 Mr. A. W^ashburn, a New Yorker by birth, planned well, and lived to see the re- 
 sults of his planning. Their greenhouses and store are all that could be desired, 
 and the two sons now in charge of the place are conducting a most profitable 
 business. 
 
 Gullett & Sons of Lincoln, III, are not only successful growers, but also men 
 of modern business ideas and progressive spirit. They have but recently enlarged 
 their already extensive establishment, having put up an entirely new place for 
 Roses which they ship to many parts of the country. 
 
 L. C. Loveridge, of Peoria, 111., a successful all-around grower, a man who 
 has learned his business in numerous establishments on this as well as the other 
 side of the water, has put the floral business of Peoria on a strictly up-to-date 
 basis. Aside from the stock of excellent quality which he invariably produces, he 
 has modernized the method of doing business in that prosperous town. His store 
 and his greenhouses testify to his business initiative. 
 
 Miss Belle Miller of Springfield, 111., the woman horticulturist of Illinois, is 
 another example of enterprise. Starting as an amateur, she gradually enlarged 
 her scope, until she became a professional grower, and one of the most successful 
 ones in the State. Besides having a lucrative retail business, she grows large quan- 
 tities of stock of all sorts for the St. Louis wholesale market. Pier place is a 
 model of neatness, and her ofiice where she conducts her business shows the 
 
66 Thk Tales ok a Traveler 
 
 woman's touch in the charm and attractiveness that do not characterize most 
 business offices. 
 
 Fred J. Ammann of Edwardsville, 111., a very progressive young man (for 
 despite his forty-five years he is still young) belongs to two States, dividing his 
 interests between Illinois and Missouri. An active member of the St. Louis Flo- 
 rists' Club, he is also most active in the affairs of the State Society of Illinois, 
 being secretary of that society. Mr. Ammann has a modern range of glass located 
 upon one of the most beautiful sites of Edwardsville, which under his good man- 
 agement is yielding splendid results. His stock is always of excellent quality, 
 for, like any other progressive grower, he does not believe in postponing a thing 
 until tomorrow if he can do it today. In other words, instead of letting a pos- 
 sible good thing go until some other fellow has proved its merits, he prefers to 
 try it himself, and thus be in the market a year in advance of the conservative 
 man. 
 
 Perhaps in no other State in the Union has horticulture received the impetus 
 which has been given it in the State of Illinois. It was in Illinois that a State 
 society of florists was first organized. This society does splendid work in more 
 senses than one. Aside from bringing into its fold as many members as it can 
 from every part of the State, and thus interesting them in the splendid work it is 
 carrying on, it has induced the State legislature to appropriate a considerable 
 amount of money for experimental purposes. The State University at Urbana, 
 111., has a splendid department where, under the excellent management of Pro- 
 fessor Herman Dorner, experimental work in all branches of horticulture and 
 floriculture is being carried on with marked success. Their annual reports, I have 
 been told, are eagerly awaited by no less an institution than Cornell University 
 itself. The annual meetings of the State Society of Illinois, generally held in 
 February, are events of great importance, not only to the florists of that State 
 itself, but to florists of neighboring States as well. These conventions are held in 
 the various towns of Illinois. The last one took place at Rock Island. 
 
 Other States might do well to follow the example of Illinois. The value of 
 experimental work, work in which every florist is directly interested, can hardly 
 be overestimated. The problems which arise, and the dilemmas with which every 
 grower is confronted, are often of a nature which puzzles the most practical of 
 them. Whatever may be said against a college education, and of the futility of 
 book knowledge, certain it is that the greatest problems, industrial and otherwise, 
 have been oftenest solved by men possessed of the knowledge of theories, and 
 principles underlying these problems. If the grower has no definite knowledge 
 about the nature of his soil, or the kind and amount of fertilizer required to 
 supply its deficient elements, a little knowledge of chemistry might aid him ma- 
 terially. But since every florist cannot possibly alter conditions to suit his own 
 needs, the best and only thing he could do would be to depend upon the experi- 
 mental station which would soon clear up his difficulties. 
 
 On Establishing Experimental Stations, Etc, 
 
 The signs of the times point to the establishment of experimental stations in 
 every State in the Union, for such institutions would be of incalculable benefit to 
 the trade. I will go further and say that the time is coming when the florist will 
 realize the necessity for giving his son the advantages of a college education, in 
 order that the profession — and a profession it is — may be raised above the hap- 
 hazard standard, if I may thus put it. The future success of our business, I can 
 clearly foresee, will largely hinge upon a thorough knowledge on the part of the 
 man conducting it of the details and theories, if you please, which seem to be so 
 much ignored, or else often sneered at, by the practical florists of today. I do 
 
HOLDIXG TO THE STRAIGHT LiNE FRIENDSHIPS AND EvENTS 67 
 
 not mean to speak disparagingly of the great results accomplished by practical 
 men. Far from it. But the results accomplished, be it remembered, are not be- 
 cause of a lack of college training, but in spite of it. 
 
 Horticulture had begun to make its strides. In some quarters, a cry was 
 raised to halt. For a time we heard so much about too much building and the 
 danger of over-production. Such cries of alarm might have been expected. No 
 movement has ever been started on its way without opposition. The progressive 
 elements in our trade never heeded that warning, realizing that far from reaching 
 the limit, our business was still in its embryo, and that its possibilities were prac- 
 tically unlimited. Why, is not our country grow-ing? Are not our towns and 
 cities almost doubling themselves in population? Thus far, they reason, our prod- 
 uct has found its way among the rich ; but how about the rest of the people, the 
 great mass that outnumbers the rich in the ratio of fifty to one? Why should not 
 our product appeal to them as well? And why should we not put it within their 
 reach? It is up to us, said these progressive ones, to educate the people, to spread 
 the gospel of beauty among them. 
 
 The Birth of Flower Shows 
 
 How to educate the mass was a question easily solved. The flower show would 
 do the w-ork. Let us make our flower shows popular and attractive ; let the people 
 see for themselves what we are trying to do for them. Let us convince the great 
 mass that our art is not intended for the rich only, that we mean to bring it within 
 their reach; in short, that we intend to beautify the humblest home as well as the 
 stateliest of mansions. 
 
 The idea was a capital one, and flower shows became the recognized order of 
 things among the florists. That the work thus undertaken and carried on was 
 productive of good results was no longer questioned even by the most bitter 
 opponents of the innovation after its first few trials. The rank and file responded 
 to the call, and it was an inspiration to the writer in the earlier days of his travels 
 to see men and women of the humbler ranks crowd eagerly into the halls to view 
 "God's fairest creations." 
 
 International Flower Shows 
 
 From the local flower show to the international ones was but a short step. 
 The first attempt of this kind, as everyone in the trade will well remember, was 
 made in St. Louis, Mo., during the Louisiana exposition. A few earnest men 
 gathered at the old Sherman House in Chicago, and launched the enterprise. 
 A hurried call was issued to a good many growers, setting forth the advantages 
 of a flower show in connection with the great Louisiana exposition. An enter- 
 prise of the sort required money. A subscription was made among the few pro- 
 moters of it, but more was needed. In a circular letter sent out broadcast, it was 
 urged that the recipient subscribe any amount he saw fit for a guarantee fund. 
 Quite a number saw the advantages that would accrue to the trade, and readily 
 responded. The majority, however, paid no attention to the call, although they 
 soon realized the fallacy of their lack of interest. That enterprise proved to be a 
 great success. Thousands upon thousands of people cheerfully paid their admis- 
 sion to view the flower show. A handsome sum was realized, and every subscriber 
 to the guarantee fund received his money back plus a handsome dividend. If I 
 remember rightly, but one-fifth of the amount subscribed was called for. The 
 money returned was double the amount paid in. 
 
68 The Tales ok a Traveler 
 
 First National Flower Show at Chicago and Others 
 
 The first Louisiana exposition blazed the trail for other flower shows of a 
 national scope. The first of this kind was held at the Coliseum in Chicago, and, 
 to the credit of the local management be it said, everything possible was done to 
 ensure its success. The retailers, no less than the growers themselves, did their 
 part. And how well they did it ! There were table decorations, mantel decora- 
 tions, and decorations for all sorts of occasions, to attract people from every 
 walk in life. The landscape gardener did his best, too, to give to the denizens of 
 the city as well as to the country gentlemen an object lesson in landscape garden- 
 ing. One firm, I remember, had two cottages side by side, labeled "Before and 
 After." The one "before" represented a miserable shanty, standing in the midst 
 of a rubbish heap of rusty tin cans, broken bottles, litters of paper, ashes, and 
 so on. The one labeled "after" was a humble cottage, surrounded by a neatly 
 trimmed lawn, with a few shrubs planted here and there to add to the general 
 attractiveness of the place. It was evident that the intention of the landscape 
 artist was to reach the common people, to show them what could be accomplished 
 with little effort and at no very great cost. The results from both monetary 
 and educational standpoints surpassed the most sanguine expectations of the most 
 enthusiastic promoters. 
 
 Other shows followed. The second one in Boston, the third one in New York, 
 and the fourth one held recently in Philadelphia, all proved eminently successful. 
 
 Much criticism has been heard about the last named, held in Philadelphia, 
 many contending that the exhibition hall was inadequate for the purpose, that it 
 was too far out of the way, and that the Blue Laws of the Quaker City which 
 barred out the public from attending the "greatest sermon that was ever preached 
 in the city," to use Mr. Gude's words, were a great drawback to the success of the 
 enterprise. It must be remembered, however, that in point of attendance there 
 was no city that surpassed Philadelphia. The fact that the first Sunday of the 
 show thousands of people lined the streets in the immediate vicinity of the hail, 
 evidencing their disappointment at not being able to get in, was encouraging 
 enough in itself, for it indicated that flower shows, as an educational institution, 
 made a strong appeal to the people. The city of Philadelphia, I may here remark, 
 has passed upon its loan bill, and this among other improvements provides for a 
 convention hall, the like of which no city can equal today, let alone surpass. Let 
 us hope that the next National Flower Show to be held in Philadelphia will carry 
 with it a more favorable impression than the last one — that by that time the Blue 
 Laws of 1/94 will be revoked. 
 
 Horticulture continued on its march of progress. State after State fell into 
 line; and while J should like to speak about every State in the Union, I must, for 
 reasons of space limitation, confine myself to those sections through which I 
 traveled most often. The Eastern States were already in advance. As I remarked 
 before, the city of Boston supplied the great city of Chicago with Roses. It was 
 now that the Middle West had its turn. The States of Illinois, Indiana, Ohio, 
 and Michigan became especially active. Truck farms were turned into greenhouse 
 establishments. Celery growers in the Black Belt of Michigan who grew a few 
 plants as a side line turned their attention to plant and cut flower growing, and 
 the Celery patches became the side lines. Later the Celery man found it to his 
 advantage to give his entire attention to flowers, and let the real farmer take care 
 of the Celery end of it. 
 
 Expansion of Michigan Growers 
 
 A case in point is that of \'an Bochove Brothers, in Kalamazoo, Mich. In 
 i88g, when I first met them, the Van Bochove Brothers were primarily Celery 
 growers. They had two little houses wherein they grew Geraniums and other 
 
Holding to the Straight Line — F"rii;ndshu's and Events 69 
 
 bedding plants for the supply of the local trade. A few years later they thought it 
 might pay them to try a few Roses. American Beauty Roses were tried, and 
 whether it was due to the soil or to their good luck in finding the right man to 
 take care of the stock, their American Beauty Roses were grown most success- 
 fully, and sold readily in the Chicago market. Another house was put up, and 
 more American Beauty Roses were grown ; then another and still another were 
 added. In addition to American Beauty Roses, they introduced the Bride and 
 Bridesmaid. There was no hitch of any kind, except in shortage of stock ; for 
 they could readily dispose of more than they grew. It was now a question of 
 expansion, and undivided attention to either one or the other of the branches of 
 their business. The Celery field had to go. In course of time a considerable por- 
 tion of their ground within the city limits was covered with glass. Their success 
 as cut flower growers was now fully assured. The city of Kalamazoo began to 
 expand; city lots went soaring in value, and so did the taxes upon them. As keen 
 business men, the Van Bochove Brothers decided that it would be much to their 
 advantage to dispose of the lots and build a new place upon a new site, outside 
 of the city limits. Today they have one of the largest places in Michigan, and are 
 considered among the best growers in the State. 
 
 Other Michigan cities, such as Grand Rapids, Saginaw, Bay City, Jackson, 
 Lansing, Flint, and so on, were fully awake to their opportunities, and expansion 
 became the order of the day. Twenty-five years ago there were but few extensive 
 greenhouse establshments in the State. In the early '90's the reconstruc*^ive period 
 may be said to have begun. It seemed as though the people suddenly awoke to the 
 charm of plants and flowers, and the demand had to be met. Such firms as 
 Henry Smith, Alfred Hannah & Sons, and Eli Cross of Grand Rapids ; the 
 Roethke Floral Company, Charles Frueh & Sons, Grohman Brothers, and J. B. 
 Goctz's Sons of Saginaw; Bochringer Brothers of Bay City; C. Brown & Com- 
 pany of Jackson ; and many others too numerous to mention, commenced to make 
 improvements on a scale that promised well for the future of horticulture in their 
 State. 
 
 The city of Detroit, conceded by all to be one of the most beautiful, attractive, 
 and progressive cities in the country, shows its remarkable advance in horticulture 
 no less than it does in the automobile industry. The flower beds in the city 
 square, in front of the city hall, and in the various little parks scattered through- 
 out the town, are features of charm to the visiting strangers. Detroit in this 
 respect may be likened to some of the attractive cities in Germany. The white- 
 wing brigade, or the street cleaners, were first organized in Detroit. And even 
 New York City, a town that is supposed always to lead and never follow, took its 
 cue in this particular from Detroit. But it is not about the charms of the city 
 that I wish to speak. 
 
 Florists' Telegraph Delivery Association 
 
 As a matter of course, the advance in horticulture that characterized the State 
 of Michigan had its due measure of expression in Detroit. I have elsewhere 
 referred to the Detroit florists as a progressive, alert and cultured body of men. 
 Hence to speak about every individual separately would be superfluous. I have 
 made many friends in Detroit, among the florists. In fact, it is one of the cities 
 that I take an especial delight in visiting. The spirit of fraternity that exists 
 among the florists of Detroit, it seems to me, is particularly strong and productive 
 of good results. Whatever question of importance arises is usually brought up 
 and discussed at the florists' club meeting. Often such questions prove of interest 
 not only to the Detroit florists, but to the trade throughout the countr3\ The 
 Florists' Telegraph Delivery Association has its secretary in Detroit. Albert 
 Pochelon is the man who put that organization on a basis that is unshakable. The 
 
70 Thk Tales ok a Traveler 
 
 idea may not be originally his own. But it takes a man with a deal of enthusiasm 
 and faith in an underiakinp to carry out an idea, no matter how good it is, to a 
 successful finish. Air. Pochelon believed in the value of the Florists' Telegraph 
 Delivery Association, and believing with him meant action. The idea of a patron 
 in Detroit being able to send a box of flowers to a friend m Paris, or London, or 
 Madrid, within two or three hours, or to distant points in our own country in 
 even less time, was a novel as well as a practical one. With the energy character- 
 istic of him in his own business affairs, Mr. Pochelon undertook to interest men 
 in various parts of the country, urging them to become members, and showing 
 them in his own inimitable way the immense advantages that would accrue to 
 our business if they would realize its possibilities. To use his own words, "The 
 Florists' Telegraph Delivery Association means business coming and going." The 
 man who receives an order for flowers and sends it to his correspondent abroad 
 is also likely to receive an order from his correspondent in return. Aside from 
 the advantages of the discount going with such orders, it also means a great 
 advance upon former methods in facilitating the sending of flowers at distances 
 on short notice. The boom to the flower trade was evident. But, like any other 
 innovation, it had its opposing factions. Some men were narrow-minded enough 
 to consider themselves in a class of their own. Albert Pochelon is not the man, 
 however, to be daunted. He continued circularizing and talking about his idea 
 wherever and whenever the opportunity presented itself. It used to be said of 
 him that the Florists' Telegraph Delivery Association meant more to him than 
 his own business, which by the way is a very flourishing one. During the National 
 Flower Show at New York, we were favored with a few visitors from England. 
 Among them was the late W. Wells, the noted Carnation grower of England. 
 Upon being introduced to Mr. Wells, Mr. Pochelon saw his opportunity to ap- 
 proach him with his pet idea. 
 
 "What !" exclaimed Mr. Wells, "this must be another of your American 
 fakes." 
 
 Whether Mr. Wells had been at some time taken in by a fakir or not, I do not 
 know, nor has it any bearing on the story. The fact is that Mr. Pochelon was 
 not in the least disturbed by this answer, but proceeded to convince Mr. Wells of 
 the tremendous advantages of bringing the trade of England and America. into 
 closer touch by means of the telegraph. A few weeks later, on his visit to 
 Detroit, a reception was given to the well-known Englishman, and here again 
 Mr. Pochelon broached the idea. Mr. Wells was won over, and became one of 
 the most ardent supporters of the association. 
 
 Detroit Florists 
 
 I have already mentioned in former pages the w^ell-known firm of John Breit- 
 meyers Sons, and Mr. B. Schroeter, both presiding over veritable floral palaces, 
 within a block of each other. 
 
 But there are other men who have contributed largely to the progress of the 
 city in general and horticulture in particular, well worthy of mention. 
 
 C. H. Plumb on Burns avenue has built up a large business from a small begin- 
 ning. He started about twenty years ago with two little greenhouses, and kept 
 pace w^ith the city as it grew. Mr. Plumb grows largely for the wholesale market, 
 both plants and bulbous stock ; and during the past few years he has built up 
 quite a retail trade in his own neighborhood. 
 
 Frank Holznagle's place on Woodward avenue occupies a plot of ground 
 that, it is said, is worth a fortune. Mr. Holznagle never boasts of his wealth, but 
 pursues his business, giving it all the attention and hard work that make for suc- 
 cess. He is considered among the best growers in the State. 
 
Hoi.DINC. TO THE STRAIGHT LiXI-: — FRIENDSHIPS AND EvENTS 71 
 
 E. Fetters, originally of the Smith & Fetters Company of Cleveland, came to 
 Detroit a few years ago, and made it his home. Mr. Fetters is an artist in his 
 line, as well as a successful business man. He conducts two stores. 
 
 The genial J. F. Sullivan, beloved by every traveling man, has contributed his 
 share toward the advance of horticulture in Detroit. Mr. Sullivan is, above all 
 else, an optimist ; and optimism, it is claimed, goes hand in hand with prosperity. 
 
 Beard Brothers have been recently succeeded by Sidney Beard, the son of the 
 late Frank Beard. Although still a young man in the early twenties, Sidney — if 
 one is to judge him by the extent of his enterprise, and the results achieved — 
 has all the experience of a veteran. There is no question but that the young man 
 is on the road to success. 
 
 Nor has J. K. Stock any ground for complaint about his business ventures. 
 Starting in a section of the city that did not promise much so far as retail trade 
 was concerned, he confined himself at first to the growing of ferns and bedding 
 plants for the wholesale trade. But Detroit has grown, and so has the section 
 where his greenhouses are located. About three years ago, he remodeled his 
 place, and erected a modern flower store on Warren avenue. His retail trade has 
 grown by leaps and bounds. 
 
 The late Gus H. Taepke, a pioneer florist of Detroit (for he was one of the 
 oldest in that city) contributed his share toward the growth of floriculture in 
 Detroit. His place on Elmwood avenue is covered by a large range of glass, 
 where a miscellaneous stock is always grown successfully A number of years 
 prior to his death, finding that his business equipment had become inadequate to 
 meet the growing demand, he built a range of glass on Gratiot avenue, on the 
 outskirts of the city. There he grew Roses and Carnations for his ever-increasing 
 retail trade. His son, Walter Taepke, who succeeded his father upon his death, 
 conducts a prosperous retail business, his store being located in the heart of the 
 retail section. Between his store and his greenhouses, young Walter has ample 
 responsibilities, but is fully equal to the task. 
 
 Robert Flowerday, a florist of the old school, though not an old man, has of 
 late divided his time between his business and the parks of Detroit. The respon- 
 sible position of superintending the parks finds him equal to it on all occasions. 
 His j^oung son is of great help to him in looking after the business. 
 
 W. B. Brown kept full pace with the growth of Detroit itself. Starting about 
 twelve years ago, with no visible means, but with plenty of grit and determination 
 as assets, he plugged along until he attained his end. Today Brown is among the 
 successful florists in the city of Detroit. 
 
 Growers and Retailers in Detroit Suburbs 
 
 Detroit seemed to be much in need of Roses. While a few Roses were 
 grown in the immediate vicinity, there was not enough stock produced to supply 
 two big stores, let alone the stores that sprang up in every part of the city. The 
 man to supply this demand, or to meet it at least in part, appeared on the scene, 
 though his appearance is of but recent date. A. J. Staehlin of Redford, Mich., 
 a suburb of Detroit, has demonstrated his ability to accomplish results in what- 
 ever he undertakes. A few years ago, it occurred to him that movable houses, 
 something unheard-of before, would pay. His idea was that he could plant his 
 Carnations in the field, give them the full benefit of a Summer's growth in the 
 open, and when the time came to plant them inside, instead of lifting and taking 
 them into the greenhouses, he could just as well move over the greenhouses to 
 them. In this way he could accomplish two purposes : First, he would save him- 
 self the labor of planting in the Fall; and second, the Carnation plants that were 
 under the glass during the Summer would remain there until late in the Fall and 
 he could continue picking the flowers until the frost set in. It was a case of 
 
72 The Tales of a Traveler 
 
 carrying the mountain to Mohammed. This innovation in greenhouse construc- 
 tion was a success from the start. Mr. Staehhn's Carnations are among the best 
 brought to the Detroit market, and his Sv^^eet Peas, which he grew for a few 
 years, enhanced his reputation as a grower of splendid abihty. About three years 
 ago he grew a house of Tomatoes, and this enterprise, it is said, brought him 
 excellent returns. 
 
 But Mr. Staehlin saw the possibilities in Rose growing; and seeing the possi- 
 bilities, he was prompt to act. In addition to his already extensive place, he 
 erected a range of four houses, each four hundred feet long, built of iron and 
 cement, exclusively for Rose growing purposes. As with Carnations, his success 
 with Roses is fully assured, and the Detroit market is thereby somewhat though 
 not fully relieved. 
 
 Thomas Browne of Greenfield, Mich., within two miles of Mr. Staehlin, has 
 but recently erected two additional houses, each six hundred by seventy feet. 
 This is but an addition to the already immense place which Mr. Browne has built 
 up from time to time. The reader may easily conceive the immense quantities of 
 stock which Mr. Browne produces in his mammoth establishment. Besides Car- 
 nations and Sweet Peas, in which he specializes, he plants seventy-five thousand 
 Chrysanthemums ; and in the Spring he markets about a hundred and fifty thou- 
 sand Geraniums. 
 
 Both Mr. Browne and Mr. Staehlin have made rapid strides in floriculture. 
 
 The thriving city of Mt. Clemens offers many attractions to the visitors. 
 In the first place, it is but twenty miles from Detroit, and is reached by trolley 
 service that runs on half hour schedule. To me Mt. Clemens always appears as a 
 hustling, thriving suburb of the great city of Detroit itself. It seems to partake 
 of the spirit of the metropolis, and shows remarkable progress along all lines. 
 The city of Mt. Clemens is perhaps best known for its hotels and bathhouses, 
 which attract numerous visitors at all times from all sections of the United States. 
 It always gives me great pleasure to visit this town. For here, too, I have made 
 friends. 
 
 Until lately, there have been no retail florist stores in Mt. Clemens. About 
 two years ago, Mr. John Carey opened one, as an adjunct to his wholesale trade; 
 and from all accounts he is doing well. 
 
 The flowers grown in Mt. Clemens go to the Michigan Cut Flower Exchange 
 in Detroit. In fact, two of the Mt. Clemens florists, namely, Robert Klagge and 
 Fred Breitmeyer of the Breitmeyer Floral Company, are interested in that re- 
 markably successful institution, which under the able management of Robert M. 
 Rahaley has made such wonderful progress within the past few years. 
 
 Robert Klagge, at one time known as the Violet king of that section, has in 
 recent years centered his attention upon Lily of the Valley, and is now the largest 
 Lily of the Valley grower in Michigan. But besides Valley, he grows an immense 
 quantity of French and Holland bulbous stock, and is quite successful with his 
 Roses and Carnations. 
 
 Fred Breitmeyer of the Breitmeyer Floral Company, is centering his entire 
 attention upon Roses, believing in specialization as the indispensable factor in 
 unqualified success. Among other Roses, he finds Jonathon Mack one of the best 
 for Summer culture. It is said that Mr. Fred Breitmeyer has discovered a gem 
 in the way of a sport among his Ophelia Roses. It is a clear pink Ophelia. The 
 growers will await with interest the result of Mr. Breitmeyer's discovery. 
 
 August von Boeslager, as his name indicates, comes from a noble family in 
 Germany. In his native land, it is said, he mingled with the "upper ten." But in 
 this country he became imbued with the democratic spirit, and put his abilities 
 and energy to good use. He became a florist, and a very successful florist indeed. 
 His greenhouse range on North Gratiot street, in Mt. Clemens, is one of the 
 
Holding to the Straight Lini-: — I-'Kiicxnsnii's and Events 73 
 
 beauty spots in that town. The cobble-stone wall fronting his picturesque chateau 
 and greenhouses, his very attractive conservatory leading to the range, proclaim 
 him an artist as well as a florist. He grows excellent stock, and is always abreast 
 of the times. 
 
 Mr. John Carey never misses on Roses. His crop is always on time, and he 
 seems fully able to guard against all ills to which Roses are subject — mildew, 
 blackspot, and all the rest of them. But besides Roses, he grows quantities of 
 bulbous stock and Carnations, most of which go to the Michigan Cut Flower 
 Exchange in Detroit. 
 
 Toledo Florists Keeping Step with Progress 
 
 Toledo, Ohio, is within hailing distance of Detroit, being but sixty miles away 
 from it. Some jestingly refer to Toledo as a suburb of Detroit. I question, how- 
 ever, if any city in the country can boast of such suburbs. For Toledo has grown 
 in recent years in a way to ensure it place in the ranks of the largest cities in the 
 country. As I compare the Toledo of twenty-eight years ago with Toledo today, 
 the advances the city has made appear as remarkable indeed. Twenty-eight years 
 ago there were but few greenhouse ranges in that town, the largest of them — 
 that belonging to the late George Heinl, being small in scope and antiquated in 
 construction. Today modern ranges are to be found in various sections of the 
 city; and the progressive spirit of the florists of Toledo is parallel with that of 
 their brother florists in any other city. 
 
 Thomas Magee of the Davis & Magee Company, at one time a Philadelphian, 
 brought with him to his Western home the advanced ideas of the East and has 
 built up an excellent business in the residential part of the town. About three 
 years ago, he found his place inadequate to the growth of his business. To meet 
 his increasing needs, he demolished his greenhouses, and in their place he erected 
 a modern range with a store in front that is considered one of the finest in the 
 State. 
 
 E. Suder, of Cherry street, has also found it necessary to meet the demands 
 of the times, and two years ago his place was completely rebuilt. A magnificent 
 conservatory, such as one is accustomed to see on private estates, has been added; 
 and the general equipment has been modernized and largely improved. 
 
 Harry Heinl, who succeeded his late uncle, George Heinl, has practically 
 rebuilt the entire range. Mr. Heinl grows for the wholesale market, and has 
 made a success. 
 
 Schramm Brothers are two young men still in their twenties, who assumed 
 the responsibilities of the old established business by force of circumstances. 
 They are the third generation of the Schramms with whom I have come in contact 
 since I began my visits to Toledo. Mr. Schramm, their grandfather, who had 
 long since retired, died but recently. His two sons, who succeeded him several 
 years ago, died within a year of each other, a few years after they had taken 
 over their father's business. The present Schramms put their shoulders to the 
 wheel, and notwithstanding their youth, they do not seem to regard their respon- 
 sibilities as especially burdensome. The fine retail business which their parents 
 and grandparents established and built up has been extended, and the young men 
 give every promise of not slacking up the pace that has been set for them. 
 
 John Barrows, on Detroit street, an all-around good grower, has fully kept 
 pace with the spirit of the times. Mr. Barrows grows a miscellaneous stock of 
 plants and cut flowers and a large quantity of bulbs. He has an excellent retail 
 trade in his own as well as in other sections of the city. 
 
 It is a pity that I cannot take up in detail the story of the progress made by 
 every individual flonst throughout the State of Ohio, and elsewhere; but, as is 
 obvious, space will not permit. A good many of my friends in Cleveland, for 
 
74 The Tales of a Traveler 
 
 example, have most interesting histories that would well illustrate the success that 
 is to be achieved by dint of hard work and perseverance. So, too, in Akron, 
 Dayton, Lima, Mansfield, and many other towns there are florists who have 
 achieved a well deserved reputation in the trade. But I must pass on. 
 
 The Credit System, Its Uses and Abuses 
 
 A few years ago, I had the privilege of addressing the Philadelphia Florists' 
 Club on a topic that aroused at the time some interest and discussion in trade 
 circles. The late Alexander Wallace, editor of The Florists' Exchange, was 
 especially enthusiastic in his advocacy of the principles that I brought up. 
 
 The subject involved was that of our credit system, its uses and abuses. It 
 seems to me now, as it did then, that we have made but little progress in this 
 direction. Our credit system is still in a great measure antiquated, and badly in 
 need of modernizing. It is surprising, when one considers it, that the retail flo- 
 rist who has done so much to improve upon the methods of old, and has modern- 
 ized the general system of doing business, should neglect the very foundation 
 upon which a successful business is built. While giving his attention to details of 
 store arrangement, quality of flowers, discussion of prices, and even co-operative 
 advertising, it never occurs to him to take up the question of credit, a question 
 that should above all else present itself to his mind as of primary importance. 
 The custom prevails among the retail florists, as every one of my friends will con- 
 cede, to extend credit to their patrons, often indiscriminately and without impos- 
 ing any limitation of time upon the best of them. If Mrs. Brown gives a pink 
 tea and wants a table decoration that will be just so, and in the nick of time, the 
 florist expends his best efforts to satisfy her. He often takes rebukes if the box 
 of flowers which she ordered to be delivered at nine should reach her at ten. 
 He does his utmost to give her the very best flowers, for Mrs. Brown is a very 
 I)articular lady, and will have nothing else but the best. He meets her whims and 
 caprices and injunctions and orders without a murmur. To be sure, Mrs. Brown 
 i3 a society lady, one whose trade is well worth having. 
 
 And now let us see how Mrs. Brown conducts her end of their business rela- 
 tion. After having run up an account that totals into a considerable sum, it 
 never occurs to her that Mr. Florist might well use the money. The fact that he 
 must pay his grower, or commission man, and that they in their turn must pay 
 for labor and coal and other overhead expenses, never presents itself to her. 
 The gaiety season being over, Mrs. Brown quietly departs for either her Summer 
 home or for Europe, leaving her florist bill unattended to. It would be the height 
 of folly, of course, on the part of Mr. Florist to call her attention to such trifling 
 matter as her flower bill. The very idea of it ! Why, Mrs. Brown is a leader of 
 society; and Mr. Brown is a prominent man in town, a successful manufacturer, 
 a member of the leading clubs, and what not. To present a bill to such people 
 would mean nothing short of offending them. And so Mr. Florist bears the bur- 
 den of his financial troubles; and of necessity must put off the grower or the 
 commission man, who in his turn must bear his part of the burden. 
 
 Now and then it happens that a florist loses his patience, and then, lo and 
 behold ! his patron is lost to him, for his competitor saw the chance, and swooped 
 upon it like a vulture after spying its prey. The consequence is that the lax credit 
 system is thus perpetuated, and the loss to all is apparent. 
 
 I recall an incident that may well illustrate the situation. A number of years 
 ago, a florist (whose name I need not mention here) lost patience with one of 
 his liberal patrons, who ran up a considerable bill during nearly two years. The 
 florist asked him several times if he could not oblige him with a little money, for 
 he had his coal bill to pay, and other pressing obligations to meet. His requests 
 were entirely ignored. The patron happened to be a lawyer of prominence. One 
 
Holding to the Straight Line — FRiE.xnsHii'S and Events 75 
 
 Saturday afternoon the long-suffering florist sent his son, at that time a boy of 
 about fifteen, to the lawyer's office, with instructions to ask him for at least part 
 payment on the bill, as he needed it badly. The boy returned empty handed, and 
 told his father that in the future he should do his own collections ; that not only 
 had he failed to get any money, but that he had been grossly insulted into the 
 bargain. The lawyer had told him to inform his father that he would pay the 
 bill whenever he was good and ready, and that he considered it the height of 
 audacity for the florist to pester him in this manner. 
 
 This was the last straw, and it broke the camel's back. On the following day, 
 though it was Sunday, the florist rang the bell at the magnificent residence of his 
 patron. The maid wanted to know the nature of his business. 
 
 "I want to see Mr. X , and I want to see him at once !" he said. 
 
 Disregarding her expression of surprise, he ushered himself into the entry, 
 and then to the parlor. A few minutes later, his patron appeared. 
 
 "What do I want?" said the florist, echoing the lawyer's question, "I want my 
 money, and I want it right now, too ! And if you don't hand it over to me on the 
 spot, I will wipe the floor with you, and don't you forget it !" 
 
 Suiting his action to his words, he seized the lawyer by the collar of his coat, 
 and was about to administer the threatened punishment. The lawyer grasped the 
 situation at once, and to avoid scandal he handed the florist the money there and 
 then. As the latter departed, he told his erstwhile patron to remember that even 
 a florist has his rights that must be enforced. And as to his future trade, he 
 could transfer it to whomsoever he pleased. 
 
 The instances already cited were of course extreme : I do not advocate the 
 method of collection involved as the best for results. But some means must be 
 devised, to be sure less strenuous in their nature, to remedy an evil of long 
 standing. There is no reason why the retail florist should not collect his accounts 
 in due time. Nor is there any reason why his patrons, no matter what their 
 standing in the community, should take offence because the florist wants the 
 money that is coming to him. It seems to me that concerted action upon the part 
 of the retail florists in this respect would be productive of excellent results. If 
 the retail florists would impress upon the minds of their customers how necessary 
 it is for them to collect their accounts in order to meet the pressing demands of 
 the growers and be able to carry on their business (how hard it is to conduct 
 business without the necessary funds every business man knows), I am quite sure 
 that their patrons would realize the reasonableness of the florists and would pay 
 promptl}-. 
 
 I shall not attempt to suggest w^ays and means, but I am quite sure that if the 
 retail florists would act in unison they could easily devise them themselves. 
 
 What I have said about the retail florist and his methods of credit applies with 
 equal force to the grower and wholesale man. As a body the florists, both retail 
 and wholesale, are honest; and their integrity is not to be questioned for a moment. 
 There are indeed less failures among the florists than among any other body of 
 business men. But their laxity in credit system, both "coming and going," is a 
 weakness and a hindrance that requires serious consideration and a radical remedy. 
 The greenhouse man who makes it a practice to delay payments of his obligations 
 beyond a reasonable length of time fails to realize not only the duty he owes to 
 the man who gave him the stock, but to himself as well. Let me make that point 
 a little clearer. If he finds credit easy, and the terms of the man anxious to sell 
 him too liberal — of the "take-your-own-time-about-it" sort — he will buy more than 
 his actual requirements justify. In this manner he assumes a burden not at all 
 unavoidable. Besides, he takes up space in his greenhouse that he might better 
 utilize with stock of his own production. 
 
 But even the most liberal house needs its money some time. And when the 
 
76 The Tales of a Traveler 
 
 limits of a reasonable time are reached, a polite request for money, at first a 
 "please remit" on the statement, and later perhaps a draft, seem in order. The 
 florist continues to take his time about it, ignoring all requests and drafts, and in 
 course of time exhausts the patience of the liberal house. A pointed letter follows, 
 and the result is an estrangement in business relations, antagonism on both sides, 
 and financial loss to the grower himself, who should have bought less in the first 
 place, with more thought of the preservation of his credit. 
 
 I am not speaking of the man who deliberately plans to purchase stock that 
 he has not any intention to pay for. Such men, fortunately, constitute only a small 
 minority in the trade, and the sooner they are entirely eliminated, the better for 
 the men carrying on a legitimate business. I shall not speak of these "dead-beats" 
 at all. It is the florist who brings into his business grit and enthusiasm, who 
 plans and conducts his enterprise upon honorable principles, that should give to the 
 credit end of his business the careful consideration that he brings to bear upon 
 other phases of it. It is remarkable how little this very important element in our 
 business is thought of even by some of the most progressive men in the trade. 
 The A. B. C. of business principles is in a good many cases either ignored or alto- 
 gether misunderstood. Often an unknown florist will send in a good-sized order, 
 with instructions to forward immediately, no mention about reference or terms of 
 payment or his business standing being made. He simply takes it for granted that 
 the house ought to know all about him. (I have in mind the man well worthy of 
 credit.) Several years ago, a prominent florist in one of the New England States 
 gave me an order for a few hundred Cyclamen plants. He was particular about 
 their quality, and wanted to know my source of supply. I mentioned a Cycla- 
 men specialist. To my complete surprise, he was at the point of canceling the 
 order on the spot. 
 
 "Why," I asked in amazement, "what fault do you find with that man's 
 stock? He is a specialist, and his Cyclamen, I am sure, will please you." 
 
 "I have nothing against his stock," was the reply. "But I do not like the man. 
 Last year I sent him an order for five hundred plants and he asked me for money 
 in advance. Any man getting money in advance from me will have to get up 
 pretty early in the morning! My credit is good everywhere, and I don't have to 
 pay in advance." 
 
 "Unquestionably so," I replied ; "and had the man known you, he would have 
 been glad to sell you his entire output without hesitation. Suppose," I continued, 
 "some unknown florist from a distant point had sent you an order for plants, 
 omitting to tell you about his business standing. Would you have sent them?" 
 
 "I certainly would," he replied. 
 
 "Then you are very lax in your credit methods, and laxity means loss in the 
 end." 
 
 I explained the reasonableness on the part of anj' man who asked of an 
 unknown correspondent either reference or cash in advance with an order. 
 
 "Besides," I concluded, "in this case you are giving the order to me, and not to 
 the Cyclamen grower. And since you have nothing against me, and I in turn have 
 nothing against your credit, why not let the order stand?" 
 
 The order stood. 
 
 Another instance, somewhat difi'erent in its nature from the foregoing, is 
 worth mentioning. We will let the letter of the correspondent speak for itself: 
 
 "S. S. Skidelsky, Betz Building. 
 
 "I have gat yu lader i tank yu av ar so muc fort, i found ut yoo ask me for 
 references, i dont have too gey no references too nobade. if i koodnt doo b ines 
 wit out references i wudnt have noo b ines. I geve you de order on C. O. D. 
 iv det dont doo yuo, you kan kep your Ferns and den i gone gev yoo? in men yoo 
 good references. 
 
Holding to thk Straicht Line — Frienushii's and Events 77 
 
 "I newer met a b ines man lik yoo ar." 
 
 Which translated reads : 
 
 "I have your letter. I thank you ever so much for it. I find you ask me for 
 references. I do not have to give references to anybody. If I could not do busi- 
 ness without references, I would not have any business. I gave you the order 
 C. O. D. If that does not do you, you can keep your Ferns and 
 
 "I never met a business man like you are." 
 
 This remarkable piece of business literature came to me in response to a 
 polite letter from me stating that before attending to his mail order I would like 
 to have reference about his business standing, or else cash in advance. The man 
 was undoubtedly honest, and meant well, as the very tone of his indignant letter 
 indicated. The fact that he took such exception to references, regarding the 
 request for them as a serious offence and a reflection upon his honor, simply 
 proves that the man has no conception of business principles. In this case, too, I 
 may have cited an extreme instance ; but the illustrations given are sufficient to 
 prove my contention that our credit system, both wholesale and retail, needs 
 modernizing. 
 
 John Thorpe and William Scott 
 
 Among the eminent figures in the horticultural world a few years ago were 
 John Thorpe of Queens, L. I., and William Scott, of Buffalo. My acquaintance 
 with Mr. Thorpe was slight. I never met him during the years of his prosperity — 
 at the time when he was president of the S. A. F. and O. H., and for years there- 
 after, when his business success was at its height. I had heard a great deal, how- 
 ever, about Mr. Thorpe, of his profound botanical learning, as well as his numer- 
 ous peculiarities that seemed rather to enhance than detract from popular appre- 
 ciation of him. It is said that the great Henry W^ard Beecher, the eminent Brook- 
 lyn divine, was one of Mr. Thorpe's friends and admirers. Mr. Thorpe's predic- 
 tion that our Carnation would reach the four-inch dimension has long since been 
 fulfilled. 
 
 After severing his connections with Hallock, in Queens, Mr. Thorpe drifted 
 westward. In 1893, during the World's Fair in Chicago, he was placed in charge 
 of the horticultural department. Later on, he managed flower shows in Kansas 
 City, Mo. What his successes or failures were does not concern us at this time. 
 The deplorable fact is that the light of this star was soon dimmed; and as years 
 rolled on adversity fastened its grip more and more firmly upon him, until finally 
 he ended his days in poverty and obscurity. A sad ending of a career that prom- 
 ised so well at its outset. His staunchest admirers have told me time and again 
 that he himself was in a great measure accountable for his downfall. 
 
 The name of William Scott will ever remain a pleasant memory to those who, 
 like mj'self, knew him intimately. Mr. Scott was pre-eminently a man of culture. 
 And by this I mean that his knowledge was not confined to the limits of his own 
 profession, although there, too, he stood at the head. He was a voracious reader 
 of the best world literature, including philosophy, history, zoology, and belles 
 lettrcs. Such scientists as Darwin and Huxley often engaged his attention late 
 into the night, and that in spite of a hard day's work which would incline many 
 a man in his place to take to his bed and pass into dreamland. 
 
 In fiction he confined himself to the classics; and among the English writers 
 Dickens was his great favorite. So great was his fondness for him that he quoted 
 passages from him on all occasions, illustrating his remarks by reference to many 
 of Dickens's characters. Even his den did not escape Dickens's influence, for the 
 walls were lined with cartoons of Pickwick, Micawber, Sairy Gamp, and the rest. 
 
 William Scott was a man not easily approachable ; short in his answers, pointed 
 in his remarks, at times impatient and brusque in his manner, he gave the impres- 
 
78 The Tales of a Traveler 
 
 sion of being a man to be let alone. But that impression had no real foundation 
 in fact. Many a traveling man learned from him, to his subsequent benefit, the 
 value of taking a man at his word. In the case of traveling men, his "yes" and 
 "no" meant just what they said; for he would not be annoyed by a persistent 
 knight of the grip under any circumstances, and would therefore put on a curtness 
 of manner as armor against his attacks. Those who knew him intimately (and I 
 had the privilege of being among them) found in Mr. Scott a man of spirit, wit, 
 brilliant conversational powers, and amiability. His wit, indeed, was one of the 
 chief characteristics of the man. On many occasions he kept his friends roaring 
 when in his inimitable way he would relate an incident that might have happened 
 a day or two before in his business. At this moment I recall one or two. 
 
 A lady of frugal habits asked him one day his price on Chrysanthemums. 
 
 "We have them at all prices, Mrs. Jones," he said. "We have some at fifty 
 cents, fairly good ones at a dollar, some real good ones at a dollar and a half, 
 two, and three. Now which will you have?" 
 
 "Why, Mr. Scott, give me a dozen at fifty cents," replied the lady. "I want 
 them for Mr. Jones's grave; and Mr. Jones would certainly object to my paying 
 more." 
 
 Another good story is of a Hollander who succeeded in booking an order 
 from Mr. Scott amounting to several hundred dollars. As was the custom in those 
 days, a transaction of this sort was usually cemented by means of the social drink 
 I have previously referred to. Failing to receive the invitation from the Holland 
 gentleman, Mr. Scott offered to do the honors himself, inviting the salesman to a 
 cafe across the street from his place. 
 
 "What'll you have?" asked Mr. Scott. 
 
 "Anything, anything," replied the Hollander. 
 
 "Would you like a little Holland gin, the real stuff, you know?" 
 
 Of course he would. Contrary to the American rules of reciprocating the 
 courtesy, the Hollander smacked his lips and said nothing. Ten minutes later, 
 Mr. Scott suggested a second drink, which was accepted by the Hollander with 
 the same alacrity that had met the first. 
 
 On their way back to the greenhouse, the Hollander stopped a moment, as if 
 plunged into deep thought. Finally he uttered : 
 
 "Mr. Scott, I thank you very much for your kindness." And thrusting his 
 hand into his pocket, he fished out a nickel, which he offered to Mr. Scott, saying, 
 
 "Here, buy yourself a good cigar!" 
 
 No doubt the gentleman from Holland, if he still continues traveling in this 
 country, has changed his methods of dealing with his customers on the social end 
 of it, and has perhaps learned that the purchasing power of a nickel is utterly 
 inadequate when it comes to a good cigar. 
 
 My intimate acquaintance with Mr. Scott dates back to the time of the Pan- 
 American Exposition in Buffalo. Prior to that time, I merely called upon him in 
 my capacity as traveling salesman. His brusque answers discouraged for a time 
 my attempts to get closer to the man of whom I had heard so much, and whom I 
 later learned to admire. It was during the Exposition that I had the first oppor- 
 tunity of meeting him, not in the relation of salesman to buyer, but simply as man 
 to man. It was on the Fair grounds. He was in full charge of the horticultural 
 department. I approached Mr. Scott, remarking that I had nothing to offer him, 
 and that I merely wanted to talk to him on things outside of business matters. 
 He happened at the moment to be in a happy frame of mind, and my approach 
 met with instantaneous success. We talked that evening upon general subjects, 
 my native country, Russia, interesting him greatly. He wanted to know what the 
 Russian? were doing in horticulture, and a good many things about the general 
 business conditions. We spoke on literature. Tolstoi and Tourguenieff especially 
 
Holding to the Straight Line — Friendships and Events 79 
 
 interested him, for he had read all that appeared from their pens up to then. 
 In his opinion, Tolstoi was a man far in advance of his time; and he believed that 
 his theories bordered on the millennium. In his turn, he told me about his favorites 
 in English literature. Dickens, his best-beloved, was especially dwelt upon. He 
 wanted to know if I had ever read Dickens; and when I told him that all of 
 Dickens's works were translated into Russian, and that I had read some of them, 
 such as "David Copperfield," "Pickwick Papers," "Dombey and Son," his delight 
 was akin to that of a boy presented with a new plaything. That evening we 
 became friends, and our friendship lasted until the day when William Scott was 
 no more. 
 
 What Mr. Scott did for the benefit of his brother florists is within the memory 
 of all of us. His practical notes on floriculture had for many years been a great 
 aid to florists everywhere. .And many a novice has started in business with a 
 knowledge obtained from Mr. Scott's hints periodically given through the trade 
 papers. So much was he engrossed in this work that to a great extent he neglected 
 his own aff^airs. Business matters that required his attention would be set aside, 
 so that he might complete a paper on some subject or other pertaining to horti- 
 culture. His trade notes were read with great delight by every florist. A lucidity 
 of style and a humorous vein distinguished his letters from those of most corre- 
 spondents. 
 
 During one of the Carnation shows held in Buffalo, a prominent Pennsylvania 
 man saw fit to find fault with the exhibition in general and the varieties shown in 
 particular. He went so far as to find fault with the very names given the varieties, 
 and the names of some of the exhibitors themselves. A letter appeared in one of 
 the trade papers, written by this man, and airing his views in no uncertain terms. 
 This letter was brought to the attention of Mr. Scott, who came back at its author 
 "hammer and tongs." Among other things, he referred to this man as "the hiber- 
 nating bear just out of his lair, who couldn't recognize a good thing if he stum- 
 bled against it." 
 
 A few years prior to his death, Mr. Scott became confined to the house with 
 a complicated disease that foreboded his end. 
 
 Memorial to William Scott 
 In May, 1908, Mr. Scott found his last resting-place in a beautiful spot in 
 Forest Lawn Cemetery. A handsome monument marks his grave. Upon it is 
 inscribed : 
 
 WILLIAM SCOTT 
 
 I844-I908 
 
 ERECTED BY THE FLORISTS OF AMERICA IN GUATEFUL 
 RECOGNITION OF HIS EMINENT SERVICES TO FLORICULTURE 
 
 The florists of America, to their credit be it said, did not fail to respond to 
 the call for contributions toward this memorial. A much larger sum, I am sure, 
 could have been collected; but the S. A. F. and O. H., which held its convention 
 that year at Niagara Falls, deemed it wise to limit the memorial fund to the 
 amount already subscribed up to that time. 
 
 It was a pitiful sight to behold this robust man, a veritable physical and intel- 
 lectual giant, fading away during the last days of his illness, though still in full 
 possession of his mental powers. To me it seems that he died as he had lived, 
 his sense of humor never for a moment deserting him. 
 
 The influence of Mr. Scott upon the florists throughout the country cannot be 
 gainsaid. It was still more marked upon the men directly connected with him in 
 his business, and upon his own sons. Among those who were in the employ of 
 Mr. Scott for a number of years, and who owe much to his influence T may men- 
 tion two men: Louis Neubeck, who now conducts a successful business of his own 
 
80 The Tales of a Traveler 
 
 on Main and High streets, Buflfalo, and Mike Bloy of Detroit, Mich. Both men 
 still refer to their former employer with the deepest admiration. 
 
 Mike Bloy, now a very successful grower of Detroit, received his first instruc- 
 tions at the hands of William Scott in Buffalo. Mr. Scott had the faculty of dis- 
 cerning the abilities and possibilities in men. He saw in young Mike the successful 
 florist of the future. And he gave him all the chance to develop. After being in 
 Scott's employ for a number of years, he drifted out West, working for a while 
 in Denver, Col. Later, he came to Cleveland, and assumed the management of the 
 J. M. Gasser Company's large greenhouse range at Rocky River, a suburb of Cleve- 
 land. Subsequently, he saw his chance in Detroit, and took it. The Rackham 
 Greenhouses, on Van Dyke street in Detroit, were for sale, and Mr. Bloy pur- 
 chased them. At that time, although it is comparatively of recent date, that section 
 of the city was not promising much in the way of retail trade. For a while 
 Mr. Bloy confined himself to the wholesale market. During the past few years, 
 however, the tremendous growth of Detroit has affected all sections; and Mr. Bloy's 
 trade grew apace. At the present time, he enjoys a most prosperous retail business 
 in the thriving Michigan metropolis. 
 
 Louis Neubeck stepped out of Scott's establishment a finished all-around 
 grower. His knowledge of the growing end of the business, no less than his 
 business acumen, soon brought him to the front ranks among the successful flo- 
 rists of Buffalo. At any season of the year, it is a pleasure to go through his 
 greenhouses, and feast your eyes upon plants worthy of an exhibition hall. 
 
 Mr. Scott's own sons conduct the business now under the name of the William 
 Scott Company. They are Alex, William, and Robert; the last named attends to 
 the financial end of the business, while the other two take charge of the growing 
 end. The success of their father is perpetuated by his worthy sons. 
 
 Another son, David J. Scott, is located in Corfu, N. Y., and grows largely for 
 the wholesale market, shipping to Buffalo, Rochester, Chicago, St. Louis, and other 
 points. He grows a miscellaneous stock of cut flowers, and is very successful in 
 his business. 
 
 The Palmers of Buffalo 
 
 Buffalo had other distinguished men whose reputation extended far beyond 
 the limits of the city and the State of their abode. The late W. J. Palmer was a 
 man of distinctive personality. I never had the pleasure of knowing Mr. Palmer 
 personally, but what I heard about him during my frequent visits to Buffalo, long 
 after his demise, leads me to believe that there was a man who planned well and 
 left a marked influence upon the future growth and development of floriculture in 
 his city. 
 
 His worthy successor, W. J. Palmer, Jr., a man whose greatest fault is his 
 exceeding modesty, took up the good work of his father, and carried it on in a 
 way that outstrips even his father's most sanguine hopes. He has two stores in 
 Buffalo, and they are among the finest in the country. The business transacted 
 mounts into high figures. His greenhouses at Lancaster, N. Y., have been com- 
 pletely rebuilt, and are under the most efficient management of Barney Meyer, a 
 man who entered the employ of Palmer, Sr., as an errand boy, and graduated into 
 one of the few very successful growers and managers in the country. 
 
 Mr. Palmer is among the few men to recognize the value of a college educa- 
 tion as a means to lift the profession of horticulturist to the high standard of 
 efflciency it deserves. His son Max, a boy of about twenty-two, is a graduate of 
 Cornell University, where he took the horticultural course. He has now the oppor- 
 tunity to apply his theoretical knowledge to practical work. And to see young 
 Max attired in a pair of overalls roaming among the Carnation and Rose plants, 
 making notes, testing one thing, experimenting with another, is to be forced to the 
 
HOLDI.NG TO THE STRAIGHT LlNIC — I'kHCMDSHIPS AND KvENTS 81 
 
 conclusion that here is the florist of the future, who will do things knowingly, 
 intelligently, and effectively. Max is quite enthusiastic about his work, and unlike 
 many a young man of his financial and social position, he has no time nor use for 
 idleness. Early in the morning he is on his job at Lancaster. Of late he has 
 taken up the work of cross-hybridization, and it is not unlikely that Lancaster will 
 be heard from some day, in the way of meritorious novelties. 
 
 S. A. Anderson 
 
 S. A. Anderson is another notable of Buffalo. Starting in a florist store many 
 years ago in the capacity of errand boy, young Anderson (and he is still a young 
 man) realized the opportunity and possibility of embarking in business on his own 
 account. With the indomitable courage characteristic of the man, he persevered 
 against odds, and came out on top. His store on Main street is a veritable bee- 
 hive of business activity. Several years ago he acquired the greenhouses on Elm- 
 wood avenue, at one time belonging to Joseph Rebstock ; and there he grows ferns, 
 Cyclamen, Begonia Lorraine and Cincinnati, and other plants, for his own use as 
 well as for the wholesale market. A branch store in connection with his green- 
 houses has been recently established; and this, too, has proved a successful ven- 
 ture. 
 
 Postmaster William F. Kasting 
 
 And there was Postmaster William Kasting. \\ ho has not heard about Post- 
 master Kasting, a man of will power and ambition, who invariably "got there" 
 when he made up his mind to do so? Years ago, William F. Kasting acquired his 
 experience at various floral establishments in different parts of the country. Then 
 he drifted to Buffalo. Daniel B. Long, at one time one of the leading florists in 
 Buffalo, conceived the idea of launching a wholesale florists' commission business. 
 Young Kasting applied for the position as clerk, and got it. I do not know at 
 what salary he was taken on, but it does not matter here. Kasting, as I said before, 
 was ambitious. He thought he could conduct a business of his own, and Buffalo 
 was the place for the enterprise. 
 
 One day he disclosed his plans to Mr. Long himself. The latter thought the 
 matter over, and concluded it would be advisable to transfer his interest to Kasting 
 rather than have a competitor in him. 
 
 He prospered from the start. His business soon expanded, and he became 
 vvell known throughout many sections of the country. But Mr. Kasting's ambition 
 did not stop at that. Politics seemed inviting. There were opportunities in that 
 direction, as well as honors. He had the self-confidence and the determination 
 needed. His attempts to get into one oflice or another at first met with no suc- 
 cess, though in no instance was he ever defeated by big majorities. It was, as 
 they express it in political circles, "always a close vote." But he persevered, and 
 his efforts at last were crowned with success. He was appointed to the post- 
 mastership of Buffalo, and he retained the position to the day of his death. 
 I Mr. Kasting died suddenly on June 1."), 11)U), at St. Louis, | 
 
 "Nuisance" of Flower Bargain Counter Sales 
 
 A great deal of discussion has been going on from time to time at various 
 florists' clubs all over the country, regarding the "nuisance" of flower bargain 
 counter sales. The subject indeed is one that engages the attention of every 
 florist throughout the land, both retail man and grower. Is it advisable to offer 
 cut flowers to the people at cut prices? Like any other question of great interest 
 to people directly concerned in it, opinions pro and con are expressed on all sides. 
 On the one hand, it is contended that cut flowers represent a luxury; and the value 
 of a luxury is enhanced by its price. In other words, it is said that if you cheapen 
 an article, it loses its value and attractiveness to the public, and that in order to 
 maintain the interest of the public in the article offered, its price must be kept 
 
82 The Tales ok a Traveler 
 
 Tip. Tt i^ further contended by supporters of this side that it would be far better 
 to til row the surplus into the rubbish heap than glut the market and discourage 
 the "best" people from purchasing flowers. 
 
 I have often had the privilege of listening to such arguments at florists' clubs. 
 It is no unusual thing to hear the retail man deliver himself of arguments such as 
 these : 
 
 "Why, it is preposterous to stock our windows with bargain sales ! It looks 
 cheap, and discourages our best people from entering our store. I would sooner 
 sell one dozen Carnations for 75c. than four dozen for $1. There is more money 
 in it, and less work. It will be the end of our business if we persist in cheapen- 
 ing our product. Flowers are a luxury, and we must cater to the elements appre- 
 ciating such luxuries, and able to pay for them. I for one don't give a snap for 
 the bargain buyer in flowers." 
 
 On the other hand, the grower has his side of the story, and he tells it in no' 
 uncertain terms. 
 
 ''We are in the business," he says, "to make a living, to pay expenses, and to 
 have a fair return on our investment. Our product is in the market, and we look 
 for the best returns possible. It is but natural that we should expect all we can 
 get for our stock. And when we do get fair returns, as during holiday times, for 
 example, you people are the first to raise a howl. But conditions arise where the 
 supply by far exceeds the demand. We are sending in our Carnations and Roses 
 by the stacks, but there is no demand for them. The market is overstocked. 
 Carnations sometimes drop as low as five dollars a thousand. Roses go in the 
 same proportion. Now what do you retailers do about it? Do you ever think of 
 relieving the market, of buying more than you actually need, and taking a chance? 
 Does it ever occur to you that five dollars a thousand for Carnations does not pay 
 for the labor of picking and packing them? You buy just what you need, at a 
 bargain price; you take your flowers to your store, and sell them to the public at 
 75c. and $1 per dozen. The remainder of it can go to the dumps, in so far as you 
 are concerned. 
 
 "Now let us look at the situation clearly. W'e are in the business not for the 
 benefit of the retail florist exclusively. We want some of the benefit ourselves. 
 Nor do we give a snap for your 'best elements,' and the fact that it might cheapen 
 the price of flowers and impair their charm in the eyes of society folk. We are 
 in the business not for sentiment, but for all we can get out of it. Since you 
 cannot take the chance to give us a lifting hand, we must help ourselves, and find 
 the best market we can for our surplus. A half loaf is better than no bread. 
 We must pay our coal bills and our help, and whatever we realize on our stock 
 helps toward meeting those obligations. Besides, I can see no reason why the 
 common people should not have as much chance of buying flowers as your 'best 
 elements.' When the market is overstocked, and flowers are cheap, there is at 
 least the advantage that the common people become educated and learn to appre- 
 ciate flowers. The fakir on the streets who offers a bunch of Roses to the work- 
 ing girl at a low price is doing good work. That working girl will in time become 
 accustomed to the beauty of flowers, and will buy them from a florist at times 
 when the fakir will have none to offer. At any rate, it pays us better to sell 
 flowers at bargain counter rates than to throw them on the dumps. 
 
 "Aside from this, we are taking all the chances. When a new Rose or Carna- 
 tion appears on the market, you want us to grow it. We invest our money, and 
 often get no returns. A Rose or Carnation that may best appeal to you may not 
 pay for the space given it. And yet we persist in trying, year after year, in order 
 to satisfy the demands of the discriminating public." 
 
 There is, of course, something to be said on both sides. The retailer is logical 
 from his point of view; and the grower's arguments are quite rational, too. It 
 
Holding to thk Straicht Lini-: — I-"kii:n'dsiiips and Events 83 
 
 would be presumptuous on my part to make any attempt to solve the problem now. 
 It must be remembered that flowers, although classed as a luxury, are at the same 
 time a commodity; and commodities, according to all laws of economics, are gov- 
 erned by supply and demand. Nor must it be forgotten that sentiment and busi- 
 ness must be kept entirely apart. There is no more reason for sentimentality in a 
 grower than there would be for sentimentality in the hardware manufacturer. The 
 retailer is absolutely right in his contention that the price of flowers should be 
 maintained. For there is nothing more discouraging than cut price rates in any 
 commodity. On the other hand, be it also remembered that the grower would be 
 only too delighted if his product should bring him good returns at all times, but 
 that when there is a glut he suffers more financial loss than the retailer. On the 
 whole it is well, perhaps, that such questions are brought up and discussed in 
 clubrooms between the two factions. Open discussion and good sound arguments 
 often lead to the solution of complicated situations. There is no doubt in my mind 
 that the florists will in the end find a way to consolidate their interests for the 
 benefit of the trade as a whole. 
 
 .\nother question that often arises is that of department stores and five and 
 ten cent stores dabbling in plants. I have already referred, though slight^', to this 
 question in a previous chapter. Discouraging though it may seem at first glance, 
 the fact that department stores and five and ten cent stores deal in plants should 
 not really discourage the florists. In the long run, the public at large — I mean the 
 flower-buying public — will look to the florists for its supply. The man or woman 
 who will buy a plant from a five and ten cent store, or a department store, would 
 probably never think of entering a flower shop, anyway. If these people acquire 
 the taste for plants in this manner, the chances are that the florists will enjoy their 
 patronage in the end. Let us look upon the intrusion of the department store as a 
 means to an end desirable to the trade as a whole. 
 
 Discussions of these and other topics were especially interesting to me in the 
 earlier days of my travel They afforded me food for reflection, and enabled me 
 to bring them to the attention of florists located in the smaller towns. Opinions 
 naturally differed, but I must admit the fair-mindedness and honesty of opinion 
 expressed by the majority of my friends with whom I happened to discuss the 
 subjects. Thus a retail man would often side with the views of the grower; and 
 some grower, in his turn, would admit the reasonableness of the retailer's conten- 
 tions. It proved to me that I was coming in contact with a body of honest and 
 earnest men not at ail blinded by considerations of self-interest. 
 
 I recall an instance. It happened in a New England town a few years ago. 
 I called upon a man who, after giving me some business, brought up casually the 
 question of cut prices in flowers. 
 
 "John Brown," he remarked to me, "is determined to put me out of the busi- 
 ness." 
 
 "How so?" I asked in surprise. 
 
 "Why, the way he cuts prices on Carnations and Geraniums is simply an out- 
 rage. There is no more money left in the business, and I'm getting disgusted 
 with it." 
 
 "Are you sure that he docs it with malice aforethought ; in other words, that 
 he means to do you harm?" 
 
 "Quite sure about it." 
 
 "Then why don't you go him one better?" I said. 
 
 "But how can I do it, and pay my bills?" 
 
 "A better way out of it," I suggested, "is to see Mr. Brown and talk matters 
 over with him. You have always been friends, or at least on speaking terms. 
 So I can see no reason why you shouldn't get together and discuss the subject for 
 the benefit of both of you." 
 
84 The Tales of a Traveler 
 
 My suggestion seemed reasonable, and in course of a week or Uvo I heard that 
 things had been adjusted to their mutual satisfaction. 
 
 It was simply this : Mr. Brown happened to have an unusually large lot of 
 split Carnations, and a number of Geraniums that showed no blooms. It was a 
 question between throwing them in the rubbish heap and offering them to the 
 public at bargain prices. He chose the latter method, and realized enough to 
 justify the experiment. His best stock he held at regular prices. My customer 
 evidently had heard but one side of the story about the cut prices, but never knew 
 that on his best stock Mr. Brown realized more perhaps than did he himself. 
 The fact of the matter is that often a customer will come in, and ask the price of 
 one thing or another; and upon being given the regular prices he will inform the 
 florist that he is too high, that his competitor in town sells his Carnations or 
 Geraniums at so much less, never mentioning the kind of stock offered at the 
 cut price. 
 
 The florist, before investigating things for himself, jumps immediately at con- 
 clusions, and is either disgusted with the condition of affairs, giving it up as a 
 bad job, or goes his competitor one better, and actually begins to slice prices on 
 first-class stock. In either case, the business suffers in the end. 
 
 It is things of tiiis sort that are often obviated in the larger cities l)y means 
 of discussion among the members at the florists' meetings. Florists' clul)s are of 
 incalculable value to their members, and I can foresee the time when topics of this 
 sort will be brought up before the conventions of the S. A. F. and O. H., and will 
 receive due consideration, not from men of any one location, but from florists of 
 all sections of the country. In their general nature, these questions affect all men 
 of the trade alike. 
 
 During my early travels through the New England States, I met many men 
 who, like myself, were much younger than they are today, and who, like myself, 
 are still at it. With many my relations have become somewhat more than those 
 that ordinarily exist between buyer and seller. Among these I may mention with 
 pleasure the names of A. N. Pierson and S. J. Renter. 
 
 A. N. Pierson of Cromwell, Conn. 
 
 I met Mr. Pierson about twenty years ago, when I first applied for his line. 
 Mr. Pierson, although not generally well known throughout the country, was 
 already a prominent figure in New England territory. His place, though about 
 half the size of its present dimensions, w^as a large one nevertheless, and ranked 
 among the very largest at that time in the land. It was on a Summer afternoon 
 that I paid my first visit to Cromwell. Although I had heard about Air. Pierson's 
 place long before, I had never expected to see such a mammoth establishment, with 
 such a diversified stock. A glance through the greenhouses soon convinced me 
 that the head of the establishment was a man who knew his business from A to Z. 
 I was looking for Mr. Pierson, expecting to behold a man overbearing in manner, 
 unapproachable, formal, and reserved ; though why I so expected I cannot exactly 
 say. I may perhaps have been influenced by the magnitude of the place. To my 
 surprise, however, Mr. Pierson's personality was utterly unlike my anticipation. 
 I beheld a man extremely democratic in his manner. I stated the object of my 
 visit, and was invited to accompany him on a stroll throu.gh the place. Our busi- 
 ness relations, which began twenty years ago, have been most pleasant. At all 
 times Mr. Pierson believed in "the square deal." Like the late William K. Harris, 
 he impressed upon me at the start never to promise any more than he could fulfill, 
 but to rest assured that he would fulfill all that he could promise. At no time 
 during our business experience in these many years has he disappointed me in this 
 regard. 
 
Holding to the Straight Link — Fkikndsiiips and Evexts 85 
 
 I am proud to say that my conticlcncc in Mr. Pierson has been reciprocated. 
 A number of years after I met him, I had occasion to place a large order with a 
 European house, one that I knew dealt with Mr. Pierson. Among others that I 
 mentioned as reference I gave his name. I received the stock I ordered, and have 
 dealt with that house ever since. Upon my last visit to Europe, the head of the 
 concern informed me that Mr. Pierson had written him to the effect that while he 
 did not count my money, he knew that I was absolutely good for anything I 
 wanted, that I would not purchase anything I did not want, and that he (Mr. Pier- 
 son himself) would unhesitatingly sell me without putting any limitation on my 
 credit. I was naturally proud to learn through an indirect source Mr. Pierson's 
 opinion about my business integrity. 
 
 S. J. Reuter of Westerly, R. I. 
 
 My relations with the late S. J. Reuter of Westerly, K. 1., date back to 1890, 
 shortly after the first florists' convention in Boston. Mr. Reuter had already the 
 reputation of being one of the largest growers in New England, and was well 
 known in that section of the country. Although on my first visit I had no knowl- 
 edge of horticulture, nor any interest in it, Mr. Reuter, busy man though he was, 
 gave me a hearing and favored me with a small order for florists' supplies. I well 
 recall my first impression of the man. It was that primarily of a personality, a 
 man in full vigor of health and spirits, alive to the trend of the times, and even, 
 it appeared to me, one who took time by the forelock. His extensive place at that 
 time, in so small a town as Westerly, took me somewhat by surprise, and made me 
 wonder how he could possibly dispose of his output in such a limited locality. 
 I didn't know, of course, that Watch Hill, the famous resort adjacent to Westerly, 
 where so many celebrities from many parts of the country congregated during the 
 Summer season, depended upon his product. Besides, he shipped his flowers to 
 other parts of the State, and even to Boston. In that period of my career, I 
 always associated a range of greenhouses with the needs of its immediate vicinity; 
 I never dreamed that cut liowcrs and plants might be shipped to nearby places 
 and even distant points. 
 
 Mr. Reuter had already a big business and was conducting it on an extensive 
 scale. My business relations with the firm from the time I met him to the present 
 day have been profitable and pleasant. Years after our first meeting, when I 
 became interested in horticulture, our business transactions became larger. It was 
 my privilege for a number of years to sell to Mr. Reuter, among other things, 
 every meritorious Carnation that appeared in the market. In turn, I disposed of a 
 great deal of the stock of Mr. Reuter's production. Particular about the quality of 
 his own stock, he would always exact that w'hatever he purchased be devoid of all 
 faults and blemishes, such as plants or rooted cuttings are often aff^ected wnth. 
 
 It would be well for growers in general to place the same insistence upon 
 quality of stock purchased and sent out. What a lot of trouble and annoyance it 
 would save for both purchaser and seller! Those w-ho, like myself, have been in 
 the game for many years, can well realize the unpleasant features about the busi- 
 ness when things do not run as they should. Carnation cuttings affected with 
 fungus, or Roses covered with mildew, should no more be marketed than putrid 
 beef or rotten potatoes. It seems to me that growers should give this end of their 
 business their utmost care and consideration, and that men disregarding this first 
 principle of business honesty should be tabooed as unreliable. Only such extreme 
 measures will accomplish the results desired. 
 
 Like many another progressive grower, Mr. Renter has largely extended his 
 place, adding from time to time, as his business expanded. Our friendship, which 
 began over a quarter of a century ago, continued till his death. And many a 
 time I have spent an afternoon or evening with Mr. Reuter, in conversation upon 
 
86 The Tales ok a Travi'.i.ek 
 
 business and otlicr topics. Of late years. Mr. Renter liad not given the business 
 his active attention. His health had been somewhat impaired, necessitating at one 
 time his departure for abroad, where he spent about a year in his native land, 
 Gcrmam'. But he has a worthy successor in the person of his son, Louis Renter; 
 a young man of splendid education and business training, he bids fair to continue 
 the success of the industry started by his father. [Mr. Renter died Nov. 34. 1016.] 
 
 A Hartford Florist, John Coombs 
 
 Other parts of New England proved equally attractive and profitable to me. 
 Aly first visit to Hartford, Conn., dates about as far back as that to Westerly. 
 Among the many friends I made there, John Coombs was one of the first. There 
 was never a time in my recollection when Mr. Coombs did not favor me with an 
 order, either for florists' supplies or horticultural products. Contrary to the gen- 
 eral notion that New Enplanders are self-centered and short in their manner of 
 dealing with "drummers," Mr. Coombs never was anything but friendly. Not only 
 did he give me his own trade, but he seemed to take a personal interest in my 
 success, and often asked me if I called on his competitors, and if not, why not. 
 Contrary also to the custom of many never to recommend a competitor, he would 
 always have a good word to say about all of them. Among those he wanted me to 
 visit was the late A. Whiting, whose place of business, now conducted by Carl 
 Peterson, is located in West Hartford. 
 
 A. Whiting of West Hartford 
 
 My first call upon Mr. Whiting was anything but encouraging. I found a man 
 late in his seventies, or perhaps in his early eighties, seated upon a chair in an 
 antiquated office, with a number of trade and daily papers, around him. He was 
 engrossed in reading. My pleasant "Good morning, sir" remained unanswered. 
 My stereotyped expression about the particular weather of that day was likewise 
 ignored. When I came to the real point — that of business — he glared at me in a 
 way that said more eloquently than words that he had no business for me, and 
 that I had better not waste my time and breath. 
 
 Thus "encouraged," I took my departure, vowing never to return. Air. Coombs, 
 however, thought otherwise. He knew Mr. Whiting better than I did, and on my 
 next visit to Hartford he urged me again to renew m.y efforts in Mr. Whiting's 
 direction. Reluctantly, and more to please Mr. Coombs than myself, I undertook 
 the unpleasant task. 
 
 The result was again disastrous. Mr. Whiting would have none of me. There 
 were other young men whom he knew better, who had wives and children to sup- 
 port, and in whose welfare he was more interested than in mine. In the face of 
 this information, there was nothing to do but take my departure. When I went 
 out of the door that second time, I was sure nothing under Heaven could induce 
 me to enter it again. 
 
 But again Mr. Coombs viewed the matter in a different light. He could see 
 no reason why Mr. Whiting and I should not get together. As to Mr. Whiting's 
 peculiarities — why, that was a mere trifle ! Unworthy of any young drummer's 
 consideration ! The young, Mr. Coombs thought, should make allowance for the 
 old, and persist until their point is gained. 
 
 It is one thing to make up your mind never to do a thing, and quite another 
 to adhere to your decision. Notwithstanding my vows never to see J^Ir. Whiting, 
 I saw him again and again, and we became great friends in the end. 
 
 It happened in this manner: 
 
 The late \\ illiam K. Harris told me how in i8S6, during the second S. A. F. 
 convention, held in Philadelphia, Mr. Whiting brought with him at his own 
 expense a man who had the courage and audacity and requisite botanical knowl- 
 
Holding to the Straight Link — I-"rikndships and Events 87 
 
 edge to debate with Peter Henderson on some horticultural subject. And Peter 
 Henderson was regarded as the greatest botanist of his time among the florists. 
 Coupled with his great knowledge of horticulture was his business success, for 
 Mr. Henderson was known far and wide as one of the most prosperous men in 
 the trade. When Mr. Henderson, therefore, undertook to bring up a subject before 
 a florists' convention, all he said was taken for granted, with not a dissenting 
 voice. The florists, it seemed, were almost afraid to raise their voices when 
 Mr. Henderson spoke. 
 
 In the city of Hartford, there was a man who at one time was prosperous, a 
 State Senator, a man of culture, and more or less familiar with horticultural sub- 
 jects. In addition, he was a man of considerable oratorical power, and one who 
 could hold his own with any man in a debate. It was this man that Mr. Whiting 
 brought with him to the Philadelphia convention ; and to his great delight his 
 protege amply justified his expectations. The man "made a hit," and Mr. Whiting 
 was more delighted about it than was the man himself. 
 
 A story like this, it flashed through my mind, w^ould enable me to obtain some 
 hearing from Mr. Whiting upon my next visit to Hartford. I tucked it aw^ay in 
 my memory, determined to make stock of it. Upon my next visit, therefore, I 
 went to see Mr. Whiting, and after the usual preliminaries, I came out with m\' 
 story, telling him that I had heard il from Mr. Harris, and that it was a great 
 performance on his part. I could see at once that his countenance lighted up, and 
 that his eyes assumed a benevolent expression that had been absent in all our 
 previous encounters. He asked me to sit down (which was also contrary to prece- 
 dent), and to tell him things about Philadelphia and other points I had visited in 
 mN" travels. In his turn, he told me about his visit along in the '50's to the States 
 of Colorado, Nebraska, Missouri, and Illinois. Chicago, he said, impressed him 
 even at that time as a thriving, hustling town that had a great future before it. 
 He repeated the story I had heard from Mr. Harris, adding details which must 
 have escaped Mr. Harris's memory. He laughed again and again as he recalled 
 some point or other of especial poignancy. 
 
 Without asking for an order, 1 got one. He called in his foreman (his suc- 
 cessor, Mr. Carl Peterson), and asked him to go over certain stocks, and get up 
 an order for me. I found that he was very much interested in Carnations, and 
 induced him to give me an order for a novelty which I was handling at that time. 
 Mr. Whiting was practically helpless, and although his mind was keen and he was 
 interested in things, he could not move about. He read a great deal, perusing 
 among other things the trade papers. In that w-ay he kept in touch with all the 
 prominent growers, following up all the novelties that were offered. 
 
 Mr. Whiting told mc of many prominent people he had met and done business 
 with. Among these w^ere Samuel Clemens, more popularly known as Mark Twain, 
 Mrs. Stowe of "Uncle Tom's Cabin" fame, and many other celebrities. 
 
 The amusing tales that might be told illustrative of Mr. W'hiting's eccentricity 
 are many. One very humorous one is that of a lady who came in one daj- to 
 buy flowers. She was a prominent lady in the town, and acquainted no doubt with 
 Mr. Whiting's peculiarities. (At least, it is to be hoped she was.) Mr. Whiting 
 was busily engaged in counting flowers when she entered. 
 
 "Good morning, Mr. Whiting," she said. 
 
 There was no reply. 
 
 "Good morning, Mr. Whitmg," she repeated. 
 
 Still the same silence. The lady, assuming he had not heard her, went closer, 
 and in slightly louder tone repeated her greeting. 
 
 Mr. Whiting looked up. He stared at her for one awful moment, then pointed 
 to the door. 
 
88 The Tales of a Traveler 
 
 "You get out !" he said. Wlicther she "got" or not is unrecorded. 
 
 At another time a woman came in, and greeted Mr. Whiting several times, 
 but received no reply. Giving up her attempts, she came to the point of her visit. 
 
 "How are your Violets this morning, Mr. Whiting?" she asked. 
 
 Mr. Whiting raised his eyes, and looked at her. 
 
 "You ask him!" he said, pointing to his foreman, not with his finger, but his 
 foot! 
 
 Aly last business transaction with Air. Whiting was at the time when he gave 
 me an order for two hundred and fifty "Fiancee." He gave me the order a year 
 prior to the dissemination of the variety, stipulating that should God gather him 
 unto Himself in the meantime, I should consider the order canceled. 
 
 Mr. Whiting received his "Fiancee" in May, instead of January, as promised; 
 and a week later he joined the Great Majority. I question if Mr. Whiting ever 
 saw the "Fiancee" — in fact, I know he didn't, for Mr. Peterson told me so. 
 
 E, Welch and A. Dallas, Connecticut Florists 
 
 The late Mr. E. Welch of Hartford, Conn., was another old friend, and his 
 death a few months ago was a personal loss to me. In the early days of my 
 career, when a kind word and an encouraging greeting meant so much to me, he 
 was one to extend ihem. I shall always remember with gratitude his tokens of 
 friendship to me. My business relations with him up to the time of his death will 
 remain among the pleasantest memories of my business career. 
 
 And what I said about Mr. Welch holds equally true of Mr. A. Dallas, of 
 Waterbury, Conn., except, I am glad to say, that he is still in the land of the 
 living. Busy or not busy, Mr. Dallas always has a friendly word and a welcome 
 for me. I have watched his business development duruig the past twenty-eight 
 years, and it is no exaggeration when I say that he stands in the front rank among 
 the successful growers of the country. Unlike many "old-timers" of a generation 
 ago, Mr. Dallas is progressive in his ideas, and adopts innovations with a spirit of 
 initiative that would do credit to a younger man. His present greenhouse range is 
 an enlarged edition of his former establishment, and the stock grown is of a qual- 
 ity worthy of the place itself. 
 
 Worcester and Framingham Florist Acquaintances 
 
 As I said before, my travels through the New England .States brought me in 
 contact with many men, some no longer living, others still active in business. There 
 are many young men in active business today who at the time of my first visit to 
 New England were attending school. Many of them are now at the head. There 
 are H. F. A. Lange's Sons, Albert and Carl, at Worcester, Mass. At the time of 
 my first visit to Worcester, Albert and Carl were quite young, and took little 
 interest in the growing business which their father had launched so successful!}'. 
 
 I vividly remember the late H. F. A. Lange, who died a number of years ago. 
 Mr. Lange, if I remember rightly, was born and brought up in Hamburg, Germany, 
 and came to Worcester a number of years prior to my connection with the florist 
 business. When I first met him, he reminded me of the type of men I often met 
 in Russia, calm, reserved, dignified, with faces denoting the nobility of their 
 origin. It seemed to me that Mr. Lange must have dispensed with the prefix "von" 
 to his name upon arrival in this democratic country. "Von Lange" would have 
 suited him admirably. His Van Dyke beard lent a special distinction to his appear- 
 ance. He was of medium height, stocky, with shoulders well back and head up; 
 he looked one straight in the eyes, with a steadiness that bespoke firmness of 
 
Holding to thk Strakhit Lixr — Frikndships and Events 89 
 
 character and self-reliance. No drummer, no matter how hardened, and much 
 less a young drummer, just out in quest of new business, could possibl}- swerve 
 Mr. Lange if he said no. He meant just what he said, and there was no appeal 
 from his decree. He was also one of those men who, while giving his close 
 attention to his business, never became engrossed in it to the extent of excluding 
 all other interests in life. He was a sportsman in the fullest sense of the word, 
 taking a keen interest in gentlemen's games of all sorts. He was especially fond 
 of his rifle and at conventions of the S. A. F. and O. H. he was always among the 
 best target shots, bringing down clay pigeons one after another without a hitch. 
 
 Mj- efforts to sell to him at first met with no success. But I persisted, not so 
 much for the sake of the possible business, as because I admired the man. Men 
 of real merit, whether we gain favor w-ith them or not, command our respect in 
 spite of ourselves. Ungratified self-interest is not potent to overcome our spon- 
 taneous admiration for sterling quality when we meet it. But after a time 
 Mr. Lange relented a little in m}' favor, and gave me part of his business. 
 
 Since the death of Mr. Lange, Albert and Carl have continued the good work, 
 and have continued it well, too. Their business is regarded as one of the largest 
 and most prosperous m the New^ England States. Albert, the head of the con- 
 cern, divides his attention between the greenhouses and store, while Carl pays ex- 
 clusive attention to the store. Following the example of their father, they deem 
 it wise not to enslave themselves entirely to their business. The fishing-rod and 
 the gun give them many an hour of pleasure during the dull business months of 
 the Summer, among the lakes and forests of the State of Maine. 
 
 Another old-timer in Worcester, and a man Avhom I have always regarded as 
 one of my best friends, is H. F. Littlefield. Years back, Mr. Littlefield was a 
 knight of the grip himself, representing growers and other allied concerns in the 
 New England States. Tiring of the road, Mr. Littlefield pitched his business tent 
 in his native city, Worcester, and, as might have been expected from a man of his 
 energy and business ability, he made a success of his venture. He has built up a 
 large business. His greenhouse range and his store in the heart of the city show 
 even to the casual observer that the man at the head of them is w-ide-awake. 
 Remembering, from his own experience on the road, how a buyer may encourage 
 or dampen the spirits of a traveling man, he has always a kind word for every 
 man in the fraternity that pays him a visit. Nor do I know- of any instance where 
 a traveling man would have to leave his place entirely empty-handed. Such men 
 are true exponents of the Golden Rule. 
 
 In Framingham, Mass., my old friend Nicholson is still active and alert, taking 
 a deep interest in all things floricultural ; and despite his age, he attends almost 
 every convention, where he is fond of meeting his old friends from every section. 
 A few- years ago he transferred his greenhouses to his son William, who has 
 enlarged the place, adding an immense greenhouse. William is a successful grower, 
 as w-ell as an enterprising business man. His father can rest secure in the knowl- 
 edge that the business he built up will continue to grow. 
 
 S. J. Goddard, another friend of mine in Framingham, jjelongs to a later 
 generation of florists. At one time he was in the employ of Mr. Nicholson, but a 
 number of years ago he saw a chance for himself, and started in business on his 
 own account. Mr. Goddard has truly made a success. At first confining himself 
 to the wholesale market in Boston, he gradually drifted into the retail line, until 
 at present he has a fine retail business in Framingham. Mr. Goddard ranks among 
 the best growers in New England. 
 
 My acquaintance w-ith Mr. Midgley of the Worcester Conservatories dates 
 back to the time of the introduction of the "Enchantress" Carnation. Mr. Midgley, 
 prior to his connection with the Worcester Conservatories, was an amateur 
 
90 The Tales of a 'Ikavi.i.ku 
 
 grower, and a Rrcat admirer of cvcrythin.t: iloral. W'liile occup\'inji a responsible 
 position with one of tlie largest industrial corporations in Worcester, he found 
 time for and took pleasure in the affairs of the horticultural society of his city, 
 being its secretary for a niunber of years, and retaining the position to this day. 
 Mr. Midgley, as an amateur, was a success. TTis love for flowers led him at the 
 time I speak of to merge his interest with a company that had built a range of 
 greenhouses and that had become known as the Worcester Conservatories. A few 
 years later, he bought out the interests of the other members, and conducted the 
 business on his own account, although still under the name of the Worcester Con- 
 servatories. At present he grows for the wholesale market, shipping his output to 
 Boston and other New England points. 
 
 Other New Englanders 
 
 G. H. Sinclair, whom I have known for the past twenty years, is an "Old 
 Englander." After landing in this country, about twenty-two years ago, he entered 
 the employ of the late L. E. Marquisee, of Syracuse, N. Y. A few years later, 
 he drifted towards New England, and secured a position with the late Mr. Rowland. 
 Here he demonstrated his ability in a manner that convinced Mr. Howland of the 
 fallacy of following the hide-bound custom of conservatism ; he introduced numer- 
 ous innovations in the matter of growing high-grade stock. He was the first one 
 to show that Chrysanthemums grown to the single stem would be appreciated by 
 the public, and would be eagerly bought at a higher price. A yellow Chrysanthe- 
 mum, the result of his own hybridization (Miss Josephine by name, if I remember 
 rightly), was grown very successfully for a number of years locally. 
 
 Upon the death of Mr. Howland, Mr. Sinclair purchased his place, where he 
 is carrying on his business todaj' very successfully. About five years ago, he pur- 
 chased a fifty-acre farm, and built a range of greenhouses, which his son, an able 
 young man giving much promise, conducts admirably. His magnificent home, 
 built upon a cliff, is one of the show places in that section. 
 
 Gallivan Brothers, whom I met at a much later period, are progressive young 
 men, as well as successful growers. Their place at Smith's Ferry is under the 
 able management of Mr. Schwartz, at one time connected with Pitcher & Manda, 
 and later with A. N. Pierson, of Cromwell, Conn. 
 
 C. Warburton, of Fall River, Mass., is another of my old-time friends, whom 
 I have known for nearly a generation. In 1902, Mr. Warburton introduced the 
 Cressbrook Carnation, a variety that was grown very successfully in many sec- 
 tions, and principally around New England. 
 
 Mr. Warburton has enlarged his place, and is today among the most successful 
 growers in New England. 
 
 New England's Progress in Introducing Roses and Carnations 
 
 It is generally conceded that in no section of the country has the florist busi- 
 ness flourished more than in New England. In fact, many are of the opinion that 
 in this respect New England still stands at the head. The best Roses, it is claimed, 
 are grown there. The best Carnations come from that section. Be that as it may — 
 for I am neither prepared to verify nor to deny these statements — the fact of the 
 matter is that the New England grower is more quick to take a chance on a new 
 variety, and thereby encourage enterprise in that direction, than his Western 
 brother florist. My own business experience during these many years will bear out 
 my assertion. Time and again a new variety of Carnation, for example, in which 
 I had the utmost faith myself, would meet with little success in so far as its intro- 
 duction was concerned in the western part of the country, while in New England, 
 
Holding to the Straicht Link — Friknoships and Events 91 
 
 on the other liand, the growers would seem to vie with each other as regards the 
 quantity they purchased. The idea of "let the other fellow try it" was foreign to 
 them. If anything was worth tr\ing at all, it was worth trying by the thousand, 
 instead of the hundred, and trying the first year at its full price, rather than dur- 
 ing the second at the half price. That spirit of "go-aheaditivencss" which charac- 
 terized their Puritan ancestors evidently descended to them. 
 
 I do not mean to say that every florist in New England is a descendant of 
 Puritan forefathers. There*are indeed florists of all nationalities represented in 
 that group. There are Irishmen, Danes, Scotch, a few Germans, and Russian 
 Jews. But the spirit of the founders pervades the atmosphere, and the compara- 
 tive newcomers become infused with it. 
 
 Nor do I mean to convey the idea that every florist in New England possesses 
 pioneer spirit in the matter of new varieties, and that every Westerner is a hide- 
 bound conservative. This would be entirelj- erroneous. I could give many in- 
 stances of Westerners who are always read}- to welcome new varieties, and of 
 New Englanders whose cautiousness is adamant. I am speaking of the general 
 trend of the attitude in the two respective sections. 
 
 This readiness to try out new varieties, let me say here, has a significance far 
 deeper than a mere dollar-and-cents one. The wheels of progress, in our line as 
 well as in others, are slow-moving. We cannot note the steps as they follow 
 each other one by one, but every once in a while we suddenly awake to the fact 
 that we have gone a good distance from the point that we last consciously ob- 
 served. Thus, the evolution of the tiny old-fashioned "Pink" into the beautiful 
 Carnation of today was not brought about in a moment. Little by little it 
 expanded in size and increased in substance, becoming more beautiful, until the 
 Carnation as this generation knows it resulted. Xor, in all probability, has the 
 Carnation reached the limits of its potentialities. 
 
 And what is true of the Carnation is true also of the Rose, and of plants in 
 general. The man, therefore, who is ready to give his encouragement to eftorts in 
 the direction of plant and flower impro\ Lincnt, is taking a real and active part in 
 the great onward march of the world. 
 
 As recently as February, 1916, I had the pleasure of being present at a flo- 
 rists' meeting in Chicago where Mr. E. G. Hill read a paper on "The Roses in 
 Commerce Today." In the course of the discussion that followed the reading of 
 his very able paper, he said that the florist should realize his opportunities, and 
 should work in the direction of flower improvement with the same skill and 
 tenacity that characterize the enterprising silk manufacturer or designer in Europe. 
 There are thousands upon thousands of dollars spent every year by them in their 
 efforts to introduce a new design that would appeal to the feminine public. Why 
 should the florist not follow in the same direction, and encourage the best that 
 could possibly be grown in his own line? The public would be sure to appre- 
 ciate such efforts, and would readily respond to the idea of new introductions. 
 
 Mr. Hill unquestionably knows whereof he speaks. Not onh- does his own 
 experience confirm him in such ideas, but his extensive travels in this country and 
 abroad, and his meeting with all sorts and conditions of men, have helped him 
 to arrive at such rational conclusions. 
 
 I have no doubt that the progressive florist has already arrived at the same 
 conclusion himself. 
 
 But to continue about my New England territory. 
 
 The city of Providence, R. I., among other towns in New England, was always 
 attractive to me. I always liked its wide, clean streets, its business activity, its 
 residential sections, and its old historic atmosphere. So also have I found the 
 men I came into business contact with much to mv liking. 
 
92 The Tales of a Traveler 
 
 T. O'Connor and Farquhar and John A. Macrae, Providence 
 
 Among those who are no longer of the Hving, 1 like to recall two men, 
 T. O'Connor and Farquhar Macrae. 
 
 Mr. T. O'Connor, who died but recently, at the age of seventy-odd, reminded 
 me in certain ways of the type of man, rarely met with nowadays, of which 
 Lincoln is said to have been representative. Kindly though blunt in his manner, 
 at times reserved and at others witty and talkative, rough-hewn in appearance, 
 with a face indicative of strength and honesty of purpose, he stood out as a figure 
 not unlike that of the martyred President. 
 
 For some reason inexplicable to me, Mr. O'Connor during my early calls did 
 not extend me the welcome I had expected. Not only did my efforts to do busi- 
 ness with him prove a failure, but his very manner of receiving me was brusque, 
 and anything but courteous. Unlike the case of Mr. Whiting, where I was spurred 
 on by Mr. Coombs, I was determined to test my strength and capability of winning 
 over a man despite his evident opposition. I approached him in various w'aj's, and 
 from various angles, now talking about my own business, again about things of 
 general interest to the florists, and at other times about my traveling experiences 
 in the West ; but all proved of no avail. 
 
 And the more I failed, the harder I persisted. The opportunity came in course 
 of time. Mr. O'Connor happened to be in need of a certain variety of plants, 
 which he found it impossible to procure from the growers with whom he was in 
 communication about it. He wanted to know if I knew of a reliable place where 
 such plants could be had. 
 
 "Remember," he added, "I want good plants, for 1 will have no trash at any 
 price." 
 
 To be sure I knew the place ; and I was equally sure that the plants would 
 suit Mr. O'Connor, and so would the price. Almost reluctantly, it seemed to me, 
 he gave me the order. Remembering that first impressions count for much, and 
 in this particular case much more than in the average, I put forth my best efforts, 
 making it a point to take a special trip and see the plants for myself. The upshot 
 was that Mr. O'Connor received his plants and was not in the least disappointed 
 by virtue of having entrusted the order to me. 
 
 I had won my point ; and what pleased me much more than the order itself 
 was the fact that I had won the confidence of a man so conservative, and who at 
 the outset was almost antagonistic to me. 
 
 I learned a few years later that Mr. O'Connor for some reason had a certain 
 amount of prejudice against my race. W'hether or not a descendant of Abraham 
 had e\cr entrapped or taken advantage of him, I do not know. If that was the 
 case, then certainly I had to bear the brunt for a while of the possible misdeeds of 
 some Hebrew of whose existence I w-as not even aware. Be that as it may, as we 
 became better acquainted, Mr. O'Connor's confidence in me grew in proportion to 
 the fair treatment I accorded him in our dealings. I took especial care with all 
 the orders he gave me. If a certain article was below the standard in quality, I 
 would advise him to that eflfect, often suggesting that in the circumstances it might 
 be better for him not to touch it. 
 
 Some of the best Carnations that I\Ir. O'Connor grew on his place during the 
 past fifteen years were purchased through me. Nor would I find an^- difficulty in 
 booking an order for a variety if I put my stamp of approval upon it. I do not 
 mean to say that every variety I ever sold him turned out satisfactorily. There 
 were some, indeed, that he was obliged to discard the season following. But in no 
 case did he ever attribute his failures to "the wiles and trickeries of a Jew." 
 He would charge me with error of judgment and not with deliberate ill intent. 
 I w-as told at one time that he referred to me as "a white Jew," which was but 
 another name for an honest man, in his way of expressing it. 
 
Holding to the Straight Line— Friendships and Events 93 
 
 Mr. O'Connor has left a larjie estate, consisting of apartment houses, green- 
 houses, and other investments. He was one of the pioneer florists of Providence, 
 and by dint of hard work amassed a fortune. His two sons are conducting the 
 business now. William, with whom I am well acquainted, and who takes care of 
 the greenhouse end of it, is a young man who gives every promise of following in 
 the footsteps of his notable father. The best in any line in connection with his 
 business is, to put it in his own words, "none too good." As an employer of 
 labor, he has the idea of the progressive modern man. Realizing that a well satis- 
 fied man will work for the best interests of his employer, he is ever ready to recog- 
 nize merit, and to reward it. The men who were in the employ of his father for 
 a number of years have been retained, and show to the son the same devotion that 
 they did to the father. 
 
 The O'Connor store is one of the largest in New England, and is ably con- 
 ducted by another son. 
 
 The late Farquhar Macrae was a man of a different type from Mr. O'Connor. 
 He was a quiet Scotchman, with little time for jesting, and possessed of an 
 intense earnestness. The business which he had started a number of years before 
 I met him developed into one of the largest in that section of the country. He was 
 a great grower. There was no plant that he could not successfully handle. 
 So unerring was his knowledge of the needs of plants that he seemed almost to 
 be in secret communication with them. I often w^ondered if he might perhaps not 
 be more or less silent with men because he was accustomed to converse with 
 flowers, among which his whole life was spent, and in which all his interest cen- 
 tered. For a time Mr. Macrae specialized in Chrysanthemums, and everything 
 that was ever introduced found a place in his greenhouses, at least temporarily. 
 H he found a thing to be worthless, he discarded it; but that did not deter him 
 from trying other varieties. He believed that the only way to strike a good thing 
 is to take your chances ; and if he succeeded in retaining one or two, out of a 
 dozen, it meant efTort and money well spent. Later on he took up the growing of 
 Roses, and with these, too, he was eminently successful. Bulbous stock came next, 
 and his business began to expand in proportion to the general development of the 
 trade. 
 
 Mr. Macrae died fifteen years ago, leaving his business to his two sons, Walter 
 and Al. It would be hard to point out two young men more capable, more alert 
 and energetic, than these two. Seeing their opportunity for growing Lilies on a 
 large scale, they made the venture a few years ago, and by degrees increased their 
 capacity and output until today we see them among the largest Lily growers in 
 this country. Xor have they neglected their other stock, such as Roses, Carnations, 
 and Chrysanthemums. 
 
 John A. Macrae, whose place is but a short distance from that of his nephews, 
 Farquhar Macrae's sons, is another old friend of mine. I have spent many a 
 pleasant hour at his home, in company with him and his wife, who died about a 
 year ago. Mrs. Macrae was a woman of unusual type. She had a splendid mind, 
 and much force of character. They say that it is impossible for women to be 
 impersonal in their outlook, but Mrs. Macrae was a triumphant refutation of any 
 such idea. She had something of the tendencies of the philosopher, and her con- 
 versation held all the charm of a profound understanding of human affairs. Her 
 untimely death was a great loss, not only to her husband, but to her many friends 
 and acquaintances. 
 
 Like his brother, Mr. John Macrae is a very successful grower, and his output 
 at all times finds a ready market with discriminating buyers. 
 
94 The Tales of a Traveler 
 
 Another Good Friend, M. J. Leach of Pawtucket 
 
 And there was my good old friend, M. J. Leach of Pawtucket. I speak of him 
 in the past tense because he, too, has departed. M. J. Leach died as he lived, with 
 a happy smile and an expression of good cheer on his lips, as if to say, "I have 
 run my race, and now let me get out !" Mr. Leach, whom I met about 1890, was 
 always a friend to me. I vividly recall my first meeting with him. Despite the 
 general notion of "laugh and the world laughs with you ; weep and you weep 
 alone," Mr. Leach seemed to have the laugh all to himself on that occasion. 
 I'hings were not prosperous with me, and it was with a heavy heart, and dis- 
 couragement written on my face, that I entered his store. I was a stranger to 
 him, and a new drummer must perforce put on a smiling face whether so inclined 
 or not. Else his battle is completely lost. In this particular case it was Mr. Leach 
 who cheered me up by his attitude. First of all, he w'anted to know if I w^as 
 sick. Receiving a reply to the contrary, he demanded heartily, 
 
 "Then what the deuce is the matter with you? Isn't the sun shining, and isn't 
 the bird singing?" (pointing to a canary in one corner.) 
 
 His good humor was contagious. I cheered up. I knew that an order was in 
 store for me, and I was not disappointed. In the years that followed, my calls on 
 M. J. Leach meant a great deal of pleasure to me. I often partook of his hospi- 
 tality-. Taking it for granted that the forbidden food, pork, was a diet obnoxious 
 to every Jew, he would always delight in saying to me : 
 
 "Now, Skidelsky, we have a feast for you, especially prepared for your benefit. 
 We have a fine roast of pork, and I know that you like pork. We can also accom- 
 modate you with a slice of fried bacon. Come along." 
 
 At one time — it was in the Summer — we were at dinner. The sky clouded up, 
 a strong wind came from the east, then thunder and lightning commenced. 
 Mr. Leach remarked that there was no reason why the elements should be in 
 revolt, since we were observing all the Mosaic laws at that meal ; in other words, 
 since there was no pork on the table. He told a favorite story of Colonel Inger- 
 soll's : 
 
 "A Jew entered a restaurant, and after scanning the bill of fare his eyes 
 alighted upon an item that appealed to his palate. He called for ham and eggs. 
 No sooner had the dish been placed on the table than a terrific thunder resounded 
 in the air. The Jew jumped from his seat, exclaiming: 'What a racket, what a 
 racket, over a little piece of ham !' " 
 
 Like all men, Mr. Leach had his likes and dislikes. The latter were especially 
 directed against dogs, automobiles, and feminism. He could never bear the idea 
 of a woman's taking interest in public aflfairs, asserting that God Almighty created 
 her to bring up children and take care of a home. I never argued the point with 
 him, preferring to keep my own opinions about it to myself. As to dogs, he 
 simply could not bear the sight of the creatures, the truest friends of man. In his 
 younger days he may have had an encounter with some brute of a dog in the 
 western States where he lived for aw^hile ; and perhaps it w-as the remembrance of 
 that encounter that made him put a ban on all dogs. The automobile, however, 
 got the best of Mr. Leach. In later life he was won over to its favor so com- 
 pletely that he owned a magnificent Packard himself. 
 
 My friendship of many years' standing for M. J. Leach continues with his 
 sons, Herbert, Edw-ard, and Raymond. These young men have not only inherited 
 the business of their father, but his good qualities as well, both personally and in 
 business. Mr. Herbert Leach conducts the stores in Pawtucket, while Edward and 
 Raymond are at the head of the large greenhouse range a few miles outside the 
 city. 
 
Holding to the Straight Line — Frienuships and Events 95 
 
 George E. Buxton of Nashua, N. H. 
 
 Georpe E. Buxton, of Xasluia, N. H., was one of my first patrons. I became 
 acquainted with him during the first S. A. F. convention in Boston, and paid him 
 a visit shortly afterward. His greenhouses at that time were located on Vine 
 street, in the opposite direction from where his place is today. About 1892, he 
 transferred his place to its present location, and enlarged it from time to time. 
 Mr. Buxton is a grower of great ability, and ranks among the best in New Eng- 
 land. A few years ago he became known to the trade throughout the country by 
 his introduction of the "Silver Pink Snapdragon," which has become a great 
 favorite among growers in every section. Our business relations for the past 
 quarter of a century or more have been pleasant, and I look upon Mr. Buxton 
 as one of my most esteemed friends among the florists. 
 
 Attractions of the City of Boston 
 
 The city of Boston has always a very great attraction for me. Aly entrance 
 into its portals seems to inspire me with a sense of coming in contact with culture, 
 notwithstanding the assertion of Mr. E. G. Hill a few years ago that that particu- 
 lar feature of Boston has long since been transferred to Indianapolis. 
 
 I like its crooked streets, although I have lost myself many a time in their 
 mazes; I like its Faneuil Hall, its Bunker Hill, its King's Chapel, its Park Street 
 Church, and even its excellent underground railway system, although the last 
 named lacks the historical significance of the others. It more than makes up for 
 the lack, though, by the convenience it aflfords its thousands of patrons in giving 
 them quick transportation. 
 
 I like its historic cemeteries, planted in the heart of the city. They carry me 
 hack to the days when the men that rest there were alive and active in behalf of 
 the young and budding country. 
 
 I like its Commons, and I like the spirit that opposes strenuously the idea 
 of transforming this magnificent space, that affords the people so much air, rest 
 and recreation, into a busy mart. The Commons are what the name implies ; this 
 piece of ground is supposed to be sacred to the use of the people of Boston. 
 There on a Sunday one will hear A'arious "isms" expounded by earnest supporters 
 who consider it their special duty to bring enlightenment to the benighted public. 
 Here a man exhorts his audience to lead a true Christian life ; there another 
 promises elixir for all human ills in the form of Socialism ; farther on a third is 
 urging Theosophy as the only means of seeing the true light. 
 
 And who hasn't heard about Boston's pork and beans and brown bread, 
 that delight the epicure? I confess that I never tasted the pork and beans, but 
 according to all the enthusiastic reports I am quite convinced that this dish is 
 veritable ambrosia. 
 
 And last, but by no means the least, 1 like the Boston florists. I like their progres- 
 sive spirit, their ambition to excel, their liberality, their geniality. While in Boston 
 I always make it a point to leave a call with the hotel clerk for six in the morning. 
 At that early hour the two flower markets commence their activities. Hundreds of 
 florists from the surrounding towns and villages bring in their flowers, and the 
 retail florists, not only in Boston, but from many surrounding towns as well, come 
 there to purchase their daily supplies. They are perfect bee-hives, especially during 
 the busy season, when the retail business is in its full swing. What is highly 
 commendable is that the florists whose stalls adjoin each other fraternize and are 
 on the friendliest terms with each other. Competition here does not carry with it 
 the petty jealousies and questionable practices with which competition is usually 
 charged. On the contrary, here they seem to work on the principle that what is 
 good for the individual should be good for a number of individuals as w-ell. Hence 
 
96 The Tales of a Traveler 
 
 when the market is demoralized, its demoralization is not to be traced to any one 
 or two individuals who cut prices, but to the fact of a general stagnation in busi- 
 ness, or to the law of supply and demand. 
 
 Here I meet a number of men. Indeed, it was at these markets that I first met 
 a number of growers whose patronage has meant a great deal to me, and whose 
 friendship, outside of business considerations, I value highly. 
 
 Florists in Outlying Districts of Boston 
 
 Mr. A. Patten, of Tewksbury, Mass., a man well known beyond the borders 
 of his own State, is one of them. And there are Mr. Stickler of Lexington, Mr. 
 A. Christensen of Stoneham, Mr. Winkler of Wakefield, Mr. T. Walke of Salem, 
 Mr. Allan Peirce of Waltham, Mr. William Nicholson of Framingham, and many 
 others. 
 
 Mr. Allan Peirce is the second of his family that I have known. His father, 
 Mr. E. Y. Peirce. was a unique character in many respects. Although starting 
 late in life in the florist business, he took up his new vocation with all the energy 
 characteristic of much younger men. To him things in driblets meant nothing. 
 When he undertook to grow Chrysanthemums he grew them by the thousands, 
 and later when he became interested in Lilies, he grew them on a scale that made 
 him known as one of the largest Lily growers in New England. 
 
 But aside from his business success, and the patronage with which he favored 
 me, he had other qualifications which endeared him to me. His unostentatious 
 manner, his blunt and at times almost brusque way of expressing things, his pride 
 in the fact that he was once upon a time a farmer, and still preferred to be called 
 "Farmer Peirce," his pride also in the fact that he dated his ancestry to the Revo- 
 lutionary heroes, to the men who picked up their pitchforks in defense of the 
 young country — all this made him a most interesting person to come in contact 
 with. I would often spend hours with him, listening to his interesting recital of 
 events, both long past and present. 
 
 He was not a man easily persuaded to do things which he could not clearly 
 see were to his advantage. He had decided opinions of his own, fully knowing 
 what was advantageous to him and what was not. An incident characteristic of 
 him was this : 
 
 A number of years ago a very persistent salesman, one of those smart Alecks 
 who boast that they can sell a man in spite of himself, wanted his Lily order. It 
 was early in January. Mr. Peirce never thought about Lilies at the time, nor did 
 he have that particular house in mind as a source of supply. The salesman put 
 forth his best arguments, offering to put Mr. Peirce on the "ground floor" as to 
 prices ; but Mr. Peirce was obdurate. 
 
 "Mr. Peirce," finally ejaculated the man, "let me put you down for the order 
 anyway ; and should you decide to change it, or even cancel it later, you can do so. 
 I want to show to the house that I called and did some business with you. A 
 feather in my cap, you know." 
 
 "You can put down all yen please, for all I care ; and you can make it tw^o 
 feathers while you're at it, if you want," answered Mr. Peirce in his droll manner. 
 
 The salesman departed. Two months later, Mr. Peirce received a letter from 
 the house, suggesting that if he intended to change any part of his order it would 
 be advisable to do it then. Mr. Peirce replied on a postal briefly and to the point 
 that he knew of no order he had placed with the house. He received a second 
 letter, more urgent and somewhat threatening in tone, the gist of which was that 
 it was too late to cancel an order, but that they would allow him to change it if 
 he wished to do so. 
 
Holding to the Straight Line — Friendships and Events 97 
 
 Mr. Pcirce replied. He wrote his letter in red ink. Its substance was as 
 follows : 
 
 "Sirs : 
 
 Yours to hand and noted. You have no order from me, and that is all 
 there is to it. 
 
 Yours respectfully, 
 
 E. Y. Peirce & Sons, 
 Per the Old Man, 
 
 Pres. of the Anti-BuUdozing Society." 
 
 There was no further correspondence on the subject. 
 
 At the Carnation conventions, Mr. Peirce was always one of the conspicuous 
 figures. His remarks, when he arose to address the meeting, were always terse, 
 lucid, and to the point ; no waste of words at any time. 
 
 William Scott of Buffalo and Mr. Peirce were great friends. At one time 
 Mr. Scott showed me a letter from Mr. Peirce, urging him to come to Waltham 
 and spend a month with him. But Mr. Scott's illness had already come upon him, 
 and the visit was never paid. 
 
 Mr. Peirce's good humor never deserted him, even during the days of his final 
 illness. He was a man who saw only the brighter side of life; at least he never 
 indicated in his manner that his mind ever dwelt upon the darker shades. 
 
 Since his father's death, Allan Peirce has made numerous changes about the 
 place, discarding Lilies entirely. Instead he grows Roses, and grows them most 
 successfully. 
 
 Like the Hub itself, its greatest and most famous suburb, Cambridge, is 
 always of great interest to me. There I like to stroll through the grounds of 
 Harvard University, often, if time permits, peeping into the halls of learning 
 where so many famous men received their training. The Harvard Aluseum is 
 mighty interesting, and the collection of glass flowers, the most famous in the 
 world, is of especial interest to a man dealing in bulbs, seeds, and plants. The 
 home of Longfellow is interesting to all Americans; and indeed, foreigners visiting 
 that part of the country make a special pilgrimage to it. The typical New Eng- 
 land streets and residences, many of the Colonial period, have a charm that is all 
 their own. 
 
 I have several friends in Cambridge. My periodical visits to them mean 
 always to me much pleasure, in addition to the pecuniary interest. Fred C. Becker, 
 of "Nephrolepis Bostoniensis" fame, is still at the old stand, and is as progres- 
 sive as ever. To Mr. Becker is due the credit of having brought out the Boston 
 fern, a fern that is known the world over and one which has marked a new depar- 
 ture in fern production. 
 
 And there is A. M. Davenport, the eminent wholesale plant grower of Massa- 
 chusetts. It would be hard for me to speak of Air. Davenport and his product 
 without arousing the reader's suspicion that I was exaggerating. But Mr. Daven- 
 port needs no glowing descriptions about his plants ; they have spoken for them- 
 selves these many years. 
 
 My friend MacKenzie is there, too. Mr. MacKenzie is an artist as w^ell as a 
 grower, though the fact may not be generally known. He plays the violin with 
 the skill of the professional, and the collection of violins in his den shows that his 
 interest in art is no less than his interest in things floricultural. Perhaps music 
 and flowers bear close relation. Mr. MacKenzie is a delightful man to come in 
 contact with. 
 
 I never had the pleasure of meeting the late W. W. Edgar, of W'avcrly, per- 
 sonally. But I had heard of him very often. A few years after his demise, I had 
 the opportunity to see for myself what florists had often told me. Mr. Edgar's 
 
98 Thk Tales of a Traveler 
 
 place was indeed a revelation to me. There 1 saw magnificent specimens of 
 Ardisias, Begonias, Cyclamen, and many other commercial plants. Henry Bartsch, 
 the exceedingly efficient manager of the place, has accomplished remarkal)]e things 
 in the way of growing since the entire rcsponsihility of management fell upon 
 his shoulders. 
 
 The fame of Thomas W . Roland, of Xahant, Mass., is as widespread as 
 interest in horticulture itself. His collection of Acacias, said to be the finest in 
 the United States, and the other plants he grows for commercial purposes, have 
 established his reputation everywhere. Mr. Roland evinced the right spirit when 
 he exhibited his famous Acacias both in Boston and Philadelphia. I was present 
 at both national flower shows, and heard it said that it was worth taking a trip 
 from ocean to ocean for the sake of seeing Mr. Roland's Acacias alone. He 
 undoubtedly deserves a great deal of credit for having added so much to the 
 success of the shows. 
 
 Lawrence Cotter, the Rose Grower 
 
 Among the excellent growers of New England, and particularly of Boston, 
 the name of Lawrence Cotter is a prominent one. For a number of years, he was 
 a conspicuous figure in Boston, belonging to the "old guard," of whom a few are 
 still in existence. As a Rose grower, Mr. Cotter was second to no man. His 
 product about twenty-five years ago found its way to Philadelphia, and as far west 
 as Chicago. He was at one time connected with the late W. E. Doyle, of whom 
 I spoke in a previous chapter. Years later, he grew Roses on his own account, 
 which were among the best sent to the New England market and others. 
 
 Some years ago he transferred his interests to the State of Pennsylvania, 
 taking up his residence for a time at Danville, Pa. When the Lakeview Rose 
 Gardens found themselves in need of a manager, one capable of taking the respon- 
 sibility of managing their enormous place at Jamestown, N. Y., Mr. Cotter was 
 the man chosen for the position. It didn't take long to show the results of 
 efficient management. About a year ago, Mr. Cotter's health began to fail, and 
 although he cannot give the place the close attention that he was accustomed to 
 bestow upon it, the Lakeview Greenhouses are not suffering. There is a good 
 reason for it. Mr. Cotter's son, young Charles Cotter, has taken much of the 
 burden from his father's shoulders ; and not only in the actual growing line, but 
 in the general business policy which he pursues, he proves himself a young man of 
 unusual abilities. [Mr. Cotter died at Jamestown, March 24, 1917.] 
 
 Joseph Heacock 
 
 Among the conspicuous men in the trade, men who have accomplished things 
 not only in their own interests but for the world of horticulture at large, the 
 names of Joseph Heacock and Robert George of the Storrs & Harrison Company, 
 stand out. 
 
 IVlr. Joseph Heacock did much toward the uplift of the standard in horticul- 
 ture. I have known him for the past twenty years intimately, and my business 
 relations with the Joseph Heacock Companj-, of w^hich he is president, have been 
 very pleasant. When I first met Mr. Heacock, his greenhouse range was not as 
 extensive as it is today. Palms, and particularly Areca lutescens, were his special- 
 ties. In the beginning of his business career, and for a number of years there- 
 after, he confined himself principally to the local market and to the trade in nearby 
 vicinities. But Mr. Heacock saw the chance for expansion. He increased his 
 place and began to grow Kentias on a larger scale ; and soon his product found its 
 way to various parts of the country. His reputation was established. Later still 
 
Holding to the Straight I.ine — Friendships and Events 99 
 
 he found tliat he could grow American Beauty and Roses in general success- 
 fully. This venture, too, soon added to his reputation as a grower of great ability. 
 Finding that his range at Wyncote, Pa., was not nearly adequate to meet the 
 demand for his product, he bought a farm within twenty-five miles of Philadelphia, 
 and built a Rose range, the largest and best in this part of the State. His success 
 in this instance was nothing short of phenomenal. His Roses are among the very 
 best shipped into the wholesale market, and even so capricious a variety as Hadley 
 was a revelation to many growers who saw it at the last Philadelphia National 
 Flower Show. It was the center of attraction among Roses, eliciting many ex- 
 clamations of surprise, not only from the general public, who crowded around the 
 blooms, but from the growers as well. Many went out to his place to see the 
 variety, and to study its behavior at close range, and returned fully convinced that 
 whatever the faults of the Hadley Rose, Mr. Heacock was more than a match for 
 it. Such blooms even its introducer himself never suspected were possible. 
 
 But it is of Mr. Heacock the man, rather than the grower and successful 
 l)usiness man, that I wish to say a few words. Always honest and upright in his 
 relations with his fellowmen, believing in the "square deal" and all that the term 
 may imply, Mr. Heacock takes much interest in affairs that have bearing upon 
 the general welfare of the community. He served in the State legislature as 
 senator from his district ; and in his capacity of State legislator he pursued his 
 honest business policy throughout his term of service. Lobbyism was obnoxious 
 to him at all times; and whatever savored of self-interest in politics found no 
 supporter in him. As treasurer of the Florists' Hail Insurance Association he did 
 good work for the benefit of the society. A few years ago he served as president 
 of the Philadelphia Florists' Club, and during his term of service the club accom- 
 plished much in the way of expansion, and general maintenance of its members' 
 interest in its affairs. 
 
 Robert George, of the Storrs & Harrison Co. 
 
 Mr. Robert George, whom 1 met about eighteen years ago, is a man who won 
 my admiration from the start. I shall not attempt to speak of the success of the 
 Storrs & Harrison Company, a success largely due to the tireless efforts of this 
 remarkable man. I say remarkable advisedly. Mr. George has attained to notable 
 success from humble beginnings. Starting with this old established firm in the 
 capacity of one in ihe lower ranks of their employees, he has, by dint of hard 
 work, intelligent application, and progressive ideas, worked up to a position of 
 great responsibility, being now one of the members of the concern. 
 
 Unlike many a man of his attainments, Mr. George is as democratic and 
 unostentatious in his relations with his fellow men as he ever was. T'ne humblest 
 of their employees (and the Storrs & Harrison Company employ an army of men 
 at all times) always find Mr. George a man easy of access, and sympathetic. He 
 will speak to a man not with the superior air of one who knows it all, brusque 
 and commanding in manner, but as man to man, appealing to the other man's 
 judgment and awakening his interest in the matter under discussion. 
 
 Aly business relations with the Storrs & Harrison Company have been among 
 the most pleasant in my experience; and it is with much pleasure that I pay them 
 my periodical visits as often as three times a year. 
 
 Among the younger men looming up on the horizon of horticulture, men giv- 
 ing much promise of future achievements, I may mention the names of Ed George, 
 the son of Robert George, Adolph Baur of the Baur & Steinkamp Company of 
 Indianapolis, Ind., and W'm. Vesey of Fort Wayne, Ind. 
 
100 The Tales of a Traveler 
 
 Edward George, the Son 
 
 Ed George, like his notable father, is a tireless and intelligent worker, being 
 much devoted to the interests of the Storrs & Harrison Company, and assuming a 
 great deal of the responsibility of the greenhouse end of the concern. In addition 
 to his qualifications in this respect, Ed George possesses other good qualities, well 
 worthy of emulation. He is an optimist in the first place, believing that no good 
 can come from looking at business life through smoked glasses. In the busiest 
 season of the year, at the time when railroad cars have to be loaded and shipped, 
 when work of all sorts must be attended to without delay, and the inevitable 
 confusion that arises is enough to rattle any man, Ed George always maintains his 
 even temper and accomplishes excellent results. 
 
 Adolph Baur, Secretary of A. C. S. 
 
 Adolph Baur is still a young man; but in the line of floriculture he has 
 accomplished more than many another man twice his age. I have known him 
 for a number of years, since the time he worked for Henry Niemeyer at Erie, Pa. 
 Although but a youth then, he had already the ambition to do things. He had 
 initiative. He hybridized a number of Carnation seedlings while on Niemeyer's 
 place in capacity of grower. The results of those early trials were a number of 
 seedlings, some of which I recall at this moment. There were American Flag, a 
 variegated variety, Pluto, Goliath, Rob Roy and others, none of which, however, 
 were long lived, although Mr. Niemeyer himself entertained the fondest of hopes 
 about them. 
 
 Prior to his connection with Mr. Niemeyer, Adolph Baur worked for the 
 E. G. Hill Company, at Richmond, Ind., receiving there his first lessons and train- 
 ing in floriculture. After severing his connections with Henry Niemeyer, he went 
 to Pittsburgh, where he worked for awhile with Charles Siebert, long since dead. 
 Later, he drifted to Indianapolis, and there he established himself, at first in part- 
 nership with Smith and later with Steinkamp. The latter partnership is in exist- 
 ence today. 
 
 Mr. Baur has introduced a number of meritorious seedlings, some of which, 
 such as Shasta and Pocahontas, are still grown successfully in many quarters. 
 A number of other seedlings are in sight, and it may be expected that some of 
 them will make their mark. 
 
 As secretary of the American Carnation Society, Adolph Baur is regarded as 
 one of the most efficient that the society has ever had. 
 
 The Veseys of Fort Wayne, Ind. 
 
 Young Vesey, who is still in his twenties, is not only a horticulturist who has 
 already achieved excellent results, but he is a public-spirited young man as well. 
 As a member of the Indiana State Florists' Association, he always takes a keen 
 interest and an active part in its affairs. His father, the Honorable Judge Vesey, 
 although much interested in horticulture, does not give much of his time to it. 
 His legal profession requires most of his time and attention. The late Mrs. Vesey, 
 his mother, was known everywhere as one of the most active, energetic, and suc- 
 cessful women florists. There was no exhibition complete unless Mrs. Vesey 
 contributed toward its success by displaying her Roses, Chrysanthemums, and 
 Carnations ; and many a blue ribbon she took away as a trophy. Her untimely 
 death a few years ago was a great loss to her many friends. 
 
 Upon her son devolved the duty of taking hold of the establishment, and carry- 
 ing it on along the lines laid down by his able mother. Young Vesey was equal to 
 the task. He continued to grow stock of a high grade, and to dispose of it success- 
 fullv in the wholesale markets. 
 
Holding to the Straight Line — Friendships and Events 101 
 
 About three years ago, a disaster descended upon the establishment. During 
 the memorable floods that at that time devastated the States of Indiana and Ohio, 
 Mr. Vesey rose one morning to find his place flooded and the stock completely 
 ruined. But the son of Mrs. Vesey was not one to be easily daunted. When the 
 flood subsided, he put an army of men to clear the ground, and soon a new range — 
 a great improvement over the former one — rose upon the ruins. 
 
 At the last Carnation convention in St. Louis, Will Vesey invited the society 
 to hold its meeting next season in Indianapolis. The invitation was accepted, and 
 he was unanimously elected vice-president of the society. 
 
 In the rising generation of florists, Will Vesey bids fair to stand in the front 
 rank. 
 
 The introduction and popularization of the Sweet Pea (I refer to the varieties 
 that are of the Winter-blooming sorts) has marked a departure in floriculture. 
 I shall not attempt to speak of the numerous Winter-blooming meritorious varie- 
 ties in detail ; I shall leave that part to Sweet Pea specialists who may at some 
 time write a complete history of this splendid addition to intensive floriculture. 
 The Sweet Pea has come to stay, not only because of its own merit as a cut flower, 
 and the popular favor it has won among all classes, but also because it has of late 
 largely replaced the dainty Lily of the Valley, owing to the scarcity of the latter 
 resultant upon the present European conditions. It has indeed many advantages 
 over the Lily of the Valley, in the matter of its variety of shades and colors. 
 During my recent travels, I have heard it often expressed that the Sweet Pea, far 
 from becoming common, will become more and more popular with the discriminat- 
 ing public, and will play a large part in the future as a flower suitable for bridal 
 bouquets and all other w^ork wherein the Lily of the Valley was formerly deemed 
 indispensable. I shall not attempt to argue this point, or to disparage the useful- 
 ness of Lilies of the Valley, but I must concede that the Sweet Pea ranks with the 
 Rose and the Carnation today, and the possibilities of its improvement are practi- 
 cally unlimited. 
 
 Famous Sweet Pea Growers 
 
 Among the men who have made the development of the Sweet Pea their life 
 work not only from the standpoint of the matter-of-fact merchant, but from that 
 of the aesthete and the scientist, the names of W. Atlee Burpee and Anton 
 Zvolanek will always be remembered. 
 
 The late W. Atlee Burpee was indeed an enthusiast about Sweet Peas. Any 
 meritorious variety that gave promise at all was sure of a trial by him. It is said 
 he spent fortunes, and much time and labor, on varieties that often proved abso- 
 lutely worthless. But Mr. Burpee was not the man to be easily discouraged. He 
 tried again and again, and the results of his eflforts are matters of common knowl- 
 edge. His immense farm in California, and that in Doylestown, Pa., where Sweet 
 Peas are being experimented upon, are known to every florist in the land. His 
 untimely death, while still a man in his prime, is a great loss to the horticultural 
 interests throughout the world. 
 
 The history of Anton Zvolanek's success is especially interesting. A number 
 of years ago, while conducting his greenhouses at Bound Brook, N. J., he turned 
 his attention to Sweet Peas, and experimented on a few varieties, such as Florence 
 Denzer, Christmas Pink, and Mrs. Alexander Wallace, strictly Christmas blooming 
 varieties. Having worked up a little stock of each, he off^ered them to the trade. 
 The demand was stupendous from the start. Mr. Zvolanek grew more Sweet Peas, 
 but the demand for his product kept on increasing out of all proportion to his 
 facilities for meeting it. Leaving his Bound Brook place in the hands of his son, 
 he departed for California, where he began to grow Sweet Peas on a large 
 scale. The three varieties above mentioned were soon relegated to a back seat. 
 
102 The Tales of a Traveler 
 
 Mr. Zvolanck introduced a number of strictly meritorious varieties, some of 
 which were almost sensational, since it had never been suspected that a Sweet 
 Pea could be brought up to such high standard of size and beauty. 
 
 "What Afr. Zvolanek has already achieved, and what he aims to achieve, and 
 no doubt will, cannot lie too highly estimated in the history of floriculture. 
 
 Some St. Louis Acquaintances 
 
 The great city of St. Louis, the metropolis of Missouri, as I remarked once 
 before, gave me the impression of a modern Babylon, inspiring me in the early 
 days of my travel with a timidity at the thought of storming it for business. 
 I clearly recall my first entrance within its gates. It was a few jears before the 
 great Union depot was built. I inquired about a hotel, to be sure not of the 
 highest class in town, and soon found myself comfortably quartered in a cheap 
 hostelry, which suited my inexpensive tastes and slim purse. First of all, it was a 
 question of ridding myself of my timidity. I was in St. Louis, and it was up to me 
 to become acquainted and see what I could accomplish. The late Mr. Jordan, 
 whom I had seen in Boston about a year previous at the S. A. F. and O. H. con- 
 vention (he was then president of the society), was the man to see first. 
 
 And so I called on him. I found him courteous, as befitted the gentleman that 
 he essentially was. His dignity and reserved manner, nevertheless, increased my 
 timidity. I felt instinctively that there was no business for me there. And cer- 
 tainly my lack of assurance wasn't calculated to help me get any. The man who 
 is timid, and whose bearing and manner therefore indicate his own precognition of 
 non-success, hasn't half the chance of the man whose air of calm certainty (I am 
 not speaking of blatant aggressiveness) spells determination to succeed. 
 
 My next visit was to J. J. Beneke, now my good friend. It proved successful, 
 and in more ways than one. Not only did Mr. Beneke favor me himself with a 
 little order, but he gave me all the information I needed about other parties, with 
 whom I have since dealt, and whom I regard as personal friends. I should like 
 nothing better than to go on and speak in detail of my friend F. C. Weber, the 
 dean of the retail men in St. Louis; of William Schray's Sons and their late esti- 
 mable father, who was among the pioneer florists of the city; of Frank T. Filmore, 
 the man with a genius for clever punning; of C. Sanders, who is ever ready to 
 extend a welcome to a visiting stranger ; of Charles Beyer and his brother, whose 
 sense of fair play has made them upon more than one occasion actively resent 
 knocks at competitors; of A. Jablonsky, the eminent Carnationist of that section; 
 of John Steidle, the generous host and prince of good fellows; of Otto Koenig, 
 the man whose political achievements have brought him renown, as his business 
 has brought him success ; of Fred Meinhardt, the man whose loyalty to the 
 S. A. F. and O. H. is equaled only by his devotion to the interests of his many 
 patrons ; of W. Kruse, who believes in giving his customers the square deal, even 
 as he expects it himself from his supply houses ; of Bourdet, the excellent plant 
 grower, whose French origin does not prevent him from living on terms of intimate 
 friendship with his Teutonic fellow-citizens ; of George Waldbart, whose exceed- 
 ing diligence well deserves the success with which it has been crowned ; of Theo- 
 dore Miller, the man of altruistic ideas that have singled him out as a man with no 
 selfish motives in his makeup ; of Miss M. S. Newman, the lady florist who once 
 upon a time conducted a successful business in Boston, and who for the last quarter 
 of a century has been equally successful in her Western city; of Young's Sons, 
 the old established firm known far beyond the borders of its own State ; of Fred 
 Ude, William Winter, W. J. Pilcher, Rowe, Serny, and the Connon Floral Com- 
 
Holding to thk Straight Line — Friendships and Events 103 
 
 pany, the Kirkwood growers who have done so much toward the general uphft of 
 tioriciilturc in their State; of C. A. Kuchn, William C. Smith, Henry Berning, the 
 Windier Floral Company, and George Angermueller, the progressive commission 
 men, first to inaugurate and carry out successfully sweeping and much needed 
 reforms for the benefit of the trade as a whole. 
 
 I should like to speak at length of each one of these men, and many others of 
 the progressive city, whom 1 admire both as men and as florists. I should like to 
 go on and tell of their efforts and successes, and of what they have contributed 
 toward the development of horticulture. But I am overwhelmed by the magnitude 
 of the task, in the face of editorial warnings regarding space restriction. 
 
 I do want to say a few words, though, about the late F. W. Bruenig, whose 
 untimely death in February, 1916, just a few weeks after I last saw him, has deeply 
 impressed itself upon my mind. Mr. Bruenig was a man endowed with many 
 excellent qualities. As a grower he had no superior. But besides his growing 
 abilities and business success, he was above all else an honest man, and an honest 
 man, according to the poet, is the noblest work of God. 
 
 Around Cleveland 
 
 The city of Cleveland, the sixth city in the land, is to be commended for her 
 progress along horticultural lines as much as for her remarkable strides along all 
 other paths of industrial activity. A quarter of a century ago Cleveland had no 
 claim to especial recognition ; that progressive, or as some put it, aggressive spirit 
 characteristic of the "sixth city" of today, seemed absent then. Men moved about 
 their business in a spirit of "let well enough alone," never suspecting the wonderful 
 changes — changes that have transformed a mere town into a great city. To me, 
 who first landed in Cleveland in October, 1889 — and I use the word landed ad- 
 visedly, for I arrived there on a rickety old tub of a lake boat, more dead than 
 alive — the changes are remarkable. Not only has the appearance of the city changed, 
 not only have its cobblestone streets and second-rate hotels given way to modern 
 pavings and first-class hostleries, but the very spirit of the people themselves has 
 changed as if by magic from an ultra-conservative to a progressive one. 
 
 The men whom I met twenty-seven years ago are still in the harness, and some 
 of them as young as ever. Adam Graham, a youth of seventy-odd years, ex-president 
 of the S. A. F. and O. H., president and director of banks, and in large measure a 
 contributor to the tremendous improvements, expansion and achievements of his 
 city, is still on deck — and may he be with us for many, many years. Whether in 
 public or in his own immediate circle, Mr. Graham is invariably the life of the 
 party. His wit and good humor are contagious. As a toastmaster, and an excellent 
 all-round speaker, his reputation has extended beyond the limits of the Buckeye 
 State. 
 
 Adam Graham, Jr., and Charles Graham, his sons, who arc now conducting the 
 business, are proving themselves worthy successors of an illustrious father. 
 
 Herman Hart, whose hospitality is widely known, does not look a day older 
 than forty, though his clock has already struck sixty-two. Like all true philoso- 
 phers, he takes life as a matter of course, never being ruffled by things on the one 
 hand, or too much overjoyed on the other. An excellent panacea for nerves, and 
 a guarantee of longevity! 
 
 About five years ago, Mr. Hart transferred his business to his two sons, and 
 the young men give every promise of perpetuating the success which their father 
 has achieved by dint of hard work and untiring efforts during his pioneer days in 
 a pioneer flower market. 
 
 Charles Schmidt, who at one time was connected with the late Edwin Lonsdale, 
 in the capacity of pupil and all-round greenhouse man, has proved himself all that 
 Mr. Lonsdale predicted for him. He is first of all a successful grower, and what 
 
104 The Tales of a Traveler 
 
 is equally to his credit he is a level-headed business man, one who w^ell under- 
 stands the value of greenhouse space, and who can make every inch pay for itself. 
 
 Mr. Bartel, at the head of the J. M. Gasser, Rocky River greenhouses, and 
 Mr. Brown, at the head of their two Cleveland stores, both retail and wholesale, 
 form a combination that spells success. In a former chapter I have already re- 
 ferred to the J. M. Gasser establishment and the manner in which they expanded 
 during the past quarter of a century. 
 
 The F. R. Williams Co., composed of F. R. Williams and three of the Bates 
 Brothers, namely George, Herb, and Guy, has simply grown up with the city. 
 Twenty-five years ago, the members comprising this enterprising firm attended the 
 public schools, and never perhaps dreamt of a "Cleveland Cut Flower Co." with 
 an immense range of glass at Newton Falls, about twenty-five miles out of Cleve- 
 land, where Roses, Carnations, and Chrysanthemums are grown on a large scale. 
 
 John Kirchner, who succeeded his father on the latter's death, some fifteen 
 years ago, has enlarged his business on a scale that would unquestionably have 
 astonished his sire, had John told him at the time of the possibilities of such ex- 
 pansion. Mr. Kirchner is progressive in his ideas, and no innovation calculated 
 to bring about some improvement either in his greenhouses or in his store, is ever 
 cast aside. 
 
 The Naumann Co. is composed of three enterprising young men, whose suc- 
 cess as wholesale plant growers for the Cleveland market speaks in their favor. 
 
 Frank Friedley, a graduate of the E. G. Hill Co. of Richmond, Ind., later with 
 the Chicago Carnation Co., Miss Belle Miller, of Springfield, III, and a post- 
 graduate of the J. M. Gasser Co. of Cleveland, has launched a greenhouse estab- 
 lishment of his own, succeeding the James Eadie Co., a well known old-established 
 firm. Mr. Friedley is a grower of no mean ability, and with a market ready at all 
 times to take up high-grade stock, Friedley's success is practically assured. 
 
 C. Merkel & Sons, of Mentor, Ohio, twenty-five miles from Cleveland, are 
 among the largest and most successful growers in the State. It has been said, 
 and rightly so, that John Merkel, the head of the concern, can hold his own in the 
 matter of producing high-grade stock, with any expert in the land and in Europe 
 as well. Years ago, when a mere boy, he entered the employ of the J. M. Gasser 
 Co. Young John, unlike most boys of his age, saw his chance. From the start, 
 he made up his mind to learn all there was to be known about the greenhouses and 
 the growing of stock. The late J. M. Gasser used to remark that nothing ever 
 escaped the boy's attention. He seemed to know things, as if by intuition. After 
 serving a few years at the Gasser establishment, he departed for New York, and 
 at the age of twenty-one became foreman in a prominent Brooklyn greenhouse 
 range. Having acquired more experience in the East, John bethought himself to 
 launch an enterprise on his own account. It was hard work — a hard and trying 
 experience. Money was not plentiful, nor did his prospects look especially encour- 
 aging at the start. But John Merkel looked far into the future. He saw the 
 possibilities of growing for retail trade. He built a few houses, and from time to 
 time kept on adding, now a lean-to, and then a house. His stock met with instan- 
 taneous demand, and his success was assured. Azaleas, Begonias, Cyclamen, 
 Hydrangeas, pot Roses by the thousands, are grown successfully, not only for the 
 Cleveland market, but for Toledo, Detroit, and other cities as well. Some of their 
 stock is eagerly bought in St. Louis. 
 
 In the Summer of 1916, they built a range of four additional houses, where 
 twenty thousand Roses for cut flower purposes have been planted. 
 
 The firm is composed of C. Merkel, the father, and three sons. William Merkel 
 divides his attention between the greenhouses and salesmanship. And as a sales- 
 man, William is no less a success than as a grower. 
 
Holding to the Straight Line — Friendships and Events 105 
 
 I should like also to speak in detail of the preat Western cities of Omaha, 
 Denver, Kansas City, St. Paul, Minneapolis, Milwaukee, Cincinnati, and Cleveland, 
 and the numerous friends I have made there; of the thriving Eastern cities of 
 Rochester, Syracuse, Utica and Albany ; and of the many cities in my own State, 
 such as Erie, Warren, Oil City, Meadville, Wilkes-Barre, Scranton, Williamsport, 
 Easton, AUcntown, and many others; and of the friendships I have formed there, 
 too. 
 
 But that matter of space limitation is inexorable, and I have to pass on, 
 regretful that I cannot do as I so gladly would. 
 
 Some day, when old age overtakes me, and I can no longer travel, I hope to 
 write a complete history of horticulture in America, giving every man who has 
 contributed toward the progress made full credit for his work. 
 
PART IV 
 
 Still at the Helm 
 
 In February, 1908, an incident occurred which brought about a change in my 
 business affairs. On my way from Milwaukee to Chicago, in company with 
 Edward Fancourt, of the Pennock-Mcehan Company, I became suddenly ill on 
 the train. Mr. Fancourt was frightened, and ran hastily for the conductor. It 
 happened to be a through train for Chicago. The conductor came up hurriedly, 
 and seeing my condition, he went quickly through the train, calling for a doctor. 
 Fortunately there happened to be one on board. After giving me temporary 
 relief, he handed me a prescription, with instruction to take the medicine imme- 
 diately upon my arrival in Chicago, and to retire for the night. 
 
 Mr. Fancourt and I had both worked Chicago the previous week, and meant 
 only to make connections there for St. Louis. Upon arriving in Chicago that 
 evening, we took a taxi and were driven to the Great Northern Hotel. I engaged 
 a room, intending to dispense for the time being with my St. Louis trip and go as 
 soon as possible to Philadelphia. Mr. f"ancourt brought me the medicine pre- 
 scribed, and urgent though his business in St. Louis was, he kindly volunteered to 
 stop over at Chicago in order to be of aid to me. I would not hear of it, though 
 I was deeply appreciative of the kindness which prompted the offer. 
 
 Mr. Fancourt departed, and I was left alone. About one o'clock in the morn- 
 ing, my troubles recommenced. I rolled out of bed in an agonized condition, and 
 began to roll over the floor, unable to catch my breath. I thought that the end 
 was at hand, and what passed through my mind at that moment would beggar 
 description. By superhuman effort I dragged myself into the bathroom, and up 
 to the hot water faucet. I felt that unless I took some immediate steps to alleviate 
 my intense suffering, I couldn't last more than a few minutes. As if by instinct, 
 I filled a glass with boiling hot water, and took a few draughts. I was relieved 
 at once. That night I could not close my eyes. I thought of my whole past, of 
 my business experience which at that time covered a period of two decades, and 
 of the hard work I had done during that time ; and I decided to change my plans — 
 to retire, so to speak, from the road entirely, to have a younger man take my 
 place, and to reorganize my affairs so as to carry on my business on my own 
 account, instead of representing other houses. 
 
 On the following morning, I felt completely restored, and instead of going to 
 Philadelphia, as I had intended the previous evening, I departed for St. Louis,, 
 where I met Mr. Fancourt, who seemed agreeably surprised to see me again 
 among the living. I finished my trip, and a few weeks later I returned to Phila- 
 delphia. 
 
 The plan which I had formulated on that memorable night in Chicago was 
 soon to be realized. I had heard about R. J. Irwin, and later met him on the 
 road. On one occasion at Columbus, Ohio, we happened to stop at the same hotel, 
 and there I had the opportunity to talk over things with him. It seemed to me 
 that we were well suited for each other, and we came to terms. He was rather 
 dissatisfied with the concern he represented at the time, and was open for a change 
 to improve his own condition. 
 
 In August, 1908, we organized our small business under the name of Skidelsky 
 & Irwin Company, and launched our enterprise under auspicious circumstances. 
 We were both well known to the trade, so there was no reason why we couldn't 
 succeed. Mr. Irwin was to take to the road, while I was to attend to the office 
 and financial end of it. 
 
Stim. at thk Helm 107 
 
 It is all very well to lay plans, and standing off at a distance from a situation, 
 arrange how it ought to be managed. But there are certain points of human nature 
 that are likely to be overlooked in such abstract ordering of things. For me to 
 decide that I had been traveling for a number of years and ought to take a rest 
 was one thing ; for the spirit of "get up and go" that had been fostered in my 
 blood through years of habit to give way tamely to the new arrangement was 
 another. I grew restive under the confining life I was leading, and to which I 
 was so completely unaccustomed. I longed for my old friends, and the pleasant 
 visits I was in the habit of paying them. I felt that my health was actually being 
 seriously impaired by the change. In March, 1909, I was in such a state of ner- 
 vous breakdown that I had to recall Mr. Irwin from the road to take my place at 
 the office, while I departed for Battle Creek Sanatorium, to recuperate. 
 
 In May, 1909, a calamity overtook me, in the death of my wife, who had been 
 so steady a help and inspiration to mc in the days of my early adversity, as well 
 as in the years when things eased up a bit, constantly giving me courage to con- 
 tinue with my work. My first impulse was to close up my busmess, and to retire 
 for awhile, I knew not where. The future seemed to hold out no promise for me. 
 Everything looked dark and desolate. 
 
 One morning in June, I decided to take a short trip through the State, to 
 meet some of my friends once again. It wasn't business that I was after, either; 
 I was in desperate need of a change. That little trip revived my spirits, and 
 seemed to open the gate to a more hopeful future. I decided to recommence my 
 travels, to go back to the life which in spite of its drawbacks was so attractive 
 to me. 
 
 Upon my return home I disclosed my plans to Mr. Irwin. He could see the 
 reasonableness of my idea, and yet it was a question how to arrange our business 
 with justice to both of us. We soon found a way out. We were to travel 
 alternately, each taking a certain part of the country. I w^as to work in the West; 
 Mr. Irwin, in his travel period, was to attend to the New England territory. 
 
 Thus we continued until the Fall of 191 1. Our business grew steadily, and 
 we were on a fair way to success. Circumstances arose, however, that necessitated 
 a change. We separated. Mr. Irwin started on his own account in New York, 
 where he still continues, and from all accounts is quite prosperous. 
 
 I reorganized my business, and induced my son, who had just commenced 
 practicing law, to take part in it. From then until now, he has been for the most 
 part the "inside man," and I have continued on the road. The idea often occurs 
 to me to retire from the road, and let my son take my place. But I realize that 
 I am only theorizing. A habit of so long standing cannot be broken without 
 entailing in its destruction some grave consequences, the nature of which I experi- 
 enced once before. So long as my health permits me, therefore, I shall continue 
 in the harness. I no longer look upon my travels as "hard work" ; to me they are 
 a pleasure. Nor would I ever think of retiring. I have often spoken to some of 
 my friends among the trade about the fallacy of giving up active business life. 
 I will go further and say that w^ere anybody to pension me for life with an income 
 of twenty-five thousand a year, on condition that I retire from business, and rest 
 for the balance of my days, I would dismiss the offer as unworthy of consideration. 
 
 A few years ago I read a very interesting article in the Saturday Evening Post, 
 entitled "Is Resting Rusting?" The conclusion at which the writer arrived was 
 that resting means rusting. He gave a number of instances of wealthy men who 
 had retired from active business, and who at the expiration of a year or so were 
 only too eager to return to it. Thus a certain wealthy paint manufacturer, who 
 had amassed a great fortune, decided one day that he had had enough of business, 
 that he would retire to California, and enjoy the rest of his days in ease and 
 comfort. He built a magnificent chateau, and laid out beautiful gardens, with 
 
108 The Tales of a Traveler 
 
 artificial lakes, polf links, tennis courts, and everything that fancy could desire. 
 A year later he appealed to the real estate agent through whom he had purchased 
 the place to sell it for him, no matter at what loss. What was the trouble — didn't 
 he like it? Oh, yes, he liked it well enough — the place itself, that is — but the life 
 was killing him. He was eager to return to the paint factory and his old surround- 
 ings, and do up some paint packages. 
 
 Another instance given was that of a retired grocery man, who having received 
 about a million dollars from his partners for his share in the business, begged 
 them piteously a few months later to take him back into it. He could not stand 
 the idle life which he was compelled to lead. Upon their refusal, he made it a 
 point to come every day, get behind the counter, and help in putting up all sorts of 
 grocery packages. 
 
 The actuary of an insurance company, the author also told us, will consider a 
 man of sixty in active business a much better risk than a man of the same age out 
 of business. Men whose activity and interest are maintained in life, according to 
 all statistics, live longer. Their minds are keen ; their very appearance indicates 
 strength and energy-. 
 
 Among my own trade I could point to a number of old men, many in the 
 seventies, who should be an inspiration to many a much younger man. They make 
 their plans and speak of their future activity as if they were in their early forties. 
 I regard such men as true benefactors of mankind. Pessimism and all that goes 
 with it are not in their makeup. 
 
 Taking a leaf from their book, I have put myself in the attitude of mind 
 wherein I give no thought at all to the possible "finish." I have traveled for 
 twenty-eight years, I am still traveling, and life and health permitting, I shall 
 travel another twenty-eight. During those first twenty-eight years, as I have 
 already said a number of times, I have formed a great many friendships that are 
 very precious to me; during the next twenty-eight, or the fraction of them that 
 will permit my activity, I hope to strengthen them and to form new ones. Perhaps 
 some of the little shavers of today will do business with the "old man" in days to 
 come! 
 
 Looking back over my business life as a unit, I can say that I have enjoyed it. 
 It has had its ups and downs, like everything else in life, to be sure. There have 
 been moments of discouragement, and of a sense of failure. But there have been 
 compensations. And I am not speaking only of money, either, though I have been 
 enabled to support my family and to educate my children as I wanted to. It is to 
 something less tangible that I refer — less tangible, but by no means less real. 
 I believe that I have won the confidence of the trade, and that I have made my 
 friends sure of the honesty of my intention in all my dealings with them. This it 
 is that is my greatest compensation, and this it is that I hope to perpetuate during 
 the remaining years of my life. 
 
^