keeps them in New York might object that their hours of
employment prevented attendance on day courses, and that distance from
the university and fatigue prevent attendance on night courses. The
great mass of gem dealers in other cities must also be considered.

It will therefore be the endeavor of this book to provide guidance for
those who really want to make themselves more efficient in the gem
business, but who have felt that they needed something in the way of
suggestion regarding what to attempt, and how to go about it.

Study of the sort that will be suggested can be pursued in spare
moments, on street cars or elevated trains, in waiting rooms, or in
one's room at night. It will astonish many to find how much can be
accomplished by consistently utilizing spare moments. Booker T.
Washington is said to have written in such spare time practically all
that he has published.

For the practical study of the gems themselves, which is an absolutely
essential part of the work, those actually engaged in the trade have
better opportunities than any school could give and, except during rush
seasons, there is plenty of time during business hours for such study.
No intelligent employer will begrudge such use of time for which he is
paying, if the thing be done in reason and with a serious view to
improvement. The frequent application of what is acquired, as
opportunity offers, in connection with ordinary salesmanship, will help
fix the subject and at the same time increase sales.

Many gem dealers have been deterred from beginning a study of gems
because of the seeming difficulties in connection with the scientific
determination of the different varieties of stones. Now science is
nothing but boiled-down common sense, and a bold front will soon
convince one that most of the difficulties are more apparent than real.
Such minor difficulties as exist will be approached in such a manner
that a little effort will overcome them. For those who are willing to do
more work, this book will suggest definite portions of particular books,
which are easily available, for reference reading and study--but the
lessons themselves will attempt to teach the essential things in as
simple a manner as is possible.

Perhaps the first essential for the gem merchant is to be able surely to
distinguish the various stones from one another and from synthetic and
imitation stones.

That such ability is much needed will be clear to anyone who in cast