The direct business model has always been a key feature in companies like Avon and Dell where the main source of distribution is – whether it be through sales representatives or online – directly to the consumer.
According to Boomberg Business Week, J. Hilburn has borrowed the concept from Dell and combines direct sales with custom tailoring in order to reach out to an untapped male market.
Sales rep with customer in San Francisco
They company dispatches salespeople directly to the customers where the take measurements, suggest fabrics and styles. The market identified here are males who are see shopping as a chore, and would rather have the clothing come to them.
The article brings out an interesting outlook into the direct business model. Could mirroring the techniques from successful companies such as Dell and Avon strengthen their business? Or is the success of the technique limited to the companies who already established it.
In my opinion, I believe that the technique may not work as well for J. Hilburn despite the success linked to it. The direct business model may have worked for Dell and Avon, but when applied to clothing, consumers may prefer to hit the closest mall.