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 summoned 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 variety that Dorner or any 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 Bountiful 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 inspired in him has never waned. I sold him in later years numerous other varieties, 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 Fiancée 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 Fiancée, a product of Dorner, but introduced by the Chicago Carnation Company of Joliet, Ill. The history of this sensational Carnation is undoubtedly remembered 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 Fiancée. It was something indeed to startle the world. To be sure, the Carnation 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 receive letters as follows:
"You have my order for 500 Fiancée, 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.
