178 THE MODEL STOCK PLAN 
Under the Model Stock Plan the interior display becomes 
much more important and much more effective than under 
traditional methods of merchandising. One way in which it 
is particularly effective is to devote one end of the counter 
to the display and sale of the BB and the MP, with people 
there who do nothing else but sell these articles. Every 
effort should be made to make the display of the rest of the 
line, immediately adjoining it, so attractive that people 
who are stopped by the BB’s and the MP’s will want to see 
the rest of the line. 
By this method, as customers go through the main aisles, 
they keep seeing our most carefully shopped and compared 
regular values; all the time they are in an atmosphere of 
extraordinary value in price and style,! which has a directly 
beneficial effect on our goodwill. 
The selling calendar? shows us definitely how best to apply 
all of our selling emphasis, including newspaper publicity, 
at that time for each of the full lines, in turn, which yields 
the greatest total profit results. It is plain that we should 
handle our interior display accordingly. It would be as 
serious a mistake to display prominently the cheapest full- 
line goods at the outset of a new style season as it would be 
to feature them in the newspaper advertising. 
In general, however, it will pay us, at least in the early 
part of the season, to give the highest-priced full line the 
best part of the counter, with salespeople who sell nothing 
but this. If our store is large enough to make it possible, 
we should also segregate the two other price lines. Then 
we let all three compete against one another, as has been 
previously explained.3 
1 This atmosphere of extraordinary full-line price and style values will be 
due especially to the fact that the BB’s and MP’s are shopped and compared 
far more exhaustively than the other items in our stocks, since the BB’s are 
our yardsticks of value for measuring all the other items in their respective 
full lines. We may make mistakes in some of our values from time to time, 
for, of course, none of us is infallible. But whenever there occurs an error in 
value, it is least likely to occur in a BB or an MP. 
2 Chapter IX, p. 121. 
3 Chapter XI, p. 161.