Ferdinand Lassalle

Bibliographic data

Monograph

Identifikator:: 890175551

URN:: urn:nbn:de:zbw-retromon-11398

Document type:: Monograph

Author:: Großmann, Stefan http://d-nb.info/gnd/118542664

Title:: Ferdinand Lassalle

Place of publication:: Berlin

Publisher:: Verlag Ullstein & Co

Year of publication:: 1919

Scope:: 1 Online-Ressource (260 Seiten)

Digitisation:: 2017

Collection:: Economics Books

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

Chapter

Document type:: Monograph

Structure type:: Chapter

Title:: Aus Lassalles heroischer Zeit

Collection:: Economics Books

192 THE MODEL STOCK PLAN This whole method has effectively standardized and simplified the Royal Worcester Corset Company’s produc- tion and has aided in cutting out too slow-moving, little needed, and, therefore, unprofitable items, Case 6. Tre Esmoxp MiiLs, BLANKET MANUFACTURERS The Esmond Mills, makers of Esmond Blankets, did not undertake model stocks as a general practice, nor did this company attempt to make the model stock universal among Esmond dealers. In its efforts to improve sales by cooperat- ing with jobbers, the Esmond sales promotion department sent out missionary salesmen to work with jobbers and, in particular, to hold Esmond displays and special sales in stores that bought Esmond Blankets from the jobber. The Esmond representative took charge of the special display and helped behind the counter. With the very first displays, the missionary salesmen began complaining that the stock the retailer bought from the jobber was not varied enough for purposes of display. A more carefully built up assortment was accordingly made up of items selected to produce a better impression of a complete stock in the store and also to represent the different price ranges, the various styles, and the different color com- binations of the line. The selection was independent of any particular jobber’s orders or his stock on hand. This full-line assortment was so successful that jobbers, who had sold it to their customers for the special Esmond Week, immediately noted a strong demand for patterns and colors which had been in the special assortment and which the jobbers had not stocked. This demand made it profitable for them to stock these blankets, many of them in price ranges where the jobbers’ buyers had been sure there could be no demand. Just as our carefully planned retailer, of course, has no inherent right to demand such insurance of his buying judgment; but the point is, manufacturers find that it is more profit- able to work with their dealers, exactly as this book has already pointed out— because it pays to have the dealer making a fast rate of turnover and satis- factory total profits, and also because the manufacturer’s goodwill is increased if the public connects his brand with only fresh, wanted goods.

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