University of California • Berkeley c TEA UNIFORM WITH THIS VOLUME Each Is. 6d. net PITMAN'S COMMON COMMODITIES OF COMMERCE COFFEE COTTON SUGAR OIL By B. B. KEABLE By R. J. PEAKI: (In preparation) By G. MARTINEAU (In preparation) By C. \V. MITCHELL (In preparation) PITMAN'S COMMON COMMODITIES OF COMMERCE TEA FROM GROWER TO CONSUMER BY A. IBBETSON LONDON SIR ISAAC PITMAN & SONS, LTD., 1 AMEN CORNER, E.G. BATH AND NEW YORK PR i NT i: i> HV SIR ISAAC PITMAN & SONS, LTD., LONDON, BATH AND NEW YORK CONTENTS CHAP PATE S I. DESCRIPTION OF TEA PLANT . . .1 \f II. LARGE CONSUMERS . ... i . 7 DISPARAGEMENT OF CHINA TEA REFUTED 12 THE TANNIN DIFFICULTY . . .12 WHEN MILK CAN BE DISPENSED WITH . 14 v III. CHEMICAL ANALYSIS . . . . . 17 - IV. VARIOUS METHODS OF CULTIVATION AND MANUFACTURE . . . . .22 CHINESE METHODS . . . .22 TEA IN JAPAN . . . . .30 TEA IN CEYLON . . . .34 V. TEA IN INDIA AND OTHER COUNTRIES . 40 TEA IN NATAL . . . . .46 TEA IN THE CAUCASUS . . .47 OTHER TEA-GROWING COUNTRIES . 48 VI. MODERN METHODS OF CULTIVATION AND MANUFACTURE ... . . .51 BRICK TEA 56 OTHER " TEAS " 58 202038 vi CONTENTS CHAP. PAGE VII. TAXATION OF TEA . . . . .63 VIII. PUBLIC SALES, SAMPLING AND BUYING . 66 IX. DISCRIMINATING TASTING . . . .78 X. BLENDING, PACKING AND STORING . . 95 v XI. HOW TO CREATE INTEREST IN FINER TEA . 103 XII. FINE TEA SOLD AT MINCING LANE . .112 LIST OF ILLUSTRATIONS THE TEA PLANT . . . . . Frontispiece To face page A WILD TEA TREE . . . 2 A KANGANI SUPERINTENDING PLUCKING ... 4 A CEYLON TEA GARDEN ..... 8 TEA GARDEN (SOUTH SYLHET) . . . -12 TRANSPORT OF TEA IN CEYLON . . . .18 TEA CARAVAN IN THE STREETS OF PEKIN . . 24 JAPANESE WOMEN PLUCKING TEA . . . .30 JAPANESE WOMEN ROASTING TEA . . . .34 TEA PLANTATIONS NEAR BATOUM . . . .36 WEIGHING THE DAY'S PLUCKINGS IN CEYLON . . 40 TEA GARDEN AND FACTORY (SEPHINGURl) . . 44 TEA GARDEN BUNGALOW . . . . .48 TRANSPLANTING YOUNG TEA PLANTS . . .52 A SIROCCO FIRING MACHINE . . . . .56 COOLIES CARRYING BRICK TEA TO TIBET . . .58 PRUNING TEA (MONABARRIE) . . . . .68 PLUCKING TEA ....... 70 WEIGHING THE GREEN LEAF . . . . .76 WITHERING TEA . . . . . . . .78 ROLLING LEAF . . . . . .82 FERMENTING THE LEAF . . . . . .86 vii Vili LIST OF ILLUSTRATIONS To face pazr SORTING TEA . . . . . .90 SIFTING TEA ....... 92 WEIGHING TEA ....... 96 PACKING TEA . . . . . . .100 EUROPEAN STAFF AND GARDEN COOLIES (SEPHINGURl) 1<>4 PAYING COOLIES . . . . . . .108 CHART SHOWING FOR TEN YEARS THE MONTHLY FLUC- TUATION OF STOCK ABOVE AND BELOW ESTIMATED AVERAGES . . . . . . .114 MAP SHOWING TEA-PRODUCING COUNTRIES end of book TEA CHAPTER I DESCRIPTION OF THE TEA PLANT TEA, as everyone knows, is prepared from the young leaves of the tea plant, Camellia Thea (Thea sinensis), a shrub belonging to the natural order Theaceae, and extensively cultivated in China, India, and Ceylon, and, to a less extent, in certain other countries. Under .the name of Thea sinensis, the Swedish botanist, Linnaeus, originally described tea as a single species, but later it became known that two distinct plants were cultivated in China, which he named X. viridis and T. Bohea. These two species were long thought to be the origin of green and black teas respectively. No strictly wild plants have been found in China, but an indigenous tea-tree, Thea assamica (or, as it is now called, Camellia Thea) occurs in Assam, and is generally regarded by botanists as the parent" species of all cultivated forms. The tea plant is a bushy shrub which, when left to its natural habit of growth and not subjected to the vigorous prunings necessary for its successful cultivation, attains the height of a small tree. The leaves vary considerably in size and shape, according to the variety, but are leathery, alternate, and generally elliptical or lanceolate, with a toothed margin. Oil glands occur in the sub- stance of the leaf and contain an essential oil to which the flavour of tea is largely due. The under surface of 1 2 TEA the young leaves is thickly covered with fine hairs which entirely disappear with advancing age. The beautiful white or rose-coloured, slightly fragrant, flowers occur either singly or in clusters in the axils of the leaves ; they are succeeded by more or less globular fruits con- sisting of capsules composed of three compartments, usually with only one seed in each compartment. The question as to the original home of the tea plant is by no means settled, the point at issue being whether, after all, the true home of the plant is in the country naturally associated with it, viz., China, or in the neighbouring Indian province of Assam. The evidence in support of the latter contention is largely based upon the fact that the tea plant attains extraordinary luxuri- ance in Assam, greater, it is said, than that attained in any part of the Celestial Kingdom, and, arguing that in its natural home a plant reaches its greatest development, supporters of this view maintain that it is in Assam and not in China that we are to look for the home of tea. It by no means follows, ho\\v\vr, that the reasoning of this argument is sound, for it has been repeatedly noticed that plants introduced into new countries where conditions seemed favourable lor their growth have flourished so well that their luxuriance rivalled that of the plants growing in the land admitted to be their home. Support for the opposite view is sought in a Japanese legend which ascribes to China the honour of being the home of the tea plant ; but, unfortunately, there is evidence for supposing that the Chinese never heard of this legend except from foreign sources, although the events related occurred in their own country. There are, however, certain references to the plant in the writings of a Celestial author who lived about 2,700 B.C., and a Chinese commentator of this ancient author, writing in the fourth century B.C., A WILD TEA TREE 4 TEA calls attention to the mention of the plant, and adds that a beverage could be obtained from the leaves by adding hot water. It appears that the plant was used entirely as a medicine until 550 A.D., when it became a popular beverage. I )c Candolle, however, in summing up the evidence on both sides, attaches considerable weight to the fact that apparently wild specimens of tea have been found by travellers in Upper Assam and in the province of Cochar, and adds that " the tea plant must be wild in the mountainous region which separates the plains of India from those of China " ; he, however, regards the evidence as tending to prove that the use of the leaves was introduced into India from the latter country. Much more certain information naturally exists as to the date of the introduction of the product into Europe. There is a story which states that a package of a commodity hitherto unknown was received by an , old couple in England during the reign of Queen Eliza- beth, and that, instead of infusing the leaves and using the extract, they threw away the coloured liquid and ate the leaves after spreading them upon bread. What- ever may be said as to the probability of this story, it is definitely known that tea was introduced into Europe from China late in the sixteenth century, and that in 1657 a regular tea-house wras opened in Exchange Alley, London. From this date tea began to be a regular beverage in England. It is mentioned by IVj'\ his Diary; under the date 28th September, 1660, we read : " I did send for a cup of tea (a China drink), of which I had never drunk before," and, " Home, and there find my wife making of tea, a drink which Mr. Felling the Pothicary tells her is good for her cold and deflux- ions." It was at about the time of its earliest introduc- tion into England that tea first became known in Russia, w H w PL, O 5S 6 TEA an embassy to the Court of Pekin bringing back some green tea to the ancient capital, Moscow. In 1664 the famous English East India Company made a present of two pounds of tea to the queen of Charles II, Catherine of Braganza, and the product was still regarded as a rare delicacy. Fourteen years later the Company imported from China nearly 5,000 Ibs. and towards the end of the century tea had ceased to be a rarity. CHAPTER II LARGE CONSUMERS WHEN we turn our attention to the countries and peoples who are large consumers, we find that heading the list as the greatest tea importers of the world are the people of the United Kingdom. During the last few years the annual import of tea from all sources into this country has averaged no less than 255,112,000 Ibs., costing us £8,683,000 ! We are followed by Russia, which annually receives about 126,000,000 Ibs., the United States with 81,389,000 Ibs., followed by Holland, Australia, Canada, Germany and New Zealand with much smaller amounts. To us, as English people, a most important question in connection with the world's tea industry is, to what extent is the British-grown article displacing from the world's market the product of our only serious rival, China ? Let us consider the state of affairs in some of the chief consuming countries. In the United States and Canada the taste for British-grown teas appears to have taken a firm hold. The quantity sent direct from Calcutta to Canada in 1904 was thirty-five per cent, higher than in 1903. Further, black teas from China have practically disappeared from the Canadian market, and in all probability the green teas from Japan, which at present are very popular in America, will follow them in a few years ; for since Ceylon green tea was introduced in 1899 the imports from Japan have decreased from eleven to four million pounds. The United States takes a fair quantity of Indian tea, and the increase in popularity of the beverage 7 8 TEA among our cousins gives hope to the Eastern planters of the creation of a new market of the greatest value. Australia, like the rest of the world, is changing her taste in tea. Formerly, her supplies were largely obtained from China, but the imports from that country are steadily diminishing. Although considerable quan- tities of tea are now taken from Java, the real fight for the Australian market lies between Ceylon and India. At the present time the advantage lies with Ceylon, whose exports to the Southern Kmpiiv have increased during the last ten years from ten to twenty-four million pounds. Great efforts, attended with considerable success, are being made to develop the Asiatic trade in British- grown tea, and Persia is now the fourth largest consumer of the Indian product. The preparation of brick tea for Tibet is also receiving much attention at the hands of Indian planters, who have voluntarily submitted to a self-imposed tax to be devoted to pushing their production among the Tibetans. Austria, Belgium, Sweden. Holland, Turkey, Fnr and Russia are all advancing in their tea imports. Much of the tea taken by Holland naturally comes from their colony of Java, but the increase in the Russian import nearly all comes from British sources, to the loss of the Chinese merchant. Although one of the most striking facts in connection with the tea export trade is the practical loss to China of some of the most important of the world's markets, it must not be supposed that the tea industry in China is ruined. As a matter of fact the area under cultiva- tion has not diminished to any appreciable extent during the past forty years ; for the Chinese grower has a vast local market, and immense quantities of inferior tea are converted into the " brick tea " for Tibet and Russia. w Q O s w CJ 2— (1460) 10 TEA Moreover, at the present time, there are unmistakable signs that the Chinese intend to make a bold bid for the recovery of some of the ground they have lost ; for the more enlightened among them have realised that the trade was lost owing to inferior, and to the Western mind sometimes repulsive, methods of manufacture, and also to the fact that, generally speaking, hand labour must at last give way before machinery. That the Chinese are serious in their desire to regain their trade is evidenced by the fact that in 1905 the Viceroy of Nanking appointed a Chinese Tea Commission, headed by an Englishman, Mr. Lyall, to enquire into the methods and conditions of tea cultivation and manufacture in India and Ceylon. As a whole the Chinese soil is said to be less productive with regard to tea than that of our Eastern Empire, and the climate of the tea districts is colder and less forcing ; further, the yield per acre cannot compare with that obtained by the European planters. Nevertheless, the ruling classes in China have become alarmed at the great falling off in revenue due to the diminution of the export trade, for there are heavy Chinese transit and export duties on the product, and it is their intention to see what improved methods of cultivation and manufacture can do to restore this trade. Whether the Chinese peasant can be induced to depart from the methods and customs which have been handed down to him for countless generations is a matter open to question, but the attempt on the part of the authorities is significant, and the situation may be very accurately summed up in the words of an editorial of a Ceylon planting paper : " . . . The way in which it (i.e., the Chinese trade) has steadily gone back during the last fifty years is not at all conclusive proof that there can be no important recovery under changed conditions and methods. In other words, LARGE CONSUMERS 11 the swing of the pendulum may be witnessed in this department of agriculture and commerce as well as in any other, seeing that the (Chinese) tea gardens have suffered no radical injury." At the present time there is a slightly increasing demand for China tea, and although the consumption in the United Kingdom is small compared with other growths, yet there are signs that these delicate China kinds will again come into favour, especially amongst people of refined taste. The following abstract from The Lancet of August 1st, 1908, may be taken as the last word on rival teas, although how far the consumer will be persuaded is another matter. Anyone who has never drunk really fine pure China tea has missed a great deal. " A controversy which has long been settled in the minds of scientific men has been revived by trade partisans. The persons, on the one hand, whose busi- ness it is to sell China tea affirm that Indian tea was long ago tabooed by medical men because, unless it is prepared for use under very careful directions, it contains an excessive amount of astringent substances, known to chemists under the generic name of tannin. On the other hand, the parties interested in the sale of Indian and Ceylon teas declare that China tea is objectionable because the leaf is prepared under unwholesome conditions, that it sustains in fact contamination owing to its manipulation by hand, whereas Indian and Ceylon teas are immaculate in this respect, because nothing is concerned in their manufacture and production for the market but machinery. To this view many tea connoisseurs reply that the aesthetic qualities of the tea leaf are injured considerably by the mechanical means adopted/' 12 TEA • DISPARAGEMENT OF CHINA TEA REFUTED " The disparaging statements in regard to China tea, which are based on the fact that it is prepared by hand, may, we think, be disregarded, for it is hardly conceivable that any serious contamination can arise, and if it did any disease organisms that survived the process would be destroyed in the tea-pot. It is well known that, apart from boiling, an infusion of tea is antagonistic to the life and development of micro- organisms, and this appears to be specially the case in regard to the typhoid organism. The objection to the manipulation of tea by hand instead of by machi- nery has about the same logic on its side as has the objection to the grape being trodden under foot before the wine is produced. No one gives much thought to this fact when drinking a favourite claret. The fact is that the tendency of a fermentative process is to exclude adventitious impurities, and fermentation is essential to the production of both tea and wine. The argument in favour of China tea on the ground that in general it is far less astringent than is Indian tea rests on a scientific basis, and there we are content to leave the controversy." THE TANNIN DIFFICULTY " It is idle and impossible for the advocates of Indian tea to deny that their favourite commodity contains and yields when infused a much larger amount of tannin than for the most part do China teas. The latter, in fact, are altogether more delicate in character and certainly more suited to the require- ments of persons with delicate digestive apparatus. If a dyspeptic is permitted to drink tea at all, that tea should be China tea, because, as a rule, it is mueli 14 TEA less astringent, and therefore less likely to derange a delicate digestive system. Analysis has proved this again and again, and it is a confidence which has no reason behind it which asserts anything to the contrary." WHEN MILK CAN BE DISPENSED WITH " There can be little doubt that if it were not for the habit of adding milk to tea, which in the circum- stances is a perfectly correct physiological though perhaps not aesthetic proceeding, the infusion of a powerful Indian tea would produce infinitely more harm than it does. On the other hand, China tea, owing to its delicacy, is frequently consumed without milk, some persons choosing the Eastern method by adding to it a slice of lemon. There is, after all, very little to be said against the strongest teas so long as they are prepared under the simple precaution which excludes the greater part of the astringent substances from passing into the infusion — namely, by allowing the tea to " brew " for only a few minutes. That precaution, however, is not so necessary when China tea is chosen." From the above extract it will be seen that China tea should be pushed with renewed vigour, and not neglected or relegated to a back shelf as a commodity for which there is no demand. There are people with a weak digestion, who find that strong Indian teas do not agree with them, the result being that the beverage is given up entirely. In such cases a customer may be reclaimed by recommending pure China tea. As in other growths the finest is the best, but a very refreshing tea can be obtained to retail at 2/6 or 3/- which, if prepared with due care, will prove invigorating and acceptable. LARGE CONSUMERS 15 Those who are not accustomed to drink China tea will find the flavour somewhat strange at first, but after a short time the delicate aroma will be appreciated, and a return to the stronger growths unlikely. Some think that a pleasant drink is prepared from a blend of China tea and Ceylon. If such a mixture is decided upon, the proportion of Ceylon will be about one to three of China tea. The Ceylon to select for this purpose should be absolutely pure with the true Ceylon flavour, and if the leaf is large, it should be milled to a size equal to that of the China. When we examine the figures showing the amount of tea annually consumed per head of the population we find that although it is a British country which heads the list, the tea-drinkers of Great Britain must give way to their sons and daughters of Australasia, who use no less than 7*1 Ibs. per person every year. In the United Kingdom the amount is about a pound less, viz., 6*18 Ibs. per head, and then we have Canada (4 Ibs.), Holland (1-4 lb.), United States (1'30 lb.), Russia (1-25 lb.), Norway (MO lb.), Denmark (0'36 lb.), Germany (0*13 lb.), and France (0*06 lb.). The large consumption in the British Empire is very striking, though not unexpectedly so ; but to the average English- man the most surprising feature of these figures is the relatively small amount consumed per head of the population of Russia. In this country the Russians are commonly regarded as a great tea-drinking people, but this is a popular ' error, for only the comparatively wealthy classes in Russia can afford to buy tea, which is quite beyond the reach of the poor peasants who form the great bulk of the population. The rise in popularity of tea in England was com- paratively slow up to the beginning of the nineteenth century. In 1711 the consumption per head was only 16 TEA 0'03 lb., and in 1780 it had risen to only 0'57 Ib. During the first four decades of the next century the average stood at about 1*25 lb., but after 1840, the period at which tea-planting was rapidly being extended in India, the consumption rose very quickly. In spite of the increasing consumption, however, tea has continued to fall in price owing to the enormous increase in production. CHAPTER III CHEMICAL ANALYSIS WITH regard to the chemistry of tea, the most impor- tant constituents from the point of view of the quality of the beverage are an essential oil, tannin, and an alkaloid known as theine^ The flavour of the tea is largely due to the essential oil, but the remarkable stimulating and refreshing qualities of the beverage are due to the theine, which is also found in coffee, Paraguay tea, or mate, and the kola nut ; a closely allied alkaloid is also present in cacao. Experiment has shown that an infusion of the leaf for ten minutes is sufficient to extract all the valuable theine, and a longer period merely results in an accumulation of tannin which in excess, is well known to seriously impede digestion. The mean of sixteen analyses quoted by Konig gives the following result : — Water 11'49% Nitrogenous Substances . . 21*22 Theine 1'35 Ethereal Oil *67 Fat, Chlorophyll . . . . 3*62 Gum and Dextrin . . . . 7* 13 Tannin 12*36 Other Nitrogen free matter . . 16*75 Woody fibre 20*30 Ash , .. 5*11 100*00 18 TEA An instructive and interesting research on the various changes which take place in the tea plant through age has been made by O. Kellner. To carry out the experi- ment, tea leaves from the same plants were collected twice a month from May to November ; a sample from the identical plants was also taken at the end of twelve months, with the following results : — It was found that there was present in the young leaves more theine, water and amido-acid, whereas in the old leaves there was an increased proportion of ash and tannin, combined with a decrease in theine, water, etc. Adulteration is now happily a thing of the past. Formerly tea was extensively adulterated in England, but in consequence of the gradual reduction in the duty this reprehensible practice has ceased. The debasing foreign mixings resorted to were in many instances imitations of those so ingeniously designed by the clever Chinese themselves, and may be described under four heads :— 1. Foreign leaves. 2. " Lie " tea. 3. Mineral substances. 4. Materials used for colouring, painting, or " facing " tea. - " Lie " tea referred to was the descriptive and inge- nious designation given by the Chinese to redried, faced, or any adulterated teas. The following extract from Fortune's Tea Countries, is interesting, inasmuch as it gives an account of colouring and facing tea : — " The superintendent of the workmen managed the colouring process himself. Having procured a por- tion of Prussian blue, he threw it into a porcelain bowl, not unlike a chemist's mortar, and crushed it 20 TEA into a fine powder. At the same time a quantity of gypsum was burned in the charcoal fires which were then roasting the teas. The gypsum now readily crumbled, and was reduced to powder in the mortar. The two substances having been thus prepared were mixed together in the proportion of four parts of gypsum to three parts of Prussian blue, and formed a light blue powder which was then ready for use. This colouring matter was applied to the tea during the last process of roasting. About five minutes before the tea was removed from the pans, the time being regulated by the burning of a joss stick, the superintendent took a small porcelain spoon, and with it he scattered a portion of the colouring matter over the leaves in each pan. The workmen then turned the leaves rapidly round with both hands, in order that the colour might be equally diffused. During this part of the operation the hands of the workmen were quite blue. If only green tea drinkers could be present to witness the operation ! No wonder the Chinese consider the natives of the West to be a race of barbarians." While we are on this subject it is instructive to know that tea comes not only within the scope of the Sale of Food and Drugs Act, but it is also the subject of special provision against its adulteration contained in a series of Statutes of the reigns of George I to III. But these older Statutes were enacted not so much in the interests of the public health as of the revenue. It is an essential prohibition of the modern acts that no person shall sell as unadulterated any article of food or drink which is in fact adulterated. Should he do so he incurs a penalty. Mr. Robert V. Egerton, a retailer, was fined because he sold tea as green tea which had CHEMICAL ANALYSIS 21 been painted or faced with gypsum and Prussian blue in China for the purpose of colouring it. It was no defence that such tea was known in the trade generally as green tea. Every imported consignment of tea is examined by the Customs Authorities on its arrival in London, and it is of great interest as showing how particular the producers are, to only send tea fit for consumption, that during the Customs year which ended 31st March, 1907, it was only found necessary to draw and analyse 2,205 samples from the immense importation of nearly 318,000,000 pounds, as teas being possibly unfit for consumption. Of the samples which were eventually analysed, 368 (representing only 449 packages) were refused admission for the ordinary use of the public. 408 packages were allowed to be exported or used in the manufacture of caffeine, while forty-one packages were ordered to be destroyed as unfit for any use. In all probability the forty-one packages were merely teas country damaged, which had escaped the notice of inspectors at the ports of shipment, and it may be taken as absolutely established that there was no attempt at wilful adulteration. CHAPTER IV VARIOUS METHODS OF CULTIVATION AND MANUFACTURE WE will now turn our attention to a consideration of the principal facts in connection with tea cultivation in different parts of the world. First of all we will give an account of the CHINESE METHODS OF CULTIVATION AND MANUFACTURE As is the case in nearly all branches of Chinese agricul- ture, the tea farms are mostly small, each consisting of from four to five acres. Practically every cottager has his own little tea garden, the produce of which sup- plies the wants of his family, and the surplus brings him in a few dollars with which he procures the other necessaries of life. . In the green-tea districts of Chekiang picking com- mences about the middle of April. The first crop of leaves consists of the leaf-buds just as they are about to open, and the tea manufactured from the first pickings is of extremely delicate flavour, being held in such high esteem by the natives as to be used chiefly for making presents to friends.' The plucking of the young buds is liable to cause considerable injury to the plants, but, under the influence of the copious showers which gene- rally fall about this time of the year, the plants, if young and vigorous, rapidly put on fresh shoots and leaves. Two or three weeks later the shrubs are ready for the second plucking, which is the most important of the season, and as soon as the plants have again recovered, 22 VARIOUS METHODS OF CULTIVATION, ETC. 23 the third and last gathering commences, producing a very inferior variety of tea. The methods and apparatus employed by the Chinese in the manufacture of their teas are extremely simple, yet, with the abundance of labour obtainable, they are by no means ineffective. A large proportion of the tea is prepared in the humble cottages of the peasants, and barns, sheds, and outhouses are also frequently used for the same purpose, particularly those belonging to the monasteries and temples. The drying pans and furnaces in these places are of very primitive construc- tion. The shallow, circular pans, made of very thin iron, closely resemble in shape and size the ordinary cooking pans which the Chinese have in general use for the preparation of their rice. They are built, several together, in a brick-work furnace which is so constructed that the sloping sides of the basin are continued upwards for three parts of the circumference, resulting in what is practically a broad, shallow brick and cement basin, the actual bottom of which consists of the thin iron pan. The object of this arrangement is to allow of the easy and thorough mixture of the leaves during the roasting process. Running beneath the whole row of pans is a flue, the fireplace being at one end, and a rough chimney at the other. After the leaves have been brought in from the planta- tions, they are placed in a shed or drying-house, which may, indeed, be the cottage itself. The fire is then kindled in the furnace and a quantity of leaves thrown into the heated pans and constantly turned over and kept in motion by men and women stationed in front of the pans. The heat immediately causes the leaves to crack and become quite moist with the sap which is given out under its influence, and in about five minutes the process is complete, the leaves having become quite 24 TEA soft, pliable, and altogether devoid of their original crispness. The leaves are then taken from the pans and placed upon bamboo tables, around which stand several persons, who take a quantity of the leaves in their hands and carefully roll them on the table in a manner closely resembling the working and kneading of ordinary baker's dough. The object of this process, which lasts about five or six minutes, is to twist the leaves and, at the same time, to express the sap and moisture, which escapes through the interstices of the surface of the table. / In the next stage of the process the object is to expel the moisture as gradually and gently as pos- sible, retaining the softness and elasticity of the leaves to the fullest extent. This is effected by taking the rolled leaves, spreading them out thinly and evenly upon a screen made of the strips of ever-useful bamboo, and exposing them to the action of the atmosphere. There can be no fixed time for the completion of this process, which depends entirely upon the state of the weather, but experience has taught the operators to avoid placing the leaves in the direct rays of a powerful sun, which evaporates the moisture too rapidly, leaving the leaves crisp, coarse, and quite unfit for the next stage in the manufacture. The soft and pliant leaves are now again thrown into the drying-pans, and subjected to the action of a slow, steady fire. It is of great importance that the leaves should not be scorched or burned, and it is the custom for one person to attend solely to the fire, while others, standing in front of the pans, mix and agitate the leaves with their hands so that all shall be equally dried. As the temperature increases it becomes impossible to mix the leaves by hand, so small bamboo whisks or brushes are employed, the leaves bein^ thrown up against the sloping sides of the pans and allowed to roll back into the iron portion at the bottom. The TEA CARAVAN IN THE STREETS OF PEKIN; 3— (1460) 2s., lollnuvd l>v Australia and New Zealand with 8,998,:«r> Ihs., and Canada with 7,028,429 Ibs. Other important buyers were Asiatic Turkey, the United Slates. Ceylon, Persia, China, and Kashmir. TEA IN NATAL Next to Ceylon and India, Natal is by far the most important oi tin- tea-producing colonies of the British Km pi re, and the industry is one of considerable value to the country. From the most reliable records it would appear that the tea plant was first introduced into Natal about 1850, from that " clearing-house of the botanical world " Kew. The most important fact was that the plants nourished in their new home. Tea-growing as a definite industry, however, was not seriously undertaken until about a quarter of a century later. It will be remembered that the destruction of the coffee planta- tions by a fungoid disease was essentially the cause of the existence of the now splendid Ceylon tea industry, and it was precisely the same misfortune which in 1877-78 necessitated Natal planters seeking a new field tor the investment of their capital. When it became evident that coffee was doomed as a cultivation of first- class importance, Mr. (now Sir) J. L. Hulett became convinced that, with suitable plants, tea would prove the salvation of the planters. The matter was brought before the Lower Tugela Planters' Association, and on the Government being asked to render assistance, free freight on seed imported from India was offered to the colonists. The latter formed a syndicate to defray expenses, and seed from Calcutta was landed in Natal in March, 1877, and immediately planted out in nurseries. Unfortunately, about the time the seedlings were planted out a severe drought visited the country, and out of TEA IN INDIA AND OTHER COUNTRIES 47 4,000 plants successfully raised from the seed only 1,200 survived. The seriousness of this set back was increased by the fact that the surviving plants would require three or four years before they would yield any seed for nursery purposes, and it was not until 1880 that seed was gathered from them, the quantity obtained being barely sufficient to plant five acres. In the following year, however, the planters returned to their task with undiminished determination, and, in spite of many subsequent discouragements, the acreage gradually increased until at the present time it extends to over 4,000 acres. The greater part of this area is in the Lower Tugela Division of the country of Victoria, and tea is also grown to a small extent in the Alexandra Division. The most productive tea gardens are at an elevation of about 1,000 feet, the land at this altitude being gene- rally of an undulating character, well watered, and the climate sufficiently humid to encourage leaf-production. The plucking season commences in September and lasts until June of the following year, during which period each bush is picked about sixteen times. Undoubtedly the most hopeful outlook for the Natal tea industry lies in capturing the South African market ; for, while the annual import of tea into South Africa is considerably over 6,000,000 Ibs., the annual production of the commodity in Natal does not exceed more than 2,000,000 Ibs. In order to satisfy the local demand it would be necessary to increase the present acreage threefold, i.e., to about 13,000 acres. TEA IN THE CAUCASUS For several years past serious efforts have been made by the Russian Government and by private individuals 48 TEA to establish a tea industry in the neighbourhood of Batoum, in the Caucasus. The Imperial plantations are situated at Chackra, and have an area of about 400 acres, and in 1905 the tea prepared from a plucking of 102 acres reached a total of 21,600 Ibs. The Popoff plantations, which are owned by a private firm, are somewhat smaller in area, and are situated at Chackra, Salibauri, and Kaprshun. Up to the present, however, comparatively little progress has been made in the industry, the labour question being one of great difficulty. OTHER TEA-GROWING COUNTRIES A small tea industry also exists in Jamaica. In 1868 an acre of land was planted with tea by the Government , and, as the experiment met with some considerable success, the area was later increased. In 1887 there was one private tea-garden in the island at Portland Gap, about twelve miles from Kingston, with twelve acres under cultivation. Nine years later further experiments were made at Ramble in St. Ann, and the results being successful, the cultivation has gradually increased until, at the present day, there are about ninety acres under the crop. In Fiji an experiment in tea planting was made in 1880. The island chosen was Tavinni, and an area of thirty acres was planted out with the Assam hybrid ; the area was gradually extended to several hundred acres, when it became known as the Alpha Tea Estate. The success of this garden — situated within four miles from the coast and at an altitude of 1,000 feet — led to the establishment of another plantation in the neigh- bouring island of Vanua Levu, known as the Masusa Estate. Fiji tea is chiefly consumed locally. Tea is also cultivated in the State of Johore, in the 50 TEA Straits Settlements, and small plantations exist in Burma, the Andamans, and Tonquin. Expej^ments have also been made in British Central Africa. (^In Java a valuable export trade is being gradually built up. The first seed was introduced into Java from Japan in 1827 by von Siebold, and young plants were raised in the famous botanical garden at Buitenzorg, but a few years later better varieties were obtained from China by Jacobsen, who may be regarded as the founder of the tea industry in Java. CHAPTER VI MODERN METHODS OF CULTIVATION AND MANUFACTURE WE will now turn our attention to the cultivation and manufacture of tea as practised by the European planters of Ceylon and India. In opening out a new tea garden the first step is the establishment of a nursery for raising the young plants which are to fill the garden. A piece of jungle near the new plantation is cleared ; then the soil carefully hoed, and prepared for the seed. The land is now divided into beds between which are shallow trenches, and when the soil is sufficiently prepared, the seed, which has been allowed to sprout in seed beds, is planted out and the ground covered with thatching to prevent scorching by the sun. The nursery is carefully fenced in to pre- vent damage by cattle and wild animals. The seed is obtained from plants grown in a special " seed garden " where the bushes are not pruned in ordinary cultivation, but allowed to attain their full growth. Meanwhile the clearing of the future garden has been proceeding, and, when complete, the soil is carefully hoed and then marked out with stakes, about four feet apart, indicating the lines or rows which are to receive the young tea-plants from the nursery. The roads and drains of the plantation are dug by the coolies, and then transplanting commences. The young plants are taken from the nurseries when about twelve inches high, and planted in the holes prepared for them, care being taken to keep the wall of the earth round the roots of the seedling intact. 51 52 TEA The plants become well established and ready lor picking when three years old, at which time they are sending out abundance of young leaf-shoots, known as the " flush." From this time onwards the picking or plucking is carried out at regular intervals, and, to induce the formation of abundant flushes, tin- bushes are pruned from time to time, a process which also keeps the growth of the plant within bounds to allow of the plucking bring conveniently performed. In the colder climates of China and Japan, the flushing ceases in the winter ; but in Ceylon it goes on all the year round. In Ceylon the Hush is ready for picking every ten or twelve days. The process consists in plucking the young shoots, to include the third or fourth leal from the hud, and upon the si/e of the leaf depends the quality of the tea manufacture. Thus, plucking is designated as " fine " when the bud at the top of the shoot and the two young leaves just below it are taken, " medium " when the bud and three1, " coarse " when the bud and four leaves are taken. From the " line " plucking the tea known as "pekoes" are made, "flowery pekoe" being derived from the youngest leaf. " orange p -koe " from the next youngest, and " pekoe " from the third leaf ; " souchongs " and " congous " are prepared from the larger leaves. Pekoe-souchong, as the name indi- cates, is intermediate in quality between pekoe and souchong. The Hush is gathered by the women into baskets and when the latter are full they are taken to the factory to be weighed. The leaf is carried to the upper floor of the factory, where it is thinly spread out on light open-work shelves of canvas, or on wire-meshed trays placed one above the other, in order that tl>o drying or " withering " of the leaf may take place-. In good weather the correct degree of flaccidity is reached in H 55 w o 55 O H 55 < .-I 54 TEA seventeen or eighteen hours ; but if the weather is damp artificial heat is employed. The withered leaf is then collected from the trays and thrown down through shoots into the rolling machines, which are generally situated on the ground floor. The object of the rolling , process is, firstly, to bruise the leaves so as to allow the leaf juices to become mixed, and, secondly, to impart a twist or curl to the leaf. The rolling machines con- sist essentially of a table with a central depression to hold the leaf and a hopper above it, the two moving one over the other with an eccentric motion. Any required degree of pressure can be put upon the mass of leaf that is being rolled, and at the end of about an hour the door in the bottom of the machine opens and the roll falls out, the twisted leaves, which have become somewhat yellowish, clinging together in masses which are broken up in a machine known as a " roll breaker " ; a " sifter," which separates the coarser leaf from the finer, is usually attached to the breaker. The next process, the fermentation process, is one of the most important in tea manufacture ; for on its efficient accomplishment depends to a large extent the quality and character of the tea. Further, the omission after this stage in the manufacture results in the formation of " green " teas, which formerly enjoyed great popu- larity. In the preparation of black teas, then, the rolled leaf is piled in drawers one above the other or on mats, and then left to ferment or oxidise, air being allowed free access. The process occupies a varying length of time according to the particular garden and the condi- tion of the weather. During the fermentation the leaf emits a peculiar odour and changes colour, and after about two hours, when the right degree of copper-brown colour has been attained, the leaf is " fired " in the drying machines, the heat arresting all further fermentation. MODERN METHODS OF CULTIVATION, ETC. 55 In many factories the leaf is re-rolled previous to firing. Besides the checking of the fermentation, the object of the firing process is to remove all the mois- ture without driving off the essential oil and other constituents, upon which the value of the manufactured article largely depends. The firing is effected by one or more of many types of machines, all of which act by passing a current of hot, dry air through the damp fermented leaf until it is dry and brittle. A commonly used type of machine is the " Sirocco," to the illustra-^ tion of which the reader is referred. The tea is then j taken to the sorting-room, where it is sifted into grades by a machine consisting of a series of moving sieves of different sizes of mesh. The resulting siftings are classed as Flowery Orange Pekoe, Orange Pekoe, and Pekoe No. 1, and are known as "unbroken teas." The first mentioned is the least coarse and finest tea, but the coarser tea which does not sift through the meshes is transferred to " breaking machines," and broken up and again sifted, the products being known as Broken Orange Pekoe, Pekoe No. 2, etc. The tea dust which accumulates during these processes is kept separate from the better qualities, and is shipped as " dust " and " fannings." The processes in the manufacture of green tea in India and Ceylon are similar in most respects to those em- ployed for black tea. The various grades resulting from the sifting receive names different from those applied to black teas, the principal varieties in descending order of quality being Young Hyson, Hyson No. 1, Hyson No. 2, Gunpowder, and Dust. The tea is thelT^ packed into lead-lined chests, stamped with the name of the garden or factory, and transported to the quay at Colombo, Calcutta, or Chittagong, whence it is shipped i to England. OF THE UNIVERSITY 56 TEA BRICK TEA A most interesting variety of tea is that so extensively used in Tibet and some parts of Russia, and known as "Brick Tea." The product may In- briefly described as very cheap and coarse teas which, with the small twigs, have been compressed into blocks. The chief centre of^the industry is at Ssu-clman, in Western China, and it has been estimated that the Tibetans annually import the tea to the extent of from twenty to thirty million pounds. Very little care is exercised in the plucking process. The main object of the cultivator is to obtain a good weight of the product with as little trouble as possible, and hence the first six or 91 leaves are roughly stripped from the twigs or, as is more generally the case, the twigs, to a length of perhaps twelve inches, are literally reaped from the plant. There is no withering or regular fermentation process; the twigs and leaves are at once heated in thin iron pans for a few minutes, and then tied up in bundles and sacks and taken away to the factories or " hongs," where the material is piled in heaps and allowed to ferment. After being dried in the sun, the tea is sorted into grades, when it is steamed and finally pressed into a shallow brick-shaped mould by means of a heavy rammer ; it is often necessary to mix the chopped twigs with a paste made from glutinous rice in order to make them adhesive. In three or four days the bricks have become quite hard, and, after being stamped with the maker's name or device, are wrapped in paper and made into strong packages for transport to Tibet. Large quantities — some 20,000 tons per annum — of brick tea are made at Hankow, and the same town also manufactures " Tablet Tea," both for the Russian market. The bricks are very different from the Tibetan w o fc 2 5— (1460) 58 TEA article, lor they are manufactured from tea dust of good quality, the dust being either purchased as such by the factories (which are under Russian control), or else tea is bought and ground to powder by machinery. The tea dust is carefully sifted into grades and steamed for a few minutes, after which it is cast into bricks, in sepa- rate moulds, by hydraulic pressure. The bricks are allowed to dry in the moulds for two or three weeks, when they are packed in bamboo baskets for transport. The Tablet Tea is prepared from the finer grades of tea destined for European Russia. OTHER " TEAS " The famous Paraguay Tea, or Yerba de Mate, is one of the most important economic products of South America. The tea is derived principally from the leaves of Ilex paragiiny icnsis, although an investigation carried out at Kew a few years since showed that several varieties of this species were concerned in the product, and that it was probable that other species of the same genus were also used as a source of the tea. Further, there was evidence to show that, in addition, the leaves of Symplocos lunccolutn and Klacodcndron quadrangulattfm, plants belonging to quite different families, were also used to the same purpose. By far the greater bulk of mate, however, is prepared from Ilex panigunricnsis. The plant is a shrub belonging to the natural order, Aquijoliaccae (Holly family), and bears oval leaves about four or five inches long, with serrated edges. It is found commonly in Brazil and Paraguay, where there are also regular plantations ; but the leaves are extensively used throughout South America, and several million pounds of the prepared mate are annually exported from the latter country w PQ O H O 5 C/3 W O O 60 TEA to various parts ol the routine-lit ; small quantities are also sent to Europe. In the preparation of mate the leaves are not plucked from the plant as in the case of ordinary tea, but large leafy branches are cut from the shrub and placed on 1 in idles over a wood fire until sufficiently roasted. The dried branches are then placed on a hard floor, and the withered leaves beaten with sticks, after which they are reduced to a coarse powder in rude mills. The product is then ready for packing in skins and leather bags. There are said to be three principal grades of mate* in the South American market, viz., Caa-Cuys, which is the half-expanded leaf-buds ; Caa-Miri, the unroash (1 leaf from which the principal veins have been removed ; and Caa-Guaza, or Yerba de Palos of the Spaniards, which is prepared from the roasted leaves together with the leaf stalks and smaller twigs. The infusion is prepared for drinking by putting a small quantity of the tea in a cup with a little sugar ; a drinking-tuba or bombilla, with a wire network or per- forations at the bottom, is then placed in the cup and 1 x tiling water poured in the rnate. When sufficiently cool, the infusion is sucked up through the tube. Mate has an agreeable,, slightly aromatic odour, and a somewhat bitter taste. It is very refreshing, and is a valuable restorative, especially after great physical exertion, while it also possesses mild diuretic and aperient properties. Another species of Ilex (I. cassine) was the source of the famous " black drink " of the North American Indians, which is known under the name of " Youpon." The home of the plant is along the eastern and southern shores of the United States, and it is not found to any great distance inland. It is an elegant shrub ten to fifteen feet high, but sometimes rises into a small tree MODERN METHODS OF CULTIVATION, ETC. 61 of twenty to twenty-five feet. The oval, toothed leaves, which are about an inch long and very smooth, were once extensively used by the natives of North America as tea, the preparation of the beverage being very similar to that of ordinary tea. The method of preparing_cassin£ was comparatively simple. The leaves and tender young branches were carefully picked, the season chosen being the time of harvest. The leaves were dried in the sun or shade and afterwards roasted in ovens, remains of which are still found in the Cherokee region. The roasted leaves were kept in baskets in a dry place until needed for use. An infusion of cassine leaves with boiling water gives, after cooling, a liquor of little taste and slight odour. But, if boiled for an hour, the infusion becomes a very dark liquid, resembling strong black tea of an odour not unlike that of Oolong tea. Tfre taste is similar to that of inferior black tea, quite bitter, but with little flavour. Besides the different varieties of " tea " described above, there are several plants the leaves of which are used by people in various parts of the world for the preparation of a refreshing drink. Thus, in the Aus- tralian colonies the leaves of species of Leptospermum and Melaleuca, plants belonging to the Eucalyptus family, have been employed as tea, though the quality is not all that could be desired. The famous " Bush- man tea " of South Africa is prepared from Cyclopia genistoides, and the lemon grass yields an infusion which is drunk by natives of some of the inland districts of India. " Bourbon tea," sometimes known as " Faham tea," is especially interesting since it is one of the very few examples of a product of economic value derived from the Orchid family. The orchid in question is Angraecum fragrans, which is found growing as an 62 I EA epiphyte- on the trees <>t the forests o! Bourbon, or Reunion, and Mauritius. It is a perennial, producing a few green leaves which have a persistent vanilla-like odour. The beverage is prepared by pouring cold water on to the dried leaves, and boiling the liquor for about ten minutes in a tea kettle or other closed vessel. It is then emptied into cups or tea-pot, and sweetened according to taste. The tea possesses an aroma of great delicacy, and leaves a lasting fragrance in the mouth. CHAPTER VII TAXATION OF TEA THE first mention of tea in the Statutes was made in the Acts 12 Charles II, c. 23 & 24, 1660. A number of Excise duties were granted to the King, amongst which was the following : — " For every gallon of chocolate, sherbet and tea made and sold, to be paid by the maker thereof 8d." and a like amount was granted as a duty of Excise by the other Act quoted. But the collection of this duty upon the liquor of tea was found to be so burdensome and expensive, as well as unequal in its bearing upon the dealers, that the provision in question was repealed, and a net duty of 5s. per Ib. was imposed in. 1698. In 1745 the duty was altered to Is. per Ib. plus 25 per ad valorem, calculated on the prices realised at the East India Company's sales ; this duty being over and above the Import duties. In 1834 the whole of the tax became, and has ever since remained, a duty of Customs. Passing over various changes, the period is reached in 1836 when the duty took the form of a single specific rate, which up to the present time has been so levied. In 1836 the ad valorem duty was abolished and a net rate of 2s. Id. was imposed. s. d. In 1840 the duty was 2 1 and 5% additional „ 1853 „ „ „ 1 10 per Ib. >i 1854 „ „ ,,16 „ „ „ 1855 „ „ ,,19 „ „ » 1857 „ „ ,,15 „ „ „ 1863 „ „ ,,10 „ „ ,, 1865 ,, ,, ,, reduced to 6d. per Ib., and 63 64 TEA remained fixed at this rate until the year 1890 when it was reduced to 4d. per Ib. On March 6th, 1900, Raised to 6d. „ April 16th, 1904 „ „ 8d. „ May 1st, 1905, Reduced,, 6d. „ May 14th, 1906 ,, ,, 5d. at which figure it now stands (1909). It is a debatable point if the public really fully realise that at present they are paying a duty of about 65 per cent, on all the tea they drink. It is not brought home sufficiently to the consumer that the duty is the same on a tea sold at Is. 4d. as on one retailed at 2s. In the former case the duty is 31*25 per cent, of the amount paid for the tea, while in the better grade, the duty works out at only 20*83 per cent. If 3s. per pound is paid, the duty will be only 13*88 per cent. Consequently by consuming higher priced teas, the pro- portion paid to the Government is reduced, the result being that better value is available, in that, the differ- ence between Is. 4d. and 2s., viz., 8d., is expended in securing better value in the actual tea, without paying anything more in duty. The following statistics are taken from the Chamber of Commerce Journal : — " Tea yielded a net revenue of £6,046,000, as against £5,808,000 in 1907-8, a very substantial increase (£238,000) even after allowing for considerable fore- stalments at the end of 1908-9. An increase at this rate is somewhat remarkable in a time of industrial depression, and must, the Commissioners say, ' be ascribed in part to the fact that, in such times, tea is often made to take the place of solid food.' The quantity retained for home use advanced from 279,167,804 Ib. in 1907-8 to 290,628,968 Ib. in 1908-9. TAXATION OF TEA 65 Taking triennial averages, the following table shows the progress in the consumption of tea during the past fifteen years : — Triennial Average Consumption Consumption. per head. Ib. Ib. 1894-6 .. 221,238,000 5.64 1897-9 .. 236,396,000 5.85 1900-2 .. 253,325,009 6.09 1903-5 . . . 256,857,000 6.00 1906-8 .. 272,837,600 6.18 CHAPTER VIII PUBLIC SALES, SAMPLING AND BUYING HAVING now described the various processes of manu- facture, etc., it will be interesting to follow the tea to London, where nearly the entire quantity consumed in the^United Kingdom, or exported from England, is sold. x'When the teas arrive they are immediately taken to one of the many London public bonded warehouses, \\lkiv they are weighed by H.M. Customs, inspected, and stored until the delivery foreman is empowered to release them. The merchant, or his agent, who owns tin- shipment selects a broker to whom instructions are given to sell at the Public Sales in Mincing Lane. This is the usual custom, although in certain cases the pro- duce of the gardens does not pass through the salerooms, but is sold by private contract. The next step is the notification to the wholesale buyers that certain teas are to be disposed of. This is accomplished by the selling broker issuing catalogues to all the largest operators. The conditions of sale are clearly set forth, and together with other details is given, date of sale, the garden or gardens where the teas were grown, the quantity and description of each grade, and the lot number. The. public warehouse is also advised that particular teas are to be offered at Public Sale, and it is the duty of the warehouse keeper to see that repre- sentative packages of each parcel are put " on show." The large wholesale houses who are interested in the coming Auctions then send messengers, known as " samplers," to the various warehouses named in the catalogues, and on presenting their authority to draw 66 PUBLIC SALES, SAMPLING AND BUYING 67 the teas, a small sample is taken from the chest set apart for this purpose, and given to the representatives of the prospective buyer. So that no loss of tea may accrue to the owner, " returns " of an equal weight and quality to the samples taken away are left at the warehouse by the " sampler." On returning from the warehouses all the tasting samples are immediately put in small tin boxes ; this is important as tea very soon becomes " papery " if left wrapped up. /feach tin has a number corresponding with the one which has been stamped in the buyer's office by a hand machine in the margin of the catalogue opposite the tea represented, e.g. : — Jorehaut, lot 21 Broker's Box 844 30 chs. Pekoe 655 Khongea, ,,22 „ „ 845 90 „ „ Souch. 656 655 is the number of the small box which contains about 2 oz. of Assam Pekoe representing the thirty chests from the Jorehaut Garden, while in box 656 is a sample of Pekoe Souchong taken from the bulk of ninety chests from the Khongea estate. 844 and 845 are the numbers of the boxes which are used by the brokers to contain $** representative samples of the same teas in their own offices. 21 and 22 are the ordinary " lot numbers " in the catalogue which are used by the selling brokers to represent the various parcels when the public auctions , take place. When a sufficient number of teas have been boxed, the work of the expert taster commences. A large Indian sale in the busy season will comprise 50,000 pack- ages represented by about 1,200 different teas. It has been fully explained that each parcel has its corre- sponding sample, so that it means that for one sale alone as many as 1,200 different teas have to be tasted and valued. 68 TEA The majority of large wholesale houses have more than one buyer for Indian teas. During each week in the season the number of samples to be examined minutely and critically is so large that it is nearly impossible for one man to give proper attention to the offerings in the time available between the sales. The method adopted, as a rule, is for one to taste all the Pekoe Souchongs, Pekoes and Orange Pekoes, while a second buyer is responsible for the Dusts, Fannings, Broken Pekoes, and Broken Orange Pekoes, although the arrangement of the grades varies in different sale- rooms. It sometimes happens that a buyer is anxious to secure only tea " for price/' that is to say, the lowest quoted at the time. This necessity too often arises, owing, unfortunately, to the demand for common tea being now so much in evidence. He, therefore, proceeds to pick out, judging by the appearance of the leaf only, the inferior Pekoe Souchongs and without troubling to taste or otherwise examine them, values " on the nose." This expression means that the buyer judges the value of the teas under review by simply smelling them. Orders are then without loss of time placed with the selling brokers so that the bids submitted may be " first in." The procedure, however, is quite different when the aim of the taster is to select a variety of teas which are to be eventually offered to the discriminating and enlightened grocers in the United Kingdom. The teas to be tasted and valued are first of all sorted out into grades, e.g., the Dusts, lowest Pekoe Souchongs, Broken Pekoes, Pekoes, Orange Pekoes and Broken Orange Pekoes are separated into different* piles, while the Darjeelings are reserved for a special liquoring. So that the taster may have a basis upon which to value, " standards " are used. These are teas either in stock or parcels recently sold which are taken to form a guide OF THE 1 1 M I W C D C I TT > 70 TEA as to the quality and value of the offerings under sideratiou. It will he ivmemhered that each lot to be judged is represented by a small sample which is in a numbered tin. From each box is taken a small quantity — the weight of a sixpenny piece — which is placedir^a^ pot especially made for tasting purposes. /WEen~" twenty or thirty teas have been " weighed in," the batch is ready for watering. Water which has just reached the boiling point is always used, and under no circum- stances whatever is it brought to a point of ebullition a second time. This is most important, and it is great Iv to be deplored that few people understand how much a cup of tea loses in flavour and aroma by not making it properly. The teas are allowed to stand live minutes, the time being calculated with a sand glass, and at the expiration of this period the pots are turned over into small cups. This allows the tea to run out while the lids on the pots prevent the leaf entering the liquor. Kadi pot is then drained, care being taken that the liquor only, and not^ the leaf, passes into its respective cup. The " infusion," or scalded leaf, is now placed on the top of the inverted lid which in turn rests on the pot, by this means it can be examined while the liquor is tasted. A batch, as^a rule, is tasted from Kit to right, the inferior teas receiving first attention. As each parcel is valued the limit to which the buyer is prepared to go is placed in cipher in the catalogue, by an assistant, so that when the sales are attended the purchaser will easily recognise the teas he has selected, and the prices he has decided to pay. The procedure in the tea sales is the same as that usually adopted in many other auctions. The teas are sold at so much per pound, advances being made by Jd. The auctions are con- ducted at a great speed, and when the teas to be disposed 72 TEA of are low priced, bidding is extremely rapid, 300 lots often being knocked down in an hour. Each item is not separately announced as is usually the case in the majority of auctions, but directly one parcel has passed the selling broker's hammer, the next one is immediately bid for. When the market is brisk the lots are knocked down very rapidly, and it is only those with a clear head and considerable experience, who are able to follow the various transactions with any degree of certainty. When the season is in full swing, the Indian Sales take place twice a week, on Monday and Wednesday. The major portion of the offerings are brought forward in the early part of the week, the balance being sold on Wednesday. Ceylons are offered on Tuesday, Chinas on Wednesday, and Javas on Thursday. The China sales held on Wednesday do not interfere with the Indian conducted on . the same day, as a different buyer is generally responsible for China teas. _ At the conclusion of the auction the buyer applies at the offices of the selling brokers, and obtains orders to enable him to sample the various lots he has purchased. These orders are presented at the Public Bonded Ware- houses where the particular teas are stored, and in exchange for a certain weight of " returns," the same number of pounds taken from bulk are given. It will be instructive to explain at this point, some of the ; regulations dealing with sampling, as often a grocer, when opening a chest, wonders why a pound of tea wrapped in paper has been placed on the top of the package. The reason is that it is necessary to keep the original Customs weight of each chest intact, conse- quently when a pound — and not more than one pound can be taken out of a chest without special permission — is required as a sample, the one drawing the sample is required to supply a pound of tea similar in style, and PUBLIC SALES, SAMPLING AND BUYING 73 approximately of the same value, which takes the place of the tea abstracted from the bulk. It is, of course, impossible for the individual who is responsible at the warehouse for this work to taste the various " returns/' consequently the tea which is taken in exchange is judged solely by the appearance and " nose " of the leaf. In case of complaint, however, from the ultimate buyer of the package or packages, it is possible to trace who supplied the returns. By referring to the paper containing them it is generally found to bear some distinct mark or number, the signifi- cance of which is known to the warehouse authorities, and it is then not a difficult matter to find out who has been supplying inferior returns. It is satisfactory to know, however, considering the thousands of packages sampled, that the proportion of complaints is infinitely small. The quantity of tea drawn from the bulk of course varies according to the requirements of the buyer. If the parcel has been purchased for blending purposes, one pound is generally drawn ; the bulk so represented is then tasted with the sale sample from which the parcel originally was bought. This is very important as it sometimes occurs that a wrong tea has been put on show at the warehouse. Should a mistake have been made the bulk would be different and the buyer could, of course, then repudiate the contract. Another con- tingency is that the bulk turns out inferior to the original sample. In such a case the buyer would satisfy himself that a correct sale sample had originally been placed in his box by his own sampler, after which he would notify the selling broker that the purchase was not up to sample, and consequently the contract was void. Similar preventative measures are taken if the teas are to be resold in the original packages, except that as samples have to be sent to the various representatives 6— (1460) 74 u;.\ of the wholesale houses it will be necessary to ha\v several pounds drawn from different packages. The morning following day of sale, the agents, or repre- sentatives, have before them samples of all the purchases. These are tasted and various lots selected as being suit- able for the district. The grocer to whom the pick of the basket is then offered has the satisfaction of knowing that his requirements are being well looked after, and if l»is knowledge of tea is only meagre, yet he will not go far wrong in his purchase. Anyone who has studied the position of the single shop grocer must have been impressed with the diffi- ciiltius with which he is surrounded. This condition can be greatly improved if the up-to-date grocer pays more attention to his tea trade. He may find it desirable to buy his teas in original packages and do his own blending, or, on the other hand, he may decide to kivp Mnulk-r stocks and be satisfied to purchase teas already blended. Whatever course he pursues it is greatly to tlir advantage of the grocer, if he knows something about the tea he is selling, and how value compares with that offered by others. An expert in tea tasting is guided in forming an opinion by certain indications wrhich can only be gained by experience, whereby he is able to recognise if a blend is up to a certain standard or not. It is, however, difficult to tabulate these signs in writing, but a natural instinct will often help one to reach a correct deduction. Let it be assumed that a blend has been prepared for retailing, say at 2s. The result will most likely satisfy the grocer, yet the public, for a reason that cannot be defined, prefer to purchase its teas elsewhere. As a rule, customers do not really know what they want, but they do know what they like, and therefore the obvious position to take up is to follow the line of least PUBLIC SALES, SAMPLING AND BUYING 75 resistance, and give them a tea which pleases the palate. It is quite possible, however, when a grocer has the knowledge, to educate his customers to cultivate a taste for a blend made up on individualistic ideas. The palate soon gets used to the flavour of a particular tea, and resents any change whatever, bs it good or bad. It is therefore very important to maintain a perfectly uniform flavour. By degrees, if any particular character is aimed at, the buyers can be trained to like it, and then they will accept no other. The process of palate educa- tion has, however, to be very slowly carried out, but it may be effected by adding slightly increased proportions of flavouring tea from time to time. This is illustrated in the case of Oolong. This peculiarly attractive tea from Formosa, in careful hands, enhances considerably the delicacy of a blend, but to add the full and correct proportion at the outset would, in many cases, bring complaints. If, however, a small quantity is at first used, and increased by degrees, in subsequent blends, \ it will have the effect of imperceptibly changing the tea, \ and give it, what ought to be the ideal of every i distributor, a distinctness of character. The younger generation of grocers has had little opportunity of acquiring a thorough knowledge of tea, but in these strenuous times, when competition is so severe, it is increasingly important that the family grocer should have a clear and certain perception of one of the most interesting and absorbing trades in the world. In the preceding pages, many and interesting processes of manufacture in India, Ceylon, and China have been dealt with ; the sales in the Mincing Lane Market described, and now the question may be asked by those who have had few chances of gaining a practical knowledge of the tea trade — How can a grocer, or grocer's assistant, acquire sufficient information to enable him to buy better, sell with intelligence, and increase his trade ? To be a good judge of tea, to be able to value it to a fraction of a penny, and also to recognise the numer- ous growths by the smell and appearance, should be the purpose of every distributor. The aim of the skilled grocer should be to study the tea trade, and to exercise and to publicly claim a special knowledge of what is really a very skilled business. Such an ideal is difficult to attain, and no theoretical study will convey full knowledge. One imperfectly acquainted with the subject can only become proficient by years of constant practice and practical tasting. CHAPTER IX , DISCRIMINATING TASTING THE following hints are not new, and are, indeed, fairly obvious to those experienced in. the tea trade, but they may be useful for the information of youu^vr grocers who are enthusiastic in their calling, and anxious to know more than their fellows about the commodities whirh are continually handled in the course of business. Assuming that the aspiring student has not yet been initiated into the mysteries of tea-tasting, it will be desirable at the outset to learn how to discriminate between the tea from India, Ceylon, Java, and China. It is absolutely necessary that extreme care b taken in weighing the small quantities of tea for each eup. In some instances the leaf has been weighed by using the ordinary shop scales, but such means can hardly be accurate, and it will pay in the long run to purchase a small pair of carefully balanced scales which are made for the special purpose in view. The next undertaking is to provide a number of pots and cups. These can be procured from a few firms who make a speciality of this kind of ware, or any of the wholesale houses will obtain them at a small cost. The best kind to use are those without a spout ; they are easier to keep clean and are not so likely to get broken. In selecting the tea-tasting cups, an essential point to bear in mind is, that each pot must be of an equal cubic capacity. In the case of a pot being larger, more water in proportion to the weight of tea would be added com- pared with the others, and a misleading batch would be 78 80 TEA the result. It is a good plan to have the bases of the pots numbered, for a reason which will be apparent later. Water taken cold from the tap and brought to a boiling point is used. Under no circumstances whatever must reboiled water be employed. A time glass is not a sine qua non, as a watch can be used. It is indispensable, however, that the batcln should not stand longer than five minutes, and means must be taken to ensure this. Having secured the necessary apparatus for practising the art of tea-tasting the next consideration is what teas to select for the initial experiment. The remark has often been made by casual and inex- perienced critics, when giving their opinion on a number of teas : "I can see very little difference, they taste all the same." In such instances the palate had not been trained to discriminate and therefore the first thing to be done is to remedy this defect. Obtain samples of :as previously mentioned : — Viz. : 1. Indian 2. Ceylon 3. China 4. Java For the purpose of the first practical test, it will be desirable to procure an Assam tea to represent India : a Flavoury Pekoe or Orange Pekoe, to give a clear idea of the characteristic quality of teas from the Island of Ceylon ; a Kintuck, which is known as Moning, or Black Leaf, as a type of China tea ; while a Java Pekoe will giye a very good impression of the last growth in the above list. Notice first the leaf. The China tea is quite distinct from the others, while there will be apparent a similarity between the Ceylon, Java and DISCRIMINATING TASTING 81 Indian. In a great number of instances Java tea is grown from Assam Seed and a pure Java is sometimes mistaken for an Indian tea. After studying the appear- ance of the leaf carefully, smell each sample and impress on the mind the aroma of each growth. After a few trials it will not be difficult to distinguish the various teas " by the nose," and in time a very fair estimate of their value can be also arrived at. Now take a small quantity of each sample — the correct amount for the standard pots is the weight of a new sixpence — and make four cups of liquor. Before commencing to taste the teas the temperature should be moderate, just pleasant to the palate. If the teas are too hot, it increases the difficulty of detecting the difference in flavour and character. While waiting for the liquor to cool, the time can be profitably employed by studying the infused leaf left in the pots. Turn it out on to the inverted lid, and press out any superfluous liquid which has been absorbed. If the various samples under consideration are of fair quality, the fact will be recognised in the bright colour of the steeped leaf. Critically examine each specimen and note the dis- tinguishing tinge of the Ceylon, Indian and Java, as compared with that of the China tea. When the novice feels confident that he can tell the difference between the four products, he can arrange an interesting test of his knowledge. Weigh duplicates of each sample and before watering the eight pots have them thoroughly mixed. The reason for having the bases of the pots numbered will now easily be seen. Endeavour now to place the teas in their original order. The two Assams together, the two Ceylons, and so on. This exercise will be most useful, and after one or two trials, the problem will present no difficulties. The next stage is to learn something of the teas grown in the 82 TEA numerous districts in India. The following arc the most important : — Darjeeling Assam Dooars 0 1U v India Sylhet Travancore Cachar As in the first experiment, samples must be obtained of the teas enumerated and then proceed as already described. The distinct flavour of Darjeeling will be immediately noticed, while a similarity between Travan- core and Ceylon will also be observed. It is impossible to describe in words the characteristics of these districts of India, and the only way to !>;• fully acquainted with them is to patiently and continually study the teas in liquor. Dooars teas are generally thick and heavy in the cup, and although in some instances may be described as strong, yet they cannot be called pungent, in the sense of the term as applied to Assams ; Sylhets to a slight extent are similar to Cachars, and it is sometimes practically impossible in a mixed batch, especially of low priced kinds, to say which teas were grown in Sylhet and which came from Cachar. Sylhets are, as a rule, better teas than Cachar, being fuller and more "sappy." The varieties of Ceylon are not known by name as in India. High grown Ceylons are light and flavoury in cup and the " nose " of the dry leaf is unique and beautiful. Different gardens have their own peculiar means of recognition, but it is only possible by actual tasting to learn the effects of soil and eleva- tion upon the products of the Island. As to China tea, the number of distinct kinds is likely to cause consterna- tion to the beginner, but if a lew are tasted it will no 84 -i i-:.\ doubt be sufficient for practical purposes. Taking first the " Black Leafs" or Monings, we have: — Kin tuck Keemun Ichang Xingchow Oonfaa Kutoan Kintuck and Keemun are brother and sister, while Ichang has a flavour of its own, a cross between Ningchow and Keemun. Low quality black leaf teas are described as " Honing," but because a tea is called Moning, it does not necessarily follow that the quality is poor. A fine Ichang or Kintuck may IK* marked on the package by the China man as Moning. It is simply a general term used to denote Black Leaf teas. Kaisows or "Red Leafs" chiefly comprise: — Panyong Ching Wo Seumoo Saryune Padrae Pecco Congou The amount of Kaisow consumed in the United King- dom is not large, the Panyongs, Ching Wos and Pecco Congous being too light in liquor, but it is instructive to taste a Panyong with a Ningchow or Keemun and note the difference. There is also a China tea which used to be most popular years ago, in fact, many critical judges of the present day insist upon drinking what is known as Lapsang Souchong. There is a peculiar flavour associated with this growth, which may be described as " tarry," or as some crudely designate it, " ropey." The appearance DISCRIMINATING TASTING 85 of the leaf is as a rule rough and irregular, but the aroma obtained by smelling it is particularly attractive. Certain parts of the United Kingdom, and those en- gaged in the Ships Stores trade, are partial to a China tea, which is always exported in twenty or twenty-one pound boxes. It is known as Paklin. The leaf in this instance has its own distinguishing features, being small and even, and of a deep black colour. Although Pak- lins are sometimes employed to drink without blending with other growths, yet a Kintuck or pure Moning is the more desirable. Another tea usually packed in twenty-pound boxes is known by the strange name of " New Make," but during recent years this class of China tea has not been imported except in very small quantities. \ • A most important tea which is not appreciated as it should be is " Oolong." When once this tea from Formosa has been tasted, it is difficult to forget the delightfully suggestive flavour of peaches, or the subtle hint of the fragrant presence of Azaleas. In America Oolongs meet with considerable favour, and are consumed in large quantities, but in England they are used in small proportions in order to add flavour to a blend. As a rule, one-eighth or one-tenth is sufficient to give a unique tone to a mixture. In addition to the foregoing, samples of fancy teas should also be obtained, the appearance of the leaf being especially noted. Fancy and Green teas, except for export trade, are now very sparingly used, but a know- ledge of them is useful. The following are the most important :— Caper Gunpowder Scented Orange Pekoe Young Hyson 8(i TEA Capers have a small granulated leal, tin- colour b-in^ dark green, many consequently art- known as Olive Capers. The liquor is light and pungent and the ]> qualities have a refreshing scent. Gunpowders and Young Hysons arc known as Green teas, but Caper, although the leaf is Olive, docs not come under this category. Scented Orange Pekoes comprise three varieties, viz. : — Macao Foochow Canton The two former are somewhat alike in appearance and liquor, hut the Canton Scented Pekoe is totally different. The leaf is long and black and is called " Long Leaf Scented Orange Pekoe " or " Spider Leaf Pekoe. " The fancy and Green teas mentioned are grown and manufactured in China, but there is a considerable quantity of Green tea also made in Ceylon and India. The reported production of Indian Green tea for the year 1908 was over 3,000,000 pounds. A small proportion reaches the London market, while a large quantity is exported direct to Russia and other countries. Indians and Ceylon Green Fannings are useful teas, and although the consumption in the United Kingdom is not large, compared with other grades, yet it is steadily increasing in favour for blending purposes. The most important teas have now been enumerated, and if samples of each kind have received patient and critical study, it may be assumed that one is in posses- sion of sufficient knowledge to enable him to recognise each growth by the dry leaf or by the liquor. After a few trials, it will not be difficult to classify Ceylon* or Assams and other teas in a mixed batch, but to be able to put a value on them will mark distinct progress. w H H W SS TEA To estimate prices with any degree of certainty is no easy task for the average grocer ; in fact even the experienced taster is not always infallible. By per- severing and making comparative tests a very fair idea of values will eventually be obtained. The principal object to be kept in view is, that the best result at a given price, has to be produced, consequently the value of each tea, which will eventually become part of the blend, will be entirely gauged by its usefulness for that purpose. To illustrate this truth, assume a selection of teas ranging in price say from lOd. to Is. is under consideration. It may be better to buy one at Is., although the leaf is inferior to another at lOd. ; while, on the other hand, by using one part of a thin tea at lOd. and one part of a thick liquoring kind at lid. a result equal to buying at Is. may be obtained at a saving of l£d. per Ib. Surprise is often expressed that particular teas fetch higher prices than on the face of it are justified. The reason is not far to seek. Certain teas iind favour in particular districts ; consequently outside these districts the same teas are not appreciated to an equal extent. This is exemplified in the case of certain " Curly-leaf Pekoes/' They are handsome in appear- ance, but the liquor is not in proportion to the style ; notwithstanding the light cup they are very popular for shipping purposes, and as a consequence fetch high prices. Another example may be quoted. A few years ago, Indian Dusts gradually rose in price until they became almost prohibitive for the home trade. This was brought about by the fact that in the manufacture of brick tea in the East, Indian Dusts were found to be indispensable, the natural result followed and the market advanced. At the present time, however, this grade of tea is more reasonable in price. DISCRIMINATING TASTING 89 The following practical tests are very useful in helping one to decide as to the comparative value of teas under review. After the batch has been critically tasted and notes made on eacrTsample, allow the teas to cool. It will be noticed that some will very soon bscome cloudy, appearing as if a small quantity of milk had been added. All the teas will " cream down " to an extent, unless the quality is very low, but what has to be carefully noted is which has the most creamy appearance. This test is a very reliable one for quality, but is not necessarily evidence that flavour is present. Another very useful and £afe test can be made by adding a small quantity of milk. Care must b2 taken to give an equal proportion to each cup, otherwise the result will be of no value in deciding which tea " takes the milk " best. The usual course is to equalize the amount of liquor in each cup, and then with a small spoon — a salt spoon will do — add the same quantity of milk. It will be apparent that the better teas look more creamy than those of inferior quality. Except for particular purposes, it is as a rule dangerous to select tea which when the milk is added, appears dull and muddy. The majority of tea drinkers always take milk with their tea, and if the liquor looks as if cream had bsen used, it appeals to the eye and is more appreciated in consequence. A very important factor to be taken into account in preparing an attractive blend, is the size and appearance of the leaf. The usual way of making tea in many houses is for the housewife to measure with a teaspoon the requisite quantity, following a fixed rule of her own as to the amount necessary to make a pot of tea. No consideration will be given to the significance of the leaf and the same amount will be used whether the leaf is small or large. It will be, therefore, quite obvious 7— (1460) 90 TEA that the resulting cup will vary considerably, according to the class of tea employed. Tea drinkers, as a rule, like the liquor coloury and strong, and therefore the object to keep in view is the selection of an even and not too large leaf, so that when measured by the usual domestic standard the heaviest weight possible- will lo- used. Great care, however, must be exercised in mixing, that dust or very small tea is not too much in evidence, otherwise the result will to an extent be spoiled by the leaves finding their way into the cup. In Ireland, especially, a great quantity of line liquoring Fannings, Broken Pekoes, and Broken Orange Pekoes, is used, and as a consequence the blends are much smaller in leaf than the English people would be willing to buy. The general appearance of the blend must also be con- sidered, and, unfortunately, too much attention has sometimes to be given to this matter. In some parts of the United Kingdom the grocer will only buy tea that has a good appearance, and very often an inferior liquoring kind will be purchased simply because the leaf is tippy and attractive. The selection of a tea depends to a great extent upon the ultimate purpose for which it will be required. In the poorer districts, where economy has to be studied, the leaf should be well twisted, not too flat or open. The reason for this is, that the teapot is often filled twice, and sometimes even oftener, and a tea that is well made and tightly twisted does not part with all its properties during the first brew. As a contrast, an open leaf, or flaky tea, should be chosen when catering for a coffee-house trade, so that a good infusion is extracted immediately the hot water is added. Many grocers have built up a valuable business by selling a pure "self-drinking" Ceylon or 'Assam dust. The liquor from one of fyie quality will often compare most 92 TEA favourably with a leafy tea costing pence per pound more money. To test this assertion, prepare a batch of fine Broken Pekoes, including one or two dusts from a garden which produces good quality tea. \Yhen brewed, carefully drain each cup, and it necessary decant the liquor into clean cups which ha\v l> • n warmed by rinsing out with hot water, so that any grains of leaf may be eliminated. Mix all tin- teas and attempt to separate the dusts from the Broken Pekoes. The result may In- surprising to the taster ! The casual buyer of tea often has difficulty in following the trend of the market unless he is able to constantly and regularly taste the produce of the most important countries. A reliable source of information, however, will I)/ found in the weekly market reports issued by many of the large tea houses. Such statements ol are useful, in that various grades are quoted from time to time, and the intelligent student is often ab; choose the psychological moment when to add to his stock. Mere quotations help little. As an exam such >tatements as " Assam lYkoes_sold at Is. 6|d., Low Pekoe Souchon{pT~EtfT>fd., Fine Orange Pek<> 2s. Id. to 3s. 6d." — convey little useful information. Assam Pekoes may have dropped Ad. per pound during the week, but the quality of the Pekoes may also have fallen in the same proportion. The buyer cannot do better than to seek the help of any reputable tea house — his and their interests are identical, and any advice will be given with the commendable object of increasing sales. The large operator in tea as a rule studies assidu- ously another guide which is most important. The law of supply and demand is universal, and it is often possible by studying the Board of Trade returns dealing with the Imports, Exports, Delivery and Stock of Tea, to forecast 94 TEA with some degree of certainty the direction the market is likely to take. A blend suitable for general purposes is, as a rule, composed of Ceylon and Indian, the proportion of each kind varying according to the state of the market and time of the year. At certain periods Indians are scarce, and consequently difficult to use freely, but, fortunately, Ceylons sometimes come to the rescue and a larger proportion can be used with advantage. During the summer months it has been found that consumers prefer a lighter beverage than when the weather is cold. In such cases the Ceylon flavour may safely predominate. Certain Ceylon and Indian teas will be found to " take the milk " satisfactorily, without mixing them with other growths. Such are known as " self-drinking teas " and if carefully selected will prove most useful, as they can be retailed direct from the chest without further manipulation. It is sometimes possible to prepare a blend, having all the characteristics of a pcrteci mixture from one or two teas ; on the other hand, it may be necessary to use several lots before a full, rich, and bright liquor is obtained ; whichever course is adopted, it will be useful to keep standards of all component parts, so that when the blend has to be matched, each tea may be followed as closely as possible. A record of each mixing should be entered in a book set apart for that purpose, giving details of the tea used, cost prices, etc. It has already been pointed out that the public resent any alteration in the tea they have become accustomed to, and therefore it is essential that each mixture should follow on without any sudden or great change in style and flavour. CHAPTER X BLENDING, PACKING AND STORING THE following scheme will to an extent help to maintain a continuity of character. Divide every mixture into, say, eight equal parts, numbering each consecutively. Whatever number of teas are used still follow the same plan. As an example, assume a blend consisting of three distinct Indians and one Ceylon has been decided upon, the cost price respectively of the Indians being Is. 3|d., Is. 5d., and Is. 4fd., and of the Ceylon Is. 7d. After experimenting, it may be found that the best result is obtained by using one part of each tea. In such a case, proceed as follows : — s. d. Number Average cost a trifle over Is. 5d. When the mixture gets low, it will be necessary to prepare another, but it may be found that the stock of one or more of the component parts has in the meantime been exhausted. Set out details of the blend as before, appropriating the same teas as far as possible. It will now be essential to fill up the gaps from stock. Take standards of the lots sold and carefully match them from teas available. For example : — 95 1. Indian, cost I 3i"| 2. „ 99 1 5 3. ,, tt 1 4| 4. Ceylons ,, 1 7 5. Indian ,, 1 8J 6. » ) > 1 5 7. 9t 9t 1 4| 8. Ceylons ,, 1 7 , 96 TEA 1. Indian, cost 3* 2 » 5 sold. To be matched. 3. 4f 4. Ceylons ,, 7 5. Indian 3i (S. > t >i 5 soM. To be matched. 7. ,, 43 S. Ceylons ,, 7 To find an exact follow for the Indian at Is. 5d. may present difficulties, but it may be found that by using one costing Is. 4d., to fill No. 2 and another costing Is. 6d. to complete No. 8, a satisfactory result can be obtained at the same cost. The main idea is to guard against nil the component teas running out at the same time. Rather interlace the alterations at intervals. The examples i^iven above illustrate the method when a blend is composed of only a few teas, but, of course, the same scheme is carried out when every lot is different. Should a difficulty arise in matching one of the parcels, do the same as in the above example where the Indian No. 2 and 6 was cleared up. By this means, the number of teas would be increased to nine, but the original basis of eight would still be adhered to, e.g., Here we have a blend composed of eight teas one of which is sold. Number s . d. 1. Indian, cost 3| 2. 5 3. 4| 4. Ceylon 7 5. » >» 4 6. Darjeeling 10 7. Indian 2* 8. Ceylon ,, 5| sold. To be matched. 98 TEA No. 7 now has to be followed, but from teas in stock a better result happens to be found by using two Indians costing Is. Id. and Is. 3d. and Jd. saved into the bargain. No. 7 would now be set out as follows : — s. d. . (\ part Indian, costing 1 1) 7 \l 1 ' averaging Is. 2d. U » » » L J) If a total mixture of 160 pounds has been decided upon, 20 pounds of each lot 1 to 8 will be taken with the exception of No. 7, when s d. 10 pounds of Indian, costing 1 1 and 10 „ „ „ ,,13 will be used instead of 20 pounds of one kind. The mistake is sometimes made of using a blend to the last leaf. There are objections to this course. In the first place, the remnant being at the bottom of the bin is likely to be dusty, and not a fair representation of the original blend. Secondly, it is possible that the few pounds left have " gone off " to a certain extent, and will taste flat and unattractive. To remove these disadvantages always prepare a fresh mixture some time before it is required, so that the remnant of the antece- dent blend may be added to the new. By this means, flat or dusty tea will not be sold, and no customers annoyed and lost. It has' been found that a mixture is somewhat improved if it is not used immediately it is prepared. To allow some time to elapse appears to affect the teas so that they become, so to speak, united, and so form a perfect blend. The aim should be to turn out a tea which is a blend and not simply a mixture of different kinds. The various teas used should be selected with this object BLENDING, PACKING AND STORING 99 in view, so that they will eventually merge into a com- plete whole. At the same time, an important point must not be lost sight of, and that is to produce some- thing distinctive, so that it will differ in a marked degree from the tasteless, strong, and characterless mixtures now so largely in evidence. In the old days, a grocer was in the habit of stocking flavouring teas, such as Oolong, Scented Orange Pekoes, Caper, etc., so that he might be in a position to blend and sell a tea with an individuality, but times have unfortunately altered to the detriment of the trade. As to storing, precautions must be taken to prevent contamination. If tea is placed in the proximity of other commodities, or if it is allowed to become damp, it is extraordinary how easily it will become tainted and spoilt. A space should be boarded off from the rest of the store-rooms so that it can be used exclusively as a tea room, and a similar preventive measure taken to keep the tea from taking up foreign flavours. All bins and chests should always be kept covered up, and no tea should be left exposed to the air. In the tea room, should be kept the various scales, scoops, etc., used in manipulating, so that their use may be confined entirely to the various operations. Everyone has his own particular way of mixing, some adhering, to the old-fashioned but reliable method of blending the different teas on the floor, while others will prefer to invest in a tea mixer, and carry out the operation by machinery. Which- ever course is decided upon, it is important that the teas which are to compose the blend are not over-mixed. The appearance of the leaf is often spoilt in this way, as by turning the blending machine too many times, or by moving the tea on the floor more than is absolutely required, the bloom of the leaf is displaced, the result 100 being that the leaf is covered with a fine dust and the finished blend consequently looks dull and grey. A small cutting or milling machine will be found indis- pensable unless the quantity of tea dealt with is only small. It will be found that some Pekoes and Pekoe Souchongs have excellent liquors, especially those grown on bushes in the Assam district, but it will be impossible to use them freely, unless cut down to a smaller size. In selecting a large leaf Pekoe Souchong or Pekoe, such as described, it will be expedient before deciding to buy the parcel, to experiment with the leaf and ascertain if it " mills well " or not. By milling well it is under- stood that the leaf may be cut without forming too much broken or dusty tea. Some teas which have been highly fired are likely to be very brittle, consequently when passed through the cutting machine, the pro- portion of broken and dusty tea will be excessive, to the detriment of the blend. Small milling machines have only one roller, made to cut an average size, but if it is found by milling once the leaf is not small enough, it can be passed through the cutter again. This second operation will, as a rule, reduce the leaf to a useable size. A fine sieve is a utensil which can often be used to advantage. Should a blend unfortunately turn out dusty it is not a difficult matter to remedy this by using the sieve, and so separate the finest particles from the rest of the mixture. These can then be either sold as dust or added to one of the lower grade blends. The demand during recent years has turned largely to packet tea, and although the trend of events is deplored by the majority of grocers, yet it would be short-sighted policy not to supply what the public asks for and gets. The single-shop grocer will hardly find it worth while to pack his own tea, although should he be desirous of doing so, moulds and hand-rammers 102 TEA made especially for the purpose, are procurable from dealers who stock such materials, and are easily used. The packet turned out, however, will not be as satis- factory as could be wished unless made by experienced hands. The large wholesale houses have moved with the times, and rapid strides made in order to meet the demands of present-day competition. From the time the chests are opened at the blending warehouse, to the time when the housewife receives her small packet, the tea is never touched by hand, and as the varied opera- tions are done by electrical and other recently-invented machinery, the tea is blended, weighed, packed, and labelled at a fractional cost. As the tea trade has become so specialized by the new forms of competition, it is absolutely necessary that the retailers who buy original tea and blend and pack it themselves, should thoroughly understand the business ; and no one can increase his trade under modern con- ditions unless he does so, or unless his trade is large enough to enable him to employ a thoroughly skilled manager. On the other hand, if his business is a small one he can only conduct a trade by buying tea already blended, or blended and packed from one of the larger wholesale houses, who make a study of the business, and have large resources enabling them to buy suitable varieties at a given moment and to hold them till they are wanted. The essence of success is continuity in quality, and only very large buyers can command this. Under the conditions spoken of there is not the slightest doubt that the grocers can regain their hold on the tea trade, and with the increase in consumption, sell more than they have ever done. CHAPTER XI HOW TO CREATE INTEREST IN FINER TEA IT has been previously mentioned that the home consumption now stands at about 6 Ibs. per head, the actual amount being 6*18 for 1908, compared with 5*83 Ibs. ten years ago. Comparisons with other articles of food will prove that the grocer will be acting wisely if he pushes tea in preference to many other commodities. At the present time, the family grocer is not selling his share of tea, and he hardly realises what an important asset it may become to his business if vigorously pushed. For instance, if a quantity of tea at Is. 6d. is sold, the profit made on the transaction will be about 20 per cent., a result not to be despised. Yet notwithstanding this handsome return, a grocer will in many cases display in a prominent manner other articles upon which he will be fortunate if half the above profit is obtained. Many of those engaged in the retail trade have not grasped this important fact, and if traders would give the space to a display of tea, which is now devoted to an ostentatious exhibition of articles which have a comparatively small consumption, a larger turnover with a proportionately increased profit would result. Provided a grocer gives good value, it is quite within the realms of possibility for him to build up a valuable and increasing trade which will bring in a regular and certain profit all the year round. This is partly due to the facilities given by the wholesale houses, who hold large stocks and so enable the retailer to main- tain a continuity in his blends, while, on the contrary, 103 104 TEA by selling articles of which the public only want a small quantity, the turnover is uncertain, and not necessarily progressive. Window displays of tea always create interest, (specially if some novelty is introduced, so as to attract attention. The public are lamentably ignorant about the tea they drink, and where it is possible to enlighten them, beneficial results are generally apparent. A good plan is to secure samples of fine tea sold in Mincing Lane, and place them in the window, clearly marking the prices paid for them. Many alluring and interesting curios from India and China are to be picked up from time to time, and these taste- fully displayed will often create an interest in the grocer's magnet — tea. Photographs, such as reproduced in this book, are educational as we 11 as being most interesting, and if copies are tastefully framed and exhibited in a prominent position, interest will be awakened, and customers will be more ready to listen when appealed to on the subject of tea. A great deal is now being done to help the grocer to be up-to-date in his methods, and to persuade him to retail a high-class tea at a moderate and fair profit, bringing it before his customers by smart and telling local advertising, as well as his own ability as a salesman. When a certain standard of quality has been decided upon, let him at all hazards maintain it, and then by means of small samples prove to his customers that he can give them better tea for the same price than is offered by his more widely advertised rivals. Experi- ence in recent years, when the tea trade has been most difficult to work satisfactorily, has proved that retailers who have adopted measures of an aggressive character, have not only maintained their business, but have largely increased it. Others who have 8— (1460) 106 TEA not troubled to understand an article of such large consumption, or have taken no steps to meet present day competition, have merely existed, incurring con- siderable risks without any compensating profit worth mentioning. The recent debasement of the tea trade is known only too painfully to the family grocers of the Kingdom. They have seen with concern the progressive lowering of the retail price as a direct consequence of lavish advertisements which have diverted so large a propor- tion of the consumption on to the commoner sorts of tea. The grocers have witnessed with indignation what should be a business involving knowledge, skill and fancy passing into one built up on exaggeration. The public were first told that the finest tea in the world could be had at Is. 9d. They are now told that it can be retailed at Is. 4d., and if this stream of misstatement is to go on unchecked, will be informed with equal credibility that it can be obtained at Is. So that those with discrimination will be able to see . how absurd such statements are, it is absolutely neces- sary that the difference between say teas at Is. 4d. and 2s. should be so great in flavour and aroma as to appeal ^at once to the public taste ; unless this difference is evident the attempt to educate and enlighten will be defeated, and harm instead of good will be done. Many have given up the struggle as hopeless, but this is only because they have not tried to fight, or have not done so in the proper way. A number of isolated attempts, and some on a large scale, have been made to promote the sale of fine tea, and there is every reason to know that these attacks have been most successful. It is, in fact, this success which has led to a more general movement amongst the family grocers of the Kingdom, HOW TO CREATE INTEREST IN FINER TEA 107 which cannot fail to have the most remarkable results. It has long been said that if two cups of cocoa are consumed, the lavish advertisement concurrent for that commodity represents the cost of one cup. Tea is getting into a somewhat similar position. If the methods of publicity employed were directed to the stimulation of the demand for finer classes of tea, the public would benefit in the long run. Tea advertise- ment, as at present mainly carried on, however, only stimulates the demand for common sorts, to the general loss. All the old epithets of the " fragrant leaf," the " cup that cheers," and so on, will have to be dropped if the present state of things continues, and some other names be applied to the brew offered to the public. The public do not want blackness and bitterness, but should be able to appreciate fragrance, flavour and aroma. There are plenty of fine flavoury Indian, Ceylon and China growths prepared by the more skilled planters, which give what discriminating tea drinkers require. Fine Darjeelings at prices up to 3s. 6d. and 4s. per Ib. are relatively cheap at the money, for as tea is not a food but a stimulant, it is the pleasantness of the drink, and not its strength that ought to be studied. A pound of fine tea also makes more cups than a pound of common, while the difference in the cost on the three or four cups of tea drunk by an individual in the course of a day is almost incalculably small. The following approximate estimate of the cost of a cup of tea at different retail prices is the result of actual experiment. There appear to be about 112 teaspoon- fuls in a pound of tea, and one teaspoonful is taken to yield two cups up to the price of Is. 8d., and two and a half cups above that price. 108 TEA COST OF ONE CUP OF TEA AT DIFFERENT RETAIL PRICES I 'rice PIT ll>. Cost of one Cup. s. d. 1 4 0-071 1 1 2 2 3 3 224 cups to the Ib. 280 cups to the Ib. The number of cups in a pound is taken as 224 up to Is. 8d. and at 280 above that price. The cost is of, course, taken without milk and sugar. COST OF TWENTY CUPS OF TEA ON THE ABOVE BASIS Price per Ib. s. d. 4. 6. 8. 0. 26. 30. 3 6 Cost of 20 (ups. 1 1 1 2 } 1-42 1-60 r224 cups to the Ib. 1-78 1-70 2-14 2-56 3-00 280 cups to the Ib. Such differences in the cost of a cup of tea cannot be of importance to anyone directly he knows how trivial they are. If an individual drinks three cups a day it would take him about ninety days to consume one pound, and, therefore, nearly three months to spend the extra cost of 8d. for 2s. as compared with Is. 4d. tea. For an average family of five persons, it would cost say a pound a year to drink the better tea. This is on the 110 TEA assumption that children drink as much tea as adults, which is, of course, not the case. Cups of tea may be said to vary in size, and perhaps a more convincing test is to take the whole consumption of tea and to divide it by the number of inhabitants in the Kingdom. The result is a trifle over six pounds per head per annum, and taking Is. 4d. retail as the price of fairly good ordinary tea, the actual extra cost in a whole year of drinking better teas would be as follows :— Retail price Extra charge per Extra cost to per Ib. Ib. as compared the consumer with Is. 4d. in 12 months. s. d. s. d. s. d. 16... 02... 10 18... 04... 20 20... 08... 40 2 6 ... 1 2 ... 7 0 3 0 ... 1 8 ... 10 0 Many people appear to think that by putting a little more common tea in the pot a good cup is thereby ensured ; instead of this, its commonness is only made more pronounced, and the blackness and bitterness increased. It is impossible to get flavour and quality in this manner because they are non-existent. Un- fortunately, ordinary people do not see this, nor do they realise that the duty of 5d. is the same on a pound of common tea as on the finest descriptions. Thus on a 2s. 6d. tea the Government only takes one-sixth, while on a Is. 4d. tea it levies nearly double that proportion. It is also too often forgotten that many more cups of palatable infusion can be made from the fine than from the common varieties. At 2s. and 2s. 6d. choice varie- ties of tea can be sold and to the most economical, or the poorer sections of the community, a few shillings a HOW TO CREATE INTEREST IN FINER TEA 111 year can only be a trifle. If people would only calculate how many cups they can obtain out of a pound, the extra cost of the more refreshing sorts would be seen to bear no comparison to the greater pleasure obtained by the consumption of the latter. That poverty is not a bar to the use of fine tea is to be seen in the West of Ireland, where everyone is struck by the magnificent quality of what is sold. In the relatively better-off districts in Ireland also, very much finer tea is consumed than in similar parts of England and Scotland. The table above shows that the Irish are better informed than we are. CHAPTER XII FINE TEA SOLD AT MINCING LANE WE have taken one absolute proof quite at a hazard, namely, the bonded prices fetched at the Indian public sales. As everyone who attends the auctions knows, there are constant sales of fine parcels at 2s., 2s. 6d., or even 3s. 6d. per pound in bond, and in the particulars below it will be seen that as much as 4s. 4d. was fetched. However, the following is the record of the bonded prices brought at the Indian sales for the week ending the 5th September, 1908:— 15,201 chests of about 100 Ibs. each sold at 7Jd. and under. 6,187 „ „ sold from 7Jd. to 8d. 4,174 „ „ „ „ 8Jd. „ 9d. 2,819 „ „ ,, „ 9Jd. „ lOd. 3,841 „ 1,798 „ 943 „ 680 „ 174 „ 216 „ To these prices the duty of 5d. per pound, wholesale and all profits and expenses have to be added. Of the sale of 36,000 chests about 42 per cent, was sold at 7d. and under, while 58 per cent, represents the good to 112 lOJd. „ Is. Is. OJd. „ Is. 3d. Is. 3Jd. „ Is. 6d. Is. 6Jd. „ Is. 9d. Is. 9Jd. „ 2s. 2s. 0£d. „ 4s. 4d. FINE TEA SOLD AT MINCING LANE 113 finest growths, of which only a very minute proportion could be retailed at Is. 4d. per pound. The statement that the finest tea can be retailed at the advertised prices is, in fact, grotesquely opposed to the facts. Nevertheless, it does an infinity of harm, r It degrades the trade by exalting commonness and putting down quality. It prevents any pride being taken in his trade by the distributor, and renders the sale of fine tea very difficult, either for wholesale or \jjuc btlv retail dealers. Of course, in a similar way the skilled ~ planter on good soil in India and Ceylon, who picks a cures carefully, reaps no adequate reward for his labour, as all tea more and more approximates to one price, and it becomes easier in the long run to go in for quantity and to pay no attention to quality. To obtain the comfort of fine tea the public must have confidence in the family grocers, for many have the skill and knowledge necessary for selecting a commodity requiring taste and judgment, while they have access to the best markets and can maintain the necessary standards of quality. They can prove to the public that if pleasure be Wanted, it is to be found in fine and not in common tea, and that economy lies not in a very trivial annual money saving, but in buying those choice varieties, which give the real refreshment that is wanted in these strenuous times. As we have said, however, the first essential to suc- cess is to sell really fine tea, with distinctive flavours, at the highest prices. Those who have not a full prac- tical knowledge of tea-tasting and blending can rely upon the assistance of the wholesale houses and of the travellers and agents who so ably represent them, and who are as much interested in the elevation of the tea trade as the grocers themselves. Finally, the grocers have to remember that tea is 9— (1460) 1 14 TEA now a highly competitive commodity, to be sold on its merits and at a rate of profit in proportion to its quality. The percentage yielded by a tea at 2s. must be much the same as on a Is. 4d. tea, but the return per pound would at the same time be proportionately better. £ S J! 8 J * C * I6O ISO ISO I4O I2O IOO 8O GO 20 Meridiau O ofGreeu 2O 4O 6O 8O IOO I2O I4O (CATALOGUE B) PITMAN'S COMMERCIAL SERIES A Classified List of Books Suitable for Use in EVENING SCHOOLS & CLASSES And for Reference in BUSINESS HOUSES. Arithmetic Book-keeping Business Training Business Man's Handbooks Commercial Correspondence and Composition Commercial Geography Commercial History Commercial Law Commercial Products Commercial Readers Elementary Law Handwriting Languages Marine Law Mercantile Law Note-Books Practical Primers of Business Shorthand Stock Exchange Traders' Handbooks Typewriting SIR ISAAC PITMAN & SONS, LTD. 1 AMEN CORNER, LONDON, E.C And at Bath and New York. L 3 CONTENTS PAGE ADVERTISING, PSYCHOLOGY OF . . . . . . 18 ADVERTISING, THEORY AND PRACTICE OF . . . . 18 ARITHMETIC . . . . . . . . . . 3 BANK OFFICE ORGANISATION . . . . . . 16 BANKRUPTCY AND BILLS OF SALE . . . . . . 19 BILLS, CHEQUES, AND NOTES . . . . . . 16 BOOK-KEEPING . . . . . . . . . . 4 BUSINESS MAN'S GUIDE . . . . . . . . 15 BUSINESS MAN'S HANDBOOKS . . . . . . 15 BUSINESS TRAINING . . . . . . . . 8 COMPANY LAW .. .. .. .. .. ..17 COMMERCIAL CORRESPONDENCE AND COMPOSITION . . . . 20 COMMERCIAL GEOGRAPHY . . . . . . . . . . 23 COMMERCIAL HISTORY . . . . . . . . . . 24 COMMERCIAL LAW OF ENGLAND, THE . . . . . . 24 COMMERCIAL PRODUCTS . . . . . . . . 18 COMMERCIAL READERS . . . . . . . . . . 26 COMMON COMMODITIES OF COMMERCE SERIES . . ..11 ELEMENTARY LAW . . . . . . 25 FRENCH AND ITALIAN . . . . . . . . . . 29 GERMAN . . . . . . . . . . . . 31 GUIDE FOR THE COMPANY SECRETARY .. .. ..19 HANDWRITING . . . . . . . . . . . . 27 HOUSEHOLD LAW . . . . . . . . 19 How TO GET A SITUATION ABROAD . . . . 8 INDEXING AND PRECIS WRITING . . . . . . 9 INSURANCE . . . . . . . . . . 16 LANGUAGES . . . . . . . . . . 29 LAW OF CARRIAGE . . . . . . . . 18 LEGAL TERMS, ETC. . . . . . . . . 25 MARINE LAW .. .. .. .. .. ..17 MERCANTILE LAW . . . . . . . . 17 MONEY, EXCHANGE, AND BANKING . . . . 16 NOTE-BOOKS, ETC. . . . . . . . . 37 OFFICE ORGANISATION AND MANAGEMENT . . . . 15 PERIODICALS . . . . . . . . . . 39 PORTUGUESE . . . . . . . . . . 32 PRACTICAL PRIMERS OF BUSINESS . . . . .. 12, 13 & 14 PRACTICAL PUBLICITY . . . . . . . . 18 PUBLIC MAN'S GUIDE .. . .. .. ..15 PUNCTUATION . . . . . . . . . . 20 READY RECKONER . . . . . . . . 9 SALESMANSHIP . . . . . . . . . . 10 SHIPPING OFFICE ORGANISATION . . . . . . 15 SHORTHAND . . . . . . . . . . 33 SOLICITOR'S OFFICE ORGANISATION . . . . . . 16 SPANISH AND PORTUGUESE . . . . . . . . 32 STOCK EXCHANGE, HISTORY, LAW, AND PRACTICE OF THE .. 17 TRADERS' HANDBOOKS . . . . . . . . 10 TYPEWRITING . . . . . . . . . . 38 PITMAN'S COMMERCIAL SERIES ARITHMETIC. BUSINESS ARITHMETIC. Part I. In crown 8vo, cloth, 120 pp., is. CONTENTS. — Simple and Compound Rules, Reduction of Weights and Measures, Vulgar and Decimal Fractions, Proportion and Square Root — Short methods in Multiplication and Division of Decimals to a small number of places, together with a knowledge of the degree of approximation possible — Short methods in Multi- plication, Division, Prices of Articles, Practice Interest and Discount, Percentages and Averages, Commission and Brokerage — Areas and Quantities — The Metric System and Coinage of France. ANSWERS TO BUSINESS ARITHMETIC. Part I. Cloth, is. BUSINESS ARITHMETIC. Part II. In crown 8vo, cloth, 144 pp., is. 6d. CONTENTS. — Stocks and Shares — Profit and Loss — Bills Receiv- able and Bills Payable, Interest, True Discount and Bankers' Discount. The Use of Logarithms more particularly for Problems on Compound Interest, Insurance, and Annuities — The more important European Weights and Measures other than the Metric — The Coinage of Germany and the United States — and the Weights, Measures and Coinage of India. ANSWERS TO BUSINESS ARITHMETIC. Part II. Cloth, is. PITMAN 'S COMPLETE COMMERCIAL ARITHMETIC. In crown 8vo, cloth, 264 pp., 2s. 6d. Contains Parts I and II above mentioned. ANSWERS TO PITMAN'S COMPLETE COMMERCIAL ARITHMETIC. Whole cloth, is. 6d. PITMAN'S SMALLER COMMERCIAL ARITHMETIC. By C. W. CROOK, B.A., B.Sc. This volume includes those parts of Arithmetic which are necessary in commercial life. In crown 8vo, cloth, net is. ANSWERS TO SMALLER COMMERCIAL ARITHMETIC. Net Is. RAPID METHODS IN ARITHMETIC. By JOHN JOHNSON. In crown 8vo, cloth, 87 pp., net is. Gives the quickest methods of obtaining solutions to Arithmetical questions of a business character. METHOD IN ARITHMETIC. By G. R. PURDIE, B.A. A guide to the teaching of Arithmetic. In crown 8vo, cloth, 87 pp., is. 6d. METHOD ARITHMETIC. Illustrates the principles explained in " Method in Arithmetic." 324 pp. 33. ANSWERS TO METHOD ARITHMETIC. 67 pp. Net 2s. 6d. CIVIL SERVICE AND COMMERCIAL LONG AND CROSS TOTS. In crown 8vo, 48 pp., 6d. Contains 1,200 tests and numerous examples. PITMAN'S COMMERCIAL SERIES BOOK-KEEPING. PITMAN'S PRIMER OF BOOK-KEEPING. Thoroughly prepares the student for the study of more elaborate treatises. In crown 8vo, 144 pp., cloth, is. PRINCIPAL CONTENTS. — The entering up and posting up the Cash, Purchases, and Sales Books — Ledger — Making the Trial Balance and preparing the Balance Sheet — Explanation of Bills of Exchange and their Uses — The Treatment of Bad Debts, Dishonoured Bills, Consignments Outwards and Inwards, Partnership Accounts, etc. — Many fully-worked Examples, carefully graduated additional Exercises, Facsimiles of Commercial Documents and Definitions of Business Terms. — The rulings and balances are shown in red ink. ANSWERS TO PITMAN'S PRIMER OF BOOK-KEEPING. In crown 8vo, cloth, is. EASY EXERCISES FOR PITMAN'S PRIMER OF BOOK-KEEPING. This work provides useful additional exercises for students of the Primer of Book-keeping, and may be used either with or without that text-book. The answers to the exercises are given at the end of the book. In crown 8vo, 48 pp., 6d. BOOK-KEEPING DIAGRAMS. By JAMES McKEE. These diagrams show most graphically how the varied items in a set of transactions 'should be entered in the books of account, how the Ledger Accounts are closed, and the Profit and Loss Account and Balance Sheet drawn out. Real, Personal, and Nominal Accounts are illustrated, and useful notes and reference numbers are added, so that the student at any stage may use the diagrams with advantage. In crown 8vo, 36 pp., 6d. BOOK-KEEPING SIMPLIFIED. A text-book covering all business requirements and affording a thorough preparation for certificate and professional examinations. Special features of the book are the large number of examples worked in full, and the printing of rulings and balances in red ink. New Edition, enlarged, and thoroughly revised. In crown 8vo, cloth, 272 pp., 2s, 6d. PRINCIPAL CONTENTS. — The Ledger — Journal — Posting — Trial Balance and Balance Sheet — Closing Entries — Cash Books, various forms — Cheques — Purchases and Sales Books — Bad Debts — Bills of Exchange — Returns and Allowances — Capital and Revenue Accounts — Trading Account — Consignments Outward and Inward — Purchases and Sales on Commission — Joint Accounts — Partner- ships— Branch and Departmental Accounts — Contracts — Sectional Balancing Ledgers — Reserves — Inaccurate Trial Balances and their Correction — Business Abbreviations — Business Terms and Their Meanings — Upwards of 100 Exercises, including Examination Papers of the Royal Society of Arts, London Chamber of Commerce, Lancashire and Cheshire Union of Institutes, etc., etc. ANSWERS TO BOOK-KEEPING SIMPLIFIED. Revised Edition. In crown 8vo, cloth, is. PITMAN'S COMMERCIAL SERIES 5 BOOK-KEEPING (continued). PITMAN'S ADVANCED BOOK-KEEPING. In crown 8vo, cloth, 187 pp., 2s, 6d. PRINCIPAL CONTENTS. — Auditing — The Preparation of Profit and Loss Accounts and Balance Sheets — Bankruptcy, Insolvency Accounts and Statements of Affairs — Joint Stock Companies' Accounts, the Register of Members and Share Ledger, and the Register of Transfers, etc. — The Trading Accounts of Joint Stock Companies, and the Profit and Loss Account and the Balance Sheets — Liquidation — The Tabular System in General — The Tabular System as used in Hotels, etc. ANSWERS TO PITMAN'S ADVANCED BOOK-KEEPING. In crown 8vo, cloth, is. PITMAN'S COMPLETE BOOK-KEEPING. A thoroughly comprehen- sive text-book, dealing with all departments of the subject, and embracing practically every kind of account. With about 20 facsimiles of Company Forms, etc. Enlarged Edition. In crown 8vo, cloth, 432 pp., 53. The FIRST PART gives full explanation of Single Entry — Method of Converting Books from Single to Double Entry — Complete Instruction in the Preparation of Balance Sheet — How to Deal with Receipts and Payments by Cheques and Bills — Principal Laws governing use of Paper Money — Returns and Allowances — Bad Debts — Dishonoured Bills, etc. The SECOND PART deals with Agency Accounts — Productive Wages Account — Brewery and Colliery Accounts — Accounts for Professional Services — Hotel Book-keeping — Accounts to be kept in hospitals and other charitable institutions — Theoretical and Practical use of the Journal — Joint Stock Company Book-keeping — Insolvency and Bankruptcy Accounts — Executors' and Trustees' Accounts — The Double Account System employed in Railways, Public Works, etc. The THIRD PART gives thorough explanations of various kinds of Shipping Accounts, and the terms, books, and forms connected therewith. Inward and Outward Consignments — Accounts Current Book — Bankers' Account Current — How to Draw Bills against Ship- ment— The Compilation of Shipping Invoices and Account Sales — Letters of Hypothecation and Letters of Lien, with Specimens of these important documents — Orders by Telegraph Code — Calculations of C.I.F. Invoices, etc., etc. BOOK-KEEPING FOR RETAILERS. By H. W. PORRITT and W. NICKLIN, A.S.A.A. (See page 12.) INCOME TAX ACCOUNTS'AND HOW TO PREPARE THEM. Notes on Income Tax Law and Practice. The task of preparing the returns to be presented to the Commissioners is one of considerable responsi- bility and no little difficulty. The present work has been designed as a help to book-keepers and others who are entrusted with the duty of'compiling the returns, and it deals with just those points that are likely to occasion doubt or trouble. In crown 8vo, cloth, 80 pp., 2s. 6 PITMAN'S COMMERCIAL SERIES BOOK-KEEPING (continued). ANSWERS TO PITMAN'S COMPLETE BOOK-KEEPING. Enlarged Edition. In crown 8vo, cloth, 213 pp., 2s. 6d. Contains answers to all the questions, and fully worked solutions to all the exercises in the text-book. ADDITIONAL EXERCISES IN BOOK-KEEPING. Nos. I and II. In crown 8vo, 48 pp., each 6d. Containing papers recently set by the leading Examining Bodies ; College of Preceptors ; National Union of Teachers, Elementary, Junior, and Senior ; Civil Service ; London Chamber of Commerce ; Society of Accountants and Auditors ; Institute of Chartered Accountants ; Institute of Bankers ; Union of Lancashire and Cheshire Institutes, etc., etc. ANSWERS TO THE ABOVE EXERCISES. Nos. I and II. Each 6d. PITMAN'S BOOK-KEEPING TEST CARDS. A series of carefully graded tests in book-keeping by which the student's progress can be satisfactorily gauged. There are three sets, Elementary, Inter- mediate, and Advanced, and each set contains 20 cards with a varying number of questions on each card selected from those actually set by the different examining bodies. Each set is graded in difficulty, printed on stout cards and put up in a strong cloth case with two sets of answers arranged in book form. The Answers are full and explicit, detailed workings being given and explanations where required. ELEMENTARY, INTERMEDIATE, AND ADVANCED. Per set, is. 6d. PITMAN 'S BUSINESS BOOK-KEEPING TRANSACTIONS. No. I. is. Including 52 forms for Invoices, Cheques, etc., and 8 blank Exercise Books enclosed in envelope. This work is planned to teach the principles of Book-keeping and at the same time furnish an insight into actual business methods. This is accomplished by the employ- ment of a text-book giving particulars (with copious explanatory notes) of the transactions of a trader, accompanied by facsimiles of all documents which would be received, and of blank forms such as Invoices, Cheques, Bank Paying-in Slip Book, Account Books, etc., by which the trader would make and record his transactions. PITMAN'S BOOK-KEEPING TRANSACTIONS. No. 2. This new work is arranged on a plan very similar to that which has proved so successful in the case of Book-keeping Transactions, No. 1 ; but, of course, the transactions include items of a rather more advanced character. There is a concisely-written text-book, giving clear and explicit instructions in the principles of Book-keeping, full particu- lars regarding the transactions of a trader, and the trader's books of account, forms, documents, etc., the whole enclosed in a stout envelope. The new work is arranged so as to give not only instruction in Book-keeping, but 'also a good deal of reliable information relating to business methods. Price 2s. PITMAN'S COMMERCIAL SERIES 1 BOOK-KEEPING (continued). PITMAN'S HOTEL BOOK-KEEPING. A practical text-book explain- ing the principles of book-keeping as applied to Hotel accounts. With illustrative forms and exercises. In crown 8vo, cloth, 72 pp., 2s. 6d. HOW TO TEACH BOOK-KEEPING. By H. W. PORRITT and W. NICKLIN, A.S.A.A. The authors of this valuable book are professional accountants who have also a large and varied experience in the conduct of classes and the coaching of candidates for Book- keeping examinations. The book abounds with practical hints as to the management of classes, the treatment of backward pupils, the examination and marking of papers, etc. There are also specimen courses of lessons suitable for elementary, intermediate, and advanced students, with fully-worked keys, balance sheets, and so on. While primarily appealing to teachers, this book will also be found useful to the learner who is unable to attend a class or who wishes to extend his knowledge beyond what he is able to gain in a class. In crown 8vo, cloth, 180 pp., net 2s. 6d. PITMAN 'S BOOK-KEEPING ANNUAL. Volume I. This volume, the first of its kind, contains the actual papers set at the 1909 Examina- tions of the principal Education authorities, including The Royal Society of Arts, The London Chamber of Commerce, The Union of Lancashire and Cheshire Institutes, The National Union of Teachers, with answers thereto, and full answers to the many questions on Commercial Law and Business Practice. In crown 8vo, cloth, 212 pp., 2s. 6d. HOW TO BECOME A QUALIFIED ACCOUNTANT. By R. A. WITTY, A.S.A.A. This book is intended for a guide for those who are desirous of taking up Accountancy as a profession ; but many of its pages will be of use to these who are already accountants, and who must have, in the ordinary course of things, pupils and others who are seeking advice from them as to the best methods to be adopted upon entering the profession. For this reason considerable space is devoted to the preparation for exam- inations, and general advice as to the commencement of practice. Second Edition. In crown 8vo, cloth, 120 pp., net 2s. ACCOUNTANCY. By F. W. PIXLEY, F.C.A., Barrister-at-Law. The student of Book-keeping, who has thorougly mastered his subject, cannot do better than devote himself to the higher branches of the work, and study what is described under the general head of Ac- countancy. The present work on Accountancy is an entirely new book, and will be found to be full of interest and instruction. The author is not only a barrister, but also a member of one of the most eminent firms of accountants in the City of London. His theoretical knowledge and his wide practical experience render him one of the best living authorities upon Accountancy. He has treated the whole field, which he has mapped out in a most thorough fashion, and whatever he says may be relied upon as being the latest and most up-to-date exposition of the subject. In demy 8vo, cloth, 318 pp., $s. net. 8 PITMAN'S COMMERCIAL BOOK-KEEPING (continued). IDEAL MANUSCRIPT BOOKS FOR BOOK-KEEPING. Specially ruled and adapted for working the exercises contained in the Primer of Book-keeping. The sets consists of : — Cash Book and Journal ; Purchase Book ; Sales Book ; Ledger. Each 2d. AVON EXERCISE BOOKS FOR BOOK-KEEPING. Specially adapted for the exercise in " Book-keeping Simplified " or " Advanced Book-keeping." Fcap. folio. Journal, 3d. ; Cash Book, 3d. ; Ledger, 6d. BUSINESS TRAINING. OFFICE ROUTINE FOR BOYS AND GIRLS, ist STAGE. In crown 8vo, 64 pp., 6d. Deals with the treatment of outgoing and incoming letters, Postal arrangements, means of remitting money and forwarding goods. OFFICE ROUTINE FOR BOYS AND GIRLS, 2nd STAGE. In crown 8vo, 64 pp., 6d. PRINCIPAL CONTENTS. — Business Forms, such as Invoices, Credit Notes, etc. — Telegrams — The Telephone — Banks and Banking, Joint-Stock and Private Banks, Post Office Savings Bank, etc. OFFICE ROUTINE FOR BOYS AND GIRLS, 3rd STAGE. In crown 8vo, 64 pp., 6d. Deals with Explanation of Terms — Promissory Notes and Discount — Terms used in Payment of Accounts, etc. — Bills of Exchange — Stocks, Dividends, etc. — Government Securities — Business Correspondence. COUNTING-HOUSE ROUTINE, ist Year's Course. In crown 8vo, cloth, 144 pp., is. Treats of Advertisements, Correspondence, Forwarding of Goods, Remittances, Receipts, Precis Writing, etc., etc. COUNTING-HOUSE ROUTINE. 2nd Year's Course. In crown 8vo, cloth, 144 pp., is. 6d. Deals with Inland and Foreign Invoices — Railway Rates and Cable Systems — Bank Deposits and Current Accounts — Bills of Exchange — The Markets — The Shipment of Merchandise — Business Correspondence — Printers' Proofs — The County Court, etc. GUIDE TO BUSINESS CUSTOMS AND PRACTICE ON THE CON- TINENT. By A. E. DAVIES. Contains information of the utmost value to all who have business relations with Continental firms, or who have to visit the Continent for business or pleasure. In crown 8vo, cloth, 154 pp., net 2s. 6d. HOW TO GET A SITUATION ABROAD. By ALBERT EMIL DAVIES. Gives information of the most reliable character to those who desire to obtain an appointment in a foreign country. Also states the prospects of advancement in such a position ; the varying conditions of life in different countries ; the cost of living ; the opportunities afforded of perfecting one's knowledge of the foreign language, etc. In crown 8vo, cloth, net is. 6d. PITMAN'S COMMERCIAL SERIES BUSINESS TRAINING (continued). MASTERS' NEW READY RECKONER. PITMAN'S EDITION. Contains 63,000 calculations. In foolscap 8vo, cloth, 358 pp., is. GEOGRAPHICAL-STATISTIC UNIVERSAL POCKET ATLAS. By Professor A. L. HICKMAN. Second Edition. This handy Atlas contains sixty-four splendidly coloured maps and tables, including pictorial charts of the heavens, the races of mankind, religions and languages of the World, statistics of productions, educational tables, coinage, public debts, shipping, coats of arms, railways and tele- graphs, imports and exports, principal towns of the World, and a mass of other useful information. In demy 18mo., cloth, 53. net. HOW TO START IN LIFE. By A. KINGSTON. In crown 8vo, cloth, 128 pp., is. 6d. A Popular Guide to Commercial, Municipal, Civil Service, and Professional Employment. Deals with over 70 distinct kinds of Employment. PITMAN'S MANUAL OF BUSINESS TRAINING. Contains fifty-seven maps and facsimiles. Seventh Edition, thoroughly revised and considerably enlarged. In crown 8vo, cloth, 282 pp., 2s. 6d. PRINCIPAL CONTENTS. — Conditions of Commerce — Inward Corre- spondence— Outward — Postal Information — The Telegraph and Telephone — Business Letter Writing, etc. — Office Books and Business Forms — Market Reports — Railways and Canals — For- warding Goods by Rail — Channels of Commerce — Custom and Excise Duties — Importing — Exporting — Insurance — Private Firms and Public Companies — The World's Currencies — Banks and Banking — Bills of Exchange — Bankruptcy and the County Court — Two hundred Questions on the Chapters. PITMAN'S BUSINESS TERMS AND PHRASES with equivalents in French, German, and Spanish, and a number of Facsimile Docu- ments. In crown 8vo, cloth, 231 pp., 2s. 6d. GUIDE TO INDEXING AND PRECIS WRITING. (See page 13.) INDEXING AND PRECIS WRITING. A text-book specially adapted to the present requirements of Candidates for Examinations. By A. J. LA WFORD- JONES, of H.M. Civil Service, Medallist and First Prizeman, Society of Arts, 1900. In crown 8vo, cloth, 144 pp., is. 6d. EXERCISES AND ANSWERS IN INDEXING AND PRECIS WRITING. By WM. JAYNE WESTON, M.A. (Lond.). A carefully selected list of actual exercises and test papers with model workings. The author's notes on the various exercises contain many useful hints and some sound advice for the student. In crown 8vo, cloth, 144 pp., is. 6d. 10 PITMAN'S COMMERCIAL SERIES BUSINESS TRAINING (continued). HOW TO TEACH BUSINESS TRAINING. By F. HEELIS, F.C.I.S. This book contains chapters on teaching methods, the presentation of the subject, the illustration of the lesson, home work, examina- tions, individual and class tuition, tuition by correspondence, apparatus required, etc., etc. There are also valuable and sugges- tive notes of lessons, specimen courses, exercises, specimen forms, etc. In crown 8vo, 160 pp., 2s. 6d. net. QUESTIONS IN BUSINESS TRAINING. By F. HEELIS, F.C.I.S. Questions taken from the actual examinations of such authorities as The Union of Lancashire and Cheshire Institutes, The West Riding County Council, and similar important bodies. With many original questions specially framed for the purpose of testing a student's knowledge. There will shortly be issued the Answers to these Questions, and the two books will subsequently be published in one volume. In crown 8vo, cloth, 108 pp., is. SALESMANSHIP. A Practical Guide for Shop Assistant, Commercial Traveller, and Agent. By W. A. CORBION and G. E. GRIMSDALE. The authors deal at length with the influence of character upon salesmanship, the relation of the salesman to the buyer, the know- ledge and care of stock, suggestive salesmanship, the avoidance or rectification of mistakes, system, etc. The lessons for the guidance of the salesman are illustrated by concrete examples, so that the work is eminently practical throughout. In crown 8vo, 186 pp., net 2s. 6d. PITMAN'S TRADERS' HANDBOOKS. The new volumes have been prepared with the idea of assisting the earnest business man who is engaged in trade to render himself more efficient in his work. Each in crown 8vo, cloth, 260 pp., net 2s. 6d. DRAPERY. By RICHARD BEYNON. The advice given in these pages proceeds from an author who is well known in the trade, and who has devoted his life to it. He has traversed the whole field of Drapery in a thoroughly practical fashion, and writes with the wisdom that comes from forty years' actual experience. GROCERY. By W. F. TUPMAN. The author of this volume is well known as the winner of the first prize of a fully stocked shop, valued ^500, in the Grocers' Competitive Examination last year, and he has followed up that success by a course of lectures given at Bristol and elsewhere. The main portions of the lectures are reproduced in the present volume. Other Volumes in preparation. PITMAN'S COMMERCIAL SERIES 11 COMMON COMMODITIES OF COMMERCE SERIES. Each book in crown 8vo, cloth, with coloured frontispiece and many illustrations, maps, charts, etc., net is. 6d. This series is started with the object of enabling the business man or trader, thoroughly to equip himself for the efficient perform- ance of his specific work and to enlighten the general reader's mind regarding some of our commonest commodities of commerce. In each handbook a particular produce is treated by an expert writer and practical man of business. Beginning with the life history of the plant, or other natural product, he follows its development until it becomes a commercial commodity, and so on through the various phases of its sale in the market and its purchase by the consumer. Volumes on Tea, Coffee, Cotton, Oil and Sugar start the series. TEA. From Grower to Consumer. By A. IBBETSON. The author is well known in the Tea world through his connection with the important house of Messrs. Joseph Travers & Sons. Mr. Ibbetson's pages give much help and information regarding the conditions of the Tea trade, the wrorld's consumption of the product, and the fluctuation in price, the crops of particular years, the mystery of the art of blending, and so forth. COFFEE. From Grower to Consumer. By B. B. KEABLE. Mr. Keabb, like Mr. Ibbetson, is in the well-known house of Messrs. Joseph Travers & Sons, and can substantiate his claim to be an authority on Coffee. His book will be found, as in the case of that of Tea, to trace the progress of this commodity throughout. COTTON. From the Raw Material to the Finished Product. By R. J. PEAKE. The author has had the supreme advantage of being in . close touch with Mr. C. W. Macara, Chairman of the Committee of International Federation of Master Cotton Spinners and Manufacturers, who has contributed advice and read the proofs of the book as it passed through the Press. This little handbook will be found to contain just the kind of information that is required on the greatest of our national industries. * SUGAR. By GEO. MARTINEAU, C.B. * OIL (MINERAL, ESSENTIAL, AND FATTY). By C. A. MITCHELL. * Ready Shortly. 12 PITMAN'S COMMERCIAL SERIES PRACTICAL PRIMERS OF BUSINESS. Each volume in this series is intended to serve the purpose of an intro- duction to the particular subject treated, and also to meet the requirements of those who do not wish to gain more than a slight but useful knowledge of the subject. BOOK-KEEPING FOR RETAILERS. By H. W. PORRITT and W. NICKLIN, A.S.A.A. The authors of this new book have had in their professional capacity a great amount of experience in retailers' accounts, and in this handy little volume they present a system of book-keeping for retailers designedly simple, easy in operation, and accurate in its results. The adaptation of the system to various retail businesses is clearly discussed and explained. Numerous illustrations and examples simplify the treatment. Additional chapters deal with " Incidental Matters," such as leases, rates, assessment, and stock-taking, the various necessary forms of insurance, the making out of income-tax returns, partnerships and limited companies. In crown 8vo, cloth, 130 pp., net is. ENGLISH COMPOSITION AND CORRESPONDENCE. By J. F. DAVIS, D.Lit., M.A., LL.B. (Lond.). The purpose of this book is, by means of a few simple rules, to enable a writer of either sex to express himself or herself clearly and correctly in the mother tongue as it ought to be written. The first part contains chapters on accidence with examples from Commercial Correspondence. The second part deals with syntax, parsing, analysis, and punctuation. The third part treats of the construction of sentences ; precision and order, and the choice of words ; and closes with specimens of business letters. The author, from his experience as examiner in English to the University of London and the Institute of Bankers, is peculiarly fitted to deal with this subject. In crown 8vo, cloth, 118 pp., net is. THE ELEMENTS OF COMMERCIAL LAW. By A. H. DOUGLAS, LL.B. (Lond.). In the present volume the general principles of commercial law are presented. Examples and illustrations are freely used, in order that the subject may be made as intelligible and interesting as possible. In the first portion of the book the general principles of contract are discussed in comprehensive fashion, and later chapters deal with commercial relationships, partnerships, the sale and carriage of goods, and negotiable instruments. The author is a barrister-at-law who has attained the highest academic distinction both at the Inns of Court and London University. In crown 8vo, cloth, 128 pp., net is. PITMAN'S COMMERCIAL SERIES 13 PRACTICAL PRIMERS OF BUSINESS (continued). GUIDE TO INDEXING AND PRECIS WRITING. By WILLIAM JAYNE WESTON, M.A., and E. BOWKER. The present little work is intended primarily for candidates for the Civil Service, the Society of Arts, and similar examinations in the subject of Indexing and Precis Writing. All, however, who are to be tested as to their ability to select and present the essence of many documents would be able to use the Guide with much advantage. The papers included deal with a variety of subjects, and they are fully worked, so that the student may see at a glance the best form of solution to a given exercise. It may be added that the whole of the exercises included in the book are reproductions of actual examination papers. In crown 8vo, cloth, 116 pp., net is. THE MONEY, AND THE STOCK AND SHARE MARKETS. By EMIL DAVIES. The idea of the author of this volume is not so much to give information to experts, but rather to assist the uninitiated in the somewhat complicated subjects of stock and share transactions. The author has for many years been actively engaged in the higher branches of finance, and makes the present primer as comprehensive and practical a work as possible. It is hoped that the second part, dealing with the stock and share markets, will be of interest and use, not only to business students, but also to the great body of small investors. In crown 8vo, cloth, 124 pp., net is. SHIPPING. By ARNOLD HALL and F. HEYWOOD. This book consti- tutes a reliable guide to the routine in connection with the shipment of goods and the clearance of vessels inwards and outwards. Part I describes the work of a shipper, and explains his duties after the receipt of the indent, in packing, forwarding, and insuring the goods, making out and sending the invoices, telegraphing, the routine of obtaining payment, customs formalities, claims for insurance, etc. Part II gives precise information regarding the work of a ship- broker, the entry and clearance inwards, the details in connection with the Custom House and the Shipping Office, the entry outwards, riggers, runners, and pilots, the Docks, Warehousing, Shipping, Exchange, etc., etc. The book is illustrated with twenty-seven reproductions of actual shipping forms, and there is a complete 8vo, cloth, 108 pp., net is. 14 PITMAN'S COMMERCIAL SERIES PRACTICAL PRIMERS OF BUSINESS (continued). THE ELEMENTS OF BANKING. By J. P. GANDY. Besides giving a brief history of Banking, this book deals practically with such matters as Opening an Account, the various forms of Cheques, Crossings, Endorsements, Bills of Exchange, the Rights of Holders of those instruments, Promissory Notes, the Pass Book, and the Collecting Banker. There are also chapters explanatory of the Bankers' Clearing House, the necessary steps to be taken in the case of dishonoured bills and cheques, etc. The Banker's obligations to his customers, the rights and duties of agents and trustees, Partner- ship Accounts and Companies' Accounts are all fully dealt with, while Circular Notes and Letters of Credit receive adequate attention. In crown 8vo, cloth, 140 pp., net is. THE ELEMENTS OF INSURANCE. By J. ALFRED EKE. This new work presents in a brief form a vast amount of information with regard to the principles and practice of the important business of insurance. Workmen's compensation insurance is fully dealt with, and the book also treats of baggage insurance, bad debt insurance, live-stock insurance, stock insurance, etc., etc. There are chapters on carriage insurance, burglary insurance, marine, fire, and life insurance, with full explanations of the various kinds of policies, and in many cases reproductions of the documents. As to the creden- tials of the author, it will be sufficient to say that the whole of his business life has been spent in the study and practice of insurance, and that he is connected with one of the largest insurance companies in the country. In crown 8vo, cloth, 140 pp., net is. 'ADVERTISING. By HOWARD BRIDGEWATER. The author of this little work is the Advertisement Manager of a well-known daily paper, and the writer of many articles on the subject of advertising. He speaks, therefore, with the authority which comes of long experience. In the present work, Mr. Bridgewater sets forth the principles to be observed in drawing up advertise- ments, points out the errors that are to be avoided, gives hints on the preparation of " copy," and the choice of suitable media, describes the processes employed in reproducing illustrations of various kinds, and discusses the questions of type display and the frequency of insertion, etc., etc. The book is illustrated by exam- ples of good and bad advertisements, representative of various businesses. In^crown 8vo, cloth, net is. Other Volumes in Preparation. * Ready shortly. PITMAN'S COMMERCIAL SERIES 15 BUSINESS MAN'S HANDBOOKS. PITMAN 'S BUSINESS MAN 'S GUIDE. Fifth Edition, Revised. With French, German and Spanish equivalents for the Commercial Words and Terms. Edited by J. A. SLATER, B.A., LL.B., of the Middle Temple, Barrister-at-law, and author of " Commercial Law of England." The information is of such a character as will assist a business man in an emergency and will clear up doubts and diffi- culties of everyday occurrence. The work includes over 2,000 articles. In crown 8vo, cloth cover of special design, 500 pp., net 33. 6d. PITMAN'S PUBLIC MAN'S GUIDE. A Handbook for all who take an interest in questions of the day. Edited by J. A. SLATER, B.A., LL.B. (Lond.). The object of this book is to enable its readers to find within a comparatively compact compass information on any subject which can possibly bear upon matters political, diplomatic, municipal, or imperial. There is no book of a similar nature published, and this will be found invaluable to all public men and platform speakers. In crown 8vo, cloth gilt, 444 pp., 33. 6d. net. OFFICE ORGANISATION AND MANAGEMENT, INCLUDING SECRE- TARIAL WORK. By LAWRENCE R. DICKSEE, M. Com. F.C.A., and H. E. BLAIN, Tramways Manager, County Borough of West Ham. This volume gives in detail, with the aid of specially selected illus- trations and copies of actual business forms, a complete description of Office Organisation and Management under the most improved and up-to-date methods. It has been specially written so as to be of service either to those who are about to organise the office work of a new undertaking, or to those who are desirous of modernizing their office arrangements so as to cope more successfully with the ever increasing competition which is to be met with. In demy 8vo, cloth gilt, 306 pp., net 53. INSURANCE OFFICE ORGANISATION, MANAGEMENT, AND AC- COUNTS. By T. E. YOUNG, B.A., F.R.A.S., and RICHARD MASTERS, A.C.A. Mr. Young, who has held with marked distinction some of the highest positions in the Insurance world, enjoys an international reputation as an expert in the subject, while Mr. Masters, from his long practical experience as an Insurance Accoun- tant, is familiar with every detail of the book-keeping requisite to a well-conducted office. Second Edition, Revised. In demy 8vo, cloth gilt, 146 pp., net 33. 6d. SHIPPING OFFICE ORGANISATION, MANAGEMENT AND ACCOUNTS. By ALFRED CALVERT. Full information is given in • this new book of the methods of securing orders, getting in patterns, circularising foreign firms, conditions of sale, fulfilling contracts, making up and packing goods for shipment, arranging for insurance, shipment and freight, chartering of vessels, pricing and invoicing the goods, preparing the bills of lading, etc., etc. The book contains many and varied shipping documents in facsimile. Put in a few brief words, the new work gives an accurate insight into the thousand and one technicalities associated with the intricate business of a shipping house. In demy 8vo, cloth gilt, 203 pp., net 5s, 16 PITMAN'S COMMERCIAL SERIES BUSINESS MAN'S HANDBOOKS (continued). * SOLICITOR'S OFFICE ORGANISATION, MANAGEMENT, AND ACCOUNTS. By E. A. COPE, and H. W. ROBINS. In demy 8vo, cloth gilt, net 5s. * BANK ORGANISATION, MANAGEMENT, AND ACCOUNTS. By J. F. DAVIS, M.A., D.Lit., LL.B. (Lond.). In demy 8vo, cloth gilt, net 53. PITMAN'S BILLS, CHEQUES, AND NOTES: A HANDBOOK FOR BUSINESS MEN AND COMMERCIAL STUDENTS. The attempt has been made in this book to trace the principal negotiable instruments, viz., bills of exchange, cheques and promis- sory notes, from their inception to their discharge, and to point out the exact position occupied by every person who is in any way connected with these documents. The Bills of Exchange Act, 1882, and the Amending Act, Bills of Exchange (Crossed Cheques) Act, 1906, are printed in extenso in the Appendix. In demy 8vo, cloth gilt, 206 pp., net 2s. 6d. INSURANCE. By T. E. YOUNG, B.A., F.R.A.S., ex-President of the Institute of Actuaries ; ex-Chairman of the Life Offices' Association, etc., etc. A complete and practical exposition for the Student and the Business Man of the principles and practice of Insurance pre- sented in a simple and lucid style, and illustrated by the author's actual experience as a Manager and Actuary of long standing. This book has been written expressly for (1) The Actuarial student, (2) The student of Fire, Marine and Insurance generally, (3) The Insurance Clerk, (4) The Business Man. It treats in an elemen- tary and intelligible manner of the principles, processes and conduct of Insurance business as a key to the interpretation of the accounts and practice of offices and as a comprehensive foundation for maturer study. Second Edition. In demy 8vo, cloth gilt, 408 pp., net 5s. MONEY, EXCHANGE, AND BANKING. Second Edition, Revised. A Complete and Practical Treatise for Bank Officials, Men of Business, and Commercial Students. By H. T. EASTON, of the Union of London and Smiths Bank, Ltd., Associate of the Institute ot Bankers, author of " Banks and Banking," " The Work of a Bank," etc. A practical work, covering the whole field of banking and providing new and valuable features of great use to the student, bank clerk, or man of business. In addition to an important chapter dealing with the arithmetic of the Exchanges, there is a very full explanation of bank book-keeping, a complete glossary of all terms used in the banking world, and a section dealing with the law relating to banking considered not from a legal standpoint, but from the point of view of the practical banker or business man. Second Edition, Revised. In demy 8vo, cloth gilt, 312 pp., net 53. * Rcadv i PITMAN'S COMMERCIAL SERIES 17 BUSINESS MAN'S HANDBOOKS (continued). THE HISTORY, LAW, AND PRACTICE OF THE STOCK EXCHANGE. By A. P. POLEY, B.A., Barrister-at-Law, and F. H. CARRUTHERS GOULD, of the Stock Exchange. A complete compendium of the law and the present practice of the Stock Exchange. Special attention is devoted to the Rules of the Stock Exchange, and these are given in full. Mr. Poley, who is well known as a writer upon legal subjects, and whose work on solicitors is the leading authority upon the sub- ject, deals fully with all the latest legal decisions touching the Stock Exchange, while so far as the practice is concerned, this portion of the book has been dealt with by a well-known member of the Exchange itself. In demy 8vo, cloth gilt, 338 pp., net 5s. PITMAN'S MERCANTILE LAW. By J. A. SLATER, B.A., LL.B. As a practical exposition for law students, business men, and advanced classes in commercial colleges and schools, this volume will be found invaluable. Without being a technical law book, it provides within moderate compass a clear and accurate guide to the Principles of Mercantile Law in England, and as such will especially appeal to the business man. Second, Revised and Cheaper Edition. In demy 8vo, cloth gilt, 448 pp., net 5s. THE LAW OF HEAVY AND LIGHT MECHANICAL TRACTION ON HIGHWAYS IN THE UNITED KINGDOM. By C. A. MONTAGUE BARLOW, M.A., LL.D., and W. JOYNSON HICKS. The Locomo- tive Act, 1861 ; The Locomotives Act, 1865 ; The Roads and Bridges (Scotland) Act, 1878 ; The Locomotives Amendment (Scotland) Act, 1878 ; The Highways and Locomotives Act, 1878 (so far as it relates to locomotives) ; The Public Health (Ireland) Amendment Act, 1879, s. 6 ; The Locomotives on Highways Act, 1896 ; The Locomotives Act, 1898, and The Motor Car Act, 1903 ; with Notes ; and the Local Government Board Regulations, including Regula- tions as to Tare Weight, together with a Summary of the English and Scotch Reported Cases on Extraordinary Traffic. In demy 8vo, cloth gilt, 318 pp., net 8s. 6d. ENCYCLOPAEDIA OF MARINE LAW. By LAWRENCE DUCKWORTH, Barrister-at-Law. The method of treatment has been made alphabetical for facility of reference. All the main principles of Marine Law are thus brought together under their distinctive headings, and the use of an elaborate index is dispensed with. The latest authorities have been carefully consulted, and the latest statutes and decisions are incorporated in the text. To all those who have to deal with shipping in any shape or form, the present volume will prove a most valuable handbook. Second Edition. In demy 8vo, cloth gilt, 352 pp., net 5s. COMPANIES AND COMPANY LAW. Together with the Companies (Consolidation) Act, 1908. By A. C. CONNELL, LL.B. (Lond.). In the present volume the law of Companies is treated on the lines adopted by the new Consolidation Act. In demy 8vo, cloth gilt, 344 pp., net 5s. ' 3 18 PITMAN'S COMMERCIAL SERIES BUSINESS MAN'S HANDBOOKS (continued). THE LAW OF CARRIAGE. By J. E. R. STEPHENS, B.A. Of the Middle Temple, Barrister-at-Law, A clear and accurate account of the general traders' rights and liabilities in everyday transact ion>. with carriers, whether by land or by water. ( ases are quoted and statutes cited, and a complete index renders the book ea.-.y ol refer- ence. The success of Mr. Stephens as a clear and able writer of legal text-books is too well known to need anything more than the mere mention of the fact. In demy 8vo, cloth gilt, 340 pp., net 5-. THE THEORY AND PRACTICE OF ADVERTISING. By WALTER DILL SCOTT, PH.D., Director of the Psychological Laboratory of North-Western University, U.S.A. The author of this work has made advertising the study of his life and is acknowledged as one of the greatest authorities on the subject in the United States. The book is so fascinatingly written that it will appeal to many classes of readers. In large crown 8vo, cloth, with 61 illustrations, 240 pp., net 6s. THE PSYCHOLOGY OF ADVERTISING. A Simple Exposition of the Principles of Psychology in their Relation to Successful Adver- tising. By the same author. Professor DILL SCOTT has made a very lengthy and careful examination of his subject, a task for which his special training and his wide experience eminently qualify him. In view of the publication of the present work he prosecuted extensive inquiries as to the effect of various styles of advertising, etc., receiving replies from about 2,300 business and professional men. He gives us the result ol hi> researches in this book. In large crown 8vo, cloth gilt, with 67 illustrations, 282 pp., net 6s. THE PRINCIPLES OF PRACTICAL PUBLICITY. Being a Treatise on " The Art of Advertising." By TRUMAN A. DE WEESE. The author was in charge of special Publicity for the Louisiana Purchase Exposition at St. Louis (1904), and is Director of Publicity for one of the largest advertising firms in America. The book will be found a comprehensive and practical treatise covering the subject in all its branches, showing the successful adaptation of advertising to all lines of business. It has been written not only for the Manu- facturer, the Merchant, the Business Man, and the student of Advertising, but for everyone who is seeking to create a market for a commodity or to increase the sales of his product. In large crown 8vo, cloth, with 43 full-page illustrations, 266 pp., net 7s. 6d. THE WORLD'S COMMERCIAL PRODUCTS. A descriptive account of the Economic Plants of the World and of their Commercial Uses. By W. G. FREEMAN, B.Sc., F.L.S., Superintendent, Colonial Econo- mic Collections, Imperial Institute, London, and S. E. CHANDLER, D.Sc., F.L.S., Assistant, Colonial Economic Collections, Imperial Institute, London. With contributions by numerous Specialists. This is a fully illustrated work dealing with the Vegetable Commer- cial Products of the World. Twelve coloured plates are added, and the addition of maps renders the work most valuable for information and reference. In demy 4to, cloth gilt, 400 pp., net IDS. 6d. PITMAN'S COMMERCIAL SERIES 19 BUSINESS MAN'S HANDBOOKS (continued). PITMAN'S OFFICE DESK BOOK. Contains most of the matters upon which information is constantly required in an office. Gives reliable information on points of Commercial Law, Banking, and Bank Notes, Bills of Exchange, the Board of Trade, Joint Stock Companies, Deeds, Taxes, Weights and Measures, Insurance, Im- porting and Exporting, Foreign Exchanges, Methods of Calculation, etc., etc., and also a useful Ready Reckoner. Second, Revised and Cheaper Edition. In crown 8vo, cloth, 309 pp., net is WHERE TO LOOK. An easy guide to the contents of certain specified books of reference. Third Annual Edition, revised and augmented with the assistance of a prominent Public Librarian, and the Foreign Librarian, of Mudie's. Including a list of the principal continental and American books of reference with a note of their contents. In crown Svo, cloth, 140 pp., net 2s. PITMAN'S SECRETARY'S HANDBOOK. Edited by HERBERT E. BLAIN, joint author of " Pitman's Office Organisation and Manage- ment." An entirely new work, written on an original plan, and dealing in a concise yet sufficiently full manner with the work and duties in connection with the position of Secretary to a Member of Parliament or other public man ; to a Country Gentleman with a landed estate ; a charitable institution ; with a section devoted to the work of the Lady Secretary, and a chapter dealing with secretarial work in general. In demy Svo, cloth gilt, 168 pp., net 33. 6d. PITMAN'S GUIDE FOR THE COMPANY SECRETARY. A Practical Manual and Work of Reference with regard to the Duties of a Secretary to a Joint Stock Company. By ARTHUR COLES, A.C.I.S., Sometime Lecturer in the Technological Schools of the London County Council. With an Introduction by HERBERT E. BLAIN. The author has had many years' practical experience of Company Secretarial work, which is dealt with very exhaustively and freely illustrated with fifty-four facsimile forms. In demy Svo, cloth gilt, 346 pp., 55. net. HOUSEHOLD LAW. By J. A. SLATER, B.A., LL.B. (Lond.). The present volume has been prepared on lines similar to those adopted by the author in his successful work on " Mercantile Law." The treatment of the subject is essentially popular, and the nature of the information conveyed is such as every householder should be able to satisfy himself upon without any considerable amount of research. In demy Svo, cloth gilt, 316 pp., net 5s. BANKRUPTCY AND BILLS OF SALE. By W. VALENTINE BALL, M.A., Barrister-at-Law. The present volume deals with the law of Bankruptcy and Bills of Sale in a manner similar to the treatment of the other subjects which are included in Pitman's Commercial Series. The principles are laid down with the utmost accuracy, and full references are given to all the leading cases, especially those of a recent date. A supplement is issued in every year when a new edition does not appear. In demy Svo, cloth gilt, 366 pp., net 5s. 20 I'lTMAN'S COMMERCIAL SERIFS COMMERCIAL CORRESPONDENCE AND COMPOSITION. PITMAN'S GUIDE TO COMMERCIAL CORRESPONDENCE AND BUSINESS COMPOSITION. By \\ . JAYNE WBSTON, M. A. In- tended for beginners in the study of commercial education, this book gives simple- but practical instruction in the art of business com- position and the writing of commercial letters, and is .suitable either for private study or for use in cla*s. It does not consist merely of a collection of miscellaneous letters, but contains besides revisionary exercises and many reproductions in tacMiuile of commercial documents. In cnnvn Svo. quarter cloth. 14 V 1 LoVEU M.A. A complete guide to the accurate use of stops in writing. In crown Svo, cloth, 80 pp., is. 6d. THE AVON ENGLISH GRAMMAR PRIMER. This book has been compiled to serve as a PRIMER, or bigiir.ier's book, in the study of our own language. Sptcial attention has been given to the synthesis of sentences, as well as to their analysis. In crown Svo, cloth, 219 pp., is. A GUIDE TO ENGLISH COMPOSITION, with Progressive 1 \ In the Kev. J. II. BACON, Kictor of C.rcat C.oiu-rby. author of " A Complete Ciuide to the 1 inprovenu nt of the Memory." i-tc. In leap. Svo. 11- pp., pap.-r, is. ; cloth, is. 6d. NOTES OF LESSONS ON ENGLISH. A comprehensive series of K ssons intended to assist teachers of English Composition aiul C.rammar. The amount of formal grammar is reduced to a minimum, while a great variety of exercises for composite n is provided. I n crown Svo, cloth. 'JOS pp., 3s. 6d. ENGLISH COMPOSITION AND CORRESPONDENCE ( DA vis), page 12.) PITMAN'S COMMERCIAL CORRESPONDENCE AND COMMERCIAL ENGLISH. A new and practical Manual of Commercial Corre- spondence in two divisions : iirst, Commercial Correspondence, including about S40 letters; and. second. Commercial English. In crown Svo, cloth, 272 pp.. 2s. 6d. PITMAN'S COMMERCIAL SERIES 21 COMMERCIAL CORRESPONDENCE, ETC. (continued). PITMAN'S COMMERCIAL CORRESPONDENCE IN FRENCH. This work gives all the letters of " Pitman's Commercial Correspondence" in French, and also contains a List of French Commercial Abbrevia- tions, French coinage, weights, measures, and other matter of importance to the student of Commercial French, together with a number of reduced facsimiles of actual French business forms and documents. Notes are added to each letter. In crown 8vo, cloth, 240 pp., 2s. 6d. PITMAN'S COMMERCIAL CORRESPONDENCE IN GERMAN. In this work all the letters contained in " Pitman's Commercial Corre- spondence " are translated into German, with useful notes at the foot of each letter. It also contains a list of German Business Abbreviations, German coinage, weights, measures, etc., and reduced facsimiles of a number of German documents and business forms. In crown 8vo, cloth, 240 pp., 2s. 6d. PITMAN'S COMMERCIAL CORRESPONDENCE IN SPANISH. This work contains a Spanish translation of all the letters in " Pitman's Commercial Correspondence," with copious notes on the idiomatic phrases, etc., facsimiles of commercial documents, and a map of Spain, with the names of the towns, rivers, etc., in Spanish. In crown 8vo, 240 pp., 33. PITMAN'S COMMERCIAL CORRESPONDENCE IN SHORTHAND (Reporting Style). This work gives in beautifully engraved Shorthand all the letters included in " Pitman's Commercial Correspondence," with a chapter on the Shorthand Clerk and his Duties. Every care is taken to secure a style of writing which shall be a model. In crown 8vo, cloth, 240 pp., 2s. 6d. PITMAN'S INTERNATIONAL MERCANTILE LETTERS. In five volumes, crown 8vo, cloth gilt ; each about 250 pp. English-German 2s. 6d. English 2s. 6d. English-French 2s. 6d. English-Italian .... 33. od. English-Portuguese .... 33. 6d. Each volume contains a very large and widely varied collection of business letters, arranged in groups and in series, and dealing at length with (a) Business in Goods ; (b) Banking, etc. ; (c) Commission and Consignment Business ; and (d) The Transport and Insurance of Merchandise. Each set of transactions is first presented in the form of a precis or summary, and then the same transactions are fully illustrated by letters. In the English-Foreign volumes the information respecting the particular business treated, the precis of the transactions, and the letters are given in English and in either French, German, Italian, or Portuguese, according to the language dealt with in the volume. In each of the five volumes there are additional Exercises for practice, and a useful List of Business Abbreviations in two or more languages, arranged in parallel columns. 22 PITMAN'S COMMERCIAL SI-KFES COMMERCIAL CORRESPONDENCE, ETC. (continued). ELEMENTARY GERMAN CORRESPONDENCE. By LEWIS MARSH, B. A. (Hons. ), Cantab. Intended for students who are just beginning the study of Commercial German. Facsimiles are furnished of German commercial correspondence and business documents. In crown 8vo, cloth, 143 pp., 2s. THE FOREIGN CORRESPONDENT. P.v \i BERT KMH DAVIES. For the student, the youthful commercial spirant, or the clerk wishful of bettering his position, the book is a guide and counsellor. In crown 8vo, cloth, 80 pp., n< -t i>. 6d. PITMAN'S DICTIONARY OF COMMERCIAL CORRESPONDENCE IN FRENCH, GERMAN, SPANISH, AND ITALIAN. This volume has been limited to the most common and ordinary terms and phrases of a commercial nature. No intelligent person who has a slight knowledge of the construction of French, German, Spanish. or Italian, will lind any difficulty in composing a commercial letter in any of these languages, if a proper use of the work is mad directed in the Introduction. In demy 8vo, cloth, 502 pp., n«t 7s. 6d. ENGLISH-GERMAN AND GERMAN-ENGLISH DICTIONARY OF BUSINESS WORDS AND TERMS. A new pocket English-German and German-English Dictionary, with a list of Abbreviations in general use, by FRITZ HUNDEL. Size 2 by 6 in., rounded corners, roan, net 2s. 6d. A NEW DICTIONARY OF THE PORTUGUESE AND ENGLISH LANGUAGES. Based on a manuscript of Jn.irs CORNET, by 11. Mini AM is. In two Part-. First Part: Portuguese-English. Second Part : English-Portuguese. Colloquial, commercial, and industrial terms have been plentifully introduced throughout Un- hook and irregularities in the formation of the plural and in the conjugation of verbs have been carefully noted. Second Edition. Two volumes, I5s. each, net. ABRIDGED EDITION. Two parts in one volume, net 15$. DICTIONARY OF COMMERCIAL PRODUCTS, with equivalents in French, German, and Spanish. (See pages 30, 31, 32.) 2s. 6d. COMMERCIAL DICTIONARY. In this book univocal words which present no difficulty as to spelling are omitted, and abbreviations, signs, anglicized foreign expressions, etc., are placed in their alpha- betical order in the body of the book. The appendix contains forms of address, foreign coinages, weights and measures, etc. In crown 8vo, paper boards, net pd. ; cloth, net is. STUDIES IN ESSAY WRITING. By V. P. PEACOCK. This book deals, in a very attractive manner, with the higher stages of the art of English Composition. In crown 8vo, paper, net 6d., cloth, net 9d. PITMAN'S COMMERCIAL SERIES 23 COMMERCIAL GEOGRAPHY. THE WORLD AND ITS COMMERCE : A Primer of Commercial Geography. Contains simply written chapters on the general geography of the world, the seven great industries, the commercial geography of the British Empire at home and abroad, and of foreign countries. The information conveyed is quite up-to-date. In crown 8vo, cloth, 128 pp., with thirty- four additional maps, is. PRINCIPAL CONTENTS. — PART I. — The World Generally — The Surface of the Earth — Zones and Heat Belts — Distribution of Life — Agriculture — Herding and Ranching — Fishing — Lumbering — Mining — Manufacturing — Commerce. PART II.— The British Empire.— The United Kingdom— The British Empire Abroad. PART III. — Foreign Countries. A thorough description is given of the commercial position, the mineral, agricultural and manufactured productions, and chief commercial towns of each country. PITMAN'S COMMERCIAL GEOGRAPHY OF THE UNITED KING- DOM. In crown 8vo, cloth, 128 pp., with 30 coloured maps and plates, is. PRINCIPAL CONTENTS. — INTRODUCTION. — Kinds of Commerce — Exchange and Exchanges — Imports and Exports — The Metric System — Manufactures — The World generally. COMMERCIAL PRODUCTS. — Common Metals and Minerals — Commercial Products of Animal Origin — Common Plants and their Commercial Products. THE UNITED KINGDOM. — Position, Configuration and Coast Line — Manufactures — Imports and Exports — Means of Transport — Commercial Towns — Trade Routes. ENGLAND AND WALES. — SCOTLAND. — IRELAND. — Mountains — Metals and Minerals — Pro- ductions— Animals — Geographical Structure — Climate — Bogs — Lakes — Fisheries. PITMAN'S COMMERCIAL GEOGRAPHY OF BRITISH COLONIES AND FOREIGN COUNTRIES. In crown 8vo, cloth, 144 pp., with 35 maps, is. 6d. PRINCIPAL CONTENTS. — THE BRITISH EMPIRE ABROAD.- — Naval and Military Stations — Canada and Newfoundland — Australia, Tasmania, and New Zealand — the British Empire in Asia and Africa — the British West Indies, etc. FOREIGN COUNTRIES. — Europe generally : France, Germany, Holland, Russia, Belgium, Spain, Denmark, Sweden, Norway, Italy, Switzerland, Austria- Hungary, Portugal, Turkey, and Greece — Minor European Coun- tries— Asia generally — North America generally, the United States — Mexico and the Republics of Central America — South America generally, and the States of South America. PITMAN'S COMMERCIAL GEOGRAPHY OF THE WORLD. For Principal Contents see Books I and II immediately above. In crown 8vo, cloth, 272 pp., with 72 maps and plates, 2s. 6d. THE WORLD'S COMMERCIAL PRODUCTS. (See page 18.) GEOGRAPHICAL STATISTIC UNIVERSAL POCKET ATLAS. (See page 9.) 24 /'/TMAN'S COMMERCIAL SI-RII* COMMERCIAL HISTORY. COMMERCIAL HISTORY. An introductory Treatise for the use of advanced classes in schools. By J. l\. V. MARCH ANT, M. A., formerly Scholar ol \YaAKT I. — The History of Commerce down to the end of tin* Middle Ages — Coloured Maps, Plates, Maps in Mack and white, fully illustrated from ancient tapestries, sculptii: • tc. PART II. — The History of Commerce from the Middle Ages to the Present Time. — Maps, Plates, etc. THE EVOLUTIONARY HISTORY OF ENGLAND, Kdited by OSCAR BROWNING, Eellow of King's College, Cambridge. 125 illustrations, beautiful reproductions of ck-ven famous historical paintings, genealogical tables, glossary, summary. 272 pp., is. lod. COMMERCIAL LAW. THE ELEMENTS OF COMMERCIAL LAW. By A. II. DOUGLAS, LL.B. (Lond.). (Sec page 12.) THE COMMERCIAL LAW OF ENGLAND. A Handbook for B Men and Advanced Classes in Schools. By J. A. Si \TI-.K. B.A., LL.B. (Lond.), of the Middle Temple and North-Eastern Circuit, I iarristcr-at-Law. This work is intended for the service of advanced students in schools ; but it has been designed in an equally important degree as a constant desk companion to the modern man of business. It is believed that the method of treatment will render the work a useful text-book for the various examinations in Commercial Law. With five facsimiles. Bills of Exchange (at 3 mos.), do. (at sight). Bill of Lading. Charter Party. Cheque crossings. Fourth Edition. In crown 8vo, cloth, 227 pp., 2s. 6d. QUESTIONS AND ANSWERS IN COMMERCIAL LAW. By J. \Yi i i S TIIATCIIKK. BaniMer.it Law. This ne\v book contains the whole ot the questions in Commen i.d Law >et .it tin- examinations of the I .oiidon ( lumber ol Commerce and the Royal Soi irty <>i Arts, tor the years U>00 to 1WW inclusive, with the 'correct answers thereto. In crown 8vo, cloth gilt, 2s. 6d. PITMAN'S COMMERCIAL SERIES 25 COMMERCIAL LAW (continued). PITMAN'S HANDBOOK OF LOCAL GOVERNMENT LAW. Specially designed for students for the Examination of the Institute of Municipal Treasurers and Accountants (Incorporated), as well as for all students engaged in the offices of Local Authorities in England and Wales. By J. WELLS THATCHER, of the Middle Temple, Barrister-at-Law. One of the Lecturers on Local Govern- ment Law and Commercial Law for the Educational Committee of the London County Council. In large 8vo, cloth gilt, 250 pp., net 35. 6d. ELEMENTARY LAW FOR SHORTHAND CLERKS AND TYPISTS. The plan followed in this work is that of giving such an account of various branches of English law as shall serve to bring out the precise significance of the chief terms customarily used by lawyers, and often used by laymen. In crown 8vo, cloth, 213 pp., 2s. 6d. LEGAL TERMS, PHRASES, AND ABBREVIATIONS. For typists and Shorthand and other Junior Clerks. This work is supplemen- tary to " Elementary Law," and its chief object is that of enabling junior clerks in English legal offices to gain an intelligible grasp of the meaning of the terms that they are called upon to employ every day. In crown 8vo, cloth, 200 pp., 2s. 6d. PITMAN'S SOLICITOR'S CLERK'S GUIDE. By E. A. COPE. This work is designed to serve for beginners and junior clerks in solicitors' offices the purpose served as regards other callings by office guides and other introductory technical books. In crown 8vo, cloth, 2s. 6d. CONVEYANCING. By E. A. COPE. Explains the essentials of a contract relating to land, illustrates the nature, the form, and the structure of the modern deed, the order of its contents, the impor- tance of recitals, the clauses implied by virtue of the Conveyancing and other Acts, the appropriate use of technical expressions, and numerous other points. In crown Svo, cloth, 206 pp., net 33. PITMAN'S BILLS, CHEQUES, AND NOTES. (See page 16.) Net 2s. 6d. PITMAN'S MERCANTILE LAW. By J. A. SLATER, B.A., LL.B. (See page 17.) Net 53. THE LAW OF HEAVY AND LIGHT MECHANICAL TRACTION ON HIGHWAYS IN THE UNITED KINGDOM. By C. A. MONTAGUE BARLOW, M.A., LL.D., and W. JOYNSON HICKS. (See page 17.) Net 8s. 6d. ENCYCLOPAEDIA OF MARINE LAW. By LAWRENCE DUCKWORTH, Barrister-at-Law. (See page 17.) Net $s. BANKRUPTCY AND BILLS OF SALE. By W. VALENTINE BALL, M.A., Barrister-at-Law. (See page 19.) Net 53. COMPANIES AND COMPANY LAW. By A. C. CONNELL, LL.B. (See page 17.) Net 53. THE LAW OF CARRIAGE. By J. E. R. STEPHENS, B.A., (See page 18.) Net 53. 26 PITMAN'S COMMERCIAL SERIES COMMERCIAL READERS. PITMAN'S COMMERCIAL READER (Intermediate Book). A splen- didly illustrated reading book, written on the same general plan as the Senior Book in the same series, but intended for younger readers. It is divided into nine sections, dealing with the chief branches of Modern Industry, such as Paper-making and the Production of Books and Newspapers ; Steam and Machinery ; Shipping ; Mining and Metal Works ; Electricity and its Uses ; Cotton and what is made from it ; Woollen Manufactures, etc. Each Section ends with the life story of some notable industrial pioneer. In crown 8vo, cloth, 240 pp., is. gd. PITMAN'S COMMERCIAL READER (Senior Book). An Introduction to Modern Commerce. The most important and valuable Reading Book yet published for use in the Upper Classes in Day Schools and in Evening Continuation Schools. Crown 8vo, cloth, 272 pp., 2S. Contains over 160 black and white illustrations, which include reproductions of famous pictures by Lord Leighton, P.R.A., Vicat Cole, R.A., Sidney Cooper, R.A., and Marcus Stone, R.A., together . with portraits (reproduced from photographs) of Lord Rothschild, Lord Armstrong, Lord Masham, Sir Alfred Jones, Sir George Williams, Guglielmo Marconi, etc., etc., etc. ; six black and white maps, and a coloured quarto Map of the World, showing the British Empire, the chief Telegraph Cables and Steamer Routes, etc. ; Glossary. PITMAN'S FRENCH COMMERCIAL READER. Deals in an interest- ing manner with the leading Commercial and National Institutions of France. The reading matter is most carefully selected, and while the student of French is improving his mastery of the language, he is at the same time getting a good insight into French commercial methods. Thus, while reading about invoices, the actual document is brought under his notice. Additional value is given to the book by the inclusion of questions and exercises. Maps, illustrations, and facsimiles of French commercial documents illustrate the text, and, in addition, the book contains a selection of commercial letters, a full list of commercial abbreviations in current use, and an exhaustive vocabulary. In crown 8vo, cloth, 208 pp., 2s. 6d. PITMAN'S GERMAN COMMERCIAL READER. Prepared on similar lines to the French Commercial Reader above. It furnishes a practical introduction to German commercial institutions and transactions, with questions and exercises which render it well suited for use in schools. Students are afforded the fullest help possible from plates, illustrations, maps, and facsimiles of German commercial documents. The text has had the benefit of revision by modern language masters in well-known schools. In crown 8vo, cloth, 208 pp., 2s. 6d. PITMAN'S COMMERCIAL SERIES 27 HANDWRITING. PITMAN'S COMMERCIAL HANDWRITING AND CORRESPOND- ENCE. A complete and reliable guide for the student of any kind of handwriting, designed for use in class for self-tuition. In fcap. quarto, quarter cloth, 2s. Contains carefully graduated Exercises, together with Plain and Practical Instructions for the Rapid Acquirement of a Facile and Legible Business Style of Handwriting — Furnishes also Explicit Directions for the Formation of the Recognised Civil Service Style — Text Hand — Legal Style — Engrossing Style — Block Lettering, as Required for Business Purposes — Valuable Hints on Business Composition — Specimens of Written Business Letters and Various Commercial documents, such as Account Sales, Accounts Current, Bills of Exchange, Promissory Notes, I.O.U.'s, Invoices, Statements, Receipts, etc. — Lists of Business Abbreviations, and Particulars of the Examination Requirements of the Society of Arts, Union of Lancashire and Cheshire Institutes, Midland Union of Institutes and other Examining Authorities. The whole of the numerous exercises, copies and illustrations are facsimile reproductions of the author's actual handwriting. BUSINESS HANDWRITING. The object of this work is to enable students to acquire the habit of writing with ease and rapidity, in such a manner that the meaning of even careless writing may be . at once evident to the reader. The many illustrations and exercises form a special feature of the work, and these are photographic reproductions of the actual writing of the author and his professional friends. In crown 8vo, quarter cloth, 84 pp., is. PITMAN'S COMMERCIAL COPY AND EXERCISE BOOKS. These Copy Books contain carefully graded sets of exercises in business work. The copies are engraved in a clear style of writing, for the purpose of guiding the student to a rapid and legible commercial hand. In fcap. folio, 32 pp., each 6d. No. i. — Documents and Exercises relating to the Home Trade. PRINCIPAL CONTENTS. — Commercial Terms and Abbreviations — Copying and Docketing Letters — Copying and Arrangement of Addresses — Subscriptions and Signatures of Letters — Letter- Writing — Composing Telegrams — Home Invoices, Cheques, and Receipts. No. 2. — Documents and Exercises relating to the Import and Export Trade. PRINCIPAL CONTENTS. — Shipping Invoices of various kinds- Account Sales — Statements of Account — Credit Notes — Inland Bill and Promissory Note — Account Current — Balance Sheets — Bills of Exchange — Bank Deposit Slips — Bills of Lading — Advice Notes — Customs Declaration Forms and Despatch Notes for Parcels Post — Brokers' Notes — Market Reports — Price Lists — Letters of Advice — Insurance Accounts, etc., with blank forms to be filled up by the student, and also a list of Commercial Terms and Abbreviations with their meanings. 28 PITMAN'S COMMERCIAL SERIES HANDWRITING (continued). EXERCISE BOOK OF FACSIMILE COMMERCIAL FORMS. Designed for the dual purpose of a copy book of commercial handwriting and to enable the student to familiarize himself with the filling up of business documents, etc. Among the forms given are : — Accounts Current, Account Sales, Invoices, Bills of Lading, Bills of Exchange, Cheques, Consignment Notes, etc. In large post 4to, printed in red and black, in wrapper, 32 pp., 6d. PITMAN'S FACSIMILE COMMERCIAL FORMS. A collection of the most common forms in everyday use in business to be filled up by the student. 26 separate forms in envelope. 6d. Forms separately, per dozen, 3d. PITMAN'S OFFICE ROUTINE COPY BOOK, No. x, In large post 4to. 24 pp., 3d. CONTAINS : — Specimen Addresses — Clerical, Commercial, Express Delivery, French, German, Italian, Miscellaneous, Official, Private, Railway, Registered, and Spanish, with forms for Transmitting Money or Goods by Post or Rail. PITMAN'S OFFICE ROUTINE COPY BOOK, No. 2. In large post 4to, 24 pp., 3d. CONTAINS : — Inland Invoices — Statements of Accounts — Receipts — Telephone Message and Reply — A Credit Note — Export Mer- chant's Invoice — Telegrams — Cheques — Letters Advising and Acknowledging Payment. PITMAN'S OFFICE ROUTINE COPY BOOK, No. 3. In large post 4to, 24 pp., 3d. CONTAINS : — Letters Ordering Goods — Letters Advising Travel- ler's Call — House Agent's Letters — Reply to an Inquiry — Letter enclosing Copy of Advertisement — Application for Shares — Letter Advising Despatch of Catalogue — Letter Advising Delivery of a Cycle — Letter Requesting a Special Favour — Letter of Recom- mendation— Dunning Letters — A Promissory Note — Order for Advertisement and Reply — Banker's Receipt for Share Deposit. CIVIL SERVICE AND COMMERCIAL COPYING FORMS. A collection of papers set at various examinations, with suggestions for obtaining the best results. In crown Svo, 40 pp., 6d. RULED FORMS for use with above. Books I and II. Each fcap. folio, 40 pp., 8d. PITMAN'S COMMERCIAL SERIES 29 FRENCH AND ITALIAN. PITMAN'S FRENCH COURSE, Part I. Grammar, with exercises, carefully selected conversational phrases and sentences, corre- spondence, short stories from French authors, and judiciously chosen vocabulary with imitated pronunciation. In crown 8vo, paper, 6d. ; cloth, 8d. PITMAN'S FRENCH COURSE, Part II. In crown 8vo, paper, 8d. ; cloth, lod. KEY TO PITMAN'S FRENCH COURSE, Parts I and II. In crown 8vo, each is. 6d. PITMAN'S PRACTICAL FRENCH GRAMMAR and Conversation for Self-Tuition, with copious Vocabulary and Imitated Pronuncia- tion. In crown 8vo, 120 pp., paper, is. ; cloth, is. 6d. A CHILD'S FIRST STEPS IN FRENCH. By A, VIZETELLY. An elementary French reader with vocabulary. Illustrated. In crown 8vo, limp cloth, gd. FRENCH BUSINESS LETTERS. A Practical Handbook of Commercial Correspondence in the French Language, with copious notes in English. In crown 4to, 6d. COMMERCIAL CORRESPONDENCE IN FRENCH. (See page 21.) In crown 8vo, 240 pp., cloth, 2s. 6d. FRENCH COMMERCIAL READER. (See page 26.) In crown 8vo, cloth, 208 pp., 2s. 6d. FRENCH COMMERCIAL PHRASES and Abbreviations with Trans- lation. In crown 8vo, 6d. FRENCH BUSINESS INTERVIEWS. With Correspondence, Invoices, L etc., each forming a complete Commercial Transaction, including Technical Terms and Idiomatic Expressions, accompanied by a copious vocabulary and notes in English. This work can be com- mended to all who desire to acquaint themselves with commercial French. In crown 8vo, 80 pp., paper, is. ; cloth, is. 6d. EASY FRENCH CONVERSATIONAL SENTENCES. With literal interlinear translation and imitated pronunciation. In crown 8vo, 6d. ADVANCED FRENCH CONVERSATIONAL EXERCISES. Consisting of everyday phrases, dialogues, proverbs, and idioms, with trans- lation, for the use of schools and private students In crown 8vo, 6d. EXAMINATIONS IN FRENCH, AND HOW TO PASS THEM. Exam- ination Papers recently set at some of the Chief Public Examinations fully solved. In crown 8vo, 6d. FRENCH TOURIST'S VADE MECUM. A careful selection of every- day phrases in constant use, with Vocabularies, Tables, and the Exact Pronunciation of every word. An easy method of acquiring a knowledge of French sufficient for all purposes of Tourists or Business Men. Special attention has been devoted to the section on Cycling and Photography. Handy size for the pocket, cloth, net is. ITALIAN TOURISTS' VADE MECUM. On the same lines as the French volume. Cloth, net Is. 30 'PITMAN'S COMMERCIAL SERIES FRENCH AND ITALIAN (continued). FRENCH TRANSLATION AND COMPOSITION. By LEWIS MARSH, B.A. (Hons.), Cantab., Med. and Mod. Languages Tripos, Late Exhibitioner of Emmanuel College ; White Prizeman ; Assistant Master, City of London School ; and Special Instructor in French and German to the London County Council. Students preparing for public examinations will find this book exceedingly helpful. It is divided into four Parts. In Part I the chief difficulties met with in translation are classified and arranged, and the hints conveyed are summarized in a number of " Golden Rules " at the end ; while in Part II the author works through a good selection of representative extracts according to the methods previously described, and finally gives in each case a finished translation, the aim throughout being to teach the student to deal intelligently with different styles of prose and verse. Part III consists of 100 carefully graduated extracts to be worked out by the student himself, all taken from classical French authors ; and these are followed in Part IV by exercises in French composition based on the extracts in the preceding part. At the end is a French-English and English-French vocabulary. In crown 8vo, cloth, 187 pp., 2s. 6d. FRENCH PHRASES FOR ADVANCED STUDENTS. By EDWARD KEALEY, B.A. A collection of useful phrases compiled on a new system. This book cannot fail to be of the utmost utility and assistance to those advanced students of French who are anxious to increase their knowledge of idiomatic terms and expressions. The author, who is Modern Language Master at Ampleforth College, Oswaldkirk, has brought together the phrases which he has found useful in his career as a teacher, and he has had every opportunity of testing their value by the practical tests of public examinations. In crown 8vo, is. 6d. PITMAN'S DICTIONARY OF COMMERCIAL CORRESPONDENCE IN FRENCH, GERMAN, SPANISH AND ITALIAN. (See page 22.) Net 73. 6d. DICTIONARY OF THE WORLD'S COMMERCIAL PRODUCTS. Second Edition, Revised. With French, German, and Spanish equivalents for the Names of the Products. By J. A. SLATED, B.A., LL.B. In demy 8vo, 163 pp., cloth, 2s. 6d. THE FOREIGN CORRESPONDENT. By ALBERT EMIL DAVIES. (See page 22.) In crown 8vo, cloth, 80 pp., net is. 6d. PITMAN'S INTERNATIONAL MERCANTILE LETTERS. English- French. (See page 21.) In crown 8vo, cloth, 2s. 6d. PITMAN'S INTERNATIONAL MERCANTILE LETTERS. English- Italian. (See page 21.) In crown 8vo, cloth, 33. PITMAN'S COMMERCIAL SERIES 31 GERMAN. PITMAN'S GERMAN COURSE. Part I, Grammar, with exercises, carefully selected conversational Phrases and Sentences, Corre- spondence, short stories from German authors, and vocabulary with imitated pronunciation. In crown 8vo, paper, 6d. ; cloth, 8d. KEY TO PITMAN'S GERMAN COURSE. Part I. In crown 8vo, is. 6d. PITMAN'S PRACTICAL GERMAN GRAMMAR and Conversation for Self-Tuition, with copious Vocabulary and imitated pronun- ciation. In crown 8vo, paper, is. ; cloth, is. 6d. GERMAN BUSINESS INTERVIEWS, Nos. I and 2. With Correspond- ence, Invoices, etc., each forming a Complete Commercial Transac- tion, including Technical Terms, Dialogues for Travellers, and Idiomatic Expressions used in Shipping and Mercantile Offices, accompanied by a copious marginal Vocabulary and Notes in English. In crown 8vo, each, paper, is. ; cloth, is. 6d. ELEMENTARY GERMAN CORRESPONDENCE. By LEWIS MARSH, B.A. (See page 22.) In crown 8vo, cloth, 2s. COMMERCIAL CORRESPONDENCE IN GERMAN. (See page 21.) In crown 8vo, cloth, 240 pp., 2s. 6d. GERMAN COMMERCIAL READER. (See page 26.) In crown 8vo, cloth, 208 pp., 2s. 6d. GERMAN BUSINESS LETTERS, With copious marginal vocabulary and notes in English, and some letters in German script characters. In crown 8vo, 6d. GERMAN COMMERCIAL PHRASES. With abbreviations and translation. In crown 8vo, 6d. EXAMINATIONS IN GERMAN, and How to Pass Them, being Exam- ination Papers recently set at the Chief Public Examinations, fully solved. In crown 8vo, 6d. EASY GERMAN CONVERSATIONAL SENTENCES. With literal interlinear translation and imitated pronunciation. In crown 8vo, 6d. ADVANCED GERMAN CONVERSATIONAL EXERCISES. In crown 8vo, 6d. GERMAN TOURIST'S VADEJMECUM. With vocabularies, tables, etc., and the exact pronunciation of every word ; being a careful selection of phrases in constant use. In crown 8vo, cloth, net is. DER NEFFE ALS ONKEL. Schiller's Comedy, fully annotated. In crown 8vo, paper, 6d., cloth, is. ENGLISH-GERMAN AND GERMAN-ENGLISH DICTIONARY OF BUSINESS WORDS AND TERMS. (See page 22.) Size 2 by 6 in., rounded corners, cloth, net 2s. 6d. PITMAN'S DICTIONARY OF COMMERCIAL CORRESPONDENCE ^ IN FRENCH, GERMAN, SPANISH AND ITALIAN. (See page 22.) ^ In demy 8vo, cloth, 500 pp., net 73. 6d. DICTIONARY OF THE WORLD'S COMMERCIAL^ PRODUCTS (SLATER). With equivalents in French, German, "and Spanish. (See page 30.) 2s. 6d. PITMAN 'S ^INTERNATIONALE MERCANTILE LETTERS. English- German. (See page 21.) In crown 8vo, cloth, 2s. 6d. 32 PITMAN'S COMMERCIAL SERIES SPANISH AND PORTUGUESE. SPANISH BUSINESS LETTERS. A handbook of commercial corre- spondence in the Spanish language. In crown 8vo, 6d. SPANISH BUSINESS INTERVIEWS. With Correspondence, Invoices, etc. In crown 8vo, paper, is. ; cloth, is. 6d. EASY SPANISH CONVERSATIONAL SENTENCES. With literal inter- linear translation and imitated pronunciation. In crown 8vo, 6d. ADVANCED SPANISH CONVERSATIONAL EXERCISES. Consisting of everyday phrases, dialogues, proverbs, and idioms, with translation. In crown 8vo, 6d. PITMAN'S PRACTICAL SPANISH GRAMMAR. With Conversation for Self-Tuition, copious vocabulary, and imitated pronunciation. In crown 8vo, paper, is. ; cloth, is. 6d. SPANISH COMMERCIAL PHRASES. With abbreviations and translation. In crown 8vo, 8d. SPANISH TOURIST'S VADE MECUM of Spanish Colloquial Conversa- tion, with vocabularies, tables, etc., and the exact pronunciation of every word. Cloth, net is. COMMERCIAL CORRESPONDENCE IN SPANISH. (See page 21.) SPANISH SHORTHAND. (See page 36.) PITMAN'S DICTIONARY OF COMMERCIAL CORRESPONDENCE. (See page 22.) Net Js. 6d. DICTIONARY OF THE WORLD'S COMMERCIAL PRODUCTS. (See page 30.) 2s. 6d. THE FOREIGN CORRESPONDENT (DAVIES). (See page 22.) Net is. 6d. A NEW DICTIONARY OF THE PORTUGUESE AND ENGLISH LANGUAGES. (See page 22.) PITMAN'S INTERNATIONAL MERCANTILE LETTERS. English- Portuguese. (See page 21.) LAW. See under " Commercial Law " and " Business Handbooks." PITMAN'S COMMERCIAL SERIES 33 SHORTHAND. (Abridged List. Complete Catalogue on application.} PHONOGRAPHIC TEACHER. Price 6d. ; post-free 6Jd. KEY TO THE "PHONOGRAPHIC TEACHER." Price 6d. ; post- free 6£d. EXERCISES IN PHONOGRAPHY. Price id. ; post-free ijd. PROGRESSIVE STUDIES IN PHONOGRAPHY. Price is. ; cloth, is. 6d. PITMAN'S SHORTHAND WRITING EXERCISES AND EXAMINA- TION TESTS. In crown 8vo, cloth. Price is. 6d. ; stiff boards, is. KEY TO PITMAN'S SHORTHAND WRITING EXERCISES AND EXAMINATION TESTS. In crown 8vo, cloth gilt, 267 pp., 33. 6d. PITMAN'S SHORTHAND INSTRUCTOR. A Complete Exposition of Sir Isaac Pitman's System of Phonography. Price 35. 6d. KEY TO " PITMAN 'S SHORTHAND INSTRUCTOR, ' ' Price is. ; cloth, is. 6d. PITMAN'S SHORTHAND MANUAL (being Part I of "Pitman's Shorthand Instructor"). Price is. 6d. ; cloth, 2s. KEY TO "PITMAN'S SHORTHAND MANUAL," Price 6d. ; post- free yd. PITMAN'S SHORTHAND GRADUS ; a Series of Writing Exercises. Price 2d. ; post-free 2|d. PITMAN'S SHORTHAND REPORTER (being Part II of "Pitman's Shorthand Instructor"). Price 2s. ; cloth, 2s. 6d. KEY TO " PITMAN'S SHORTHAND REPORTER " (being Part II of " Pitman's Shorthand Instructor"). Price 6d. ; post-free 6^d. REPORTING EXERCISES. Price 6d. ; post-free 6£d. KEY TO "REPORTING EXERCISES." In the Reporting Style of Pitman's Shorthand. Price is. GRAMMALOGUES AND CONTRACTIONS. Price 2d. ; post-free 2Jd. PITMAN'S SHORTHAND PRIMER. In three books. Price 6d. each ; post-free 6£d. KEY TO " PITMAN 'S SHORTHAND PRIMER, ' ' Books I, II, and III. Price 6d. each ; post-free 6|d. PITMAN'S SHORTHAND READING LESSONS, No. i. Price 6d. ; post-free 6^-d. PITMAN'S SHORTHAND READING LESSONS, No. 2. Price pd. ; post-free lod. KEY TO "PITMAN'S SHORTHAND READING LESSONS," Nos. 1 and 2, in ordinary print. Each 2d. COMPEND OF PHONOGRAPHY. Price id. ; post-free ijd. PITMAN'S "FONO" HEAD-LINE SHORTHAND COPY BOOKS. Book A \ For " The No. 1 I For " Pitman's ,, B I Phonographic ,, 2 Shorthand „ C J Teacher." ,, 3 I Primer, Book I." Price 2d. each ; post-free 2jd. 34 PITMAN'S COMMERCIAL SERIES SHORTHAND (continued). SHORTHAND COMMERCIAL COURSE. Cloth, 240 pp. Price 33. 6d. KEY TO SHORTHAND COMMERCIAL COURSE. Cloth. Price is. 6d. GRADUATED TESTS IN PITMAN'S SHORTHAND. Price 6d. ; post- free 6Jd. PITMAN'S SHORTHAND CANDIDATE'S DICTATION EXERCISES. Cloth is. PITMAN'S PROGRESSIVE DICTATOR. Cloth, 228 pp., as. 6d. PITMAN'S SHORTHAND DICTIONARY. Ninth Edition. Price, cloth, 4s. ; " Library Edition," roan, coloured edges, 5-. PITMAN'S ABRIDGED SHORTHAND DICTIONARY. Price, roan, gilt edges, as. 6d. REPORTER'S ASSISTANT. Price is. 6d. ; cloth, 2s. PHONOGRAPHIC PHRASE BOOK. Price is. ; cloth, is. 6d. RAILWAY PHRASE BOOK, Price 6d. ; post-free 6Jd. LEGAL PHRASE BOOK. Price 6d. ; post-free 6}d. MILITARY PHRASE BOOK. Price is. INSURANCE PHRASE BOOK. Price 6d. ; post-free 6id. BANKING PHRASE BOO.C Price 6d., post free 6Jd. TECHNICAL REPORTING. Price is. 6d. ; cloth, 2s. INTERLINED SPEED PRACTICE BOOKS. No. 1.— Speeches. No. 2.— Sermons. No. 3. — Commercial. Price ijd. each ; post-free 2d. KEYS TO "INTERLINED SPEED PRACTICE BOOKS," Nos. 1, 2, and 3. In Reporting Style. Price 2d. each ; post-free 2£d. GRADUATED DICTATION BOOKS. No. 1.— Political Speeches. No. 2. — Sermons. No. 3. — Commercial. No. 4. — Speeches (Com- mercial) and Addresses. In crown 8vo. Price 4d. each ; post-free 4>,1. KEY TO " GRADUATED DICTATION BOOK IN SHORTHAND, Nos. 1 and 2." In Reporting Style. In crown 8vo. Each 6d. ; post-free 7d. BRIEF REPORTING NOTES IN SHORTHAND. Price 6d. ; post-free yd. ; cloth, is. PITMAN'S REPORTING PRACTICE. In crown 8vo, cloth. Price 2S. ACQUISITION OF SPEED IN PHONOGRAPHY. By E. A. COPE. In ordinary print. In crown 8vo. Price 2d. ; post-free 2jd. SHORTHAND IN THE OFFICE. Price is. 6d. ; cloth, as. SHORTHAND COMMERCIAL LETTER WRITER. Price is. ; cloth, is. 6d. KEY TO THE "SHORTHAND COMMERCIAL LETTER WRITER." Price 6d. ; post-free yd. ; cloth, is. THE SHORTHAND COMMERCIAL LETTER WRITER AND KEY in one volume. Cloth, 2s. PITMAN'S COMMERCIAL SERIES 35 SHORTHAND (continued). OFFICE WORK IN SHORTHAND. Price is. ; cloth, is. 6d. KEY TO " OFFICE WORK IN SHORTHAND. ' ' Price 6d. ; post-free yd. ; cloth, is. OFFICE WORK IN SHORTHAND AND KEY, in one volume. Cloth, 2S. BUSINESS CORRESPONDENCE IN SHORTHAND. Price is. ; cloth, is. 6d. KEY TO " BUSINESS CORRESPONDENCE IN SHORTHAND," Price 6d. ; post-free 7d. ; cloth, is. BUSINESS CORRESPONDENCE IN SHORTHAND AND KEY. In one » volume, bound in cloth.1 Price 2s. TRADE CORRESPONDENCE IN SHORTHAND. Price is. KEY TO " TRADE CORRESPONDENCE IN SHORTHAND." Price F •- 6d. ; post-free yd. PITMAN'S SHORTHAND TEACHER'S HANDBOOK. Tenth Edition. In crown 8vo. Price, cloth, is. 6d. LIFE OF SIR ISAAC PITMAN, Inventor of Phonography. With about 50 illustrations. In demy 8vo, cloth gilt, gilt top, 73. 6d. SHORTHAND READING BOOKS. (Printed from engraved characters except where otherwise stated.} In the Learner's Style. AESOP'S FABLES. In words of one syllable. Price 6d. ; post-free 6^d. EASY READINGS. Price 6d. ; post-free 6Jd. LEARNER'S SHORTHAND READER. Price 6d. ; post-free 6M. PITMAN'S SHORTHAND READING LESSONS, No. i. (See page 27.) In the Corresponding Style. PHONOGRAPHIC READER. Price 6d. ; post-free 6Jd. THE CHIMES. By CHARLES DICKENS. Price is. 6d. ; cloth, 2s. THE BATTLE OF LIFE. By CHARLES DICKENS. Price is. ; cloth, is. 6d. THE BOOK OF PSALMS. From the Authorised Version of the Bible. Price is. ; cloth, is. 6d. SELF-CULTURE. By J. S. BLACKIE. Price is. ; cloth, is. 6d. KEY to ditto, in ordinary print. In post 8vo. Price, cloth, 2s. 6d. THE VICAR OF WAKEFIELD. By OLIVER GOLDSMITH. Illustrated. Price 2s. ; cloth, 2s. 6d GULLIVER'S VOYAGE TO LILLIPUT. By JONATHAN SWIFT. Price is. ; cloth, is. 6d. ROBINSON CRUSOE. By DANIEL DEFOE. Illustrated. Price 2s. ; cloth, 2s. 6d. TALES AND SKETCHES. By WASHINGTON IRVING ; with Key in ordinary print. Price is. ; cloth, is. 6d. THE SILVER SHIP OF MEXICO. A tale of the Spanish Main. An abridgment of J. H. Ingraham's story. Price is. ; cloth, is. 6d. 36 PITMAN'S COMMERCIAL SERIES SHORTHAND READING BOOKS (continued). SELECT READINGS, No. 1. Price 6d. ; post-free 6jd, SELECT READINGS, No. 2. Price 6d. ; post-free 6£d. PITMAN'S SHORTHAND READING LESSONS, No. 2. (See page 27 ) CHRISTMAS CAROL. By CHARLES DICKENS Price is. ; cloth is. 6d. THE CRICKET ON THE HEARTH. By CHARLES DICKENS. Price is. 6d. ; cloth 2s. THE HAUNTED MAN. By CHARLES DICKENS ; with 23 illustrations by S. J. Loxton. Price is. 6d. ; cloth 2s. TALES FROM DICKENS. Price is. 6d. ; cloth, 2s. THE SIGN OF FOUR. By SIR A. CONAN DOYLE. Price is. 6d. ; cloth, 2S. AROUND THE WORLD IN EIGHTY DAYS. By JULES VERNE, abridged. Price is. 6d. ; cloth, 2s. SELECTIONS FROM AMERICAN AUTHORS. Price is. ; cloth, is. 6d. THE^LEGEND OF, SLEEPY HOLLOW. By WASHINGTON IRVING with Key in ordinary print. Price 6d ; post-free 6|d. MUGBY JUNCTION AND OTHER STORIES. By CHARLES DICKENS- Price is. 6d. ; cloth 2s. RIP VAN WINKLE. By WASHINGTON IRVING ; with Key in ordinary print. Three illustrations. Price 6d. ; post-free 64d. GLEANINGS, No. I. Price 6d. ; post-free 6Jd. GLEANINGS, No. 2. Price 6d. ; post-free 6£d. THE HOLY BIBLE. Containing the Old and New Testaments. Lithographed in the Easy ReportingiiStyle. Authorised Version. Price, cloth, red edges, los. ; roan, gilt edges, I2s. ; morocco, gilt edges, 153. THE NEW TESTAMENT. In Easy Reporting Style with two coloured maps. Authorised Version. Price, roan, red edges, 45. ; morocco, gilt edges, 55. THE BOOK OF COMMON PRAYER. Easy Reporting Style. Price, roan, red edges, 45. ; morocco, gilt edges, 55. CHURCH SERVICES. Easy Reporting Style, 935 pp. Price, roan, bevelled boards, gold lettered back and side, 5s. 6d. ; morocco ditto, gilt edges, 73. 6d. THANKFUL BLOSSOM. By BRET HARTE. Price is. ; cloth, is. 6d. ADAPTATIONS OF PHONOGRAPHY TO FOREIGN LANGUAGES. Dutch Phonography, 55. ; Esperanto Phonography, is. net ; French Phonography, is. and is. 6d. ; German Shorthand, is. 6d. and 2s. ; Italian Phonography, 2s. 6d. ; Japanese Phonography,*Part I, is 6d., Part II, 2s. ; Examples and Exercises, is. ; Spanish Shorthand, 35. 6d., Key, 2s. ; Welsh Shorthand, 2s. PITMAN'S COMMERCIAL SERIES 37 NOTE-BOOKS, ETC. In ordering through a bookseller please state " FONO " series and the register number which is printed on each copy, and be careful to accept no other. Imitations are often sold which are vastly inferior in quality of paper and strength of binding. FONO REPORTER'S NOTE-BOOKS. No. 1. — Red lines, suitable for pen or pencil ; with the Grammalogues, alphabetically arranged, printed inside the cover. 80 pp., id., post-free ijd. ; six copies, post-free gd. ; twelve copies, post-free is. 3d. No. 2. — Red lines, suitable for pen or pencil ; with the Grammalogues inside the cover. 160 pp., 2d., post-free 3d. ; six copies, post-free is. 3d. ; twelve copies, post-free 2s. 4d. No, 3. — With the Contracted Words inside the cover. 200 pp., 3d. ; post-free 4d. No. 4. — With List of Longhand Press Contractions and Press Telegraph Regulations printed inside the cover. 160 pp., superior paper, elastic binding, 4d. ; post-free 5d. Cloth cases for holding this, and also No. 3 Note-book, can be had from 6d. to 33. No. 5. — Single or Double Lines. 200 pp., 8 by 5, elastic binding to open flat, 6d. ; post free yd. Cloth cases for holding this Note-book can be had at is. each. No. 5 R. — 200 pages, 8 in. by 5 in., elastic binding to open flat. Exactly like No. 5, except that the lines are ruled in red instead of blue, as in the ordinary No. 5 Single Lines. Price 6d. ; post-free 8d. No. 5 W. — This book is ruled in red, and is like No. 5 R, except that there is greater space between the ruled lines. Price 6d. ; post-free 8d. No. 5 M. — Exactly like No. 5 W, but with a ruled margin at the left side of the page for the purpose of reference marks, numbers, etc. Price 6d. ; post-free 8d. No. 6. — Unruled, to open at the side. Elastic binding, 240 pp., 6d. ; post-free yd. No. 20. — Single lines, stiff boards, marginal red line. 200 pp., 8J in. by 5£ in., elastic binding, 8d. ; post-free pd. No. 21.— PITMAN'S S-O (Side-Opening) REPORTER'S NOTE- BOOK. Elastic binding ; opens flat. 200 pp., 6d. ELASTIC-BOUND NOTE-BOOKS. Made of the very best paper, to open flat on the desk, strongly bound. As supplied to His Majesty's Government. Nos. 12 and 15 are made of slightly thinner paper. No. 7.— Single lines, half-cloth, 150 pp., 8 by 5, is. (red) „ 200 ,,8,5, is. 6d. 9.— „ „ 180 „ 9 10.— „ cloth, 250 „ 9 12. — Single lines, stiff boards, 400 ,, 8 15.— „ „ (stitched), 250 „ 8 is. 6d. 5i 2s. 5, is. 5, is. 6d. 38 PITMAN'S COMMERCIAL SERIES NOTE-BOOKS, ETC. (continued). POCKET NOTE-BOOKS. Elastic binding, made of the very best paper. No. 17. — Single lines, half-cloth, 120 pp., 7J by 4£, pd., post-free, lod. „ 18.— Double lines ,, 120 „ 7J „ 4J, gd., post-free lod. PITMAN'S NOTE-BOOK COVER AND TRANSCRIBING SLOPE. 9 in. by 5 in. With Note-book, 2s. No. 19. — REFILLS for above. 9 in. by 5 in.- Red, marginal ruling. 140 pp., 6d. A LIBERAL REDUCTION IS ALLOWED ON A QUANTITY. TYPEWRITING. PITMAN'S TYPEWRITER MANUAL. Illustrated with numerous facsimile plates. Lists of abbreviations. Fully explains the Touch Typewriting Method. Fourth Edition In large post 4to, cloth, 33. PITMAN'S EXERCISES AND TESTS IN TYPEWRITING. Contains upwards of eighty exercises, forty tests, a list of the chief towns in the United Kingdom, specimen addresses, draft directions for practice in business composition, postal information, lists of foreign words, phrases and sayings, business terms, newspaper expressions, etc. In foolscap folio, 158 pp. Price 33. PITMAN 'S TYPEWRITING EXAMPLES, Forty-eight facsimile exam- ples, embracing a variety of typewriting work. In foolscap folio, 2s. 6d. Ditto. Printed in oblong note-book for standing by the side of the machine, 2s. Ditto. Note-book form, in covers, is. 6d. REMINGTON TYPEWRITER MANUAL. Illustrated. With facsimiles and Exercises. In large post 4to, quarter cloth, is. ; cloth, is. 6d. PITMAN'S PRACTICAL COURSE IN TOUCH TYPEWRITING. A Scientific Method of Mastering the Keyboard by the sense of Touch. Single Keyboard Edition, is. 6d. Double Keyboard Edition, is. 6d. *MODERN TYPEWRITING AND MANUAL OF OFFICE PROCEDURE. Contains over 100 illustrations. Price 2s. 6d. *TE ACKERS' HANDBOOK AND KEY TO MODERN TYPEWRITING. Price 2s. 6d. Interleaved with ruled paper, price 35. 6d. PRACTICAL TYPEWRITING AND EXAMINATION GUIDE (MORTON). Price 2s. 6d. * (These two books are also published in one vol. Price 53.) PITMAN'S COMMERCIAL SERIES 39 PERIODICALS. The Magazine of Commerce and the Business Man's Magazine. A magnificently illustrated Monthly Magazine for Business Men and Commercial Teachers, who desire to keep abreast of the times. It gives the month's happenings in the commercial world and contains special articles on important bnsiness subjects. (Established 1902.) Monthly, 6d. net. Pitman s Journal. Contains six pages of Shorthand in the Learner's, Corresponding, and Reporting Styles, with Key, besides special articles of interest to all connected with commercial education. Subscription, which may begin at any time, 6s. 6d. per annum, post-free. (Estab. 1842), 32 pp. Weekly id., by post i^d. Pitman's Shorthand Weekly. Illustrated. Gives every week eight pages of bright and entertaining matter printed entirely in shorthand. The ordinary letterpress pages contain helpful articles to students of shorthand and commercial subjects. Annual subscription, 6s. 6d. ; half year, 33. 3d. ; quarter, is. 8d. (Established 1892.) Weekly id.; by' post, iJrd. The Success Ladder. Edited by JOHN FENWICK. A monthly magazine of cheer, progress, optimism, encouragement, and helpfulness for everybody. Monthly, 4d. net. 40 PITMAN'S COMMERCIAL SERIES CATALOGUES, ETC. Sir Isaac Pitman & Sons, Ltd., have pleasure in calling attention to the following Catalogues of Books published by them. They will be pleased to send on application any of these Catalogues, all of which are constantly brought up-to-date. Specimen page catalogues of text- booksJonlBook-keeping, Law, Business Training, Commercial Corre- spondence, and Languages, can also be had post-free on application. [A] COMPLETE LIST OF ALL PUBLICATIONS. 96 + 50 pp. [C] PITMAN'S EDUCATIONAL BOOKS (Primary). Illustrated. 56pp. [D] Ditto, un-illustrated. 44 pp. [E] PITMAN'S LIST FOR INFANT SCHOOLS. Books for the Child and the Teacher. Illustrated. 16 pp., with Supplement. [F] SOME TEXT-BOOKS specially adapted for Evening and Com- mercial Schools. 24 pp. [G] PITMAN'S BUSINESS HANDBOOKS. 16 pp. [H] PITMAN'S SHORTHAND, TYPEWRITING, STATIONERY AND COMMERCIAL LANGUAGES CATALOGUE. 40 pp. [N] A CATALOGUE OF THEOLOGICAL AND RELIGIOUS LITERATURE. 16 pp. [O] A CATALOGUE OF GENERAL LITERATURE. 16 pp. Any who may happen to be in the neighbourhood of St. Paul's Cathedral are cordially invited to visit Sir Isaac Pitman & Sons' Show Room, at 14 Warwick Lane, where their publications may be examined at leisure. £72. • 5> YB 47461: