anything missed in the lowest level, then the next level, then the next, etc. When a pc has completed IV finally, be sure your staff can do V1 on him. To get an org or individual to deliver effectively, remove the distractions from the delivery channel, remove the barriers to delivery, detect and get rid of the non compliance to orders to deliver. And deliver pure Scientology, effectively. Get a move on. Learn what's to be delivered and deliver it. Same with a course. Deliver it and certify you have. That's all. You're selling wins. Deliver them. The whole human race is about to start going up. They'll move to the degree you deliver and no faster. So let's get the show on the road. Nobody now has to do anything arduous. Just find people, make them want and pay for delivery and then deliver. That's all. Let's go. L. RON HUBBARD LRH:jw.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 51 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 5 APRIL AD] 5 Gen Non Remimeo HCO DIVISION (1) ORG DIVISION (3) LEGAL AND PROMOTION Policy: Legal activities, outside lawyers' or attorneys' suits, may not be under the Organization Secretary ever but must be under HCO. Reasons: Persons connected to Finance value money too highly, being in charge of it and sometimes involve the org in needless suits. Corporate structure is part of the office of LRH and new orgs and other orgs and requires legal primary connections. Therefore it is extra expense to have two legal departments. Legal control is part of the functions of Justice which belongs to HCO. Policy: Promotion expenditure must never be under the control of the Organization Division. It belongs solely to HCO. Reasons: London in 1958, Johannesburg in 1964, to name two, went nearly broke when their economy curtailed magazine mailings and promotion. The magazine costs and extent of mailing must never be controlled by anyone connected with Finance as they seek to save on it when they, quite properly, seek to reduce expenses on other things in the org. L. RON HUBBARD LRH:wme.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 52 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 7 APRIL AD IS Issue IV Gen Non Remimeo HAT HCO Exec Sec HAT HCO Dissem Sec HCO DISSEM SEC HATS HAT Dir Pubs BOOK INCOME I have occasionally said that "book sales bring in the org income". It just may be that the sentence has not been completely understood. It does not mean "the money obtained from selling books will support the organization". It does mean that if the following cycle is not in proper sequence, the org will go broke. I (c) Books on Scientology placed in the hands of individuals in the public interest them in Scientology; 2. Their interest in Scientology causes them to want more Scientology. 3. Such individuals contact a Scientology organization; 4. If that organization handles the expressed. want intelligently, the book buyer in I comes in for service; 5. If the book buyer in I is given good service, he or she wishes to disseminate Scientology; 6. If the original book buyer can obtain books on Scientology suitable for their friends, the individual buys more books; 7. If these new possessors of books want service, they contact the Scientology organization; and 8. If 2 to 7 is made to occur then the cycle is repeated with other people. 9. The original book buyer in I continues to get more service. Now in step 4 above, wherein the original book buyer buys and is given good service, i.e. processing or training, the organization makes all of its stable income. This is the original and basic cycle which brought an organization into being and financed it. The cycle is augmented only by (a) how the original book buyer gets his book and (b) how he is offered further service. These two things (how he gets the book and how he is offered further service) are the WHOLE of PROMOTION ACTIVITIES. Promotion is never aimed at anything else regardless of how it is done. The ideas used in promotion must (a) get books into the hands of people in the public and (b) offer such persons service (c) offer such persons already sold lower services higher services. There is nothing more to it. The basic approaches that get books into people's hands are A. Obtaining long mailing lists of people who have bought similar books 53 (health, mind, philosophy, mysticism, science fiction, self betterment, How to do it books), and sending them attractive fliers inviting them to buy Scientology books and arousing a want in them for the book. B. Advertising books in magazines and other carriers of ads (even radio and TV) that make people want to buy Scientology books. C. Personally contacting people, arousing their interest in Scientology and getting them to buy and read a book and also sending them in for service. There are two additional methods, modifying C which have worked but are sometimes less workable than C but which cannot be neglected, D. Personally contacting people, arousing their interest in Scientology and sending them in for service. This last is done without selling a book. However, it will be found that most personal contacts require some form of a book, even a small pamphlet. E. Getting people into congresses and pcs. and other public events directly and selling them service. The last two if only that is done, tends to get an uninformed and easily confused "public" into an org and rather tends to make the org into a clinic; not making Scientologists, the org soon runs low on personnel, bends toward a psychiatric authoritarian approach and the "zing" is gone out of the "field". Therefore C and (c) should be tried but also an effort should be made to place books in their hands which they buy. All this presupposes the existence of books and their availability. Another pre-selection point is the offer of doingness type books. Do it yourself. "Any two people can or "you can (c) (c) (c) (c) (c) (c) "do what's in this book and get better". If the book also contains more theory than there is doingness for, a lot of people will want service too. This is the best combination. It gives us, too, the Book Auditor, a vital necessity in our ranks. This able, independent person becomes our best auditor when trained after a period of unschooled practice on his own. When low supplies are carried or only early day publications are sold, the ability to deliver books suffers, The impact of fast-filled orders is lost and there is far less response. Books have to be I (c) offered with heavy impact; 2. have to be delivered fast fast fast to give delivery impact; and 3. contain material to fit the person's level so that want-Scientology is aroused. A book is a test of reach. So we at once knock out those who can't reach at all and thus spare ourselves their troubles until we are big enough to run proper institutions and clinics for them. All the money in the world would not be worth the stall we would get from such an unwieldy "help me-e-e" mob. Scientology planning is built to make the able more able, leaving the unable strictly alone for the while. If we do this, we grow. If we, like some foolish persons do, tie around our necks the unable, the helpless, the backward, we won't be able to move high enough fast enough to then afford to help the helpless. Given total stability, one can pick up heavy rocks. Don't try when halfway over a flimsy footbridge! We would "save the helpless" at the cost of Scientology itself and that's not smart. The plan is to establish Scientology to make the able more able, secure the conquered terrain and then help the helpless. You see, if we lost Scientology, the hopeless would never be helped so that isn't very clever. 54 Like a Class Zero auditor trying to process a psycho we'd spin in unless we made this one dissemination condition. Get them to buy a book. Two first reaches, then, are required of the individual in the public I (c) Reach for a book 2. Reach with a little bit of money for a book. Thus we have automatically selected the less disabled. Now if we require three more reaches 3. Reach for service; and 4. Bring self in to the org; S. Reach with money we have now further selected out people and we have what able people there are around. Given this as a group, we can then stabilize our position at a higher level, and we can reach a hand to those who can't reach at all. This state has not been attained yet. It will come in a few years. Hence, all these things are meant when I say "books bring in the org income". The cash they bring in from book sales is just about enough, to sell more books. It is trivial. The cash such persons spend then in the org on service is enough to finance our forward thrust. Because they are able already our training and processing now shoots up their income potential and they actually can make a lot more than they spend in the org. On this income the org eventually can attain organizational stability, buildings and all that. But more important by good service we raise the ability of the already able people. And with that we have lifted ourselves up as a group to the ability to help even the helpless. We'll be able to afford it. We retard or fail to advance then to the degree that we (a) Seek to service the helpless (b) Fail to sell books (c) Don't furnish good service. Those are the 3 FATAL errors we can make. Avoid them, promote and sell books to an ever-widening sphere, give excellent service, increase the org's stability and we'll make it like a walk in the park. That's what I mean when I say "book sales bring in the org income". More than the org income. The sale of books, all other steps being in place, will bring us a Scientology world. L. RON HUBBARD LRH:wmc.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 55 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 16 APRIL AD 15 Issue III Gen Non Remimeo ALL DIVISIONS HANDLING THE PUBLIC INDIVIDUAL We have learned the hard way that an individual from the public must never be asked to DECIDE or CHOOSE. Examining experiences we have had, I finally saw there was a hidden datum we had not been aware of in our orgs and particularly in handling the public. I finally dug it up and here it is: TO DECIDE ONE HAS TO UNDERSTAND. Examining our big org chart you can see quite plainly that Understanding is higher than the point of public entrance into processing. Example: Mr. J is offered Particle A. He can accept it just because it is offered. He does not have to even perceive it or talk about it or recognize any condition. He needs to see only two things-(a) That it is being offered by somebody or something (source), and (b) that Particle A exists. All you have to do is show him where to obtain it and that it exists. This is acceptance without decision. Therefore he can have it. Example: Mr. J is offered Particle A or Particle B. Now we have an entirely different situation. Mr. J must compare Particle A and Particle B in order to see which is best. Therefore he must see where each comes from (source), that each exists, establish the condition of each particle, communicate with and about them, perceive them, relate them to each other (become oriented), understand them, be enlightened and finally decide (establish own purpose). If he can do this Mr. J can choose which he should have, A or B. If Mr. J can't do all these things, Mr. J is overwhelmed, gets confused and takes neither. One has asked Mr. J to jump up a lot of levels. Actually the ordinary Mr. J, when raw meat and even not so raw would have to have a Grade IX Certificate to obtain a Grade I Certificate. And that of course is impossible. The door, then, is barred utterly for the majority of people into any department or function or org, let alone the promotion and accounts functions. The moral is very plain. Never ask anyone in the public or field to Decide or Choose. Erase from our org patter "Which do you want, Mr. J?" Don't ask which course, or what pin or what book or which auditor or what door or what time he or she wants to start anything or which door or which road or which membership. Cultivate totally on a staff a didactic but pleasant approach. "Your intensive starts. (c) (c) (c) (c) "This is your next book. (c) (c) (c) (c) "Your next course should be taken on. (c) (c) (c) (c) "Go to the third door." "I see you're a pc. You go up to the second floor ....... Erase even the banal "What do you wish?" or "What can I do for you?" as even that throws confusion into it. Example: Miss N has heard of processing. She wants some. She never did decide to want some. She just wants some. Now to ask her to decide anything about it blunts that purpose. It is a thin purpose. It quivers. Don't ask her does she want a book or want training or want a pin or want anything else. Say only "Ah. You want processing. 56 That is a good thing to want. Be here on Monday and bring funds." That's all. For heaven's sakes don't sell her processing or books or alternate schedules or ask her if she can pay or anything. That want is frail at best. Don't crush it! If she says timidly "I only have funds," say "Good. Bring them, you can owe the rest. Be here on Monday." In short MAKE Miss N. RIGHT for WANTING, thus intensifying the want. Make her RIGHT when she talks about money. Then, being right, she can come in Monday. Simple. Chances are, even if she works, she'll still come in. When she comes in she says "I'm Miss N. I'm here for my processing." Reception MUST say, "Ah. You're Miss N. Good. There's the Accounts window. Sign up there." The Accounts says, "Here's the slip. Sign here. Take the slip to Room ....... Reception says "This way Miss N." Estimations says, "Let me have your Accounts receipt. Good. That's fine. Have you been processed before? No? Well, you soon will be. This way please. Your auditor is waiting." The Auditor says "Over here, please," adjusts the pc's chair, etc., and sits down and says "Start of Session." At its end he says, "Be in this room at for Miss N's next. And so on. When she gets her Grade Certificate she's told, "That means you're a Grade I preclear. Get the book down in reception. It will tell you all about Grade U." Miss N throughout is never anything but 8c'd. The general promotion told her what to want by saying she could have it. She expresses the want. The org people say, "That's a good thing to want. You can have it." And gives it to her. That's all. Just as you'd never ask a pc which command he wanted, you never ask the public individual to decide. You can teach them anything, particularly the truth. But never ask them to decide. By processing up through the grades this person will soon begin to see and be there and understand and decide. And she'll surely decide she's a Scientologist as it's true all the way! This is new Admin tech. You will see us knocking out now all requests to choose in all promotion and in all routing of the public in an org. If we do so we will succeed beautifully. THE FUNDAMENTAL There is an even deeper fundamental at work here. It is quite startling. You cannot get a flow without agreement. Examine your ARC triangle and you'll see why. This is why an org won't flow traffic when Policy is out or not formed. That's why any policy, agreed upon, is better than points of individual decision on flow lines. It's not that people can't decide in orgs. They can. But when a staff member makes an individual decision not laid out by policy, the flow Stops. Thus all flow and traffic lines including people and money and despatches will flow smoothly and rapidly only so long as the decisions that can be made are also part of policy and are simple decisions. THE RAPIDITY OF PARTICLE FLOW ALONE DETERMINES POWER. 57 Thus an org's strength and its sphere of influence and domain are all regulated by the speed of flow, both inside and outside an org! And an org particle inside or outside an org (promotion, books, people, money) flows as fast as it's free of independent, unagreed-upon decision points. Example: A flow line can go to A or B. Unless policy says "If it's above 80 it goes to A. If it's below 80 it goes to B," then that particle becomes the subject of a decision that is not covered by policy and the flow stops. You can have a lot of choices on a Comm line or traffic line but none may be random choices made by an individual at that moment. The flow will stop, not because the decision is wrong but because the next point on the flow doesn't know what it really is and so can't handle it except slowly or by stopping it at least to think it over. An org full of individual decision points not covered by group understanding is no org at all and will fail. It is a bunch of individuals working at cross purposes-each person okay, but the combined strength of the "org" is only that of one person in a state of confusion! When the public is also being asked to decide about coming into an org full of individual decision points you get a total collapse. The new Org Board overcomes all this. It has the choices laid out by policy and org form and formula. So it can grow, will be easy to work in and will remain a happy place unless somebody puts in some new decision points not on the chart. The result will be stopped flows, no traffic, no money, no org, Never put in an "Individual random decision point" on a chart! That's the moral. Then all staff can look over and see easily on what's decided where. A multiple decision point can work providing only that all the decisions to be made are already known to all. Take a Communicator. She has to make many "decisions" that are known in advance. Which basket does what dispatch go into? That's an easy multiple "decision" providing the Org Board is easy to read and staff understands it and is doing the jobs for which they are posted. The line stops when the posts cross or aren't being handled, or at an "individual decision point" not then easily knowable to the staff. This was the main problem in working out the 1965 Org Board. For the first time even my own post was being clarified by the need for knowable decision. Every post on the Board is like that. And it was all worked out. It could not have been worked out at all 'unless I had found some of the most fundamental formulas of this Universe. The type of pattern used kept one org going for 80 trillion years, believe it or not. And to that was added some very basic laws that had been overlooked by that outfit and which caused its eventual decay. It couldn't correct itself! We aren't actually radically changed by the Org Board as all our own customs are functional on it also. But it will flow and prosper as long as the decisions to be made are known already. Example: A bill disputed decision (c) deposit sum in Reserved Payment Account and get the bill straight then pay right amount. Example: Policy says Blue Students. They seem to be aquamarine coloured not blue. Report it to the Inspection and Reports Dept with all data. Inspection and Reports inspects and reports to the Office of LRH and policy is adjusted everywhere. Now we can handle aquamarine coloured students-or see that the Office of Estimations is forbidden to wear sun-glasses while estimating! And while the policy is under adjustment we stick by known policy until adjusted. Frankly, the 1965 Org Board pattern, as posted, gives all the routing hats and 58 therefore the "decisions" are already visible. If a flow stacks up or a basket fills, or trouble occurs, we have an overload or an absence or an injected "individual decision point". Far from robbing anyone of self determinism, the 1965 board is welcomed by sighs of relief. Even I was glad to get my own work onto it. The whole room went bright when I cognited "Gee, this is what everyone is trying to do to me; make me an individual decision point!" One puts one's baskets and one's "hands" into the lines and acts on the lines. One doesn't put his decisions on the lines as the lines then hit him! A postulate or a decision is too close to a thetan's identity! It confuses him and makes him feel hit personally by the Communications when he has to newly decide on each one. If the decision is already there, A or B, he can then route with his "hands", not with himself If he is always newly and randomly deciding he gets carried eventually on down the comm line himself and goes off post! A thetan can handle a vast volume of action so long as he doesn't have to make a strange or fresh decision in each act. We can tell in orgs who is making fresh individual decisions as that person has to bring each of his own dispatches in personally. (We call it, "bringing a body".) He routes himself too! Only a Communication runner who is involved only with who and where can do this safely as her decisions are known beforehand. Thus she can move on lines with impunity. Note that she only stops when she has to figure out who has now gone where and why she was not informed! Otherwise a Communications runner could go through fire and war with impunity without a pause so long as the who and where are known. Thus an investigation's personnel cannot also be a communications personnel without going half mad! But an investigation's personnel with her set of "who to look for and where" can move swiftly too! They (the communications personnel and the investigations personnel) have entirely different previously known decisions to make. Both are who, wheres. But the comm who, where is the comm station of a known person. And the investigation who, where is composed of types of whos and reported wheres. The purposes are different. The comm personnel sees to whom and where and delivers. The investigation personnel sees what and finds out whom and where and reports. Other staff must know what decisions these two will make. Other staff sees a jam of traffic and will feel comfortable if a Communicator predictably sends an expeditor to help clear the jam. Also, seeing a confused area, other staff will feel all right about it if an investigator pops up and finds out what and whom and reports it accurately for a predictable decision. Thus a staff trained in the pattern of decisions that will be taken by the various departments only complains when somebody green puts somebody else's traffic on their lines or leaps in investigating the maintenance men when it's a bulldog a pc brought to session that's howling. Things get predictable. One sees a pile of traffic growing, one knows an expeditor will show up. One sees a student blowing; one knows an investigator will show up. One can live in it predictable environment. One gets nervy only in the presence of unpredictable decisions. Want to know why wog courts make people nervy? Who can predict a wog court decision? Who can even predict the sentence man to man for the same crime? It's not knowing that makes men stupid. Part of knowing is "In a given situation what should be decided?" Only a new knowledge of universal laws has made it possible to make such an org pattern, for its decisions are then basic in every person and the universe in which we live. We need only avoid bank dramatizations to own the lot. L. RON HUBBARD LRH:jw.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 59 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 18 APRIL 1965 Remimeo Sthil Execs ALL SCIENTOLOGY Franchise Insert separately in Auditor 8 as PRICES LOWERED BECAUSE OF NEW a printed Pol Ltr ORGANIZATION STREAMLINE BPI May be mailed to COST OF TRAINING, PROCESSING Scn Mailing Lists AND BOOKS LOWERED BY NEW DISCOVERIES Cancels HCO Policy Letters: 19 Oct 1964 Pricing Formulas 30 Oct AD 14 Mailing List for Franchise Holders 31 Oct 1964 Issue 11: Current Policies, Orgs (c) Franchise 3 Dec 1964 Pricing Meetings Final Policy 23 Dec 1964 Field and Public Programming 15 Mar 1965 Issue II: Only Accts Talks Money 22 Mar 1965 Saint Hill Services, Prices and Discounts Scientologists may now have a Membership Free. And all prices and sign up procedures revert to 1964 levels and conditions. We are retaining all that was good of the programme such as obtaining funds and heavily advertising books. We are only cutting out discount puzzles and raised prices. I have answered your request that we do so by streamlining orgs and I have returned you to the 1964 arrangements that you did like and wanted. We can do this because of costing lowered by our new organizational pattern. All International Memberships recently purchased will be extended 6 months free. The Professional Auditors' Bulletins (the PABs) will no longer be shortened and will be restored to their old format and are to be sent to all International Members regularly. They will contain the tremendous backlog of invaluable data of HCO Bulletins of 1964. HCOBs printed in it will come on up to present time and will continue to be issued as PABs as before. The higher prices and discount plan of early 1965 are rendered unnecessary because of technical and organizational advances. LOWER LEVELS The technical advances which came from the level above clear when I contacted it, opened not only the top, but the bottom of the levels and I found many new 11 sub-zero" levels and developed many of the processes that go with them. This lets us undercut the toughest cases we've ever seen in the fastest possible TIME. DISSEMINATION FORMULA Also, I have discovered and developed the long awaited dissemination formula which makes it a walk in the park to easily present Scientology to even the roughest objector, much less decent people. Its drills just need to be written up in Bulletin form and they will be part of the PABs in due course. You will get the PABs with your International Membership. FIELD STAFF MEMBER With the Field Staff Member programme and lots of book auditors we don't want a complicated price programme to stand in anyone's way now. FIELD AUDITOR PRICES All Field Auditors and Centres are now being required to return to the 1964 price level of their Continental Organization and may not charge more or less than those prices. 60 Such auditing is not supervised from Saint Hill. Only HGC and Academy auditing and training is supervised by me. To charge a fee an auditor must be Classified up to the level being run for fee. ORG PATTERN The new org pattern makes for a somewhat less costly org per person trained or processed so the prices can be dropped back. Also volume will be rising. NEW BOOKS I am holding up new books here until orgs are better able to care for very heavy traffic flows. The new books will increase the volume again. Before we start pouring new public in we want to clean up all our old clearing contracts and our existing field auditors and Scientologists. This should take about a year. After all, they have first call on org services and we'd better not start such a heavy flood of business that the old timer will be crowded out before his case and training are up. PLANNING I've been working to remove any obstacles in the way of the training or processing of any old time Scientologist. If we can get all our present people well up while we still have breathing space, their help will be invaluable as we spread out. Therefore, consider the 1965 discount programme run out and erased. We don't need it and you found it hard to understand. Things are as they were in 1964-same prices, same services, same courses-same people, but the orgs with a new streamlined pattern based on technology taken from the high levels above clear. I'm glad to be able to give you this break. And I'm going to need every last Scientologist in the world as highly trained and processed as possible. And so I have swept aside all the blocks I could. We must we can get the show on the road in time. So let's get the show on the road! L. RON HUBBARD LRH:ml.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED (Policy Letters referred to on previous page may be found in the Executive Division Volume.) 61 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 27 APRIL AD IS Remimeo Issue II ORGANIZATIONAL PRICE ENGRAM It's an awful good thing I found the engram in organizations before we released the new pattern of orgs and began to expand. Had I not found it we would have expanded to insolvency! A few suppressive persons with their "everybody" and "they" have here and there over the years set up a price ridge between orgs and public. "You charge too much!" "Money" "Prices too high!" combined with "everybody thinks" and other generalities have made executives believe that the public won't pay. Not detecting the true reason for this attack, the executive swallowed it whole. The true reason is a suppressive reason-if we don't charge we will vanish. A guilt complex (I won't use a Scientology term on anything so low) arose about money. Accommodatingly around the world org Scientologists tended to cease to exist financially. All to please Jo-jo the famous loop of Capetown or Too-Too the famous paranoid of Sydney or Gut-growl the renowned psychotic of Washington or Oh-no the wildly celebrated pervert of Los Angeles or Sinangulp the loudest mouth in Johannesburg. These ARC Break specialists howled so loud their minority was overlooked. They wanted us gone. We helped people. A dastardly act. To prove it, Sinangulp tried to give away Johannesburg's buildings! And stole HASI's equipment and tapes and recorders! Staffs resenting these attacks, resisted. But gradually succumbed. Covertly prices were lowered. Very covertly. While still reporting and advertising high prices some orgs were charging very small prices. It's a case of how crazy can one get. It's one thing to advertise the discounted price. It's quite another to only advertise the high price while secretly selling at a ridiculously low price. The tendency then against which we must guard is covert lowering of prices once' set. The prices given me last year for use in computing a discount programme were in some orgs higher than the actual price taken by the org. Therefore, when -we went on the early 1965 programme, the lie about former prices made it appear to the public in some areas that we had raised prices from 400% to 1000%! Hence, no business and the Jan-Feb slump. It's good this happened while we were still small in orgs. For had we expanded without discovering this the tendency of secretly lowering prices would have wrecked us. The bigger we got the broker we would have been and the poorer the staff. I now know why staffs got higher than average units on proportionate pay when I managed an org personally. I just didn't cut-rate things. And the public paid happily. The lesson we have learned and which we must never lose sight of is that secret price cuts by separate orgs and discounts can undermine all financial planning and lay in an engram that can destroy all expansion. 62 Hardly one price actually collected in the world was the authorized price or the advertised price. And when the false data was used for planning the public was confronted with a HUGE increase even in the discounted price, which was based on reports that made the discounted price equal to the advertised 1964 price. But that reported 1964 price was not the price received for service. I personally am of the opinion that even top executives in orgs did not know what their staffs were charging by the org. What it amounts to is that a big false report by orgs lay behind the 1965 Jan-Feb slump, They did not report their actual low prices, only their advertised prices. Therefore we can draw up some policies on prices. 1. The advertised and reported price of anything sold by an org must be the actual price received by the org for that item. 2. There may be no hidden discounts, trick reductions, whims or favours given in pricing. 3. Merchandising by advertising that prices are going up soon is forbidden. 4. Anyone covertly reducing prices is guilty of suppressing an org which is a high crime. 5. Any price passed upon at Saint Hill by myself may not be changed for anything by anyone else in any org. And finally: 6. Efforts to reduce prices below a set scale will be considered suppressive acts. I can easily handle a situation when I have all the data. It was easy to re-shuffle programmes to get us again into an income range where orgs and staffs will prosper and which pleases the public. But it was a lot of worry until I got the real story. We have learned some valuable lessons by the Jan-Feb 1965 slump. And we were saved by the bell. We didn't have a public book pouring in people and we didn't set up the orgs to boom. Had these two things been done, without my establishing a programme which started the rabbits out of the brush and into view, we would have been wiped out by a boom. Now we can plan with a better reality and set up the org and release some popular books and boom. The only other datum on this also teaches us a lesson. Earlier in 1964 a query to all orgs about their prices elicited a good response. I several times asked for those despatches to be collected in a folder and given to me and it was not done. In the press of things, I didn't notice I was getting a non-compliance here and so never saw them until last week. However those price reports too were not correct. And I did have other data given me later in the year of 1964 on prices and National Councils did inspect the raises without comment. There's no mystery left about this-the price data given by most orgs for planning were not the prices actually paid by the public-and orgs sold things for far less in most cases than what they said they did. And the '64 discount complexity was greater than the '65. The engram was that prices were covertly reduced and the new prices of 1965 were thus many times the old. Don't listen to suppressives. Turn them in to HCO. And hold the prices set. And tell me the truth. L. RON HUBBARD LRH:ml.eh.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 63 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 5 MAY 1965 REISSUED 4 JULY 1970 Remimeo CLASSIFICATION, GRADATION AND AWARENESS CHART You will find a chart enclosed in the Auditor Issue 8. It covers many things. There are about 52 levels of awareness from Unexistence up to the state of CLEAR. By "Level of Awareness" is meant that of which a being is aware. A being who is at a level on this scale is aware only of that level and the others below it. To get a case gain such a person must become aware of the level next above him. And so on up in orderly sequence, level by level. If you skip a person on one level several levels up, he or she will experience only an unreality and will not react. This is expressed as "no-case-gain". On the E-Meter it registers as "No Tone Ann Action" meaning there is no meter registry of change on the meter control lever (tone arm). A person audited a bit below or at his level of awareness gets "Tone Arm Action", Case Gain and has cognitions (new concepts of life). A principal contribution of Scientology is the technology necessary to change people so that they progress into higher states of ability when processed on the exact processes required by an auditor qualified by training to apply the processes expertly. It is not only general ability that increases, but IQ, renewed livingness and the skill and ability to better self and conditions. The state of homo sapiens runs from around -4 down to the bottom. Normal is probably much lower. As you study the chart you will see it is a road map upward. On the left we see the Class of the Auditor necessary to take the person up as well as the Grade the preclear reaches. In the next column we see his certificate name, obtained through his training at an Academy and, later, Saint Hill. Then we see a very general description of the processes used on that grade. The next column shows what pcs. a classified auditor can audit. He can audit anyone at his Class numeral or below. He cannot audit pcs. higher because of course he has not been trained to do so and is likely to have upset pcs. The final column shows where the certificate and class is obtained. 64 THE BRIDGE This is the famous bridge mentioned at the end of Dianetics the Modern Science of Mental Health. It is now complete and is functioning. The being enters it from somewhere in the minus regions as a Beginning Scientologist and moves on up. At about Grade 11 he has definitely reached Homo Novis. He becomes a RELEASE somewhere between 11 and V. And he becomes CLEAR at the top of VI. The state of Operating Thetan is attained above VI and is a Grade VII. For Man to have this at all is quite remarkable. He never had it before since we find him improving but still, on the average well below -4. By following this chart one can make RELEASE and then CLEAR. Up to Grade V one of course has help. But above that technical limitations bar completely the idea of CO-auditing. Some auditors will attempt it, themselves very far from there case-wise, and some have tried to show untrained pcs. how to "solo audit" with a meter. The common result is that the pcs. eventually collapse in a total overwhelm as they are not trained to handle such forces and so it is a cruel thing to do. The preclear moves safely on the proper bridge and somewhere along the line must be trained in the classifications that match his Grade. Then (and only then) can he make it all the way. One can be audited quite a ways. Then he had better get trained from zero on up. You see here some new certificates. These were made necessary by the gap which existed between the higher toned public person (-5) and the beginning of the span. We had to have a longer approach to the bridge. And so we put a certificate ladder there. Beginning Scientologist is given for a PE and so on up as the chart shows. The Class material has not been changed. If anyone has a Class Zero he is still a Class Zero but we will give him a new certificate to replace his old one. And so on. There is no change in Grades and Certificates from Class 11 up. Class V has been blank for years. Thus there is a proper certificate there, the HUBBARD VALIDATED AUDITOR. It says this auditor has been through a review of all his lower skills plus new ones and can jump off now for Solo and CLEAR. Previously we not only did not reach into the average homo sapien's awareness but we also had no means of touching cases much below -4. You are probably intrigued by Class VII. These Power Processes are what the CLEAR (or Auditor almost there) audits on low level pcs. Auditors below that case level can of course run them a bit but the processes shortly cave him in. These processes are only available at Saint Hill as they have just recently been perfected and an auditor to do them without danger to himself or the pc has to have interned at Saint Hill as a Saint Hill HGC staff auditor, not the same as a Class VI Saint Hiller. The thing to do is start in your local Academy at zero on the chart and move on up. Today that is faster and less expensive than you would think. There are two courses to one class. First one does the Certificate Course (Theory) and gets his certificate. This takes the average student about two weeks. Then one takes the Classification Course (Practical) for that class and gets his Provisional Classification. Every auditor must be classified now. This again takes the average student about two weeks. All the courses from Class 0 up to IV are arranged that way. 65 Ile material has been streamlined. Class V, obtained at Saint Hill, is longer (and remains the same price as always) as it reviews all the classes and retrains where necessary and awards permanent classification for all the lower certificates as well as Class V. Some auditing occurs in the classification course and group auditing occurs daily. An unclassed auditor cannot charge a fee for auditing a grade he is not classed for and if he is turned in to HCO because of it the pc can regain all the fee from him. We must make it a safe bridge. Our entire Ethics system is formed just to make it a safe passage for the pc and to hold the bridge together so it can be crossed by Man. Auditors routinely make Releases with Academy courses today. Auditors graduated from the Saint Hill course can then take the final steps to make themselves clear and Saint Hill Interns are trained to make Releases of the lowest cases. Training fees are uniform in the US now at $100 for each course. In all commonwealth countries the cost is E28 a course sterling (convert to local currency). There is one course for Certificate, followed by another for Classification. Field auditors can charge anything they like for HAS and Beginning Scientologist courses. And Hubbard Book Auditors can become HQS through extension courses. Your org may possibly give the lowest course free and charge very little for the HAS. My job is to give you the materials to make Releases and the skill to make Clear. I have done and will do everything I can to help anyone attain these hitherto unreachable heights of life and ability. The bridge is not only in, it is functioning every hour right now. Book early. The traffic is heavy already. And auditors are the scarcest and most valued beings on this planet. L. RON HUBBARD LRH:nt.aap Copyright (c) 1965, 1970 by L. Ron Hubbard ALL RIGHTS RESERVED 66 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 18 JUNE 1965 Issue 11 Gen Non-Remimeo Division 6 HATS Division 2 HCO HATS Division 6 AREAS OF OPERATION It will clarify most points of confusion between Division 6 (Distribution) and Division 2 (Dissemination) if one keeps in mind just these two data: DIVISION 6 HANDLES THE PEOPLE WHO HAVE NEVER BOUGHT ANYTHING FROM AN ORG. DIVISION 2 HANDLES PEOPLE WHO HAVE BOUGHT SOMETHING FROM AN ORG. You will see at once then that Central Files is not the property of Division 6. For the rule of what goes into CF is "has bought something from an org". Mailing lists of persons who have not bought anything belong to and are used by Division 6. Division 6 cuts 3 duplistickers of each address received, sends 3 Info packets and forgets it. The person may then appear in CF. The statistic of Division 6 most given attention, then, is the increase of names in CF (not in Address). One sees then that Ltr Reg does not belong in Division 6 as the Ltr Reg writes only to CF people. Mags don't belong in Division 6 because mags go to people in CF. Info packets do belong in Division 6, book selling, etc, etc, anything with green public connected with it. This seems to say then that the BS course (or old PE) was Division 6 and so it is. But it is conducted for 6 by the Tech Division in an org. But all the lower non-level courses (BS, HAS, HQS) are taught in the field under Division 6. Extension Course is sold by 6, taught by the Tech Div. Division 6 has press relations, public advertising, field staff members, franchise, etc, etc, all of which is the reach to the broad public. Scientology will grow if Division 6 reaches the broad public. Scientology ceases to grow where an org cannibalizes off CF only and has no Division 6. Info packets, new mail lists, book sales, ads even for the BS Course and even personnel are all Division 6. Get it? If Division 6 were allowed to cannibalize off CF there'd be no growth, so it can't have CF. It builds CF for the org. New unreached bodies (c) Division 6. People who have no real org business (c) Division 6. The broad public and unreached areas are reached and owned by Division 6. Without it we never grow. LRH:ml.kd L. RON HUBBARD Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 67 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 27 AUGUST 1965 Gen Non-Remimeo Dissem Sec Hat DISSEM SEC HAT The following Policy Letters are essential to the hat of Dissemination Secretary. They must be known and followed by Dissem Secs. Within one week of the receipt of this Policy Letter, each Dissem Sec in every org or any person acting in the capacity of a Dissem Sec in an organization, must be checked out on the following Pol Ltrs. Evidence of having been so checked out must be attested by the Examiner and sent to the Department of Inspections and Reports WW, Saint Hill. 1. 22 April 65: Booklets, Handouts, Mailing Pieces 2. 22 July 65: Dissemination Materials to Saint Hill 3. 16 July 65: Continental Magazines to Model after Certainty 4. 7 July 65: Photos, News and Statistics for Mags and Auditor 5. 28 July 65: Handling of Photographs (c) 6. 16 April 65: Handling the Public Individual 7. 6 April 65: Letter Reg Hat HCO Exec Secs must also be checked out on above and have evidence submitted as above that they have done so. Note: On 1, 2 and 3 Policy Letters above, there have been frequent non-compliances. Note that Admin Ltr of 19 April 65 is cancelled or superseded by later policy. Dissems are not supplying the materials asked for in 7 July 65 Pol Ltr above. Complying with that policy will greatly help publicize your activities in your own areas as well as help world wide dissemination. By not sending lots of materials to the Auditor so they can be selected for use, you cut back your dissemination in your own area. Note that in 3 above, as "L. Ron Hubbard" is the editor and founder of Certainty, the same goes for your mag. LRH:ml.rd David Ziff Copyright (c) 1965 by and for by L. Ron Hubbard L. RON HUBBARD ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 30 JULY 1968 Remimeo GROSS INCOME SENIOR DATUM THE SIZE NOT THE QUALITY OF AN ORG'S MAILING LIST AND THE NUMBER OF MAILINGS AND LETTERS TO IT DETERMINES THE GROSS INCOME OF AN ORG. IF THIS IS NOT KNOWN AS A SENIOR DATUM TO EXEC SECS AND KEPT IN BY THEM THEIR CONDITION IS TREASON. LRH:js.rd L. RON HUBBARD Copyright (c) 1968 Founder by L. Ron Hubbard 68 ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 10 AUGUST 1968 (Originally a Sec ED) Remimeo LEGAL AND DISSEMINATION Never stop dissemination to iron out legal! Never Never Never. The $250,000 LA foundation folded because it did just that under Admiral Scoles and J. B. Farber. LRH:js.kd L. RON HUBBARD Copyright (c) 1968 Founder by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 24 AUGUST 1968 Remimeo All Franchise and Orgs Division 6 Hats DISSEMINATION A PC RARELY DISSEMINATES. ONLY AN AUDITOR DISSEMINATES. We know this from experience. Thus an Org which makes more pcs than auditors will tend to collapse. Also an Org which makes only pcs will collapse. So always make an equal number of auditors and pcs or more auditors than pcs. This will ensure dissemination to the field as the auditor will understand what he is disseminating and will therefore be successful. Public Aide LRH:ei.rd Copyright (c) 1968 for by L. Ron Hubbard L. RON HUBBARD ALL RIGHTS RESERVED Commodore 69 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 3 SEPTEMBER 1959 Ltd. HCO Offices HCO BOOK ACCOUNT On receipt of this Policy Letter, HCO Secretaries everywhere are to make arrangements to open a new account in the HCO Account called the "HCO Book Account". In this account must be placed all monies obtained from the sale of books and tapes. This will enable us to see at a glance what sums are available for the printing of new books. Hitherto this money has apparently often been swallowed up in running expenses. From time to time surpluses will be used for printing new books and other promotional projects, both local and worldwide. The Account should have the same signatories as the regular HCO Account. Peter Hemery HCO Communicator WW PH:brb.rd Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 70 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 14 JANUARY 1964 CenOCon CONTINENTAL AND AREA HCO FINANCE POLICIES All HCO Area and other offices excepting only HCO WW and HCO Sthil should be on the following salary and expense arrangements. HCO Area and Continental personnel are paid from the Salary Sums of the Org to which attached. All HCO Area and Continental expenses are paid from the Disbursement Sum of the Org to which attached. There is no HCO Local 5% paid to Local HCO by the Org to which attached. HCO Area and Continental have no separate accounts system of their own. All their accounts are handled by the Org to which attached. Book Sales money and Special Events (such as Congress fees) are held and banked under the direction of the senior HCO official of the area to ensure that the Central Org does not use this money for operating expenses but for book, tape and film replacement and bills. The mailing costs, personnel handling such items and a quarters charge, as well as Congress costs, etc, may be deducted from book receipts by the Central Organization. Such receipts, books, tapes, film and special events must not be used for Central Org operating expenses as this would drastically reduce dissemination. Membership monies are also separately banked. The Salary Sum of Central Orgs has been increased to 55% to compensate paying HCO staff. All magazine costs and mailings are paid for by the Central Organization. An additional 5% of the receipts of an organization is contemplated as payable to HCO (WW) Ltd, for administrative expenses now that HCO (WW) Ltd, is a separate corporation. Heretofore I have financed HCO WW's costs out of my 10% and own income. This 10% is desperately needed to help defray research costs and although still submitted as Administration Expenses will be used in research. I am engaged in the compilation, recording and preparation of the whole of Scientology, the most expensive step. Heretofore I have borne research costs out of income intended for me personally. I no longer choose to do so as the most expensive research step is just ahead of us-writing it all up and publishing it, a step which is the most expensive of all. Therefore, financial reorganization is in order if we ever are to have all the data of Scientology in an organized codified and published state. L. RON HUBBARD LRH:gl.rd Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 71 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 30 NOVEMBER 1964 Gen Non Remimeo HCO BOOK ACCOUNT The handling of this account is of considerable interest in view of new membership and book ad policies. As all corporations are now HASI, Inc of DC except in the U.S. where they are churches, all HCO Book Accounts are of course under the same corporate name as the main organization. Thus even a church organization holds the HCO account in its own name. For example: the Melbourne HCO Book Account would be called at the bank HASI, INC HCO DIV ACCOUNT. For a Church, this would be FCDC HCO DIV ACCOUNT. "Div" of course stands for DIVISION. The signatories of the account should be the HCO Area Sec and one other officer, not the Assn/Org Sec, and each cheque should bear two signatures to be valid. Three persons, the HCO Area Sec, and two others may be named of which any two out of the three signatures can be valid. The account also carries as a signature my own name, that of Mary Sue Hubbard as Secretary and of Marilyn Routsong as Treasurer, any one of these three signatures being valid to withdraw. The account is handled by the regular Accounts Unit of the organization, not by a separate system in HCO. Invoicing to the HCO Account is, however, done on a separate Invoice machine in the Accounts Unit. On this machine no other than HCO funds are invoiced. All membership receipts for Associate (5 shillings or $I), International and Lifetime Memberships are invoiced only on this machine. All book, tape, meter and insignia sales are invoiced on this machine. All Congress and tape play receipts are invoiced on this machine. There is also a separate disbursement voucher machine and all disbursements from the HCO Div Acct are disbursed only with a voucher from the disbursement machine. Even when a cheque on the account is written a disbursement voucher is also written. If the voucher has on it a printed "HCO Division of HASI, Inc. With Our Compliments" no transmission letter is needed with the cheque as the data of what is being paid is on the voucher. Thus Accounts does not need an additional letter to go with a cheque. An office which is too small to afford two invoice machines can do as well with a Sales Book for Income and a Disbursement Book for disbursements, such as they have in Department Stores, providing the books give adequate carbons and are used consecutively (one book completed before another is started). These books can also be printed and have carbon pages. One copy remains in the book and when finished that book becomes part of accounts records. You must be very careful in invoicing and properly depositing membership funds particularly as many states and countries have regulations concerning such records of membership. 72 No books may be invoiced to the Central Org or City Office general accounts for any reason. All book sales are invoiced only to the HCO Div Acct. In some orgs, reception does all invoicing. When this is done, the same procedure applies, and the same invoice machines or books are used, but the disbursement machine or book is kept by the Accounts Unit. No wages of any kind may be paid from the book account. The only postage which may be paid from the account is book or magazine postage. No correspondence postage may be paid from the account. No rent may be paid from the account. No loans may be made from the account. Book and tape purchases may be made from the account. Magazine printing and postage bills may be paid from the account, but no extravagant increases in printing quality or volume may be paid from it, nor may brochures or mailings announcing service be paid from it. Further, magazine bills for magazines which do not have half their advertising space taken up with book and membership ads may not be paid from the account. The organization pays any salaries or space rental connected with books or tape handling. Congress hall space may, however, be paid from the account. The above arrangement is equitable to the organization in that it receives without further cost to it all its training and processing ads in magazines and the full benefit of the increased business. Advertising fees may be paid from the HCO Div Acct but only for book ads. No general advertising of the org may be paid for from the account. No personnel ads or PE ads may be paid from the account or be included in ad coverage contracts. No advisory fees may be paid to advertising firms from the account. In handling this account, great care must be taken to buy enough book stock so as to have stock available to mail in response to ads. Air freight of books is very dear from Saint Hill or Washington to Commonwealth countries and books must be ordered in time to arrive surface and pass through local customs. No office should ever seek to enter books or meters into its country free of charge on grounds of "educational" or "religious" materials, as there is no surer way to stop receipt of books. Some book departments are mad on the subject of "getting it in for free" and will doodle about for months, wasting ten times the price of the duty in lost book sales. The department seldom tells the Org/Assn Sec or the HCO Sec why the books aren't being let in. Customs is fast so long as you pay duty. Local reprintings of books are now forbidden. New Zealand only is excepted from this but New Zealand may now not export books to other offices. The HCO Div Acct should be opened at once and should be the only HCO Account operating in Central Orgs or City Offices: L. RON HUBBARD LR.H:jw.cden Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 73 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF I I MAY AD IS Remimeo HCO BOOK ACCOUNT POLICY RECEIPT AND USE OF MEMBERSHIP MONIES 1. All membership monies shall be paid in to the HCO in the Area Office and deposited only and at once in the HCO Book Account, and shall serve, amongst other things, to defray magazine printing, handling and postage costs of the National magazine. All Memberships must be paid for in cash, (there are only Free Memberships, or Memberships paid for by cash) made out directly to HCO Book Account. Memberships shall be deposited only in the Main Book Account of the Area Office. The Continental Office may call on sums proportionate to the number of magazines (their cost of printing, handling and postage) mailed in the area of the HCO Area Office, but book ads saying books are available at the Area Office and the ads of the Area Office must be carried in the magazine. All sums additional to magazine cost in both the Area and Continental Office shall be used only to purchase more books, and tapes and to defray expenses of high quality facilities for tape playing and the expenses of Congresses. All Membership monies received by an Area Office, not called upon to defray magazine printing and postage may be retained in the Area Book Account. CONGRESS FEES 2. All Congress fees shall be received into the Area Book Account of the area where held. No Congress fees, membership fees, or book monies received may be used for the payment of units, rent (except for Congress Halls) or organization expenses. USE OF CONGRESS, MEMBERSHIP AND BOOK MONIES 3. Congress, membership and book fees may be used for advertising Scientology books in magazines, but not for newspaper or magazine advertising of pcs. auditing or services. FURTHER USE OF CONGRESS, MEMBERSHIP AND BOOK MONIES 4. Any further use or disposition of Congress fees, membership fees or book receipts shall be at the sole permission, personally signed, of the Executive Director. HCO BOOK ACCOUNT SIGNATORIES 5. The HCO Continental Sec and HCO Area Sec or where the HCO Continental Sec is also an Area Sec, by the HCO Continental Sec and the HCO Communicator jointly, or the single signatures of LRH and MSH are requisite on any Book Account cheque for it to be valid and all bank mandates for that account must so state and must include the signatures of LRH and MSH and Marilynn Routsong. BOOK PRICES 6. Book, tape and meter prices are not uniform, Continental Zone to Continental Zone. US and UK prices are on a parity of one pound equals three dollars for easy computation and to make up for exchange delays and fees. Other Continental Zone book prices are computed on the cost of books generally in the area plus handling and shipping charges. 74 These prices are published from time to time in "The Auditor". BOOK TEN PERCENTS 7. Washington and Saint Hill pay 10% of their gross book sales to the Research Fund Account of HCO WW, but only on books actually published and printing paid for by each area. If Washington publishes a book it pays 10% of the gross retail sales price as sold. If Saint Hill publishes a book it pays 10% of the gross retail sales price as sold. If Washington, for example, pays Saint Hill for a shipment of books and sells them from Washington, then Washington does, not pay any 10% and vice versa. Although it is not policy at this time for other offices to reprint books, if one ever does get permission, it will also pay 10% to the Research Fund of HCO WW. RESEARCH TEN PERCENTS OF GROSS INCOME 8. Central Orgs, City Offices and Franchise Holders contribute 10% of their gross weekly income to various expenses and usages at Saint Hill or to L. Ron Hubbard as Director of Research. But this 10% shall not include payments received for books by anyone. HCO AREA SEC BONUS 9. The HCO Area Sec is granted a bonus of 2 percent of the gross receipts of the local Book Account. ASSN SEC/ORG SEC BONUS 10. The Association/Organization Secretary is granted 2 percent of the gross receipts of the HCO Book Account but may not be a signatory to that account. HCO CONTINENTAL SEC BONUS 11. The HCO Continental Secretary is paid 1/2 of one percent of each Book Account in the Area, whether or not acting as an HCO Area Sec as well. CONTINENTAL DIRECTOR BONUS 12. The Continental Director is paid 1/2 of one percent of the gross receipts of each Book Account in his continent, when acting as an Assn/Org Sec or when not. MONTHLY PAYMENT OF BONUS 13. All such bonuses are payable monthly only, computed on the first of the month. NO ADVANCES OR LOANS FROM HCO BOOK ACCOUNT 14. No person may be paid such a bonus in advance nor may any loan be made to any person from any HCO Book Account. HCO BOOK ACCOUNT BONUS SUSPENSION 15. When a Book Account tends to become insolvent by reason of owing more than it receives, bonuses are suspended until the condition alters but in no event less than 60 days. REGULATIONS CONCERNING HCO BOOK ACCOUNT 16. Book, Congress, Tape and Membership Income may riot be used or loaned for any salary sum, expense sum, building fund or past bills of the organiztion as a whole, but past book and tape bills are an exception. 75 HCO CHECK BOOK TO SAINT HILL 17. All HCO Area Officers are to send a check book for the HCO Book Acct to Saint Hill, and to keep St Hill appraised of the balance in the account monthly, and also to inform St Hill of any large amounts written against the account locally. THE BOOM The whole forward thrust of any boom depends upon: I (c) Getting books to orgs. 2. Heavily, even extravagantly, advertising books and filling the orders. 3. Courses in and running per Gradation Chart. 4. Running an excellent Academy. 5. Running an excellent HGC. Getting books to orgs depends on me, on Saint Hill and upon orgs making sure they're ordered and paid for. If we take care to do just those things we'll see (1) above hugely successful. It will cost the Assn/Org Sec and HCO Sec money personally not to plaster the place with book ads. They are given no bonus on a net. Only a gross. They get paid a bonus from the book account based on volume not its profit. The Department Heads and Staff get their bonus indirectly by an org driving in a heavy volume through ads and books and the alertness of the Org/Assn Sec and the HCO Sec. Continental also has a vested interest in books flowing and is paid for it. Thus this point is cared for. Advertising actions are arranged for in the above. Nobody expects magazines to cost any more than they have previously. Magazine cost and postage is dropped from org expenses. Note also that under this plan the most neglected action in producing income in any area, BOOK ADVERTISEMENT, the No. I magic formula of dissemination, is pushed into being by restricting the expenditure of memberships and other HCO Book Account monies until, to get rid of the surplus, book advertisements nationally and locally on a large scale would have to be placed constantly. With quantities of book ads, income from students and lies as well as books will flood in. It always has. This is the basic formula of the coming boom. Because they cost the org money it could spend and "needed" elsewhere, the number of national magazines printed was curtailed and book ads were dropped out and that has been the chief cause of any financial difficulty in any org. As local offices and franchise centres become truly active, they will cease to drain off the old timers from the Central Org and stir up more local business of which the Central Org gets its part in courses and lies. This all looks pretty favourable to me. I hope it does to you, L. RON HUBBARD LRH:wme.rd Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 76 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 6 OCTOBER 1966 Issue 11 Remimeo ADDITION TO HCO DIV ACCOUNT POLICY (Amplifies HCO Policy Letter of I I May 1965) The HCO Div Account (Old Book Account) has very rigid policy on how its money can be spent. The reason for this is that money must be safeguarded to provide for adequate promotion and sale of books. BOOK SALES have always been your FIRST LINE OF DISSEMINATION and will always be so. Improper use of this money has resulted in depletion of the HCO Div Account in some orgs leaving insufficient funds to order adequate book stocks, print and mail the magazine and provide for other vital book promotion. Book promotion and book sales are an absolute must for the continued health of any org. The most important and successful dissemination line is book sales and about three months later the buyers come in for service. To cut this line by reducing book sales will seriously damage the org income three months later. NEW POLICY Because poor book sales could result in a collapse of the org and misappropriation of the HCO Div Account can make it impossible to buy and promote books, violation of HCO Div Account policy now becomes a HIGH CRIME. HCO Div Accounts are now to be monitored by WW. Each Org Exec Sec is to see that an exact accounting of the HCO Div Account expenditures and deposits with full information on who, what for, how much and when monies are paid into and out of the account are sent monthly to the ES Comm Treasury WW. Failure to comply with this order and other orders regarding bank mandates, sending of cheque books, etc., will result in immediate Ethics action being called for by ES Comm Treasury WW. POLICY ON USE OF THE HCO DIV ACCOUNT Following is an exact list of items that the HCO Div Account may be used for. No others are allowed:- 1. Books ordered from Saint Hill or DC (other orgs when and if allowed to print). 2. Meters and material for resale only ordered from Saint Hill or DC. 3. Authorized book printing, meter and material manufacture. 4. Books, meters and material packing, shipping costs. 5. Printing or ordering of books, meters and book flyers, and book promotion material. 6. Assist in defraying the costs of the printing and mailing of continental magazines. (This does not mean that the HCO Div Account is obligated to pay any amounts for such.) 7. Ads and promotion for books in newspapers and magazines. 77 8. Mailing list purchase and rental for book promotion purposes only. 9. Special book promotion projects other than the above. (Not usual, but possible if approved for project status by WW.) 10. Direct Congress expenses for items used specifically and only for a Congress. Examples: hall rental, sound equipment rental, program printing, advertising, ES Comm WW speaker fees to WW, hall decoration, visual aids, tape and film charges. 11. Printing membership cards, applications for memberships, and membership promotion expenses for the sale or renewal of memberships. 12. Tapes for org use. Examples: of illegal uses of HCO Div Account monies in the past are: Staff member fares from Saint Hill, ES Comm Qua] WW expenses and fares, Release pins and course certificates and flowers for staff members having babies. To be paid into the HCO Div Account are: I (c) All receipts for books, meters and material sales, (called Gross Book Sales). 2. All membership fee receipts. 3. All Congress receipts. LRH:lb-r.cden L. RON HUBBARD Copyright (c) 1966 Founder by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 9 DECEMBER 1965 Remimeo HCO INCOME MEMBERSHIPS - CONGRESSES - TAPE PLAYS Money received for Memberships, tape plays and Congresses goes into HCO Dissemination, Division 2, income and is deposited into the HCO Book Account. The use of these funds is outlined in HCO Policy Letter of May 11, 1965, "HCO Book Account Policy, Receipt and use of Membership Monies". This income is not part of the gross Divisional statistic and is graphed on a separate graph; LRH:ep.kd L. RON HUBBARD Copyright (c) 1965 by L. Ron Hubbard ALL RIGHTS RESERVED 78 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 28 MAY 1968 Limited Non-Remimeo BOOKS ALL STOCK NOW BELONG SH AS BEFORE ALL INCOME PUBS ORG SHOULD BE BANKED BY PUBS ORG AS SH ORGANIZATION BUT SEPARATE ACCOUNTS SH PAYS FOR AUDITOR AND PROMOTION AND SUBSIDIZES FUTURE BOOKSTOCKS PUBS SHOULD BE SOLVENT ON ITS OWN BUT LACK OF FUNDS SHOULD NOT MAKE PROMOTION, METERS OR BOOKSTOCKS BEHIND HAND AS THESE FORM THE FUTURE INCOME OF SAINT HILL. SH CONTINUES TO PAY FOR ITS BOOKS AND PRINTING. 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 HCO POLICY LETTER OF 17 JUNE 1968 (Corrects HCO Policy Letter 23 May 68 paragraphs 10 and I I only) Remimeo HCO BOOK ACCOUNT HCO Book Account Pol Ltr restored. No book meter etc monies subject to allocation of percentile and must be kept separate as is foremost dissem line. Books must be subsidized by adding reserve monies to HCO book from time to time. LRH:js.rd L. RON HUBBARD Copyright (c) 1968 Founder by L. Ron Hubbard ALL RIGHTS RESERVED 79 HUBBARD COMMUNICATIONS OFFICE 1812 19th Street, N.W., Washington D.C. HCO POLICY LETTER OF 2 MAY 1957 R U S H DISSEMINATION LOOK! In times of radiation, people fall back to Survival on the first dynamic. Why? In times which threaten third dynamic obliteration people feel they won't be able to talk to their friends after the big thump. So they don't cultivate many. All right. Here and now the dissemination policy of Scientology becomes YOU CAN SURVIVE WITH SCIENTOLOGY And by you, we don't mean third-we mean first dynamic. Radiation third dynamic is out. Politics are out. We've skidded every time we've hit the third! Today people are pitching on the first and we better pitch on that level or we won't be around either. That's the way it is. I know, when you want to make a total effect nothing short of a big bang will do. Our success is made out of little bangs-effects people can have. They can't confront that bomb. They can barely confront their own mind when we make them do so. Tell them people can learn better with Scientology. Tell them a man's dead when he can't learn anymore. Tell them Scientology can revive his ability to learn. OUR TOTAL SUCCESS IS BUILT BY PLOWING DEEPER THE GROOVES WE ALREADY HAVE. Remember that our deepest groove was plowed-D M S M H with "You aren't responsible for anything. It's all in your mind". Our newer grooves say the same. We have people, book ads, books. Plow the grooves deeper. We haven't any further use for a new groove. You can Survive with Scientology. Radiation material goes only this far. Our Total Interest in Radiation is as follows: Radiation injures health. We can proof a person against bad health. And that's it. Our main show is that Scientology is the first science on Earth that could salvage a human being. Let's play it straight to the guy himself. That's the way it is. 80 No. 1 Project: (c) Validation of all Certificates ever issued. All Auditors trained since 1950 are invited in for free special coaching and a validation stamp on their certificates saying "Validated for Advanced Processes 1957 HCO Board of Review". And no preclear should permit CCH to be run on him without seeing this stamp on the Auditor's certificate. We're at the milepost we strained toward since 1950. We haven't even told people! We can produce clears! All right, tell people. Plow the grooves of Scientology deeper, don't Q and A with an hysterical world. We are the ones who have the news. FINAL WORD On my return to Washington I made a test of the radiation in the Central Organization with a Fisher Geiger Counter. THE RADIATION COUNT IS THE SAME AS IT WAS IN 1932. In other words there has been no change in atmospheric radiation in 25 years. I well know the count in 1932 since I was then a student in this city at GWU studying Atomic and Molecular phenomena in Physics. There is a flash in the ionosphere when a bomb goes off and that flash does tend to restimulate the body. But there ain't no radiation. Who's lying? Or do we assume the total-effect-on-you-no-effect-on-me boys are having their fun. L. RON HUBBARD THE REACTION TO RADIATION IS THUS ENTIRELY, COMPLETELY AND WHOLLY MENTAL! DIANEZENE DEPENDS FOR ITS REACTION UPON WHOLE TRACK RADIATION INCIDENTS, X-RAY AND SUNBURN IN THE CURRENT LIFE. BY TAKING AWAY THE ENGRAM WHICH CAN REACT TO THE WORRY ABOUT RADIATION, WORRY ABOUT RADIATION IS THEN MADE NON-PAINFUL. IF YOU ADD ALL THIS UP YOU WILL CLEARLY SEE THAT SCARE TALK ABOUT RADIATION IS THE SOURCE OF RADIATION SICKNESS IN OUR PRESENT WORLD. THE ATOM BOMB IS TOO POWERFUL A WEAPON TO BE USED FOR CONTROL OF HUMAN BEINGS AND IS THEREFORE NOT A WEAPON. IF WE UNDERSTAND THIS THOROUGHLY WE WILL SEE THAT WE ONLY IMPEDE OURSELVES WITH SCARING EACH OTHER WITH IT AND KEEP THE PUBLIC AWAY FROM OUR DOOR BY SEEKING TO USE THE ATOM BOMB AS A METHOD TO CONTROL THEM. OUR BEST METHOD OF CONTROL IS SCIENTOLOGY. THIS I THINK WE HAD BETTER SELL FOR A CHANGE. LRH:cden LRH Copyright (c) 19 5 7 by L. Ron Hubbard ALL RIGHTS RESERVED 81 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO POLICY LETTER OF 18 MAY 1957 (Reissued 8 May 1959) POLICY ON SIGNATURES IN PUBLICATIONS On data called to attention by Jack Parkhouse, the following is the policy laid down. Articles by myself are signed as a by-line under title and another written signature at end. Articles taken from tapes are signed "From a lecture by L. Ron Hubbard (bold face), edited by (editor's name light face)." Books written by staff are signed "By staff from materials of L. Ron Hubbard" with the names of writers in light face under "By Staff from materials of L. Ron Hubbard." Articles somewhat independent of materials directly from lectures and texts are signed by the writer at the article's end only in same face as type in which article is set. Mastheads carry the name of the Editor of any publication. These policies apply to Ability, Certainty, PABs, books and pamphlets. When articles are written for outside publications the writer should always mention a specific text and its author, the price and from whence the text call be obtained. L. RON HUBBARD LRH:aap.js.cden Copyright (c) 1957, 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 82 NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO PROJECT ENGINEER: "HAVE YOU LIVED BEFORE?" Effective date: 17 November 1958 Duration of project: Three years Purpose: To ensure the maximum sales, distribution and dissemination of "Have You Lived Before?". Procedure: Finished materials will be handed over from HCO Project Engineer No. I to HCO Project Engineer No. 2. At this point HCO Sales Project Engineer takes over and makes sure that HCO completes the layout for photolitho, cover and copyrights of the actual book for "shooting" at the printers. HCO Sales Project Engineer No. 2 makes sure that finance issues the cheques demanded by the printer in order to print and in case this is refused makes sure the cheques are presented to LRH for signature. Gets adverts okayed by LRH while book is being printed. Makes sure that the ads will appear simultaneously with the readiness of the book. Puts ads in the "Daily Sketch", "Daily Express", "News of the World" and all psychic newspapers. Magazine ads are placed in "Prediction", etc. as early as possible. (Their deadline will be the hardest to meet to get them out by the time the book is out or as near to the book time as possible.) Contacts firms that broadly distribute books so that they will put the book in the bookstalls. Makes sure that any book buyers who buy books from the HASI are contacted via "Certainty" in a special issue devoted entirely to this book. Makes sure that a printed leaflet, very fancy, is made up which can be thrown about to bookstores, book distributors, book buyers, can be left in the film show, on the HASI reception desk-are made and then continue to be available, repeat, then continue to be available. Make sure that the book is delivered and mailed for all orders received and after the book is sold out or is selling out rapidly that a new order for copies is placed at once with the printers. (It is a matter of interest that nothing kills the sale of a book faster than being permitted to go out of print before all possible copies have been sold since this causes a delay and a waiting which kills off all enthusiasm.) In case there is difficulty in obtaining finance from HASI for a reprint or for replacing ads which are already pulling, HCO Sales Project Engineer must have the cheques prepared and must himself send them to LRH for signature substantiating his need for them by giving the book sales figures and the stock on hand. The procedure of advertising and selling and placing new book orders is repeated over and over until there is finally no demand whatsoever for the book, at which time this project is ended. Currently with this above the Sales Project Engineer must make sure that meetings and lectures are made available to people coming to the HASI to find out more about past lives. He must be sure that personnel exists to give such talks and hold such meetings. He must be careful to ensure that every phone call received by the HASI concerning past lives is routed at once to a specific terminal the Project Engineer 83 has coached to handle such calls and that the calls do not go up in the air or go nowhere or fail to be answered well. It could be imagined that the Project Engineer is the person who receives these phone calls or who gives the lectures or who even mails the books, but this is not the case. The Project Engineer only makes sure that these details are being handled and checks on it as many times a week as he feels it necessary to bolster his own confidence and nobody else's that the project is being handled and is continuing. Things to prevent: Prevent a failure of layout adequate to the task. Prevent difficulties from occurring in placing book manufacturing contract. Prevent the book from being stalled for lack of funds. Prevent the book from going out of print. Prevent the ads from being unrepeated, keep them placed as long as they are drawing and in the publications doing the most selling. Finally prevent this project from being eclipsed by inattention or "more pressing ones" or "inadequate funds". Attitude of Project: These stable data must be inserted into all conversations, lectures and reviews and particularly in newspaper reports interested. I (c) That the HASI is a staid calm authoritarian Scientology Institute. 2. That Scientology is a broad subject that interests itself in anything and everything that concerns man's social progress. 3. That studies such as this are Dianetic crazes and belong to Dianetics which Scientology has now begun to study. 4. That past lives and the whole subject is however dangerous out of the hands of experts and only such experts as Scientologists should be permitted to study them and common Dianetic practitioners should not be permitted to handle them. 5. That hypnotism is not necessary and is indeed quite bad. 6. That this is the longest series of cases ever undertaken for study amongst some people and all past data on this subject was the product of a few cases of questionable repute. 7. That we don't believe this, we are only studying it and the evidence is available to anybody in the HASI files. 11, The above data must be instilled and drilled into every HASI staff member who is handling the public on past lives. Outside auditors: Project Engineer also handles all queries, arguments, upsets on the part of field auditor connected with this project. The above is the extent of this project. It is an HCO project in making the HASI survive and get a high unit in spite of all opposition and further, any difficulties encountered or diplomacies needed in addition to those of the HCO Project Engineer No. I should be referred to the HCO Secretary or her assistant for special projects. L. RON HUBBARD LRH:cden Copyright (c) 1958 by L. Ron Hubbard ALL RIGHTS RESERVED 84 HUBBARD COMMUNICATIONS OFFICE 3 7 Fitzroy Street, London W. 1 HCO POLICY LETTER OF 14 APRIL 1959 NEW BOOK Inform all Assoc Secs and Dirs of PrR that a new book is being printed. This is "Have You Lived Before this Life?" and is the text of forty-some engrams as run in the 5th London ACC. The book is a hard cover edition about the size of Dianetics 55. Its additional text is by myself. Naturally, no non-Scientologist could read this book without curling up in a ball, and it should be very popular. In actuality it is quite exciting. There are enough plots in it for half a hundred novels. (c) Basically its value is technical, showing how engrams are found and how they look from the Auditor's chair. Aside from the History of Man, this is the only Dianetics or Scientology text on past lives. The book should first be advertised in our magazines to sell to Scientologists. It should then be generally advertised in papers to kick up a row. "All About Radiation", for instance, now has the U.K. alert to Radiation. It sold thousands of copies. "Have You Lived Before this Life?" will really alert people to past lives and should sell as well or better, since people who can't confront H-bombs can confront some portion of their past. Most Central Organizations recently sent HASI London a fairly large cheque for book credits. The whole sum of this money will be sent back in "Have You Lived Before this Life?" copies. The price of the book will be about twenty-four British shillings, making it one pound after discount to members. The Dollar area price will be $3.65 or $3.00 after discount to members. The earlier 10/- edition was an intended paper-back which will not now be issued. Early orders should be informed of this. Now don't say you have it. Advertise it in our magazines as coming. Build it up. Even accept orders. But don't say you have it until it is in your hands. Then advertise as in hand and orders being filled at once. It is now at the printers and should be done by May 30. We will ship the whole consignment to each Central Organization at once we receive it from the printers. Central Organizations get 50% discount from list. However, we have to invoice properly to pass customs and do so at cost. This book will get a lot of preclears. Best, LRH:mp.cden L. RON HUBBARD Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 85 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO POLICY LETTER OF 16 APRIL 1959 BOOKS, COST OF Inform all Assoc Secs. The principle comm particles of Scientology Organization are books. Obviously, books cost money. When books are sold their money must be safeguarded so that replacement books can be bought. Book monies cannot be part of Prop Income. A book is bought by a Central Organization at 50% of the list price, sold to members at 80%. If this 80% is halved for prop pay and added to salary sum, it costs the Org 10% of list just to handle the book! This means a 10% loss every time a book is sold! Therefore books cannot become part of the salary or expense sum. They must remain as they are, the income from them kept ready to buy new stocks when old stocks are exhausted. The price of all books should be computed on the basis that when 20% is deducted from the price for members, a round sum remains which is not less than 4 times the exact printing cost. No book may be listed at less than 5 times the cost of one volume. Only then can the sale of books be remunerative enough to buy new stocks. As policy, no book may be printed without my permission. Most books will be printed in London or the U.S. These books will be sold to Central Orgs by HCO Ltd for a distributor figure of 50% of the list price. The books will be shipped as soon as ready. The continental magazine should forecast only any book (or tape) until it is actually in hand, then announce it as arrived and on sale. No book should be neglected. Send copies gratis to local papers for review always each time a new book appears, or whenever an old book has been neglected in this way. Announce in the magazine. Advertise on the Bulletin Board. Push books at Congresses. From 10 to 25 people read every book sold, according to advertising people. This then is high level dissemination. Send out the continental magazine every month or two, one issue to the whole list you have, not just to members. And advertise Books, Books, Books. About once a year send a full list of books on hand on a sheet order form to everyone. This says "Which of these books don't you have?" People order them by the ton from the form by marking X and sending a cheque. Book business is cash business from a Central Org to the field. Credit on books can be a bad headache in several ways. Send out your magazine to the whole mailing list frequently. Heavily advertise books first, services second. And set the money you get aside. I am about to do several new books. A new book can sell two to three thousand copies in your area in a few weeks if you handle it right. Books are the sparks you need to light the fire. Let's handle them so they make us (as above) not break us. LRH:mp-aap.cden L. RON HUBBARD Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED 86 HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W. I HCO POLICY LETTER OF 22 MAY 1959 ADVERTISEMENT FOR FIELD IN CERTAINTY, ABILITY, ETC. - MINOR ISSUES FEEL LUCKY? WIN AN EXTENSION COURSE Complete the following sentence in 25 words or less and if you win you will at once receive an Extension Course fully free and without further obligation: I LIKE SCIENTOLOGY BECAUSE ....................... Send to Extension Course Director, Academy of Scientology, 37 Fitzroy Street, London W. 1. Contest ends in thirty days. All decisions of the judges will be final and no entries will be returned. No entries received late will be considered. Confidential The following is not enclosed in advertisement but is sent to Extension Course Director as a CONFIDENTIAL INSTRUCTION by HCO Area Secretary: Award an Extension Course to every person who enters this contest. They're all winners. Make sure that entries received after 30 days from date of mailing are not given awards. LRH:gh.rd L. RON HUBBARD Copyright (c) 1959 by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE 37 Fitzroy Street, London W.1 HCO POLICY LETTER OF 6 JUNE 1959 "HAVE YOU LIVED BEFORE THIS LIFE" The first issue of "Have You Lived Before This Life" will be ready shortly from the Publisher. Shipments will be sent off immediately to all HASI organizations. This book is anticipated a best seller. In order to reap maximum benefit from sales a broad advertising project should be put into operation by each individual organization and a good build up achieved by the time the book actually arrives. Approximate arrival date will be: Australia middle to end of August N.Z. South Africa beginning to middle of August. us. LRH:gh.cden L. RON HUBBARD 87 NOT HCO POLICY LETTER ORIGINAL COLOUR FLASH NOT GREEN ON WHITE HUBBARD COMMUNICATIONS OFFICE Saint I-Ell Manor, East Grinstead, Sussex HCO BULLETIN OF 28 APRIL 1960 All Fran Auditors HCO Secretaries Assoc Secretaries BOOKS ARE DISSEMINATION One of the oldest Organizational Health Charts states given books in distribution, the remainder of these facts are true. (c) (c) No matter what you do with an organization, no matter how much writing of letters you do, the dissemination success of a group will not accomplish any security unless books are distributed. Seeing to it that the newly interested person is provided with the proper reading materials is a far more important step than most HCO Secs and PE directors have realized, but these are not the worst offenders. The field auditor, attempting to run a group and keep afloat, fails most often, when he does fail, in the Book Department. Making sure that interested people get books is making sure that they will continue their interest. Assuring then they will read and understand the books, it is necessary to get them into an extension course. If you think you can interest a person in Scientology and yet avoid your responsibility in getting him or her to read books on the subject, you are wasting a tremendous amount of effort. Do you know why the first book DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH was written? Word of mouth on Dianetics was going forward so rapidly that my letter volume, even before the first book, was startling. Each one of these people expected me, either to write them a long letter and tell them what it was all about, or to be given a chance to come and see me so that I could tell them personally what it was all about. In other words, my time was going to be consumed, not in further research, but in writing letters and talking to people. My answer to this was to write DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH which rapidly informed the newly interested person what this new science was all about. I will make you a wager. I think you are wasting most of your time answering questions which are answered in books. I think you are are talking yourself hoarse to friends, and other people, and groups, explaining over and over and over things that are already taken up in books. I think your time is being devoured by attempts to reach through the natural conversational barriers of people. You are not giving, I am sure, the newly interested person an opportunity to go and sit down quietly by himself, without any social strain, and study a book on the subject. Only in this way will he come to a decision about the subject which is his own independent decision having inspected the materials. This has to be done quietly and it is best done through the pages of a book. 88 Without any reservations, I can tell you that DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, based as it is upon mental image pictures and energy masses, those things which are most real to people, is the best forward vanguard in our possession. It was written at a time when I was very interested in bridging the gap between an uninformed public and an informed public, and contains in it most of the arguments necessary to quiet the suspicions of the newly interested person and contains as well most of the answers to that person's questions. DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH contains today a perfectly workable therapy. But more importantly it contains a bridge between the uninformed and the informed public on the subject of Scientology. If you are not furiously pushing DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH and if you are not insisting that each newly interested person read it as something new, startling and strange in the world, you will be wasting most of your dissemination efforts. Oddly enough, this book, to this day, sells more copies around the world than the average best seller in any given year. Where it has been pushed, Scientology is booming. Where it has not been pushed, Scientology is limp. Just inspect the number of simple, startling items in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. Here you find the Dynamics, here you find several of the earliest Axioms, here you even find the rudimentary ARC tone scale. You find as well a thoroughly accurate description of clears and the reactive mind. Do you realize that the world does not yet know anything about the reactive mind? Here is the total answer to Freud's subconscious. Here is the resolution of most of the problems of psychotherapy. You know so many things that are new and wonderful and strange that you forget that Bill and Joe and Mary have never heard of any part of them. They are not interested in past lives. They are interested in what makes them do strange and peculiar things. They have heard vaguely about the tenets of psychology. They do not know that these have all been answered in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. When people are asking you questions about Dianetics and Scientology, no matter how obtuse or abstruse the questions are, your best answer to these questions was my earliest answer and that was, "Read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH and that will answer your question". In the last HCO Bulletin I gave you presession processes. This makes a complete cycle. With presession processes we can take a new person and by running the course of help, control, communication and interest, put him in a frame of mind to want to know more about the subject. In this Bulletin I am trying to tell you what to do about the person once you have brought him up to this point. It is all right for you to go on and audit him but I assure you he will never get anywhere until he has read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. All the questions and counter arguments and upsets which are boiling through his mind now are answered in that book, bringing him up to a point where he wants auditing, where he successfully goes through PE. Give him auditing, let him co-audit, do anything you want with him, but insist, insist, insist that he reads DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. You would be completely amazed at the ideas some people have of Scientology even after they have gone through a PE course and have read Problems of Work or some other manual pushed off on them simply because it is cheap. Problems of Work is all right and should be distributed but it is not informative on the subject of the human mind. 89 Let's get down to basics here and see what we have really done. We have made a break-through. The moment of the break-through is recorded at public level with DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. If people do not read this book, they just will not have broken through. Any "sales tricks" you employ after you have succeeded by use of help, control, communication and interest in arousing that interest, to get them now to inform themselves of the moment of break-through, will be well expended by you, otherwise these people will be talking through a fog and will experience a sensation of having been brought up to some high plateau without having climbed a cliff. It is factual that you can bring a person all the way to clear and have on your hands a mentally illiterate person. I know, because I have done just that. All the clears I made twelve to thirteen years ago evaporated into the society. I did them a great deal of good. Some of them are now occupying high positions, but none of them have ever associated me and my work in Dianetics and Scientology with what happened to them. They are, for the most part, convinced that what I did was some fabulously magical thing which was done for them only, and for them especially, something like a spiritual revival, but nothing to be understood. These people never did gain that understanding because I never explained to them what was happening. It was only after DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH was written and distributed that we began to get somewhere in the world. People we processed might have been led to worry more about their own cases than those I processed, but at the same time their worrying was at least intelligent. I can still clear people with the technologies of twelve and thirteen years ago and, indeed, have been carefully reintroducing you to these technologies. Now the time has come for us to realize that there are very close to two and a half million people on this planet who are mentally illiterate. They do not know what makes them tick. They have no concept whatsoever of the basis of human reaction. They are intolerant. They are at war with one another. They follow strange leaders and wind up in strange places. They have no hope that anything will ever dig them out. Only a minute percentage of these people have ever been introduced to DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. Do not believe for a moment that just because I wrote a book on the subject cases became harder. As a matter of fact they became more co-operative. We are making a great many clears today. Hardly a week passes on my correspondence lines without clears being reported. But look at the mental illiteracy even of some auditors. Do you know that people report me clears and call them releases. These people have never studied the definition and capabilities of clear in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. They bring pre-clears up to this standard, find there is a considerable distance to go and start striking for theta-clear before they say anybody is clear. You yourself may have made a clear and classified the clear as a release just because you were not totally familiar with the conditions of clear. I still think the best statement of a clear occurred in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. I have had no reason to revise that statement. Pushed at, however, by many Scientologists, I have tried to find way stops between clear, as defined in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, and OT. There are quite a few. I almost laughed in somebody's face the other day when he said to me that a notable person on one central organization's staff was being audited by him and that he had gotten her up to a state of release "with a free needle on anything you asked her", and added that he would soon have her clear if he kept working at it. Concerning the same person, visitors at that central organization for some time have been saying, "She has a sort of feeling about her as though she might be clear". The truth of the matter is she has been clear for several months but her auditor is straining so hard, seeing as he does how far human capability can be made to reach, that it has never occurred to him that he has passed clear some time back. Any PC that has a relatively free needle has probably been cleared by the standards laid down in DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. Now that we can interest people, let's take the next inevitable step. Let's push this book. Let's crowd it into people's hands and demand that they buy it. Let's 90 develop the trick, when they ask us complicated questions, of stating that they should read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. After all, we have a brand new science in the world. DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH is a brand new book that describes it at public level and it is a good thing if you want to get people into a house to get them to come in the front door. The front door we have is DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. 1, personally, do not believe the book could ever be written again, since it was written at a time when I was well aware of the public arguments concerning the mind. For the indifferently literate person it forms the necessary bridge from knowing nothing to knowing something. It is an exciting book. Push it. Get your people to read it. Now let's get going. If you cause cards to be printed concerning the whereabouts of PE Courses, always add to them: "To know more about this subject, read DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, available at (give the place). The greatest scientific development in this century has happened." To all Central Orgs. Push this book with every possible display and mention. Where you find people have not bought it in your Central Files, you'll find interest has been lagging. Play down all other PE books, display DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH as the book they must now buy. Tell them so during the breaks. "DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH answers your questions." Unlimited stocks are available at HCO WW and even more are already printed and being bound now in New Zealand for N.Z., Australian and South African shipment. Order all Southern Hemisphere stock of DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH through HCO WW. We've lost the people in a maze of many titles. Take down all your many book displays. Concentrate on one, DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH. I am asking Australia for instance to have a huge wooden book, DIANETICS: THE MODERN SCIENCE OF MENTAL HEALTH, erected on their marquee and spotlighted. We can absorb the world's confusion on one stable datum. Let's do it. L. RON HUBBARD LRH:js.rd Copyright (c) 1960 by L. Ron Hubbard ALL RIGHTS RESERVED 91 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 21 NOVEMBER 1962 CenOCon RE-ISSUE OF MATERIALS It is forbidden to re-issue Scientology technical data in bulletins and policy letters by a Central Org or office over some other signature than mine. Culling bits out of a tape and issuing over the signature of the (c) of T or some such, as has been done in Australia, is not only an alter-is, it is also terribly confusing and opens the door to 1950 where countless "authorities" sprang up after lecture and "developed" a "new technology". I took responsibility of origin of my materials at that time to prevent further chaos and spinning pcs. I have never relaxed that responsibility and we have done well. If you excerpt tapes or notes, do so over my name, not somebody else's. Materials for dissemination to the public can be of course rewritten and published so long as no confusion as to origin is generated. Issues of materials of mine under other names without credit is the most destructive action that can be undertaken as it splinters the whole of Scientology. L. RON HUBBARD LRH:gl.rd Copyright (c) 1962 by L. Ron Hubbard ALL RIGHTS RESERVED HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 12 AUGUST 1964 General Remimeo Magazine Editors Dissem Secs POLICY ON TECHNICAL INFORMATION No technical information or reports may be printed or released except from Saint Hill or approved first by Saint Hill. Reason: Failures of the Wichita and Elizabeth centres are traced to this action of random technology. LRH:jw.cden L. RON HUBBARD Copyright Q 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 92 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 2 AUGUST 1963 BPI MA HCO Secs URGENT PUBLIC PROJECT ONE All Scientologists with or without certificates and particularly those who are in continuous contact with the public are urgently requested to advise me concerning data from Scientology they have found particularly acceptable to the general public. I have been waiting a long time until research was wrapped up to O.T. to put heavy power on public dissemination. Scientology is now partitioned into five levels, as follows: FIRST LEVEL: SCIENTOLOGY ONE Useable data about living and life, applicable without training, presented in Continental Magazines and booklets. This is for anyone. It contains assists as its auditing level. You have much of this already around. It is a complete unit in itself. "Be Right with Scientology." SECOND LEVEL: SCIENTOLOGY TWO Academy HPA/HCA accomplishment level. Scientology for use in spiritual healing. This is a healing strata, using the wealth of past processes which produced results on various illnesses. I am shortly sending out questionnaires to get all Healing process results as a research project. The auditing level is Reach and Withdraw and Repetitive Processes. The target is human illness. We have never entered this field but as we are not thanked for staying out of it, we might as well dominate it. It is a good procurement area. THIRD LEVEL: SCIENTOLOGY THREE Clearing and O.T. preparatory levels including advanced auditing above HPA/HCA Level. The work on this was more or less suspended when it became obvious that O.T. had to be attained. Includes key out clearing and other sub O.T. states. However, much technology exists on it. This is the level of the better human being. FOURTH LEVEL: SCIENTOLOGY FOUR Processes to O.T., Saint Hill Special Briefing Course 1963 type technology and targets. FIFTH LEVEL: SCIENTOLOGY FIVE Scientology applied at a high echelon to social, political and scientific problems. This requires the earlier levels and a high state of training on theoretical and wide application levels and the personal state of O.T. The subject of this Policy Letter is Scientology One. You know far more about acceptability of data at public levels than I do. Please then help me re-assemble this data. Address your communication directly to me. Label it at the top: SCIENTOLOGY ONE. 93 Then give me a complete and legible (since I'LL be reading it) account of what Scientology data you have found of alert interest to the general public, friends, acquaintances, just people, professional people, etc., etc. Tell me where the data came from (what publications or lectures) if possible. Tell me how you have presented this data. Tell me what data you found was not acceptable to the casual public. Give me all the data you use, alter-ised or not. Give me any suggestions you may have for compiling Scientology One data into acceptable form. Take the matter up with your group or friends to find out what they find acceptableunacceptable, interesting-uninteresting in Scientology. The object here is to obtain data for and compile very basic texts for public use and for basic texts for people presenting Scientology to the public. Scientology One is itself divided into Theory (data about fife, the mind, beingness and the universe), Practical (Drills one can do to raise one's ability to handle others and situations), and Auditing (Assists, ways to get relaxed, ways to cheer up, ways to handle situations, etc., in the everyday business of living, ways to process people without knowing much about processing, ways to get people to pass exams, do their work, get along). Please, I need your dissertation on this. Don't think somebody else will do it. We are answering the questions: What should compose Scientology One? What Theory do we present that is highly acceptable? What Practical Drills should we include? What Auditing should we recommend that we think anybody can do? My HCO Secretary in any area will assist you in sending what's wanted. Don't tell her the data, tell me, for I'm the one that has to compile it. My HCO Communicator will send it through direct on my lines. It is needed. It will be read. It will be used. L. RON HUBBARD LRH:dr.rd Copyright (c) 1963 by L. Ron Hubbard ALL RIGHTS RESERVED 94 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 21 AUGUST AD 13 CenOCon Saint Hill Students NOT MA CHANGE OF ORGANIZATION TARGETS PROJECT 80 A PREVIEW I have now consolidated and fully proven a break through on basic auditing which changes organization targets and means a great deal to Organization and Association Secretaries, HCO Secretaries, Technical Directors, Directors of Processing and Training, PE Directors, Registrars, Letter Registrars, Staff Auditors and Instructors, and the state of the Academy, HGC and Staff Co-Audit. This technical advance makes many other things possible. We will designate their broad application to Central Org planning and dissemination, PROJECT 80. Essentially what has happened is that I have found the minimum essentials of why auditing works, and have selected out the important, parts for concentration. These parts are: (1) (In Scientology One and Two) THE ITSA LINE; (2) (In Scientology Two) TONE ARM ACTION; (3) (In Scientology Two) DIRECTING THE PC'S ATTENTION TO THOSE THINGS WHICH BAR HIM FROM RELEASE AND CLEAR; and (4) (In Scientology Three and Four) DIRECTING THE PC'S ATTENTION TO AND HANDLING THOSE THINGS WHICH BAR HIM FROM O.T. This looks almost too simple. But it makes for an enormous difference in results and dissemination. Why? Because of the ease by which auditing results can be attained. Because SIMPLICITY makes for far reaching ease of Communication. NEW SCIENTOLOGY BASIC DEFINITIONS I (c) Scientology 1: WHAT IS AN AUDITOR? An auditor is one who listens. Auditor means listener. 2. Scientology 1: WHAT IS A PRECLEAR? One who is discovering things about himself and who is becoming clearer. 3. Scientology 1: WHAT IS A CASE GAIN? Any case betterment according to the pc 4. Scientology 1: WHAT IS SCIENTOLOGY? The common people's science of life and betterment. 5. Scientology I: HOW IS SCIENTOLOGY DIFFERENT? In Scientology the preclear is always right. Scientology holds that people know best about themselves. 6. Scientology 1: WHAT IS SCIENTOLOGY AGAINST? Scientology is against brutality and euthanasia in medical brain damaging, and against abuse and slavery and punishment in any form, 7. Scientology I: WHAT DOES SCIENTOLOGY STAND FOR? Freedom from mystery. Freedom from fear. 8. Scientology I: WHAT IS A BOOK AUDITOR? Someone who has studied books on Scientology and listens to other people to make them better. 95 9. Scientology I: WHAT IS A CO-AUDIT? A team of any two people who are helping each other reach a better life with Scientology processing. 10. Scientology I: WHAT IS AN AUDITING SESSION? A precise period of time during which the auditor listens to the preclear's ideas about himself. 11. Scientology II: WHAT IS PROFESSIONAL AUDITING? Sessions given by a trained auditor who is governed by ethical codes and technical skill, who directs the pc's attention to areas which when examined by the preclear will cause a release of sufficient charge to cause Tone Arm Action, thus reaching the eventual state of clear. 12. Scientology I: WHAT IS A RELEASE? One who knows he can continue to improve by auditing and that lie will not now become worse in life. 13. Scientology 11: WHAT IS A CLEAR? One who has straightened up this lifetime. (Note: These definitions and others like them should be published and posted and lectured about continually until familiar to everyone.) You will find that if you concentrate on these aspects of Scientology and auditing, your dissemination will improve. Where you exceed this simplicity inside the organization's technical departments and activities you will probably have more losses than gains in all auditing done except that by Saint Hill graduates. This includes auditing supervised by Saint Hill graduates- meaning that where even this supervised auditing exceeds the above definitions you will have more loses than wins. In fact it takes Saint Hill graduates to groove even this auditing level in, so don't despise it. As an organization your future depends on SERVICE. Where service attempts to exceed the above definitions you will have financial and technical loses and Dev-T. This does not mean Saint Hill grads should not co-audit at the level of Class IV. It does mean that where you insist others exceed the above technical levels you will have a mess. Itsa Line in and TA moving and anyone will eventually go O.T. so you're not barring people out. Indeed, you're only then MAKING IT POSSIBLE FOR THEM TO GO O.T. R I C is your work horse for co-audits, W Unit, outside co-audit teams, etc. R2C is your professional level version, up to clear. Your service includes ARC Break Assessments and all Scientology I and Scientology 11 skills and data. This means fast Academy training, good permanent HGC results, good public dissemination and few headaches. This does NOT mean that those qualified and classed to run III and IV material in an Org cannot do so. It means only that an Org specializes in positive wins at I and 11. We have now exceeded processing results of former years with just the Itsa Line and TA motion, in spite of the simplicity of the material. We have also exceeded by technical advance, public reality. Therefore we have, in the various classes of data, Scientology within Scientology. A firm Scientology One in the public lines and PE, a good Scientology Two in the Academy and HGC, and you're in. Scientology THREE and FOUR are firmly based in the accomplishment first of Scientology ONE and TWO. And Scientology Five is based 96 firmly on Scientology Four. So one level is based wholly upon the earlier level and particularly agree in A, R and C with that level. The A, R and C of Scientology One match the public, the co-audits and the lower levels of the Academy. When that A, R and C has been attained, then the being is ready for Scientology Two and can gradually increase his A, R and C to match it. And so on. If those of us whose A, R and C already match Scientology Three and Four (and this includes a lot of HPA/HCAs and old timers), continue to run orgs only at that A, R and C level we will certainly lift the orgs away from the A, R and C potential of new public and even Scientology Two people. Creating ivory towers, we then cut our public line. You would be amazed how far above the public technical grasp even THIS IS LIFE is! Yet it, at the moment, is our best Scientology One book. Actually it's at the level of Scientology Two. We have just learned this by testing some Saint Hill students!!! Thus, when we exceed the above data for Scientology One and Two and fail to keep supporting work and data at those levels, we cut ourselves off from the vast majority of the public and even some Scientologists and find ourselves standing quite alone in the civilization. Our potential, with what we know, is a majority of all populations solidly with us. We have not accomplished that because (1) We didn't have our subject in orderly divisions (2) We were still concentrating on problems of upper level technical now solved and (3) We had already out our bridge to the general public and average practitioner by technically exceeding his A, R and C potential. Therefore, as I think you will agree, we must publicly disseminate at the level of Scientology One only; get outside public co-audit processing teams (not groups) doing only Scientology One processing on which they can win. Specialize in org (HGC and Academy) technical on Scientology ONE and TWO only. And use Scientology Three, Four and Five to run the show and pick up those whose A, R and C is graduating up to them. I hope you see this as sound policy. I know already that technical wins are in store for orgs using only the above data. The keynote of an org is not money. It is SERVICE. If service is given at the level of the A, R and C demanding it, money floods in. SERVICE means technical results. My heaviest interest is in high technical results and I know that what I am outlining for you here will give you higher technical gain per student and pc than any amount of higher level data inadequately rendered. Therefore I am not downgrading but upgrading technical with this simplicity, as you will discover. I have to write up Scientology One and Scientology Two articles and texts. But you already have the technical side of them or will have in a few days of this Policy Letter. It will take some doing to groove all this in. If you do, there are your new buildings and mobs of people and bursting bank accounts and influence. So this is it organizationally. We're readying up for the public kick off. We'll all have to work hard to accomplish it. But we can do it-providing we do not exceed the basics above and providing we give SERVICE at the A, R and C level of those demanding it. L. RON HUBBARD LRH:dr.rd Copyright (c) 1963 by L. Ron Hubbard ALL RIGHTS RESERVED 97 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 10 APRIL 1964 CenOCon Sthil BALANCING INCOME-OUTGO PAPER, POSTAGE AND PRINTING The tremendous dent that paper and postage can make in the funds of an organization is seldom appreciated. They are mainly invisible losses. They appear to be small. But nowhere is penny saving more rewarding. An unleashed mimeo machine, where anyone can mimeo anything, can cost a thousand dollars a month. The paper, rather dear to begin with, mounts up to astonishing heights over short periods of time. It is much cheaper to put it in the magazine. However "financial emergency", lack of planning, like any other emergency causes promotional necessity. It takes too long to get it into the magazine and one resorts to mimeo. Mimeograph has uses. But it has to be a guarded use. This is so much a fact that the "okay to mimeo" should be a function of an Association or Organization Secretary-it's that much a threat to finance. Paper economy in stationery and related supplies is also important. One only need see a stationer's bill to know why. It adds up so fast. Here's a bill for five hundred dollars. What's been bought? Paper clips, envelopes, a stapler, no single large sum. Where did the supplies go? They're in somebody's overstocked desk, not to be used for years. I once saw all the desks in an Org cleaned out of unused (and not to be used) supplies and the aggregate filled a huge closet! About three thousand dollars, it was estimated. And new supplies being ordered daily! Envelope supplies can be wasted by inexpert machine operation or an inefficient machine. If you have envelope wastage on machines, use only address tapes and paste them on the envelopes. Hand feed is often a better answer than machine feed on these big machines where envelopes are concerned. POSTAGE A periodic review of postage uses is very worth while in savings. Rates by which magazines or news sheets can be mailed should be taken heavy advantage of. Sending a magazine first class is idiocy and blasts the promotion budget. You will sometimes find several mailed items could have been combined with considerable savings. A weekly mailing for all of a certain type of item saves envelopes and postage. PRINTING Astonishing savings in printing bills can often be effected by as simple a thing as changing the magazine or mailing piece to a more standard size. Scientology Orgs routinely go on a binge of "It must be high class printing" and then they find, sadly, that it didn't bring in any more income. People buy Scientology not printing. The stress should be on content, not format, and then the format should be made as good as possible within available funds. Remember that the biggest dissemination activity in the world, religion, is notorious for bad printing. Yet they own fantastic property areas in the world. Excellent printing is afforded by most huge firms and publishing companies. We can't rival them yet, so why try? It's text that counts. What you say, backed up by what you can do. Then when we have the income for it, we'll begin on very fancy printing. Printing bills account for huge outgo percentages. Cut them back by using cheaper paper sizes and other devices. It's well worth taking up. LRH:dr.rd L. RON HUBBARD Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 98 HUBBARD COMMUNICATIONS OFFICE Saint Hill Manor, East Grinstead, Sussex HCO POLICY LETTER OF 8 OCTOBER 1964 Remimeo ARTISTIC PRESENTATION For some time in some quarters in Scientology we have had a problem with regard to presentation. Magazines are sometimes badly proofed, books are often shabbily done, tapes are played to the public on Woolworth recorders, etc. In some quarters we do very well, but in many we don't. I have been looking this over for some time and have just realized what it is all about. We live in a machine world. The whole yap of TV and newspapers is directed toward reducing effort. The primary goal of the civilization in which we live, it seems, is to reduce all personal effort to zero. The less effort a being can confront, the more effect of effort he becomes. If you reduce a man's effort output to zero you will also collapse his bank on him. The modern trend of "don't do" accompanies the modern trend of an increased percentage of the insane in the society. The crazier a person is, the less he accomplishes or does. So we live in a world which is oriented to drive men mad. But, more pertinent to us, we suffer from the continuous bait-"do it the easy way." "Do it in the way that will demand the least effort." We see this in manufacturing particularly- the easiest way is the cheapest way is the most profitable way. So we get into a "do it the easy-way." Well, that may apply to making spoons for profit, but it does not apply to presentation. The whole world of the arts is directly opposed to the philosophy of the business man or manufacturer. Art seeks to create an effect. An effect is not always created the easy way. Indeed, the better effects are quite difficult to achieve. One can fall into creating easy effects to such a degree that one fails completely. For instance, a dozen cakes are in competition at a county fair. The one that wins is not the easiest cake to make. True, the cook that made the winner may have some easy ways to short cut cake baking. But the winning cook actually takes that extra bit of care to make it all just right. It isn't magic or luck that makes the professional. It's hard won know-how carefully applied A true professional may do things pretty easily from all appearances, but he is actually taking care with each little bit that it is just right. The winner has it instinctively. The loser rarely even grasps the concept of "do it right". Artistic presentation always succeeds to the degree that it is done well. How easily it is done is entirely secondary. To the world of presentation, of putting up mock ups, the only guide is take the care necessary to do a good job. 99 To the world of the business man, the manufacturer, the primary guide is "how can we do it easily". These two philosophies clash. We are taught daily in advertisements, by union leaders, by socialists that DO IT WITH THE SMALLEST EFFORT is the greatest goal in life. Do the least work for the most pay. Buy the automatic machine that chews up the most clothes in the least time. Use the roofing paper that goes on quickest and keeps out the least rain. Vote for Jim X who will make all the world eat without working. Do nothing yourself. Shove it off on the Mix Up Accounting Company-or the man at the next desk. That all this leads to total dependence on gadgets, total enslavement to mounting economic puzzles, even to total enslavement to a Commissar Krushtoad in the next generation is neglected utterly. That less than two centuries ago we lived quite well and built more strongly and were a lot saner without all these ads, tools and commissars is never mentioned. Man is solving himself to extinction. And all on the slogan "Don't exert youself". It's gotten so bad that people are shrugging off all responsibility for the state, for their friends, for anything and everything. "Nothing has anything to do with anybody" is the epitaph that nobody will take the trouble to write on the tombstone of this civilization. Now this is no rant against automation or gadgets or self-sterilizing cat petters. Use all the gadgets you can lay your hands on-if they really do work in your hands and don't absorb all your time in earning their price or repairing their faults. No, my thought here is only this - keep you action level above your gadget level. Keep ahead of automation. Keep ahead of do-it-for-you. Don't disenfranchise yourself by giving all your work away-to a machine, to a fellow worker. If you've got equipment do one of two things (a) Use it to increase your production of effects or (b) Get rid of it. But first and foremost realize that in presenting something, in trying to put up mock ups, that the best way isn't always the easy way. The best way is only the more effective way. Work out first what effect you are trying to produce. Then when you've got that all taped, only then consider the easiest way to do it. And never consider the easier way at all if it is less effective. Art takes that extra bit, that extra care, that bit more push for it to be effective art. There is no totally easy way to produce a desirable effect. And the day you drop some of your ideas of the effect you want to produce is the day you get a little older, a little weaker, a little less sane. So don't buy the easy way. Buy only the effective way. If some of its points can then be made easy, good. If not, do it the hard way. And only if you realize this can you escape the gargantuan trap of a society with the mass goal of "Nothing should ever be done by anything but a machine or somebody else". L. RON HUBBARD LRH:jw.cden Copyright (c) 1964 by L. Ron Hubbard ALL RIGHTS RESERVED 100