Publications
Publications
- June 2022 (Revised August 2022)
- HBS Case Collection
Dollar Tree: Breaking the Buck
By: Jill Avery and Marco Bertini
Abstract
For thirty-five years, Dollar Tree, a discount retail chain selling general merchandise, had held its fixed price point steady, pricing all of its household items, food, stationery, books, seasonal items, gifts, toys, and clothing that made up its diverse and ever-changing assortment at $1.00. While all other dollar store chains had raised prices over the years to keep up with inflation, Dollar Tree had never budged on its price. However, in late 2021, the company announced that Dollar Tree was “breaking the buck” and raising prices on all goods to $1.25. Would the demise of the $1.00 price point bring about the downfall of Dollar Tree or could the retail chain weather its price change without alienating its price sensitive shoppers through smart marketing, pricing, and branding strategies?
Keywords
Retailing; Pricing; Pricing Strategy; Discount Retailing; Discount Store; Marketing; Brands and Branding; Marketing Strategy; Price; Inflation and Deflation; Consumer Behavior; Retail Industry; United States
Citation
Avery, Jill, and Marco Bertini. "Dollar Tree: Breaking the Buck." Harvard Business School Case 522-091, June 2022. (Revised August 2022.)