Maynard would have his amicable
The third time the
More than any other thing, of course, the autonomy of the J. C. Penney manager is what built this great company. Therefore,
pleasenote that in no way does the following proposal violatethe cardinal rule of manager control. The plan proposed below is voluntary and could be canceledat any time.
To review, presently
buyersmust recommend fast-moving style merchandise on price lists from which managers then make their selections. At this point, our competitorsin value fashionsare already selling what we have just selected ”making J. C. Penney non-competitive.
Therefore, we propose that managers voluntarily assign a portion of their open-to-buy to the buyer of selected, fastmoving lines. The buyer is free to use this to buy and ship on the spot. If the manager dislikes the buyer's performance, the
open-to-buy assignment is simply canceled.
Viewing this as a safe and progressive concept, we respectfully request its presentation to the Operating Committee.
"But, oh, how they hated the idea in New York," Batten recalled. "Everybody was afraid that, over time, the sacred power of the Penney store manager would be compromised and eventually eliminated. They were afraid that this plan would be expanded and
"But can you imagine how we made up for the lost profit in rose bushes?" Batten chuckled. "We were used to being turned down in Lansing, so we had anticipated New York's reaction and prepared a second letter."
Of course, we accept the Operating Committee's decision regarding all store managers.
We wondered, however, if we in Lansing might adopt the plan for our own exclusive use? You could observe our results as a test case.
With that request, let me
remindyou that there is no other Penney store manager who values his autonomy and responsibility (and rewards) more than I do!
"We knew it would be a
Times and priorities change. As the consumer became more sophisticated, the merchandising talent and taste of Penney managers became suspect. After JCPenney's downfall, the first major project begun by the new management in 2000 was stripping managers of
buying authority. Instead, the buying function was centralized and