The Tales of a Traveler

Front matter

COPYRIGHT 1916 A. T. De La Mare Printing and Publishing Co. Ltd. New York

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

Part I: Early Struggles

PART I Early Struggles

AT 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, especially 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 insignificant florists' supply house in Philadelphia, long since out of existence, at the munificent 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 employer 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 untiring efforts at all times in behalf of his interests, he could never "see his way" to increase my salary by the sum of one or two dollars in order to enable me to provide a little more comfortably for my small family.

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. 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 you 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 young friend, and your battle is half won.

Earliest Experiences on the Road

About the beginning of December, 1888, it occurred to my employer to venture 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 encouraging indeed, and I shall always remember with feelings of gratitude Mr. Ahern's 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 consideration 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 enthusiasm 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 work and perseverance would do the trick. On that trip I made Harrisburg, Lebanon, Reading, Allentown, 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 employer, 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 employer'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 baskets of all sizes and shapes strung on a rope, and hung over my shoulders. I remember 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 employer 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 application, but met with no success. The house in question gave me to understand 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 Washington, 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 immediately 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 first not easily approached, 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 deference to the progressive spirit of that Southern city, and its many other attractive 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 me managed to hold on to their trade, despite my efforts to divert it in some measure my own way.

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 Norfolk, 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 Taggart 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 customer 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 favorable 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 Prohibitionist 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 imaginary 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 customer 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 remember 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 autograph 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 inclined 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 met 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 profession, 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 Magazine, in the biography of Lincoln, which Nicholas and Hay wrote, about a quarter of a century ago, and which first appeared in instalments.

Trip Through Western Pennsylvania

In May, 1889, I took a trip through Western Pennsylvania, as far as Pittsburgh. 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 impression, 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 intended to revisit his native city of Cologne, in Germany. My first stop after leaving 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, I chanced upon a temperance meeting in the public square one evening. As I recall the incident 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!

In 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. Another 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 prosperity. The florists of Johnstown today are likewise different from those of a generation ago. T. Malbranc has a modern greenhouse plant and produces excellent 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, although 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, 1889, 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 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 not possibly undertake to insure him against my failure to produce results. He finally decided, after some reflection, to make the venture. I was to start by way of Maryland, and wind up goodness 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 10th of September, and on the 15th, on a Sunday (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 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. 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 with 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 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 horicultural 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 experienced 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 Zanesville. 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 acquaintance 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 manhood, 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 understand 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 underestimate an article you handle than to overestimate it. In the one instance, your customer 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 married and established himself in Cincinnati. Our acquaintance grew into friendship, 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 10th 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 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 foregone 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. I 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 successful 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 induce 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 almost 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. I 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 dismiss 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 looking store, and here I met with instantaneous success. The proprietor, after glancing at my photographs, grasses, and artificial flowers, 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.