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13 Secrets of Rare Book Dealers

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In the digital age, the rare book trade might seem like an antiquated trend from a bygone era, known for its dusty tomes and pedantic old men. But e-books have actually awakened readers to the fact that a printed book is more than just the written text—it’s an historical object itself. Thanks to the internet, information on this esoteric subject is now widely available, and more people than ever are learning about book collecting. Dealers are also handling a wider variety of material, and these fresh perspectives are electrifying a once-sleepy, rarified world. With these developments, the trade has changed more in the last 20 years than in the last 200. Rebecca Romney, a rare book dealer based in Brooklyn, shares some secrets and surprises of this quirky corner of book culture with Mental Floss in this list.

1. AN OLD BOOK ISN’T NECESSARILY A RARE BOOK.

A shelf of older books, some with damaged covers
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In book collecting, supply and demand are king. A book becomes “rare” when it’s both hard to find and highly sought. If the supply side or the demand side isn’t extreme, it doesn’t qualify. This means a book from 1850 isn't necessarily “rare” if no one wants it. And no, a book from the 1800s isn’t automatically desirable because it’s “old.” In rare books, the word "old" is relative: Within the 500 years of printed history we handle, a book from 1850 isn't really that old. The only books old enough to be highly sought-after just for their age are those printed in the 1400s, from the earliest years of printed books in the West.

2. IT’S NOT JUST BOOKS.

Yes, our profession is called the rare book trade, but that's because it’s easier to say. In fact, we handle manuscripts, scrolls, etchings, and other prints, archives—even sometimes ventriloquist dummies from itinerant woman preachers. Is there text? Or does the item have a connection to books in some way? That’s good enough for us.

3. YES, DUST JACKETS REALLY ARE THAT IMPORTANT.

A bookseller holding a first edition of The Great Gatsby at the London International Antiquarian Book Fair in 2013
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“Completeness” is a key standard of book collecting—the idea is that a book should retain all the parts with which it was historically issued. In modern books, this often means the dust jacket: A first edition’s price can rise or fall exponentially based on the original dust jacket. An extreme example is The Great Gatsby: Without the jacket, a first edition currently runs around $4000-$6000. In a decent, unrestored original dust jacket, the price leaps closer to $100,000.

4. WE LITERALLY COUNT EVERY PAGE OF A BOOK.

This is especially true for books from before about 1800, in what we call the “handpress” period. The earlier in print history you go, the more likely you are to discover missing pages. Objectionable passages are torn from banned books. Stunning engravings are excised to be framed and put on a wall. The blank pages in the front or back of a book are often missing, too: Historically, paper was an expensive commodity, so owners would tear out those blank pages for use. Dealers must go through a book page by page to make sure that everything has remained intact. We even have a specialized method of counting based on how the book was formatted by the printer. And we hate being interrupted in the middle of counting a 500-page book. One of my friends puts a sign on her desk that reads, “Don’t bother me: I’m counting.”

5. YOU DON’T HAVE TO HAVE A LOT OF MONEY TO COLLECT.

A stack of bills inside an older book
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The books that make the headlines are the $6 million Shakespeare First Folio or the $150,000 first edition of Walt Whitman’s Leaves of Grass. But often the most interesting collections—the ones that end up housed at some prestigious institution—are built by people who aren’t buying the most expensive books. In 2015, Duke University acquired the collection of Lisa Baskin, which documents women at work through the past five centuries, to much fanfare. Baskin formed this world-class collection for a fraction of the expense one might expect—because for most of the 40 years she was collecting, she was purchasing books that weren’t popularly sought. Today we say, “an 18th-century woman entomologist who published her own drawings of her scientific observations? Yes please!” But in the 1980s, such works were met with a shrug.

This year my company established a book collecting prize for women aged 30 and under with an eye toward demonstrating that great collections don’t have to be valuable tomes kept behind glass. Our first winner collects romance novels.

6. WE HATE IT WHEN YOU TALK ABOUT A BOOK’S SMELL.

We’ve all held a beloved old book and smelled the pages, taking in that vanilla-like aroma. It’s cozy. It’s peaceful. It reminds us of rainy days, blankets and tea, secret gardens. And it’s not relevant to most rare books. That particular smell comes from the lignin in cheaply produced paper, a chemical introduced when wood pulp was added to papermaking processes in the 1840s. For most of the history of printed books—over 500 years—a book with a smell means mold, or dirt, or any number of unpleasant materials that have been rubbed into the pages over the years. Smells are a red flag that something is wrong. We do not want our books to smell. Walking into our shop and remarking on the smell is like exclaiming, “Your books are gross!”

7. WE DON’T USE WHITE GLOVES. AND WE’RE NOT SORRY.

A senior specialist for rare books and manuscripts at Christie's holds a copy of former President George Washington's personal copy of the Constitution and Bill of Rights in 2012
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This is probably the single biggest misconception about rare books. Random strangers yell at me for it all the time. In fact, it was established years ago that gloves weaken your tactile sensitivity. That means you're much more likely to tear a page, or otherwise damage the book (like, heaven forbid, dropping it) while wearing them. Instead, conservationists simply recommend handling them with washed and well-dried hands. This myth has been perpetuated by the exceptions: A very small percentage of materials, like metal bindings and photographic film, do require gloves. But rare book curators from such institutions as the Harvard library system and the British Library [PDF] have made it very clear that white gloves have no place in a rare book room.

8. DIFFICULT CLIENTS DON’T GET OFFERED THE BEST MATERIAL.

Say you’ve acquired the find of a lifetime. You know there are at least three collectors who would jump for the chance to add it to their library. Who gets the first offer? The guy who beats you up about your price and denigrates the material as part of his haggling strategy, or the guy who smiles and asks you how you’ve been before you get to the serious talk? Many collectors think haggling gets them the better deal, but it’s a dangerous game: Become too difficult or stressful to work with, and you will get fewer phone calls from the dealers who find the material you want to buy.

9. THERE IS AN ASSOCIATION OF ANTIQUARIAN BOOKSELLERS, WITH BYLAWS AND A CODE OF ETHICS.

Two men at the Park Avenue Armory during the New York Antiquarian Book Fair in 2013
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If you’re a new rare book dealer, one of your most important goals is getting into the ABAA, or the Antiquarian Booksellers’ Association of America. You must demonstrate a record of professional dealings for at least four years in order to apply. Current members are surveyed and asked whether new applicants pay their bills, accurately describe their material, and run their business ethically. Once you join the ABAA, there are a number of important perks. Besides carrying the seal of approval in the American rare book trade, you are eligible to showcase your inventory at the ABAA-organized book fairs, including the biggest one in the country, at the Armory in New York City. For some dealers, the sales from the New York book fair alone can make up 25 percent to 50 percent of their annual revenue.

10. IT’S NOT JUST OLD WHITE MEN. BUT IT IS PRETTY MUCH ALL WHITE.

In this business, dealers in their 40s are considered the young whippersnappers. But the new generation of younger dealers is making its presence felt, especially in handling material outside the traditional canon of dead white men: LGBTQ material, African Americana, women’s history, pulp publications, punk ephemera [PDF], and more.

Women are making significant inroads as well. While there have always been formidable women at the top of the rare book trade, we’re seeing an increasing number of women running their own businesses or being offered equity in established firms. We also recently established a successful schedule of networking events to provide support, mentoring, and business opportunities for women in the trade.

We still have a major problem with racial diversity, however. The trade is taking steps to attract and train people from underrepresented groups, but we have a long way to go. One of the most important new developments is the Belle da Costa Greene scholarship, named after J.P. Morgan’s brilliant book buyer and librarian, who was African-American. It is awarded annually to a person from an underrepresented or disadvantaged community to attend the Colorado Antiquarian Book Seminar, commonly known as “Bookseller Bootcamp” for dealers.

11. MANY RARE BOOK DEALERS ARE ALSO SCHOLARS IN THEIR CHOSEN FIELDS.

A bookseller at the London International Antiquarian Book Fair in 2013
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Many of the best rare book dealers specialize in particular subject areas. Because of their endless research with primary source materials, they earn a reputation of expertise in that topic. One famous example is the 20th century rare book dealer Madeleine Stern, who tracked down Louisa May Alcott's pseudonyms in her search for material to sell and discovered that the author of Little Women had for years been writing sensational "blood and thunder" stories—19th century pulp fiction—under a pen name.

12. MOST COMPANIES ARE PRETTY MUCH MOM-AND-POP SHOPS.

Many rare book dealers are one- or two-person operations. Only a small fraction of companies have three or more employees. A company is huge if it has over ten people. On the one hand, this gives the job a decidedly anti-corporate atmosphere: Many of us joke that we are unemployable elsewhere. On the other hand, it also means we do everything needed to run the business, from shipping to website design, on our own. Besides the bootstrapping, it also means living with the risks of a small business. For example, I know of only a handful of rare book firms who offer health insurance or some kind of retirement plan. Frankly, most of us plan to keep dealing until we drop dead mid-sale.

13. RARE BOOK DEALERS ARE ONE BIG FAMILY.

This is a small world. We all know each other. The ABAA is made up of perhaps 400 active members across the nation. Many of my best friends are fellow dealers, even if they live across the country. We see each other a few times a year, mostly during book fairs, where we celebrate our regular reunions with lots of alcohol. We know which dealers have chronic money problems, which are most likely to be casually sexist, and whom we can go to in a crisis. We know each other’s strengths, so we’ll often refer people with books to sell to a colleague who specializes in that subject. ABAA book fairs, in many ways, are like Thanksgiving dinner with extended family. We may not all get along, but we all made the same decision: to try making a living in this odd world, risking our livelihood to help save and preserve history.

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11 Behind-the-Counter Secrets of Baristas
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Being a barista is no easy task, and it’s not just the early hours and the don’t-talk-to-me-unless-I’ve-had-my-coffee customers. While people often think working at a cafe is a part-time, temporary gig, it takes extensive training to learn your way around an espresso machine, and most baristas are in it for the love of coffee, not just to pay the bills. Mental Floss spoke to a few baristas working at the New York Coffee Festival to learn what exactly goes on behind the counter, and why you should never, ever dump your extra coffee in the trash.

1. THEY REALLY LOVE COFFEE.

One of the biggest misconceptions about the profession, says New York City-based barista Kayla Bird, is “that it's not a real job.” But especially in specialty cafes, many baristas are in it for the long haul. Coffee is their career.

“It's a chosen field,” as barista Virgil San Miguel puts it. “It's not like you work in a coffee shop because it's a glamorous job,” he explains. “It's more like a passion.”

2. THEY GO THROUGH A LOT OF TRAINING.

“Being a really good barista takes a lot of studying,” explains Jake Griffin, a wholesale representative for Irving Farm Coffee Roasters who has worked in the coffee industry for almost a decade. “It can take a few years. You have to start to understand origins, production methods, where your coffee came from.” You have to go through an intensive education before you start pulling espresso shots for customers, so it's possible that the person taking your order and fetching your pastry isn't even allowed to make you a drink yet. “They have to be what we call 'bar certified' before they're even allowed on the machine,” he says. “Usually people start off in our cafes in various support roles, then start to go to classes and go through the training program.”

3. THEY’RE PROBABLY PRETTY WIRED.

Sure, baristas take full advantage of all that free coffee. And if they work in their company’s training programs, their whole job is to drink coffee. But it has its downsides. “I taste—at minimum—ten shots of espresso a day,” John Hrabe, who trains baristas at Birch Coffee in New York City, says. On his busier days, it might be as many as 20. You get used to all the caffeine, he claims—at least until you take a few days off. “Then when you go on vacation and you're not working ... everyone's like, 'Why's John so tired?’”

Other baristas who have worked in the field for a long time say the same. “I’ve been doing this for 15 years, and I used to have five or six coffees a day,” Michael Sadler, who helped develop the barista education program at Toby’s Coffee, says. “Now I do two,” he says, both because of the caffeine-induced anxiety and the withdrawal headaches he would get on his days off.

4. OR THEY’RE DRINKING … SOMETHING ELSE.

Like any job, there are things that go on in coffee shops that the boss would definitely not approve of. According to one barista who has worked at both a corporate coffee chain and specialty cafes in Delaware and New York, coffee shops can get pretty rowdy behind-the-scenes. “If you see a barista with a lidded cup behind the bar, there's probably a 50/50 chance: It's either coffee or beer,” he says. “You never know.” And it’s not just the booze, either. “I’ve been a part of secret menus that have cannabis-infused coconut milk,” he explains. “I had a pretty good cappuccino.”

5. THEY GET ANNOYED WHEN YOU SKIP THE PLEASANTRIES.

You don’t want to hold up the line telling a barista your life story at 7 a.m., but even if you’re in a hurry, don’t forget to say hi before you jump into demanding that large coffee. “Walking up to somebody and saying 'Almond latte,' when they just said 'How are you today?' is probably the biggest thing you can do to get on a barista's bad side,” Toby's Coffee's Sadler says. “It's like, exchange pleasantries, then get to business.”

6. IF YOU’RE NOT NICE TO THEM, THEY WON’T BE NICE TO YOU.

Not everyone is super perky in the morning, but if you can’t be civil, you’re better off making your own coffee at home. At some places, if you get snippy with the employees, you’re going to get worse than furtive eye rolls between baristas (though you’ll get that, too).

“Be nice to your baristas, or you get decaf,” warns one barista. While it varies from cafe to cafe, multiple baristas told Mental Floss that it happens. Rude customers might get three letters written on their cup: “They call it DTB—‘decaf that bitch.’”

There’s a less potent way a barista can get back at you, too. If the hole in your coffee lid lines up with the seam of your paper cup, you’re going to get dripped on. And sometimes, it’s not an accident. “When a barista puts the mouth on the seam, they want it to leak on you,” a New York City-based barista explains.

Others are a little more forgiving of rude patrons. “I like making them the best drink that they've ever had, just to kill them with kindness,” one coffee shop employee says. “I don't want them to be like, ‘She’s a bad barista.’” Just to be safe, though, it's better to be nice.

7. THEY PROBABLY KNOW WHAT YOU WANT BEFORE YOU DO.

“The longer you work in coffee, the more when someone walks in the door you read their personality type and say, I know exactly what you're going to drink,” Jared Hamilton, a self-described “espresso wizard” at the Brooklyn-based chain Cafe Grumpy, says. When I ask him to predict my drink, he proves his skills. “What you're going to drink is like, an alternative milk, flat white or cappuccino. So maybe soy, probably almond. Nonstandard. You don't want a lot of milk, just enough.” He’s not too far off—my go-to is, in fact, a non-standard, some-milk-but-not-too-much drink, a decaf cappuccino, though I drink regular milk in it. He points to another festival visitor who is dressed in business attire. "That guy right there, he drinks espresso all day," he guesses.

Depending on the coffee shop, the barista might know what customers want more than they do. Dominique Richards, who started her first barista job in Brooklyn three months ago, says she has to order for her customers around a third of the time. “Usually if someone's looking at the menu for more than 30 seconds, I jump in and say, ‘Hey, what would you like?’” She then asks them a few questions, like whether they want hot or cold coffee, and goes from there, often recommending lattes for people who are just getting into specialty coffee. “It's kind of a learning experience for the majority” of her customers, she says.

8. CUSTOMERS CAN BE REALLY PARTICULAR.

“People treat cafes like they're [their own] kitchen,” according to Cafe Grumpy’s Hamilton. “My favorite thing people do is when they walk in and they rearrange the condiment bar. Then they order, then they go use the condiments.” Apparently, some people are really particular about the location of their sugar packets. And if you throw off their routine, watch out. One of his colleagues describes a customer who threw a fit because the shop didn’t have a cinnamon shaker, demanding a refund for both her coffee and her pastry. (They eventually found some cinnamon for her.)

9. YOU SHOULD NEVER, EVER DUMP EXTRA COFFEE STRAIGHT INTO THE TRASH.

Even if you ask for room for milk in your drip coffee, the cup is still sometimes just a bit too full. It’s tempting to just pour a little into the trash can, but whoever has to take out that garbage is going to pay for it. “Please don't pour it in the garbage,” Bluestone Lane barista Marina Velazquez pleads. “Because at the end of the night, it ends up on our feet.” If the shop doesn’t have a dedicated container for you to pour out your excess coffee, take it back to the counter and ask them to dump a bit in the sink. Your baristas will thank you.

10. MAKING ESPRESSO DRINKS ISN’T A ROTE SKILL.

When you’re waiting in line, it may look like baristas are doing the same thing over and over for dozens of drinks. But in fact, every order presents its own challenges.

“There's probably not an appreciation for how much a coffee can vary,” explains Katie Duris, a former barista of 10 years who now works as a wholesale manager at Joe Coffee. High-quality coffee is “really dynamic as an ingredient,” she says. Baristas “have to make micro adjustments all day long. You have to change the grind based on the humidity in the room or a draft or how much coffee is in your hopper—if it's an espresso machine—so they're tweaking all day long … good baristas are making adjustments all the time.”

11. IT’S PHYSICALLY TAXING.

Making espresso drinks all day long can wear you out, and not just because you’re on your feet all day. There are also repetitive stress injuries to consider. “There's physical wear and tear on your joints when you're a barista,” Birch's Hrabe says. He’s worked in coffee for 11 years, and says that tamping espresso shots (compressing the grounds before brewing) day after day has given him tennis elbow. “It's totally common for baristas,” he says.

In short, baristas are probably doing more work behind the bar than you give them credit for, whether it’s dealing with customers or actually making coffee. “Being a barista is fun, but it's hard work,” Bluestone Lane's Velazquez says. “Everybody should be a barista at least once. I think it teaches humility.”

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10 Secrets of Ski Instructors
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If you’ve spent this fall wearing shorts and sandals, you’re not alone: Temperatures have been warmer than average across the United States. But no matter how warm it is where you are, there’s still snow (and skiing) in the forecast somewhere. Before you hit the slopes this winter, check out these on-the-job secrets of ski instructors, from why they love bad weather to what they do during the summer.

1. THEY LOVE BAD WEATHER.

No one can control the weather, but ski instructors cross their fingers for frosty temperatures and heavy snowfall. “Ski instructors love cold, appalling winter weather because it so often results in big snowfalls and the skier's dream—velvety powder snow,” says Chalky White, a ski instructor and the author of The 7 Secrets of Skiing.

But big snowfalls don’t always happen, so ski instructors try to make the best of whatever weather they encounter on a given day. Tony Macri of Snow Trainers, a ski and snowboard training company based in Colorado and New Zealand, tells Mental Floss that the weather’s unpredictability makes ski instructing an adventure. “I never think that weather is disappointing,” he says. “It is what creates more challenge and mystery in every day, versus going back to your cubicle that always has the same florescent light shining down on you.”

2. SOME OF THEM HAVE A BEEF WITH SNOWBOARDERS.

Although some ski instructors also teach (and love) snowboarding, the majority of them try to stay away from snowboarders on the slopes, at least when they’re teaching. “[Snowboarders] tend to push all the fresh snow down the hill with their natural movements. Gets pretty frustrating!” justind99, a ski instructor in Quebec, writes in a Reddit AMA.

But other ski instructors have a more zen attitude when it comes to snowboarders and preach coexistence. “We are all here to have fun,” rbot1, a ski instructor in Salt Lake City, says in a Reddit AMA. “The snowboarder vs skier stigma does nothing but cause problems. Share the mountain!”

3. THEIR CERTIFICATION PROCESS IS INTENSE.

Ski instructor teaching adults

Depending on the country in which they become certified, ski instructors must take classes and pass a series of tests to prove their proficiency. In the U.S., the Professional Ski Instructors of America and American Association of Snowboard Instructors (PSIA-AASI) establishes certification requirements for instructors. Once instructors become certified, they can take additional tests of their technical skills to earn higher levels of certification.

“Level 1 is pretty easy to get. Anyone that can ski a blue square comfortably can pass a level 1 exam,” rbot1 says. But achieving certification for higher levels is more challenging, requiring ski instructors to demonstrate their mastery of various turns, bump runs, and drills. “A single mistake in any of those runs nets you a fail,” says rbot1, who spent two years preparing for his Level 2 test. “These drills might be easy to complete, but you have to do it perfectly.”

4. THEY’VE SEEN SOME GNARLY ACCIDENTS.

Although some people think of skiing as a risky activity, ski instructors insist that, statistically, skiing is no more hazardous than many other sports. That said, most ski instructors have seen at least one nasty injury on the slopes, including broken legs and noses, concussions, and shoulder dislocations. “The worst injury I ever witnessed was a spinal fracture from a kid landing on his back after attempting to do a jump in the snow park area,” justind99 says.

“I have seen some injuries to knees, but the worst was when a friend concussed himself so bad that he was knocked out and was actually sleeping with his eyes open,” Macri says. White tells Mental Floss that a helicopter once picked him up from the slopes because medics suspected that he’d broken his neck. “Good news—I didn’t."

5. THEIR PAY ISN’T GREAT.

The income ski instructors make can vary widely, based on where they teach and their level of expertise. Some instructors earn $10 or $11 an hour for group lessons but charge more for private lessons or longer coaching sessions. While most beginning ski instructors may make just $20,000 per year, the perks of getting paid to ski outweigh the lack of cash for many instructors. “I do understand that at some point I’ll need to either start working really hard to boost my earning potential as an instructor or find another field,” rbot1 says. “For now, it’s a blast.”

6. THEY GET CREATIVE TO TEACH KIDS.

Ski instructor teaching children

A group of young kids bundled up in ski jackets while they try to balance on narrow skis might look adorable, but teaching children to ski comes with plenty of challenges. “Some kids don't have the muscles to do it at [a young] age and some do,” explains inkybus21, a ski and snowboard instructor who has taught in Canada, Australia, and Japan. To make sure his young students don’t lose interest or give up, he makes up games that require various skiing motions and uses visuals to help kids figure out how to properly use their bodies.

7. THEIR EQUIPMENT IS EXPENSIVE.

Ski equipment can be pricey, and ski instructors know the pain of an empty wallet firsthand. From skis and boots to bindings, poles, helmets, goggles, and other accessories, ski instructors can easily spend over $1000 on their equipment. And because their gear gets more use than a casual skier’s, instructors typically go through a pair of skis, boots, and liners each season. But many instructors are eligible for steep discounts on their gear, thanks to their employer or their PSIA-AASI membership. “I haven't bought anything at retail price in years,” rbot1 says. “I can’t even imagine paying full price for a pair of boots or ski/binder set up.”

8. THEY MISS SKIING DURING THE SUMMER.

In a career dependent on the winter season, what do ski instructors do during the summer? Some of them travel to the opposite hemisphere to work at a ski resort—essentially working two winters in a row. But because it can be costly to travel and live on another continent, most ski instructors work odd jobs or use their savings to rock climb and explore the outdoors in the off season. Rbot1, for example, has spent his summers working at a ski resort’s restaurant, boxing fish at an Alaskan processing plant, and living off of his savings. “Most people have a seasonal job. The most popular is raft guiding, the second most popular is working at a state park,” he says.

9. THEY GREATLY APPRECIATE TIPS.

Ski instructors don’t always receive tips from their students, and they wish more people knew that they welcome—and in some cases, expect—gratuity. Rbot1 recounts the story of how he once earned $1500, his biggest tip to date, after instructing a family of four for five days, taking them to different parts of the mountain and even eating lunch with them. “At the end of the week it was all hugs and smiles, but my hand was left dry,” he says. “Anyways, next day I got an email that said ‘you have a tip in the office’ and BOOM $1500 in an envelope.” Rbot1 made good use of the generous tip, paying two months of rent and car payments, as well as buying new ski goggles and gloves.

10. THEY LOVE HELPING PEOPLE OVERCOME THEIR FEARS.

Although skiing is good exercise and an enjoyable winter activity, learning to ski can also help people feel more confident. “It’s not always about skiing and teaching people to be the best skiers,” Macri says. “A lot of [the job] is just about showing people a good time and helping them achieve their goals or overcoming their fears.”

Macri particularly appreciates the amazing views from the top of a mountain, as well as the feeling he gets when he takes students down a great run and everyone high-fives one another in joy. “I sit back and think this is my office and I am having just as amazing [a] time as everyone else. The only difference is that I am getting paid for it,” he says.

All photos courtesy of iStock.

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