Moses and Son represented many of the trends that were to emerge throughout the century: low margins, high turnover and cash sales only were the obvious, and by no means insubstantial, ones. The Book of Economy: or, How to Live Well in London on £100 per annum, by ‘A Gentleman’, said in 1832 that two suits could be bought for 13 guineas; a City tailor advertised two suits in ‘extra superfine’ wool at £13. Moses and Son, with a less prosperous clientele, arranged ‘contracts’ with its customers, whereby the purchaser agreed to take two new suits a year, at £8 for two in broadcloth, or £6 10s. for a lesser-quality fabric. This was an extraordinary price, and one Moses and Son made profitable through bulk buying and low margins. But the ‘contract’ part was a sign of Moses and Son’s innovative approach, and shows how it managed to squeeze the last drop of profit out of such small sums. When the customer returned for his second suit, he handed the first, worn-out, one back to Moses and Son, which then sold it on to the secondhand trade.46
The company’s marketing genius was every bit as crucial as its prices: the Aldgate shop was designed to reflect the most up-to-date luxury of the expensive shops in the West End, despite prices that were often more than 60 per cent lower. The shop had a three-storey-high classical portico, four-metre display windows, mahogany fittings throughout, and gas lighting (plus royal arms above the door, for which it held no warrant). The not-so-subliminal message was that cheapness did not mean loss of quality. Soon there were branches in Oxford Street and Tottenham Court Road, sitting comfortably beside the new department stores. Moses and Son also produced pamphlets extolling its wares, with titles like ‘Habiliment Hall’, ‘The Pride of London’, ‘The Dressing-room Companion or Guide to the Looking Glass’, ‘The Paragon of Excellence’ and ‘The Exhibition for All Nations’.47 Many had texts written in rumptytump jingles (probably by Isaac Moses), as, for example,
CHRISTMAS EXHIBITIONS
Once more the glad season of Christmas is here, And folks from the country in London appear, Some have come to a relative, some to a friend—To pass a few days ere the season shall end, And visit the fam’d ‘exhibitions’ of Town, Which have ever enjoy’d such a matchless renown, Some view the Museum—and others, St Paul’s—But there’s ONE ‘Exhibition’ where ev’ry one calls ‘Tis a place to which thousands with eagerness run—And that is the warehouse of MOSES and SON…48
Others were produced in the style of magazine articles:
Having been given to understand that the Establishment of E. Moses and Son was open to the public for inspection, I thought proper to avail myself of the opportunity, and having arrived at the premises, I entered the private Waiting Hall, where a youth in livery was waiting to attend the door…
I…was much struck with the beauty and accommodation of the place…The Hall has an elegant staircase fronting the street…The principal Show Room is certainly an Exhibition. I consider that it has no equal; and if there were ‘really and truly’ such a person as Queen Fashion, I think her Majesty could not do better than select this splendid and spacious apartment for the holding of her levees and councils…
The Ready-made Clothing department is undoubtedly the most spacious ever before witnessed; and on my asking whether so much room were absolutely necessary I was informed that the business could not be carried on with any less space…49
This kind of cod-educational prose, designed to mimic magazines like the Penny Weekly and others that were read as much for selfimprovement as for entertainment, was in marked contrast to the style of other ready-made-clothing retailers, whose advertising was for the less upwardly earnest. A tailor in Chelsea advertised his shop in 1880 in a mixture of cockney, theatre and sporting slang:
Pay a visit to C. Greenburg, the noted working men’s tailor, well known by everybody to be the only genuine clothing manufacturer in Chelsea for flash toggery. The above champion builder begs to thank his customers for their liberal support, and wishes to put them awake to the fact that he has dabbed his fins [put his hands] on a nobby swag of stuff [high-class bag of goods] for his ready brass, consisting of cords, moleskins, doeskin plushes, velveteens, box cloths, pilots, tweeds, &c.…A pair of ikey cords, cut slap up with the artful dodge and fakement [trimming] down the sides, from 10 bob. Proper cut togs, lick all comers, for pleasure or business wear, turned out up to the knocker [in fashion, stylishly], from a quid. A pair of kerseymere or fancy doeskin or any other skin kicksies [trousers], any colour, cut peg top, half tights, or to drop down over the trotters [feet], from 10 and a tanner to 25 bob, fit to toe it with any swell. Lavenders [perhaps gaiters or spats], built spanky, with a double fakement down the sides, and artful buttons at the bottom, any price you name, straight. Fancy sleeve vest, cut very saucy, tight cut round the scrag [neck] or made to flash the dicky [show the shirt front], from 9 bob. A discount made to prize fighters, shop lifters, quill drivers [clerks], counter jumpers, bruisers, snobs, scavengers, sparrow starvers [dung-sweepers], and lardy dardy blades on the high fly [foppish swells on a spree]…50*
Unlike Moses and Son, Greenburg was appealing to the flash Harrys, the music-hall loungers, the street-smart spivs.* Yet Moses and Son’s market of upwardly mobile clerks was huge: in 1855 it was estimated that the firm was spending £10,000 a year on advertising (compared to the furniture shop Heal and Son’s, which spent £6,000, or Nichol’s—later Harvey Nichol’s—which had a budget of £4,500).53
These figures show how important the retail trade had become to the economy. This was recognized at the time: good, elegant, modern shops were seen as an indicator of national prosperity, of plenty, and of general civilization. Good shops were modern shops: many books of the period made this assumption automatically. Tallis’s Street View in 1837 praised the completion of Nash’s new Regent Street: ‘The buildings of this noble street chiefly consist of palace-like shops, in whose broad, shewy windows are displayed articles of the most splendid description, such as the neighbouring world of wealth and fashion are daily in want of.’ Even the sweep of Oxford Circus was approved for being ‘as elegant in form as useful in application’.54 (It was ‘useful’ because carriages could turn easily around its broad curves.) Lincoln in the 1840s was commended for ‘several splendid shops, equal to anything of the kind to be found in far larger towns’, but condemned for its ‘unsightly masses of old buildings which disfigure the principal streets [which, it was hoped, would soon] be supplanted by erections unique with those which modern enterprize has produced’. Chester was similarly approved a decade later for the conversion of its shops ‘filled with plate-glass, and with all the brilliancy of the most modern art and taste’.55
Stores were developing at the rate they were for a number of reasons: increased demand, new goods from new markets abroad, mass production. But one more immediate reason stands out: it was easier for people to get to and from the shops that held the goods they desired. It is hard to remember just how small most cities were, even in the nineteenth century, well after urbanization had created cities larger than had ever before been known. Central London in the 1830s was 6.5 kilometres across, north to south, and 10 kilometres east to west—its 2 million inhabitants were never more than an hour’s walk from the beginnings of more rural countryside. Manchester and Salford taken together were only 1.5 kilometres north to south, and the