148 THE MODEL STOCK PLAN 
trading genius characteristic of some outstanding buyers. 
Instead, it is based on using a definite, orderly, scientific 
process by which we determine largely in advance what goods 
our customers wish to buy, and what prices they are willing 
to pay. We then go systematically about obtaining for 
our customers these goods at these prices. 
We have already seen that the first step in building a Model 
Stock, which means an entire stock of bargains, is to obtain 
a BB for each class of goods at each full-line price. Next 
we build the complete stock of each class of goods by pains- 
taking comparison with the BB values. We shop all of 
our competitors’ stores regularly to make sure that our 
BB remains the best buy in the city. We make careful and 
frequent comparisons between our BB’s and all the rest of 
the full line of which this BB is a part, to assure maintaining 
the highest standard of values throughout our stocks. 
The process is neither intricate nor elusive. If we do a 
careful, conscientious job of it, availing ourselves of all the 
other advantages that the Model Stock Plan offers us, we 
require only ordinary common sense and industrious working 
habits to make our entire stock a stock of bargains. We 
shall be able then to advertise truthfully, “Every day is 
bargain day all through our store.” 
No competitor who runs his business along the tradition- 
ally accepted lines—by opinions, that is, instead of by facts— 
can possibly meet or beat us. Customers will buy where 
prices are lowest and values greatest, if style and taste and 
the other qualities are equal. Because we offer complete 
stocks of wanted merchandise at the lowest prices, we shall 
have customers regularly going past other stores to trade 
with us, 
Probably it is worth pointing out once more, for emphasis, 
that adopting this better method of merchandising is not 
optional, it is mandatory, because economic conditions are 
shifting to the stage where an inefficient distributor cannot 
long continue in business profitably. 
We have all heard during the past year or two the warning, 
directed to manufacturers, that they must install new,