(Q) Regarding Zerozone Refrigerator Corporation of New York
and Chicago - In what way can selling organization be more
successful?
(A) There are MANY conditions to be considered when there
is the forming of, or the activities of, a selling
organization of this nature or character. There must be
considered those of the competitive products that are to be
met or dealt with. Not that the product is to be made LESS
in its activity of giving service, but be ever able in
forming same that each and every one associated with such an
organization presents facts and figures that are in keeping
with that, that may be gained by the use of THAT individual
product! So has this been set, so far, that there is
satisfaction in this direction. Then, to those larger
distributors, that through their efforts are in contact with
those that USE the products, the more may the greater stress
be laid on the organization - that is, the SELLING
organization. Select in the various districts, or in the
various portions of the country, those individuals that will
be as near in keeping with the policy of the organization as
possible. This brings more harmony, more cooperation, and is
just PLAIN GOOD business!
(Q) How can Arthur Richland, executive vice-president,
improve himself to make the business more successful?
(A) That one idea, or that one policy, if well grounded in
the mind, intent and purposes and aims of Arthur Richland,
will make for a better executive in this direction. There
must be such an organization in each representative field,
that the best cooperation may exist; not just to put out
machines, or not JUST to handle this territory or that!
but be SELECTIVE, as is the product itself, TO that people
it would serve! This - to some - would sound first as rather
that of an altruistic idea, but when sifted - or analyzed -
makes for that condition, that when deliveries are made they
"stay put!"
(Q) Is the man in Chicago the best man obtainable for that
district?
(A) At the present, he is. There has been an associate
of the Busch Brewing Company - refrigeration executive -
that would, when the time comes, be rather a better
representative.
(Q) Will the Forces give us his name?
(A) We have the connections - we haven't his name - we will
find it. As the developments of the conditions are carried
on in this particular territory, as we find, he will present
himself - in the very near future.
(Q) What place is there for Herbert Weisburgh (now in
Chicago) in the organization, for the best interests of all
concerned? or should he be in the organization?
(A) There has been a field of endeavor for this body, which
has been outlined for him, that offers greater possibilities,
with another organization or association. There might be the
proper TRAINING for Weisburgh in this field which would be
well, if properly trained, or if there was the recognition
within self or that as is the necessary policy in perfecting
the organization of making the contacts in various portions
of the country, as distributors for the product.
(Q) What work would be better for him, other than
refrigeration? as I want to direct him.
(A) That of the WOOLEN goods, or the making of suits or the
like for camps, lodges, or such. THIS the body trained in!
(Q) What can I do to take the factory out of receivership?
(A) By so perfecting the sales organization as to make for
orders and distributing of the product in such a volume as
will enable those, as have the interest or the financing OF
the product, able, willing, that same BE taken out. As WE
would find, this may be accomplished by the early portion of
the coming year - April or May.
(Q) What can Mr. [
5597] do to help this matter? [See
257-66, Par. 82-A--85-A on
3/28/31 &
257-67 on
5/08/31.]
(A) Just in the capacity of the position he occupies, of
not being too stern, nor yet too lenient, in the aid in
these directions, as may be lent by his position or his
abilities!
(Q) Has his past attitude been entirely proper?
(A) That would be hard to judge, an individual's concept
of the policies of, or the actions of individuals that have
been in charge of same. With the changed POLICIES, as
outlined - which would not be changed, but better say
STABILIZED policy; or the policy has been, rather get an
agent, get him to have so many machines, irrespective of
whether the agent was able to deliver or not! but with an
organization perfected, that will enable those who become
the distributors in various portions - WE find the attitude
of the body would be different! judged from THAT
standpoint, we might say NEARLY correct as has been the
attitude, but it is quite different from that as is suggested
for the body in the present!
(Q) What should be his attitude to help the New York
associates and better the business?
(A) As is said, given, rather a lenient attitude - that
will enable those interests to definitely work out the
plans - see?
(Q) Should the quota be changed?
(A) Not necessarily changed, provided that the proper
individuals, or groups who ARE the representatives IN the
various portions of the distributing points, are properly
selected - see?
(Q) Should I, with my N.Y. associates, plan to take it out,
or will a Chicago man take it out of receivership?
(A) This may be worked out better by carrying out those
lines of suggestion as has been given, and let THAT part be
taken care of by those - whether of New York OR Chicago -
that see the variation and difference IN the policies OF
the organization!
(Q) Who will the man be in Chicago to work with?
(A) As conditions develop, as the changes are made, these
would rather work themselves INTO a group - than of saying
an individual to work with; for there's still plenty of
capital seeking a place of proper investment when there
are results being shown, and - as we find, that - though
it may seem small in its inception in the present - of a
changed policy - NOT that we would disrupt many of those
that are already representatives, but rather that the fields
of distributors be called a little more careful in the
preparations of the coming seasons - see?
(Q) Is it better to work with the Hahn department store
than a distributor for those stores?
(A) Better to be worked with the distributor than to give
ALL to - so much of all to any one that would want so much
control in selecting distributors in the various portions.
With the distributors we may have the moral SUPPORT of those
departments, or department stores, and still not be tied too
close in as to become burdensome, or too much demand made
by a group, or a group of individuals.
(Q) Should I arrange to see Mr. Whitney of Chicago, formerly
of the Kraft Cheese Co.? who has the money and willingness
to go into the company?
(A) Would be well, and it would also be well that these
policies be set in motion as they are presented to Whitney,
also.
(Q) What is Whitney's present plan in connection with the
company?
(A) Not so definitely outlined, save in some directions -
that ARE the proper handling of the distributing of the
various activities of the company, WILLINGNESS to act.
(Q) What proposition would interest Whitney, and how should
I present it?
(A) Rather that it being handled properly, and the increase
or the volume of the business - with the various associations
and distributors as may be worked out - would offer, then,
the opportunity for a safe, sound and sane investment in this
direction.
(Q) How much money will be required to take it out and
finance business?
(A) This would be rather problematical, unless there were
more DEFINITE outline for how FAR the expansion is to be.
This had better be worked out from that as HAS been necessary
for the present status OF the distributing, manufacturing,
and the like, and as to how GREAT an increase in the various
portions OF the country, or districts that are now to be
expanded into or changes made in. Then we would say, and
added to that as of present being in use, of from forty to
sixty percent of that already used would be that necessary
for the additional amount to make the proper and adequate
funds for the handling of same under that plan.
(Q) Will two hundred and fifty thousand dollars be
sufficient to take it out of receivership?
(A) Sufficient to take it out of receivership, but would
allow little for expansion.
(Q) Will Zerozone be a big success in
1931-32 season, if
these things are carried out?
(A) WE see no reason why it should NOT be more than JUST
a success! Be a GRAND success!
(Q) Should I make deal with Howe Scale Co. on refrigerators
and scales? They have distributing plants all over the
country.
(A) There are both good and bad features in this. In many
of the distributing centers for the Howe Scales Company this
would be well. ESPECIALLY would this be well if this would
be considered in the south and southwest districts, as THESE
distributors are well - and it's those portions of the
country that will recover the fastest and MAKE the better
activities - see?
(Q) On what basis?
(A) Let that policy be as has been outlined in the begin-
ning, that each as is to handle same - as distributing
agents - are to be in the position to make the efforts worth
while, but let it be on the basis OF their activity, rather
than that they hold same and somebody else do the work, or
do the advertising for same! Then, when it's put on that
basis - that sort of basis - we will have a more satisfactory
and a more cooperative method; so it would then be something
of a SLIDING scale, that with so MANY - in so many different
portions of the distribution - above so much, so much - above
so much, so much - see?
(Q) Would this be a good organization for [
257] to join?
(A) Partially so, very good - not whole time, to be sure.
(Q) Will Mr. R. W. Jones, 141 Broadway, be the man to put
the deal over?
(A) He should be able to. His associations and connections
would enable him to be in the position to do that.
(Q) Mr. Jones was very close to Arthur Stillwell [of Cayce
oil days in Tex.?]. Would he be interested further in this
work, as he has expressed?
(A) Should be.
(Q) What is the proper approach to Mr. Jones with this
work? [Work:EC]
(A) In the same manner as has oft been outlined for same,
that each and every approach must stand - as it were - on
its OWN basis of interest of the individual as related to,
whether it is for individuals or for self the interest is
shown.
(Q) What improvement could be made in the present Zerozone
unit and box as seen at the plant on 95th Street in Chicago,
to make it very successful?
(A) In the present, or in THAT existent condition, there
- for the present - we would not make any particular changes
in the unit itself. These may be made necessary in the
various portions or districts to which these may be sent.
Would be well in the distribution, as we see here, to
consider the American Shipping Board for the associations
or connection in distribution of these, not only in THEIR
own holdings of their own needs, but rather watch for the
Latin-American countries also through that!
(Q) Is that true of the American Car Foundry Co.?
(A) That comes through the same channel!
(Q) Should [
257] see Mr. Woodin with Mr. Kaufman?
(A) This is a channel to go through! We are through
for the present.
Copy to Self
Copy to File
Copy to Ass'n
BACKGROUND
7/13/31 He obtained
257-71.
9/26/31 He was present, submitting further questions.
REPORTS
9/26/31 At 4:30 P.M. he obtained
257-73.
Edgar Cayce Readings © 1971, 1993, 1994, 1995 by the Edgar Cayce Foundation