74 
THE MODEL STOCK PLAN 
most large stores have not succeeded very well in their 
attempts at de luxe shops because they have not studied the 
basic differences between the best way of selling de luxe goods 
and the best way of selling goods in bulk. 
Yet definite proof exists that such people can be induced to 
cooperate in an organization. Successes of outstanding char- 
acter have been attained dealing in de luxe goods on a large 
scale with a sizable store organization. Even better proof: 
there exists a number of chains of de luxe specialty shops 
which are notably profitable. 
Strict store rules and merchandising policies strongly 
enforced are necessary for mass selling. By their very nature 
some of the people who make the best executives for de luxe 
departments may not be able to work well under too rigid 
rules. It therefore becomes apparent that the de luxe 
departments must be allowed to function with a minimum 
of the rules required for the other departments of a large 
store. 
There will naturally be objections to having any depart- 
ment of a store or any of the personnel exempt from the 
rules of the store. This is natural and reasonable. But 
when once we realize the great publicity and profit-making 
value of selling the finest goods that are sold in our city, we 
shall see the desirability of exempting a few of these de luxe 
department individuals from some rules for the sake of this 
reputation. We shall also see that the extra expense which 
comes from varying rules may be saved in a less rigid control 
on the actual merchandising operations. 
To assure the best results from a de luxe department, 
then, we must guarantee the department head working con- 
ditions, both for himself and for his department people, that 
will permit him to duplicate the whole atmosphere and 
conditions of a successful de luxe specialty store. If, for 
instance, he feels that his saleswomen should dress more 
elaborately than our store’s rules permit in the regular depart- 
ments—very well, though we may find it advisable to insist 
that even women buyers of the rest of the departments 
conform to the employee’s manual in this respect. Further-