When taking up the retail merchandising of coffee, the practical grocer learns all he can about the popular grades to be had in the principal markets, and how the coffees are grown, roasted, blended, and ground. He also ascertains the best methods of brewing, testing out each grade and kind on his own table, if he does not have testing facilities in his store. He studies the relative trade values of different varieties of coffee, and the requirements of his particular clientèle.
An interesting analysis of some 250 grocery stores in the United States[338] made in 1919, showed that twenty-nine percent of the dealers bought all their coffee from wholesale grocers, forty-eight percent exclusively from roasters and specialty wholesalers, ten percent got over one-half of their coffee from wholesale grocers, and thirteen percent bought less than one-half from the wholesale grocery houses.
There are two fundamental plans on which a retailer builds a successful coffee business—by buying coffee already roasted, and by buying it green and roasting it in the store. Each plan has its advantages; but its practicability depends upon conditions in different localities.
Beyond acquiring a general talking knowledge about coffees, the retailer buying his stocks roasted in bulk or package form does not generally need the intimate knowledge of his goods required by the grocer who roasts his own coffee. If he grinds the coffee for his customers he must know the type of grind best suited to the way the coffee is to be brewed, and must be able to tell the best brewing method.
The practical grocer who makes up his own blend is acquainted with blending principles and methods. "While he can not expect to be as expert as the large wholesale blender, he should know that green coffees are generally classified by blenders in five great divisions; (1) Brazils, including Santos, Bourbon and flat bean, Rios, Victorias, and Bahias; (2) Washed milds, embracing, as of the most commercial value, Bogotas, Bucaramangas, Guatemalas, Mexicans, Costa Ricans, Maracaibos, and Meridas; (3) Unwashed milds, such as Maracaibos, Bucaramangas, La Guairas, and Mexicans; (4) Javas, Sumatras, and Padangs; (5) Mocha, and Harari."
Close-up of the Miniature Manufacturing Plant, Showing the Roasting and Grinding Equipment
APPLYING THE SPECIALIST IDEA TO COFFEE MERCHANDISING
The Pacific Stores Co., Los Angeles, cutting out deliveries, premiums, and solicitors, has built up a business of more than 100 bags of coffee daily, selling direct to the consumer in a chain of 100 booths patterned after the country-roadside gasoline stations; each one having its own roaster]
It has been found by experience that a good assortment for the average retailer to carry consists of Santos, because of price; a natural unwashed Maracaibo or Bucaramanga, because of full body and general blending values; and a washed coffee, preferably a Bogota, which gives quality and character to a blend. In stocking up with these coffees, the practical merchant avoids Santos with a strong or Rioy flavor, bitter or "hidey" Maracaibos, and acidy or thin Bogotas.[339]
A grocer equipped with these coffees has the Santos for his low-priced seller. For his medium grade he blends Santos and Maracaibo, half-and-half. The next higher grade is made up of one-third each of the three coffees; while the best blend consists either of half-and-half Bogota and Maracaibo, or three-quarters Bogota and one-quarter Maracaibo.
The chief advantage of these three coffees is that they blend well in any way they are mixed; and the dealer with a little experience, and working with the two necessary ideas in mind—satisfactory coffee and price—can make up various combinations.
In view of the fact that the United States imports coffee from more than a hundred different sections of the world, and that there are wide variations in flavor among the coffees produced in each of the hundred, it is easy to understand that the blender has an almost unlimited supply from which to make up a blend with a distinctive individuality. Practically all coffee importers, and most wholesalers, are thoroughly acquainted with the relative trade values of the different coffees, and help their customers make up desirable blends.
Small Roasters for Retail Dealers
While the wholesale coffee roaster is obliged to instal a large and somewhat complex equipment, the retailer must use a small, compact, self-contained unit that does not take up much space in his store, and that is easily operated. Retail roasting machines are constructed on the same general principle as the wholesale roaster. The roasting cylinder is generally revolved by electric power, and the heat is derived from gas or gasoline fuel. Cooling is by air suction in a box attached to the roaster. The capacities of the machines range from ten to three hundred pounds, the operating cost running from approximately eight cents per hundred pounds for gas fuel and ten cents for electric power. The roasters cost from three hundred dollars for the smaller sizes, to fifteen hundred for the one-bag type; and to two thousand or three thousand dollars for the two-bag type.
One coffee-roaster-machinery manufacturer has recently brought out a gas-fired, electrically operated fifty-pound miniature coffee-roasting plant designed for retail stores, which comprises a roaster, a rotary cooler, and a stoning device, that sells for six hundred and fifty dollars.
Retail coffee roasting is similar to the wholesale operation. When the cylinder has become heated, the green coffee is run in and allowed to roast in the revolving cylinder for about half an hour. If the coffee is the average green kind, the full heat may be applied at once; but if old and dry, a lesser degree is used. When the roast begins to snap, the flame is turned lower to allow the beans to cook through evenly; and when nearly done, it is almost extinguished. During the operation, the roasterman, who may be the proprietor or a clerk delegated to the work, frequently "samples" the coffee by taking out a small quantity with his "trier" and comparing the color of the roast with a type sample. When the colors match exactly, the coffee is dumped automatically into the cooler box just below the cylinder opening; and when sufficiently cooled off, is ready for grinding to order.
A large number of retailers roast coffee in their stores; and the most successful find that besides being able to make a feature of freshly roasted coffee, they can save money and increase their sales. One progressive grocer found that he was able to get eighty-eight pounds of roasted coffee out of one hundred pounds of green coffee, as compared with the wholesaler's eighty-four pounds; that he could buy green coffee at a closer price than roasted; and that it cost him less for labor, fuel, overhead, and similar items, than it did the wholesale roaster to turn out a roast.[340]
A chain of coffee specialty stores in which the coffee is roasted fresh every day was started in California about the year 1916; and according to reports, it met with almost instant success. In this system, the proprietor buys the green coffee in large quantities, and it is roasted in each of his specialty stores, which are located in public markets, store windows, and alongside heavily traveled highways. The roasting machinery is invariably set up in front of the store where passers-by can easily see it in operation—and also smell the coffee roasting. Four years after starting the first store, there were fifty in operation along the Pacific Coast, doing an annual business of about $600,000, some units taking in more than $7,000 a month.
Model Coffee Departments
Authorities generally agree that a well laid out coffee department not only increases a grocer's coffee business, but speeds up sales in other departments as well. Coffee lovers, and they are legion in the United States, are inclined to "shop around" for a coffee that suits their taste; and when they have found the store that sells it, they buy their other groceries there also. Another argument advanced in favor of a coffee department is that coffee pays more money into the retailer's cash drawer than any other grocery item.[341]
Most successful retail coffee merchandisers establish the coffee department near the entrance to the store, where it can be seen through a window by passers-by, especially if there is an ornamental roasting and grinding equipment. It has been found that a department situated at the left of the entrance is almost certain to draw attention because people are inclined to glance in that direction first. Some merchants, having the space, erect attractive booths, designed somewhat like the familiar food-show booths, directly in front of the door, after the fashion of department stores when holding a special sale on a certain article. Such a booth is generally used for demonstration purposes, and is decorated with signs and possibly with bunting. A permanent department is usually less ornamental, but still attractive. In telling how he made a success of his department, one American grocer said that he was careful that his fixtures were not so ornamental as to draw attention from the goods. While the decorations were always attractive, they were subordinated sufficiently to form a background for his coffee display.
The Faulder (on the left) is a 28-lb. indirect machine and the Simplex (also 28 lbs. capacity) is of the direct-flame, quick-roaster type
The most popular layout is the conventional counter system behind which the clerk stands to serve the customer on the other side. There are many advocates of the counter that is built into the shelving, believing that the closer the customers are brought to the coffee, the more they will be inclined to buy. This system also makes for cleanliness, doing away with the possibility of the runway behind the counter becoming a catch-all for dirt, torn paper, bits of wood, and the like.
These machines are of the ball-cylinder type, and use gas as fuel; the cylinder is revolved by electric power. Invariably they stand where they can be seen from the street
The modern coffee department has counters divided into compartments having glass fronts. This type serves both as a storage place for coffee and for display purposes. The top of the counter is used for wrapping up parcels, etc., and also for displaying bulk and package coffees. In the well regulated store, the counter top is never used for storage, all stock being kept on shelves or in the counter's compartments. Good merchants find that cleanliness pays; and that a "littered up" store drives away desirable custom. The wise proprietor never allows a clerk to weigh out coffee after handling cheese, onions, and other odorous articles, without first thoroughly washing his hands. He knows that few food products in his store will more quickly absorb undesirable odors and flavors than coffee; and consequently he is careful to protect his coffee from contamination. In the better stores, the proprietor will either take charge of the coffee department himself, or will delegate a competent man who will do nothing else.
The wide-awake retail coffee roaster always features his roasting machine, which is generally highly ornamental and draws attention even when not in use. Some progressive merchants plan to roast coffee at noon time and at night, when homeward-bound passers-by are hungry and are particularly susceptible to the pungent aroma of roasting coffee. It is a quite common plan for the retail roaster to arrange the exhaust of the machine so that the full strength of the odor is blown into the street.
Creating a Coffee Trade
Because of steady sales and quick profits, there is keener competition in retail coffee-merchandising than in other food products. But, all things being equal, any intelligent person can create and hold a profitable trade if he follows approved business methods—and works. The best practise among coffee merchants shows that the prime essential is good coffee, freshly roasted and ground. After that comes intelligent and unremitting sales-promotion work.
On the left is a hand roaster for wood or coal fuel; on the right is a gas machine.
The many ingenious trade-building plans worked out successfully by grocers in all parts of the country are too numerous to describe in a book of this character; but the methods cited in the following, all of which have been tested in actual working conditions, will serve to indicate the fundamentals of good retail coffee-sales promotion.
Among the chief sales-winning methods are demonstrations in the store, at local food shows, and at church socials, picnics or functions, judicious sampling either in person or by mail, personal canvassing from house to house, circularizing by mail, linking up window displays with current happenings, local newspaper and outdoor poster advertising, and selling coffee by telephone. Most of the foregoing plans are worked intermittently. The telephone, however, is a most important sales factor and should be employed constantly and consistently.[342] Many successful stores consider the telephone, properly used, the greatest single sales-help in retail coffee-merchandising.
One grocer had such faith in this method that he paid half the annual telephone rental for a large number of his best-paying customers. Another large merchandiser put in an individual telephone for each of his salesmen, who called up his regular customers each day to suggest articles for that day's order, always of course mentioning their "superior brand of coffee." Telephoning is the next step to personal contact; and if tactfully done, is considered to be even more advantageous, because of the time it saves both the customer and the store keeper.
Coffee demonstrations in stores are easily arranged, in most cases. The main consideration is fresh coffee of good quality served daintily and hot. Lacking a coffee urn, some grocers make their brews in large-size home-service coffee-making devices. Those most advanced in the correct method of brewing use the drip process. It is generally agreed that demonstrations should not be held too often. They not only cut into profits, but lose much of their advertising value. Food-show demonstrations require more elaborate equipment, consisting of a decorated booth, educational booklets, posters, and exhibits of different kinds of coffee, both green and roasted, whole bean and ground. Generally, coffee packers co-operate with retail demonstrators by supplying gratis the coffee to be brewed, if the names of their brands are suitably displayed. They supply also posters, signs, samples, and booklets for free distribution.
Window displays form one of the best means of advertising at the command of the average grocer, and one of the least expensive. A popular coffee display consists of a series of educational "windows," starting with green beans in the bags in which they are shipped from the growing country. Generally the bags, mats, or bundles are obtained from the wholesale house, and are filled almost to the top with some inexpensive stuffing, the green coffee being spread over the top to give the appearance of a full bag. Pictures showing how the coffee is grown, harvested, prepared, and shipped, are frequently used in such a display. The next exhibit consists of whole roasted coffee spread thickly over the window floor to create the impression of bulk, accompanied by a few pans of green coffee by way of contrast, and with pictures showing scenes in coffee roasting plants. A barrel, lined with blue paper, and lying on its side with roasted coffee beans spilling out, serves as a centerpiece for such a display. Following this, comes a coffee package window, accompanied by pictures showing how coffee is roasted, ground, and packed. This completes the series; but there are many variations that have proved successful as trade builders.
This window won first prize for the western district in the $2,000 window-trimming contest of National Coffee Week in 1920. Action was furnished by a small electric pump, which kept a steady stream of coffee flowing from a coffee pot into the coffee cup
Meeting Competition
Since the advent of the wagon-route distributer and the chain store, the independent retail grocer has been faced with the problem of how to regain at least a fair measure of the coffee trade he has lost. The grocer is not only concerned about his profits on coffee sales, but on other goods as well; for a trade investigation has shown that a large percentage of the regular customers of the retailer are held to the store by their purchases of coffee and tea. This means that if coffees and teas are bought from the wagon-route distributer and the chain store, the balance of a family's order is "shopped around."
To meet this competition, the best authorities agree that the independent grocer should feature coffee in every practical way, such as soliciting coffee trade from each customer that enters the store; give up offering coffee on a price basis, and make up his own blends from good quality growths; perhaps make up his own brand and push it at every opportunity; display coffee artistically, with frequent changes of layouts; and have occasional store demonstrations. He should see that the coffee is roasted properly, and that it is always fresh; that the selling effort is not expended on the lowest-priced blend, but on a grade that can be recommended for cup merit. This should be a leader, but a lower-price coffee could be carried to suit the trade that buys on price. Persistent efforts should be made to educate the last-named class of customers to use the better grades, which in the end are cheaper and give better satisfaction. In short, the grocer should work consistently to establish a vogue for his leader blend on the basis of merit.
Showing the coffee bins in orderly array, and the electric coffee grinder
Profits and Costs
Because of its influence on other grocery items, coffee can often be sold at a close margin of profit, particularly if a competitor's store or wagons are cutting into a grocer's neighborhood trade. Twenty-five percent is recommended as a reasonable gross profit on coffee in most cases, although some grocers make less, and not a few make more; the range being usually from twenty to thirty-nine percent. The independent dealer should meet chain-store competition in coffee on a price basis, making a special on a superior grade and figuring to get not more than three cents profit per pound, like his competitor. A bag of roasted coffee will bring back three dollars gain, and the cash to pay for another—and the grocer has kept his customers, ninety percent of whom, theoretically, will have bought their other food supplies from him. As a matter of fact, in the last year of the World War retailers showed a tendency to demand cash on sales of all grocery items. This practise reduces the cost of operation and allows the storekeeper to reduce his prices. A large number of grocers charge a small percentage of the total sale for credit privileges, and five or ten cents for each delivery below a certain total value of the purchase price of the articles to be delivered. As a result, they have been able to meet chain-store competition. Collective buying has also been a factor in offsetting the inroads of the "chains."
This unusual display of coffee-flavored eatables won first prize for the southern district in the National Coffee Week window-trimming contest. The cakes, pies, tarts, and other pastries which constituted the main feature rested in a bed of green coffee. The customer's interest was cleverly attracted to the dealer's brand by a pyramid of large coffee cans in the center background and by two miniature dining-room sets.
Splitting Nickels
One of the reasons advanced for the loss of coffee trade by retail grocers is that they price their blends in "round numbers", that is 20, 25, 30, or 40 cents; while their competitors "split nickels", selling their product at 18, 23, 28, or 38 cents.
Most of the retail enterprises in other lines of trade have built up their business on the penny-change plan; and many coffee men believe this should become the universal merchandising method among retail distributers of coffee.[343]
One of the leading advocates of "splitting nickels" has worked out a chart to show how coffee should be priced to make predetermined profits. (See next page.)
| Table Showing Profit Percentage on Sales |
||||||||||||||||
| If Your Coffee |
And You Sell At | |||||||||||||||
| Costs | 25c. | 26c. | 27c. | 28c. | 29c. | 30c. | 31c. | 32c. | 33c. | |||||||
| 20c. | 20% | 23% | 26% | 28% | 31% | 33% | 35% | 37% | 39% | |||||||
| 201⁄2c. | 18% | 21% | 24% | 26% | 29% | 31% | 33% | 35% | 37% | |||||||
| 21c. | 16% | 19% | 22% | 25% | 27% | 30% | 32% | 34% | 36% | |||||||
| 211⁄2c. | 14% | 17% | 20% | 23% | 25% | 28% | 30% | 32% | 34% | |||||||
| 22c. | 12% | 15% | 18% | 21% | 24% | 26% | 29% | 31% | 33% | |||||||
| 221⁄2c. | 10% | 13% | 16% | 19% | 22% | 25% | 27% | 29% | 31% | |||||||
| 23c. | 8% | 11% | 14% | 17% | 20% | 23% | 25% | 28% | 30% | |||||||
| 231⁄2c. | 6% | 9% | 13% | 16% | 19% | 21% | 24% | 26% | 28% | |||||||
| 24c. | 4% | 7% | 11% | 14% | 17% | 20% | 22% | 25% | 27% | |||||||
| 241⁄2c. | 2% | 5% | 9% | 12% | 15% | 18% | 21% | 23% | 25% | |||||||
| 25c. | 0% | 3% | 7% | 10% | 13% | 16% | 19% | 21% | 24% | |||||||
| 251⁄2c. | 2% | 5% | 8% | 12% | 15% | 17% | 20% | 22% | ||||||||
| 26c. | 0% | 3% | 7% | 10% | 13% | 16% | 18% | 21% | ||||||||
| 261⁄2c. | 1% | 5% | 8% | 11% | 14% | 17% | 19% | |||||||||
| 27c. | 0% | 3% | 6% | 10% | 12% | 15% | 18% | |||||||||
| 271⁄2c. | 1% | 5% | 8% | 11% | 14% | 16% | ||||||||||
| 28c. | 0% | 3% | 6% | 9% | 12% | 15% | ||||||||||
Figuring Costs and Profits
While the cost of conducting a retail grocery business naturally varies according to local conditions and the size of the enterprise, an investigation among some 250 stores in small and large cities made in 1919 by the Bureau of Business Research, Harvard University, showed that the average cost was fourteen percent; that the net profit averaged two and three-tenths percent; and that stock was turned about seven times a year. Gross profits ran from ten and one-half percent to twenty-six and four-one-hundredths percent of the net sales, the most typical figure being sixteen and nine-tenths percent. Sales cost formed the largest single item of expense, varying from three and forty-one hundredths to nine and ninety-four hundredths percent, with the bulk of figures showing around one and eight-tenths percent.
According to advanced business practise the cost of doing business should be based on these fourteen points:
1. Charge interest on the net amount of the total investment at the beginning of the business year, exclusive of real estate.
2. Charge rental on real estate or buildings at a rate equal to that which would be received if renting or leasing to others.
3. Charge, in addition to what is paid for hired help, an amount equal to what the proprietor's services would be worth to others; also treat in like manner the services of any member of the family employed in the business and not on the regular payroll.
4. Charge depreciation on all goods carried over on which a less price may have to be made because of damage or any other cause.
5. Charge depreciation on buildings, tools, fixtures, or anything else suffering from age or wear and tear.
6. Charge donations and subscriptions paid.
7. Charge all fixed expenses, such as taxes, insurance, water, lights, fuel, etc.
8. Charge all incidental expenses, such as drayage, postage, office supplies, livery expenses of horses and wagons, telegrams and telephones, advertising, canvassing, etc.
9. Charge losses of every character, including goods stolen, or sent out and not charged, allowances made customers, all debts, etc.
10. Charge collection expense.
11. Charge any other expense not enumerated above.
12. When it is ascertained what the sum of all the foregoing items amounts to, prove it by the books, which will give the total expense for the year; divide this figure by the total of sales, and it will show the percent which it has cost to do business.
13. Take this percent and deduct it from the price of any article sold, then subtract from the remainder what it cost (invoice price and freight), and the result will show the net profit or loss on the article.
14. Go over the selling prices of the various articles and see what are profits; then get busy in putting your selling figures on a profitable basis and talk it over with your competitor as well.
A Credit Policy for Retailers
While the minor factors governing a credit policy for retailers vary with local conditions, the fundamental principles are alike everywhere, and should have the thoughtful consideration of all retail distributers of coffee. After a retail grocery store experience of twenty-five years, a past president of the National Association of Retail Grocers of the United States[344] found that a grocer should insist upon references and a thorough investigation of every new applicant for credit, refusing the privilege when the prospective customer hesitates to give the needed information; that he should arrange a date for periodical payments, explaining that this is necessary so that the storekeeper can arrange to meet his own bills, which will enable him to discount his invoices and to sell his goods cheaper; that statements of accounts should be sent out promptly and never a few days late; that he should insist on payment in full when due, requesting the customer to call if an extension of time is asked; that he should not let the customers decide when they will pay bills, bearing in mind that the possible loss of a few customers who do not pay promptly is offset by the advantages of cash when promised; that he should never abandon the hope of collecting an old account, but should try the method of sending statements only to the surest customers, sending a clerk for the collection of all other accounts; that he should personally examine all uncollected accounts every month, insisting on a reason for failure to pay; that he should study his customers and not trust those who give a bad impression; that he should have the courage to say "No" when necessary; not to be satisfied with merely a financial rating on a credit applicant, but to ascertain his general reputation and character; and to help to eliminate the "dead beats" by giving careful attention to all requests received from other retailers for credit information.
Premiums for Retailers
House-to-house dealers are the largest users of premiums among coffee distributers. Most of them operate under what is known as the advance-premium method.
The plan followed by house-to-house dealers until about 1910 was to issue checks redeemable in premiums after a certain amount of tea, coffee, or other products had been purchased. This practise has not been entirely abandoned; but in most instances, the premium is now handed to the consumer in advance of the initial purchase, in consideration of the buyer's promise to use a stipulated quantity of tea, coffee, or other merchandise. The driver of the wagon generally carries a portfolio illustrating numerous premium items redeemable through the purchase of varying amounts of merchandise.
Many retail coffee stores also employ premiums, using both the old-style and "advance" methods. This type of store, however, is being supplanted by the chain grocery store.
Some independent retail grocers use premiums to a limited extent. These usually carry a small line of premiums, featuring a piece of kitchenware, or other inexpensive item, with bulk coffee.
It is significant that one of the largest chain-store organizations in the United States—the Great Atlantic & Pacific Tea Company—uses few premiums today, although its business was founded on the premium idea.
Ernest Carter's store at St. Albans, England, operated under the name of Thomas Oakley & Co., has a distinctly American atmosphere, accounted for by the fact that the fittings were supplied by an American manufacturer, the Walker Bin Co., of Penn Yan, N.Y. The tea and coffee department is shown in the foreground. The coffee is roasted in the window
Trading stamps, which are sold to grocers and other merchants by firms making a specialty of this form of premium-giving are little used nowadays. The average retail grocer is antagonistic to trading stamps, as a result of the methods of certain unscrupulous stamp-dealers. Legislation against trading stamps is in effect in many states.
Chapter XXVIII
A SHORT HISTORY OF COFFEE ADVERTISING
Early coffee advertising—The first coffee advertisement in 1587 was frank propaganda for the legitimate use of coffee—The first printed advertisement in English—The first newspaper advertisement—Early advertisements in colonial America—Evolution of advertising—Package coffee advertising—Advertising to the trade—Advertising by means of newspapers, magazines, billboards, electric signs, motion pictures, demonstrations, and by samples—Advertising for retailers—Advertising by government propaganda—The Joint Coffee Trade publicity campaign in the United States—Coffee advertising efficiency
In a work of this character the chapter on advertising must of necessity be in story form. It may tell what has been accomplished in advertising coffee, and perhaps point the way to greater achievement. In so far as possible, the story is supplemented by illustrations, which here tell the story even better than words.
Advertising to the trade or the consumer calls for expert advice. There are successful trade journalists who are competent to supply such advertising counsel; and new-comers in the field should consult them first. These men are in the best position to suggest the means for successful accomplishment. They know the men who are best qualified to render assistance for all media, and are glad to recommend those who can be most helpful.
Jarvis A. Wood has said that advertising is causing another to know, to remember, and to do. If we agree with this excellent definition, then the first coffee advertisers were the early physicians and writers who told their fellows something about the berry and the beverage made from it.
Rhazes and Avicenna told the story in Latin, and appear to have recommended a coffee decoction as a stomachic, as far back as the tenth century. Many other early physicians refer to it. Thus it was that coffee was solemnly introduced to the consumer as a medicine. The first step made by the berry from the cabinets of the curious, where it was known as an exotic seed, was into the apothecaries' shops, where it was sold and advertised as a drug. Next, the coffee drink was advertised and sold by lemonade venders; then by the proprietors of the coffee houses and cafés; and finally the coffee merchant sold and advertised the green and roasted bean.
Rauwolf told the Germans about it in 1582; Abd-al-Kâdir wrote his famous Argument in favor of the legitimate use of coffee in Arabic about 1587; Alpini carried the news to Italy in 1592; English travelers wrote about the beverage in the sixteenth and seventeenth centuries; French Orientalists described it about the same time; and America learned about it long before the green beans were offered for sale in Boston in 1670.
Because of its frank propaganda character, Abd-al-Kâdir's manuscript may rightly be called the earliest advertisement for coffee. The author was a lawyer-theologian, a follower of Mahomet, and as such was eager to convince his contemporaries that coffee drinking was not incompatible with the prophet's law.
Soon the news of the day became the advertising of the morrow. In 1652 appeared the first printed advertisement for coffee in English. It was in the form of a shop-bill, or handbill, issued by Pasqua Rosée from the first London coffee house in St. Michael's Alley, Cornhill; and the original is preserved in the British Museum.
It is pictured on page 55, chapter X, and is worthy of close examination. It reads:
The Vertue of the COFFEE Drink
First publiquely made and sold in England, by Pasqua Rosée.
The Grain or Berry called Coffee, groweth upon little Trees, only in the Deserts of Arabia.
It is brought from thence, and drunk generally throughout all the Grand Seigniors Dominions.
It is a simple innocent thing, composed into a Drink, by being dryed in an Oven, and ground to Powder, and boiled up with Spring water, and about half a pint of it to be drunk, fasting an hour before, and not Eating an hour after, and to be taken as hot as possibly can be endured; the which will never fetch the skin off the mouth, or raise any Blisters, by reason of that Heat.
The Turks drink at meals and other times, is usually Water, and their Dyet consists much of Fruit, the Crudities whereof are very much corrected by this Drink.
The quality of this Drink is cold and Dry; and though it be a Dryer, yet It neither heats, nor inflames more then hot Posset.
It so closeth the Orifice of the Stomack, and fortifies the heat within, that it's very good to help digestion, and therefore of great use to be taken about 3 or 4 a Clock afternoon, as well as in the morning.
It much quickens the Spirits, and makes the Heart Lightsome. It is good against sore Eys, and the better if you hold your Head over it, and take in the Steem that way.
It suppresseth Fumes exceedingly, and therefore good against the Head-ach, and will very much stop any Defluxion of Rheums, that distil from the Head upon the Stomack, and so prevent and help Consumptions; and the Cough of the Lungs.
It is excellent to prevent and cure the Dropsy, Gout, and Scurvy.
It is known by experience to be better than any other Drying Drink for People in years, or Children that have any running humors upon them, as the Kings Evil,&c.
It is very good to prevent Mis-carryings in Child-bearing Women.
It is a most excellent Remedy against the Spleen, Hypocondriack Winds, or the like.
It will prevent Drowsiness, and make one fit for business, if one have occasion to Watch; and therefore you are not to Drink of it after Supper, unless you intend to be watchful, for it will hinder sleep for 3 or 4 hours.
It is observed that in Turkey, where this is generally drunk, that they are not trobled with the Stone, Gout, Dropsie, or Scurvey, and that their Skins are exceedingly cleer and white.
It is neither Laxative nor Restringent.
Made and sold in St. Michaels Alley in Cornhill, by Pasqua Rosée, at the Signe of his own Head.
The noteworthy thing about this advertisement is, that in comparison with the best copy of today, it has high merit. For this early advertisement seems to have embodied in it superbly well those qualifications which modern advertising experts agree are essential requirements for success—measured in terms of sales to the consumer. We shall return to it later.
The first newspaper advertisement for coffee appeared in the form of a "reader" in the issue of The Publick Adviser, London, for the week of Tuesday, May 19, to Tuesday, May 26, 1657. The Publick Adviser was a weekly pamphlet partaking of the nature of a commercial news-letter. The advertisement was sandwiched between a reader advertising a doctor of physick and one for an "artificer," the latter being a ladies' hair-dresser. It was as follows: