Ding-dong, it's the shirt maker calling

12/15/2010 | Bloomberg Businessweek

Women have long been comfortable with the home sales call -- think Avon and Tupperware -- but men? Not so much. A Dallas custom-shirt maker is seeking to change that. J. Hilburn has an army of 650 salespeople who visit men in their home or office to take measurements and show fabric samples. The data is transmitted to China, and custom shirts arrive in the mail a couple of weeks later, at a cost of $80 to $150 per shirt. The company has about 30,000 customers and claims a repeat order rate of 93%. For co-founder Veeral Rathod, the secret is offering convenience to men who hate to shop. "No one's really thought about how to engage male shoppers," Rathod says.

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