FROM OUR FEBRUARY ISSUE: DAVID PERLIS, PERLIS CLOTHING, LOUISIANA – RELEVANT, NOT RUNWAY

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Over the next few days, we’ll share profiles from our Tailored Clothing Section about Top Clothing Merchants, “Still Selling Suits!” With hybrid workplaces the norm and corporate dress codes an anachronism, how are some merchants still selling so many suits and sport coats? Here, they share some secrets.

There are few merchants in the men’s business who are more candid than David Perlis, discussing his challenges as openly as his home runs. A hands-on third-generation merchant with three stores in Louisiana (New Orleans, Mandeville, and Baton Rouge), tailored clothing is about a third of his total store volume. That said, David confides that 2023 clothing sales did not meet 2022’s record levels: suits and made-to-measure were down 10 percent, sport coats up 10 percent, and total tailored down 3 percent.

“Relationships with vendors are also challenging these days, especially with so many increasingly focused on direct-to-consumer. Product availability, markdown schedules, and margin shifts are just a few of the key issues,” he relates. Another challenge, David maintains, is attracting great sellers. “Personnel continues to be a challenge for us. We have several veteran employees scaling back or planning retirement. Finding new people with a passion for retail is tough. We’ve had some success, but overall, it’s harder than ever to develop leads for potential staff.”

David also believes that increased prices are impacting sales. “Our clothing customers have certainly noticed, especially at our top levels. We’ve seen MTM customers notice as well. I think the consumer is being more purposeful with purchases. It’s hard to say whether this is sticker shock, or simply that we’re settling back into a more predictable cycle after pent- up demand inspired excessive purchasing in 2022. Whichever the case, our maintained markup percentage declines as ticket prices increase.”

Not helping things: the precarious state of the world. “Election years are always challenging, more so this time around with politics so emotionally charged. Current world conflicts are likely to further exacerbate the situation, so yes, I am concerned about business in 2024. We do our best to keep politics out of the business, but this gets harder and harder.”

Among his mentors, first and foremost, is his dad.

“‘Volume is for vanity; profits are for progress’ is one of his favorite expressions that I reflect on regularly in decision making.” David also learns from his Common Threads peer group. “A number of those merchants are role models and trusted confidants. There are also several vendors in the market and businesspeople in our community who inspire me personally and professionally.” Serving on three non-profit boards, giving back certainly plays a significant role in his life. “I’ve spent 30 years volunteering for the Fore!Kids Foundation in New Orleans, which has an annual charitable impact of more than $2.5 million to underserved children,” David notes with pride.

Asked to describe himself, David admits that he’s uncomfortable with the question. “I’m generally confident but certainly don’t consider myself an expert or fashion maven. My nature is risk-averse, so opening new stores or making major merchandising/personnel changes is uncomfortable for me. ‘Slow and steady wins the race’ is a fair assessment of my business philosophy. That said, I’m proud to lead our third-generation family business into the future. Although spending so much time on business and family precludes most leisure pursuits, I still get to enjoy some of my favorite pastimes: travel, golf, and being a serious foodie!”