HELPING PRODUCERS ELIMINATE WASTE 203 
by rendering the best service fo our customers in style, good 
quality, and price. Let us remind ourselves that it is to 
our advantage and to the good resource’s advantage to keep 
a record of just what profit experience we have with each 
resource;! likewise, to let the resource know just how he 
stands with us on this profit record. When a resource is 
regularly reminded that this rule is being applied to him, as 
well as to all other resources, and a record kept of the net 
total profit on the goods he supplies us, he will generally 
benefit to the extent of keeping in mind that no trade is a 
good trade unless it is mutually profitable. 
If retail merchants as a class, in dealing with resources, 
always practiced these sound and almost obvious policies, 
which are essential to obtaining the greatest total profits 
under the Model Stock Plan, this chapter might have been 
omitted. But most merchants are not practicing them, 
and, because most merchants have not gone to the trouble of 
thinking them through, they do not really believe in them 
as practical operating possibilities. 
Producers and wholesalers, like retailers, frequently fail 
to think these subjects through in the light of the epoch- 
making changes in production and distribution that are now 
under way. Some of these producers, with whom we wish 
to work, we shall have to convince of the great mutual 
advantages of this cooperation under the Model Stock Plan. 
For instance, the Model Stock Plan of merchandising gives 
us a much longer selling season than under ordinary methods 
of store operation, because it plans and provides definite 
successive times for selling each of the three full lines? and 
adding new goods, which are better values in price and 
style, according to the buying calendar. 
This method enables us to offer our manufacturers sub- 
stantial orders after their peak seasons are over. Of course, 
t The profit record, which is a definite part of the Model Stock Plan, is 
described in Chap. IV, p. 64. 
s+ The provisions of the Model Stock Plan by which we definitely organize 
for a longer selling season, successive mark-downs in one after another of the 
three full lines, and buying goods after the manufacturers’ rush season has 
passed, but while we stil have left in our store many days of profitable mass 
selling. are fully explained in Chaps. IX, and X, pp. 121 and 137.