Phone books are a librarians secret weapon. I remembered going through an old phone book collection … and seeing the ad for the nursing home. I remembered it was the house with the big porch that is now a church.

Phone books are a librarians secret weapon,

It's not a huge number; it's only about 20,000 items that are books or pamphlets. When you compare that with the size of our collection — in the millions — it's just a beginning step.

If they read two books then two books will be given to 'First Book,'

A key factor in our growth is the mix of business we have on the books. Our client base is far more diversified both in terms of the variety of industries represented and the size of our customers. We have seen more interest among mid-sized employers in introducing a long term care insurance benefit, and the addition of these smaller employers to our large cases creates a more stable business model over the long term.

We had books in our library already on this art. That meant we could do research in our own collection.