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 passing 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 unaccountable 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 before that event the florists make all sorts of preparations for the rush of business. At that time immortelle designs, milkweed balls, cape flowers, artificial flowers, and other such things were used in 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, I 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 distance. Encouraged by my first success, I entered Mr. Newman's place almost assured 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. William 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 kindness and broad-mindedness by giving me numerous addresses of parties, some no doubt his own customers, to whom I might sell. My gratitude to Mr. Stewart has never 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 articles 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 Hall in Boston. Having already had an entrée into the metropolis of Massachusetts, I suggested to my employer that we make a trade exhibit 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 the beginning of a change in my fortunes. The
