|
Home
|
 |
Selling Made To Measure Suits And Shirts
Firstly, here are some acronyms you might want to know about -
MTM - Made to Measure
RTW - Ready to Wear
CM - Custom Made
CMT - Cut Make Trim
Selling MTM clothing is no different from selling any other type of clothing. You identify a need, and you present the customer with options that fill his need. Once you appreciate this simple fact, you’ll come to realize how appealing and lucrative selling MTM can be. As a result, you’ll end up selling it to your customer more convincingly as well.
One of the things that makes selling MTM easier for salespeople is that you don’t have to work around any sizing or style restrictions, since any garment can be styled as the customer desires, and fit to his size. Essentially, every fabric you show them is “his size”, and preferred style. What could be easier?
Does this mean that every customer walking through the door should now be sold a MTM suit? Of course not: you likely have inventory that you need to sell as well. However, if you see a customer walking out empty-handed after perusing your selection, you should be right in there letting him know about your “other selection” of merchandise that you have to offer. It is merchandise, and when presented with enthusiasm, a simple fabric can seem more interesting to a customer than a similar fabric that he just passed by on the rack, simply because it would be made just for him.
Here are two ways to determine whether selling MTM to this customer is going to be easy, or whether you will need to pay extra attention to his unique measurements:
1. First off, look at his overall physique. Does he look like he has any physical characteristics that could cause a suit to fit poorly? A very athletic build, for instance, would cause his pant waist to be much smaller than his chest. Or does he have very high shoulders causing a large roll under the collar, or an extremely stooping posture that would throw the balance of the coat way out of whack? If he doesn’t, it’s likely that he won’t be too difficult to achieve a good fit with. You should have very good odds of delivering a suit that will likely need minor alterations, if any.
If the customer does look like he has any obvious fitting challenges, the fact that they are obvious already tells you what you need to do. If it’s not obvious, it’s probably because he doesn’t need the alteration. If you’re unsure, err on the side of * NOT* doing an alteration, since it’s likely he doesn’t really need it, or only a small amount which may not even show itself in the fit.
2. Ask the customer what observations he’s made when he tries on garments off the rack. If he consistently sees the same symptoms when he buys suits (like a roll under the collar), he will know and can tell you, making your job easier. If he always sees the symptom, this gives you an indication that he requires a fair amount of the particular alteration. Stay away from asking for more than a 1” alteration for any posture-related fitting challenge. When it comes to posture-related alterations, a good rule to work by is that
¼” is a little
½” is a fair bit
¾” is quite a lot
1” is the maximum.
If you’ve determined that the customer is going to be a tough fit, don’t be nervous. The fact that you have been able to identify where the challenges are means that you already have a head start. Take his body measurements exactly the same way you would if he was easy to fit. Don’t try to second-guess your measurements, and most importantly…
DON’T CHANGE YOUR MIND AND YOUR MEASUREMENTS.
If you do change your mind, perhaps make a note of it on the back of the order, and see if you learn a lesson when the garment comes in. You’ll find most times that you’ll deliver the garment perfectly fine with your first measurements.
The fact is, it’s very difficult to measure a person consistently with a fiberglass (standard old-fashioned) tape measure. Even the most skilled tailors could measure the same man 10 times, and get at least 8 different variations. The good news is that there is a lot of forgiveness in our business. We’re cutting fabric, not steel. It certainly is important to do a good job and always strive for accuracy with your measurements, but where you’ll do best is * NOT* to exaggerate your alterations. Keep it simple.
Other selling tips
- When a customer walks in the suit department, break the ice with a question like “are you usually a good fit off the rack?” He’ll then tell you his “history” of trial and error fittings, or tell you whether he can usually buy off the rack easily. If he’s a tough fit, say something like “that’s great, you’re at the right place to get a great MTM suit”. If he’s an easy fit, you can sell him something off the rack (you’re allowed to do that once in a while too), or sell him a MTM anyway and the fitting part should be a breeze.
- One of the keys to selling Made-to-Measure clothing successfully is to fit the customer’s mind. This doesn’t mean hypnotizing him into believing his suit fits. It means building the customer’s confidence right from the start of the sales presentation, so he feels comfortable that you offer good odds that he’ll receive a fit worthy of his personal standards. You achieve this by following a systematic approach with confidence, rather than working “off the cuff” and hoping for the best results.
- Sell with confidence. If the garment you deliver requires alterations, deal with it as a matter of course, rather than presenting it as a problem to the customer.
- Ask questions about his previous favorite cloths. Most people have had a favorite suit at least once, for whatever reason. Quite often, it was the cloth. If you can get him telling you what he likes, you can target your fabric selection. Most people will buy more of what they like if you can offer variety. That’s hard to do off the rack. With MTM it’s a breeze.
- Ask questions about his lifestyle. Does he travel often? If so, is he in hot and humid places often? This will help you select fabrics that are more suitable to the climate the garments will be worn in. There’s no point selling a guy a cashmere sport coat if he’ll be spending most of his time working in New Orleans.
- From I Love MTM
Perhaps you would like more about
Cotton - Hemp - Jute - In Custom Clothing.
COTTON, cool, soft, comfortable, the principal clothing fiber of the world.
Its production is one of the major factors in world prosperity and economic stability.
Cotton "breathes". What would we do without cotton? Since cotton wrinkles, polyester was added to give it wash and wear properties for a busy world. In recent times, the consumer determined that polyester, although easier to care for, took away the cool from c...
Or even
How To Dress For Air Travel - What To Wear.
IT'S the beginning of another summer travel season, and passengers at some of the busiest airports look little different than if they were shopping at a mall, their increasingly casual wardrobe of T-shirts and shorts having eclipsed any remnants of the golden era of travel, that time before airline deregulation led to cheap tickets, when dressing for the airport meant dressing up.
But take a closer look, and it's apparent ...
Please visit
Clothes Do Make The Man! - Or At Least The First Impression.
"You never get a second chance to make a first impression"
-- Will Rogers
How important really is what we wear?
Is there a cause/effect in how we are treated by the world? Does it make a difference in getting someone to help you in a Department store, or being seated at a good table in a restaurant? Can’t people look through all the superficial and see the real us?
Fortunately, we have some scientific evidence to suppor...
You might be interested in
Wool Specialty Fibers.
WOOL fabric brings to mind cozy warmth. Some wools are scratchy giving some people the idea that they are "allergic" to wool. Although wool fiber comes from a variety of animal coats, not all wool's are scratchy but rather extremely soft. The wool fibers have crimps or curls which create pockets and gives the wool a spongy feel and creates insulation for the wearer. The outside surface of the fiber consists of a series of serrated...
Or even
Mens Tailors For Suits And Shirts.
If you can't find the clothes you're looking for at a store, consider having them made. Good tailors can create garments that reflect your personal style and fit your figure impeccably. They also can perform minor miracles when you need an item updated or altered.
The Steps:
1. Ask friends or your favorite online custom tailoring site for recommendations. A local fabric store is another possible source for referrals. ...
Perhaps you would like more about
Wools, Cottons, Silks And Synthetic Fibers.
NATURAL FABRICS are created from fibers of animals coats, silkworm cocoons, and plants' seeds, leaves, and stems. Click on the natural fiber below for information on each fiber and their weaves.
Wool -
Fibers from animal coats: Sheep, goats, rabbits, alpacas, llama...and so on.
Cotton - Fibers from the cotton plant's seed pod Silk - Fibers from the cocoon of the silkworm Linen - Linen is from flax, a bast fiber taken...
Also see
Meanings Of Colours.
RED: Wear red when you want to appear assertive or spontaneous. Avoid it when you want to avoid conflict or dispute.
Blue: Wear blue when you want to appear trustworthy and loyal. Choose dark shades of the color when you want to appear businesslike. Wear pale shades of blue when you want to appear innocent and naïve.
BLACK: when you want to appear reserved, unapproachable or authoritative... or dynamic and exciting when w...
Also worth visiting is
Launder Silk At Home.
The following newspaper article has some suggestion concerning read-made silk clothing -
Labels reading “dry clean only” are a a put-off to many who view them as surcharges on their
Original investment. A silk blouse that is going to cost you $25 in cleaning fees over te nest year is on longer a $100 blouse, but a $125 blouse.
And sine silk, cotton and other natural fibers have been around a lot longer than the dry...
Please check out
Alan Flusser: Back To Basics.
Alan Flusser? He is the man who dressed Michael Douglas’ Gordon Gekko character in the film Wall Street. He is an author of four informative books on men’s clothing and style. He is a dandy in the original sense of the term, a man who loves both clothes and to dress stylishly. I have always, admittedly, been a fan of his tastes. Recently, I had a special chance to meet up with Alan Flusser at his custom shop and play a different r...
Good reading can be found at
Accessories For Men.
You know the importance of a great wardrobe, and you take extra care to make sure you have an adequate amount of shirts, sweaters and pants to take you through every season with just the right touch of style. And shoes... you have learned the value of the right pair, especially when women make it known that you've got the shoes to make "it" happen.
But there are other items available for men that can make the difference between supe...
Or even
A Practical Guide To Keeping Your Clothes Shatnez Compliant.
Certain things go together naturally, like peas and carrots. And certain things don't, like toothpaste and orange juice.
The Torah teaches about the power of combinations and warns against mixing the wrong things together. One of these is the prohibition against wearing a mixture of wool and linen in the same piece of clothing, as it is written, "You shall not wear combined fibers, wool and linen together" (Deut. 22:11).
...
Also see
Keeping Clothes Clean - How To, Instructions And Tips.
Different Types of Cleaning - How to Keep your Clothes clean
Dry Cleaning
Dry Cleaning is by definition, cleaning with solvents and little or no water. The combination of solvents and heat is hard on fabrics and may cause as much wear as actual wearing of the garment. Perchlorethylene, the cleaning fluid used by most dry cleaners, is the most effective cleaner so far for most all types of fabrics. However, "perc" as...
Good reading can be found at
Some Materials Used In Suits -.
Here is a comprehensive list of all materials and accessories used in making and building mens and womens custom made business suits -
Body Canvass
There are basically 2 types of canvass used, each type has a like medium & hard grade. Depending on the original consultation & the cloth, this would depend on what canvass would be used & what grade. The basic 2 grades used are woolen canvass & linning canvass
Hair Cloth
...
You might be interested in
Secrets Of Buying Suit.
Just stick to basics, and you'll look great
When new customers enter Guffey's haberdashery in Buckhead in search of a new suit, sales associate Dan Mullis recites three key factors, almost by rote.
"First there's the choice of fabric," he says. "Next comes the detailing."
Then comes the most vital element: "Measuring the garment so that it fits exactly."
Notice that "what's trendy" does not make the cut.
...
Also worth visiting is
How To Wear Hats Correctly.
There are two degrees of politeness demonstrated by a gentleman wearing a hat:
Lifting or tipping it, which you generally do for strangers.
Taking it off, which you generally do for friends (or in some cases, as a sign of patriotism or reverence).
Both are done as a sign of respect toward the other and dignity toward oneself.
Tipping your hat is a conventional gesture, done by barely lifting it off your head with your ri...
Also worth visiting is
History Of The Black Suit.
General History and Evolution of the Black Suit for DaywearThe solid black suit you ask? How did it ever become the subject of controversy? Exactly how does such a neutral choice become imbued with enough emotionally charged angst to make it the DMZ of men’s style? After all, wasn’t there a time when all of serious and polite society was dressed in black from head to toe? How then did it creep out of use and then back in for m...
Perhaps you would like more about
Weave And The Different Types Of Synthetic Fibers Used In Cloth Manufacturing.
The Weave
Types of weaves have often been mistaken for types of fabrics.
For example, satin is a type of weave, and does not denote fabric content.
Satin is woven from silk, polyester, acetate, or even blends of fibers.
Each different fiber content contributes to the hand and drape of the satin fabric also a weave that is seen in brocade, damask, and tapestry. I once called a fabric store to find jacquard woven fabric o...
Great custom tailoring information can be found in
Flight Suits And Dress When Travelling.
By ERIC WILSON for NY times
IT'S the beginning of another summer travel season, and passengers at some of the busiest airports look little different than if they were shopping at a mall, their increasingly casual wardrobe of T-shirts and shorts having eclipsed any remnants of the golden era of travel, that time before airline deregulation led to cheap tickets, when dressing for the airport meant dressing up.
But take a ...
Or the highly acclaimed article on
The Mens Suit - British Cut And American Cut.
To know the difference, we must examine the cut of a mens suit. In the British American tradition, there are only two silhouettes that have historically been cut into suit patterns.
The American cut is a 3 button, natural shoulder jacket, with a notched lapel, and a welt upper pocket and flap pockets below. The jacket is vented in the center back. The top button is not buttoned, but is actually on a part of the lapel which is r...
Perhaps you would like more about
The Burn Test - How To Test Fabric Content.
The Burn Test -
CAUTION. WARNING. BE CAREFUL! This should only be done by skilled burners! Make sure there is a bucket of water nearby and
that you burn in a metal bucket or non-plastic sink.
To identify fabric that is unknown, a simple burn test can be done to determine if the fabric is a natural fiber, man made
fiber, or a blend of natural and man made fibers. The burn test is used by many fabric stores and designers an...
Great custom tailoring information can be found in
The Numbers Game - What Does Super Wool Mean?.
Why the numerical designations-Super 100s, Super 120s, Super 180s-for
ultra-lightweight wools don't mean what you think they do.
The thread of this story is the numbering system used to describe the new breed of super-lightweight, high-twist wools. Pioneered by Italian mills about ten years ago, these fabrics are made using high-tech machines that spin wool lighter and finer than it's ever been spun before. The vari...
Or the highly acclaimed article on
The Tux: A Groom's Fashion Checklist.
With all that wedding planning crowding your mind, you might be tempted to forget about formalwear until the last minute. But looking good requires planning ahead. How to go about it? Here's our checklist.
THREE MONTHS BEFORE
Decide what you and your groomsmen will wear. Go tux shopping or reserve rentals for you and your posse.
ONE MONTH BEFORE
If you’re buying a tux, make sure alterations are finished and go in ...
Good reading can be found at
Lifestyle - Older, Wiser And Trendier - How Dressing Your Age Can Make You Look Younger.
A friend of mine who can’t reconcile himself to having recently turned 60 years old showed up at his birthday bash in a tie-dyed T-shirt he’d worn to rock ‘n’ roll concerts 35 years ago and a black leather jacket with lots of silver studs. He tried to conceal his bald spot by combing it over with the hair he still has left. He looked ridiculous and older than he is.
With the first baby boomers the generation born soon aft...
Also see
A Bespoke Suit.
A Bespoke suit is almost certainly made from animal hair, and in turn it is almost certain that animal is a sheep. Wool has several unique properties. It is an immensely strong fibre that resists creasing and retains heat in cold weather but releases it when conditions are warm. The coarseness of the wool and the length of the fibres dictate its fineness and the finest wools are every bit as soft as cashmere. The very best wools ar...
Back
More custom tailoring related information!
|
|
