Business Case Studies, Restructuring / Turnaround Strategies Case Study, Millard Drexler,Turning Around J. Crew Inc.

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Restructuring / Turnaround Strategies Case Study

Case Title:

Millard Drexler: Turning Around J. Crew Inc.

Publication Year : 2005

Authors: Gayatri, Phani Madhav

Industry: Home Appliances and Personal Care Products


Case Code: RTS0039

Teaching Note: Not Available

Structured Assignment: Not Available

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Millard Drexler took over as the Chief Executive Officer of J Crew Inc. in 2003, amidst a declining market share and quality of merchandise at the stores. After he took over, Drexler withdrew all non-J.Crew merchandise from the stores and focused on repositioning the brand, targeting 25-45 year olds, instead of teenagers. A premium pricing strategy was employed, which was considered a bold move in the midst of the gloomy situation. For the fourth quarter of 2004, the store sales of J Crew Increased by 17% and operating income rose to $20 million from $1 million in the last quarter of 2003.

Pedagogical Objectives:

  • To discuss the reasons for the decline in sales of J. Crew
  • To discuss the turnaround strategies adopted by Millard Drexler to revive the store sales.

Keywords : J Crew Inc.; Millard Drexler; Premium pricing strategy; Conservative inventory management; Restructuring / Turnaround Strategies Case Study; Speciality retailing; GAP Inc.; Turnaround strategies

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