MORE PROFITS FOR PRODUCERS 187 
total profits, and thus bind him still more firmly to the 
manufacturer responsible for this improvement. Each 
manufacturer helping his dealers to work out a successful 
version of a model stock plan would be able to standardize 
his production by having in his factory fewer straggling, 
poor-selling items and concentrating on the big sellers, 
because they are what retail customers want and, therefore, 
what retailers should provide for their customers. 
It was all very sound, simple reasoning, and it has worked 
out as planned. The different industries in which these 
limited plans are being used indicate how widely applicable 
are the Model Stock Plan principles to varying classes of 
merchandise. Without further introduction, then, let us 
examine a number of these plans as they have been worked 
out in actual experience. 
Cast 1. Brown DurreLL COMPANY, SILK HOSIERY 
MANUFACTURERS 
In 1929 the Brown Durrell Company, making Gordon 
Hosiery, modified and improved its lines of stockings on the 
hasis of figures, obtained from life insurance companies, 
showing leg measurements of over 140,000 women. In 
general, silk stockings had previously been classed only by 
foot sizes. Now Brown Durrell Company, on the basis of 
these statistics, manufactures silk stockings in four leg sizes.? 
The statistics show that 55 per cent of leg sizes are average, 
that is, they were taken care of by stockings as formerly 
manufactured; but the other 45 per cent were only partially 
provided for by the outsizes previously manufactured. 
This 45 per cent divides into 17 per cent small, which had 
been partially taken care of by misses sizes; 23 per cent tall, 
which had been partially taken care of by extra longs, “Long- 
fellows”; and 5 per cent of the heavy, husky type. 
1Ip Chap. XVI, p. 233, we shall see how the Model Stock Plan provides 
for greater specialization within the store and, consequently, increased atten- 
tion to the profit possibilities of this more intensive cultivation of service to 
customers whose requirements are * different’ not only in respect to outsizes 
but also to such items as maternity wear, infants’ first walking shoes, and so 
on. Brown Durrell Company’s plan thus coincides exactly with the Model 
Stock Plan in this respect.