50 
THE MODEL STOCK PLAN 
Model Stock Plan will be, as we have already seen, in forcing 
a larger volume of sales, and the reason for this larger volume 
is not inherently that we want it, but rather that it will 
come naturally when we have all the styles and sizes and, 
more nearly than ever before, just what the customers want 
at the prices they are most willing to pay. This idea has the 
double strength that it appeals directly both to the manage- 
ment and to the department buyer. The more carefully 
the Model Stock Plan is studied the sooner the management 
will be convinced that the store can obtain the necessary 
volume because we have given customers a real reason why 
ithey should go past other stores to trade with us. 
If we are limited in building our stocks and setting advertis- 
ing appropriations by certain conditions, such as our total 
capital being too small for the job we ought to do, we may 
have to modify our plans.! But we shall make more money 
if we supply capital sufficient to meet the full requirements 
of the Model Stock Plan. To prevent obsolescence, we must 
not cut down below the requirements of the Model Stock 
but rather must be content with nothing less than forcing 
the sales to the volume that will fit our complete stock and 
that will more surely prevent obsolescence. 
Our general method of planning for the indefinite future, 
and for a year ahead, requires no discussion. When we 
come to our six-months’ written plans, we need to make these 
well in advance, sometimes months before the period begins. 
Anticipating the end of the period by months, therefore, 
they cannot be so precise as though they were made at the 
last minute and checked by last-minute information. 
Because they are made well in advance does not mean, 
however, that they must or should be carelessly prepared. 
Experience has shown that they can be uncannily accurate. 
This requires care, up-to-date knowledge of the present trend 
in merchandise, and use of the figures of previous seasons 
modified by knowing any inadequacies or faults in those 
t The point, of course, is that we get a basis for determining scientifically 
what is the best amount to spend for advertising; we get a goal set up that will 
go far toward our attainment of it. For a full explanation of the way that the 
Model Stock Plan affects publicity see Chap. X1I, p. 164.