Can you see the aberration amid these two shirts? One is an off-the-shelf Zegna men’s dress shirt that sells at Neiman Marcus for $395. The added is a custom-fitted shirt from men’s clothier startup J. Hilburn fabricated from absolutely the aforementioned material, but it alone costs $99. And it’s fabricated to measure.
J. Hilburn, which is based in Dallas, Texas, cuts out the banker and its mark-up. The startup is a direct-to-consumer manufacturer, aloof like Dell Computer, but for adorned men’s dress shirts.
It was founded in 2007 and started affairs shirts a year later. By aftermost year, the aggregation brought in $8 actor in revenues, up from $3.25 actor in 2009, says CEO Hil Davis, a above Wall Street retail analyst. He projects the aggregation to accomplish $20 actor in revenues this year. What’s absurd is that until today, the aggregation didn’t advertise its clothes online.
Instead, it’s congenital a absolute salesforce of 800 “style advisors” beyond the country, who accomplish accessories to appointment barter in their homes and offices. The admiral admeasurement the barter to ensure a absolute fit, appearance them swaths of fabric, and advice them baddest a few options. Aftermost year, they awash 60,000 shirts, additional sweaters, trousers, and added items.
They accumulate a agency of amid 10 percent to 30 percent of what they advertise (the added they sell, the college the commission) and, like Avon ladies, they get a baby allotment of the sales from any appearance admiral they accompany onboard.
Up until now, J. Hilburn’s website has aloof directed barter to the appearance advisors. But today it is extending its ability with a abounding e-commerce site, complete with shirt and trouser custom configurators for absolute barter and area anyone can buy off-the-shelf items online. Once a chump is measured, now he can boutique online, or use its iPhone app.
The aggregation is backed by Battery Ventures, which has supplied about all of the $7.25 actor the aggregation has aloft back 2008.
With its mix of offline and online assets, J. Hilburn is aggravating to body a different bartering experience. “There are three things that drive a business,” says Davis: “convenience, value, and chump service. Very few companies accept all three.” Even Amazon alone has two of those (convenience and value). Davis and his co-founder Veeral Rathod explain their access in the video below.
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