The model stock plan

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Monograph

Identifikator:: 1820833348

URN:: urn:nbn:de:zbw-retromon-210730

Document type:: Monograph

Author:: Filene, Edward A. http://d-nb.info/gnd/123562244

Title:: The model stock plan

Place of publication:: New York

Publisher:: McGraw-Hill Book Company

Year of publication:: 1930

Scope:: xiv, 253 Seiten

Digitisation:: 2022

Collection:: Economics Books

Usage license:: Get license information via the feedback formular.

Chapter

Document type:: Monograph

Structure type:: Chapter

Title:: Chapter XIV. Helping producers eliminate waste

Collection:: Economics Books

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

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