The model stock plan

Bibliographic data

Monograph

Identifikator:: 1820833348

URN:: urn:nbn:de:zbw-retromon-210730

Document type:: Monograph

Author:: Filene, Edward A. http://d-nb.info/gnd/123562244

Title:: The model stock plan

Place of publication:: New York

Publisher:: McGraw-Hill Book Company

Year of publication:: 1930

Scope:: xiv, 253 Seiten

Digitisation:: 2022

Collection:: Economics Books

Usage license:: Get license information via the feedback formular.

Chapter

Document type:: Monograph

Structure type:: Chapter

Title:: Chapter XVI. The most important job in distribution

Collection:: Economics Books

238 THE MODEL STOCK PLAN we understand it. Every trade to be a good trade must be mutually profitable. This is so important that it should be posted in all sample rooms, and all our treatment of salesmen and resources should be based on it. Resources must under- stand that if any part of their experience with us goes counter to this basic rule, we shall be very glad to talk it over and to remove any injustices from our way of dealing. We are not doing the salesmen a favor by looking at their goods or buying of them. Any store that buys of a resource or salesman as a favor to him is going to correct that error in the bankruptcy court if the store continues it long enough. We must make our arrangements to conserve the time of the salesmen. The out-of-town salesman deserves special atten- tion. We should see him before local men. In doing this we are not doing the salesman a favor; we are simply following a practice that is good business. For all waste of salesmen’s time, like every other waste, finally has to be paid for in the price at which the article is distributed. It is curious that any store should short-sightedly force salesmen to undergo indignities, such as riding in freight elevators or waiting unnecessarily. Such procedures are fundamentally wrong and unprofitable. Because they are wasteful they get in the way of our own selling. We have already studied! the methods to assure buying more regularly the right kind of merchandise ahead of com- petitors and our whole principle of applying to any resource the test of whether it makes prompt deliveries. It is in this whole field of prompt deliveries and general good service from resources—the very phases of the relationship which most directly affect our total profits from sales—that we reap the benefit of our attitude that there is no element of doing a favor in the whole buying-selling relationship. If our dealings with resources are considerate and profitable to them, they will do everything possible to hasten production and delivery of our orders, whether large or small. Whenever we can save a day in getting goods onto our shelves, we shal] do well to save it. We know that for many 1 Chapter XI, p. 147.

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