This psychic reading given by Edgar Cayce at his home on Arctic Crescent, Va. Beach, Va., this 18th day of July, 1932, in accordance with request made by self - Mr. [257], Active Member of the Ass'n for Research & Enlightenment, Inc.

Present: Edgar Cayce; Mrs. Cayce, Conductor; Gladys Davis, Steno. Mildred Davis and Mr. [257].

TEXT

1. EC: Yes, we have the body, the enquiring mind, [257], present in this room, associations and conditions regarding the carrying on of his business, and those conditions as related to same.
2. As has been outlined, those policies should be put in force, as an active thing that makes for a service, that - not only in the letter but the spirit of proper cooperation - brings its own results; for, as in individual life, more and more must there be the necessity of business and business relations on every hand to have an ideal. The sooner the necessity is recognized in the minds, the hearts, the souls of individuals that carry on IN the commercial or business world, the sooner will there come that regeneration which will make for the drawing together of those who may make the day of the Lord at hand; for in Him we live and move and HAVE our being. Business must have an ideal, a soul.
3. So, as the contacts are made in the various phases and spheres of endeavor in the business, let that ideal stand out as an element to each individual associated in same, and they may say as they will or may - but this WILL have its effect. Not as one that may be in any manner as considered weak, but - as has been given - the very weakness that is entrusted in the ideal of Jehovah makes the strong, and the might that will conquer those other elements where sharp business practices must fall away. Though they may appear at times to have overcome, or conquered, yet those that work with the ideal will ever be able to arise from the ashes of failures to the crowning successes on every hand.
4. Ready for questions.
5. (Q) Are the present plans that are now in operation, considering what the salesmen are to get and what the factory is to get, based on the proper ideal?
   (A) As has been given respecting these, these are set on an equitable basis, and as long as such are kept in hand there may be expected that success will crown the efforts of those that keep service first and foremost; for, "He that would be the greatest among you will be the servant of all."
6. (Q) Considering attitude of Lauterstein and Zerozone Company, we must use another unit. We have considered Star unit of Richmond, Indiana, and Uniflow unit of Erie, Penna. Will these units be safe to use, and guarantee for 3 years?
   (A) In considering these, as has been given, the Zerozone until offers the BEST - in that its tests have PROVEN to be the most satisfactory. Also, as there was given, were it necessary that a change be made in this association, then the selection should be of that unit that has proven by the actual tests to be worthy of consideration. Of the two as given here, the Star unit offers the best, if this is kept in the same ratio of building or of service that has been already begun. There is another unit in the Detroit area that is considered, yet this is more of a gas than an electric unit, so the Star would be the better to consider. There should, however, be made an IRON-BOUND agreement that this shall measure up to all the needs in as good or as well as in that which has been offered for first consideration, with the natural improvements and changes that will come in the usage and correction of same. Make the three-year guarantee backed BY the guarantee of the builders.
7. (Q) Advise as to what he should do in Zerozone conditions, considering the discussion that the owners in Chicago are now bringing up as to the operations of the sales company?
   (A) There will be, as we find, the possibility of [257] being able in the near future (or in the next year and a half to two years) to handle direct the Zerozone proposition, yet in the present situations and conditions there is the necessity of self-preservation for that which has been set out as the policy for [257] and associates. So, meet those conditions in the Zerozone situation as they arise, with the same idea as were self in the opposite position, see? that is, as we find here, the difference that will arise in the various sales organizations that were primarily set to be turned into Zerozone distributions, being able to be turned now into other organizations that are being formed by associations of [257]. These, as we find, are going to be in some instances - until finally settled - the attempts to hold [257] responsible for many of the changes, or orders, but - as is said, in self-preservation - handle those situations as they arise, in the way that self would be done by, and these will adjust themselves until there is the proposition in which [257] may control those outputs of the the Zerozone units.
8. (Q) Should [257] go on record at this time to the Zerozone factory that they turn down the business?
   (A) He should!
9. (Q) Should I mention Lauterstein's name as the reason for it?
   (A) Not necessary, if presented in the right manner - that it is just rejected, for reasons best known to themselves.
10. (Q) Will Phillips of Puffer-Hubbard carry out his promises as to shipments promptly?
    (A) Insofar as circumstances allow, these will be carried out promptly. Little delays may be expected, but not sufficient to cause other than momentary disturbance.
11. (Q) Can he carry out fully his program and [257]'s program to finance all of the paper?
    (A) As we find, as suggested, this may be financed in that way and manner.
12. (Q) Should [257] be guided fully by Joe Gerl, the national sales manager, who wants to leave Zerozone and come with [257]?
    (A) Don't trust too far until there has been a full, definite break made with the Zerozone organization.
13. (Q) Is he true to [257] at the present time?
    (A) He is and he isn't! He is insofar as he sees there are the better opportunities for self with [257]'s association, yet he still holds on - as it were - letting the right hand know what the left hand is doing!
14. (Q) Is he carrying the information to Zerozone about [257]'s organization?
    (A) In part, yes.
15. (Q) How can [257] stop this?
    (A) By drawing the line that he must not attempt to carry water on both shoulders. Take his stand and rise or fall by that stand that he takes, as everyone must do in every situation.
16. (Q) Has Philip Marcus a complete successful plan to carry out?
    (A) Has a plan in many various ways. As for the carrying out of the associations or connections in the direction of handling the conditions as associated with the Koolers, these are well - and the plan well laid.
17. (Q) Can [257] fully depend upon Philip Marcus' ability and reliability?
    (A) As long as set as is at present, he can depend upon it. As to what his changes may be, that may be best judged by what has been in the experience of the man.
18. (Q) How can [257] cause Mr. Everett, Supt. of N.Y. Central bldg., N.Y., to give us his first order of Koolers this coming week?
    (A) He has already determined in self that he will give the first order to [257]. Then, act as if it is expected to be - and it will be! First consideration is to be given this week for that which may be called a trial order.
19. (Q) Shall [257] send the sample in, or first ask him to give the order?
    (A) Ask to give the order as the sample is sent in. These will work together. It will be well, as things are set at present - unless there's some interference not seen at the present time.
20. (Q) Will Thursday be time enough for [257] to see him?
    (A) He should see him on Wednesday, if possible.
21. (Q) What additional information to completely sell Everett is necessary for [257] to submit?
    (A) If he's already sold, don't over sell him!
22. (Q) Would Capt. John Lewis of Washington, with whom [257] met at the Willard Hotel on Friday, be capable of getting the government business?
    (A) The capacity with Lewis, as we find, is somewhat limited. He thinks rather well of himself! His abilities are discounted in some portions of his own associations, yet - as we find - with some urging on the part of [257], some presentations - not of too highly drawn presentations - will assist the body in getting that portion of the business and the placing of sufficient to give a thorough test to those that would lead to a satisfactory connection in this direction. Now, this doesn't indicate this may be gotten without considerable work on the part of [257] or those associates, but let the body Lewis understand there ARE some questions of his ability in some quarters, so he may be able to meet any obligations that may be pointed out in the sudden change that has come in his attitude about that which would be the better to consider; for, as seen in this connection, as much or more than in any association that may be established, this may be more far-reaching than is seen from the surface, and there is the necessity of having the proper article to meet the requirements and needs here - as in few quarters. This once established, this connection once made, no reason why through the same channels it should not be a source of revenue for years to come; for not only in the various camps, the various posts that are being changed and will be changed in the next three to five years throughout the country, to be equipped with such units, but many another is to be changed that will give the opportunity for putting in such that would make a most satisfactory connection. Use this, then, with Lewis, as a conversation - "Where is the weakest point in your ability (this to Lewis) to convince those that are to place orders in your conditions at present?" These, then, will lead to channels through which - not going over, but going with Lewis there may be brought better associations and connections.
23. (Q) Is he thoroughly trustworthy and reliable?
    (A) That depends upon what is your version of trustworthiness and reliability. His associations are such, as has been said, that they are questioned by some. His intentions and purpose are trustworthy and reliable.
24. (Q) What branch of government can [257] sell without awaiting advertising -
    (A) Only those where there is the necessity of the use immediately, which makes rather the testing out of the various units, see?
25. (Q) How can [257] sell Veterans Bureau promptly?
    (A) This will come along in the natural order of things. First be very sure that what you have to sell meets their needs and requirements, or build it to MEET those needs and requirements - because they will be of special conditions! So, in planning for this connection, it would be better that there not be a general condition to be met, but the SPECIFIC condition in the Veterans Bureau and associations.
26. (Q) The present Kooler we are using, will that be satisfactory?
    (A) Go over with those who place these and you will see where there are some changes to be made.
27. (Q) Who would be the best engineer to use in this matter?
    (A) Best to use the government engineer, as in connection and association with the builders of the unit - because they are considered as the ones to be met in the final analyses. Then why not go to them first?
28. (Q) What plan will satisfy them, cash or deferred payment?
    (A) Depending upon the variation in the cash or deferred payment. As laid out in these departments, it would be cash AND deferred payments.
29. (Q) How shall we proceed to sell individual army companies at various posts?
    (A) These will necessarily go through their regular channels; that is, this is one of the points given here, as respecting Lewis' associations with these. These once established, they lead to their various channels - where the supplies, and through the quartermaster departments or heads - which makes for the supplies in these various posts.
30. (Q) Would Capt. Vandervet be the proper man to contact?
    (A) He is very good to contact and to reason with, as it were, or counsel with - but he isn't the last word, to be sure. Very well to have him speak a good word occasionally, because it would go through - and these will be found as to the right channels, through that already opened up.
31. (Q) Is Gen. DeWitt the last word?
    (A) In association with others, yes.
32. (Q) Would a printed perspectus be satisfactory to mail each company of the army, or is there a better way?
    (A) This would be very well to have carried WITH the word from those who are to supply the various posts.
33. (Q) Is there any inducement we can offer that no other company would meet?
    (A) In the service of the period, and in the price.
34. (Q) What branch of government best to concentrate to sell for this season's business?
    (A) The army posts and Veterans Bureau.
35. (Q) Is there any special government man we could get to cooperate?
    (A) Keep on through the channels you have started. Don't cross them!
36. (Q) Who is the best channel to city government of N.Y. to sell Koolers quickly?
    (A) These are of such a mixed nature that this would be hard to say, for these - as we find - may change even from day to day, but the regular channels through which the purchasing of equipments for the city would be the right ones to proceed through. These may be reached by any of the channels that are in the supply department that may be the most easily reached by [257] or associates.
37. (Q) Would Cohn Cohallan be a good man to use for this contact?
    (A) Excellent. He could carry it through in a little while.
38. (Q) Should [257] arrange with Capt. Lewis to induce some laundry to take over management of 16 post laundries now operating?
    (A) Be very well.
39. (Q) What laundry organization best and safest?
    (A) Those that have the greater amount of association, as through the chains.
40. (Q) Should [257] arrange with Kirk Sulivan of Mills Novelty to take over selling of ice cream plants?
    (A) These are well, too.
41. (Q) Is that taking on too much at this time?
    (A) Not if the distributions are kept in their proper channels, for each will take care of themselves. Don't let 'em overlap!
42. (Q) What will be necessary for [257] to ask for the plan to make plan successful and easy to sell?
    (A) Carry them out as they have already been set out.
43. (Q) What territory should he ask for?
    (A) The central.
44. (Q) And eastern U.S.?
    (A) Central and eastern U.S.
45. (Q) Should [257] also take on the sale of the carbonated soft drink machine made by Dole Valve Co., and on what basis?
    (A) Let this be a little bit more perfected before taking on as a sales proposition.
46. (Q) Can [257] assist in any way to perfect it?
    (A) Put them in actual test, and draw them out for the time. In any place where there is the constant use of same, see?
47. (Q) What can [257] do to consummate sale of Koolers?
    (A) These have already been opened - the channels have been opened. These will come through rather the test; that is, they will be tried out for a period of two to three weeks.
48. (Q) How many will they try out?
    (A) Just sufficient to determine as to the cost of using, the cost of keeping up, and the like.
49. (Q) Should we sell Macy Koolers at a low price? to compete with us?
    (A) This may be done as the conditions develop, but be sure the units that are supplied in these are of sufficient change that the competition does not become other than what should come through department stores in the various sections, see? Let there be enough difference in them.
50. (Q) Could we use the Uniflow unit for this purpose?
    (A) We would rather perfect the one and use it, but make a difference in the exterior or finish of some. Perfect the one unit and keep in that line.
51. (Q) What can [257] do now to start something in furniture to use Asheville plant?
    (A) We do not find in the present conditions and way that it may be used to advantage; though, as for preparations which may be made for later, these may be found - as in the general going over the situations in the various portions of the country for special character of furniture that may be used in the plant; for, as seen in this particular plant, it is well equipped for specializing in some given line. Let this rather open itself by the needs that will be found from time to time, and do not tie self up too much in same.
52. (Q) Is there any way [257] can use Louis Francis at the present time?
    (A) This will depend upon how soon such a connection or association may be made, that would not endanger the position of Francis with those handling the plant.
53. (Q) What should I say to Francis now regarding this development?
    (A) He'll just have to wait for the moment.
54. (Q) Can we expect a change to Democratic rule instead of Republican?
    (A) These are conditions that involve a great many interests, and the lines will be drawn, as we find, more and more as the conditions or situations develop. If there are the abilities of those already in power to, within the next thirty to fourty days, make a trend that will look towards the stabilizing of conditions generally, there will not be a change. If there are the continued uproars both in the local (that is, meaning home) and those turmoils in so many countries respecting the international relations, there will be change.
55. (Q) Should [257] connect himself openly with any party at this time?
    (A) He should not!
56. (Q) Is there any other advice for [257] as to the conducting of himself for the next few weeks?
    (A) Rather would there be that injunction that has been begun. Open thine self to the unseen forces about thee, throwing about thyself those protecting forces that will insure that that received comes from the Throne of grace itself, rather than from any influence that may be had by those cosmic forces or entities that would hinder; for the Lord is today as He ever was, and an individual may know by that promise that was ever given, "My spirit beareth witness with thy spirit", for He is Spirit and seeks such to worship Him. There has ever been the promise that He will guide, guard and direct, those who put their trust in Him, and not in thine own self nor in the material things about thee. Then, meditate in thine own heart - and SEEK that He may speak, even as His promises were to thy fathers; for "I am the God of the living, NOT of the dead! I am the God of Abraham, Isaac and Jacob! I seek that there may be the opening of the hearts of my people, and THOU mayest be a channel of blessing to many."
57. We are through.

    Copy to Self
    Copy to File

BACKGROUND

1. 7/16/32 He obtained 257-87.
2. 7/18/32 He was present, submitting further questions.

REPORTS

1. 8/01/32 He obtained 257-89.

Edgar Cayce Readings © 1971, 1993, 1994, 1995 by the Edgar Cayce Foundation