50 
THE MODEL STOCK PLAN 
obtained by reducing the prices of goods on hand, buying the 
“mistakes” of producers or middlemen, or inducing them to 
lower their prices on special lots as a special favor. These 
are not the very best methods nor in the long run the ones 
that will serve the public best or produce the greatest proper 
total profits for producers or merchants. On the other hand, 
the BB is an organized scientific method of providing bar- 
gains. It is clear that with this foresight and compulsory 
planning ahead, the Model Stock Plan will cause us to obtain 
and have in stock at all times better values—bargains—for 
our customers. The BB will inevitably give our stock more 
attractive special bargains than our rule-of-thumb competi- 
tors can offer, and this also has enormous advertising value. 
Of course the BB is best obtained by cooperation with the 
producers to eliminate waste and other unnecessary drains 
on their legitimate profits. Many of these wastes are due to 
present retail methods. 
So significant a part does the BB play in successful mer- 
chandising under the Model Stock Plan that it must be 
thoroughly understood. 
This idea is not wholly new. Nearly every department 
buyer likes to use leaders and does use them. Often a leader 
is nothing more than its name implies, however, a bait to 
lure the customer to an inspection of the balance of the 
line. The other merchandise is frequently bought by opinion 
rather than on the facts. 
The BB is much more than a leader in really good mer- 
chandising. As an integral part of the Model Stock Plan it is 
studiously maintained all the time and in full assortment, 
until competition forces the necessity of providing a new one. 
Experience shows that if a BB is a real BB and draws, 
it will inevitably lead to two more-profit results: 
1. It will carry with it a lot of profitable merchandise that 
otherwise would not sell so largely, simply because customers 
would not be there in such great numbers to see it; this will 
best be accomplished if, instead of advertising the BB alone, 
the entire full line is advertised, with particular mention of 
the BB included in that line.