34

THE MODEL STOCK PLAN

full-line prices, as customers learn from experience that they
can always find what they want in large assortment at a
given price at our store and find at that price very many of
the better styles and better goods that are usually sold at
higher prices.
As yet we have not touched on one extremely important
phase of this three-price-level side of the Model Stock Plan.
The point is, by setting our prices scientifically throughout
every department, we bring about a real consistency of price
appeal. It is easy to lose customers and goodwill by failing
to have the corresponding qualities and prices in all other
departments. For instance, the price lines in the dress
goods department imply the same general values and prices
in trimmings, linings, and the like.
Operated consistently in this respect, the Model Stock
Plan brings about a uniformity of price that increases total
sales. Let us look at another instance. Color is not the
only measure of an ensemble. If a woman can find in one
store all the garments and accessories to constitute an
ensemble, that does not mean that she can or will buy in that
store. If she buys a $25 dress she can presumably match
the dress with shoes of appropriate color in the shoe department,
 But if the buyer of the shoe department believes in
catering only to the higher-priced trade—in which, obviously,
the buyer of the dress department does not believe—she
may find no shoes to match at less than $20. If she can
afford only a $25 dress she obviously cannot afford $20
shoes. Under the Model Stock Plan not only are prices set
at three price levels to yield 85 per cent of the total sales of
the store! but also they are set in each department at a level
that matches the levels of the other departments.
In a store with a number of buyers, each in charge of a
separate department, it is difficult to keep stocks consistent
throughout. Buyers recognize, however, the value of the
effort to keep merchandise in all departments up to a uniform
 proper standard. The Model Stock Plan goes through
1 De luxe departments and the basement store account for the proportion
of the store’s sales outside the three full lines.