Kevin Willis: Mr. Big & Tall - Fortune Management Page 1 of 4 Home Video Business News Markets Term Sheet Economy Tech Personal Finance Small Business Ask Annie Leadership, by Geoff Colvin Postcards You Can't Fire Everyone Business School Careers Strategy Kevin Willis: Mr. Big & Tall October 31, 2011: 5:00 AM ET 0 comments The former NBA star hopes to enter fashion's (really) big leagues. By Daniel Roberts , reporter FORTUNE -- What do most professional basketball players do after retiring? "A lot of guys get on the golf course," says Kevin Willis, whose 23 years in the NBA included a 2003 championship with the San Antonio Spurs. "A lot try to get into some type of business venture, but when you don't really have the experience, or you're not knowledgeable, it doesn't go well." That's an understatement. (Ask Scottie Pippen or Latrell Sprewell, both of whom blew their basketball bucks post- retirement.) Yet Willis, 49, a still-muscular 7-footer, made the transition so smoothly it was almost as though the NBA was merely a long, lucrative interlude in the life of his business. In a way, it was. He'd known since 1988, when Have you been given the Type your comment here. e he and Michigan State classmate Ralph Walker opened a their first Willis & Walker big and tall clothing store in handled it? interesting and instructional ones. Atlanta, that he would focus on fashion once he left basketball. Willis built the business even as he prospered in the league, playing an amazing 21 seasons before leaving at 45, in 2007. During his tenure, he says, "There wasn't a day when I wasn't on the phone at least once, or doing something physically, that pertained to my business." Originally Willis & Walker focused on custom suits, priced around $1,200. They then expanded into jeans, with great success: NBA players would come in when their team was in Atlanta and buy as http://management.fortune.cnn.com/2011/10/31/kevin-willis-walker-clothing/ 11/1/2011 Kevin Willis: Mr. Big & Tall - Fortune Management Page 2 of 4 many as eight pairs at just under $200 a pop. Willis & Walker clothing has been sold in Rochester Big & Tall, which has 27 U.S. stores, and in Stanley Korshak, a Dallas department store. It almost Leadership, by Geoff Colvin made it to Nordstrom ( JWN ), but Willis shot an air ball; his factory put in five-inch zippers on all the jeans rather than the seven inches he favors. Now, however, Willis & Walker is trying to become a global lifestyle brand, thanks to a new equity partnership with Marcraft Apparel Group, which also licenses Tommy Hilfiger and Marc Ecko. Marcraft will take over manufacturing and help build connections with retailers. "The reason Kevin appealed to us wasn't because he's famous or played in the NBA," says Gary Brody, co-president of Marcraft, "but because he's a really smart designer." Pre-Marcraft, the store brought in some $1 million in sales. Now Willis thinks the group can become a mainstream brand. Already, Willis & The biggest ship ever built Walker has one new deal in the can with Men's Wearhouse ( MW ). With ship will be the largest It won't be easy. After all, if a rich athlete wants a suit, why would he choose a Willis & Walker over energy efficient. an Ermenegildo Zegna? Brody contends it's because Willis knows customers' needs better; Willis adds that taller-size suits by other labels are boxy and hang like a curtain. Featured Newsletters In September, Willis presented the first-ever Willis & Walker runway show during New York's Fashion Week. Models trotted out in slim-fitting suits and Japanese denim with suede jackets. Today in Tech Guests included NBA alum Charles Oakley (who Willis estimates owns more than 30 Willis & Every morning, discover the companies, Walker suits) and actor Quinton Aaron, who starred in The Blind Side . Can Willis & Walker become tre the go-to brand not just for NBA stars but all big men? Says Catherine Moellering, head of trend- headlines. forecasting firm Tobe: "These are consumers who have been marginalized. So the potential is huge." Huge indeed. The Term R matter, This article is from the November 7, 2011 issue of Fortune . Big Posted in: apparel , Basketball , big & tall apparel , Careers , Kevin Willis , Ralph Walker , Willis & Walker Covering the digital giants of Silicon Valley and Email beyond, an 7 5 the startups disrupting them. Written Recommend 13 people recommend this. Be the first of Print your friends. and emailed twice weekly. 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