HOW TO PLAN AND CONTROL A MODEL STOCK 65 
greater encouragement to and cooperation with skilful, able, 
forward-looking manufacturers and would do much to reduce 
some of the needless wastes that now constitute a part af the 
general cost of distribution. 
Another record that ties squarely into the Model Stock 
Plan by helping to maintain complete stocks is a weekly 
analysis of how much the department is open to buy, 
classified by kinds of merchandise. It should always be 
made out before purchases and, usually, every week whether 
the buyer is going to buy anything or not. It enables him 
to act quickly when he does not know in advance that he 
needs to, and to take quick action in the direction of mark- 
downs or greater publicity on goods that are not moving fast 
enough. 
Has it already been made clear that records of goods sold 
may not be a sufficiently complete basis for judging cus- 
tomers’ wants? We may not have the goods that many 
Customers want, even though we have kept in touch with 
markets and have faithfully shopped competitive stores. It 
is always possible that, even though competitors may have 
these goods, we do not yet know it. Or possibly a new cur- 
rent of demand may be setting in, and no store is yet supply- 
Ing the goods. Being first under such circumstances means 
greater total profits. 
Naturally, even the best of sales records under the Model 
Stock Plan will not show any demand for goods of which we 
have none. For this purpose we have records showing 
Customers’ calls for goods that were not on hand. If a 
Customer asks for goods in our field and we cannot supply 
them, the buyer should be informed. We may not need to 
Carry them. We may not be justified in carrying them. 
But, in any event, we are all agreed that we should know that 
Customers have inquired for them and why the inquiries were 
not satisfied. Some kind of call-slip system is a requisite 
in connection with the Model Stock Plan if it is to fulfil its 
function completely. 
An important point in this connection is my firm belief 
that about as good a call system as can be devised to fit