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 calendar

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 decrease,
 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%