Dollar General Corporation (a)

28 Pages Posted: 21 Oct 2008

See all articles by William Fulmer

William Fulmer

affiliation not provided to SSRN

Jim Kennedy



This case traces the history of a successful discount retailer, with a clearly developed low-cost strategy, from its founding to a major decision point, where the president must decide whether to acquire a Florida-based chain of 206 stores with a very different product mix. The basic issue is not so much whether the price is a good one but whether the acquisition fits the company's strategy and whether the president should put his personnel through another acquisition only months after completing another large acquisition. If he decides to move forward with the acquisition, how should it be managed?



Rev. Feb. 18, 2014


You won't go wrong shopping at the Dollar General Store, Where you can spend much less and take home much more, Whether rich or poor, we have merchandise just for you, We have the off brands and the name brands too.

In February 1984, Cal Turner Jr., the 44-year-old president of Dollar General Corporation, had finally been able to reflect on the hectic pace of the past few months. The company had been understaffed even before the 1983 acquisition of 280 Hirsch stores from Interco, Inc. Now, just as the conversion of these stores to Dollar General (DG) stores was on schedule, and Cal Jr. was looking forward to returning to business as usual in a few months, Interco was offering to sell DG another chain.

Company Background

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Keywords: Acquisitions, leadership, managerial style, mergers, retail management, strategy implementation

Suggested Citation

Fulmer, William and Kennedy, Jim, Dollar General Corporation (a). Darden Case No. UVA-BP-0253, Available at SSRN:

William Fulmer (Contact Author)

affiliation not provided to SSRN

No Address Available

Jim Kennedy


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