18
THE MODEL STOCK PLAN
that we have made no mistake in that. Of course, if we have,
the whole line will be weak. This shows the tremendous
importance of the BB. I have said to Filene store buyers:
“If you have only a pint of energy to put into your buying,
put it all into getting the BB right; then if necessary, draft
enough energy to make the rest of the line live up to it.”
After we have compared the merchandise in our cheapest
full line with the BB, detecting possible errors, we go on to
the best-selling full line and then to the highest-priced full
line. If we meet squarely the issues forced upon us and
have scientifically analyzed the likely demand as to sizes,
colors, and styles, we are bound to get the entire stock as
nearly right as is practically possible—in any event, more
nearly right than we could without this type of planning.
Of course, it is most important, also, to compare the BB’s of
the three full lines with one another.
Using BB’s properly in the manner described will make us
apply more ideas to our merchandising than we have ever
done before or perhaps thought possible. We shall, more-
over, find that we are more and more successful, perhaps
astonishingly successful. For the competent use of BB’s,
both as trade attractions and as standards of value compari-
son, is one of the greatest money-making constituents of the
Model Stock Plan.
Even though competitors meet a BB’s price, they cannot
take from us the profits we have had while it has served as a
value measure and a builder-up for the balance of the line.
This is only one outstanding value in our stock which has
been equalled. Meanwhile, countless other less startling
values through the entire stock are gradually building up a
reputation for the Model Stock store which competitors can
never take from us so long as we keep alert in operating our
whole plan.
To provide a standard of value by which to compare and
correct the other values in a full line, we must have a BB in
late. When we realize this motive for buying, it is obvious that we must
first know what the producer who is catering to that top level is showing.
This is vital.
