Publications
Publications
- September 1981 (Revised April 1984)
- HBS Case Collection
Great American Knitting Mills: Gold Toe Socks
Abstract
Gold Toe has an exclusive distribution policy. Its men's socks are sold only through one department store per city. Executives are trying to decide whether, and how, to widen distribution and to determine what impact broader distribution would have on the nature of the business. Key teaching issues: distribution channel management; links between distribution strategy, competitive strategy, and cost structure; nature and replicability of branding; and the appropriateness of high-profit goal in face of increasing competition.
Keywords
Competitive Strategy; Distribution Channels; Brands and Branding; Manufacturing Industry; Apparel and Accessories Industry; United States
Citation
Marshall, Cheri T. "Great American Knitting Mills: Gold Toe Socks." Harvard Business School Case 581-144, September 1981. (Revised April 1984.)