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More on the Russian tea trade – bear traps and an Iron Lady

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(Excerpted from the Merrill, J, Fernando autobiography)

Up to the dissolution of the Soviet Socialist Republic, India had maintained a stranglehold on tea imports into Russia, on account of the existence of a barter agreement between the two nations since 1979. Indian tea imports into the USSR, approximately 10 million kilos per year in 1960, had increased to around 128 million kilos by 1990.

With the dissolution of the Soviet Union, the trade agreement was voided and replaced with an annually-renewable purchasing protocol, allowing tea and other Indian products under a ‘Technical Credit’ scheme. The release of the Indian grip on the Russian tea market was our opportunity to step in, as Ceylon Tea, despite being dwarfed in volume by the cheaper and lower quality Indian tea, still enjoyed an excellent reputation for quality amongst the consumers in the CIS bloc.

Liberalization of the Russian trade resulted in an immediate influx of short-term speculators from various countries, exploiting unsuspecting Russian merchants, who were equally ignorant of both tea quality and market prices. Hundreds of intermediaries from Europe and other regions contracted to supply the Russian distributors with tea, at relatively high prices, for average and low quality tea, purchased from the cheapest possible sources.

Many traders in Colombo, too, temporarily cashed in on this situation, going to the extent of getting the Government to relax the minimum quality standard for exports to Russia. Subsequent events proved that this was a serious error.

With our traders packing cheap tea for Russian labels, what followed was tragic in its predictability. As more and more supermarkets came in to existence, they resorted to the Western, multinational type of retailing. Soon the Russian traders set up their own packaging plants in the country, sourcing cheaper tea from other origins, but still retaining the Ceylon origin on the label, despite the diminution of real Ceylon Tea in the pack.

Today, some of those fully Russian-owned brands, developed on the value proposition of Ceylon Tea, with the support of our own exporters, are competing successfully with our exports, not only in Russia but in our traditional markets in other countries as well.

Consumer loyalty is built around brand names and claims of quality. Brand loyalty, the foundation of branding success, is the customer’s creation. Progressive variations in quality, caused by the gradual diminution of quality tea in the pack, are not detected by the average consumer in the everyday cup of tea, if the brand loyalty is strong. This is exactly what has happened in the case of the market in Russia. Our traders’ venality and greed for short-term profits got them entangled in a race to the bottom and lost us a golden opportunity, for the development of genuine Sri Lankan brands.

Ironically, it was a sad replication of this lack of enterprise and foresight that both our trade and the regulatory institutions demonstrated, just a few years previously, in the case of the Middle East market. Our failure to capitalize on that opening then did not serve as a lesson of history to us, just a few years later, in a different market but under very similar circumstances. Those opportunities will never come our way again.

Warning unheeded

In February 1994, at the invitation of Michael de Zoysa, then Chairman of the Ceylon Tea Traders’ Association, I made a presentation on the `Russian Tea Market’ on the occasion of the Centenary Celebrations Congress of the Association, held in Colombo. Within my allotted 20 minutes, I presented to the gathering, the history, background and the prevailing situation of the Russian market, accompanied by a concise Strengths, Weaknesses, Opportunities, and Threats (SWOT) analysis, of and for Ceylon Tea, in relation to that market.

In the presentation, I briefly covered all the issues I have described in greater detail in the preceding paragraphs and elsewhere in this writing as well. I was invited to make the presentation, as it was acknowledged that of all our exporters, I had the widest and the longest experience in the tea trade with Russia. In retrospect, I am inclined to believe that many of my listeners would have agreed with me. However, I have not seen much evidence of the practical implementation of any of the suggestions I made then.

In or around 1995, the Russian Government imposed increased tariff rates on value-added tea imports to the country. That was an indication that investment incentives and other concessions aimed at invigorating the local tea packaging industry were in the pipeline. The State-sponsored protection measures compensated the incompetent Russian tea packaging industry against, the general inefficiency of that operation in its totality, whilst attracting the additional investment required to make the industry more viable. Since then, the development of the Russian local tea packaging industry and the parallel decline of our presence in Russia is a matter of history.

Interesting episodes

My trade with Russia was marked by many interesting episodes, some amusing, and a few fraught with danger the latter occurring during the general lawlessness which engulfed Russian society, arising from the loss of the strong central controls following the break-up of the Soviet Union.

Dilmah had become a household word, with singular demand in tea-drinking circles in Russia. One day, in 1993, the representative of one of our customers, Koncom of Nizhni Novgorod, rang me and said that he wanted to fly to Sri Lanka to purchase a plane-load of tea. I tried to talk him out of it as it seemed a preposterous idea, apart from being a very costly proposition as well.

However, he was insistent, and I found out that he could transport 16 MT of tea in the aircraft model he was planning on bringing in. I then proposed to him a date for arrival, giving myself time to purchase the tea. He agreed and requested me to make visa arrangements for nine passengers.

When I was notified of his arrival at Katunayake, I sent a Dilmah staff coach to collect them from the airport. My driver rang from Katunayake and said that the buyer had arrived with 33 passengers and I had to hastily send a staff bus instead.

I was amazed that they had been able, on their own, to obtain visas for the entire contingent, when my arrangement with immigration was for only nine named crew members. I asked my representative why he had brought so many passengers and his answer was simple: “They paid for the fuel”!

It was a Saturday and I was alone in the office. The group wanted to do some shopping and I sent them to the ‘Night Bazaar’ near the Fort Railway Station, where they negotiated with our traders for local goods, with mostly the vast quantities of Russian vodka they had brought with them, launching what was the first informal barter trade between Russia and Sri Lanka. I also hosted them for lunch and they loved the spicy food. Meanwhile, the plane was loaded with Dilmah tea and they left for Russia immediately thereafter. The next morning The Sunday Observer featured a bold headline: ‘Russians Come to Town’!

Earlier on, sometime in 1984, there was another incident which could have had unpleasant consequences for the company MJF Exports which was then regularly servicing very large Russian orders for bulk tea. During that period, before the dissolution of the Soviet Union, the tea export volumes were determined on a Government-to-Government purchase agreement, and the buying was distributed between six companies. Mine was one of them. The purchases were almost entirely from the High- and Medium-Grown catalogues and at periods of peak Russian buying, the volumes were such that the buying had a significant impact on the auction in its entirety.

One auction day, when we were scheduled to buy extensively from the High-Grown catalogue against an urgent Russian order, I got a call from the auction floor advising me that there was no buyer for MJF Exports and that, as a result, many of the ex-estate lots normally snapped up by me were unsold or being purchased by other traders, cashing in on an unexpected opportunity. I was astounded as my two junior buyers, David Colin-Thome and Hemantha Fernando, should have been active on the floor the former buying the Off-Grades and Hemantha bidding for the quality High-Growns. With some difficulty I managed to get David to the phone a difficult task in the middle of an auction before the mobile phone era and found that Hemantha had failed to turn up at the auction.

I instructed David to immediately switch to the High-Grown catalogue and start buying, pending my arrival at the auction to take over from him. Due to the early warning I managed to avert what would have been a serious embarrassment, resulting from Hemantha’s unpardonable and unexplained absence from the auction. Justifiably, he later felt the full weight of my wrath.

It was an infraction of trade protocol which affected Hemantha’s relationship not only with me but his standing in the trade as well. Our tea trade is a small, insular world, peopled by individuals with long memories.

In another instance several small traders from Russia had flown in to Colombo and, having secured a taxi, requested the driver to take them to the Dilmah office. The driver brought them up to our main gate and had told the security officer on duty that the Russians had actually wanted to go to another company, but that he had persuaded them to come to Dilmah instead. On the strength of this alleged favour to us, he also sought a commission!

This group walked into my office with a large briefcase stuffed full with US Dollars no longer an uncommon occurrence with Russian buyers and I immediately sent them off with one of my accountants to pay the money into the bank. Having finalised the banking, they returned to the office and asked me for the tea. I had to explain to them, much to their irritation, that the delivery of an order would take three to four weeks.

A significant feature of our business with Russia was the receipt of large sums of money into our bank accounts and our inability to immediately trace the source of funding. We would then get a call from a Russian buyer who would advise us that he had paid money into our account and asking why we had not shipped his tea. Then my office would hurriedly set about regularizing the transaction, for which we had developed a standard procedure.

We also received orders from Germany, France, and Italy for shipments of tea destined for Russia. For these orders, which we would meet at our usual FOB prices, the final Russian buyer would pay an additional 25%-30%. To me, these purchases were an affirmation of the strength of the Dilmah brand and the reliability of the service I had provided to Russian buyers over the years.

Russian bear traps

Zara Tolstenkova, of Dora Ltd., Moscow, was another regular buyer of Dilmah tea. She too once visited me with a bag stuffed full of US Dollars and said that she wanted to buy 25 containers of our specialty ‘Fruit Tea’. This variety, which I introduced as a ‘Fun Tea,’ became enormously popular both in Russia and in Western markets. Subsequently, a major competitor introduced 30 different flavours at prices substantially below those of Dilmah.

Zara incurred a huge loss in her business during a period when I was visiting Moscow. We were at lunch together when her warehouse manager called to tell her that it was a good day for them as they had sold a large volume of tea. When the surprised Zara said that she had not received any new orders, her manager advised her that two men had arrived at the warehouse with an order on a company letterhead, and driven away with the tea. Apparently, these two men, through some ploy, had obtained a company letterhead from her office and defrauded her of the tea. Zara was robbed, but in the context of the times in Moscow, she was unable to take any action to recover her losses.

The popularity of Dilmah in Russia caused me much grief as well. In Moscow and in the Ukraine, the Dilmah pack was replicated by fraudsters. The packaging was perfect, but the contents were terrible. When I approached the local Police and asked them to investigate, I was advised that such a course of action could endanger my life! Basically, what they gently told me was, “You could disappear.” As a counter-strategy, I reluctantly placed the image of my face on the packs. Within two months that too was replicated to perfection.

When I discussed this matter with my agent, he suggested that we change the distributor, he too advising me of the physical danger to myself in pursuing legal action against those responsible. However, we managed to counter the threat to an extent by well-orchestrated PR programmes and radio interviews. That was how my face became the focal point of our advertising, thereafter, even in other markets. Though I did not realize it then, my face on the pack later became one of our strongest marketing tools.

Viktor Mikhailchenko, another buyer who owed us a large sum of money which he delayed to settle, met Dilhan, who had agreed to a meeting in his (Dilhan’s) hotel room at the Moscow International, without understanding the implications. Mikhail had not been friendly. However, at my insistence, the discussion was moved to the hotel reception area and Mikhail agreed to produce the bank manager, who would guarantee payment within two weeks. Since he could have brought any individual and identified him as the bank manager, I suggested a meeting at the bank, which Mikhail did not agree to! We had no option but to agree to his verbal assurances of settlement, but surprisingly, he did pay us the outstanding some weeks later. However, despite his repeated requests, we stopped doing business with him thereafter.

When I first started visiting the USSR, in the early 1960s, it was a quiet, orderly society with a rigidly-controlled economy. There were absolutely no public displays of affluence and the only privileged people were Government officials. In the course of my business dealings with tradespeople in Russia, I used to be frequently invited to parties and other social gatherings. Apart from the wonderful array of traditional Russian food, a feature of these parties was the large consumption of vodka, for which my Russian hosts demonstrated an enormous capacity, as well as an inexplicable resistance to its impact.

My maximum would be about three glasses but that was totally insufficient to meet the demands of the innumerable toasts that would be drunk of an evening. I would, in every possible instance, surreptitiously empty my glass into the nearest flowerpot or some other container a move that would not be lost on my friend Rafiq Nishonov!

On my visits to Rafiq’s home in Moscow, an elegantly-appointed official residence, his wife Rano used to prepare a delicious ‘pilaf’ that we call ‘pilau’ with which our plates would be loaded. Whilst in Sri Lanka he had two fierce Doberman dogs, who used to be locked up when visitors were present. The same pair were guarding his household in Moscow as well. Traveling around in Moscow in Rafiq’s beautiful Mercedes 350 was a pleasure, as his official status enabled quick access to any destination, with highly-deferential treatment from security officers.

On one of my visits, with Dilhan also accompanying me, after finishing our work in Moscow we flew to Belarus, where we had direct importers of Dilmah tea. We stayed a couple of nights in a hotel which also had a casino where, in a rare gambling session, we won enough money to pay for our hotel and also purchase an old, traditional Russian tea samovar for around USD 300. I thought that it would be an attractive addition to the Dilmah Tea Archive in Colombo, but, unfortunately, at the Moscow Airport Customs, it was confiscated on the grounds that the samovar was an antique item and therefore not transferable out of the country.

In 2006 Herman Gref, Minister of Economic Affairs and Trade of Russia from 2000 to 2007, made an official visit to Sri Lanka. He first met the then Minister of Trade and Commerce, the late Jeyaraj Fernandopulle, in the latter’s office, in order to sign the WTO protocol. During the meeting he had told the Minister that he would also like to visit the Dilmah factory as he had grown up drinking Dilmah tea in Russia. When Minister Fernandopulle conveyed the request to me, I said I would be quite happy to come over to the Ministry to meet Gref, but the latter insisted on coming over to my office in Peliyagoda on his way to the airport, on the return journey to Russia.

He congratulated me on my trade with Russia and the quality of my products and offered me unconditional assistance, which included land at no cost, to set up a tea packaging operation anywhere in Russia. I had some difficulty in declining this seemingly-magnanimous offer! Gref was subsequently appointed CEO and Chairman of Sberbank, the largest bank in Russia. He still holds these positions.

Eventually, in view of my considerable losses in the trade with Russia, largely owing to illegal intrusions by the Russian mafia, from 1997 onwards I significantly downsized my presence in that market, despite having been a major player with my Dilmah brand since 1988. The devaluation of the ruble also had its impact on the import-export trade, as Russian traders experienced difficulties in obtaining US Dollars from banks. However, in retrospect, despite the difficulties, I feel that moving out of Russia was an error of judgment as when I returned to it, I was not able to recapture the dominance I had been enjoying earlier. In the relatively short period of my limited involvement, many other brands had moved in.

The iron lady becomes a friend

When marketing Dilmah tea in Russia more than a decade later, it was my intention to link up with one of the country’s largest supermarket chains, the X-5 Retail Group, which operated chains of convenience stores, supermarkets, and hypermarkets under different brands right across Russia. The X-5 Group was also Russia’s largest food retailer. In order to re-develop our business in Russia I had, in the meantime, set up a company in Russia called Dilmah Rus, as an associate company of the MJF Group. Megapolis, Russia, was appointed as the Dilmah distributor in the country.

Despite all our preparations, however, our team was facing problems in obtaining listings with the X-5 Group. Though Dilmah tea had previously been widely available in Russia, since we had changed distributors, as was the practice the retailer had de-listed us. Unquestionably, our success in Russia was contingent upon our linking up with the X-5 Group and that was to be determined solely by Olga Ivanovna, the Chief Commercial Buyer of Beverages for the X-5 Group. She was, reputedly, an uncompromising negotiator. Both Dilhan and Roshan Tissaaratchy, my Director, reported to me that Ms. Olga had laid out very rigorous conditions, which included wide-ranging discounts and a stiff listing fee, before she would consider accepting the Dilmah brand.

In 2010 I travelled to Moscow, accompanied by Roshan, for a meeting with this lady. She arrived alone for the discussion and, firstly, insisted that my Russian distributor, who was also present, be asked to leave the meeting as she dealt only with principals. We tried to convince her, without success, that the distributor’s presence was necessary. Fortunately, our distributor resolved the problem by courteously agreeing to withdraw and we commenced our negotiations with her with only me, Roshan, and our Country Manager present.

Olga was extremely business-like, controlled, and gave no indication of her true feelings, but I did get the impression that, inwardly, she was intrigued at having to deal directly with the owner of a brand. My guess was that it was an unusual situation for her, and for me an advantage that I would go on to use as a lever in the negotiation. We laid out our product range for inspection and I described my background in the tea trade in Russia to her. I also explained my business philosophy. I then told her that years before, I had introduced to the Russian market a large-leaf tea pack called OP-COP, which had sold very well and that it continued to be our best seller, along with our Pure Ceylon Tea bags, as I had provided the same product over the years with no change in quality.

However, whilst she was appreciative of our arguments, she still laid out pre-qualification conditions, which included a 50% discount on our price range and a USD 800,000 listing fee. I was startled at the stiffness of her terms, but told her very courteously that the tea I was proposing to deliver was of the finest quality, direct from the plantations and superior to any product that she already had.

I also made it clear to her that I would not be able to provide that package on the bargain-basement terms she was proposing, as that would compel me to compromise on the Dilmah benchmark of product purity and authenticity. I explained to her that those were was not concessions I was prepared to consider, irrespective of the rewards at stake. Having thus stated my position, I thanked her for her time and prepared to withdraw.

She then spoke to the Country Manager in rapid-fire Russian and, at the end of the that exchange, turned to me and asked how quickly we could deliver one million units of Dilmah tea, at my price, for a special promotion. She also agreed to fund part of the promotional expenses. We came away from that meeting with an order for one million X 100 tea bag units. Eventually, we also became great friends with Olga and subsequently, after she had left the X-5 Group, she visited Sri Lanka with her family for a vacation.

To me, the episode in its entirety was the reinforcement of my long-held personal ethos, that if you have a good product and refuse to compromise on quality, at a commensurate price, the buyer-consumer will eventually accept the proposition as a fair bargain. To both Dilhan and Roshan I think it was part of an interesting learning curve, the kind that is not normally reflected in marketing textbooks. Persistence, reinforced by integrity, rarely fails to produce a decent result.

However, the developments and the progression of events described above, were indisputable proof of a prediction and a statement I had made repeatedly, firstly to the Ceylon Tea Propaganda Board and later to the Sri Lanka Tea Board in any market, one must use the opportune moment to enter and establish the dominance of your product or brand. If you fail to do so, another trader-entrepreneur will step in and occupy that space. In large, lucrative markets, that kind of opportunity may come only once, and a belated re-entry carries a massive cost that only a few can afford.



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Justice must not end at the prison gate

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A file photo of the STF deployed during the Negombo prison riot

The recent tragedy at Negombo Prison has forced Sri Lanka to confront an uncomfortable reality. While public attention has understandably focused on the deaths that occurred, the incident has also exposed something far more fundamental: the appalling conditions under which thousands of prisoners are compelled to live every day.

Reports indicate that a prison designed to accommodate about 900 inmates was holding nearly 2,400. Such overcrowding is not merely an administrative inconvenience. It inevitably produces conditions that no civilised society should tolerate. Disease spreads rapidly. Sanitation collapses. Food and healthcare become inadequate. Sleeping space becomes scarce. Opportunities for exercise disappear. Human dignity is steadily eroded.

The consequences extend beyond prisoners themselves. Overcrowded prisons create greater tension, violence, corruption, gang influence, drug trafficking, deteriorating staff morale and increased security risks. Eventually, these pressures explode into tragedies that shock the nation until public attention shifts elsewhere and the cycle repeats itself.

It is tempting to regard prison administration as the exclusive responsibility of the Department of Prisons. That would be a mistake.

Every person who enters prison does so because a judicial officer has exercised the authority of the State. Judges remand suspects or sentence convicts. Yet, once the prison gates close, the justice system effectively loses sight of the conditions in which those individuals are confined to.

This institutional separation deserves careful reconsideration.

Courts do not sentence people to disease, degradation or inhumane living conditions. They sentence them to the deprivation of liberty. There is an important distinction between lawful punishment and unnecessary suffering. When prison conditions themselves become cruel, degrading or dangerous, society has gone beyond what the law intended.

This principle is firmly recognised in international law.

The United Nations Standard Minimum Rules for the Treatment of Prisoners, better known as the “Nelson Mandela Rules” , establish universally accepted standards governing accommodation, sanitation, medical care, nutrition, discipline and respect for the inherent dignity of prisoners. They emphasise a simple but profound principle: although prisoners lose their liberty, they do not lose their humanity. Every person deprived of liberty must continue to be treated with dignity and respect.

Sri Lanka has repeatedly affirmed its commitment to these principles. The challenge is not one of aspiration but of implementation.

One practical reform could significantly improve accountability without requiring major legislative change.

Every Magistrate and Judge whose orders result in persons being detained should be required to visit the prisons within their jurisdiction at least once every three months. Following each inspection, they should submit a concise report to the Ministry of Justice, with a copy made publicly available through the media. The report need not interfere with prison management. Instead, it should objectively assess whether basic standards of safety, sanitation, healthcare, accommodation, nutrition and human dignity are being maintained.

Such inspections would not compromise judicial independence. On the contrary, they would strengthen public confidence in the administration of justice by demonstrating that the judiciary remains concerned not only with imposing lawful punishment but also with ensuring that such punishment is carried out in accordance with the law and accepted standards of humanity.

Comparable oversight already exists in many Commonwealth jurisdictions.

In the United Kingdom, prisons are subject to regular independent inspections carried out by His Majesty’s Inspectorate of Prisons, while Independent Monitoring Boards provide continuous civilian oversight of prison conditions. In India, prison legislation provides for regular inspections by judicial officers, recognising that courts retain an enduring interest in the welfare of those whom they commit to custody. Australia and New Zealand similarly maintain independent inspection and monitoring mechanisms designed to ensure transparency, accountability and compliance with human rights obligations.

These systems recognise an important truth: prison oversight cannot be left solely to prison authorities.

Sri Lanka need not replicate these models in every detail. Our institutions and resources differ. But the underlying principle remains equally relevant. Those entrusted with sending individuals into custody should have periodic opportunities to satisfy themselves that those institutions meet minimum standards consistent with law and human dignity.

Such a reform would also have practical benefits. It would generate reliable information for policymakers, encourage timely maintenance and investment, identify overcrowding before crises emerge, strengthen parliamentary oversight and provide prison administrators with objective evidence when seeking additional resources. Above all, it would remind every public institution that prisoners remain under the protection of the law.

The words painted on many prison walls—”Prisoners are also human beings”—express an admirable sentiment. Yet slogans alone do not protect dignity. Walls cannot guarantee humane treatment. Accountability can.

The measure of a nation’s civilisation is not determined by how it treats its most privileged citizens. It is revealed by how it treats those who possess the least power—including those behind prison walls.

If the Negombo tragedy teaches Sri Lanka anything, it should be this: justice cannot stop at the courtroom door. It must travel all the way to the prison cell. Only then can we honestly claim that ours is a justice system worthy of its name.

by Dr. A. N. C. FERNANDO

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The Hallmarked Man

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Tales of Mystery and Suspense 9

From the most orthodox of recent crime writers to a very unorthodox one, J K Rowling of Harry Potter fame. After that series concluded, and one not very successful novel about social problems, she turned to a private investigator called Cormoran Strike who, together with his assistant Robin Ellacott (hired initially as a secretary, but providing sterling support which Strike realizes he needs), solves murder mysteries.

I had read several of them previously but not owned any in the series. But when a friend came out from England earlier this year and asked what I would like, I said the latest Strike would be ideal. He duly turned up with The Hallmarked Man albeit he also brought along a box of Fortnum and Mason Turkish Delight, which was much more delectable.

The Strike indeed was not delectable at all, though it was a most exciting read. Rowling seems more often than not to concentrate on the dregs of humanity, and this particular book had two different sexual perverts, a gang that had fights to the death between killer dogs which they and a whole host of onlookers bet on, and another of girls kept captive for sex. And the less ghastly characters furnished endless episodes of adultery and significant incest.

The plot was based on a body found in the vault of a dealer in silver, the night after he had taken delivery of much of the collection of a Freemason. The body had been mutilated, and could not be recognized, but the police decided very soon that it was the body of a gangster killed at the orders of his uncle who ran the gang. But a woman called Decima Mullins hired Strike to prove if he could that this was the body of her boyfriend, who had suddenly disappeared, after he had fathered a baby with her. She believed he had found employment in the shop under the name William Wright.

Rowling

She was desperate, being the daughter of a rich club owner who despised her, and having finally found love did not want to accept that the much younger man had left her. Strike decided to take on the case, bizarre though it seemed, and soon established that the police had been careless, not even bothering with a DNA test, largely it seemed because the man in charge of the case was a Freemason and seemed to think it his duty to protect the Freemasons from any hint of having been involved.

The police had received two other leads as regards missing persons, but they had dismissed them as not worth pursuing. One was a former SAS man who had been injured in a shady operation, and when Strike was pursuing the case he was told by a worthy who seemed to be from MI 5 that he should back off. The other was a youngster who had left the little town of Ironbridge where he had lived all his life when he was accused of having tampered with a car which led to the death of a boy and his girlfriend, the story being that he had been in love with the girl.

It takes Strike a very long time to arrange interviews with the widow of the SAS man, who lived in Scotland, and the grandmother of the other who was near enough to the border. One reason he had taken on the case, he had to admit to himself, was that he welcomed the opportunity to travel a long distance with his partner Robin Ellacott, with whom he had finally acknowledged to himself he was in love.

Cormoran Strike’s realization that he was in love with his partner could well have come too late, for she was in a steady relationship with a policeman, and they were thinking of moving in together into a house, having been sleeping together at his place or hers for some time. Much of the novel is taken up with the ratiocination about their feelings of the two detectives, compounded by Robin’s unwillingness to let down the policeman Ryan Murphy who is going through a tough time at work, and by the endless affairs Strike had had in the past, one of which came back to haunt him at a particularly bad time.

Life is also complicated by a new assistant who had left the police and joined the firm, who tried to actively flirt with Strike while ignoring Robin. Going into detail about all this would be tedious, but though one often wished Rowling engaged in less repetitive analysis of the diffidence of the pair, I suppose such delicacy is not inconceivable in a pair who had been through so much – Robin’s first marriage had been a disaster, following on her being raped while a student, while Strike’s first love had recently committed suicide, after endless efforts to get involved with him again.

After Strike had made elaborate preparations to stay in a hotel that would provide a suitably romantic setting on the trip to Scotland, Robin said she would not come, after another revelation about Strike’s previous indiscretions. They did meet in Ironbridge, and then worked together well, in interviewing the grandmother and also a neighbour whose daughter had it seemed to have been involved with the now vanished Tyler Powell, but had turned against him after the accident involving his car.

Meanwhile Strike had received a note alleging that the body was that of a porn star and, having traced the woman who had dropped it in, found that he had been used by an unctuous peer to have sex with women which he watched through a two-way mirror. Dick de Lion had attempted some sort of blackmail on the peer, who had then wanted him eliminated.

Strike deduced that de Lion came from Sark, and he and Robin went there, to find him alive and well, but desperate to stay hidden. He was told that the peer was going to be exposed, and advised to tell the police his story first, to ensure he was not charged as an accessory, and he agreed to do this at the urging of his brother, who had previously not believed his story. But they wanted time to break the story first to their mother.

Strike had reason to dislike the peer, since he had got involved in vilifying Strike in association with a journalist who had accused Strike of paying call girls for information and then sleeping with them himself. This in turn was because Strike, or rather his new recruit from the police, Kim, had found that a woman they were trailing because her husband was suspicious was in fact having an affair with the journalist’s wife.

As the above description of its first section shows, The Hallmarked Man is horrendously complex, and the complex peccadilloes of practically all its characters seem excessive even in a wicked world. But all these are put in the shade by the central villainy of the book, which is sexual trafficking which has led to young girls being taken captive for sex, and murder, for a variety of reasons.

Strike and Robin first begin to suspect what is going on when they interview the downstairs neighbours of William Wright, the name used by the man working in the shop, though that brought them no nearer to establishing his identity before he had taken on the persona that had sought a job in the silver shop. The neighbours mentioned a woman and a man who had come to his room to strip it, and they soon deduce that a body found in a wood was that of the woman. The man they suspect is a shady character who called himself Oz on social media, having taken on the identity of a genuine music show producer. The latter had been traced because there were emails to him from the silver shop, but he had an alibi for the time of the murder.

The other man could not be traced, but his technique, of inveigling young girls to go along with him, was clear, and Strike and Robin tried to trace one in particular whom he had tempted. It also transpires that a name Wright had mentioned in front of his neighbours belonged to a woman mentioned in Belgium some years back. Though Strike thought this far-fetched when Robin tried to find more information about her, there was corroboration in that she was Swedish, a single mother, and Oz had told the missing girl, according to her friend, that she reminded him of a Swedish girl he knew.

Strike’s focus begins to crystallize when he realizes that the handyman in the silver shop, Jim Todd, had a shady past, which involved driving for the ring trafficking women including in Belgium. But he had been in jail there when the Swedish woman was murdered. Her body had been found in a wood, and it was assumed her infant daughter too had been killed, and her new partner was jailed for the murder. But the remains had been mutilated and it was possible that there had only been one body there. The parts needed for DNA had been cut away, as had happened with the body in the silver vault.

Watching again and again the video footage, though it was not very clear, of what happened on the afternoon before the murder took place, Strike and Robin noticed some anomalies, most notably that the very heavy crate Todd and Wright had carried downstairs seemed to have had very little in it. And they worked out that a woman who had kept the manager upstairs for some time could well have been Sophia Medina, who had gone to Wright’s room and then been murdered.

When Todd then is murdered, along with his mother, whose flat he had gone to for refuge, Strike begins to understand the rationale for the murder taking place in the vault, with the mutilation of the body designed both to disguise its identity and suggest that Masonic elements were involved. Then step by step the different elements in the whole conglomeration of horrors were resolved.

The man who ran the dogfights was caught trying to take revenge on the person who had destroyed a dog he was looking after which he thought too dangerous to keep – though that was after Strike, in trying to catch him in the act, was mauled by a beast and only saved because Robin carried around with her a pepper spray, which also proved effective when one of the agents of the biggest villain, having tried to frighten her off, then tried to kidnap her.

The loathsome lord had to listen to an account of his misdeeds at a dinner to which he had invited Strike and Robin, and then brought along the dodgy assistant who had left after Strike had made it very clear he found her advances offensive. Strike explained his host’s techniques, and Kim realized that she too had been watched, and filmed, having sex with a stud she had been introduced to. The host departs in high dudgeon, but the expose in the newspapers duly happens and de Lion earns a packet for his story.

And then, having worked out exactly how the murder had happened, in the afternoon, with the murderer brought in in a crate and killing Wright while the manager was distracted, and then leaving the shop disguised as him, Strike sets off to confront him. Robin meanwhile finds the missing silver behind a false wall in the basement, put there by Todd that afternoon, while Wright had been sent to fetch a piece delivered elsewhere by the delivery man who had also been a driver for the trafficking ring – and who also died soon after the incident, though there did not seem to have been foul play in this case.

Strike, along with his toughest assistant, and a police officer who had retired and joined him, breaks into the villain’s house when he had gone to the pub with his mates. But one of the gang is left behind, which is fortunate for he shows the basement used for relentless sex by several men with the girl held captive. Strike knocks him out and subdues the villain who nearly cuts off his ear in the process, and then his assistants turn up and handcuff the two men who had failed to flee in time, and also the two men in the basement. And while the policeman frees the girl, Strike engages in ruthless questioning, helped by some force from his other assistant, since he also wants on record how and why the man in the vault had been killed.

High drama all the way, though interspersed with the story of Strike and Robin, which ends with him proposing to her just before she goes to the Ritz to have dinner with her boyfriend, knowing that he too is about to propose to her. She does not accept Strike, since obviously this story has to run and run. But the story of the client has a reasonably happy ending, because her boyfriend is discovered, and turns out to have had a very good reason for leaving her, namely that he was her half-brother – another quirk in a totally quirky, if gripping, tale.

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Beyond one-night stand: Reimagining Colombo’s tourism landscape

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A Kelaniya Temple mural

(The writer is on X as @sasmester)

Over dinner in Colombo a few nights ago, a friend in the private sector with connections to the hospitality and advertising industries brought up a persistent ‘industry concern.’ Despite a heartening surge in post-crisis tourist arrivals, most visitors treat our capital city as a mere pitstop. They check in, sleep off their jet lag, and vanish the next morning to the pristine beaches of the South, the misty hills of the Central Province, or the cultural triangle.

When hoteliers expressed frustration that it was impossible to retain these visitors for an additional 24 to 48 hours because ‘Colombo has nothing of interest to offer,’ many in the room were taken aback. There is, after all, a fundamental difference between a city lacking substance and a tourism industry lacking the imagination to sell it. Is Colombo truly a dreary concrete jungle, or are we simply blind to its latent potential?

While the state invests heavily in marketing traditional attractions — and shifting focus toward lucrative sectors like destination weddings, the broader spectrum of urban possibilities remains criminally ignored. If we define ‘Colombo’ not just as Fort and Kollupitiya, but everything accessible within a two-hour drive , we possess an abundance of untapped possibilities capable of captivating discerning travellers without exhausting them before their onward journeys.

The Green Lungs of the Capital

For nature enthusiasts, we have the luxury of pristine biodiversity right on the city’s fringes. The Beddagana and Kotte Rampart Wetland Parks offer tranquil, morning or evening walks even in humid conditions that local residents take for granted but visitors might find remarkable. Beddagana, an 18-hectare protected sanctuary nestled along the Diyawanna waterway, features beautifully constructed wooden boardwalks cutting through lush mangroves. It is a haven for birdwatchers, hosting around 80 species of resident and migratory birds. Meanwhile, the Kotte Rampart Wetland Park allows visitors to walk right through a delicate marsh ecosystem while tracing the 14th century fortifications and inner moat (Athul Diya Agala) of the historic Kotte Kingdom.

For those willing to drive just over an hour toward Avissawella, the 106-acre Seethawaka Wet Zone Botanical Garden in Illukowita offers a grander scale of escape. Opened in 2014 to conserve the unique flora of our wet lowland rainforests, it boasts of rolling lawns, a rose garden, a scenic mountain viewpoint, and massive Kumbuk trees flanking freshwater streams.

Painting by Pala Pothupitiye

Yet, these locations desperately require institutional polish: regular maintenance, curated culinary spaces, and seamless ticketing systems are non-negotiable if we expect high-spending tourists to visit.

Curating Culture, Cuisine, and Canvas

Beyond nature, our urban spaces, culinary arts, and contemporary visual culture remain heavily siloed from mainstream tourism.

Consider gastronomy. Over the past couple of years, specialty Sri Lankan restaurants like ‘Lisa’s Lanka’ in Bandra, Mumbai, and ‘Zetu’ in Mehrauli, Delhi, have taken the Indian metro culinary scene by storm. Concurrently, well-known local and overseas food writers like Cynthia Shanmugalingam, Meera Sodha, O Tama Carey, Dom Fernando, Rukmini Iyer, and Nuzrath Shazeen have brought global prestige to Sri Lankan cuisine. Yet, look at our standard tour itineraries –– where is the structural and organized push for curated culinary tourism?

Similarly, while cities like Mumbai and Delhi have transformed their colonial quarters into thriving, structured walking and vehicular tours, Colombo lags behind. Mumbai’s colonial quarter covering areas such as Colaba, Fort and Churchgate, as well as Delhi’s much larger older parts have become established aspects of vehicular and walking tours of these cities. Usually, these tours not only take into account where to visit and how, but also climatic conditions and where to rest and refresh. These are mainstream enterprises.

Given that our capital is far more compact and our traffic significantly more manageable than India’s messy and congested mega-cities, designing specialised, time-blocked architecture-art tours is entirely viable. We could seamlessly weave the colonial heritage of Fort and Pettah, the Dutch Hospital, and the Independence Arcade,etc., with different kinds of shopping in some of these same locations. Such tours can also combine ‘museum hopping’ linking the Colombo Dutch Museum, Colombo Port Maritime Museum and the National Museum – notwithstanding all these institutions need major upgrading. Museum tourism may also be organised independently depending on the needs of tour groups or individuals.

The vibrant religious architecture of our historic temples, churches, mosques, and kovils offer another possible tour package. This is not merely about architecture but can also have a focus on the elegant late 19th and early to mid 20th century Buddhist murals in temples such as Subodharamaya in Dehiwala, Ashokaramaya and Isipathanaramaya in Thimbirigasyaya and Subdraramaya in Nugegoda as well as Kelaniya Rajamaha Viharaya and much more recent and stylistically different paintings in Bellanwila Rajamaha Viharaya. These tours are not meant to be religious excursions and therefore can also be intermingled with shopping and culinary excursions. Depending on the available time and the distances covered, they can be walking tours or a combination of motorised transport and walking.

At the moment, though such guided tours in Colombo are offered by a few individuals and some overseas companies, there are no specialised tours that consider different interests and tastes.

Furthermore, we completely ignore our visual culture. Over the last two decades, contemporary Sri Lankan artists have made phenomenal strides globally. Their works sit in prestigious international institutions, from the Fukuoka Asian Art Museum and the Kiran Nadar Museum of Art to the Queensland Gallery of Modern Art and the Guggenheim Abu Dhabi. Contemporary Art is one area in which Sri Lanka has been able to compete with the world and has become a considerably important business whose scale and potential is still ill-understood locally. While our National Art Gallery in its current state is unequipped for international tours, the city’s private galleries and suburban artists’ studios could easily be woven into ‘art-viewing-buying and dining’ experiences.

The MICE Frontier: Colombo as South Asia’s Safe Haven

One of the most glaringly overlooked opportunities lie in MICE (Meetings, Incentives, Conferences, and Exhibitions) tourism. Even though the government has made some efforts in this direction, it needs more aggressive promotion. As corporations and international bodies seek premier regional destinations for conference tourism, Colombo stands out as an ideal oasis.

While historical hotspots and conference and meeting locations across South Asia are increasingly marred by geopolitical friction, civil unrest, or complex security and visa paradigms, Sri Lanka offers a stable, peaceful, and highly secure environment. Compared to what Ashish Nandy calls, the ‘garrison states’ of South Asia, Sri Lanka remains the only easily accessible location for anyone from the region or the world. In this situation, Colombo possesses the exact trifecta required for high-end conference tourism: premium five-star coastal hotels, state-of-the-art convention facilities, and an incredibly warm, hospitable populace. By positioning Colombo as the secure, neutral boardroom of South Asia, we can attract thousands of high-net-worth corporate travellers who naturally extend their business trips into leisure stays.

Conclusion: A Call for Collective Imagination

In my mind, the thematic blueprints outlined here — from eco-tourism and heritage walks to contemporary art and corporate conferences — are designed for high-end, niche markets.

To transform Colombo from a transient pitstop into a mandatory two-day destination, these niches must be integrated into a cohesive national tourism strategy and championed by our diplomatic missions abroad as well as the Sri Lanka Tourism Development Authority. The lingering question is whether our state agencies and major tour operators possess the capacity to think beyond the beaten path. If the bureaucracy remains stagnant, the impetus must come from Colombo’s premier hoteliers themselves. By collaborating with local historians, environmentalists, artists, and culinary experts, the hospitality industry can bypass state lethargy and lack of imagination, curate these experiences independently, and finally give the global traveller a reason to stay in our main city. Ultimately, Colombo is not merely a transit point, but a living museum shaped by the tides of history. As a port of call nourished for ages by foreign tongues, multiple cultures, trade, and traditions, it offers a rich tapestry that cannot be unraveled in a single day; it is a city that demands, and richly deserves, more than just twenty-four hours to reveal its true soul.

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