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.