To Robert and Ginny Heinlein,

whose kindness to us meant more

than ordinary words can answer.

Our sales technique was perfected in the early 1970s. First we put an ad in a local newspaper, in the classified.

Spinet piano, also electronic organ, repossessed,

in perfect condition, SACRIFICE. Cash or good credit

risk wanted in this area, to take over payments rather

than transport back to Oregon. Contact Frauenzimmer

Piano Company, Mr. Rock, Credit Manager, Ontario, Ore.

For years we've run this ad in newspapers in one town after another, all up and down the western states and as far inland as Colorado. The whole approach developed on a scientific, systematic basis; we use maps, and sweep along so that no town goes untouched. We own four turbine-powered trucks, out on the road constantly, one man to a truck.

Anyhow, we place the ad, say in the San Rafael Independent-Journal, and soon letters start arriving at our office in Ontario, Oregon, where my partner Maury Rock takes care of all that. He sorts the letters and compiles lists, and then when he has enough contacts in a particular area, say around San Rafael, he night-wires the truck. Suppose it's Fred down there in Mann County. When Fred gets the wire he brings out his own map and lists the calls in proper sequence. And then he finds a pay phone and telephones the first prospect.

Meanwhile, Maury has airmailed an answer to each person who's written in response to the ad.

Dear Mr. So-and-so:

We were gratified to receive your response to our notice

in the San Rafael Independent-Journal. The man who is handling

this matter has been away from the office for a few days now,