[Plaintext beta, 23 September 1999] TO THE READER Scientology is a religious philosophy containing pastoral counseling procedures intended to assist an individual to gain greater knowledge of self. The Mission of the Church of Scientology is a simple one-to help the v individual achieve greater self confidence and personal integrity thereby enabling him to really trust and respect himself and his fellow man. The attainment of the benefits and goals of Scientology requires each individual s positive participation as only through his own efforts can he achieve these. This is pan of the religious literature and works of the Founder of Scientology L. Ron Hubbard. It is presented to the reader as part of the record of his personal research into Life and should be construed only as a written report of such research and not as a statement of claims made by the Church or the author. Scientology and its sub study Dianetics as practiced by the Church address only the spiritual side of Man. Although the Church as are all churches is free to engage in spiritual healing it does not, as its primary goal is increased knowledge and personal integrity for all. For this reason the Church does not wish to accept individuals who desire treatment of physical illness or insanity but refers these to qualifies specialists in other organizations who deal in these matters The Hubbard Electrometer is a religious artifact used in the Church confessional. It in itself. does nothing and is used by Ministers only to assist parishioners in locating areas of spiritual distress or travail. We hope the reading of this book is only the first stage of a personal voyage of discovery into the positive and effective religion of Scientology. THE BOARD OF DIRECTORS Church of Scientology This book belongs to_____ Date_____ THE ORGANIZATION EXECUTIVE COURSE The Organization Executive Course AN ENCYCLOPEDIA OF SCIENTOLOGY POLICY by L. Ron Hubbard FOUNDER OF DIANETICS AND SCIENTOLOGY HCO DISSEMINATION DIVISION 2 SCIENTOLOGY PUBLICATIONS ORGANIZATION Published by AOSH DK Publications Department A/S Jernbanegade 6 1608 Copenhagen V Denmark Publishers for Dianetics(R) and Scientology Copyright (c) 1971, 1973 1956, 1957, 1958, 1959, 1960, 1961, 1962 1963, 1964, 1965, 1966, 1967, 1968, 1969, 1970 by L. Ron Hubbard ALL RIGHTS RESERVED No part of this book may be reproduced without permission of the copyright owner. First printing 1971 Second printing 1973 HCOB 22 Feb. 1957, page 247, and HCO PLs 30 Oct. 1959, page 131, 17 June 1968 issue 11, page 11, and 3 Aug. 1970, page 346, have been added in this edition. The E-Meter is not intended or effective for the diagnosis, treatment or prevention of any disease. Dianetics and Scientology are the trademarks of L. Ron Hubbard in respect of his published works. Printed in Denmark by Permild & Rosengreen CONTENTS HCO DISSEMINATION DIVISION 2 26 Oct. 1956 Gradient Scale of Personnel Procurement (HCOB reissued as HCO PL 7 Jan. 1964) 1 21 Jan. 1965 Vital Data on Promotion (revised 5 Apr. 1965) 4 17 Nov. 1965 The Basic Principles of Promotion 7 HCO Dissemination Division 2 Org Board Outline 8 2 Nov. 1967 Dissemination Division, Departments of Promotion, Publications and Registration 9 17 June 1968 ARC Break Registrars and Auditors (corrects 2 Nov. 1967) 11 30 Sept. 1965 Statistics for Divisions - HCO Dissem Division 2 (excerpt) 12 19 Feb. 1968 Stats Dissem 12 25 May 1968 GDS - Dissem Division 12 5 June 1968 Stats Dissem (addition to 19 Feb. 1968) 13 5 Feb. 1971 Org Gross Divisional Statistics Revised HCO Dissem Division 2 (excerpt) 13 20 Nov. 1965 The Promotional Actions of an Organization HCO Dissemination Division 2 (excerpt) 14 25 Jan. 1957 Concerning the Separateness of Dianetics and Scientology 15 26 Mar. 1959 Dissemination Secretary Hat 18 27 Apr. 1959 Why New Books are Few 20 26 June 1959 Dissemination Secretary Hat 22 15 Mar. 1960 Hat Co-ordination: Dissemination of Dianetics and Scientology Materials 24 25 Apr. 1960 PRR Promotion (HCOB) 25 24 Jan. 1964 Enrollment Division (excerpt) 28 25 Jan. 1964 Department of Enrollment 29 29 Jan. 1964 Charts, Routings and Publications - The Enrollment Department 31 21 Feb. 1964 Department of Enrolment 34 7 Mar. 1964 Director of Enrolment - The Letter Registrar - Administration 36 11 Mar. 1964 Departmental Changes - Auditors Division 39 11 Mar. 1964 Auditors Division - New HCO WW Organization 40 23 Sept. 1964 Policies: Dissemination and Programmes 41 31 Dec. 1964 Use of Dianetics, Scientology, Applied Philosophy 49 28 Feb. 1965 Deliver 50 5 Apr. 1965 Legal and Promotion 52 7 Apr. 1965 Book Income 53 16 Apr. 1965 Handling the Public Individual 56 18 Apr. 1965 Prices Lowered Because of New Organization Streamline 60 27 Apr. 1965 Price Engram 62 5 May 1965 Classification, Gradation and Awareness Chart 64 18 June 1965 Areas of Operation 67 27 Aug. 1965 Dissem Sec Hat 68 30 July 1968 Gross Income Senior Datum 68 10 Aug. 1968 Legal and Dissemination 69 24 Aug. 1968 Dissemination 69 HCO BOOK ACCOUNT 3 Sept. 1959 HCO Book Account 70 14 Jan. 1964 Continental and Area HCO Finance Policies 71 30 Nov. 1964 HCO Book Account 72 11 May 1965 HCO Book Account Policy 74 6 Oct. 1966 Addition to HCO Div Account Policy 77 9 Dec. 1965 HCO Income - Memberships - Congresses - Tape Plays 78 28 May 1968 Books 79 17 June 1968 HCO Book Account (corrects 23 May 1968) 79 DEPARTMENT FOUR DEPARTMENT OF PROMOTION 2 May 1957 Dissemination 80 18 May 1957 Policy on Signatures in Publications (reissued 8 May 1959) 82 17 Nov. 1958 HCO Project Engineer: "Have You Lived Before?" 83 14 Apr. 1959 New Book 85 16 Apr. 1959 Books, Cost of 86 22 May 1959 Advertisement for Field in Certainty, Ability, etc. - Minor Issues 87 6 June 1959 "Have You Lived Before This Life" 87 28 Apr. 1960 Books are Dissemination (HCOB) 88 21 Nov. 1962 Re-issue of Materials 92 2 Aug. 1963 Public Project One 93 21 Aug. 1963 Change of Organization Targets - Project 80 - A Preview 95 10 Apr. 1964 Balancing Income - Outgo - Paper, Postage and Printing 98 12 Aug. 1964 Policy on Technical Information 92 8 Oct. 1964 Artistic Presentation 99 10 Feb. 1965 Ad and Book Policies 101 4 Mar. 1965 Technical and Policy Distribution 103 27 Apr. 1965 Book Promotion Design 108 28 May 1965 Some Allowed Ads - Book Ads 109 30 Aug. 1965 Art (HCOB) 110 31 Jan. 1966 Compilations Section, Department 21, Office of LRH (reissued 8 Aug. 1966) 113 14 Feb. 1966 Doctor Title Abolished 119 3 Apr. 1966 Dianetic Auditors Course 120 12 July 1966 Legal Aspects of Success Material Publications 121 15 Aug. 1966 Information Packets 122 11 Nov. 1966 Postal Economy 123 21 Nov. 1966 Ideas and Compilations Branch WW (amends 31 Jan. 1966, reissued 8 Aug. 1966) 124 10 Jan. 1968 Politics, Freedom from (reissued from LRH Sec ED 56 INT) 125 22 May 1968 Translations 126 3 Dec. 1969 Issue Authority for Translations of Dianetics and Scientology Materials 126 MAGAZINES 24 Nov. 1958 Magazine Policy 127 24 Oct. 1958 Ability Magazine 128 15 June 1959 PAB Liaison 129 2 July 1959 Scientology Magazines 130 6 Oct. 1959 Two Fine Magazines 130 30 Oct. 1959 Magazine Arrangements 131 31 Oct. 1959 Magazine Mailings 131 15 Mar. 1960 Disseminating Scientology (HCOB) 132 20 June 1960 Rush Magazine Note 133 3 Aug. 1960 Magazine Advert Policy 133 13 Sept. 1961 Photostats (excerpt) 134 17 Aug. 1964 Technical Info for Continental Mags 134 17 Apr. 1965 Additional Mag Policy 135 16 July 1965 Continental Magazines to Model after Certainty 136 1 Sept. 1965 Publications 137 13 Oct. 1966 Advertisements, Continental Magazines and Auditor 138 7 Dec. 1966 Magazines Permitted All Orgs 139 2 Apr. 1969 Routine Congress Promotion 141 14 Dec. 1969 Magazines (LRH ED 59 INT) 142 1 Apr. 1970 Magazine Layout and Pasteup (Dissem Div Advice Letter) 145 1 Apr. 1970 PAB Magazines (Dissem Advice Letter) 147 vi THE AUDITOR MAGAZINE 11 Mar. 1964 Auditors Division - New HCO WW Organization 40 7 July 1965 Photos, News and Statistics for Mags and Auditor (reissued 9 July 1967) 167 17 Mar. 1966 Promotion of Saint Hill - Auditor Issue Frequency 149 15 Oct. 1967 Auditor Magazine Success 150 24 Nov. 1968 Auditor Correspondents 151 25 Nov. 1968 Saint Hill Income Peaks~Reinforcement of Auditor Promotion 154 26 Nov. 1968 The Original Auditor Journal Policy 155 27 Nov. 1968 The Standard Auditor Journal 157 29 Nov. 1968 Standard Actions, Office of The Auditor Journal 161 10 Aug. 1970 The Auditor: Org Magazines and Comm Lines 166 PHOTOS 7 July 1965 Photos, News and Statistics for Mags and Auditor (reissued 9 July 1967) 167 28 July 1965 Handling of Photographs 168 31 Oct. 1968 Photographers, Of Interest to 169 21 Nov. 1968 Photo - Policy for Magazines 170 COPYRIGHT 15 Nov. 1958 The Substance and First Duty of HCO Vol. 1 - 13 15 Nov. 1958 Outstanding Copyrights and Marks 172 15 Nov. 1958 Legal Aid - HCO Vol. 1 - 16 22 Nov. 1958 Owner of Materials - The Legal View Vol. 1 - 17 20 Jan. 1959 When in Doubt about Copyrighting 172 29 May 1959 Technology Vol. 1 - 24 16 Dec. 1965 Copyright: U.S.A. 173 27 Oct. 1969 Registration of SO Insignia 174 PRINTING 17 Sept. 1958 Who Can Order Printing 175 31 Oct. 1958 Use of Mimeo Restricted 175 12 Feb. 1959 Book Administrator (previous printing hat) 176 7 May 1964 Rights to Print or Re-print Scientology Books and Materials 177 21 Dec. 1969 Guide to the Function of Printer Liaison 178 19 Apr. 1970 Mimeo (LRH ED 98 INT) 181 2 Mar. 1971 Mimeo Section 182 ISSUE AUTHORITY (See also ISSUE AUTHORITY in the Executive Volume) 23 Dec. 1958 Quality of Presentation 183 22 Apr. 1965 Booklets, Handouts, Mailing Pieces 184 22 July 1965 Dissemination Materials to Saint Hill 186 vii DEPARTMENT FIVE DEPARTMENT OF PUBLICATIONS BOOKS 27 Aug. 1958 The Washington DC central organization... 187 25 Mar. 1959 Book Policy 187 29 Apr. 1959 Defacing Books and Proper Addresses on Them 188 4 June 1959 Sale and Handout of Certainty Minors 188 3 Nov. 1959 Re-organization of Book Supplies 189 18 Mar. 1960 "Have You Lived..." Sales 192 6 July 1960 LT Membership Privileges 195 28 July 1960 Book Administration 193 28 July 1960 International Membership Privileges 195 2 Aug. 1960 Book Supplies 196 14 Oct. 1960 Book Department Procedure 197 20 Oct. 1960 PAB Magazine Supplies 198 9 Jan. 1961 Book Administration (cancels 28 July 1960) 194 9 Aug. 1961 Book Sales 198 10 Apr. 1962 Supplies of Books from HCO WW 199 22 June 1962 Autographed Free Books 199 13 May 1963 Supplies of Books to Scientology Organizations 200 21 Nov. 1964 Discounts - Central Orgs - Books 201 19 July 1965 Discounts - Central Orgs - Books (corrects 21 Nov. 1964) 202 23 Sept. 1965 Keeping Stocks Up (reissued 14 Sept. 1967) 203 28 Oct. 1965 Discounts (Additions to 19 July 1965) 204 7 Nov. 1965 Autographed Copies of Books by LRH 204 9 May 1966 Publication Copies to WW 205 23 May 1968 All Scientology Orgs can buy books 206 23 May 1968 Book Purchase from WW 206 23 May 1968 Purchasing from Pubs Org WW (revised 10 Sept. 1968) 207 5 June 1968 Weekly Book Stock Report Required 208 Weekly Book Stocks and Sales Report Form 1B 209 9 Oct. 1969 Publications Depts and Orgs - How to Straighten Out 210 9 Dec. 1969 Purchasing from Pubs Org (cancels 23 May 1968, revised 10 Sept. 1968) 212 TAPES 9 Mar. 1959 Tapes and Records 213 10 Mar. 1959 BScn/HCS Course Tapes 213 8 Apr. 1959 New HPA/HCA Tapes 214 14 May 1959 How to Establish Price of Books and Tapes 215 5 Oct. 1959 Tape and Record Production Hat 216 23 Oct. 1959 Recording of Taped Lectures at 1st Melbourne ACC and Pre-ACC Congress 217 8 Apr. 1960 Tapes of Washington Congress 218 15 July 1960 Congress Tapes 218 4 Jan. 1961 Tape Copying Changed 219 4 Jan. 1961 Tape Leader Colour Codes 219 5 June 1962 Class II Training Only by Academies and Saint Hill 220 16 Aug. 1962 HCO Electronic Consultant Hat 220 1 Nov. 1962 Tapes, Student Purchase of 221 18 June 1963 Tape Release 221 24 Feb. 1964 S.L.R. Ltd - Tape Copying 222 11 June 1964 Central Organization & City Office Tape Service 222 17 Dec. 1964 Tape Prices 223 31 Dec. 1964 Tape Availability 224 13 May 1965 Sale of Bulletins & Tapes Forbidden 224 7 Dec. 1965 Tape Colour Flash Code 225 24 Oct. 1966 Blank Tape Reels 226 18 Apr. 1970 Tapes (cancels 31 Dec. 1964, amends 13 May 1965) 227 viii E-METERS 30 Jan. 1961 British E-Meter Breakage 228 23 Oct. 1961 E-Meters to be Approved 228 19 Dec. 1961 E-Meter Supplies 229 15 Feb. 1962 Supply and Servicing of the Mark IV E-Meter 229 10 Apr. 1962 E-Meters 230 11 Apr. 1962 Supply of E-Meters to Central Orgs 230 12 July 1962 The British Mark IV E-Meter 231 25 July 1962 Supplies of E-Meters via and for Central Orgs 232 22 Nov. 1962 Prices of the British Mark V E-Meter 233 23 Nov. 1965 Mark V and Listing E-Meters 234 9 July 1969 Confessional Aids 234 22 Mar. 1970 E-Meter Discount Policy - Purchasing E-Meters from Pubs Org 234 INSIGNIA 30 Oct. 1959 Blazer Badges 235 25 Nov. 1959 HCO and HASI Blazer Badges 235 13 Nov. 1965 Release Pins 236 9 Jan. 1968 House Flags 237 SHIPPING 29 July 1959 Sending Certificates by Mail 238 circa 1960 Book Orders (LRH Despatch) 238 23 Jan. 1961 Shipping of Books 238 13 Sept. 1961 Boxes and Cardboard (excerpt) 241 30 Aug. 1962 Shipping Rundown 239 15 Jan. 1965 No Charge Invoices (HCO Admin Ltr) 241 29 Dec. 1965 Shipping Material to South Africa 242 11 Feb. 1966 Shipping Charges 243 15 Feb. 1966 Bulk Mail Packages to Washington DC 244 DEPARTMENT SIX DEPARTMENT OF REGISTRATION (A study of this Department should include POLICIES ON "SOURCES OF TROUBLE" - Volume 1, pages 510-529, and the policies on the FIELD STAFF MEMBER SYSTEM in the Distribution/Public Divisions Volume.) 21 Sept. 1965 Purposes of the Department of Registration 245 25 Jan. 1957 Referrals to Field 247 22 Feb. 1957 Policy of Mail Handling for Prospective Preclears & Students (HCOB) 247 6 Apr. 1957 Central Files and Procurement (HCOB) 248 16 June 1957 People's Questions (HCOB) 256 27 Sept. 1957 Quoting Prices 256 2 Oct. 1958 Sale and Conduct of Academy Courses 257 26 Aug. 1959 Promotional Functions of Dept of PrR (excerpt) 259 23 Oct. 1959 Attention Registrars and Book Administrators 259 27 Oct. 1959 Processing of Children on the HGC 260 29 Mar. 1960 HGC and Academy Prices for Minors 260 14 Nov. 1960 Urgent PR R 261 12 Jan. 1962 Comments on Letter Reg Department 262 30 Aug. 1962 General Form of Release Contract 263 5 Feb. 1964 Founding Scientologist Certificate 264 10 Feb. 1964 Enrolment on Self Determinism (reissued 23 June 1967) 266 15 Mar. 1965 Registrars, CF and Address 266 9 May 1965 Auditing Fees - Preferential Treatment of Preclears Scale of Preference 268 21 May 1965 Memorandum of Agreement 270 23 May 1965 Rebates 271 ix 23 July 1965 Priority of Power Processing 272 1 Sept. 1965 Legal Aspects of Sign Ups (excerpt) 273 20 Sept. 1965 Power Processing for the Public (corrected per 30 Nov. 1965) 272 21 Sept. 1965 Memorandum of Agreement (amends 21 May 1965) 274 24 Sept. 1965 Free Release Check 275 25 Oct. 1965 Saint Hill Solo Audit Course 276 6 Jan. 1966 Credit and Discounts 278 1 Aug 1966 Sign Ups and Discounts 280 13 Sept. 1966 Requirement for Termination on the SHSBC and Enrolment on Solo Course 281 18 Mar. 1968 Dianetics in Organization 282 23 Apr. 1968 Parent or Guardian Assent Forms 283 29 June 1968 Enrollment in Suppressive Groups (amends 28 Dec. 1965) 284 6 Apr. 1969 Dianetics 285 19 May 1969 Hubbard Standard Dianetics Course Policy (cancels 7 May 1969) 286 23 May 1969 Dianetic Contract 287 23 May 1969 Parent or Guardian Assent Forms 289 3 June 1969 Dianetic Course Pricing 290 12 June 1969 Dianetic Registration 291 2 Sept. 1969 Old ACC Students 293 2 Sept. 1969 Triple Grades 294 3 Sept. 1969 Former HDAs, HPAs 295 3 Sept. 1969 Successful Class VIIIs 296 26 Oct. 1969 Class VIII & HDG 296 17 Nov. 1969 Dianetics and Scientology Services 297 11 Dec. 1969 Training of Clears 299 11 Jan. 1970 Pricing - Rescue Intensives 300 12 Jan. 1970 Pricing - Singles and Triples 300 30 July 1970 Registration Breakthrough (includes Clarifications per 1 Dec. 1970) 301 BODY REG (A study of this Section should include INVOICING - Volume 3.) 26 Sept. 1956 Registrar (HCOB) 309 1 Apr. 1957 Always Register and Invoice 309 21 Apr. 1957 Income (Staff Notice) 309 7 May 1957 Assignment of Auditors, Rooms, Students 310 16 May 1957 Invoicing Items 309 8 Feb. 1958 Since people will begin to expect being cleared 311 4 Mar. 1958 Addition to HASI P/L of 8 Feb. 1958 311 17 Mar. 1958 Body Routing in a Central Organization 312 23 Apr. 1958 Vital Training Data for Training Hats and Registrar 313 6 May 1958 Modified Procedure for Signing Up Prospective Students & Pcs 314 7 Nov. 1958 Registrar 314 17 Nov. 1958 Free Clear Estimates - Free Clear Tests 315 15 Dec. 1958 Registrar Hat (See ED FCDC No. 2) 316 7 July 1960 Training Applicants 318 19 Aug. 1960 Registrar Lost Line 319 19 Nov. 1960 Pc Scheduling 320 14 Feb. 1961 The Pattern of a Central Organization - Dept of Promotion and Registration (excerpt) 321 3 May 1961 Registration 322 6 Mar. 1963 Selling Techniques Forbidden 325 21 June 1965 Orgs are SH FSMs 325 12 July 1965 Release Policies - Starting the Pc 326 19 July 1965 Release Checks, Procedure for 328 15 Sept. 1965 Only Accounts Talks Money Vol. 0 - 275 16 Dec. 1966 Registration Disagreements 331 11 July 1969 Dianetics Auditing Completion Certificate 331 27 July 1969 Antibiotics (HCOB) 332 x 16 Dec. 1969 Used CF Folders 334 15 Jan. 1970 The Uses of Auditing (HCOB) 335 15 Jan. 1970 Handling with Auditing (HCOB) 336 19 Jan. 1970 Registrars' Advice Form (HCOB) 339 4 Feb. 1970 Pc Application Form for any Major Auditing Action 341 4 Feb. 1970 Pe Application for Major Actions (HCOB) 343 16 May 1970 Institutional and Shock Cases, Petitions from 345 14 July 1970 Registrar Statistic 346 3 Aug. 1970 Registrars May Now Talk Money 346 13 Oct. 1970 Assent Form 347 26 Oct. 1970 Institutional and Shock Cases - Posting of Bonds 348 11 Mar. 1971 Registrar Invoicing Line 349 LETTER REGISTRAR ADVANCE SCHEDULING REGISTRAR 6 Apr. 1965 Letter Reg Hat 352 29 Nov. 1968 Enrollment Cycle 358 3 June 1957 Letter Writing 361 7 Nov. 1958 Letter Output 361 15 Nov. 1958 How to Procure People 362 4 June 1959 Definition of a Hot File 364 19 Aug. 1959 Writing of Letters by Staff Auditors 365 20 Nov. 1959 Validation of Franchises 366 9 Apr. 1960 Outflow (HCOB) 367 12 Apr. 1960 An Analysis of Promotion (HCOB) 369 3 Nov. 1960 Promotional Letters 370 15 Nov. 1960 Modern Procurement Letters 371 14 Feb. 1961 The Pattern of a Central Organization - The Letter Registration Section (excerpt) 377 21 Nov. 1961 Letter Writer's Code 378 13 Sept. 1962 Comments about Letter Registrar 379 7 Apr. 1965 Book Auditor 380 17 June 1965 Scientology Pins 381 1 July 1965 Letter Reg - Body Reg 383 8 Sept. 1965 Dissemination Division - Registration Packet (See ED 89 SH) 384 12 Jan. 1966 Selectees Mailing - Selectee Advice Packets 385 12 Oct. 1966 Mailing of Letters 386 14 Feb. 1967 Book Buyers 387 CENTRAL FILES (See also ADDRESSO section - Volume 1, pages 266 - 291) 6 Apr. 1957 Central Files and Procurement (HCOB) 248 18 Dec. 1960 CF and Address Change 388 8 Apr. 1965 Cancellation of Mail Lists to Field Auditors 389 1 Sept. 1965 Mailing List Policies 390 2 Nov. 1965 Foundation Central Files Officer and Address-in-Charge 392 9 Jan. 1966 International Changes or Area Changes of Address 392 22 Aug. 1966 Dead File: Restoration to Good Standing 393 13 Oct. 1966 Invoice Routing 393 14 Feb. 1967 Book Buyers 387 8 May 1969 Address Lists - Addresso and Central Files 394 17 May 1969 Mailing Lists - Central Files - Addresso Basic Definitions and Policy 395 18 Nov. 1969 Central Files, Value of - The Gross Income of the Org and Why 397 16 Dec. 1969 Used CF Folders 334 5 Feb. 1971 CF and Address Pre-Sorting 399 Note: At time of publication of this volume new developments of the Organizing Board are in progress, some of which affect Division 2. The Registrar invoicing line is restored; Mimeo is returned wholly to Division 1, Addresso to Division 2; printing (internal by offset and external via Printer Liaison) comes wholly under the Department of Promotion in Division 2. Several 1970 and 1971 key policies covering these developments have been included in this volume, however a full coverage of Us evolution is to be found in policies post-1969 which is later than the scope of the OEC divisional volumes. -Editors xi HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 7 JANUARY 1964 Assoc Secs HCOS Dept Heads GRADIENT SCALE OF PERSONNEL PROCUREMENT The following is the text of an HCO Bulletin issued October 26, 1956, by L. Ron Hubbard. It is hereby re-issued as a policy as it should be well known and used in all orgs. It is the basic pattern for all - org procurement. It should be well learned by all procurement executives and they should follow this pattern in instructing their personnel and in the administration of their departments. Any filing system, letter writing system, address system and any other procurement system should be aligned around this basic pattern and designed to carry out these purposes. An orderly org procurement line is vital. It is secondary only in importance to tech effectiveness and service. GRADIENT SCALE OF PERSONNEL PROCUREMENT During the last six years of Dianetics and Scientology organisation, it has been discovered that the orderly administration of procurement of people directly co-ordinates and establishes the size and progress of Dianetics and Scientology, and directly establishes, rather than influences, the income level of central organisations. The backbone of procurement consists of keeping accurate files and records, and keeping them in an orderly state. The Registrar or Registrars are most vitally concerned with the central files themselves, and central files should therefore be monitored entirely by the Registrar. (See HCO Bulletin containing the Organisational Health Chart.) Executive management should concern itself primarily with the smooth handling by personnel of these communication lines, terminals and files, since the ability of the organisation to continue depends completely upon the smooth and accurate handling and execution of these various units. It will be found that a very small operation would combine several of these functions, but, in a large central organisation, it is necessary that the last four of these classifications be handled by separate persons and departments, monitored the while by executive supervision, to guarantee the smooth flow of this data. The following categories and actions are not for casual study; they are for indoctrination of personnel, which should include their complete understanding of the reasons and purposes and actions contained in these classifications. The following list should be as well known as some basic Scientology data, because it is the third dynamic inflow and outflow of the organisation. CATEGORY I: INQUIRIES. By inquiries, we mean "persons who inquire". Inquiries come from people answering advertisements, by people who have heard of Dianetics or Scientology from other people, and who then inquire, and (the weakest classification in inquiries) referred names, by which is meant names which are simply referred to the organisation as being interested. The optimum inquiry is the person inquiring, himself, in person, at the central organisation; the next most important is the person writing a letter to the central organisation, and the next most important is persons sending in inquiry post cards cut from advertisements or issued in P.E. or Basic Courses in the field. What does one do with these people? One sells them books. It is vital that, while they may be given information on three or four books, any sales approach or sales letter or literature should stress only one book; the book they should now read. A flier or advertisement for the book is included in the letter, which, in the best operation, would be a personal letter. In other words, one sends these people a personal letter, and sends them with that a flier about one book. The person's attention is thereby not dispersed on to several things that he could do, and the decision, in essence, has been made for him. What do we try to do with these people? We try to sell them books. While these 1 people may also buy, immediately, training or processing, in the main they buy books, as we have discovered. Until they have bought a book, they remain in an inquiry classification, and if they do not reply to three mailings, we then strip them from our lists. Therefore, it is necessary that any file which carries such names should be annotated any time anything is sent to them, and the file itself should be dated. By placing a piece of carbon paper back of the address, name and date line, and placing under the carbon paper a large file card, when the letter replying to inquiry is written, one achieves a date and thus can strip files of aged names. The inquiry file should be frequently co-ordinated against the book order file, and thus brought into a state of present time. CATEGORY IL BOOK ORDERERS. By "book orderers" is meant persons who have ordered books. It may be discovered, from cards placed in books in book stores, that someone has already bought a book. This person is not, then, when he sends in this card, an inquiry; he is a book orderer. This file includes cards sent in by people who have bought books in book stores, the book order sheets including the ordering letter from the shipping department, and letters from people who write in and say they have read certain books. In some instances, it may be found that these people have listened to many tapes or have ordered tapes, and therefore tape orderers are included in book orderers. What do we do with these people? We sell them processing. Even though we try to sell them more books and tapes, we still concentrate on selling these people processing from the central organisation. The fact of buying one book makes a person a "book orderer". CATEGORY III: PRECLEARS. "Preclears" are persons who have been processed at any organisation office or in the field. Anyone who has been processed is therefore classified in the Registrar files as "Preclear". The acquisition of lists of people who have been processed is relatively simple, but must be worked upon. Lists of people are obtained through testing, providing the central organisation grades the tests (in which case, in the collection of preclear lists, it would actually pay the central organisation to correct the tests at some very low fee or no fee from the field) or from new systems to be originated. Anyone who has been processed anywhere, then, is a preclear, and is included in the Registrar files under the heading, "Preclear". What do we do with a "Preclear"? We sell him training. CATEGORY IV: STUDENTS. Anyone who has ever been trained in the field or in organisational schools is classified as a "student". The classification is understood to mean people who would come up to professional practice level, and does not necessarily include Basic Course or Advanced Course students. What do we do with a student? We sell him the idea of maintaining groups, selling memberships and Basic Courses. We make him a field auditor. CATEGORY V: FIELD AUDITOR. Anyone who is active in the field, professionally, is classified as "field auditor". Lists of field auditors are obtained from membership lists, training enrolment lists, and certification files in general. We keep the field auditor sending in such lists of people, thus creating "Inquiries". Thus the action becomes circular. USES OF CLASSIFICATION These five classifications give us the graduating scale of action for our various activities. Each one of these classifications is a fait accompli. An Inquiry is a person who has inquired; a Book Orderer is a person who has ordered books, etc. The action here is quite simple. If we have an Inquiry, we then sell the Inquiry a publication. If the person buys% a publication, he is no longer an Inquiry, he is a Book Orderer. If a person is a Book Orderer and exists in our files as having bought a book, regardless of any further action in selling him books, we then sell him processing. A person who is known to have had processing, now a Preclear, we then sell him training. A person who is a student in our files, having been trained, we then classify as a Student, but we urge him to become a Field Auditor in the widest sense of that activity. 2 Now, the following would be incorrect. We get a list of preclears from somewhere, and we try to sell them processing. While we could do this, and really in a minor way should do this, it will be discovered however that they are now ready to buy training. Thus, obtaining a list of preclears is a statement to us and an action for us to start selling training to them. We may find it also possible or necessary to first sell them something else-such as books-but we keep trying to sell them training. The entire system will be found to be circular. A Field Auditor provides, if he is active, Basic Course certificates, associate memberships, and lists of people who are buying books from him. It is indicated that we must urge Field Auditors to give basic courses of one kind or another, and to sell them books, and we should make it very attractive to him by giving every possible discount and service, so that he will get them into further courses and issue to them basic course certificates (the holding of a basic course certificate does not make a "student", but only a "book orderer"). Therefore, by making these people active, they provide us with lists which are Inquiry or Book Orderer lists. If we receive inquiry lists from them, which do not detail whether or not they have bought books, we treat them as Inquiries, and to these lists we then sell single books. When we have been successful in this, these people of course become Book Orderers, and to Book Orderers we always sell processing. When they have been processed, either in the field or by the central organisation, they are included in the "Preclear" category, and to the "Preclear" category we always sell central organisation training. POLICY Our policy is to so rotate files as to continually provide new spheres of action for the central organisation as per this list. An additional policy is not to distribute any more information packages, since these attempt to sell too many items, and thus we disperse the interest of the person. We hit, each time, with one item or type of item only, as indicated above. This should not inhibit our continuing to sell a book orderer books, or a Preclear category processing, but it should point our interest to the next classification, whenever -we have anyone in any of the above classifications. THE ROLE OF ADVERTISING It has been discovered that book ads do sell books, but that ads relating to the efficacy of Scientology or invitations to come in for processing or training are intensely neglected. "The entire health of the organisation depends, in the final analysis, upon the distribution of books through book stores and through auditing groups. This has been found over six years to produce by far the bulk of persons for us. Thus, this whole system more or less depends upon the distribution of books out to the public. Word of mouth promotes book orders; advertisements about books promote inquiries about Scientology in general. Standing above this list, we must remember, is the entire population of Earth, and by following this circulatory type of dissemination, we will gradually extend our dissemination to include this target. RESPONSIBILITY FOR FILING The responsibility for the neatness and good order of all files anywhere falls ultimately upon the executive management of any organisation. Below that level, files are under the immediate authority of the Registrar, since preclears and students produce the greatest revenue and dissemination of the subject. But this does not mean that inquiry files and book orderer files should not be at the disposal of other persons in the organisation, who should work in close harmony with the Registrar upon such files, and who should in their own spheres take responsibility for the neatness and good order of these files. APPROPRIATION It will be seen at once that the accuracy and neatness of the filing systems alone makes possible the exercise of skill by the persons in charge of the various divisions of this list. Therefore, money spent on keeping neat and accurate and up-to-date files is money extremely well spent. This is second only to money spent on the writing and typing of personal letters and sending them to the persons to be graduated up one step on this list. L. RON HUBBARD, October 26, 1956. LRH:jw.rd Re-issued by Peter Hemery Copyright (c) 1964 HCO Org Supervisor WW by L. Ron Hubbard Authorised by L. RON HUBBARD ALL RIGHTS RESERVED 3 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 21 JANUARY 1965 Gen Non Remimeo Sthil Board Members Sthil Executives REVISED 5 APRIL 1965 VITAL DATA ON PROMOTION Successful orgs, good dissemination, a salvaged planet, require the following basic things: I Workable Technology. This means something to offer that is desirable and will be received by individuals in the public body. 2. Good execution of the technology. This means holding a constant of application without variation in how it is done from person to person or place to place. This outlaws at once all squirrelling and individual variations even when they are good for they bring about an inconstant of execution and this can wipe out technology, leaving one with nothing to promote and a dead end of all spread of technology. Hence, no articles in magazines giving different points of view. Hence, no officially authorized books giving variant methods. Even if they were good, it would halt all promotion and end freedom for the planet. 3. Accumulation of the identities of persons. This is done by getting lists of names, by personal contact, etc. But however it is done, it is totally the accumulation of identities. 4. Offering those identities something they will buy, a book or a service. S. Delivering what is offered. That is all there is to successful promotion. There are a thousand ways to do (3) the accumulation of the identities of persons and (4) offering these identities something they will buy, so promotion looks complex. It is not. Successful promotion means continuing. One cannot continue to promote as per (3) accumulation of the identities of persons, and (4) offering these identities something they will buy, unless (1) workable technology, (2) good execution of the technology, and (5) delivering what is offered, are in place. However, (1) workable technology, (2) good execution of the technology and (5) delivering what is offered, can be wholly in place without any world beating a path to the better mousetrap maker. By the nature of the bank, collective opinion is always derogatory or bank, this being the one thing held in common by all. So the group ignores the good and embraces the bad. Thus the appeal must be to the individual for his personal use. And even then one always has to do (3) accumulation of the identities of persons, and (4) offering those identities something they will buy. No matter how good (1) workable technology, (2) good execution of the technology and (5) delivering what is offered, are, (3) accumulation of the identities of persons, and (4) offering those identities something they will buy, must always be vigorously executed continually. There is no coasting along on yesterday's steam. All tomorrows require today's heavy promotion. We call (1) Technology, (2) Good Service and (5) Ethics. We call (3) Dissemination and (4) Salesmanship. (3) Dissemination and (4) Salesmanship are really promotion. But all five must exist for promotion to be successful. So that is all there is to promotion. One contacts people by any media including word of mouth, ads, rumours, etc. In (3) Dissemination, it is enough to accumulate names and addresses of persons who have been contacted. In (4) Salesmanship, one effectively offers these individuals something they can and will buy-service, status increased potential, anything they will buy. In (5) Ethics, one delivers what is offered. If you just remember that's all there is to promotion, you will be very successful. Therefore you: (a) Never seek public or group repute or collective bank. You do not do "good will" advertising or just try to get the name about. You only accumulate identities as per (3) Dissemination and use them for (4) Salesmanshipoffering them something they will buy. (b) Never count on an individual to "spread the word if he experiences a miracle" as you can always contact more people than he can. 4 (c) Never via your comm line heavily through a "powerful person" or "authoritative group" as you can promote better directly. (d) Never seek a subsidy for what you are doing as at once you or any subsidized office will- cease to promote to the public individuals. You throw out anything or anyone who is working to make you get a subsidy or who demands a subsidy to operate an office, as there goes your public contact. It ceases to have point as there's no dependence on the public individual so he ceases to be served. Subsidy is a fine way to, fail and always leads to a dead end. A subsidized office ceases to promote as it no longer depends on doing (3) Dissemination-accumulation of the identities of persons, and (4) Salesmanship-offering those identities something they will buy, for its daily bread. So it is useless in the scheme of things and, not serving, becomes dangerous, If you don't promote, the whole effort will dead end, the individual will no longer be reached, the group bank reaction will set in and that's the end of it. Inadequate promotion, not reaching the individual, and any violation of (5) Ethicsdelivering what is offered, are the sources of all the difficulties we have experienced. Therefore adequate promotion, reaching the individual and making sure of (5) delivering what is offered, will be responsible for all the successes we will experience in the future. It is as simple as that. When you hear proposals to reduce mailing lists, know somebody is trying to kill you. When you see something being offered that the individual cannot buy, know that somebody is being silly. When you see lists of people being collected who will not buy, know somebody is being extravagant. Err on the side of too many names accumulated, however, and burn the midnight oil figuring out what they can and will buy, that you can deliver. Sell it for enough to let you keep on promoting and soon you'll, have the planet. ORGANIZATION The Earth measure of success is the amount of power, authority, people, wealth and property one controls. It is not necessary to bank it to your own name if you can dictate its expenditure. The reason we are interested in success of this kind is because it is the wherewithal to reach and got the job done. Without that, these things, except for people, are trash. It is all very well to idealize poverty and associate wisdom with begging bowls, or virtue with low estate. However, those who have done this (Buddhists, Christians, Communists and other fanatics) have dead ended or are dead ending. That route doesn't get the job done so it can't be a workable route. The hard fact of this civilization is, given enough money or control, you can usually buy or demand your way out of any game you don't want to play. Thus you can keep on playing the game you do want to play. It is always a matter of amusement to me to find out some attacker is after money. For that's an easy one. To keep going on a planetary salvage job you have to have the means to salvage in the frame of reference of the planet. Hence, we need the above things to get the job done. Therefore you have to have an organization. This makes it easy to handle the activities needful for salvage and to acquire or control the wherewithal to continue to salvage. Without power, authority, people, wealth and property you cannot make enough impact at the level of reality of the individuals you are seeking to salvage. If you only wanted salvage for one or two, then none of these would be needed in any vast amount. But large numbers being salvaged require organization. And organization requires the other things to keep operating and remain real. 5 You can therefore know your enemies by those who seek to knock out any part of your (a) Power (b) Authority (c) Personnel (d) Wealth (e) Property. As collective-think demands that these items particularly be knocked out, handling and continuing an organization is a rather arduous activity. The individual is the effect of these items, however, so if one can maintain them, one wins. One forms an organization only in order to do (1) workable technology, (2) good execution of the technology, (3) accumulate the identities of persons, (4) offer those identities something they will buy, (5) deliver what is offered, under Promotion. Because of the character of the bank and collective think, number (1) workable technology, under Promotion, is not possible to achieve by an organization or group. Group research is not merely too expensive, it is also only re-search of the work generated by an individual. New ideas never appear in group research so it merely polishes at best (and messes up at worst) what has already been done technically by an individual. Therefore organization begins at (2) good execution of the technology, exists to do (3) accumulation of the identities of persons, and (5) deliver what is offered. (4) Salesmanshipoffering those identities something they will buy, again is usually the work of an individual thinking up ideas and offerings. Therefore the central control point of an activity puts an organization there to do (2) good execution of the technology, (3) accumulation of the identities of persons, and (5) delivering what is offered, and works individually to find new ways to do (3) accumulation of the identities of persons, and originates (4) offering those identities something they will buy. Thus a central control point has a dual engagement-(a) To put and keep the broad organization there to do (2) good execution of the technology, (3) accumulation of the identities of persons, and (5) delivering what is offered, and (b) to originate better ways to do (3) accumulation of the identities of persons, and new ways to do (4) offering those identities something they will buy. Thus the relation of a central control point to the organization is very easy to understand. The hardest work consists of keeping the organization from going banky and not doing (2) good execution of the technology, (3) accumulation of the identities of persons and (5) delivering what is offered. The most brilliant work consists of better ways to do (3) accumulation of identities of persons, and effective things for (4) offering those identities something they will buy. This is the totality of action by a central control point. If done well, the whole organization achieves the final objective and if done badly the whole thing dead ends. Great pressures exist against a central control point to violate its needs for (a) Power (b) Authority (c) Personnel (d) Wealth and (e) Property under Organization above, and it is easy to surrender without realizing that surrender is fatal in our case to every one on this planet and perhaps ourselves as well. Resist these pressures successfully and the central control point then can do (2) good execution of the technology (3) accumulation of the identities of persons (4) offering those identities something they will buy, and (5) delivering what is offered, and everybody wins. And that's all there is to organization. L. RON HUBBARD LRH:mb.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED [The original title of this Policy Letter was PROMOTION AND ORGANIZATION FROM A CENTRAL CONTROL VIEWPOINT - THE FUNDAMENTALS OF PROMOTION. The 5 April 1965 revised issue, VITAL DATA ON PROMOTION (above), expands it.] 6 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 17 NOVEMBER 1965 Remimeo Dissem Sec HCO Exec Sec Dir of Promotion Promotion Staff THE BASIC PRINCIPLES OF PROMOTION The following points are a summary of the basic principles of promotion. It is important that you understand them and apply them in your promotion. I (c) The basic principle of promotion is to drive in more business than can be driven off by a service unit or mistakes can waste. This applies to any promotion anywhere. Never allow your standard of how many people should be brought into the org to be set by any other division or part of the organization. Promote as far above as possible the present operating capacity of the organization and you will win. From this it follows that Tech or any other part of the Org can never tell the Dissemination Division when or how many customers to bring in or that "we can only handle 10 preclears this week". It is the job of promotion to drive in as many preclears as possible. It's up to Tech to find the space and the auditors. In other words, promotion must be so huge and effective so that even if other divisions are blocking the line or driving people off so many people are being crowded into the org by promotion that it makes up for any waste done by other parts of the org. You get the idea. It's not flattering but it is the stable datum that successful promotion anywhere operates on. By the way, the error does not necessarily have to be within the org, A bus strike could temporarily prevent people from across town being able to start the HRS Course. Promotion should have promoted so much the Course is still full despite such an error. The motto of promotion could be "we shall overcome-by numbers Despite any errors we bring in so many people into the org continually or sell so many books that even if the body registrar drives them off at gun point enough will get through to keep the statistics rising". 2. If a promotional programme does not seem to work find out where it is not being applied-don't Q and A and abandon the programme. Spot instead the non-compliance which is preventing it from going into operation. 3. Later promotional programmes will not work if earlier ones have not been executed. Example: the programme is to send out fliers to sell bla bla to all buyers of foo-foo's. But it turns out that the original programme to compile a list of the buyers of foo-foo's off old invoices was not done therefore a flier to sell bla bla can't be sent to buyers of foo-foo's. And since the invoices were burnt up by some long gone suppressive (let's say) the original programme can't be carried out. What to do? Don't give up or abandon the programme of selling bla bla to buyers of foo-foo's. Get clever and dream up some other way of compiling the list you want. Maybe it's as simple as a notice in your local newspaper or a questionnaire to everyone in your files: "Did you ever buy foo-foo's?" SUMMARY Having a successful promotional programme consists of getting it executed. If it seems to not be working, spot where it isn't being done. The non-execution could be years earlier in a former programme which was not executed. We have had lots of workable programmes in Scientology. It takes no cleverness to dig them up and use them. There is no need to embark on new programmes until the earlier programmes are completed. Let's take the Franchise programme as an example. The original order given to an exFranchise See years ago was to get all Franchise holders trained at Saint Hill. Years later we find that that order has only been partially carried out. The Franchise programme bogged down at exactly that point. Now, the whole matter is being handled by getting the current Franchise Officer to carry out the original order. The cleverness required in promotion is not starting a new programme or carrying out a programme. But cleverness is required in getting an old programme executed when the means to get it executed no longer exist; such as when a mailing list has been lost and you need to devise a means of re-compiling the list. Finally, promote until the floors cave in because of. the number of people-and don't even take notice of that, just keep promoting. 7 L. RON HUBBARD LRH:neg.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED [org board chart] HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 2 NOVEMBER 1967 Remimeo HCO Exec Sec Hat Org Exec Sec Hat Dissem Sec Hat Dept of Prom Hats Dept of Pubs Hats Dept of Reg Hats DISSEMINATION DIVISION, DEPARTMENTS OF PROMOTION, PUBLICATIONS AND REGISTRATION All Organization Boards are to be posted in accordance with the following line-up which complies with HCO Policy Letter of February 28, 1966 entitled, "Danger Condition Data, Why Organizations Stay Small": DEPARTMENT OF PROMOTION Director of Promotion PROMOTIONAL ACTIONS PLANNING SECTION Promotional Actions Planning In-charge Promotional Actions Liaison Successful Promotions Liaison Approval from Exec Council Liaison PROMOTIONAL DESIGN SECTION Promotional Design In-charge Data Collection Clerk Cost Planning Clerk Design Dummy (c) Specifications Clerk Promotional Materials Files Clerk COMPILATION SECTION Compilations Officer EDITING (c) WRITING UNIT Editing (c) Writing In-charge Writers Editors Transcription Typists PHOTOGRAPHY UNIT Photographer MAKE-UP UNIT Make-up In-charge Make-up Typists Typographer Artists Lay Out Artist PROOFREADER UNIT Proofreader AUDIO AND VISUAL AIDS SECTION Audio and Visual Aids In-charge Film Projectionist Slide Projectionist Educational Aids 9 PROMOTIONAL MATERIAL LIAISON SECTION Promotional Materials Liaison In-charge Issue Authority Liaison Copyright (c) Registered Mark Liaison "The Auditor" News (c) Photo Correspondent DEPARTMENT OF PUBLICATIONS Director of Publications PRINTING AND MANUFACTURING LIAISON SECTION Printing (c) Manufacturing Liaison In-charge Printer Liaison Clerk Manufacturer Liaison Clerk Printing (c) Manufacturing Liaison to Financial Planning Printer (c) Manufacturer Files Clerk PUBLICATIONS STOCK SECTION Publications Stock In-charge Finished Product Receipt (c) Routing Clerk Publications Stock Clerk Publications Inventory Clerk Publications Delivery Clerk Publications Ordering Clerk PUBLICATIONS SHIPPING SECTION Publications Shipping In-charge Orders Assembly Clerk Packing Clerk Package Addressing Clerk Shipping Admin Clerk Back Orders Handling Clerk BOOKSTORE SECTION Bookstore In-charge Book Display Clerk Bookstore Sales Clerk Bookstore Inventory Clerk Bookstore Promotion Clerk Bookstore Ordering Clerk MIMEOGRAPH SECTION Mimeograph In-charge Mimeo Typist Mimeo Operator Mimeo Stapler Mimeo Files Clerk Bulletin (c) Policy Supply Clerk DEPARTMENT OF REGISTRATION Director of Registration BODY REGISTRATION SECTION Body Registrar Forms Clerk Selection Slip File Clerk Selection Slip Issuance Clerk Telephone Registration Promotion Clerk LETTER REGISTRATION SECTION Letter Registration Officer 10 LETTER REGISTRAR UNIT Letter Registrar In-charge Letter Registrars REGISTRAR TYPING UNIT Registrar Typing In-charge Registrar Typists ADVANCE RESERVATIONS RECORDS UNIT Advance Reservations Records In-charge Advance Reservations Logging Clerk Advance Reservations Tally Clerk Advance Registration Packet Assembly Clerk Advance Registration Stock Clerk REGISTRAR MAIL UNIT Registrar Mail Clerk ARC BREAK REGISTRATION SECTION ARC Break Registrar Accounts ARC Break Liaison Clerk Review ARC Break Liaison Clerk CF ARC Break Liaison Clerk CENTRAL FILES SECTION Central Files In-charge Central Files Clerk CF Liaison Clerk Mary Sue Hubbard. LRH:jp.rd The Guardian WW Copyright (c) 1967 for by L. Ron Hubbard, Founder L. RON HUBBARD ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 17 JUNE 1968 Issue II (Corrects HCO PL 2 November 1967, Dissem Division and HCO PL 2 November 1967, Qualifications Division) Remimeo ARC BREAK REGISTRARS AND AUDITORS ARC BREAK REGISTRARS AND AUDITORS ARE RELOCATED IN QUAL TO WORK AS A TEAM. L. RON HUBBARD LRH:js.rd Founder Copyright (c) 1968 by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 30 SEPTEMBER 1965 Remimeo Advisory Councils All Divisions Advisory Committees STATISTICS FOR DIVISIONS HCO Dissem Division 2 - Number of new Enrollments of Students and pcs for the week, and gross Book Sales. Although this division has Registration, magazines, etc, etc, all these add up to enrollments, which of course is the final result of all magazines, letters, promotion and advanced enrollment. Book sales are our oldest index of future business. L. RON HUBBARD LRH:ml.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED [Excerpted from HCO P/L 30 Sept 1965, Statistics for Divisions. A complete copy is in Volume 1, page 328.] HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 19 FEBRUARY 1968 Remimeo STATS DISSEM An enrollment means simply putting a name on a roll. The stat of the Body Reg is special type enrollment. Stat is persons signed up fully paid and arrived for service. Dir Reg stat is-number of people contacted by Registration Dept but not inclusive Div 6 stats. Dissem Sec and GDS-total number of bodies in the shop plus Advance Reg. L. RON HUBBARD Founder LRH.-jc.rd Copyright (c) 1968 by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 25 MAY 1968 Remimeo GDS - DISSEM DIVISION The GDS of the Dissem Division is Gross Book Sales. This does not include meters or any other oddities. It is just GROSS BOOK SALES. Any interpretation of this statistic on previous policy is hereby cancelled. L. RON HUBBARD Founder LRH:js.rd Copyright (c) 1968 by L. Ron Hubbard ALL RIGHTS RESERVED 12 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, Fast Grinstead, Sussex HCO POLICY LETTER OF 5 JUNE 1968 Remimeo Dissem Sec Hat STATS DISSEM (Addition to HCO Policy Letter of 19 February 1968) The GDS of the Dissem Sec is a dual stat-"Total number of bodies in the shop plus Advance Reg/Gross book sales". GROSS BOOK SALES means the Total Sales of BOOKS. This statistic no longer includes meter or other bookstore sales, other than book sales. The term Gross Book Sales does not mean gross bookstore sales-its original and correct definition is exactly what it says, "Gross Book Sales". This statistic has been obscured as a GDS by meter and other bookstore sales being added in. Book sales are our oldest index of future business. LRH:js.rd L. RON HUBBARD Copyright (c) 1968 Founder by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex Remimeo OIC WW HCO POLICY LETTER OF 5 FEBRUARY 1971 CLOs Issue V EC Hat HAS Hat ORG GROSS DIVISIONAL STATISTICS OIC Hat REVISED (Amends HCO Pol Ltr 30 Sept 65 - Stats for Divisions, HCO PL 5 June 68 - Stats Dissem) HCO DISSEM DIVISION 2 1 (c) Total number of Bodies in the Shop for the week, 2. Total number of Registrar Interviews for the week. 3. Gross Income, of the Organization. 4. Gross Book Sales. Total number of Bodies in the Shop includes the total number of preclears in the HGC, total number of students in the Dept of Training and the total number of preclears and students in Review arid Cramming and includes staff enrolled and attending, counted ONCE for the week. Gross Income is the total amount of monies received in the org for the week, either in the mail or over the counter, as collections for past credit, current receipts or advance payments of any amount for any org services or items sold, MINUS the amount of any bounced cheques that week. HCO Aide for LRH:HE:mes.rd L. RON HUBBARD Copyright (c) 1971 Founder by L. Ron Hubbard [Note: Excerpted from HCO P/L 5 February 1971, ALL RIGHTS RESERVED Org Gross Divisional Statistics Revised.) THE PROMOTIONAL ACTIONS OF DISSEMINATION DIVISION 2 (From HCO PL 20 November 1965, The Promotional Actions of an Organization. These are given complete for all divisions in Basic Staff Volume 0, starting on page 84.) 18. HCO DISSEMINATION SECRETARY - Co-ordinates and gets done the promotional functions of Division 2 and makes the org and services known to Scientologists. 19. DEPARTMENT 4 (Dept of Promotion) - Issues magazines on schedule. 20. Properly presents services in ads in org magazines and mailings. 21. Does promotional pieces for Publications Dept. 22. Executes planned promotions as laid down in Sec Eds. 23. Compiles promotional pieces and programmes for issue to Scientologists. 24. Sees that the files, addresses and requirements of persons interested in Scientology are used to the full. 25. DEPARTMENT 5 (Dept of Publications) - Sees that good quantities of books are in stock. 26. Sees that books and mimeos look well when completed. 27. Ships swiftly on receipt of orders. 28. Issues the technical and policy materials of the org to get in Pol and Tech. 29. Gets promotional pieces printed. 30. Gets pins and insignia in stock and ensures broad issue so they will appear in the world and thus disseminate. 31. Sees that book fliers (handbills) are shipped out regularly to Scientologists and book buyers. 32. Sees that tapes are available and that presentation of them is of good tone quality. 33. Sees that any cine material is available and ready for broad use. 34. DEPARTMENT 6 (Dept of Registration) - Letter Registrar works to accumulate questionnaires and mail from those responding to promotion. Follows exact policy and gets out floods of mail to all possible proper candidates for service. 35. Keeps Central Files right up and in excellent shape and adds all new names of buyers of books and services. 36. Uses Central Files to the limit to produce business and routes everyone in it individually in accordance with the routing sheet on the back page of Auditor 10, by employing Gradation Charts and sending them out marked and devising other means of utilizing CF to produce business. 37. Sends out questionnaires with all offers which detect people's plans for training and processing. 38. Accepts Advance Registration and encourages more advance registration until her months ahead are scheduled full of students and pcs. 39. Does Phone Registration in City areas in addition to other registration actions such as Letter Registrar. 40. Registers everyone who comes in for service as pleasantly as possible with due regard for the solvency of the org. LRH:ml.rd Copyright (c) 1965 L. RON HUBBARD by L. Ron Hubbard ALL RIGHTS RESERVED 14 HUBBARD COMMUNICATIONS OFFICE 1812 19th Street N.W., Washington, D.C. HCO POLICY LETTER OF 25 JANUARY 1957 CONCERNING THE SEPARATENESS OF DIANETICS AND SCIENTOLOGY We have now, for the first time, a complete line of books in each of Dianetics and Scientology. These are in actuality separate subjects, and we now have the material and corporations necessary to make them entirely separate. This occurred when we published SCIENTOLOGY: THE FUNDAMENTALS OF THOUGHT. This is the "Book One" of Scientology, just as DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH is Book One of Dianetics. (PROBLEMS OF WORK might also be called Book One of Scientology.) We are going to conduct a very large radio campaign throughout the Middle West concerning Dianetics only. To do this, we will probably revive the Hubbard Dianetic Research Foundation of Arizona, since this is now getting cleared up all past accounts. Scientology will be exclusively handled by the Founding Church and the HASI. All training and processing is done under the Founding Church; all memberships of whatever kind or class go under the HASI. And, by the way, HASI stationery should be used wherever possible, and the name of the HASI should be used wherever possible, in Distribution Center activities. In placing "books to read" in back ads of current editions, Dianetics books should advertise only Dianetics books, and Scientology books should advertise only Scientology books, and the books recommended in these lists should be quite realistic in that they should be in the order that they should be read next by the person who has read the book. No letters or literature should cross the words Dianetics and Scientology. They should be maintained separately. It is the basic truth that Dianetics is a mental therapy which was developed out of the body of knowledge called Scientology, as fully discussed in an early Journal of Scientology (1952), but the legal position and the actual practice of these two subjects means that they must be kept -apart. From a management standpoint, these organizations are held separately, in view of the fact that they are to be managed through Scientology Consultants, Inc., which is a management corporation. Up to this time, the fact that I myself had written the books and materials and appeared in the minutes and so on of each of these organizations, held them connected in the eyes of Internal Revenue and others. This is not now such a careless representation. In fact, I have held a managing and consulting position with one or another corporation at various times, and it is not actually possible to say that as I control all these organizations they are then all the same organization; yet people have tried to demonstrate that I control them absolutely which is not a fact, and that they were the same corporation which is entirely false. But in view of the fact that people have tried to say this, we should be careful from a legal standpoint to continually assert the truth: Dianetics is a mental therapy addressing the mind, with a basic appeal to materialism, and Scientology is a subject which embraces the human spirit and has an appeal to mystic people in its first impulse. These subjects should not then be carelessly connected, and no statement should exist in our literature demonstrating that Dianetics is Scientology or Scientology is Dianetics, since this would be far from fact. We have two different publics to which we are appealing. One of these publics can 15 be counted upon as quasily indoctrinated to the slave animal psychology frame of thought imported into the United States from Europe during the past half century, and these people believe in the methodology of the mind. Their belief does not carry them forward toward any possibility that a human spirit exists. This comprises, unfortunately, the bulk of the United States. Therefore, Dianetics and its basic discussions must take up only the mind and mental therapy as such. Scientology has another appeal, both to the much higher-toned person who does have some cognizance of thetans, and to the lower-toned people who are very thoroughly stuck in mystery. In other words, here are two great spheres of interest, and unfortunately Dianetics at this time, due to psychological indoctrination at the hands of Mr. Wundt, dominates the United States. It is not particularly important whether or not these things are crossed abroad, since people abroad have a much more tolerant attitude toward studies in philosophy. We have then two lines of books, each a graduated scale of information, which take a person from basics to rather higher understanding; we have two corporations, either of which is a membership corporation; we have several campaigns of advertising, and each campaign of advertising must be clearly defined from the beginning to the end as either a Dianetics campaign or a Scientology campaign. All books should be reviewed and future editions brought out with this understanding. For instance, membership in the HDRF should be called for in all Dianetic literature; membership in the HASI should be called for in all Scientology literature. It might prove more expensive, at first glance, to continue two distinctly different lines of books which yet had a parallelism; however, you will find the bulk of interest and the volume in the United States lies in Dianetics not the field of Scientology. This therefore justifies it, since our only recourse at this time would be either to carry both or to concentrate on Scientology. All people concerned with this should understand this very thoroughly. For instance, if an inquiry is about Scientology it should be answered with Scientology literature only. An inquiry about Dianetics could be answered with DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH and a mention of the fact that membership in the HDRF was available, but this would never do with Scientology. We have ourselves been rather confused about this up to the moment when we had a Book One in Scientology. Up to this time the first book of Scientology had been DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. This is not factually true, but we continue to look at the first book as a chronological fact; it had been the first book and therefore should graduate a person into Scientology. This is not necessarily true, and Scientology now has its own basics and fundamentals. We have "books of comparable magnitude" so far as the basic fundamentals are concerned in the following: DIANETICS: THE EVOLUTION OF THE PROBLEMS OF WORK A SCIENCE DIANETICS: THE MODERN SCIENCE SCIENTOLOGY: THE OF MENTAL HEALTH FUNDAMENTALS OF THOUGHT DIANETICS 55 SCIENTOLOGY 8-8008 SCIENCE OF SURVIVAL THE CREATION OF HUMAN ABILITY ADVANCED PROCEDURE AND AXIOMS SCIENTOLOGY 8-80 There is no effort, here, to give you the entire list of books nor actually to be accurate in giving them a degree of comparable magnitude, since this will have to be worked out only with a complete list of publications before one. But when this list is worked out, it will be generally released. This material here is to give you the basic idea of what we are doing. It will be found that carrying forward an advertising campaign in two fields necessitates the use of different media for each subject being advertised. This must be 16 carefully adjudicated and thereafter that subject which was being advertised in a particular medium will have to be continued in that medium. It must be kept in mind that the Founding Church of Scientology of Washington, D.C. carries forward Scientology, does Scientology and nothing but Scientology. We are actually well possessed of communication lines on the subject of Scientology; doing what we are doing must be continued in order to continue our own success. Our letters of procurement for students and preclears, our efforts to sell books, and all other activities are concentrated from the Founding Church on the subject of Scientology. Therefore, this leaves the Distribution Center and the HCO mainly concerned with the continued advertising and handling of Dianetics materials. You will ask at once what we are going to do with people who apply for Dianetic training. This is a subject which is rather difficult to answer at this time, but it is hoped that if we are vaguely successful with the bookselling campaign for Dianetic books that this and the demand will make it necessary to erect an entirety different, new and independent structure much like the old Foundations but with our know-how as how to run one and this will be done in some nearby state, possibly Virginia or West Virginia or wherever the laws seem to be best. This new Foundation will require a full staff from top to bottom but will not require any duplication in Scientology Consultants, Inc. as the consulting management function of the Foundation will be handled from S.C. and its division the HCO. We have not yet reached the point where Dianetic training and processing is this much under demand but we will do so I am quite sure. When we do so stand by to set up a new school, clinic and their quarters totally under the HDRF. Until that time the HDRF remains alive, is being put in good order and condition and is a membership organization and membership in it should be sold exactly at the same price as the HASI memberships and conditions. L. RON HUBBARD LRH:rd Copyright (c) 1957 by L. Ron Hubbard ALL RIGHTS RESERVED (Note: Statement in parentheses at end of paragraph two was added in a Digest of Pol Ltrs issued in 1958.1 17 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO POLICY LETTER OF 26 MARCH 1959 DISSEMINATION SECRETARY RAT This actually incorporates three hats, all of which are included in this write up. PURPOSE: To ensure wide dissemination of Dianetics and Scientology by efficient presentation of dissemination materials. PRINTING COMPOSITION AND MAKEUP HAT Receives material in rough form to be laid out and made up, accompanied with a purchase request OK'd by all terminals. Makes up and lays out and sends to LRH for OK to print and number of copies to be printed. Holds all make up in a pending file and sends finished copy to be printed to printing, with OK to print (purchase order). When printing department receives back from printers, printing sends OK to disbursing marked received, sends finished copies to department and sends one copy to Printing Composition and Makeup. Remove makeup and layout from pending and file with one finished copy in printing files. (Printing Dept keeps plates). MAGAZINE EDITOR HAT PURPOSE: Responsibility for copy, accuracy of copy, makeup, and execution of policy. PURPOSE OF CERTAINTY MAGAZINE: To sell books, training, processing, tapes, memberships, congresses. Its interest content is totally people, and is totally concerned with mentioning people's names. THERE SHOULD BE A VERY WIDE DISTRIBUTION OF "CERTAINTY". The more we distribute the more people come in for training and processing, the more books we sell, etc. Don't just distribute to our membership list, give them away-should have about 10,000 copies going out on each issue. Issues can be written stressing the following: Training, processing, E-Meters, memberships, books, tapes, congresses and anything else in Scientology we have to sell, any service we render. Make sure the name of L. Ron Hubbard (or "Ron") and "Scientology" are frequently placed before the reader's eye-let the reader know the source point is LRH. MAKEUP: I (c) Receive copy from "Writing". (If LRH is not writing for Certainty, select tapes or other written materials for copy. Each issue must have a message and bring that message home to the reader.) 2. Fill in a check sheet for that issue. Check sheet is to accompany the issue all the way to "Printing" hat; Printing sends the issue to be photolithoed; check sheet is then routed to the person indicated thereon until it finally reaches Certainty Editor when completed, for filing. (Note: printed issues are delivered to Shipping Department for shipping. Two copies of that issue are sent to Legal Dept for copyright, and Legal informs you when this is done; insert this info in that issue's folder in the files.) 3. Type copy on Executive IBM and determine amount of space it is to occupy in that issue. 4. Based on amount of copy (lead article) (and/or additional copy), mock up a dummy issue. (A 12-page sample is attached hereto.) Mock up ads and other insertions for that issue. When dummy is mocked up, submit to "Writing" for approval. 5. At any time, draw up on graph paper your space for pasting-size of issue is 5 1/2 x 81/2. (See Certainty files, "Composition Data" for info on setting up copy onto dummy-inches involved in drawing up the space.) 6. Thoroughly acquaint yourself with Certainty Files and their contents. 18 7. Ads: Be sure that ads punch up the lead article for that issue-plus ads for currently applicable Scientology services. 8. Use Harry Volk clip books and Fototype for headings and other face types than typewriter print. 9. When makeup is complete, proofread entire issue, making corrections where needed. 10. When proofed, submit to "Writing" for final approval. Make any changes given by "Writing". Get final approval from "Writing". 11. When final approval is had, submit the issue to Editorial Director. 12. Editorial Director sends to "Printing" hat, who sends it to be photolithoed. 13. Keep on file a copy of each Certainty filed by number. (Also keep file on that issue's dummy materials-"Certainty No.. - .-copy for".) 14. Keep makeup supplies neat and orderly. IS. Have an adequate supply of Fototype and other makeup materials on hand. 16. Keep count of number of issues: 24 per year (2 per month) (Note: Issue No. 1 started Jan 1955; No. 25 due Jan 1, 1956; No. 49 due Jan 1, 1957; No. 73 due Jan 1, 1958, etc.) 17. Advertisers in Certainty: When each issue comes back from the printers, check through and see if there are any non-organization advertisers. If so, despatch "Invoicing" to send bills to them; advise Invoicing of the cost and amount of space used. 18. Send advertisers a copy of the issue in which they ran an ad. 19. Charges for advertising; Classified only (personal). Double columns, 10/- for three lines. 10/- for each extra line. 20. All used makeups of former Certainties are sent to Certainty Editor when returned to Printing from photolithers-Certainty Editor keeps them, using Fototype and other materials when feasible. (The actual plates are kept by Printing hat.) 21. Advertise services, not high prices. 22. If there are any reader complaints about Certainty content, ask them what they would rather have appear in Certainty. But stay within Certainty Purpose and organization policy. 23. Copyright notice is to be placed on title page, under the title heading or on the first page of text of each separate issue. (Copyright notice: Copyright (c) 19- by L. Ron Hubbard. All Rights Reserved.) 24. Always do back page leaving the bottom half blank with mail indicia-use top part if you want, but bottom half is for mail indicia so that it will fit in addressograph machine right: PAB LIAISON HAT PURPOSE: To ensure the accuracy of PABs and that they reach the field in time. 1. Receive PAB material from Washington (or from source indicated by LRH). 2. Check PAB material for errors, etc. 3. Send to Printing hat to go to printers; send copy to S.A., N.Z. and Australia. 4. Proof read when returned from printers. 5. Check and familiarize yourself with the materials of Dianetics and Scientology so that you can obtain the material requested. L. RON HUBBARD LRH:mp.cden Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 19 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W.1 HCO POLICY LETTER OF 27 APRIL 1959 WHY NEW BOOKS ARE FEW The income I am supposed to derive from Scientology should pay for research, investigation, my promotional time, the writing of books and my living expenses. At present it does not. We are short of new books because I haven't had the time or the place to write them and do not even have a transcription secretary. Clear results were delayed and released incomplete because research funds were missing and I had to do it all on the cuff. I couldn't pay auditors to assist me. Right now I am buying a home in England which will be a research centre and am faced with getting another house in the U.S. soon. Basically the 10% paid as royalty by Central Orgs is looked on as my income. It is not income. It pays for HCO personnel in most places who are more and more doing the administrative and promotional work vital to keep the lines flowing. HCO is worth, in income to Central Orgs an enormous amount just for these things. I have a need for help here. Research and writing, on which we exist, is not being paid for. Therefore it is very hard for me to get it done. It would not be unusual for 10% to be paid for these two items. On the contrary. But the 10% is absorbed in paying for administration-and vital administration it is! Magazines, promotion, organizational data, to name a few, come under the 10%. We are in for a boom. You may not see it in your area yet but HAS Co-audit well run has begun the project "Clear Earth". HGCs have already begun Theta Clearing. And hotter stuff is to come. But unless I can up my income for writing, research and living, we are somewhat slowed down. My program has gone as far as this: I have bought, with my own money and whatever I could gather, a place in Sussex that's quiet enough and remote enough for research and in which I can get lost enough to write. I emptied out all my loose cash, sold my boats and made my credit creak but we have a writing and research centre for the U.K. The place belonged to an important person and is itself more or less self supporting as to upkeep. I want to get a research centre for the U.S., equally remote and later on for each continent. In such places research records can be safe and the kind of research which now has to be done can be done. This will take several years. I am perfectly willing to do and finance any and all of this out of my 10% royalties from Central Orgs. If HCO personnel can be paid out of Congresses, books, tapes, records and memberships, if certain HCO services can be nominally charged for, and if Central Orgs can help out by paying HCOs where needed, then I can get every one into a position through writing, research and planning to take all the strain off by increasing book sale volume and general volume. Right now we are doing things a bit backwards. I am having to bolster and plan to keep things afloat without the whereabouts or wherewithal to do the writing and research that will make floating easy. HCO is vital to keep us going. So is writing and research. I am truly and honestly concerned with all our incomes and work ceaselessly in an effort to raise yours. Only recently did I realize that I was having a hard time raising yours because my own income was too low, despite the overall high current and steadily increasing income of Scientology, to pay for the things I have always paid for from any income or money I received-research and writing. In establishing HAS Co-audit in London I found ads to be fabulously expensive. I realized suddenly that I could get plenty of press with books and book reviews. I abruptly cognited that "Have You Lived Before this Life?" was our first new book in two years. And "All About Radiation" was our first new book for two years. As we did in AAR, we sell from 6,000 to 9,000 now books worldwide, every new one I write. The market we have is steady. Only old books reprinted cost heavily. New books get their cost out in about 80 days and make us thousands in friends and money. Our book market would take a new book every six months. These, sent to reviewers widely in every area would give us plenty of press. And we'd have data in usable form. And 9 to 25 people read every book printed! HCO has taken off a heavy administrative burden to a great extent, freeing the time. This leaves lacking (1) Finance for research (testing and leg work), (2) A place I can do research and do the actual writing, (3) Book transcription. If we want a boom, it's vital to free the income needed to create it. And this will up all our incomes, as well as get the job done. My book schedule is now I (c) Have You Lived Before this Life? (I rewrote it in the last 2 weeks amongst doing the new HCA/HPA series. It's now at the printers.) 2. The Elements of Scientology. (Needed as the new course book to fit with the tapes. It's partially compiled-has been for a year and a half but needs complete redoing.) 3. The Criminal Mind. (To give us a whole prison clearing program.) 4. The Mentally Retarded Child. (The text for the Society for Mentally Retarded Children program we are now piloting in the U.K.) 5. Great Men of the Mind. (The biographies of mental healers, a missing text in psychology courses in universities.) You maybe sometimes wonder why I don't write more new books. For a research confirmation, to whom do I say "Audit Bill on so and so" (HGC processes are too stable now for research). To whom do I say, "Run down to the local library and find out Whom do I pull off post and say "Type up these 80,000 words of dictation tapes I've done?" Why me, of course. And I just can't get it all in. So-no new books. But 10% devoted to these and the cash I need can do it easily. Any comment or suggestion any secretary or executive in Central Orgs would care to make would be very welcome. I would find your views very helpful. P.S. Only the F.C.D.C. bears the cost and more of writing and research at this time.. P.P.S. You didn't realize I too had problems, did you? Best, L. RON HUBBARD LRH:cden Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 21 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO POLICY LETTER OF 26 JUNE 1959 DISSEMINATION SECRETARY HAT PURPOSE: To ensure wide dissemination of Dianetics and Scientology by efficient presentation of dissemination materials. Responsible for magazines being got out on time, for the execution of policy regarding what copy is carried by the magazine, for getting information to the public swiftly, for the accuracy of copy and for the acceptability of the format of magazines and books and printed material in general. (Acceptability of format: definition: the printing of the book or magazine in a format which will lead a member of the public to pick it up instead of letting it lie, which will not get between the reader and the message, and which the reader will be pleased to show to a friend.) Responsibility covers ethics, aesthetics, accuracy and REACH of printed matter. NOT RESPONSIBLE FOR THE FINANCE OF PRINTING, PURCHASING, GETTING QUOTATIONS, CHECKING BILLS AGAINST ESTIMATES, OR DECIDING WHETHER WE CAN AFFORD PRINTING. CERTAINTY EDITOR PURPOSE: Responsibility for copy, accuracy of copy, supervision of makeup, and execution of policy. PURPOSE OF CERTAINTY MAGAZINE: To sell books, training, processing, tapes, memberships, special events. To tell people what we are, where we are, what we are doing, what they can do. To reach the public. THERE SHOULD BE A VERY WIDE DISTRIBUTION OF CERTAINTY. The more we distribute the more people come in for training and processing, the more books we sell, etc. Don't just distribute them to our membership list, give them away-should have about 10,000 copies going out on each issue. Issues can be written stressing the following: training, processing, E-Meters, memberships, books, tapes, congresses and anything else in Scientology we have to sell, any service we render. Make sure the name of L. Ron Hubbard and Scientology are frequently placed before the reader's eye-let the reader know the source point is LRH. PROCEDURE: 1. Receive copy from Writing. If LRH is not writing for Certainty select tapes or other written materials, edit as necessary, and use with approval of Writing. Each issue must have a message and bring that message home to the reader. Inform Writing well ahead when fresh copy is needed. 2. Fill in a check sheet for that issue. Check sheet is to accompany issue all the way through. 3. Type out copy on IBM Executive and determine amount of space it is to occupy in that issue. 4. Based on this, mock up a dummy issue, indicating ads, etc. Submit with check sheet to Writing for approval. 5. When approved, supervise layout. 22 6. Proofread or check proofreading, and correct. Get LRH ok an boards. Then deliver to Printing. 7. PRINTING MAKES OUT PURCHASE ORDER, GETS FINANCIAL OK, DELIVERS TO PRINTERS. 8. Dissemination Sec keeps an eye on the issue from then on, checking that each issue goes through promptly, is delivered, mailed, on time. Checks also standard of printing. 9. Keep file for each issue containing dummy, MSS, etc. Add check sheet for that issue when returned completed. Make file of printed copies. 10. Things to check: (a) That the ads punch up the lead article for that issue. (b) That copyright notice (Copyright (c) 19-- by L. Ron Hubbard. All Rights Reserved) is always inserted, in the right place, i.e. under the title or at the bottom of the first page. (c) That one copy is sent to the British Museum to secure copyright. (d) THAT CERTAINTY MINORS ALWAYS REACH THE PUBLIC ON TIME. 11. If there are any reader complaints about Certainty content, ask them what they would rather have appear in Certainty. But stay within Certainty purpose and organization policy. 12. Become as familiar as possible with Scientology and Dianetics material, methods, etc. 13. Keep up to date always with new courses, developments-anything which requires advertisement. HCO EDITORIAL PURPOSE: To ensure that Dianetics and Scientology books get printed. To ensure accurate copy in these books, booklets, etc. To ensure an acceptable format for same. To ensure that printed matter is delivered promptly. FUNCTIONS: Editing author's MS when required and requested; deciding on format; proofreading; chasing the book through. When photo-litho, supervising layout. Approval of LRH is requisite on all points. WORLD WIDE HATS HCO DISS SEC WW PURPOSE: To ensure world-wide dissemination of Dianetics and Scientology. FUNCTIONS: Comm with other offices about their dissemination problems. Check on their magazines and dissemination in general. Help them in printing problems, etc., and help them to keep in line with the dissemination programme. HCO EDITORIAL WW PURPOSE: To monitor world-wide printing of books on Scientology and Dianetics. To avoid dearth and superfluity of book stocks. FUNCTIONS: Check printing of books world-wide, their accuracy and format. Institute and maintain a world-wide book programme of stock-keeping and supplies. Draw up printing programme. Joan Jelinek HCO Dissemination Secretary WW for L. RON HUBBARD JJ:gh.rd Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 23 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF IS MARCH 1960 CenOCon (For applicable Dissemination hats) HAT CO-ORDINATION: DISSEMINATION OF DIANETICS AND SCIENTOLOGY MATERIALS For Dianetics and Scientology materials Supply and Dissemination we have three hats which work very closely together in accomplishing effective dissemination: I. BOOK, TAPE, RECORD 2. DISSEMINATION 3. PRINTING ADMINISTRATOR HAT 1. Book, Tape and Record Admin sees that books, tapes and records are in supply adequate to meet the demand. He gets ok's to reprint books, to print books, to cut records, tapes, etc. He does not let his supply become exhausted, ever. If a publication (or tape or record) is going out of print, and not to be reprinted, he sees that this fact is published in the Scientology Magazine-that Dissemination Secretary is advised-that HCO WW Book Administrator is advised. If a book is to be continued in supply, he sees that the book is reprinted, getting proper ok's to do so, that the preparation of the MSS is done, and that Printing Hat follows through on it from there. 2. Dissemination Secretary sees that the Book Administrator keeps his stocks in adequate supply-that he stays in close touch with Dissemination Secretary on all dissemination materials. Dissemination Secretary gets these materials disseminated rapidly and effectively through all available media to the public. 3. Printing hat keeps close touch on what books are at the printers, when sent, when expected, etc. He must know the status of any book at the printers, at any time. These three hats work in close co-ordination in the interest of (1) seeing that Dianetics and Scientology materials are in adequate supply; (2) that needed materials are obtained and not let to lag or supply diminish, and (3) that these materials get disseminated broadly and effectively as rapidly as possible. (For further information, see individual Hat Folders of these three hats.) Laxness of any one of these posts can slow the progress of Dissemination (and thereby Clearing). Close co-ordination and effectiveness of these three posts can speed up our goals tremendously. (Note by HCO Secretary WW: This Policy Letter was written especially for the Org in Washington and may not be exactly applicable to other Orgs.) Mildred Galusha via Peter Hemery for L. RON HUBBARD LRH:js.rd Copyright (c) 1960 by L. Ron Hubbard ALL RIGHTS RESERVED 24 NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO BULLETIN OF 25 APRIL 1960 Central Orgs PRR PROMOTION I have asked Mary Sue to compile a bulletin taken from her advices to Washington on correct Pr R promotion. Mary Sue, long experienced as a Director of Registration, had the enviable record of the highest returns for her department that have ever yet been achieved in any Central Org. Her advice is very worth while. These programmes should be followed as high priority items by the heads of all Central Orgs, and Pr R Depts. These programmes, followed just this way, put into expert practice by good executive John Fudge, have raised the DC unit from a period of all-time low, back up to the highest in the world. Do not abandon those programmes you have which you find successful. Do not overstrain existing personnel in Pr R. Get Pr R and CF staffed well enough to get existing programmes done plus those detailed by Mary Sue. One Central Org by my reports here has only one person in Pr R. Another has only two. Is it coincidence that the first mentioned is the lowest in income and the second the next lowest? Washington left only one person on Pr R for six months-and finally dropped to zero unit. A proper number were assigned and the unit came up to 50% par in three weeks. So don't economize on personnel in Pr R. And when you get the personnel, make sure they follow exact hats and these programmes. You need no new and wonderful ideas to win. All you need is an exact Org pattern and these programmes, and then back them up with high quality service. And get the books disseminated from HCO. So I can highly recommend you follow Mary Sue's promotion for Pr R if you want a high unit. L. RON HUBBARD PROMOTIONAL PROJECTS There needs to be a more organized approach to promotional activities in all Central Organizations. The following is designed to provide this: Department of Promotion and Registration The promotion programme for this Department depends entirely upon getting all prospects for training and processing from Central Files. The definition of a prospect is this: any person who has mentioned, even vaguely, an interest in training or processing and has had neither. It does not matter how long ago such an interest was expressed, just that it was expressed. All such prospects should be listed on cards. (If your Addressograph Department has really been functioning well, these prospects should already be tabbed on the addressograph plates, but do not rely absolutely on this. Washington, DC, where I have already instituted this programme, is having their CF Promotion Liaison go through CF once again and the Director of Promotion and Registration, John Fudge, reports the finding of many, many prospects which were not tabbed.) CF Promotion Liaison, from these cards, pulls the person's CF folder and sends their folder to the Registrar to write a letter asking them when they will be coming in for training and processing. Two carbon copies of the letter written are made, one of which is, of course, put in the person's CF folder and the other is given to CF Promotion Liaison. From this carbon letter CF Promotion Liaison marks on the person's card when the letter was written. This occurs until every single prospect is written. Answers which come back to these letters which are written by the Registrar are answered by the Registrar or the Immediate Registrar if the person is actually ready to book for training or processing. Two carbons are made of these letters and handled as above. CF Promotion Liaison marks the cards with the date when the answer was received into the organization. CF Promotion Liaison will end up with a set of cards from which there were no answers. These cards from which no answers were received, are then turned over to the Assistant Registrar after a period of three months from the date the letter was 25 originally sent by the Registrar. The Assistant Registrar treats these then as ARC breaks and gets them into communication with the Central Organization. With regard to this particular promotion project, please do not forget HCA and HCS or B.Scn Extension Course students who have not as yet taken the course. The dates which I set for the writing of all the initial letters by the Registrar, is one month to get all prospects dug out and all letters to be written by the Registrar. As we will allow these prospects only a three month comm lag, that makes four months elapsed until all cards of prospects who have not answered shall be turned over to the Assistant Registrar. This is not an optimistic estimate for the time needed. When doing a project, do it and get it done. While the Assistant Registrar is awaiting the handling of these uncommunicative prospects as ARC breaks, she or he can be busy writing to current ARC break letters and more importantly, handling those people who have failed to make regular payments on their accounts with the Central Org. The Department of Accounts keeps the Assistant Registrar supplied with these monthly. These are handled as ARC breaks. Department of Processing This is a promotion project to be carried out by the Director of Processing and staff auditors. The Director of Processing shall go through the Testing files and dig out the file folders of those past preclears who did not complete the full number of weeks of processing given in their case estimates. As this is done, a card file is made of those written. CF folders for these do not need to be pulled; all the information about the case is right there in the test folder. These people can be asked specific questions about how they have progressed with particular case difficulties since their processing and about when they can come in to complete the number of weeks given in their case estimates, the number of weeks estimated and the number of weeks actually taken by the person in processing can be given in the letter. As answers come back the Director of Processing marks the cards with the date the letter was received by the organization and handles it or sees that the auditor who wrote the letter handles it. Any definite bookings are sent, after they have been answered, on to the Immediate Registrar for entering into the registration record. Again a period of four months is given for this project as above and at the end of this time all cards of past preclears who have not answered are turned over to the Assistant Registrar to handle as an ARC break. Department of Training The project for this Department is one of writing to all incomplete course students getting them to complete all necessary qualifications for getting their certificates. These persons can be located in Addressograph by the tabs if, once again, the Addressograph Department is up to nines. If not, each person can be found from the roll books. To disseminate Scientology we need auditors in the field working, and we need these auditors to be certified in order to get them working. The Director of Training makes out card files on this project and turns them over to the Assistant Registrar to handle after a period of four weeks if the student fails to answer. Let's really push these people to get their requirements completed. Another project for the Training Department is writing to all former HCA students to get them to come in for the HCS or B.Scn Course. This is handled with cards in the same fashion as previously described. Accounts Department The project for this Department is a relatively simple one. All that is done is for the Director of Accounts to write to all persons who have paid their bills in full or who are making regular monthly payments, telling them that their credit is good with the Central Org for further training or processing. Let me mention here that people who are paying regularly, but who have too large an indebtedness should not be written such letters. We don't want their indebtedness to increase beyond their ability to handle it. Department of Material This Department has the promotion responsibility of seeing to it that the premises of the Central Org are presentable to the public in appearance and cleanliness. The offices which are considered of most importance are the Reception office, the Immediate Registrar's office, where students and preclears are signed up (or the office of Promotion and Registration, if all registration work is done in one office), the 26 Assoc Sec's or Org Sec's office, and HCO offices. These can be nicely decorated at low cost. By all means the Department of Material must police these offices to see that they remain in a good state. Metal baskets in these offices should be converted to wooden trays in a finish to match the finish of the desk and other furniture. If there is not enough space on desks for these trays, they can be placed on a handy side table. Leaflets and hand out materials should be kept in a book case or cabinet, not strewn about the tops of desks, mantle pieces, or the floor, as in some cases. Cleaners should be encouraged to clean these offices first thing and then passage ways. Also as some of the offices are small in size, the common decoration fault of having the walls one colour and the wood work another should be corrected. In small spaces only one colour should be on both walls and woodwork and this colour should be a light pastel as darker colours contract space. Further the Department of Material can get the mechanical brains of the organization into shape, CF and Addressograph plate files. All tabbing for all categories should be done and CF filing and making of new folders should be complete and up-to-date. By all means get all prospects tabbed. HCO HCO Dissemination Secretaries and Book Administrators should get out a complete listing of all books and tapes to book buyers. Such listings are normally done as follows: I have this I am now I shall order Dianetics: Modern Science of book ordering this this book within Mental Health. book the next three months with instruction asking them to please check one of the following categories after each book. To get make-up on such a mailing, you can write to the HCO Dissemination Sec, Washington, DC, Mildred Galusha, and get a copy for making up a photolitho mailing. Or you can use such a mailing piece as was done in -one of the old "Journal of Scientology", listing the books and tapes with a brief description of contents and enclosing an order form. A list of book buyers can be obtained from Addressograph or from invoices over the last several years. HCO Continental Secs should do a two fold promotion task. One is writing to all Certified Auditors advising them that professional rates for processing shall in the future be given only to those certified auditors with an International or Lifetime Membership in force with the HASI. This is to encouarage all auditors to get memberships and thusly get on the communication lines of the organization for further information. The other project is to write to auditors not franchised as yet and get them to take out a franchise and to write to auditors franchised who have not been remitting their ten percent to get them to do so. If these franchise auditors do not remit their ten percent within a period of three months, we shall have to cancel their franchise and take them off the Bulletin line until they get their cases in shape to make a successful practice in the field. PE Foundation This Department already has been given a promotional project in HCO Bulletin of March 25th, 1960. Assoc Secs or Org Secs Your promotion project is to crush, crush, crush through the promotional projects moving through to completion. Do not sit at your desk and get reports on how these projects are going. Go into the Department to check up on the card files, number of letters written, etc. Now is a really good time to see how well the Addressograph section is servicing the organization. Send weekly reports to me concerning the progress made, difficulties encountered and overcome, and other information about these projects. MARY SUE HUBBARD MSH:js.rd Organizational Supervisor WW Copyright (c) 1960 by L. Ron Hubbard ALL RIGHTS RESERVED [Note: This HCO B has been corrected per HCOB 29 April 1960, PRR Promotion (Corrections).] HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 24 JANUARY 1964 Sthil HCO (Sthil) LTD ENROLLMENT DIVISION The extreme importance of increasing enrollment and organizing the facilities to accomplish it have been a matter of some concern to me for the past many weeks. The Director of Enrollment is to organize the Administration and Promotion necessary to accomplish the desired results. A full Central Files and Address System comparable to that of a Central Organization, means of filling it with lists and providing address plates must be provided whether space exists or not. A full comprehensive and carefully cross-checked system of contacting and handling applicants must be devised and carried forward. Effective Procurement activities must be designed, executed and carried out on a continuing basis. Good files, lists and addresses, good and intelligent communication and a very large increase in enrollment are expected from the Enrollment Division. The Director of Enrollment is under the supervision of the Saint Hill Administrator and The Enrollment Division is part of HCO (Sthil) Ltd. Mary Long will continue as Course Registrar, personally handling applicants and the registration and graduation procedures and to that extent only is in the Enrollment Division, her duties beginning with the scheduling of a student to arrive and the arrival and registration of that student and ending with his or her departure. The Director of Enrollment has the full responsibility of filling up the course and keeping it full. His materiel and personnel requirements have first priority. L. RON HUBBARD Executive Director HCO (Saint Hill) Ltd LRH:dr.rd Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED [Excerpted from HCO Policy Letter of 24 January 1964] 28 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 25 JANUARY 1964 Sthil HCO (STHIL) LTD DEPARTMENT OF ENROLLMENT The purpose of the Department of Enrollment is to contact routinely, regularly and intelligently all possible candidates for the Saint Hill Briefing Course. The steps are these: 1. Using whatever is to hand begin contacting. 2. Expand what address files are to hand and contact those. 3. Eventually have a complete and sound system of filing, addresssing and contacting candidates for the course. The purpose is to get people to take the course. To do this one must have very good files and means of address keeping use and change. To use these one must achieve and maintain a high level of ARC in all letters and releases. We already have a silk screen address file of HCAs/HPAs. We should have address screens of all former students. These should be utilized. Immediate steps should be taken to increase these files of addresses and keep them up to date. We already have many letter files from franchise and others such as Standing Order No. 1. Using these files a nucleus Central File system should be constructed and expanded. Using various means addresses should be collected until every trained Scientologist in the world is to be found in our central files and in our address plates with addresses up to date. Using this data a letter registrar can maintain consistent communication with high R with all possible applicants and regular mailings of attractive mailing pieces can be made. Book data and other materials can be carried in such mailings. Promotion Programme No. I is designed to collect all addresses and data for our CF. An offer of a certificate as a Founding Scientologist is made in all Continental Magazines and the PAB for all Scientologists who were one before 1963. They are offered a special classification and the certificate if they will fill out the questionnaire or a copy of it and send it straight to Saint Hill. An assembly line response is set up to send them their certificate, consisting of letter press signed blanks and name typed on a large Cap typewriter, all in a flat special envelope, certificate to be 5" x 7". If this application carries vital statistics, our CF is greatly enriched. Each application received is marked as answered with a certificate and is filed in our CF under the person's name. Each is given a coded system giving all data. In this way a CF is created. When needful a large metal plate addressing machine will be procured which gives 29 the full code on each plate showing what the person is, has done, etc. These are filed by name and area in their address plate boxes for use on the machine. It is up to the Enrollment Department to construct its files, etc, while actually engaging in procurement. There were 12 less course enrollments in 1963 than in 1962. Therefore the matter is a cause for crash programming. It is my full intention to convert Saint Hill into 90% effort expended on reach and income and 10% effort devoted to internal affairs and disbursement. The Enrollment Department is just one step in this direction. As a regulation of the Enrollment Department, all mailing pieces and forms to be mailed must be passed on by the Executive Director and frequent samples of letters answered Must be submitted. Quality and reality must be maintained. I wish to see a flood and flurry in this department resulting in 100 students every 20 weeks. L. RON HUBBARD LRH:jw.rd Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 30 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 29 JANUARY 1964 Sthil staff only HCO (Sthil) LTD. CHARTS, ROUTINGS AND PUBLICATIONS THE ENROLLMENT DEPARTMENT It must become apparent to anyone in charge of enrollment on the Saint Hill Course that Enrollment Department responsibility does not end with letters to prospects if any guarantee of future enrollments is to exist. Unless enrollment prospects are developed with an advance view of at least two years, the department will always have a scramble. Therefore the obvious course of action is to push along the general dissemination of Scientology throughout the world. This can be done without interfering with Central Organizations or HCO (WW) Ltd., or indeed any other programme. If Central Orgs graduate HCA/HPAs a certain number of them will enroll at Saint Hill. Obviously the more graduates there are, from Academies who can achieve auditing results, the more enrollees there will be for Saint Hill. Thus quality of training is also of interest to the Enrollment Department. To recapitulate, if dissemination is very broad and good to the general public, there will be good Academy enrollments. If Academy results are good and students are informed there will be Saint Hill enrollments. There are other points to this routing. If the Saint Hill Enrollment Department does not keep an eye on that route then enrollments at Saint Hill will decline regardless of the amount of effort put out by the Enrollment Department. This routing has always been one of my hats and I am passing it over to the Enrollment Department. ENROLLMENT CHART 1. General Public Interested. 2. Enrolled in Academies. 3. Academy students kept informed of the Saint Hill Course. 4. Academy students achieving results. 5. Eventual enrollment at Saint Hill. 6. Satisfactory training results at Saint Hill. 7. Word of mouth by Saint Hill graduates. 8. Continuously expanding Saint Hill Course. If any of the above steps are omitted, it will become a serious matter to the Enrollment Department, so the thing to do is be sure that all the steps in the above chart are effective. This routing chart should be neatly drawn and posted permanently in the Enrollment Department. An additional traffic chart should also be drawn up as follows: 31 1. General public addresses to Central Orgs for use in their CFs to procure 2. Academy enrollees addresses to Saint Hill Central addresses 3. Sthil Central Addresses to Sthil Central Files 4. Sthil File Folders to Letter Registrar S. Letter Registrar to graduated Academy students with good reality as to their status and activities 6. All Franchise letter files to Sthil Address 7. All Franchise files from address to Sthil Central Files 8. Franchise Folders to Letter Registrar for personal letters 9. All Franchise Folders from Central Files to Franchise Secretary and back to Central Files after use 10. All SO No. I files to Sthil Address 11. All SO No. I files to Sthil Central Files 12. SO No. I folders periodically to Letter Registrar for personal letters 13. Saint Hill Publications to Address for addressing 14. Saint Hill Publications from address to mailing room for mailing. A proper chart of this should be drawn showing the handling of these lines so that special file systems do not get created and files held out of Central Files and so that new personnel understand and do not "jump" the lines. The end product is a complete address file categorized and ready for use by all departments and a Central File of all persons and correspondence (except purely business files as kept in Accounts) will exist for general use. All separate file systems whereby "certain files are held out" should be discouraged. No Letter Registrar can work without a complete file without embarrassing consequences. The usual metal plate addressing system is envisioned. This same complete system exists at HASI London, called "CF and Addresses". We are only copying that system. PUBLICATIONS The Enrollment Division as noted above has a vested interest in the quality and existence of materials for issue to the general public. A "Guide to Scientology Chart" is already being compiled for issue. But simple books that already exist should be hard pushed by the Enrollment Department into public hands by insisting on their being advertised by Central Orgs in magazines other than Scientology magazines. Advertisement of these in Continental Scientology magazines should be looked to frequently. Preparation of general interest texts by SLR and their publication should be pressed for by the Enrollment Department. Continuous demands for all new Academy student enrollment data will have to be made by the Enrollment Department. Eventual centralization of Certificate issue at Saint Hill will care for this sometime in the future but until then it is a point for alertness. SAINT HILL NEWS A new publication, Saint Hill News, should be instigated for bi-monthly (every 60 32 days) publication. This should be a dignified, serene publication that issues data of current interest giving names of who has enrolled and who has graduated and whatever other personal data may be of interest. Kittenish high school type reporting should be avoided thoroughly. This should be a photo-litho, job like a PAB. It should use the Photo Litho ability to reproduce photographs of the house, grounds, classrooms, students, instructors, etc. Its editorial composition should be: 1. Points of technical interest (helping Scientology work for people) all of low level interest. This makes the magazine of some value. Excerpts from tapes dealing with general auditing, stressing one point per issue. Sample: "Getting the Auditing Question Answered". I will be the only signatory of these articles as this is the commonest point of upset in such magazines. 2. Some news of auditing successes in the field by Saint Hill graduates. This is culled from Franchise and other letter lines. This is always there to stress that people trained at Saint Hill get results. 3. Results obtained on Cases on Course. 4. Past, present enrollments and graduations and Classification changes, with any pictures. Malcolm Powell in East Grinstead could be persuaded to do such shots cheaply in his studio in East Grinstead. S. Old and new installations at Saint Hill, by picture. 6. New publications, particularly what to give new people. 7. Old publications. 8. A Franchise Ad. 9. List of Central Orgs worldwide. 10. Any announcements by HCO (WW) Ltd., and SLR. 11. Saint Hill Course Ad giving what Letter Registrar would like to have said. 12. A varied reminder every issue of the vastness and extent of the Scientology data archives at Saint Hill. The Editor of Saint Hill News is the Director of Enrollment. The magazine editorial work of make up is Joan Jelinek. Printing is by the Book Administrator. The first issue should be as soon as one can be compiled and printed. All mailings of Saint Hill News is by Surface Mail the same as the PAB. The mailing list should be only those persons who may be interested in enrollment, past graduates, present students and Central Org personnel (as individuals) who come in contact with potential students. This, of course, includes all current Academy students. A check sheet of the above list should be made out for each issue and followed in compilation. L. RON HUBBARD LRH:dr.rd Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 33 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 21 FEBRUARY 1964 Central Orgs Franchise Field DEPARTMENT OF ENROLMENT For the sake of simplification and to facilitate a concentration on the training route up through the Levels of Scientology, the Department of Promotion and Registration in all Central Organizations will now be termed the Department of Enrolment. The Director of P (c) R is now the Director of Enrolment. DIRECTOR OF ENROLMENT The Director of Enrolment has the full responsibility of filling up the Academy and keeping it full. His first actions should be to increase largely the enrolment on HAS and Class I Courses in the Field as well as in the Org. The Director of Enrolment is to organize the Administration and Promotion necessary to accomplish the desired results. Using the Enrolment and Traffic Charts as a guide, a full comprehensive and carefully cross-checked system of contacting and handling applicants must be carried forward. Effective Procurement activities must be designed, executed and carried out on a continuing basis: The Letter Reg Department, including Central Files (c) Addresso, Body Reg and Reception are the responsibility of the Enrolment Director and are part of the Enrolment Department. It must become apparent that the Enrolment Department responsibility does not end with letters to prospects if any guarantee of future enrolment is to exist. Unless enrolment prospects are developed with an advanced view, the department will always have a scramble. Therefore, the obvious course of action is to push along the general dissemination of Scientology throughout the Org's sphere of influence. This also applies to Continental Headquarters as well. PUBLICATIONS The Enrolment Department has a vested interest in the quality and existence of materials for issue to the general public. The simple books that already exist and new ones, as they are released by Scientology Library (c) Research at Saint Hill, should be hard pushed by the Enrolment Dept into public hands by their being advertised by Central Orgs in magazines other than Scientology Magazines. Advertising of these in Continental Scientology Magazines should be looked to frequently. The Continental Magazine must work in very close co-operation with the Enrolment Department. Its basic target is the general public and moving them into HAS Courses in the Field as well as the Org. Its content should mainly consist of Level 0 (c) I material. 34 FIELD AUDITOR CONSULTANT If Field Auditors graduate HAS's and Class I's, a certain number will enrol in the HQS Course, returning to the Field and send more students to the Academy. After getting results in the Field, they will then return to the Academy for the HPA/HCA Course. Thus quality of training is also of interest to the Enrolment Department. The post of Field Auditor Consultant is created and may be filled by the old Group Secretary where this post had been filled. The Field Auditor Consultant will assist all HQS, or above, certificate holders in establishing and maintaining HAS and Class I Courses-this includes helping them with promotion and the handling of their courses, assisting in arranging for HGC assists and ARC Break Assessments when they or their Groups get in trouble, filling their orders for HAS Certificates and Level I classifications, and getting them in to take their examinations for classification. Where the Letter Reg pulls in students on Courses, the Field Auditor Consultant is responsible to see they come in for their examinations. The Field Auditor Consultant is the terminal in his area for HAS and Class I Courses. His effectiveness is measured by the number of HAS Certificates and Class I's issued and the number of Classified Auditors in his area. To recapitulate, if dissemination is very broad and good to the general public there will be good HAS Course enrolments. If HAS Course results are good and students are informed, there will be Academy enrolments. If the Enrolment Department is not responsible for this route, then enrolment in the Academy will decline regardless of the amount of effort put out by the Enrolment Department. You must see that the Org is almost wholly dependent on a large and successful field operation. Concentrate first on building up your existing Field Auditors and providing them service. Your HGC will be kept full of Assists and ARC Break Assessments from the Field, and they will be lining up at the doors of the Academy. L. RON HUBBARD LRH:gl.rd Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 35 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 7 MARCH 1964 Saint Hill Central Orgs HCO Secs Assn Secs DIRECTOR OF ENROLMENT THE LETTER REGISTRAR ADMINISTRATION (HCO Sec: Hat Check on Assn Sec, Dir Enrolment, Ltr Reg, Reg) One of the principal routes to solvency (see earlier Policy Letters, November 15, 1960, et al), is mail volume. If you are not receiving mail and telephone calls in volume your unit will be low. Mail volume is a measure of success. I can look at a "mail count" and tell, by comparing it to earlier periods, whether an Org is going up or down. It's a very good barometer, a reliable crystal ball, a teller of fortunes. Mail volume is important, quite aside from what the envelopes contain. As soon as "quality vs quantity" arguments start, it shows somebody is being uninformed. The datum "mail volume" is just mail volume, and trying to drag in other factors simply shows that somebody didn't get the point, in the first place. It's too simple a point: current mail volume indicates current and future business volume. It's a pure datum. It's a gross index you can rely on without having to know anything else. It's an executive slide rule. Executive: "What's the week's mail count?" Ans: (c) 1400 pieces out, 75 pieces in". Exec: "We're a bit below last week. I guess I'd better promote something." See? The Executive didn't have to find out "what percentage of the letters were business? How many applied for anything? Did the letter registrar dot all her i's?" It's just a good meaty rough datum that says how things are. If a person were as alive as he gave and received communication then an Org could be considered as alive as it gave and received pieces of mail. It's that simple. So you watch mail volume in and out if you want to know how you're going to be doing a bit into the future. Knowing that we can gear up promotion to cope before we get hit with the income slump. A mail volume slump is always followed in a few weeks (usually six) by an income slump. So it's a valuable danger signal. Mail volume rise always presages an income rise in the next few weeks. So that's the total use of and extent of "mail volume". It does not have anything to do with what the letters are about or who is getting or receiving them. Even circulars count, out or in. Even requests for donations for the Eskimo seal fund count. Out or in. It's simply volume. And it's an index which, when compared to an earlier period, estimates future rise or fall of income. The mail clerk does the counting in and out and chalks it up for the head of the Org or its enrolment or income section or all three. Then they can PLAN and ACT before the Org goes down for the third time or they get caught in a boom. Mail volume is a good datum because it gives about a six weeks warning. A mail count slump in mid-May gives you an income slump about July 1. PROMOTION Now what the mail says in or out is under the head of Promotion. Promotion covers "quality versus quantity" and other such questions. What is said in outgoing letters and what may be said in incoming all depends upon Promotion. If the head of an Org or its enrolment executives are very sharp on Promotion, mail volume will increase steadily. If they are not, then volume gets one sided-mostly 36 outflow, but oddly enough, though the ratio shifts to outflow, mail volume and income will stabilize at a certain level and not increase much. You can tell if Good Promotion is being done by examining this outflow-inflow ratio of mail. Poor Promotion gives you a ratio of maybe 98% outflow and 2% inflow, i.e. 98 pieces of mail (of all kinds) mailed and 2 pieces of mail (of all kinds) received. Fair Promotion would perhaps consist of 90% outflow and 10% inflow, meaning that for 90 pieces of mail (of all kinds) mailed by the Org, 10 pieces of mail (of all kinds) were received. Fantastically wonderful Promotion would consist of 50% outflow, 50% inflow. A miracle would be 10% outflow and 90% inflow No exact index or chart of this has ever been made. But the above is an educated guestimate. The figures are given to make the following point: The better the Promotion, the higher the inflow rises in proportion to the outflow. (c) The lesson has been learned in Scientology Orgs, and proven many times in exact studies, that regardless of Promotion quality in Scientology, a high volume of outflow is vital to return any inflow. So regardless of the Promotion, high volume of outflow must be maintained. There is no arguing with this datum. If you want activity and income you must have a high volume of outflow. And the point of what is said does not enter that datum at all at all. So (c) given volume, one now begins to consider what is being said in that volume and one gets Promotion. And all Promotion does is change the outflow-inflow ratio and prevent a fixed outflow-inflow ratio. It is obvious that an Org can only outflow just so much. Finance available, personnel, effort, all limit how much outflow there can be. So to increase outflow one must use PROMOTION to increase inflow in order to increase outflow. Only in that way can one escape a fixed income. An Org that does not do this, (does not use intelligent Promotion) then gets into a fixed income which does not increase. Promotion consists only of what to offer and how to offer it, that will be responded to. That's the extent of it and even Madison Avenue (U.S. Advertisers' row) can't better that. Indeed they may not even know it. Contemporary advertising has gone off into aesthetics and art and often forgets the product or service entirely. So Promotion is the art of offering what will be responded to. Production is the activity of providing a product or service. Promotion relates to Production in this way: One can produce without promoting (ordinarily quite disastrous); one can Promote without Producing (which is very disastrous indeed and is the only thing that gives promotion a bad name). So these things, Promotion and Production, are not independent of each other. One must make Production adequate to Promotion and must make Promotion adequate to Production to be SOLVENT or ETHICAL. If you are producing something and can deliver then that is what you must promote. Here is an exercise in Promotion-Production. One goes over to Production Unit A (Academy) and asks "What are you sure you can do for somebody in or by training?," One carefully lists the answers, verifies them by talking to the students on whom it is being produced and then checks off the most sure-fire answers. One is now certain that this effect or these effects can be produced at the Academy. Returning to one's office one looks over this data and selects out what would probably be the most attractive items (will be responded to) of production to the public. One then sits down and writes a very glowing factual article about it, making a big point of availability of it and a big point of their writing the Letter Registrar about it for more data. Then one gets out a big mailing about it or headlines it in the Continental Magazine and insists on a hurry up release of it. That's several thousand mailing pieces out all in a bunch, guaranteed to get a response to the letter registrar. 37 One then uses the same data to call together a public sort of meeting and gets local invitation cards out on it. And makes sure somebody addresses the meeting and that a registrar is there. One gets out another mailing bit on the same subject but with a different write up and sends it to all the PE attendees one has record of-and makes sure they write the letter registrar. (Or phone the Registrar.) That's another batch for the mail count. One plays just those points found as above hard for 2 or 3 months. This makes them well known and something of a fad that such and such effect or result is produced in the Academy. That gives people time to find out about it and centres their attention. Up goes Academy enrolments. Then after 2 or 3 months of plugging the above, one goes over to the HGC and repeats the same exercise. Making that Production learned about by the Ltr Reg a fad in its turn. Meanwhile one keeps up with one's mail and originates via Central Files on a personal letter basis on routine actions. ONE DOESN'T DROP ALL PAST PROMOTION (outflow) just to do this outlined promotion. Then one goes on a book campaign and plays that ragged for 2 or 3 months as per the above exercise. What books do people read? Why? Get circulars out on it. Sell books. Write letters about books. And keep up routine letter writing and answering. Then find something wonderful Scientology can do from field auditors, something simple. Get everybody hot on doing it in the field via circulars and articles. Get them to write the letter registrar about it. Do these things one at a time, play them out and all the while keep it very popular to write the letter registrar about it. And you'll break the back of fixed income. Your outflow-inflow ratio will improve. Your volume will rise. Production will be in keeping with Promotion and Promotion with Production. And you won't have near the strain about it. If I were letter registrating, I would never just grind out letter& I would not drop heavy origination. But I'd find things to offer people they would write me about and spend 50% of my time answering their high volume inflow. 30% of my time I'd spend on routine origination. The remaining 20% I'd spend on gazing at the ceiling for future promotion or going around examining production for items of interest. The bottle-neck of income is the fixed ratio of outflow-inflow, the inability to afford more outflow personnel and any and all unrealities between Promotion and Production. If these factors cannot be handled by the head of an Org, by its Director of Enrolment, income will remain fixed and probably low. If these data are understood and intelligently used, given good management, then income will rise and the org will flourish. And at any staff meeting the wins of the person responsible for raising outflow-inflow ratio should get a big hand. L. RON HUBBARD LRH:gl.cden Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 38 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF I I MARCH 1964 Sthil DEPARTMENTAL CHANGES AUDITORS DIVISION The Enrolment Division is transferred herewith from HCO (Saint Hill) Ltd, to HCO (WW) Ltd, and is renamed AUDITORS DIVISION. The head of the Auditors Division is the Director of Auditors. No change in the function of the former Enrolment Division or its personnel is made except that the Franchise Secretary is added to the Auditors Division and comes under the Director of Auditors and the Course Administrator and Registrar remain with HCO (Saint Hill) Ltd. The purpose of the Auditors Division is to make all auditors well trained and successful. Enrolment in Academies, proper certification, enrolment at Saint Hill are all functions of the Auditors Division. CF and Address comes under the Auditors Division. Saint Hill News comes under the Auditors Division. Keeping the Saint Hill Course fully enrolled is the responsibility of the Auditors Division. Through HCOs in every area, a field auditor is appointed as the Auditors Division representative or Leading Field Auditors. This would be of assistance to the Auditors Division and to HCO Area Secs. The aim of this transfer is to put (c) all auditors in the world under one general heading and so get them trained and successful and to regulate practice. HCO (WW) Ltd has as its purpose External Comm Lines and auditors are certainly those, so is CF and Address. The Auditors Division and the Director of Auditors is under the Organization Supervisor of HCO (WW) Ltd. The activities of Franchise should be co-ordinated with those of the Auditors Division (see Policy Letter of this date re Franchise Programme). No other changes in this Division or activity are made. L. RON HUBBARD LRH:gl.rd Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 39 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF I I MARCH 1964 BPI CenOCon AUDITORS DIVISION NEW HCO WW ORGANIZATION (HCO Area Sec: Please implement at once) The Auditors Division of H.C.O. (W.W.) Ltd., has just been formed. It is in the charge of the Director of Auditors at Saint Hill. Purpose of The Auditors Division: To make all the auditors in the world welltrained, properly accredited, successful and ethical. All certified auditors, HAS, HQS, HCA/HPA, etc., come under the Auditors Division. A Leading Field Auditor is to be nominated by the HCO Area Secretary of every area. He or she will be appointed then by the Director of Auditors. In the case of several large cities covered by an HCO Area, a Leading Field Auditor may be appointed for each one, with a Leading Field Auditor for the entire area. The title for a Leading Field Auditor is the Leading Field Auditor of the Eastern U.S. (where several have been appointed for cities) and the Leading Field Auditor of Melbourne, where only one city is involved. The titles compare to HCO Areas and Scientology geographical divisions as will be released from time to time. The criteria of nomination should be "a successful auditor of good classification, preferably Saint Hill, who is not in conflict with HCO or the Central Org." A Leading Field Auditor is expected to remain in good communication with Saint Hill and will receive his instructions through the HCO Area Secretary. His or her final appointment will be by letter from Saint Hill. The Leading Field Auditor should hold and take charge of all field auditors meetings. The Leading Field Auditor may appoint a deputy and a secretary for meetings and other functions. THE AUDITOR SAINT HILL JOURNAL A new magazine is being issued at Saint Hill to be called The Auditor, the Saint Hill Journal of the Auditors Division. A correspondent for The Auditor must be appointed in each Central Organization by the HCO Area Sec. This correspondent should keep the Editor of The Auditor informed of all Academy enrollees and graduates and data concerning them, changes of staff members in the organization, local news, reports on Congresses and various meetings and plans. Photos when available should be forwarded. The Leading Field Auditor should appoint a field correspondent giving news about centres and various field functions, furnishing names of auditors and their activities. Wherever possible a correspondent should send not only a person's name but also his or her address. The heart of a good story for The Auditor is lots of names and what they are doing. THE AUDITORS DIVISION The Auditors Division is taking over all franchise, centre and field auditor coordination, mailings and service. Certification will soon become handled wholly by the Auditors Division of HCO WW and organizations and auditors will only need to send in the names of enrollees and graduates. The certificate will be prepared by and mailed from Saint Hill upon the request of and evidence from the HCO Area Sec. This will not come into full effect for several months. Meanwhile existing arrangements continue. MEMBERSHIPS Arrangements are being made to streamline memberships. All existing memberships will be honoured. Local Central Organizations will also continue to have memberships in addition to the Auditors Division. This Organization implements several of the basic functions of HCO on an International basis, in full cooperation with area HCOs, which it also coordinates. LRH:dr.rd L. RON HUBBARD Copyright (c) 1964 40 by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 23 SEPTEMBER 1964 Remimeo Interested Sthil Staff POLICIES: DISSEMINATION AND PROGRAMMES Note: Most of the following policies are old, some only change emphasis slightly. This Policy Letter is released to help organizations cope pending the full review of policies now in progress. The policies written here are not likely to change. The following policies regarding dissemination and services by Central Organizations and City Offices are effective at once or as stated. LETTER REGISTRAR CORRESPONDENCE THE LETTER REGISTRAR IS TO CORRESPOND ONLY WITH THOSE PEOPLE WHO ARE INTERESTED IN OR COULD POSSIBLY APPLY FOR TRAINING AND PROCESSING. Persons who obviously would be unable to come for training or processing should not be corresponded with by the Letter Registrar. Persons not eligible for training at the levels offered should not be corresponded with (mainly applies to Saint Hill or the special promotion of a higher Academy Course). Persons obviously unable to afford training or processing should not be corresponded with by the Letter Registrar. THE LETTER REGISTRAR MUST NEVER INDULGE IN REPEATING "FORM" LETTERS. There is no point in repeating the same sales message over and over. Such a repeating message goes in the Continental Magazine (and the Letter Registrar makes sure it does get into the magazine and out soon). THE LETTER REGISTRAR ANSWERS THE QUESTIONS ASKED, DIRECTLY, PRECISELY AND OMITS NONE. The largest error on a line and the surest way to cut it is to fail to answer all the person's questions. THE LETTER REGISTRAR MUST ENQUIRE OF CORRESPONDENTS WHEN THEY ARE COMING IN. To only acknowledge that a person wants to come for training or processing seems disinterested. The Letter Registrar wants to know when and how and for how much or how long. THE LETTER REGISTRAR MUST NEVER PROMISE MORE RESULTS THAN THE ACADEMY OR HGC IS SURE IT CAN DELIVER. If in doubt as to what the HGC or Academy thinks it can deliver, the Letter Registrar should consult with the (c) of P and (c) of T frequently. The Letter Registrar is selling the reality of the (c) of P and (c) of T not the Letter Registrars. THE LETTER REGISTRAR MUST NEVER PROMISE TO HEAL ANYTHING. One can state there is hope, but nobody knows what elements will enter to prevent the accomplishment (family, accidents, etc.). Further, the medicos love such letters. 41 THE LETTER REGISTRAR MUST NEVER ENCOURAGE KNOWN INSTITUTIONALIZED CASES TO SEEK SERVICE FROM AN ORG. The randomity an insane person or the family can kick up in an Org is worth ten times the fee paid-and the fee is often returned. Electric shock and lobotomy cases must not be encouraged to have org service. Also such cases mustn't be wholly discouraged as they sometimes commit suicide when their hopes are dashed too hard. Direct them somewhere else for help-but never to a medico or psychiatrist. Tell them a quiet sojourn in the desert or something would be good for them. Something like that. Rest is the best "cure" anyway. THE LETTER REGISTRAR IS NOT THE PERSON WHO ANSWERS THE ORG MAIL. Letters to the magazine, to the (c) of P, to staff auditors, to the Extension Course, etc., are the business of those units, not the business of the Letter Registrar. The emphasis in Letter Registrar is on REGISTRAR. The Letter Registrar gets prospects into comm and gets them in. See the first policy above. Rigid adherence to the above policies and industrious use of Central Files (always prowling in it for prospects) can quadruple the org's income. MAGAZINES The policies once extant concerning Major and Minor Issues of the Continental Magazine must be resumed at once. These are: EVERY OTHER MONTH A MINOR CONTINENTAL MAGAZINE ISSUE MUST BE MAILED TO EVERY PERSON IN THE ADDRESS FILES. This means every person. A Minor Issue may consist of as little as 4 pages (one sheet folded once) or as much as 8 pages (2 sheets folded once). It may have no cover other than the paper it is printed on. It may not be enveloped but is addressed on the back. THE EDITORIAL POLICY OF A MINOR ISSUE IS "GET PEOPLE BACK INTO comm." It offers books, particularly new ones, some Org news, and invites Membership. A MAJOR ISSUE OF THE CONTINENTAL MAGAZINE MUST BE MAILED OUT EVERY OTHER MONTH TO ALL ACTIVE PERSONS IN THE FILES. Active means members and active files. A Major Issue consists of 8 or more pages. It has a separate cover. It can be (but is not necessarily) enveloped. It contains some interesting technical data and results and the various list of items ordinarily advertised in every issue (Books, Memberships, Academy, HGC, Ext. Course, PE, etc.). THE EDITORIAL POLICY OF A MAJOR ISSUE IS "KEEP PEOPLE GETTING TRAINED AND PROCESSED." A Major Issue plan must be submitted to Adcomm before being made up, particularly the ad write ups. An Adcomm may not reduce ads but may alter text of ads. The Assn/Org Sec may override Adcomm magazine suggestions. The Adcomm may not dictate reducing prices or advise "don't be so direct, soften up the ads, the public objects as "soft-sell" in a mag reduces income faster than 42 any other element and has nearly collapsed some orgs. Policy effective in all countries. The mag says "Come in. Get Processed." It doesn't say "Processing is awfully nice, you know." THE ASSN/ORG SEC MAY DIRECT MAGAZINE PROMOTION POLICY WHERE NOT IN CONFLICT WITH THESE POLICIES. To hold Production Unit Heads and the Assn/Org Sec responsible for income and yet not let them guide promotion is poor policy. Make-up and editorship remains in HCO. A MAGAZINE MAY NOT PUBLISH TECHNICAL DISSERTATIONS, TECHNIQUES OR SUGGESTIONS OR MATERIALS NOT WRITTEN BY MYSELF OR TAKEN FROM MY LECTURES. The collapse of Elizabeth, New Jersey and Wichita has been traced to dispersal of attention in technical matters. When they started publishing everybody's technical ideas nobody could find out what Dianetics was and it ceased to be practised. There are enough words of technical materials -at Level 0 in my lecture tapes, books and articles. You won't run out. MAGAZINES AND ARTICLES MUST BE CAREFULLY EDITED AND PROOFREAD. We have caused more ARC breaks and lost more people through typographical errors, poor transcription and strange words not defined, than from any other causes. We know, now that we have the technology of study. PROOFS MUST BE MADE OF ALL PLATES AND TYPE SETTINGS AND MUST BE FURTHER INSPECTED BEFORE AN ORDER TO PRINT IS GIVEN. It is not enough to proof the original make-up and then let the printer run it off by photolitho or letter press. Bits pasted onto photo-litho make up fall off, etc., and letterpress can be grim. Have the printer take proofs of the copy submitted to and set up by him and proof-read them again before ordering the printing finally. It's easier to destroy a plate or a page lay out and re-shoot it or reset it than a whole edition! But don't rewrite the mag because you are proofing. PRINTED MATERIALS MUST BE COMPREHENSIBLE. No strange words or upscale processes may be released in magazines as they ARC Break people. They don't know what the words mean and also get restimulated. The results of higher levels may be mentioned. But no technical data should be published on how they are done. Example: You can say "Get Cleared" and say what a clear is, but may not use any tech data of how it is done by an auditor. Example: You can publish a graph or a cheering comment by a pc but not what was run. Example: You can publish a letter about HQS courses but must delete from it any mention. of technical matters or interpretations. Example: You can publish an auditor's letter about running a successful PE but not how he ran it. CENTRAL FILES AND ADDRESS THE PURPOSE OF CENTRAL FILES IS TO COLLECT AND HOLD ALL NAMES, ADDRESSES, PERTINENT DATA ABOUT AND CORRESPONDENCE TO ANYONE FROM ANYONE WHO HAS EVER BOUGHT ANYTHING FROM THE ORGANIZATION. THE ADDRESS FILES CONTAIN, READY FOR USE IN MAILINGS, ALL THE NAMES IN CENTRAL FILES AND READY REFERENCE DESIGNATIONS ABOUT THESE PERSONS., ADDRESS IS THE NAME-STATUS INDEX OF CENTRAL FILES. The following policy changes some policies about retiring folders after 3 years. 43 TIME HAS NO RELATIONSHIP TO WHAT IS FILED IN CENTRAL FILES OR ADDRESS. As of now, all files names must be restored to CF (c) Address. The only division is "active" and "inactive". The simple test for "active" is do they ever answer? The exceptions to the above are people who demand their names be removed and obvious "bird dog" names (people who are hostile such as a medico who wants our literature to eventually upset us). Another exception to the above is the Saint Hill CF which contains only active auditors and Scientologists who buy books from Saint Hill or may come to Saint Hill. The test here is not if they have bought anything from Saint Hill but that they have obviously bought from organizations and may buy books from or come to be trained at Saint Hill. Franchise auditors are of course also in CF at Saint Hill. LIST OF NAMES OF PERSONS WHO HAVE NOT BOUGHT ANYTHING FROM THE ORG MAY NOT BE PLACED IN CENTRAL FILES. Field auditors sometimes send in lists of names. These are not put in CF. THE PERSONS ON ANY LIST OF NAMES SUBMITTED MUST BE SENT AN INTELLIGENT INFORMATION PACKAGE AT ONCE. No further action or record need be undertaken. An Information Package should contain lists of books. If the person is interested ,he or she will order a book and only then will appear as a matter of course in CF and Address. Such lists of names are merely typed on slips (dupli stickers). No Address plates are ever made from such lists. NO INFORMATION PACKAGE MAY CONTAIN OR LEAD THE PERSON TOWARD CONFUSING WORDS OR TERMS. This means one must be careful of what books and literature are offered in an Information Packet. However, by test, Dianetic books ARC Broke very few and most of such early books are adequately explanatory of their terms. The only ways you will lose a person sent an Information Packet are: I (c) Send literature containing words they won't understand. 2. Announce services they don't understand. 3. Make it seem hard to have any Scientology. 4. Try to sell them things they're not ready to buy. COST OF SERVICE You must realize, despite propaganda about our expensiveness, that our services break into two parts. (a) Cheap, broad services for everyone. (b) Personal services at a much higher (but cheaper than any other field) price. Don't get confused and try to make (a) expensive or (b) cheap. Whenever I get a plea from some staff to "cut our prices" I now realize they haven't got (a) and (b) separate and they're confused and try to identify all service with all service. Make our cheap services (PE, HAS, Co-audit, brief assists) very, very, very cheap. Give them away, in fact. This is broad, general Scientology. You have to spend money to give them away. The book auditor, the Extension Course, the dollar book, the magazine, these are all part of these cheap services. Most orgs err in never really spending money on cheap services. They get all tied up with income needs and sell only expensive services and never get a whirlwind of interest going. 44 Cheap service costs the org money. You have to hire staff just to administer it. You have to have people to care for it. You answer letters from book auditors (but the Letter Reg doesn't) and PE people and greet out-of-Towners with a hostess. You don't turn such traffic off because it doesn't buy. You form a place for it to come to like a public lounge. You give it tape plays. You whip it up to a roar. And you don't let it into your production departments or lines because it bothers these and upsets them. For instance, you never give away an Academy Course. You always charge heavily for it. But you give public tape plays that train the "multitude". ALL PERSONAL SERVICES RENDERED TO THE INDIVIDUAL RESULTING IN A GOOD PROCESS RESULT OR A WORTHWHILE CERTIFICATE MUST BE CHARGED FOR HEAVILY. COURSES The in between on this above was the HQS Course. Hence the following training policies are adopted as of January 1, 1965. ALL HUBBARD QUALIFIED SCIENTOLOGY COURSES MUST COST THE SAME AS HUBBARD CERTIFIED AUDITOR COURSES. The policy of gradient course costs is abandoned as unsuccessful. THE COST OF A CERTIFICATE COURSE MAY NOT BE LESS THAN ONE MONTH'S AVERAGE PAY FOR THE AREA IN WHICH IT IS GIVEN AND MUST BE IN CASH. By average pay is meant the average upper lower class or lower middle class pay scale. (Example guesses: U.K. about ;C50. U.S. about $500. Australia about L75. South Africa about L80.) HIGHER LEVEL COURSES CAN BE CHARGED FOR AT HIGHER RATES (HCS AND HSS). Have more courses of shorter duration with less in them. The policy is DON'T TEACH CERTIFICATE COURSES OF MORE THAN ONE MONTH'S DURATION IN CENTRAL ORGANIZATIONS. DON'T HOLD STUDENTS BEYOND ONE MONTH. This requires more certificates and classifications to be used. Example: Have an HQS Course lasting one month. Next year have the student back for his HCA. Next year get him in for his HPA, etc. Make the student study at home "to get his classification so he can enter the next course" or "get some processing before next enrollment" if the student seems shaky. Don't hold the student on course because he's shaky. Give him his certificate and note what he has to do before the next one. Hold back classification if not sure. PRESENT CERTIFICATES AT COURSE COMPLETION. CERTIFICATES DO NOT DEPEND ON EXAMINATION. ONLY CLASSIFICATION CAN REQUIRE EXAMINATION. HAS The exception in courses is HAS which is a public course and cheap. DO NOT TEACH PROCESSING IN HAS COURSES. Teach only study, good definition materials, the philosophy of life, etc. 45 HAS CO-AUDIT THE PUBLIC CO-AUDIT MAY ONLY DO SUPERVISED ITSA. No Clay Table, definitions or any fancy processes of any kind may be done in the Coaudit. Only R-1-C. Co-audits will thrive if they're cheap and attendees only listen. Don't try for any results. If cases don't progress suggest HGC auditing at regular rates "since you're a special type of case". HQS TEACH AN HQS STUDENT TO DO ASSISTS, 8C, HAVINGNESS AND TRIO WELL. Whatever else they're taught, make sure they do the above well. These were the howling successes of the late '50s. Polling all active auditors showed they had their best results and realities on these only. They're easy to teach. They work well. Use the whole training programme for HQS but make them do these 4 things well as auditors and make them do them when they get out and process pcs. And they'll mostly win. Try more and they'll do them too badly and mostly lose. HCA TEACH THE BALANCE OF REPETITIVE PROCESSES, THE AUDITING CYCLE AND METERS AT HCA LEVEL. HPA TEACH CLAY TABLE HEALING IN HPA COURSES. HCS TEACH CLAY TABLE CLEARING IN HCS COURSES. HSS Until 1968 GPMs will be taught only at Saint Hill. CLASS REVISION This gives the following table of certificates and classes. PE-Level 0-actually begins the HAS Course. HAS-Level O-Philosophy, study, no auditing but co-audit sign ups use Itsa. Consists of about 60 lessons, mainly about Life and What Scientology is and how to study "Learning how to Learn", vocabulary of Scientology. HQS-Class I-Comm Course, Upper Indoc, Assists, 8C, Havingness, Trio. HCA-Class II-Repetitive processes, metering. HPA-Class Ill-Assessments, Clay Table Healing. HCS-Class IV-Clay Table Clearing. HAA-Class V-Not used just now. HSS-Class VI-GPMs-Taught only at Saint Hill until 1968. HGA-Class VII-not yet being offered but mainly OT type processes already developed. This changes classification levels slightly at the bottom but only because it didn't work out well the way it was laid out. This must not interfere with the classification of existing Academy students because of this policy. 46 PROMISES DELIVER WHAT WE HAVE PROMISED. We must do what we promise we will do even when it was a staff member error. The best way to avoid embarrassment is not to promise what you won't eventually deliver. Academy students promised on enrollment what they'll receive must receive it. The above policy changes were made necessary by the policy that we must have shorter courses more often and by the following policy, now possible because of technical break throughs. A COURSE MUST CULMINATE IN TEACHING A DEFINITE SKILL OR SKILLS. When you plan a course, plan to have the student able to perform a definite action well when he completes it. Don't have fuzzy generalized ideas of a course such as "teach him to be an auditor", "Make him a Scientologist" or "Make him a Class IV". Whatever you advertise as a generality, the (c) of T and instructors must, in their own minds think of making a student into an auditor that can do certain definite things, such as "run an assist, do 8C, do trio, run havingness". Then all training culminates in a skill and so can have a definite ending for both the student and instructor. The other knowledge that makes an auditor and a Scientologist is of course strung out over these courses. HGCs HGCs MAY OFFER ONLY WHAT THEIR STAFF AUDITORS CAN DELIVER. If the staff auditors are trained to certain processes the HGC can offer them. If the staff auditors are not trained to certain processes, they can't be offered. PART TIME STAFF Clarifying the position of "consulting auditors": NO HGC MAY "OCCASIONALLY" EMPLOY AUDITORS. This means exactly that an HGC auditor is a staff auditor all the time, week after week, or he isn't ever used. The confusion on this is the definition of "part time". A "part-time" auditor is one who works part of the working week every week for the organization and always the same part of the working week. AN AUDITOR WHO HAS AN OUTSIDE AUDITING PRACTICE MAY NOT BE AN HGC AUDITOR OR STAFF MEMBER. STAFF MEMBERS MAY NOT AUDIT OUTSIDE PCS OR RECEIVE MONEY FOR AUDITING STUDENTS OR PCS OUTSIDE THE ORG AND MUST BE BROUGHT IMMEDIATELY BEFORE COMMITTEES OF EVIDENCE IF FOUND TO BE DOING SO. For a staff member to do outside auditing for pay is very serious and can lead at once to an org's collapse (and has done so). CONSULTING AUDITORS For an organization to hire an auditor "when a pc is available" is a grave source of trouble. The org is not able to train such staff or hold a standard and acts only as a procurer of pcs. for field auditors. The public stays away from such HGCs in droves by actual test. The practice is called "Hiring Consulting auditors". It is forbidden. It stems from a misguided effort to hold up units. It does hold them up for a while and then collapses the org. It is unfair to the field auditor since he is just kept hanging on in some cases. 47 When this policy barring consulting auditors was first issued, it was not meant to include "part time" staff. Part time staff is usually composed of non-practising Scientologists who audit week-end or evening pcs for the org and are on units every week, rain or shine. I am sorry if any ARC Breaks were caused. ASSIGNING AUDITING TIMES THE REGISTRAR MAY NOT ASSIGN TIMES FOR AUDITING. The most insidious practice the Registrar can drift into (next to not signing up anyone) is selling times of audit. The Registrar has no business in that department. The Registrar sells quantities of auditing and refuses to promise when. This, the Registrar must say, is a technical matter and up to the (c) of P. THE DIRECTOR OF PROCESSING MUST NOT ASSIGN AUDITING AT LESS HOURS THAN 121/2 PER WEEK. Exception: Where a special programme of 5 hour assists is being sold, the policy becomes "except not less than 5 hours per week for assists". It is unfair to the pc to do the psycho-analytic nonsense of an hour or two a week as it doesn't even catch up with his PTPs and so wastes all his auditing. Further an org can go broke doing this. Its staff auditors are so strung out in their assignments that they don't turn in a week's worth of work yet draw full units. It's a sure road to low units and collapse to go psycho-analyst on us and let the public buy an hour or two a week. Crazy in fact. I've seen it happen with fantastic upsets. The idea gets around: the public hasn't "got the time" for 25 hour intensives. It's just hearsay. In actual fact if the (c) of P says, "Look here, you won't get any good out of an hour a week. Just handling your current problems will eat up your benefits. Take a week off and get 25 hours" 80% of them will. The rest, the (c) of P says "All right, it's 21/2 hours a night for 5 nights, (or 121/2 hours over the week-end)". And they will do one or the other. AN HGC PC IS ENTITLED TO A CERTIFIED AUDITOR. The above is long standing policy. AN HGC STAFF AUDITOR MAY AUDIT ONLY PROCESSES WITH WHICH HE IS SURE HE CAN GET RESULTS. The above policy is a new stress on an old idea. The moral is, run staff training courses to get staff auditors up to running higher levels. ONE WEEK'S PROCESS (25 HOURS) SHOULD COST AN AVERAGE MONTH'S PAY (AS IN TRAINING). But processing of a special nature at higher levels can be charged at higher rates. No policies or programmes not specifically changed by the above are changed. All other policies remain in force. L. RON HUBBARD LRH.jw.cden Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 48 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 31 DECEMBER 1964 Remimeo Franchise Sthil Students USE OF DIANETICS, SCIENTOLOGY, APPLIED PHILOSOPHY In order to protect the good names of "Dianetics", "Scientology" and "Applied Philosophy" the following policies are continued or become effective immediately. I (c) All lectures, books, publications, films, models and diagrams on the above subjects are copyrighted by L. Ron Hubbard. 2. Permission to use these words is given to all bona fide holders of certificates issued by an organization accredited by L. Ron Hubbard, subject to the following conditions: (a) The names, data, materials and processes are only to be used in connection with and in relation to the Level and Class for which the certificate has been issued. (b) Technical information, by which is meant the "how" and "why" of our activities, must not be released by lecture, writing, demonstration or by any other means except by books or tapes published by L. Ron Hubbard, or an organization approved by L. Ron Hubbard, or on a properly organized Course by a person certificated to teach that Course, or in a properly arranged auditing session where a "process" may be applied within the Class and Level of the auditor. Note: The reason for the foregoing is that when data gets relayed other than from the original source, i.e., book, bulletin, lecture, etc., an alterisness occurs, be it ever so small, which can be disastrous. 3. (a) The names "Dianetics", "Scientology", "Applied Philosophy" may only be used in a Company or activity name under licence from L. Ron Hubbard. (b) Such licence can be withdrawn at any time. (c) The licence is not transferable except with written permission of L. Ron Hubbard or a person authorized by him to grant such permission. (d) Licences will only be issued to individual Franchise Holders. (e) Licences will not be issued where the title includes a place name which indicates an area larger than the immediate vicinity of the Headquarters of the Franchise Holder. 4. Anyone practicing Scientology under any name other than his own must get permission of the Franchise Secretary. 5. The use of data and/or materials under another name or using the data and/or materials in conjunction with any other Philosophy is forbidden. 6. The use of data and/or materials other than for the betterment of an individual, group or mankind is forbidden. 7. Certificates and, therefore, permission to practice, etc., may be withdrawn at any time by L. Ron Hubbard or any person authorized by him to do so, if there is any infringement of the above or, if, in his opinion, it is necessary, for any reason. It is not intended to stop any bona fide Scientologist, properly certificated, from practicing or using Scientology data or material; on the contrary, it is necessary to protect you from mis-use of them by others. LRH:jw.rd L. RON HUBBARD Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 49 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 28 FEBRUARY 1965 Remimeo DELIVER Now that we can deliver, the first thought of every staff member in every Org from Saint Hill through the main orgs down to the smallest Franchise Office should be to deliver Scientology training and processing to every person responding to their promotion. Books and all other items should be delivered effectively and rapidly to buyers. Certificates should be delivered to all who earn them. Classification should be delivered quickly to those who can pass. The action of Promotion is to offer as many as can be reached something each of those reached will want and buy. After Promotion obtains response, one must deliver, That means good case gains to preclears and students, good reality and useful knowledge and skill to every student. Delivery, if not done swiftly and cheerfully and effectively, balls up the lines, retards growth and keeps everyone marking time. The first job of the books personnel is to deliver books ordered. There is no other action to take. Just deliver. Keep the invoice line simple by simply invoicing everything ordered and note whether paid or not. In shipping books or such items not paid for, request the sum owing while holding the first invoice and when it comes let invoicing make a new invoice showing payment and let shipping relate it to the old. Refund overpayments regardless of what the customer said unless it's a donation. Keep book shipping simple. Deliver books. Be sure books are on hand and deliver them. That's all one does in Books. When someone buys training, sign the person up and deliver the training and a good case gain too. When someone buys processing, give them the processing called for at the pc's level whether you advertise you will or not and deliver a case gain and a completed level. Deliver. When promotion has promoted a response, don't get chatty with the response. Just tell the person what it is, how much it costs, how easy it is and when he should get it; or to come in and get it, and deliver. Promote, organize and deliver. We can now deliver technically. You don't have to "make Scientology work". You don't have "to alter it so it will work". You don't have to dream it up. All you've got to do is be skilled in doing exactly what's taught and you'll deliver handsomely. You can deliver it, so deliver it. On a pc who has never been processed, do Level 0. Give him or her an HCO Board of Review certificate as a pc for that level when it is complete; when a pc has Level 0 Grade certificate, do I. Etc. Boot them up as fast as you can. Do only what the Levels are. Issue a certificate when they're all flat on the TA for that grade. On people who have been scattered through one or another of the levels, finish up 50