Tom Patterson together with his wife Erin Fujimoto has built Tommy John into a business with sales in excess of $100 million.
Now, with 15 years under its Stay-Put waistband, the couple has mapped out a game plan for growth that includes adding more physical retail stores and product categories as well as international expansion.
Although they had no background in fashion, Patterson and Fujimoto, whose background was in finance, worked up a sketch of an undershirt and brought it to a tailor at their local dry cleaner in San Diego, where they lived. Fujimoto, who worked for J.P. Morgan, had some experience as an entrepreneur, launching an organic products website. Although that business ultimately failed, she learned a lot from the experience that she could apply to Tommy John.
“Underwear has always been kind of an afterthought,” Patterson said. “And I think we were one of the leaders in allowing it to be a more considered purchase. We felt the men’s underwear category had not evolved. So we took a problem-solving approach with the no-roll waistband, a horizontal fly that’s more functional, multidirectional stretch fabric to move with you, not against you. It doesn’t ride up your legs, it stays in place,” he said.
A decade after the launch, Tommy John took the plunge into womenswear, with the same basic approach: to offer comfortable and innovative alternatives to the behemoths in the market such as Victoria’s Secret. In five years it’s grown to represent about 45 percent of total company sales.
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