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 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. 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.
Another question that often arises is that of department stores and five and ten cent stores dabbling in plants. I have already referred, though slightly, 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 contentions. It proved to me that I was coming in contact with a body of honest and earnest men not at all 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 business."
"How so?" I asked in surprise.
"Why, the way he cuts prices on Carnations and Geraniums is simply an outrage. There is no more money left in the business, and I'm getting disgusted with it."
"Are you sure that he does 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."
