Clare Hornby's 14-year-old fashion brand, Me+Em, has hit its stride. From 2021 to 2022, it grew its revenue from £46 million to £80 million. What's more, it's been profitable for seven years. That's despite selling exclusively direct-to-consumer, when, it seems, every digital native brand is falling back on wholesale partners.  "It was when I started building out the team that you started to see the [business's] acceleration," Hornby said on the latest episode of the Glossy Podcast. It's worth noting that MatchesFashion investor Highland Europe bought a minority stake in the company in early 2022. Me+Em, which specializes in "flattering, functional, forever" women's clothing, has opened seven stores in the U.K., where it is headquartered. But now, its focus is on U.S. expansion. Starting in March, it will open two stores in NYC, followed by one in the Hamptons, in rapid succession. The plan is to follow those up with fourth and fifth locations soon after. “We like you to bring in your dog, bring in your kid and bring in your partner, and we like you to dwell,” Hornby said. “As a result, our stores [form] communities, all by themselves.”

Ten years ago, Grace Na launched her L.A.-based denim brand Pistola after seeing a white space in the market. “At the time, a lot of the premium labels were owned and run by men, and the premium price point was really expensive,” Na said on the latest episode of the Glossy Podcast. “There was a miss for an opening-premium-price-point denim line that was still super high quality, and that had amazing fits and of-the-moment style.” In getting the brand off the ground, it helped that she had great experience in the fashion industry as a buyer and a planner. She also had support from her husband’s family, which had spent 30 years running a denim business. Pistola started as a wholesale-only business, eventually selling through 1,000 retail doors. It also ran a private-label business on the side. But today, it’s focused on ramping up its direct sales, among other growth opportunities. For example, soon, it will launch a mommy-and-me capsule collection. And within the next few years, it will embark on international expansion. Pisola is privately owned and has been profitable since year one, Na said.