Case | HBS Case Collection | April 1982 (Revised June 1993)

Hart Schaffner & Marx: The Market for Separately Ticketed Suits

by Richard S. Tedlow

Abstract

Calls for a decision on whether Hart Schaffner & Marx, the nation's leading manufacturer of high quality, branded suits, should expand its product line by marketing suits that are separately ticketed (i.e., the coat, vest, and slacks are sold from individual hangers and priced separately by the retailer rather than being sold and priced as an ensemble). Serves as a vehicle for discussing product policy issues in the context of a fragmented, mature, and highly competitive industry. Related issues of channel management, pricing, and advertising also must be analyzed. Demands skilled quantitative analysis of a complex breakeven situation.

Keywords: Advertising; Decisions; Price; Markets; Distribution Channels; Production; Mathematical Methods; Competitive Strategy; Apparel and Accessories Industry;

Citation:

Tedlow, Richard S. "Hart Schaffner & Marx: The Market for Separately Ticketed Suits." Harvard Business School Case 582-134, April 1982. (Revised June 1993.)