Simon Skidelsky

“ My first work was in the city of Philadelphia. Determined to succeed, I visited every flower shop, never hesitating to intrude myself upon men well up at that time in the business. I had but one aim in view, and that was to succeed. And right here I cannot refrain from saying a few words to my younger friends on the road about the importance of studying human nature before attempting to solicit an order. There is nothing that will impress a buyer less favorably than the intrusion of a young man with his samples at a time when business is at a rush. ”

“ 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 practically unlimited. Why, is not our country grow-ing? Are not our towns and cities almost doubling themselves in population? Thus far, they reason, our product 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? ”

“ 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. ”

“ 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. ”

“ The first impression, 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 involved in keeping oneself well groomed are more than repaid in actual business results. ”

“ 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. ”

“ 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 florists, 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. ”

“ 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 observed. 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. ”

“ 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. ”

“ The Birth of Flower Shows
How to educate the mass was a question easily solved. The flower show would do the work. 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. ”

“ We 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. ”

“ Some men are reserved in their manner, non-communicative, strictly attentive 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. ”

“ To me, who first landed in Cleveland in October, 1889—and I use the word landed advisedly, 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. ”

“ 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 purchased from your competitor, do not take advantage of the situation. ”

“ 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 knowledge. ”

“ Traveling expense at that time was not to be compared with traveling expense today. The modern hotel, with its electric lights, shower-baths, magnificent 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 fastidious 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. ”

“ 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 governed by supply and demand. Nor must it be forgotten that sentiment and business 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. ”

“ I think most of my friends in the trade are equally sure that if a thing doesn't 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 purpose is one of the great compensations which I feel my business career has had for me. ”