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How Revolve used a massive network of influencers and celebrities to become a fashion giant valued at $1.2 billion

How Revolve used a massive network of influencers and celebrities to become a fashion giant valued at $1.2 billion

Revolve was started in Los Angeles in 2003 by Michael Mente and Mike Karanikolas.

Though neither of the Mikes had fashion experience, they were seasoned experts in then-nascent e-commerce trends. They saw a gap in the market in online luxury fashion sales.

Mente told Fortune that the idea stemmed from recognizing that there was a high demand for 7 For All Mankind jeans in Los Angeles, but nowhere to purchase them on the internet.

Source: Fortune

They spent the next few years approaching fashion brands, convincing them to let Revolve sell their products. Designer denim became their sweet spot.

By 2007, the site featured more than 1,000 brands. "It was networking and hustling for access for many years," Mente told Fortune.

Then the recession hit, and demand for luxury goods plummeted. The Mikes decided to shift Revolve's approach, but first they needed to understand how to better appeal to millennial women, who were increasingly seeking deals online.

They spent the next year gleaning insight from young women on their shopping habits and finding ways to leverage millennials' ability to stay ahead of trends.

Then came the influencers. Mente and Karanikolas were among the first fashion companies to take advantage of the power of social media in selling their products.

"With a data-driven back end, Revolve also sets itself apart on the front end with a savvy social media identity. Since 2009, the company has used hundreds of fashion experts and influencers instead of professional models to showcase its brands," Inc. reported.

In order to expand its influencer network and woo more brand ambassadors, Revolve began investing in wild, exclusive parties.

The events feature high-profile guest DJs and musical acts, including D.R.A.M., who performed at the Revolve Winter Formal in 2016.

Revolve also became known for its lavish Coachella events, a haven for influencers attending the annual music festival.

The experience typically includes cabanas and decor like this sign made of flowers.

As Coachella grew into a hotbed of influencer marketing, the Revolve party became a prime spot for social media stars to come to be seen.

Today, Revolve has 3,500 influencers acting as spokespeople for the brand. This includes model Olivia Culpo, who has four million followers on Instagram.

With its influencer network thriving, Revolve began developing its own private labels. It currently has 21 in-house brands that generate a third of its total sales.

Source: Vogue Business

Some of these private labels include collaborations with celebrities, helping Revolve grow its profile. Jessica Alba was one of those celebrities.

Nicole Richie is also a regular collaborator.

As Revolve's star grew, so did the number of celebrities affiliated with the brand. This includes nearly every member of the Kardashian clan, like Kendall Jenner ...

... and her sister, Kylie Jenner.

And of course, Kim Kardashian West herself.

Despite its success, Revolve has also had its fair share of scandal. In 2018, the company came under fire for selling a sweatshirt that seemingly promoted fat shaming.

The sweatshirt, which was part of a collaboration with LPA, was allegedly intended to feature the worst troll quotes received by participating celebrities. In response to the backlash, Revolve pulled the sweatshirt and made a formal apology, claiming the imagery was released early without context.

Source: INSIDER

Revolve has also faced criticism for a lack of diversity, leading to the hashtag #RevolveSoWhite.

After Revolve posted a series of photos featuring only white women, fans began to speak out. Though Revolve did not respond to the comments, the next day it featured an Asian-American influencer on its Instagram account.

Source: Brit + Co

Still, Revolve sales continue to soar. It posted net sales of $499 million and net income of $31 million last year.