HELPING PRODUCERS ELIMINATE WASTE 205 
that by passing along to our customers these exceptional 
values, as we are forced to do under the Model Stock Plan, 
we can extend our own selling season to an important degree. 
One reason we have urged the manufacturer to read this 
book, which has been primarily concerned with retailing, 
is that it pays the resource to know how his customers are 
thinking and what they are thinking about. He can manu- 
facture more profitably if he knows what his customers want, 
what they should have, and why. If, in the process of selling 
to a retail merchant, a producer could know exactly what was 
going through the merchant’s mind, the help this would give 
him in selling is obvious. If a producer can know the general 
line of the merchant’s thinking—and an increasing proportion 
of all retailers will, year after year, be thinking along the 
lines of the Model Stock Plan—the advantage both in his 
own planning and in his own selling is just as clear. 
It is, of course, equally advantageous to the retailer to 
have the manufacturer understand the line of his thinking. 
This is proved by Woolworth’s experience. Every aggressive 
manufacturer whose goods might conceivably be worked into 
the Woolworth line knows exactly the limits of the prices 
Woolworth’s can pay and the whole general approach of a 
Woolworth buyer to the problem. The manufacturer 
undertakes, then, to do exactly as the Woolworth buyer 
would do who wanted badly enough to get this article into 
his stock. If the manufacturer is successful in working 
down the cost of his goods sufficiently, without lowering the 
quality, to permit him to sell them profitably at a price that 
Woolworth’s can afford to pay, he sells an extraordinary 
quantity and makes a very large total profit. So does 
Woolworth’s. 
Perhaps the most important single fact for the producer to 
understand about the Model Stock Plan is the functioning of 
the three full lines at fixed prices. The manufacturer will 
be ajded in his production if he understands the principles 
to which a Model Stock store buyer must work. The manu- 
facturer will be helped particularly by understanding the 
greater total profit possibilities, both to himself and to his