Nov. ], 1899.] THE TEOPICAL AGRICULTURIST. 
321 
Another importer placed liie consnra)3tion of 
Chinas in Germany at three-fourths of the total 
import,and other kinds one quarter only. As rejjards 
a campaign for the pushing of Ceylon Tea in Ger- 
many, I found all the importers indifferent and 
some of them distinctly hostile. Some of them 
(personal friends of my own) seem to regard my 
mission as one meant to take the trade out of tiieir 
hands and to transfer it to the retailer and whole- 
sale dealer. My assurance to the contrary seemed 
at first to have little effect. I assured all these men 
that I wanted to work with the trade, and throngii 
tlie trade entirely. After a deal of conversation, I 
believe, I have got 
TWO IIAMBUKG IMPORTERS, 
and one Bremen one, to work with me. The two 
former will think the matter over, while the 
Bremen man is to get a series of well- written 
illustrated articles put in the illustrated news- 
papers, and further short articles in the other 
papers. I am to send him a supply of photos for 
this purpose. I have made it clear that we are 
quite as willing to assist their clients to advertise 
Oeylon Tea, as we are to assist Hagenbeck & Co. 
Hagenbeck's advertisements have evidently made a 
great deal of impression, but most of the importers 
think it is money throAvn away, and hold that the 
immense amount of money spent will not be com- 
pensated for by the amoitnt of business done. 
However, the very fact that his advertising has 
drawn the attention of the Avhole of Germany to 
him and his tea is significant. 
HAGENBECK AND CO., BERLIN, AND 
THEIR WORK, 
This firm have taken up Ceylon Tea, and pushed 
it on through business lines and with a vast 
amount of energy. Tliey have only an office in 
Berlin, their warehouse is in Bremen, as is also 
their packing establishment. Their mode of work 
has been as follows : — Their travellers have visited 
67 big towns in Germany. Prior to his arrival the 
town is placarded Avith posters and the dealers in 
that town and district receive musters of his teas. 
In every district he has now an agent or rather 
dealer and the dealers and travellers in turn take 
his teas round to the grocers. He works in tea 
and Ceylon Tea only. In addition to the 67 large 
towns "his travellers have visited 37 smaUer towns 
in Germany. I have of course not been able to 
verify this statement about the travellers, but their 
books show the following expenditure from time 
they started till 31st July : — 
Marks. 
(1) Placards iu 67 towns. Advertise- 
ments in 31 papers. Cost of post- 
age 165,060 for samples. 275,000 
post cards with views. 100,000 cir- 
cnlars. Six particular posters. 
3,000 transparencies. •40,000 post 
cards from Colombo ... 4,2700 
Marks. 
(2) Two travellers ... 14,000 ) 
Three Warehousemen. . 3,500 [ 21,100 
Two clerks .. 3,600 j 
(3) Eent of "Warehouses in Bremen. ) 
Offices in Berlin. V 6,600 
Furnishing of do. do. ) 
(4) Purchase of 92,000 lbs, tea ... 40,000 
110,400 
01! say £5,5^0 or in aclvertising alone .£2,135, against 
which we have given them £750. (Since this was 
written payments have been given for £907 Is. Od. 
being one-third of £1,154-7-5 and on§-third of 
£1,566-15-6, in addition to the £750 grant, 5,0001b, of 
tea for free distribution and E2,875'24 for duty. 
Receipts :— Marks. 
£750 from Thirty Committee . . 15,000 
S.Ue3 of 30,0C01b. tea ,. 14,000 
Profit on do ,, 1,400 
30,400 
Deduct receipts from Expenditure 
leaves a balance of ,. 80,000 
Less value of 15,000 lb. tea sold but) 
not delivered, and 47,000 lb. tea ^ ,. 26,000 
bought, but not sold j 
54,000 
or £2,700. being balance of money imported by 
Hagenbeck & Co. in first nine months. In other 
words they have up to date put £4,000 into the 
business. They are strongly of opinion that they 
must go on with their advertising and think it 
would be unwise to stop, I have pointed out 
that all those other articles of consumption which 
are so extensively advertised give a large profit to 
the manufacturers probably over 100 per cent — 
and they can well afford to advertise, but that 
our funds are limited and that we do not pro« 
fess to advertise to this extent. Herewith aum- 
inary of their estimate for six months advertis- 
ing to be undertaken now : — 
Advertising in six illustrated papers Marks 
with a weekly issue .„ 6,336 
Eight ladies' papers appearing every 
fortnight ... .„ 4,272 
24 daily, papers once a day ... 7,322 
For special advertisements for grocers 
in their own provincial papers ... 9,000 
Placarding towns ... ... 12,448 
25,000 large posters , . , , 1 125 
19,000 small do .. ... l'l40 
12,000 inside do .. .. I'fiOO 
12,000 transparencies . . . . '840 
49,000 samples and DOstago ,. 10,000 
300,000 post cards ' ... . . 2,700 
200,000 pamphlets (Bamber's) ... 6,000 
M. 62,983 
or say £3,149. I have pointed out that we are 
quite ready to give one-third of this sum. They 
affirm that this is not sufficient and that they can- 
not risk more of their own capital. I have replied 
we cannot possibly devote such a large sum 
as this to him alone next year. I see from 
the Report of the Committee that a sum 
of £2,000 has been voted this year for Germany 
and that out of this Hagenbeck & Co. are to 
receive £1,500. I do not know, if this is in antici- 
pation of more advertising on their part or in 
payment of part of the money M. 42,700 £2,135) 
already spent by them. If this be the case, I 
think, Hagenbeck should receive other £500 next; 
year in 1900 — making a grant of i:2,O0O to them 
on account of their expenditure for advertising 
in '98 and '99 — which will amount to a total of 
£5,284. See my private letter which accompanies 
this for fuller information as to this linn. For 
we must reserve £500 at least next year, for the 
importing houses in Bremen and Hamburg if 
they Avant it. Hagenbeck & Co. are particu- 
larly anxious to have some sort of official ap- 
pointment. They have tried to take advantage 
of the present of tea to the troops to obtain 
contracts with some regiments, but unless they 
can shew that they are special agents for the 
Planters' Association, or the Ceylon Government, 
they will be regarded as swindlers, they say — ■ 
I know how much importance some official re-< 
cognition gives iu Germany, but >v« do not i<i 
