For some years we have had a policy of no mailing lists should be sent or issued to the field.

That policy is now relaxed only so far as the following:

1. Franchise Holders in good standing may be issued a certain type of list.

2. The list may only be issued by being addressed on address envelopes for a brochure as follows and may not be in tape roll or card form and no plates may be given to Franchise Holders.

3. No list of persons actively in communication with the Central Org may be released and such persons may not be part of any list issued.

4. A Franchise Holder may receive lists only for the area in which he is actually operating.

5. No list issued becomes anyone's exclusive property and lists may be duplicated where areas are the same or overlap.

A Central Org or City Office with Address Equipment and Files normally carries and preserves all addresses ever collected.

In practice, certain plates are retired to storage when the name has not been actively in communication with the Central Org for some time. This period has varied but was usually 3 years. In short, if someone was out of comm with a Central Org for 3 years, the address plate was retired to dead files.

If this procedure has not been followed, then this action will have to be done: All invoices ever written by the Org will have to be exhumed from Accounts and a whole new Address Plate File made, from the start of the Org up to its present "active" plate files.

If the plates have been kept, this is a simple matter. One simply regards "inactive address plates" as Franchise Files.

The two types of address files are then as follows:

File A: Active Address Files of the Central Organization.

File F: Franchise File.

All files are by districts as postal authorities usually require it for mail packaging. If they aren't then File F must be broken down into states or counties or some such geographical area. Population density, not square miles, is the best criteria, so you may have 3 districts for Greater New York and one for Arizona, New Mexico and Wyoming.

A special brochure for the Franchise Holder must be made up and printed by the Central Org. This should consist of the 17 basic definitions and what a Franchise Auditor can do and what training he can give. A Franchised Auditor should be defined. An invitation to communicate should be given.

A space for a Franchised Auditor to write, print or stamp his name or the name of his centre must be left on the brochure.

The brochure is provided with proper mailing envelopes.

On payment for a certain number of brochure copies (500, 1,000) to cover printing, addressing and posting the carton to him, a Franchise Auditor in good standing may receive addressed brochures from Central Orgs (not Saint Hill).

Address addresses the envelopes up to the number of addresses available for that district. Only File F (above) is used. Address does not stuff.

The addressed envelopes in one bundle of the carton and the brochures in another part of the same carton are shipped off to the Franchise Auditor.

Any part of the ordered brochure envelopes remaining when the number of plates for that area are exhausted, are sent blank for the Franchise Auditor to put his own addresses on.

The Franchise Auditor receives the carton, addresses the envelopes left blank as he wishes, has a printer run off his name and address on all the brochures or stamps them or writes his name and address on them, and, paying the postage, mails them out to his area.

People, finding service close to hand, will often break silence and correspond or call. Groups will form. Personal contact will revive. Now that we have why people dropped out (definitions not understood in older subjects or in Scientology, a fact which can be mentioned in the brochure), we can get them back.

It is hard for a Franchise Auditor to get in touch with people.

People when they know he is there will wake up and go to him when they never would come into the org.

A Central Org which does not cultivate auditors in the field does badly.

A Central Org has been known to misguidedly suppress field "competition".

A survey of pcs some time ago showed the majority originally had been sent in to the HGC by the field, a fact Central Orgs sometimes overlook.

The Franchise Auditor, delivering service as a well trained professional, is nobody for an Org to deter but encourage.

Only bad experiences with squirrel, badly trained or untrained persons in the field lead Orgs to withhold from them. These experiences seldom if ever occur with Franchise Auditors.

It would be dull to release the total active list to the field. It would be dull indeed to release File F to anybody and everybody, competent and incompetent alike. It would be equally dull not to forward the programme covered in this Policy Letter.

The above project should be undertaken quickly. The sooner it is undertaken, the higher the general activities of Scientology will increase.

The line must be grooved in now while it can be. The brochure must be prepared and printed. Special help must organize the separation of Files A and F and in at least one case File F will have to be put on plates all over again.

The reason this will have to be done quickly is because there won't be any spare motion later with which to do it.

New promotion is so rigged that City Offices will be putting out vast amounts of advertising of books locally and Central Orgs nationally.

These new book buyers have been missing in our planning for years for reasons of false economy. Now we are going to start them rolling in.

New Promotion — and new books — will send orgs into a state of such activity that they might flub the drill of Franchise brochures if begun later. So start it now and you will have it grooved in when things really start. You will soon have more addresses than you know what to do with.

Starting right away, this is the drill for new book buyers. This drill also will be kept in and followed after advertising begins.

1. A person buys a book personally or by mail for the first time.

2. The invoice is made out with the name and address bright and clear on all copies.

3. One copy goes to shipping or books whether mailed or just handed out.

4. One copy goes to own Address. (This is true of all orgs including City Offices. Whatever is done with remaining invoice copies is according to standard accounts procedure.)

5. Address cuts a plate or stencil and puts a date on it and a designation like BB 3/3/65, meaning the person bought a book on 3/3/65.

6. This plate is put in File A and receives whatever goes out to File A for 3 or 4 months.

7. Any new invoice, indeed all invoices, go to Address. If a BB in File A buys more books or training or processing Address obliterates the BB 3/3/65 on the plate or stencil either by just flattening it on a metal plate or cutting a new stencil in case of less durable stencils.

8. At the end of each quarter (Mar. 31, June 30, Sept. 30, Dec. 31 all approximate) Address removes all BB plates older than 3 months.

9. These plates are now placed in File F with its geographical mates.

10. Franchise Holders are informed they should buy new brochure sets and these should be addressed from File F. using all plates in it, old or new.

To procure a set of addressed brochures, a Franchise Holder must pay cash to the org and must specify how many addresses for what districts and how many envelopes are to be left blank.

On receipt of the carton, the Franchise Holder is obliged to mail at least the addressed envelopes, containing the brochure furnished and any piece of his own additional literature, providing only that it mirrors no games condition with other auditors or the org, and contains no claims contrary to standard policy regarding healing, the insane, etc. as contained in HCO Pol Ltr of Oct. 27, 1964, or as amended from time to time.

The Franchise Holder is obligated to turn in to Saint Hill at the end of each year a COMPLETE LIST of the names and addresses of persons who have bought things from him — books, auditing, processing, courses — so that these people can be sent a copy of an International Magazine.

Failure to carry out these above named obligations would result in a cancellation of the privilege of receiving mailing lists, if not of Franchise.

A City Office must forward copies of its new book buyer list to its Central Organization the moment it becomes File F. It must be plainly marked File F and include only File F names as above.

The City Office may keep its book buyers who then buy more books, training or processing (its File A). However, to get its people sent a magazine it should routinely send ENVELOPES pre-addressed by the City Office to the Central Org. If a City Office finds this arduous, it may simply send all its invoices to the Central Org for the Central Org's complete address and File A, File F handling.

A City Office may then (a) keep its own address unit going, or (b) count on the Central Org doing it all for them. Either one or the other must be selected and followed.

Where a City Office fails to keep its address unit cracking, the Central Org must demand the address unit copy be sent to the Central Org when the invoice is written up by the City Office just as though the Address Unit of the Central Org was part of the City Office.

A City Office may not retain the Address Invoice Copy if it is not maintaining an Address Unit, even if it "plans to" but must send the copy to the Central Org, not save it. It can note down and record its active "customers" in a book and still send the invoice copy to the Central Org.

The names and addresses of City Offices must be carried in each issue of every magazine mailed by Scientology Orgs.

A City Office may also buy its area's brochure but in this case should add to the envelope a sheet of its own stating it is a City Office and defining Central Org, City Office, Franchise Holder and Field Auditor as to their relative status and seniority in Scientology. This should be done without ARC Breaking Central Orgs, Franchise Holders or Field Auditors, but should also emphasize the virtues of a City Office as the responsible representatives for Scientology in the area.

You see the promotion pattern emerge now. First, get the org streamlined, with tech high. Second, the Pricing Policy Letter of Oct. 19, 1964. Now the using of names to the fullest extent.

The HCO Pol Ltr of Oct. 19, 1964, is going to force city and national book advertising into existence. This is done by building an account up (HCO Book Account) that has only one real outlet - book advertising. I intend to get each org's HCO Book Account into a very swollen condition and get it spent on book advertising as the only possible value that saves it from the tax man. Into this channel, new effective books will be poured into the public's hands.

The ensuing prosperity will come first to Central Orgs and City Offices and then to Franchise Holders. Out of this prosperity the HCO Book Account is going to fatten up alarmingly and have to be spent prodigiously on advertising books.

Given only effective training and processing in accordance to current design and supported by our now existing technology, this cycle can continue over and over. The HCO Book Account in each Central Org and City Office will swell up by reason of processing and training discounts and book sales and can only be lowered greatly by new book ads.

The book buyers will be channeled to Franchise Holders as above. These, to cope, and because org income is spectacular, will become City Offices and coming under the rule of the HCO Book Account and now able to sell membership and higher level courses, will pour new advertising out in their areas. And new Franchise Auditors will come into existence and in their turn ....

Well, you get the pattern.

There are those who dread a boom. They think if it can all be kept small enough it can be handled easily.

But we don't happen to have easy handling of things as our main purpose, so I trust such won't be too spun about by the rush. The truth is, things are only hard to handle when you haven't got any volume. Right? So let it boom!

I said I was kicking the door open.

That pop you just heard was the top hinge.

[Cancelled by HCO P/L 18 April 1965, Prices Lowered Because of New Organization Streamline, Volume 3 — page 93.]