October 2%, 1940

I have your letter of the 18th instant and, of course, am
very much interested in the possibility of promoting the sale of
Goalelii te large city school systens.

I know the Director of the Cleveland Schools, Floyd Rowe,
very well, and of course, I am woll acquainted with Anderson of the
Ste Louis Schoolse I also know the Chicago Director, but I am not
sure about New York, Los Angeles and San Francisco. If you could give
me the names of the directors of the large city schools as a starter,
then I could study over a scheme that might bear fruit.

i can tell you one reason why you have not sold the large
city schools, and that is on account of their budgetary ellowances,.
_ You see, they have to plen a year ahead for this thing and sometines
two yearse A large number of these goals would run into such money that
it would more than take up their reserve, and they perhaps just nibble
on the thing as @ trywout, :

If we could see what they did with the 20 Gealellits purchased
at Omaha, and could secure a lot of statistics and a study on this, we
could perhaps use this data as a basis for encouraging the sale to other
large schools.

I reoall when we discussed changing the backboards, Floyd Rowe
and Harold Porter said that it would wreck the budgets of the large city
schoolsg that they had to buy 50 to 100 sets. ‘The reason wo made it
optional was to give the directors of the budgets of the larger schools
an opportunity to replace a few at a time and not hit them all at once.

Doubtless you can see that this has much to do with keeping the larger
city schools from purchasing the equipment.

I realize emphatically the cost has +o be within reasonable
balance with the potential volume of salese I also see clearly that the
ordinary advertising and letter writing will not do much business with