ASK THE EXPERT: WHAT ARE THE BEST TIPS FOR BUILDING A CUSTOM CLOTHING BUSINESS?
Q: I would like to build out my custom clothing business since I think this could be a real profit driver for me. Do you have any tips on how to start?
A: Custom clothing isn’t just a product—it’s a commitment. But when it’s done right, it can become the heartbeat of your business.
Some of the most successful stores we work with built their reputations on the strength of their custom programs.
What sets them apart is how they treat made-to-measure as an experience, not just a transaction. It’s intimate. Personal. Rooted in trust.
From private appointments to a quiet, curated space (maybe even a well-poured drink), the tone you set matters.
The relationship doesn’t end at the first fitting. The most loyal clients come from feeling seen—remembering their sizes, their style preferences, key life events like anniversaries or weddings.
A handwritten note or small birthday gift goes a long way.
The real growth happens when you become trusted enough to be recommended. Custom customers often bring in their circle—friends, groomsmen, and coworkers.
Hosting fitting events or casual style nights can help drive those referrals. Just make sure to reward the connections that turn into orders.
Eventually, many stores benefit from bringing a tailor in-house, which not only smooths the process but showcases your commitment to craftsmanship and expertise.
If you’re just starting out, consider partnering with wedding planners, finance firms, or realtors who already serve the kind of client you want.
Show real people in their custom looks on your social media accounts.
Done well, custom creates your most loyal, high-value customer base. So, cementing those relationships is the best investment you can make.
Steve Pruitt is founder and Senior Consultant of Blacks Retail Analysis and Blacks Consulting. With over 30 years of experience, Steve is one of the most respected merchandise analysts in the industry. His specialty is apparel merchandising and he has worked with clients in every sector of this category. Email: steve@blksretail.com.
I’m a veteran of custom clothing both retail and wholesale. I now offer my 50+years of experience as business consultant specializing in the custom clothing industry.
If you’d like more information please contact me at
scottigman@gmail.com
or
585.944.1931
Scotti Gaylord
Great answer Steve! It is not a transaction.
Absolutely right Craig. It’s a relationship building experience. It’s so much more than selling a suit. It requires more then just picking a fabric and a model.