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THE MODEL STOCK PLAN 
Case 8. WiLsoN BROTHERS, HABERDASHERY 
MANUFACTURERS AND WHOLESALERS 
Several manufacturers in different fields have introduced 
model stocks without having the assortments standardized 
for all classes of stores. These assortments are specially 
fitted to the needs of each store. The manufacturer’s sales- 
man, in collaboration with the buyer of the store, decides 
the selection of items and the number of each item to be 
stocked. 
In this class comes Wilson Brothers, Haberdashery, whose 
salesmen make available to each store recommendations 
based on: 
1. The generalized experience of Wilson Brothers with 
different types of stores which is summed up in certain rules 
and percentages. 
2. This experience as related to the individual character 
of a store—its location, the type of trade it caters to, and so 
on. 
Case 9. CoopPERs, INC. MANUFACTURERS OF MEN’S 
UNDERWEAR, ETC. 
Most of the model stocks already described in this chapter 
fall into one of two classifications. They are based on: 
1. An analysis of the manufacturer’s own sales. Example, 
The Esmond Mills. 
2. In the field of wearing apparel, a study of the physical 
variations of the consumers. Examples, Royal Worcester 
Corsets and Gordon Hosiery. 
A third classification, far more rarely met with is: 
3. A study of the retailer’s stock’s requirements in the 
particular department. 
From the merchant’s point of view, the third type of 
approach seems more logical and more likely to yield him the 
greatest total profits. As we know, this is the type of study 
that most closely approaches the most effective application 
of the Model Stock Plan. 
To this class belongs the method employed by Coopers, 
Inc. They trained their salesmen to become expert advisers