The Secret Is Out: Mitchells Stores Sell More Women’s Than Men’s

Listen up, fashion industry. Bob Mitchell is ready to shout it from the rooftops: Mitchells Stores actually has a higher percentage of women’s sales than men’s.

“We’re still perceived as a men’s store,” he said. “The best-kept secret about our business from both an industry and client perspective is that 56 percent of our sales are women’s.”

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Mitchell is co-chief executive officer of the $200 million luxury Connecticut-based retail conglomerate that encompasses eight stores under the Mitchells, Richards, Marios and Wilkes Bashford names. “We think we’re the largest women’s specialty store in the U.S. — and it’s been that way for some time,” he said.

It’s not surprising that Mitchells has long been seen as a men’s store. The business was founded in 1958 by Ed and Norma Mitchell “with three men’s suits, a coffee pot and a dream” in an 800-square-foot former plumbing supply shop in Westport, Conn. Over the years the company expanded on both coasts by acquiring competitor Richards, a men’s-only store in nearby Greenwich, Conn., as well as Marios in Seattle and Portland, Ore., and Wilkes Bashford in San Francisco and Palo Alto, Calif., both of which also started with men’s only and added women’s later on.

But in fact, Mitchells has sold womenswear in its flagship in Westport since the mid-1960s, Wilkes has been in the women’s business since 1978 and Marios added womenswear in 1980 after 20 years of just selling men’s.

“When I came into the business in 1991,” Mitchell said, “women’s was about 15 or 16 percent of the total. Richards was a men’s-only business until we moved it across the street in 2000. Today, Richards does more women’s than men’s sales, too, and it has dramatically less square footage.”

The women's department at Mitchells.
The women’s department at Mitchells.

When Wilkes was added to the company, Mitchell said it had an “underpenetrated” women’s assortment and no jewelry. Marios had already developed a strong women’s business when it joined the Mitchells family in 2015 but has since added jewelry as well.

Over the past four years, said Andrew Mitchell-Namdar, chief marketing officer and vice president of e-commerce, women’s sales have grown 32 percent even though no new stores have been added to the fold. “This year alone, we’re up 11 percent,” he said.

“Our continued strategy with acquisitions is to build out women’s and jewelry,” Mitchell said. “By definition, the women’s market is bigger and as more people discover us, those numbers will get even higher over time. We still love the men’s business but we have the right team to do women’s now and we’re seeing the results.”