74
THE MODEL STOCK PLAN
most large stores have not succeeded very well in their
attempts at de luxe shops because they have not studied the
basic differences between the best way of selling de luxe goods
and the best way of selling goods in bulk.
Yet definite proof exists that such people can be induced to
cooperate in an organization. Successes of outstanding character
have been attained dealing in de luxe goods on a large
scale with a sizable store organization. Even better proof:
there exists a number of chains of de luxe specialty shops
which are notably profitable.
Strict store rules and merchandising policies strongly
enforced are necessary for mass selling. By their very nature
some of the people who make the best executives for de luxe
departments may not be able to work well under too rigid
rules. It therefore becomes apparent that the de luxe
departments must be allowed to function with a minimum
of the rules required for the other departments of a large
store.
There will naturally be objections to having any department
of a store or any of the personnel exempt from the
rules of the store. This is natural and reasonable. But
when once we realize the great publicity and profit-making
value of selling the finest goods that are sold in our city, we
shall see the desirability of exempting a few of these de luxe
department individuals from some rules for the sake of this
reputation. We shall also see that the extra expense which
comes from varying rules may be saved in a less rigid control
on the actual merchandising operations.
To assure the best results from a de luxe department,
then, we must guarantee the department head working conditions,
both for himself and for his department people, that
will permit him to duplicate the whole atmosphere and
conditions of a successful de luxe specialty store. If, for
instance, he feels that his saleswomen should dress more
elaborately than our store’s rules permit in the regular departments—very
well, though we may find it advisable to insist
that even women buyers of the rest of the departments
conform to the employee’s manual in this respect. Further-
