Quoted – A good fit in the market is key for clothes sellers

Closeup of a copper rivet on blue jeans.
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What odds for survival would you have given the men’s store Mortar when it opened in March?

The store sells denim jeans from $189 to $330. Shirts are $100 to $220. The designer boutique is not on Post Oak Boulevard — it is in Montrose. And while the economy is picking up, the apparel retail industry is far from booming.

But for co-owners Iris Siff and Sacha Nelson, it’s a fine time to be in retail. They have already made plans to move their less than 3-month-old store at 1844 Westheimer to a nearby space almost three times the size.

If their initial solid business is an indication, the owners found a winning formula by focusing on upscale contemporary casual attire — they don’t sell suits — for men in their 30s and 40s while offering the same level of service one finds at a high-end store selling business clothes. Most of their lines are exclusives from emerging designers.

For a concept like Mortar to work, it does not have to reach large numbers of men, but it does need to convince its targeted shopper that what it offers is unique and relevant to his lifestyle, said Scott Testa, professor of business at Cabrini College near Philadelphia.

“If you can identify a really specific segment of the market and understand it and gain traction through word of mouth, you can explode,” Testa said. “As the saying goes, ‘There’s riches in niches.’”

For such businesses “there’s less price pressure because they’re looked upon as having things that are unique,” he said.

http://www.chron.com/disp/story.mpl/business/7027714.html

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