Typically high-net-worth guys between the ages of 35 and 50 – though they trend younger and older, too
65% of our customers return after a year; we’ve had one customer who has ordered 124 shirts in 16 months. After the recession, we were pulling people down from their $300 dress shirts as they sought out quality at a value. What we’re finding as things improve are Brooks Brothers and Charles Tyrwhitt customers saying, “For a $30 premium, I’ll try something that might last longer and look better.”
The majority of our marketing has been word of mouth. It starts with one guy on the trading desk, then we’re sending 15 packages [to his colleagues].