FRONT ENTRANCE OF THE GREENBRIER
mice companies inn all matters pertaining to sales, of its analysis of such practices and the results obtained thereby in an effort to discover the best underlying and fundamental principles of management. Knowing this. I aim qualified to ex-press the opinion that one can find no better opportunity than that which Mr. Kenagy has enjoyed, to equip himself for the new responsibilities he has assumed.
Most of our general agents and many of our agents are aware of the high regard in which I have held the schools over which Mr. Kenagy has presided. for I have urged many of you to take advantage of the fine course of instruction which they afford. Those who have attended these schools have had a splendid opportunity to become intimately acquainted with Mr. Kenagy, and your reports to me have been uniformly expressed in terms of highest appreciation of the school and of its Director. Through Bureau activity many of you have had opportunity to be-come assured of the helpful leader-ship which you will find in your new Superintendent. Just now I am inclined to speak a word of introduction of you as Mutual Benefit men.
Mr. Kenagy has had innumerable opportunities to associate with company groups of agents and mixed groups of agents. All the more be-cause of this general background of his experience, I am sure that you will teach him to appreciate the fact that he is now associated with a group of salesmen superior in many respects to any similar group which may be found anywhere.
The Mutual Benefit agency force has been built upon Company ideals that fail to attract many men who seek specific advantages for them-selves through alluring provisions in agents' contracts, but others are attracted to our fellowship who realize that maximum services to policy-holders and their beneficiaries arising from liberal and equitable policy contracts. and from high principles of Company administration. produce most satisfying and lasting benefits for the salesman.
These same forces of sympathetic attraction operate after the time of the initiation of the agent. As a man feels his highest motives satisfied by his associations. he is bound to the Company by ties that grow stronger with the passing of the years. If one is out of harmony with
Company standards, he is likely to drop back into some other group. The resulting effect for the Company is a residue of agency representation of the very finest quality and character. I am sure. Mr. Kenagv. sou will become more and more impressed with the fact that we have an unusually large percentage of the veteran type of representative, men who have given many years of loyal service. and that the highest attainments of salesmanship have been reached by Mutual Benefit salesmen.
You will also find that the lives of our men have been influenced by constant association with the highest ideals of business integrity. and from my personal experience over many years. I can assure you that your reception will be warm and cordial. with heartiest response to every friendly act. No greater wish can I make than this that you may en-
joy. even in fuller measure than f have received. the friendly support
of all of the agency force. I am sure that this most representative cross-section of the _Mutual Benefit forces will wish now to give a token of that kind of friendship in their reception as I present you, Sir, to them.
FOR JUNE, 1936 7
