JOBBER PROFILE: Scott Zunick of Volume Apparel (Booth #1909)
February, 23rd 2011
Volume Apparel (Booth #1909) is a jobber and wholesaler from historic Stoughton, Massachusetts specializing in girls, men’s and women’s apparel. They carry over 105 labels, including their own brands – National Outfitters, Northwest Blue, and Monte Carlo Polo & Jockey Club. Volume is also a closeout distributor of Puma body wear. As importers for the past 8 years, they have established a reputation for sourcing quality off price merchandise from overseas.
Volume Apparel was started in 1986 by Scott Zunick out of the basement his Boston-area home. He got the idea for the jobbing business while working as a regional sales representative for Jordache Jeans.
“During sales meetings, I heard about guys buying stock lot denims in the south (when there were still factories down there) and making a nice mark-up. I did some research into these factories and contacted them myself. Next thing you know, I was buying denims and having them shipped to my home. If a customer bought 10 dozen, I would have the UPS truck come to the house.
Little by little, he outgrew the house and got a facility in nearby Quincy. By that time, he had a partner – hometown friend Eric Green, who Scott has known since he was 9 years old. Eric had a strong retail background, running his father’s women’s apparel store that had 5 locations in the Boston area. With the business changing, and the stores not doing as well as they once did, Eric made the jump from retail to wholesale. Once they started Volume Apparel, the Peabody, MA natives were poised to control their own destiny.
“I was tired of making Jordache rich on only 6% commission,” Scott recalls. And at the sales meetings, I heard how well my counterparts were doing around the country when I was limited to the New England territory. By doing my own thing, I could sell to anyone and not have Jordache breathing down my neck.”
Starting his own business was a big jump for Scott, who first got into the apparel business after graduating from Bryant College (RI) in the early 80s. “A friend got me to come to New York and work in the Garment Center. I was there for 6 months and had a lot of fun while working in a showroom. It was a great time to be there when you were young, but I knew I had to get serious about what he was doing with my life.”
Scott came back home to work for a local representative for a few years. After a while, he I started to “rep” on his own and picked up some accounts. He views landing the Jordache business as a major achievement as it gave him the confidence to eventually start his own company. And when Scott was able to partner with Eric, he knew that the chances for success at Volume Apparel were very good.
“Eric graduated from Boston University (so I knew he was no dummy), he had good experience in retail with his family business, and he’s a childhood friend that I could trust. What more could you ask for in a partner?”
Volume Apparel originally specialized in brands. With all of the mall retailers being brand stores, Scott and Eric bought stock lots domestically from New York and from the west coast. Their main offerings were Ambercrombie tops and different lines from American Eagle, J. Crew, and The Limited. Back then, the stores loved them the deals from Volume.
“Demand was huge,” said Scott. “They couldn’t get enough of the product, and they made great mark-up.”
In 1995, they found a great venue for developing more business. It was a new trade trade event called the Off Price Specialist Show.
“We took a pass on the first show because it was new,” regrets Scott. “The commentary after the first show was that everyone was selling out of everything they had, so we mad sure that we didn’t miss the second show in August.”
As the company continued to grow, they moved to a larger facility in Braintree for a few years, before finally purchasing a 100,000 square foot warehouse in historic Stoughton, MA in 1999. Shortly after the relocation, Scott and Eric re-structured their business strategy in response to dramatic changes in the industry.
“We looked overseas to build our business,” said Scott. “We departed from the mall store brands and focused on department store labels that were now being made offshore. We also seized the opportunity to develop our own brands with off price merchandise from overseas.”
Scott started traveling 4 times each year to Pakistan, Bangladesh, Indonesia, Vietnam and Cambodia. Now, thanks to the internet and emails, Skype and overnight packages, he only has to go twice each year. Scott also has a great deal of confidence in the overseas manufacturers from which he is sourcing off price goods.
“We are getting in a lot more fresh merchandise, so much so that our big store clients are inquiring about more unique label options. They really like our established relationships with these overseas producers.”
Their Monte Carlo Polo and Jockey Club has been very successful according to Scott. “The stores have done very well.”
When asked what he loves most about working in the business, Scott says it’s the constant changes, and the people. “Fashion always changes, so we like keeping it fresh and exciting. We like the interaction with people. It’s nice to see everyone in Vegas – everyone is so nice when you see them face-to-face.”
Scott describes OFFPRICE’s impact on his business in one word – HUGE. “Because of OFFPRICE, we have a huge base to build upon each season with the business we write at each show. When you come back, you’re try to ‘stay in that zone’ and keep the pipeline filled. OFFPRICE is a great impetus for us.
As one of the earliest vendors to display at OFFPRICE, Scott feels very strongly that – if a retailer doesn’t get out to the show, they are missing something that would really change their business. “If they can’t afford to make it, they should figure out a way to make it out there. You don’t need a swank hotel room.
“When I was with Jordache, the little guys I’d visit would complain about everything, but they’d stick with the same lines and vendors. If they’re not doing the business they want, don’t they owe it to themselves to try something new? If you’re in the fashion retail business in this economic climate, you shouldn’t miss the OFFPRICE Show. It makes all the sense in the world to get out to Vegas when the show is on because there are so many quality vendors. To me, it’s like being a kid in a candy store.”
As for his other advice for retailers, Scott has one easy tip to remember: put 100% of your focus in the store. “A lot of guys get into wholesale or some other side business. Keep it simple and make your store the best it can be. Do what you do best if that’s operating a retail store."
“We love what we do. We get excited about the business. We have bad days too, but you live and learn – and you adjust. Every day is an education.”