This Psychic Reading given by Edgar Cayce at his home on Arctic Crescent, Virginia Beach, Va., this 29th day of March, 1939, in accordance with request made by the self - Mrs. [1000], Associate Member of the Ass'n for Research & Enlightenment, Inc.

Present: Edgar Cayce; Gertrude Cayce, Conductor; Gladys Davis, Steno. Mrs. [1000], Mr. [1564] and Mrs. [1602] and Hugh Lynn Cayce.

TEXT

1. GC: You will have before you Mrs. [1000], present in this room, and the product upon which she has been working called Furfluf and upon which information has been given through this channel. Considering all the circumstances and conditions you will answer the questions which she presents, advising her as to the next steps in placing Furfluf on the market.
2. EC: As has been indicated, in the presenting or the marketing of such a product, it now becomes a sales proposition. And there are ways and manners in which to make the proper approach, - and there are those that may bring a great deal of headache.
3. In making the next step, as we find, would be to make a contract with some organization or company for the manufacture and distribution of the product. One manner or way would be to become a part of the corporation that would do such, - as the rights, the patents and all representing so much of same. But the better way would be, if there could or would be, rather such an agreement made whereby there would be a royalty to represent the body's interest in the product for a given period, - that such an organization would spend an agreed amount for advertising AND distribution for a period of three to five years. Then THIS would Leave the body free from any actual worry as to whether the management of this or that phase or activity would be carried on properly.
4. That as we find is the next step. Make an agreement with some organization for the advertising and distribution of the product, on those terms that would be agreeable to all.
5. The latter manner, as we find, would be the most satisfactory, the least entangling, and the greater the profit from same.
6. That would then be that the title, the product title, would remain in the name of [1000].
7. Ready for questions.
8. (Q) Is Mr. [1564], present in this room, the right person to help me manufacture and sell Furfluf?
   (A) This can best be arrived at by those impressions and intents as may be between each of these. As for that which has been and may be the development for each, - while running parallel, these as we find would be a HELPFUL force for each, in such an association.
   As to the abilities, as to the qualifications, as to the integrity, - these are beyond question - between these two.
9. (Q) Can I do better by going through someone else? If so, through whom?
   (A) This again, as has been indicated, is the matter of the individual action. But as we find, if there is the desire to obtain the most from this product, do so in the next five years through these channels.
10. (Q) Is the estimated sale of 500,000 jars per annum at the end of 2 years reasonable expectation?
    (A) There will be MORE than 500,000 jars before the end of the FIRST year - if it is advertised!
11. (Q) If I am able to work out a proposition with Mr. [1564], which of the following would be best for me to accept:
    (A) (Interrupting) As we find, that which has been indicated before is the best. That which requires as little of thine own worry about same as is practical.
12. (Q) Would it be fair for me to ask a cash advance in consideration of work done?
    (A) If that is the consideration, necessarily the quota as would be given upon the sale of the product would be so lessened that you would defeat your own self as to the best. But if that is the individual need, then it's very well.
13. (Q) Mr. [1564] has offered me 5 1/2 cents per jar to be divided into one or more of the above methods of payment. I feel that I should receive 10 cents per jar. Please advise me as to what would be a fair proposition for me.
    (A) As has been indicated, - so much per jar as a representation of the corporation or organization using the method for the procedure would be the better, with so much of the activity of the entity as the name associated with it for a given period.
14. (Q) What percent would be a fair proposition on each jar?
    (A) As we find, this would depend upon how much there is to be charged for the product. As we find, a 12 to 14 ounce jar for a dollar and a dime would be the more practical one for the general distribution. And on such 8 cents to 10 cents would be VERY high. But if this is agreeable to all, would be well.
15. (Q) If I turn the formula over to Mr. [1564] -
    (A) (Interrupting) It isn't a turning over! It is used AS the representation of the self. Of course, the use of same IS given, to be sure, but it's title would remain in the name!
16. (Q) If I do not turn it over, how can he be assured of the ability to continue if I am incapacitated in any way?
    (A) There is the contract that for such a period, three to five years, there is to be the use of same, - and this given SOLELY, WHOLLY to him for its use in that distribution and activity.
17. (Q) Should we manufacture the product ourselves or contract it out through some reputable firm? If the latter, then please suggest three names that can be trusted?
    (A) This is to be left to those who would contract to [1000] for the use of the formula and the sale and distribution. As to whether this would be "farmed" out or the organization to be created for that would depend upon those advertising and distributing.
    But here you have a product, as has been indicated, that should produce, for this entity, [1000], at 8 cents a jar, $10,000 to $20,000 a year.
18. (Q) Can we obtain a fairly accurate picture of the correct sales approach and potential sales volume through testing in two representative cities in April?
    (A) Very well. Take such as a New England city and St. Louis. Not New York, not Chicago, not the far West - because these would lead you to believe you would exceed what they will show even from these! Take those that are conservative, and you will find even THERE you will surpass your greatest expectations.
19. (Q) What New England city would you suggest?
    (A) New Haven or Boston.
20. (Q) Mr. [1564] wants to test the whole sales proposition before next September. Is this advisable from my standpoint?
    (A) This would be advisable.
21. (Q) How soon should we get started?
    (A) This is like - if you are going somewhere, when do you want to get there?
22. (Q) It is proposed that Mr. [1564] and his associates and I pay 10% of our annual profit to the Ass'n for Research & Enlightenment, Inc. Is this correct, or should this voluntary payment be made by the corporation and charged to costs?
    (A) This is to be decided by those who are interested in same. For, while it is given to such a corporation, whatever it may be, may be charged off; and hence MUST be voluntary. Being a corporation that is of a philanthropic nature, so recognized by State and Government, would come under more than one head, - and thus must be free-will or else you haven't the right to claim same, for it is deductible from taxes, both State AND Government! You save yourself money if you want to do it!
23. (Q) Mr. [1564] has presented an estimate on costs of placing this product on the market. Please advise us regarding the various items as I list them: I figure that the product now costs one to two cents per 16 ounce jar. Is this a fair estimate?
    (A) Outside of the jar, a fair estimate. With the jar, it's not sufficient.
24. (Q) In large quantities what can we expect to cut this to?
    (A) To about a third less.
25. (Q) In large quantities what can we expect to be able to obtain the jar which now costs 5 cents?
    (A) Three.
26. (Q) If we are able to secure a comb of soy bean construction what can large production cost per comb be estimated at, in relation to other comb now used?
    (A) One now used or the bone would cost from 5 cents to 7 1/2 cents. The soy bean will cost from 2 1/2 cents to 3 and 5/8 cents.
27. (Q) Are the following estimates reasonably accurate as presented by Mr. [1564]: Sales cost 5 1/2 per jar.
    (A) This, of course, will depend much upon the MANNER in which this is advertised, and the ways of advertising. Of course, there should be, if there will be - This is not intending to tell and advertiser what to do, but it's how to do it! There should be more than one type or manner of the first character of distribution, other than by just advertising; of cards or papers or what not, - but of mouth to mouth, as well as house to house, as well as the questions that may be asked respecting same.
    All of these taken into consideration, about 5 1/2 to 5 and 3/4.
28. (Q) Advertising 13 and 3/4 per jar.
    (A) This again would be a little high, AFTER it has been started. In the beginning it will require fully that much or more.
29. (Q) Administration, insurance, etc. - 1 cent per jar.
    (A) Well, this would come nearer to 9 1/2 or 10.
30. (Q) How shall I be compensated for work in order to help the business, and stipulate how much?
    (A) This should be rather as to the dictates of the own conscience. To be sure, when one considers that one has spent years of work and worry, there is the feeling that one has something worth while. It is like one's religion, - it is the most wonderful thing in the world, but not worth a cuss unless it is worked at!
    So it is with a product. We have a WONDERFUL product, but unless activity is begun very soon, this will gradually dribble away from any income to ever amount to anything from same.
    Hence to have a reputable, honest consideration given by an organization for sufficient period is like putting one's good to activity.
    As we find, - so much per jar and sufficient of an income outside of that for the personal maintenance would be the correct manner to consider such.
31. (Q) Is the 12 oz. capacity jar or the 16 the best size to sell for $1.00?
    (A) As we find, this - as indicated - would depend upon how much there is to be given on each.
    It will be found, as we find, that to sell a 16 ounce for $1.10 is better than trying to sell a 12 for $1.00; and everybody would make more money!
32. We are through for the present.

    Two copies to Mrs. [1000] (one for Mr. [1564])
    Copy to Ass'n file

BACKGROUND

1. See 1000-21 on 12/24/38 & subsequent Reports.

REPORTS

1. 4/01/39 She was also present for 1000-24.

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