These guys launched Re­volve, an on­line ap­parel re­tailer, in 2003. In ’18, they ex­pect $ 1 bil­lion in sales. How do they do ıt?

Inc. (USA) - - TIP SHEET -

Re­volve has 800 em­ploy­ees, sells more than 500 cloth­ing brands, and man­u­fac­tures 15 oth­ers—in­clud­ing Chrissy Teigen’s.

We lived to­gether from 2000 to 2006. Michael took the mer­chan­dis­ing and mar­ket­place side. I nav­i­gated to more tech­ni­cal work—fi­nance, lo­gis­tics. I built our shop­ping cart.

I de­signed the in­ter­face and menus. Back then, my girl­friend had a room­mate. The four of us went out, and he ended up mar­ry­ing her— the room­mate! Not my girl­friend.

Now Michael and I are in the same room only 10 or 15 per­cent of the time. We have ar­eas that we ei­ther man­age our­selves or man­age oth­ers han­dling them. Mine are back-end op­er­a­tions, lo­gis­tics, any­thing tech re­lated, any­thing heav­ily an­a­lyt­i­cal. Any­thing that’s mar­ket­ing, brands, fash­ion, Michael will take. If there’s a lot go­ing on in one area, we’ll put our heads to­gether.

Like nam­ing a new brand. It’s my zone, but I al­ways get his per­spec­tive. We re­cently launched H:ours. We de­bated: Is this name con­fus­ing or cute?

There was, ac­tu­ally, a le­gal and IP ques­tion.

Our in­flu­encer mar­ket­ing in­volves amaz­ing trips. We’ve done events in the Hamp­tons three sum­mers in a row. I’ve been there ev­ery sin­gle week­end. Mike fi­nally made it out last year. For one day.

Michael en­joys that. He’s good at it, bet­ter than I am. I also have to jug­gle fam­ily life.

I con­vinced him to spend the night.

How do we ap­proach con­flict? Very in­tel­lec­tu­ally. Any­time he presents some­thing to me, I want to an­a­lyze it from all ar­eas. Not to be a jerk, but be­cause it’s how I think.

The name thing, though, was con­fus­ing. We re­al­ized we had to pick one and stick to it. So I’m al­ways Mike. He’s al­ways Michael.

Mente and Karaniko­las founded Re­volve with $50,000, and didn’t take any out­side fund­ing un­til 2012.

Michael Mente, co-CEO He ma­jored in fi­nance in col­lege, but fo­cuses on Re­volve’s cre­ative side. Mike Karaniko­las, co-CEO He is Re­volve’s an­a­lyt­i­cal brain— and its three-time fan­tasy foot­ball champ.

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