This psychic reading given by Edgar Cayce at his home on Arctic Crescent, Va. Beach, Va., this 1st day of August, 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. Mr. [257].

TEXT

1. EC: Yes, we have the body, the enquiring mind, [257] - this we have had before.
2. In the physical forces of the body, these we find - while very good in many respects - show the effects of the mental and nervous strain under which the body has labored. As should be recognized by the body-physical, while the body- mental is more capable - and may react in a satisfactory way and manner, the body-physical with such mental strain does NOT react as quickly as was expected and as it did some ten to twelve years ago. Not age, or any debilitation - but the natural reactions, and the body should take such things in consideration, else - as has been warned - why gain the whole world and leave someone else to enjoy the fruits of the labors? Take time to allow the body-physical to RECUPERATE, and the body-mental will be much more acute and capable of meeting all the situations that arise in the developing of those things that will bring, under the circumstances that are before the body, most satisfactory results. Do not break self down, else these will make for conditions where fear may arise, not only in self but in and with those who would entrust or enable the body to carry forward the very activities desired.
3. Then, the manner in which to do - this has been outlined for the body. In the spiritual meditations, these are most helpful, and do not neglect these nor break down the barrier that is being builded as protection for the physical and mental through such meditation.
4. In the reviewing of the conditions, as we find them, many satisfactory leads and associations have been made. Those that are in the way of making other leads, other connections, by the very association of their endeavors in the lines that are making for the output of their own activities - and who will aid in the financing of those propositions in their activities, these may be expected to contribute at least a thousand dollars each month to the carrying on of the organization that is to work with them, and near this should be asked - with the closing of the various forms of agreements, for there must be more than one. These will be found to be satisfactory. While there will be the requirement that some portion is to be an outlet for some other activities, these will be helpful rather than detrimental, though they will appear at first to be as putting a curb on individual activities, these will not be. In those connections that make for the handling with these same for other products, that entail or require the activities in other directions, these will be the ones that will require the separate or individual contracts with the same organization. As will other developments that come along in their regular channel be aided by this association and connection.
5. Ready for questions.
6. (Q) Mills Novelty Co., office 509-5th Ave. - ice cream machine manufacturers (also of Chicago, Ill.) - what protection should we ask for in the representation contract?
   (A) That there be given either specific territory or that with the covering of the territory given others are subservient to the activities of this organization. This may be done in either way. Specific territories, see, or a division of the whole country and others working under same are working through the same organization.
7. (Q) What specific territories advisable first?
   (A) What is called the North Atlantic States, and the Central States.
8. (Q) How long a period?
   (A) This should be at least for two periods, which would be for six to twelve years.
9. (Q) Will we be able to get a thousand dollars per month to cover their development expense, and how shall we proceed to get it?
   (A) This should be in the manner of that as is represented, for if these are to contribute in this direction then there will be the requirement of space and activities on their part what will be also an aid to the organization, see?
10. (Q) As dealers, distributors, factory representatives - which would be best?
    (A) Factory representatives.
11. (Q) Where best place for show room - 501 Madison or 509th - 5th Ave?
    (A) 501 Madison, as we find, would be the better.
12. (Q) What channel best for immediate sales?
    (A) The larger AND smaller distributors. Best that there be the first consideration to those companies of the sufficiently financed creamery or dairy products.
13. (Q) What plan of operation should we use with them?
    (A) They cover their own immediate districts. As an illustration: There is in or about Baltimore a special dairy products company, known as the Nicodemus Company, which covers Baltimore and surrounding territory, see? Now these, then, are independent, yet cooperative with other ice cream companies - see? Now, while their machinery may be of such a nature that it has required a great deal of activity to carry on, these may be added to these very same material activities in their various centers; for in this company alone there may be five to ten machines disposed of - and that's right smart!
14. (Q) What Nicodemus is that?
    (A) It's known as the Nicodemus Company - it's not even owned by them at present, you see, only part.
15. (Q) What type of trade will buy quickest?
    (A) Such type as this.
16. (Q) What creamery or milk company best for quickest opening in N.Y. area?
    (A) Those that are the independent concerns, rather than the larger corporations. As this: You see, these have been rather the type of a combination, but there are many smaller - or considered smaller, while their financial situations at present are even better than some of the larger companies. FARMER groups that have combined themselves, that would make the better openings. These are particularly those who have been and are at present supplying those stands, roadhouses, clubs, and the like, in the various districts around. These, even in the present season - for this is more of a year season than most products, even in these territories, see? These would be well.
17. (Q) What sales advice will Forces give us to introduce equipment properly?
    (A) Much as has been outlined. That the service is genuine, the profit legitimate, and the activities not against any, see? the first thing to be considered is that there may be some reaction, which eventually will cause the larger companies to seek out the channels. The activities are not to produce in the beginning, or until there is a well established business, even that of competition with the larger companies!
18. (Q) Should [257] work out plan with Dickinson of Va. Beach, Virginia Dare Bldg., in his Norfolk store, to allow him to make ice cream with our equipment?
    (A) This would be very good. There are some associations, as we find, that are active in the same territory, that would be more satisfactory. The Marr Dairy Products - these are the fightin' kind, and that's what you want!
19. (Q) Reference Trucson Steel of Youngstown, 0., Julius Kahn president, can I depend on Kahn giving us a liberal contract?
    (A) As we find, these will be worked out to most satisfactory way and manner. Not only a liberal contract, but be conservative with Kahn in the proposals and propositions, and we find that these leads will lead to more and more of - not a dependence ON, but dependence WITH - and don't forget that!
20. (Q) I don't quite understand.
    (A) Do not allow the contracts or the associations to become where [257] Corporation depends UPON, but that Kahn - Trucson Steel - depends as much upon [257], as one on the other!
21. (Q) How can we protect ourselves in that manner?
    (A) The type of contract. As this: It is as necessary for the Steel to be sold as it is for [257] to have the steel products to sell! and then keep it in that line or manner; for he is seeking an outlet as well as [257] is seeking to have that which will aid him, or the corporation, in having the product properly handled and properly financed, see?
22. (Q) Should we at this time ask them to stand part of the expenses?
    (A) To at least a thousand dollars.
23. (Q) What day should [257] go to see them this week, at Youngstown, O.?
    (A) Thursday or Friday.
24. (Q) What day should [257] go to Chicago to consider Zerozone?
    (A) That seems to be the end of the week or first of next.
25. (Q) What clauses of protection should we ask for with Trucson Steel?
    (A) That there may be the proper consideration given to the efforts of the [257] Corporation, in the activities in the various fields, or endeavors that are to be had in the association with them; that is, as they make for the water coolers in some particular field of activity, all that may be sold in that field belongs to [257] - whether sold by him or written directly to the company! for these are - as it spreads - making for just such an operation. While the spreading or activity of same is going to be dependent upon [257]'s activity. The same way when it comes to the refrigeration, for this will eventually come - any many other products. These should be considered the same in local territory - that is, in the United States - as well as that abroad; for this will go abroad!
26. (Q) Should this all be handled under [257] Corporation?
    (A) Should all be handled under the corporation. Good time now to go to Germany with this!
27. (Q) What would be the best channel to go to Germany at present time?
    (A) Someone who has recently been there, or is considered - someone that's been in the moulding business!
28. (Q) Kurt Schweitzer - with the Bendex [Bendix?] Moulding Co. of Germany?
    (A) We don't find him, but it's a little short man!
29. (Q) When should he go?
    (A) When the arrangements have been complete, so that there may be the proper consideration for the shipment of units in their various ways and manners, for with the association and connections with the Trucson we will find there will be some of the proposition that will be handled by the [257] Corporation in Germany itself, for it will form an organization there. Now don't get too fast with it - but this will come!
30. (Q) What other opportunities really await me with Trucson Steel Corp.?
    (A) These will be many. Just take them little at a time. Don't jump over. Take them little at a time. Follow these lines first with the cooler and the ice boxes, and the machines that will be made - the dumping machines for coolers, and the like - these in their various ways will be carried through. Then these will lead or come into greater construction things, but stay more to the utilities - don't get off to this other larger; because it'll be a great deal better to sell a million cups and make half penny on each than to use a million dollars in selling a two million dollar order and make half million on that - see?
31. (Q) Should I become a vice-president of Trucson Steel, or represent them as [257] Wood & Metal Products Corp?
    (A) Represent them first, and in the next two years become a vice-president - then you'll move away from New York!
32. (Q) Should I ask for entire refrigerator representation, or just sales of Domestic Box?
    (A) Commence with just sales, and then they'll give it to you - and then you'll have a better proposition!
33. (Q) Shall I arrange that on a cost basis, or commission?
    (A) Cost plus basis, yes. For then when there is the change, you see - or there is the handling of the various propositions - there's nobody to worry about but self, see?
34. (Q) What unit shall I advise Trucson to buy, Zerozone or the Iceberg plant at Gardner, Mass?
    (A) The Zerozone is the better of the two.
35. (Q) What can I do, with the Zerozone present conditions, to make it possible to buy Zerozone units? considering Lauterstein and associates?
    (A) There will be some propositions made. Don't be too anxious. Go along rather with the units you have been handling, and in the manner you have been handling, and eventually let the situation put itself in the position where they come to [257] for the proposition, than to be seeking for it - even though you realize that the unit is better, see?
36. (Q) Would you use Iceberg or stick to Star?
    (A) We would stick to Star. Iceberg is good, but there are so many conditions that have proven to be questioned in the working of same - see?
37. (Q) Should I announce the Kahnstant refrigerator now, or await a new season?
    (A) Waiting the new season, of course, would be better - but these may be - you ought to have them where they may be used, because there's going to be some preparation, especially with the changes that come about - but be ready for the refrigeration, especially, that may come by the first of the coming year - by April or May, when there'll be preparations in many districts - as in Rhode Island, Connecticut, New York, parts of Pennsylvania, Ohio, Illinois, Michigan, Vermont and Maine - and they'll need a heap of ice boxes!
38. (Q) Are weather conditions changing in northeastern part of U.S. during summer months?
    (A) Gradually changing, and will be a great deal more change in two to three years from now.
39. (Q) What price range to meet public demand would Forces advise?
    (A) Not that that is too low to be practical, not that that is too high to meet the other competition - but that that is properly built, properly handled, and properly serviced.
40. (Q) Should we arrange at the present time to sell refrigerators to distributors or direct to the dealers and department stores?
    (A) Direct to dealers and department stores, OR distributors. Distributors, or course, are the better or more satisfactory, provided they are chosen properly. This has been gone into sometime ago. Proper distributors in the various territories are the more satisfactory, and can be checked up on by those that are active in the same territory much easier than through department.
41. (Q) Should I bring out a water Kooler from Trucson or best use Puffer-Hubbard exclusively?
    (A) The associations have been made with Puffer-Hubbard for the present, and will prove very satisfactory - but the arrangements, the plans and connections, may be made especially for this to be brought about. Make these variations, would be best at the present.
42. (Q) What big business should I go after that Trucson could make to advantage?
    (A) In the same line that would be in the way of the abroad, or Brazil, Argentine, Germany, France - these are well - Russia, or portion of same, but don't get self tied in too quickly with Russia.
43. (Q) When will the proper time with safety to attack Russia?
    (A) Better the coming season, will be well enough.
44. (Q) Could I switch business from Westinghouse to Trucson instead of Briggs, to my advantage?
    (A) Not just at present. Best to go just a little bit slow with these, and let them work THEMSELVES out in the proper associations, but DON'T lose the HOLDS by the tie-ups already, or propositions that have been had, see?
45. (Q) Will I be able to continue with Briggs?
    (A) Be able to continue, until the proper time for change.
46. (Q) What statement should I make to Trucson officials to get their fullest confidence?
    (A) Most of them have already been made! Don't make too many of self, but be ready to take hold and do business!
47. (Q) Should they do advertising for us?
    (A) That's part of their policy!
48. (Q) What type of advertising should be used to build properly?
    (A) Advertising in itself has become a business, and a great deal of advice may be gained from their activities in this direction, or a great deal of gain may be had from the manner in which these have been presented through the Trucson. Now the type, as we find, will be necessary to meet that in the various sections in which the presentation is, though the changes would be only those that would make it appealing in that particular section, see? as the wording that is said on the same things that are put through.
49. (Q) How should the announcement be made by Trucson, not to hurt [257] with Briggs?
    (A) That this association is being built up in this connection, as an outlet through these same channels, see?
50. (Q) Will Ben Platt of Los Angeles firm Platt Music Co. be safe to sell?
    (A) Be safe to sell.
51. (Q) Will Ben Platt's advice be valuable at this time to [257]?
    (A) Split it about in half, would be very valuable.
52. (Q) How much of my plans should I tell directors of Zerozone?
    (A) No more than is necessary. Let them seek [257] more.
53. (Q) Should I tell them I have made a connection which can use a large part of their production?
    (A) That's very well, but not as bragging - see? not as that you have got to have, but we have got the outlet. Now do you want it? and more so, that it will be financed in the proper way and manner, see?
54. (Q) On what basis should I say I will buy Zerozone units?
    (A) On the same basis, or in the same manner as the proposal was made when they were to be supplied, or are being supplied to others who are building their own boxes.
55. (Q) What conditions must they meet?
    (A) That these will be in the same type, character and manner, and as of the same material as has been and is supplied through their own sales.
56. (Q) Anything else I should say at the Zerozone meeting of directors in Chicago?
    (A) This is as said here. Keep rather in that position of independence, without appearing to be arrogant with it.
57. (Q) What should be said to Lauterstein?
    (A) The least said the better!
58. (Q) Or to Richland?
    (A) Richland is already to change anyhow. Not too much, but that more can be used in the direction in which these may be, than when they have been in all the other activities together.
59. (Q) Should I take on sales of Window Silencer owned by Trucson Steel Corp., the models of which are at their factory now?
    (A) This is extra good. Because they may be carried through the same sort of channels that are used in many varied things, that would deal with the same people, as the other would be handled - see?
60. (Q) What basis for sales should be set?
    (A) This has been figured out very fair already. We would keep along those same plans that have been suggested.
61. (Q) What arrangements, if any, should [257] make with the three young men who have the selling arrangement for N.Y.?
    (A) These may be made rather as leads; that is, [257] the leads for many of the associations or connections that may be made. These will be in the way, then, of supplying with their activities that necessary to make an income without too much work on the part of [257] himself, save in leads.
62. (Q) What would be popular selling price, and enable us to get good salesmen?
    (A) These have been very well worked out. We wouldn't change a great deal from that already worked out.
63. (Q) Do you mean the $18 or $39 price?
    (A) Well, these are of different types, see? all of these may be included, see, in - for one that fits in on the $18 wouldn't fit so well for the $39.
64. (Q) Each special job would have its own price?
    (A) That would be the better.
65. (Q) What are the opportunities and possibilities of this product?
    (A) These are very good - VERY good. Don't take on too much, but don't lose hold of it.
66. (Q) What is the most satisfactory way to merchandise the Carbonator machine now in Room 1202 at 501 Madison Ave?
    (A) These will be rather in the manner in which these may be placed in those places that have an establishment, that sell other products of the same character or nature - as the orange stands, or specialty products that have favored corners, or places, or stands, or the like - see? for it will act, you see, its own self, and does not require so much activity on the part of others. Yet must be made so that - for the best - have in a position or place where attention is called to it; for if a demonstration is made of same, in a place where there is a very busy thoroughfare - and one in half the quantity, with someone who only calls attention occasionally, by the various things - it would with the smaller numbers (though their attention would be called to it) produce almost twice as much. This is the nature of the machine itself, as given. This would not be of the type machine that would be over productive by being in places (as an illustration) such as some distributing point, or waiting station, as railroad station; though if this is placed by a stand - where other products are sold - it will sell itself!
67. (Q) How about filling stations?
    (A) That's a different proposition, see - because they are much smaller, but this is speaking of large places in New York itself, or in such a territory. For a filling station, in this a body just likes to fool with things!
68. (Q) How can it be improved?
    (A) This will be necessary as things develop, but these are being worked on - and the patents are good and well. We are through for the present.

    Copy to Self
    Copy to File

BACKGROUND

1. 7/18/32 He obtained 257-88.
2. 8/01/32 He was present, submitting further questions.

REPORTS

1. 8/20/32 He obtained 257-90.

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