Move Over, Mary Kay
Hil Davis, co-founder of this young custom-fit menswear company, says: "my direct reaction to 'direct sales' was 'what kind of snake oil do you have?'" But after reading The Buffett Way, Davis came around, and decided to try to build a business that would disrupt the marketplace for high-quality, tailored, menswear. He mixed a compressed supply-chain with direct sales, and sprinkled in some inspiration from the franchise industry—"in which the brand is really important, because you want a Starbucks feel, not a 'my neighbor is selling me stuff' feel," Davis says. J. Hilburn's roughly 1,000 style partners have sales territories, and have attained a 93 percent annual re-order rate from customers.