250 THE MODEL STOCK PLAN 
Production, profits in, 158-150 
retailing possibilities of products, 
186-187 
sales records, profits on goods 
shown, 152, 153 
seasons, 121, 137-145, 203 
busiest, 138, 141-144 
end of, 138, 145 
intermediate, 138, 144 
“job” or dull, 138, 145, 153, 204 
samples, complete lines shown, 
138, 130-140 
samples, first showing of, 138, 
130 
simplification of varieties, 15 
style goods, 122-123 
buyers’ selections, 123, 130 
supply and demand, 141 
wastes, 112, 117, 158, 198, 208, 
227 
Profits, buyer’s efforts to increase, 
230-233 : 
increased by price standardization, 
Publicity newspaper advertising, 40, 
165, 168, 178 
planning, 165 
production and distribution 
changes, effects of, 164 
rules for, 166 
stock, completeness stressed, 172 
window display, 165, 168, 173-176 
Railroad companies, freight rates, 
220 
Model Stock Plan, effect possible, 
213, 215 
Records, see Statistics 
Retail Research Association, 163 
men’s shoes, full-line prices, 221 
Retailing, see also Merchandising, 
Operating methods, Price range, 
Prices, Selling calendar, Stock 
bargains, 147 
full-line prices used, 24-25 
Best Buy goods (BB’s), 30-51 
buying calendar, see Buying calen- 
dar 
competitors’ activities a source of 
statistics, 32 
cooperation between management 
and buyer, 114-115 
customers, buying tendency, 47, 68 
de luxe type of buying shows 
full-line trend, 73 
delayed seasons, 54-55 
de luxe goods and highest-priced 
full line, 76~77 
distress merchandise, 86 
distribution charges, 1x 
double-name labels in de luxe 
departments, 79 
employees, service to customers, 
229 
specialization of work, 237 
full lines, Best Buy goods (BB’s), 
43 
comparison of goods, 46-48 
highest-priced, in relation to 
openings, 129 
mark-downs in relation to, 106— 
107 
35 
mark-downs, effect of, 109 
mass production and distribution 
in relation to, 116 
production wastes, cause of de- 
crease, 112, 158, 198-199 
quantity sales, 201 
records as check in relation to, 64 
retail stores, 239 
service as asset, 6, 202-203 
Publicity, see also Advertising 
asset to selling, 49 
basement stores, type required, 88, 
89 
de luxe department, type required, 
8o 
facts, basis of, 164 
first store displays, 179 
goodwill, relationship, 165, 173 
interior store display, 16s, 168, 
176-180 
mark-downs, full-lines advertised 
by, 102-103, 164-165 
mass selling period, relationship 
130 
merchandising plan, coordinate 
part of, 22%