(Q) As I have definitely chosen to follow beer barrel
advice, and work along line laid out, please advise me now
what my plan of operation should be for the coming two weeks,
in order to get started successfully?
(A) This, as is seen and understood, involves the
consideration of all that has happened and is happening as
related to the associations and connections of the body
respecting this type of connection or association.
As to the outlines, as we have given, there are definite
associations and connections to be made in considering this
phase of activity. First, that there is the determination on
the part of self that there will be the position of activity
of self respecting this class or type of business, acting in
the capacity of the trade agent or representative agent of
those that are the larger interests in furnishing the
necessary activities or elements in the activities of those
interests in which this entity, or this body, is interested
in a phase of the business.
This, then, requires that there be the proper associations or
connections made with the sugar interests; and with those
that represent a phase or a part of that interest as related
to the manufacture and distribution of barrels.
The body, then, acting in the capacity of the agent for this
part of the work, in bringing together those where the
materials - the manufacture, the distribution of that
manufactured - are placed.
The connections that have been made are excellent, if the
basis of association is made in such a manner as to work to
the best interests of the body and associates in all parts
or phases of the operations.
These have been begun. Then, making the connections and
making those associations where these can be carried on in
this way and manner, is that activity - as we find - that
will prove the most satisfactory for the body.
As to the different phases; that is, as the location and
connection of timbers, places for production, outlets for the
production and such; these are naturally matters and
conditions that must be worked out as they present themselves
in the various developments of the activities of the
association and connection.
(Q) Am I now thinking clearly and in proper channels?
(A) In so far as these are in accord with that here
outlined, and that has been presented, excellent.
(Q) What is next move with Walter Bartlette at sugar
company, Brooklyn Cooperage, to bring sales argument to a
closing?
(A) This, as is seen, is that the body is able to deliver or
to act in the capacity of the agent in a manner that will be
in and for the best interests of all considered.
For, Bartlette represents only a phase or a part of the whole
organization, see?
(Q) So far, what has been the impression of Bartlette for
[
257]'s ability and the plausibility of [
257] acting as
agent?
(A) This, as we find, is developing satisfactorily.
Now, then, comes the presenting of that part of Bartlette's
own activity as related to the sugar organization as a whole.
For, Bartlette representing a part or depertment of that
which [
257] is endeavoring to act with necessitates that
[
257]'s connections and association be not only satisfactory
to Bartlette in the department that Bartlette represents, but
to those representing the organization itself! See?
(Q) When will Mr. Bartlette present his information to Mr.
Abbott, who is the President of the sugar company?
(A) As we find, there is to be another meeting with some of
those who are officers in the sugar company, and a meeting
with [
257] again, and than the presentation of the findings.
As to when this will be - in the next two weeks, at least -
or before that time; should be within the week.
(Q) What should I add to prospectus, which is now in the
hands of my associate Marcus at the company's office, for
Bartlette's information?
(A) Do not make this, as we find, of such a scope as to be
so general as not to be definite in the parts that are to be
handled by [
257]. Outside of this, alright.
(Q) What should prospectus contain as to my activity in
sales plan, and how far should I be optimistic?
(A) This presents rather a portion only of the general
situation which has been indicated. The ability of the body
to be a representative of a department, that considers the
interests of all things or all portions of the main
organization, is not unusual; but requires some activities
that are somewhat new to [
257]'s relations.
For, it stands, then, first as this - see?
In most of the interests to whom the barrels or kegs are to
be sold, the interest of the sugar company is not always
definitely known or understood; but it IS an intricate part
of their activity as a whole. And the department, then, that
is considering the making or distribution of the department
of the work in the barrels, would consider all of these
conditions; yet must oftentimes work in a manner that - well,
the best illustration [
257] has is his associations with the
ones of whom he possibly thinks the least in present -
Lauterstein! Knowing how to sell to yourself and make money
both ways, that's what you've got to do!
For, when self is acting as an agent, these are to be
considered. Hence, in presenting to an organization a
prospectus of how such should be conducted under the
supervision of self acting as an agent, these things must be
considered - and must be so stated that there will be an
understanding that the situation is understood; still not
dependent upon that connection for the ability to make the
sale nor to make the connection, see, in the open!
This is not necessarily underhand, now - but in the same way
and manner as another illustration in which the connections
are seen with the body, in which there has been some very
wonderful associations and connections - but the policies of
how things may be conducted - is that of the Westinghouse
wherein they are purchasing from themselves; but there are
many different people that are interested, see? in the one
purchase, and different people interested in the sales and
purchase on the other hand! Yet they work in cooperative
manners, without the least associations or connections being
placed in such a way and manner as to become underhanded;
yet is ever not known in the open.
(Q) Would that not be a good reason for [
257] to have the
sugar company as a partner in a selling company which has the
exclusive sales?
(A) Which will not be made exclusive sales, because if that
clause is put in it will defeat the whole purpose! for it'll
show that [
257] is dependent upon the associations of the
sugar company for the ability to not only buy the barrels but
to use pressure to make them buy, see?
It ISN'T that activity that's necessary; it's the ability to
make same in such a way and manner that the best policies are
shown in the activity of those that are in need of buying,
see? and those that are in need of the product. Something
of an illustration may be had in how the activities of
[
257] have been in the associations with that connection
which has just been given. These have often manufactured
their own boxes, their own cabinets; yet [
257] has gone in
from the outside oftentimes and shown them where there might
be the use of the product he was presenting, at such a price
and in such a manner as to fit into their organization such
as to not only be profitable to them but to [
257] and his
associates as well!
Now, the idea is to show the same facilities or same
activities on the part of self in acting as agent in all
directions!
For, should [
257] present himself to those activities - as an
illustration, take the association with Old Hennessy, see?
Here we have twenty-five percent of the stock of this owned
by the American Sugar Company. But does the American Sugar
Company advertise that it can make Old Hennessy? No! Does
it advertise that it wants to sell the barrels to Old
Hennessy? It does not! But, being the man who can present
the best proposition gets the order!
Now, [
257] must present the best proposition; not because he
represents the sugar company and the sugar company is owning
stock, for in that manner he defeats his purpose - and
doesn't show the ability of either to handle their
activities; because they become then dependent upon the
other! Cooperation and dependence one upon another are two
different things!
(Q) What is the future, beginning 60 days in beer barrels,
if sugar company follows my plan?
(A) That would be indeterminate, to be sure; for the plan
that is being presented pre-supposes that there are certain
conditions that will DEVELOP. But WILL they develop, is a
different thing! As is seen in the amount of stock (that is,
raw stock to be made into barrels) that is available and the
required distribution for the use of that stock, as we find,
the demand in sixty days will be about thirty percent greater
than the facilities of producing same in this country!
(Q) Since this last discourse was so wonderful, and with
such knowledge and understanding, may I ask the source - or
the person who gave that direction or information?
(A) You wouldn't know him if we told you! His name is
Hallinger! You don't know him, but he knows you well!
We are through for the present.
Copy to Self
Copy to File
BACKGROUND
8/12/33 He obtained
257-117.
8/21/33 He was present, submitting further quesitons.
REPORTS
8/29/33 He referred
407-1.
8/30/33 He obtained
257-119.
Edgar Cayce Readings © 1971, 1993, 1994, 1995 by the Edgar Cayce Foundation