This Psychic Reading given by Edgar Cayce at his office, 115 West 35th Street, Virginia Beach, Va., this 17th day of January, 1930, in accordance with request made by self - Mr. [2467].

Present: Edgar Cayce; Mrs. Cayce, Conductor; Gladys Davis, Steno. L. B. Cayce and Linden Shroyer.

TEXT

1. GC: You will have before you the body and the enquiring mind of [2467], Vice-President of ... Leather Goods Manufacturers, ... St., 7th floor, New York City, and you will answer the questions which I will ask you regarding his business associations and relations.
2. EC: Yes, we have the body, the enquiring mind, [2467]. (He should do something about this condition in the side of his face here, that's been bothering him), and those associations and relations. Ready for questions.
3. (Q) What suggestions can you give body for furthering personal sales for ...?
   (A) Now, much may be said to an individual about their way and manner of approach when presenting a sales proposition. Well were these factors weighed well in the mind of such an one when approaching a prospective purchaser or buyer: First convinced in self of the desirability of that being presented for the needs of the individual representing the outlet for such purchases as may be made. Then it becomes necessary that such an one study the needs of the various channels through which the distribution is to be made, before approaching a department head for such sale. Knowing what is the needs of the district, or the OUTLET of that being presented - whether this be in New York, Duluth, or Frisco, or whether in the regular line or that of specialists, or a specialty line. There may be increased sales in and about the own manufacturer's district, as through the various departments or department stores - as in Gimbel, Saks, or even in those of Valentine's, or of Lord & Taylor's. These may be reached through their own departmental head of THAT as is being sought; NOT just to be disposed OF by the body, but to meet the needs and the requirements of such organizations - and this the body MAY DO, will these factors as given be studied a bit. Knowing that, that presented is made, prepared, manufactured especially FOR the distribution through THAT center, and in specializing more may be the gain from such an outlet.
4. (Q) Does continuing with ... or association with ..., Philadelphia promise a better future?
   (A) For the present and for the future connections, as we find, the association with ... offer for the body the greater opportunities, for the combinations as may be made in this association with those of Gorham or Valentine may be made most beneficial to the body, and to the success of the body's endeavors. These, as we find, may be accomplished. While it may be accomplished with ... & Sons of Philadelphia, yet these ALSO may be absorbed in the one - either that of Gorham or of the holdings company, for all three. This may be accomplished in the first or second season, at least, from the present.
5. (Q) How may money for advertising be spent most advantageously?
   (A) In studying the needs of the outlet the company proposes to prepare materials for.
6. (Q) Who is the proper man to approach in the Black Star Frost-Gorham Corp., N.Y. City, to secure more interest in the ... line?
   (A) The regular department head in this line.
7. (Q) How may more satisfactory relations be established with Mr. [...] of Saks, Fifth Avenue, N.Y.?
   (A) These may be done by meeting the needs of that department head. Just in the manner as has been outlined. Study the needs of the CHARACTER of outlet, see?
8. (Q) How may we improve relations with Marshall Field, Chicago?
   (A) In the same manner. This, as we see, offers just that illustration of what is being given. That character of the various leathers and their various products in same are not the same from Saks as from Marshall Field, though in their respective centers the character of the clientele are considered practically of a sameness - but the needs to meet the individual taste OF the clientele - on account of their various conditions as surround the DISTRIBUTION CENTER of same, is quite a different thing. See? Study, then, with the individuals that represent such department heads, and the individuals as may be met BY this body, and we will find these may be opened to a GREAT - great POSSIBILITY in the distribution of much larger quantities than has been heretofore. We are through for the present.

   Copy to Self
   Copy to Ass'n office
   Copy to Cayce Hospital

BACKGROUND

1. See 2467-2.

REPORTS

1. 7/26/31 Wife [1381]'s letter:
   ... & COMPANY, Inc. Makers of Fine Leather Goods ... Street NEW YORK
   At home Sunday Afternoon
   Dear Mr. Cayce & family:
   Almost feel too guilty to write you at this late date - but really believe it is better late than never.
   Hope things are working out as you would wish them to - if there is anything Mr. [2467] or I can do to assist you other than in a financial way - we are both more than willing. We both feel badly that we can't help you financially to get another start in your wonderful work - but as you can probably guess - we are just hanging on and hoping for a turn soon. Mr. [2467] has been very much worried - but things look a little brighter now. Of course we have lots of company - seems as tho everyone is in the same boat.
   How is your dear father? Give him our love & very kindest remembrances.
   Trust Mrs. Cayce, Hugh Lynn & Edgar Evans are well & I know they are a great comfort & help to you at this time.
   I would love to hear from you all & to be advised of your plans & hopes.
   Mr. [165] hasn't been to our fair city for so long - that I really don't know anything about the trouble - the whys & wherefores, etc. But feel sure that God will find a way to help you continue relieving suffering humanity.
   Is Gladys still with you? Give her my love, and best wishes. And Mildred - kindest remembrances to her too - she was such a lovely girl.
   Kindest remembrances to all.
   Loving & sincere good wishes,
   from [1381] and [2467]
   We both would like a vacation at Va. Beach - but can't make it this year. Hope for a few weeks there next summer.
2. 7/31/31 EC's letter to [1381]: Mrs. [1381] ..., N.Y.
   My dear Mrs. [1381]
   It was indeed a pleasure to have your letter of some days ago and to hear from you again. Mr. [256] was here for about two weeks, and only left Thursday. We enjoyed having him very much. He brought his younger brother (adopted brother [933]) with him at this time. You may be very sure that we spoke of you quite a number of times. He was present, then, at our first executive meeting of the Association for Research & Enlightenment, Inc. We realize this is being launched under very trying circumstances and conditions, as respecting the financial situation over the country, but we hope that we will at least be able to carry on and to do good for the greatest number of people possible, and in the very best way and manner. We are keeping fairly busy with requests from all over the country. We have quite a bit more local interest than has been shown possibly at any time. Whether this is the outgrowth of strife within our own ranks or not, or that that has been gathered by those who have attended the talks from time to time, I do not know. Time alone, possibly, may demonstrate.
   I am glad to say that the family are all fairly well. My father hasn't been well, but he is very much better now. We have moved from the 35th Street address to 105th Street & Ocean. You no doubt remember the home on the beach right in front of the Prince Henry Hotel, nee Cayce Hospital.
   A few days ago I had a letter from Mr. [165], the first I believe since the hospital closed. I'm sure he's been going through some very strenuous times in the re-organization of his own business, and I hope that we may have at SOME time the advantage of his counsel and advice with the work. The new organization comprises some very good men, I think. H. H. Jones of Norfolk is President. Mildred Davis is Secretary. Miss Gladys, to be SURE, is still my secretary. You will receive a letter from the Association and also from myself, asking that you accept the position as official representative in your territory. This is an addition, I suppose we might call it, to the work of the organization. At least it is an attempt to give each one that IS interested in what we are trying to do the opportunity to officially represent, or present the work to those whom they feel need its offices. Mr. A. C. Preston is business manager. Dr. Paul Kaufman is his assistant, and Mr. Ernest W. Zentgraf is Chairman of the Board.
   Please give our kindest regards to Mr. [2467], and let us hear from you whenever you have the opportunity.
   Sincerely, [EC:GD]

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