24 
THE MODEL STOCK PLAN 
class of goods at only three full-line prices without any 
in-between prices. When the Model Stock Plan is being 
installed in our store we may find it advisable to permit, 
temporarily, some in-between prices to bring about this 
condition gradually. This is not for the proper functioning 
of the Model Stock Plan but rather a concession to the weak- 
nesses of human nature, a means to reduce the opposition 
of people in our organization who, as yet, do not fully 
understand the principles of this method of merchandising. 
This will be necessary only until experience shows them how 
possible and practicable it is to do without in-between prices. 
As a starter it may be enough to concentrate on three price 
levels, also permitting some in-between prices until the idea 
has been absorbed into the working habits and consciousness 
of the merchandising people of the store. In actual practice, 
these goods that fall by a process of cost plus mark-up at 
in-between prices can almost invariably be obtained at a 
price—profitable to the producer, too—which will allow them 
to be sold profitably at the full-line price. 
Actually, when the Model Stock Plan was first tried out, 
we provided for in-between prices as an integral part of it 
because we did not know the full possibilities of the plan. 
My first book about the Model Stock Plan? specifically 
provided for in-between prices. But experience since then 
and special study of the rapid growth of standardized-price 
chains have shown clearly that the greatest increases in 
total profits will come if we have only the three prices, with 
absolutely no in-between prices. So in-between prices have 
been cut out of the whole plan. 
Another point in this connection is the general belief 
among retailers—and the general practice—that special 
“bargain” attractions are necessary to meet competition 
in special advertising. As long as this is thought necessary 
the best kind of bargain is to put into the offer at the full- 
1 Chapter XT, p. 147, deals in detail with these phases of buying under the 
Model Stock Plan which lead to having an entire stock of bargains. 
? FILENE, EpwarD A., “More Profits from Merchandising,” McGraw- 
Hill Book Company, Inc., New York, 192t.