(Q) Reference New York; what improvement can Mr. Gerl make
to further his present sales plans?
(A) As we find, there is little actual fault to be found
with the plans. There should be a listing of prospects, and
of contacts, in such a way and manner as to not make too much
red tape, or lost motion, but the present manner DOES leave
lost motion in various ones of the group working over and
against one another.
It would be well, too, that each group or each individual be
able and, to be sure, to give the same story, the same
associations, the same connections. Don't make 'em too big
nor too little, but at least keep all the stories as near as
possible in a manner that is in keeping with good judgement
and good business. Never, as the policies have been set,
alter from those policies; but as a service - KEEP all
activities in that direction.
(Q) When should his assistant, Jack Harris, make the rounds
of the various stores? Immediately, or wait until after the
first of February?
(A) The contacts should be made, that there be as little
lost motion as possible in making the rounds of the various
connections after the first of February. Or, the CONNECTIONS
may be made at once, NOW - and the definite contacts made
soon after the first. See, there are two reasons for such:
In most of these stores or associations they are either
making their change, or arranging for the re-financing in
the various endeavors, or launching into fields where greater
activities are to be worked out for the coming spring trade
or summer activities, see?
(Q) Which route should he take first?
(A) Outline or lay it out, so there's as little lost motion
as possible! Don't be running back over self too often!
(Q) What branch of the business should [
257] devote his
personal attention to, in the next six weeks?
(A) Those larger connections where there is being placed the
boxes, units, or activities in their own names or groups.
Or, where some special equipment, or special character of
units or boxes, is needed. That would indicate, you see,
where there are plans made for special refrigerating systems,
or special activities in specific directions, or where there
are those groups, companies or organizations that are
DISTRIBUTORS for certain character of merchandise that may
be supplied through this organization.
(Q) Please give detailed suggestions as to most important
party to work with for quickest return which they need so
much.
(A) Those directions just given. Follow up those that have
already been set in motion, but do not be back-tracking so
much! Either close or find another one to work with!
(Q) What production should be suggested to factory on the
four DeLuxe boxes for manufacturing in February, considering
present sales return and set up?
(A) About two thousand.
(Q) What is best plan to operate under in Eastern market,
distributor or direct to furniture stores and department
stores throughout territory?
(A) As indicated in the very sales force or organization
itself, there are individuals that fit into the picture (as
may be termed) in various channels. Why not divide these in
such a way and manner that the whole field may be covered AT
ONCE? and let each have that phase or that part of the work,
and let them take CARE of that field, see? for, as the
attempt is standing in the present, and as the policy is in
the present, all of these may be taken care of; but let it be
divided under subheads, and let those take care of it! and
don't be walking all over each other, confusing each other,
and getting in each other's way!
(Q) What channel of distribution would offer a new outlet
for the New York market which would afford unusual returns?
(A) Any of these that are capable of being filled by the
product OFFER an equal value for the quick returns, as we
find; and the necessary returns for success, if they will be
divided and WORKED in that field, channel, way or manner!
(Q) What plan would be best to use to get the attention of
Mr. Gottstein of Ludwig Baumann Furniture Co., 8th Avenue &
35th St., N.Y.C.?
(A) As a general distributor for those various channels
through which this activity of this organization works
(Gottstein's).
(Q) Please name an individual who will be best to contact
large banking interests who own real estate in New York who
can sell apartment refrigeration?
(A) You already have your organization, you already have the
individuals who are capable! Put 'em to work on it!
(Q) Should we retain space at New York Furniture Exchange or
will be better to operate from 501 Madison Avenue, conducting
all sales from the Madison Avenue address?
(A) From the Madison Avenue address. For, there are limited
conditions when these are taken from space, and the policy
that is being followed (or PARTIALLY followed) includes many
VARIOUS channels. Then, SYSTEMATIZE that, and work them out
from the one address or sales office.
(Q) What division of business best for [bro. 2653] to spend
his time on?
(A) Making connections with the distributors in factory, or
furniture factory, or organizations of the kind.
Just as it would be better for [bro. 2588] in that field of
the apartments, and the real estate connections or
associations.
As it will be for Harris to make the greater connections with
the political influences.
As it would be for [
257] in those connections that have been
set out.
Lay 'em out that way and work with 'em! Then have the other
individuals - as in Gerl and the secretaries - to work in a
coordinating manner! but do not be lapping one over the
other, or getting jealous of one another as they have been
doing!
(Q) What precautions should [
257] take, considering present
set-up, to insure solid success in his business?
(A) ORGANIZE it, and then WORK the organization! Don't have
them lapping over as they have been! Get it straightened
out, and let 'em work; each one have a line - and depend upon
the individuals, and when you can't, put somebody on that you
can!
(Q) What effect has HIS present horoscope considering his
birth date, April 22, 1893, upon his 1933 plans? [See
257-10
Life Rdg.]
(A) Depends on which plans he is talking about! If
referring to the commercial activities of the body itself,
it'll be about the busiest season he's ever had! If
referring to the social, it'll be about as much worry! If
referring to the home, be still more worry - from both sides
of the house!
(Q) Should any changes be made in our price range of $79.50
list to $189.99 list?
(A) These are very good; we wouldn't change.
(Q) In what way can Ira Hirschmann, publicity director of
Lord & Taylor, 5th Avenue and 38th St., N.Y.C., be able to
aid [
257] and his organization?
(A) In making contacts.
(Q) With what group best for Mr. Hirschmann to assist - with
Kenneth Collins of Gimbel Bros., or R. H. Macy & Co. group?
(A) R. H. Macy & Co. group; for the CONNECTION there is much
more secure (in the Macy Group). And, it's very much worth
while!
(Q) Would his introduction to Mr. Walter Hoving,
Vice-President of Montgomery Ward, be of assistance in
getting Ward business?
(A) Any connection and association is helpful, where the
abilities of the individual making the connection are worth
while. And Hirschmann's are worth while.
(Q) Should [
257] plan to go to Los Angeles to handle the
business arrangement for a representative there or can it be
done satisfactorily from New York?
(A) From New York, as we find, for the present season. It
may be better that it be done later on in the season, or for
the coming season; but may be done satisfactorily from New
York, as we find at present - unless there's other conditions
arising that do not show themselves in the immediate.
(Q) What novel or unusual plan could we use in an
announcement that would bring unusual response throughout the
country to our line?
(A) The right service is the best. One that makes the
novel, or one that becomes for a flare - usually goes out too
easily! The best is to be builded on a firm foundation by
service rendered, in both the goods themselves and in the
service they render TO the people themselves. This does not
predicate that there should not be used announcements, or
things of the kind; but to use something UNUSUAL - as to make
a flare, or of particular notice - usually dies JUST as
quickly; for such usually comes where there is something to
be acquired - or is to be sold quickly and then move on.
THIS should be builded on a much more stable foundation!
(Q) Should we have two lines or merchandise for sale in same
cities, making design changes?
(A) If it's necessary to meet the requirements of the
various conditions that have been set up, and that are being
appealed to by portions of the organization! If the policy
is to be followed out as outlined, in selling both through
the dealers and to people direct, and to the various
organizations that become large purchasers, the two lines
become NECESSARY! DON'T fool self!
(Q) Should we sell Ben Platt in Los Angeles this season?
(A) If the conditions are worked out by that that is
pretending to be done, or that will carry the propositions
to the people!
(Q) What advantage to business will Stanley Hartman bring by
representing us in Los Angeles?
(A) Very good, or we wouldn't have intimated that this might
be sufficient for the handling of the proposition in the
western territory in this particular season.
(Q) How reliable is he and how much can we depend upon him?
(A) He's reliable for one season, at least! or we wouldn't
have intimated that he was! Don't give him too far, but he's
reliable for that long! He needs it!
(Q) Will Howard Waff of Norfolk be of help as he suggests
with Montgomery Ward business through Mr. Perkins?
(A) Be very good, but don't get so many irons in the fire
that some of 'em will turn cold while the others are being
used! Set out the line and manner in which all will be
approached, and follow that.
(Q) Since Saturday meeting of [bro.-in-law 1565] at Butler
Bros., Chicago, what is next move to get the business?
(A) Follow up that which has been set, and that was halfway
promised to [
1565] by Butler Bros! Follow it up; don't let
it get cold! Don't become a pest, but don't let it get too
cold.
(Q) Any further advice at this time?
(A) GET what is meant by ORGANIZING the working force as has
been set out; what is necessary to handle or to meet the
policies that are being held to by various ones; why it is
necessary that they should not lap over one another. Then
WORK these in the proper way and manner; for we will find,
if the service is given, if the product is right, there'll
be no trouble with getting your share of the business - if
worked in the proper way and manner.
We are through for the present.
Copy to Self
Copy to File
BACKGROUND
1/23/33 He obtained
257-98.
1/26/33 He submitted further questions.
REPORTS
2/01/33 He obtained
257-100.
Edgar Cayce Readings © 1971, 1993, 1994, 1995 by the Edgar Cayce Foundation