If a PRO is not working to bring points 1 to 13 and A, B and C all into full operation in his area, he is not doing his job.
If he is doing all these things he is a very very valuable PRO and should be given every possible assistance on his job.
How much a product COSTS has some bearing on whether or not it is used.
_________________ However, whether Dianetics and Scientology have been at war or not, the first 13 points are what we would consider routine PRO actions which, if neglected, would result in heavy income losses.
All the PRO advices and direction will not prevail if the above three
things are not
an integral part of "the company" PRO planning.
How much a product COSTS has some bearing on whether or not it is used.
But
unstabilizing prices, we have learned (such as a small increase) is utterly
deadly. And
reducing prices does not actually increase sales in our experience. The
exception is the
granting of 50% scholarships and giving certain courses as Field Staff
Member prizes.
And here it does seem that the STATUS value outweighs the monetary saving
appeal.
Therefore STATUS INCREASE is a vital part of the product.
_________________
However, whether Dianetics and Scientology have been at war or not, the
first 13
points are what we would consider routine PRO actions which, if neglected,
would
result in heavy income losses.
A staff idling in reception, offhand handling of callers, wrong address
or names
misspelled drive off customers. Aside from simply blocking sign-ups these
points also
REDUCE CUSTOMER STATUS.
As our organizations are built (due to tech concentration) on handling
the
individual, any PRO must be very alert to any point which would seem to the
"customer" to diminish his status.
A PRO should himself look at the given points from the viewpoint of an
important potential "customer". Would the org environment and handling
attract or
drive off an important person (let us say, the Mayor) as a "customer". If
the answer is
"yes" in any point, then the Org is losing up to 90% of its income through
these PRO
omissions.
If a staff is poorly paid or the premises are poorly furnished,
cluttered or dirty
then the error lies in either the 1st 13 or the above A, B, C points of
PRO.
A PRO in advising actions to the EC (and he should have direct access to
the
Executive Council or Management) should be very wary of killing off the
Org's vitality
with too much militant control. The PRO also has the staff as a public. If
one wants to
clear sandwich-eating staff off reception the best way is to start a
campaign for a staff
lounge, get it and then forbid staff to clutter up reception.
The PRO in accomplishing PRO points is of necessity a creature of ideas
even in
getting his routine PRO actions done.
The enemy we have had gets very high points on 1 to 13 (omitting 4,
assurances
of delivery and 7 and 8 Ethnic points). Dianetics and Scientology orgs get
rather low
points on 1 to 13 (excepting 4, 7 and 8 which they do well).
Dianetics and Scientology orgs do well on A, B and C. The enemy utterly
collapses on these.
If Dianetics and Scientology orgs did well on all points (1 to 13 and A,
B and C)
the battle would be won in very little time.
If a PRO is not working to bring points 1 to 13 and A, B and C all into
full
operation in his area, he is not doing his job. If he is doing all these
things he is a very
very valuable PRO and should be given every possible assistance on his job.
L. RON HUBBARD
Founder
LRH:ek.cs.ei.rd
Copyright �1969
by L. Ron Hubbard
ALL RIGHTS RESERVED