The Business of Apparel

Leaving the security of a steady paycheck to build your own apparel business is one of the biggest decisions you'll ever make. The uncertainty of replacing your income, finding clients, and giving up traditional benefits can feel overwhelming, but the freedom, flexibility, and opportunity to build a business on your own terms can make it one of the most rewarding decisions you'll ever make.
In this episode, I sit down with two former colleagues and friends, Sarah White and Kayla Clarot, to talk about our journeys from the corporate apparel world into running our own businesses. We share the lessons we learned working in a high-pressure environment, how those experiences shaped our leadership styles, and why creating businesses rooted in collaboration, flexibility, and kindness has become our mission.
📝 Today We're Covering:
Why leaving a corporate career can be the catalyst for building a business that fits your life and values
How high-pressure work environments can develop leadership skills that translate into entrepreneurship
Why collaboration works better than competition to create a strong business
How to lead with honesty, kindness, and clear communication while building a healthy team culture
Why balancing ambition with your physical and mental well-being leads to more sustainable success
Whether you're wondering if it's time to pursue your own apparel business or you're looking for encouragement as you navigate the challenges of entrepreneurship, this conversation will remind you that your past experiences can become your greatest advantage in building a company on your own terms.
➡️ Connect with Sarah and Kayla:
Sarah: https://www.theoutdoormerchant.com/
Kayla: https://www.linkedin.com/in/kayla-clarot-58351b97/
➡️ Connect with Rachel:
Subscribe to the Apparel Founder's Boardroom Notes on Substack: https://substack.com/@businessofapparel
Get in touch here: http://thebusinessofapparel.com/contact
Connect on LinkedIn: https://www.linkedin.com/in/rachel-erickson-pmp/
🤝 Meet Rachel:
Rachel Erickson is a Fractional COO, Apparel Industry Consultant, and founder of Unmarked Street and The Business of Apparel. With 20+ years in technical design and product development leadership, she sat at the executive table of a $25M apparel line and helped scale it to $60M in one year.
After decades working inside major fashion companies, she learned the truth behind billion-dollar brands, and it's not about chasing trends or pumping out endless products. It's about building clean processes, tightly edited assortments, and obsessively focused customer targeting.
Rachel helps founders and CEOs of performance apparel brands:
✅ Build lean, profitable product lines
✅ Streamline operations for growth
✅ Replace overwhelm with executive clarity
✅ Create garments that fit bodies in motion
Whether you're just hitting $1M in revenue or trying to break through the $10M ceiling, Rachel will join you as an embedded operations and product partner—running fittings, line plans, tech packs, and vendor communications so you can get back to leading.

Stepping into the role of CEO requires more than designing great products. It means shifting your mindset from working in your apparel brand to leading and growing it. Learning to delegate, trust your team, and focus on the bigger picture is what creates the foundation for long-term success.
As I work to better understand the financial data behind my own business, build stronger leadership skills, and expand my team, I'm pulling back the curtain on what it really takes to transition from product designer to business owner. I explain why hiring before you feel ready, investing in expert guidance, and creating systems that empower your team can help you break through the growth ceiling that many apparel founders face.
📝 Today We're Covering:
Why thinking of yourself as a product designer instead of a CEO can hold your business back
How hiring and delegating create more opportunities for growth and profitability
Why learning your business numbers is essential, even if finance isn't your strength
How to build a leadership team that can grow alongside your apparel brand
Why asking for help is a strength, not a weakness, when scaling your company
If you're still trying to wear multiple hats in your business, this episode will help you shift your mindset, embrace your role as CEO, and create a business that can grow beyond what you could accomplish on your own.
➡️ Your Next Steps:
Subscribe to the Apparel Founder's Boardroom Notes on Substack: https://substack.com/@businessofapparel
Get in touch with me here: http://thebusinessofapparel.com/contact
Join The Board here: https://www.thebusinessofapparel.com/join
‼️ Don't Miss These Episodes:
Wholesale 101: https://youtu.be/lpezH1YwCyE
Use AI in Your Apparel Brand: https://youtu.be/Dn9tjPNmfaw
Grow a 7-Figure Apparel Business: https://youtu.be/rpQYDyo5Rao
🤝 Meet Rachel:
Rachel Erickson is a Fractional COO, Apparel Industry Consultant, and founder of Unmarked Street and The Business of Apparel. With 20+ years in technical design and product development leadership, she sat at the executive table of a $25M apparel line and helped scale it to $60M in one year.
After decades working inside major fashion companies, she learned the truth behind billion-dollar brands, and it's not about chasing trends or pumping out endless products. It's about building clean processes, tightly edited assortments, and obsessively focused customer targeting.
Rachel helps founders and CEOs of performance apparel brands:
✅ Build lean, profitable product lines
✅ Streamline operations for growth
✅ Replace overwhelm with executive clarity
✅ Create garments that fit bodies in motion
Whether you're just hitting $1M in revenue or trying to break through the $10M ceiling, Rachel will join you as an embedded operations and product partner—running fittings, line plans, tech packs, and vendor communications so you can get back to leading.
Connect with Rachel on LinkedIn at https://www.linkedin.com/in/rachel-erickson-pmp/ and visit her website at www.unmarkedstreet.com.

Bringing investors into your apparel brand might seem like the fastest path to growth, but the wrong investment, or the wrong strategy, can put everything you've built at risk.
In this episode we're breaking down why many apparel founders make costly mistakes after raising capital and explain how to use investment dollars strategically to build a stronger, more profitable business. We discuss why investing in education, hiring the right team, and testing products before scaling leads to better long-term results, while also exploring the dangers of chasing rapid growth and partnering with investors whose values don't align with your brand.
📝 Today We're Covering:
Why raising investment capital isn't always the right move for apparel brands
The smartest ways to invest funding to support sustainable growth
Why buying more inventory too soon can hurt your business
How to use product testing before scaling your apparel line
The risks of partnering with investors who don't share your brand values
Whether you're considering outside investment or simply planning your next stage of growth, this episode offers practical guidance to help you make smarter financial decisions to protect your brand and build a business that lasts.
➡️ Your Next Steps:
Subscribe to the Apparel Founder's Boardroom Notes on Substack: https://substack.com/@businessofapparel
Get in touch with me here: http://thebusinessofapparel.com/contact
Join The Board here: https://www.thebusinessofapparel.com/join
‼️ Don't Miss These Episodes:
Wholesale 101: https://youtu.be/lpezH1YwCyE
Use AI in Your Apparel Brand: https://youtu.be/Dn9tjPNmfaw
Grow a 7-Figure Apparel Business: https://youtu.be/rpQYDyo5Rao
🤝 Meet Rachel:
Rachel Erickson is a Fractional COO, Apparel Industry Consultant, and founder of Unmarked Street and The Business of Apparel. With 20+ years in technical design and product development leadership, she sat at the executive table of a $25M apparel line and helped scale it to $60M in one year.
After decades working inside major fashion companies, she learned the truth behind billion-dollar brands, and it's not about chasing trends or pumping out endless products. It's about building clean processes, tightly edited assortments, and obsessively focused customer targeting.
Rachel helps founders and CEOs of performance apparel brands:
✅ Build lean, profitable product lines
✅ Streamline operations for growth
✅ Replace overwhelm with executive clarity
✅ Create garments that fit bodies in motion
Whether you're just hitting $1M in revenue or trying to break through the $10M ceiling, Rachel will join you as an embedded operations and product partner—running fittings, line plans, tech packs, and vendor communications so you can get back to leading.
Connect with Rachel on LinkedIn at https://www.linkedin.com/in/rachel-erickson-pmp/ and visit her website at www.unmarkedstreet.com.

Many apparel founders believe growing revenue is the key to building a successful brand, but revenue alone won't keep your business alive. Without healthy profit margins, even brands generating millions of dollars in sales can struggle with cash flow, inventory purchases, hiring, and long-term growth.
In this episode of the Business of Apparel podcast, Rachel explains why profitability, not revenue, is the most important metric every apparel founder should be tracking. She shares real examples of brands that looked successful on paper but ultimately failed because they ignored their margins, along with practical guidance for calculating profitability, understanding company-wide weighted margins, and making smarter inventory and pricing decisions. Rachel also discusses how experienced mentorship and the right financial systems can help founders avoid expensive mistakes and build brands that are positioned for sustainable, long-term success.
📝 Today We're Covering:
Why focusing on revenue instead of profit can put your apparel brand at serious financial risk
How to calculate and evaluate product and company-wide profit margins
The warning signs that your inventory and purchasing decisions are hurting profitability
Real examples of brands that succeeded or failed based on the financial decisions they made
Why expert guidance and better financial systems can help you avoid costly mistakes and scale with confidence
 
Whether you're just getting your business off the ground or you've been at it a while, this episode provides practical strategies for understanding the numbers behind your brand. You'll walk away with actionable steps to help you improve your margins, strengthen your decision-making, and create a business that's built for long-term growth rather than just impressive revenue.
 
➡️ Your Next Steps:
Get the initial line planning template: http://thebusinessofapparel.com/gift
Check out our resources here: http://thebusinessofapparel.com/shop
Join The Board here: https://www.thebusinessofapparel.com/join
 
‼️ Don't Miss These Episodes:
Wholesale 101: https://youtu.be/lpezH1YwCyE
Use AI in Your Apparel Brand: https://youtu.be/Dn9tjPNmfaw
Grow a 7-Figure Apparel Business: https://youtu.be/rpQYDyo5Rao
 
🤝 Meet Rachel:
Rachel Erickson is a Fractional COO, Apparel Industry Consultant, and founder of Unmarked Street and The Business of Apparel. With 20+ years in technical design and product development leadership, she sat at the executive table of a $25M apparel line and helped scale it to $60M in one year.
After decades working inside major fashion companies, she learned the truth behind billion-dollar brands, and it's not about chasing trends or pumping out endless products. It's about building clean processes, tightly edited assortments, and obsessively focused customer targeting.
Rachel helps founders and CEOs of performance apparel brands:
✅ Build lean, profitable product lines
✅ Streamline operations for growth
✅ Replace overwhelm with executive clarity
✅ Create garments that fit bodies in motion
Whether you're just hitting $1M in revenue or trying to break through the $10M ceiling, Rachel will join you as an embedded operations and product partner—running fittings, line plans, tech packs, and vendor communications so you can get back to leading.
Connect with Rachel on LinkedIn at https://www.linkedin.com/in/rachel-erickson-pmp/ and visit her website at www.unmarkedstreet.com.

For years, we've been searching for a better way to help Apparel Ffounders bridge the gap between learning industry concepts and actually applying them inside their businesses.
 
That's exactly why we're launching Boardroom Notes, a brand-new weekly Substack newsletter designed to help founders take the lessons from the Business of Apparel podcast and turn them into practical action.
 
In addition to Boardroom Notes, you can also subscribe to In the Margins with Rachel Erickson, a behind-the-scenes newsletter documenting the journey of writing and releasing my first book, The Business of Apparel.


Whether you're trying to improve your margins, make smarter business decisions, or get an inside look at the ideas shaping my upcoming book, you'll want to join us over on Substack at https://businessofapparel.substack.com
 
🤝 Meet Rachel:
Rachel Erickson is a Fractional COO, Apparel Industry Consultant, and founder of Unmarked Street and The Business of Apparel. With 20+ years in technical design and product development leadership, she sat at the executive table of a $25M apparel line and helped scale it to $60M in one year.
 
After decades working inside major fashion companies, she learned the truth behind billion-dollar brands, and it's not about chasing trends or pumping out endless products. It's about building clean processes, tightly edited assortments, and obsessively focused customer targeting.
 
Rachel helps founders and CEOs of performance apparel brands:
✅ Build lean, profitable product lines
✅ Streamline operations for growth
✅ Replace overwhelm with executive clarity
✅ Create garments that fit bodies in motion
 
Whether you're just hitting $1M in revenue or trying to break through the $10M ceiling, Rachel will join you as an embedded operations and product partner—running fittings, line plans, tech packs, and vendor communications so you can get back to leading.
 
Learn more at https://www.unmarkedstreet.com/