Ro 
THE MODEL STOCK PLAN 
style. Incidentally, our style leadership will be emphasized 
by the fact that toward the end of mass selling in the regular 
full lines of style merchandising,! the de luxe departments 
will of course be bare of that season’s goods and showing the 
styles of the coming season. | 
We must free our de luxe departments from too intimate a 
geographical connection with the full lines by removing them 
from the immediate vicinity of the full-line departments 
handling the same general types of merchandise. Presum- 
ably we should have a separate enclosed department, or we 
should have an upper floor, or floors, given over to de luxe 
departments. The de luxe customer does not want to have 
to pick out her purchases alongside the place where less 
exclusive merchandise is being shown and sold. 
Publicity for the de luxe departments must be materially 
different from publicity for the three full lines. In the 
departments catering to mass demand, we emphasize always 
that all of our values are also good price values. To be 
sure, we shall not wish to give any impression that our de luxe 
goods are not good price values. But we shall naturally 
put the emphasis here on style, exclusiveness, and the other 
appeals that have been proved the most profitable for spe- 
cialty shop advertisements. Parenthetically, most specialty 
shop advertising today is far better than is most large store 
advertising, because it is more consistent, 
It is true, we now appreciate, that the de luxe departments 
must be handled throughout—in their buying, their selling, 
their administration—altogether differently from the three 
full lines of the Model Stock. We have seen that, at the 
same time, the de luxe departments are an integral part of 
the Model Stock Plan, supplementing and strengthening the 
three full lines even while the mass merchandising of the 
rest of the store reinforces the effectiveness of the de luxe 
departments. 
1 The profitable method of scheduling the important dates of the selling 
season and operating accordingly is explained fully in Chap. IX, p. 121.