When we started Mountain Khakis we were new to retail.

Because of that, a lot of people were very quick to tell us how the industry worked, what we “had to do” or at least what we “should do”.

We heard advice like:

  • There are two key seasons a year that you have to consider.
  • You can only ship product in certain months.
  • You will forever be challenged by close-outs.
  • Retailers won’t allow you to sell online and to them at the same time…

We always respectfully heard them out. But, the key was we always followed up with WHY.

  • Why?
  • Why do you have to do that?
  • Why can’t you?
  • Why do we have to do that that way?  

You already know their answer to our why questions:  “That’s just the way it works.”  

So, guess what – we ignored that answer.

We disregarded the idea of seasons. We blew out shipping schedules. We said that our product was going to be on shelves year round. We built a new sales model that supported retailers and helped them move more pants in a month than they previously sold in a year.

We consciously snubbed conventional logic because we knew there was a new way to do it.

Our ‘new way to do it’ was just that – our way. We consciously thought about the ‘right way’ to build our products and our company; then, we showed the industry why and how that made sense.

Ask WHY all the time. If there isn’t a good answer to that question, don’t do it.

Do the smart thing – not the expected thing.

[tweetthis]Do the smart thing – not the expected thing.[/tweetthis]

 


 

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