The Cult Of J.Crew

The retailer is doing exactly the right thing: selling clothes that women want to buy. Why isn't anyone else?

By Leah Bourne

This shouldn't come as a shock: It's a bleak time for retailers. Stores have gone out of business, 70% off sales have become de rigueur and women are shopping in their closets rather than whipping out their credits cards to spend.

But while most retailers have been suffering through this millennium's version of the Great Depression, J.Crew is having its golden era. First Lady Michelle Obama wore J. Crew while gabbing on Jay Leno's couch in 2008 and the first daughters donned Crewcuts, a children's line, to the inauguration. J.Crew's creative director, Jenna Lyons, has taken on fashion icon status comparable to the likes of superstar designers like Donna Karan and Miuccia Prada ("Jenna's picks," which are updated monthly on JCrew.com, often sell out).

And J.Crew's recent success is more than just hype. The company reported 14% revenue growth for the third quarter of 2009 over 2008 and strong holiday sales. The retailer has managed to become fashion's glimmer of hope that women still like to shop, recession be damned. (As if there was any doubt.)

J.Crew: A Classic Success Story

"Quite honestly I am a J.Crewaholic," says Joyce Randazzo, a lawyer based in Lake Success, N.Y. Randazzo, speaking from her office outfitted in head to toe Crew including grey flannel pinstripe pants, a white long-sleeved T-shirt and a black V-neck cardigan, has been shopping at J.Crew for 15 years. She estimates that around 80% of her wardrobe is from the store, including over 50 cashmere sweaters and a host of J.Crew 120 suits (120 is the measure of the yarn) that she swears by. "I exclusively wear my J.Crew suits to court," says Randazzo, who often shops the online store directly from her desk. "I just bought an adorable schoolboy blazer," she says.

J.Crew was founded in 1983 by Arthur Cinader in the hopes of capitalizing on the success of The Official Preppy Handbook and Ralph Lauren. J.Crew was to be the price conscious antidote for the growing legions of yuppie shoppers. Cinader created a glossy catalogue complete with photography that looked like it belonged on the editorial pages of a glossy magazine and which propelled the brand into the spotlight. The company, while initially a runaway success, hit a wall in the late 1990s. Texas Pacific, known for their ability to turn around flailing companies, bought a stake in the company in 1997. The company went through several CEOs before landing on miracle worker Millard "Mickey" Drexler, former CEO of the Gap.

J.Crew quickly morphed into a store that appealed to younger shoppers making investment purchases, Birkin Bag-toting soccer moms cutting back on splurges at Neiman Marcus and career-centric women who can't get enough of the pencil skirts and slim trousers. It's a recession-proof model that few stores imitate--$500 sequin and tulle skirts expertly sit next to their $150 counterparts, with skillfully put together mannequins to help shoppers style the look for evening (with a silk tank) and for the office (with a T-shirt and belted wool sweater). Every purchase seems like a great buy.

Click here to read more about J.Crew's cult-like following.

Read more stories at:


See also:

J.Crew: A Classic Success Story

The Perfect Black Pump

How Important Is Your Appearance?

Five Minutes To Flawless Makeup