31 Years in Custom Clothing with Richard Emery

In this episode of the Kanawha Valley Hustlers podcast, I talk with Richard Emery of Tom James Company to talk about his 31 years in the clothing business. We discuss how he got started, the challenges of building a client base, and how men’s fashion has changed from pleated pants and broad shoulders to slimmer styles and more casual workplaces. Richard explains why fit matters more than anything else when it comes to looking professional and shares the four suits he believes form the foundation of a man’s wardrobe. We also talk about Tom James’ approach of meeting clients at their office or home, taking measurements, and building clothing around the individual. Richard shares lessons from decades in business, including the importance of doing the uncomfortable work that others avoid, staying productive, and continuing to learn. We also discuss how technology has changed his sales process and why making a strong first impression still matters.