Starting a business has never been easier, especially on Shopify. But making a business a financial success? This remains a challenge. Ali Mejia and Mariela Rovito, however, have already accomplished something most entrepreneurs dream of: longevity.
Their luxury sleepwear and loungewear brand, Eberjey has been around since the mid-1990s and has grown into a multi-million dollar business, complete with retail space and a thriving online store.
In celebration of Latinx and Hispanic Heritage Month, Ali and Mariela share how they overcame the challenges of achieving financial success, while remaining creative in their designs and growth tactics.
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How to Create Longevity for Your Brand
1. Take inspiration from your own life
Ali has always had a passion for lingerie and sleepwear, even when she was little. “I’m from El Salvador, and in my family we really care about how we look at home,” Ali says.
Her mother and grandmother always wore delicate nightgowns and pajamas at home, creating a culture of feeling beautiful even while lounging.
The idea of putting on luxurious pajamas at the end of the day was something Ali wanted to share with the world, and she knew this part of her legacy would speak to customers for years to come.
![A model lying on her side on a bed wearing a navy/ivory Gisele TENCEL™ modal short-sleeved pajamas and pants set.](https://cdn.shopify.com/s/files/1/0070/7032/files/Eberjey_1.png?format=jpg&quality=90&v=1696878313)
2. Find partners you trust to balance you
While working on Wall Street, Ali met Mariela and knew she had found his business partner. The two had only known each other for about six months, but immediately trusted each other to quit their full-time jobs and build the brand into a successful business. Together, Ali knew they could survive every trend and test of time.
“Our dynamic works because we are so different,” Ali explains. Ali handles the creation, design and development of Eberjey’s products, while Mariela takes care of all business operations and execution. “If I’m not creative every day, I start to feel anxious, and Mariela is the opposite. She is methodical, analytical and loves implementing my ideas,” says Ali.
Mariela’s attention to detail was the perfect counterpoint to Ali’s creative spirit. “She brought what I was missing, so it was a classic marriage of left brain and right brain,” Mariela says.
![Two models sit side by side and lean on each other. The model on the left is wearing the Inez Washable Silk Short Sleeve T-shirt and Boxer Pajama Set in Italian Pink while the model on the right is wearing the Inez Washable Silk Short Pajama Set in Cloud Pink/Champagne.](https://cdn.shopify.com/s/files/1/0070/7032/files/Eberjey_4_1.png?format=jpg&quality=90&v=1696878416)
3. Grow Slowly
The couple started Eberjey in 1996 with $10,000 of their personal savings, planning to grow slowly so the business could last. “Then we maxed out our personal credit cards, and then it was [all about] manage cash flow,” says Mariela. Due to their limited available capital, the co-founders chose to take it slow and only spend what they could afford.
“You have to pay for the product in advance, so you have to make very small quantities at first and sell them before buying more,” says Mariela. This technique of buying small batches and reselling them helped Mariela and Ali reach out to new local manufacturers.
The best way to start, according to Mariela, is to find manufacturers willing to make smaller batches, who can scale with you as you expand.
![A model sits on a white staircase, resting her elbows on her knees while wearing a Gisele TENCEL™ Modal Longline Pajama Set in Pure Ivory/Navy Blue.](https://cdn.shopify.com/s/files/1/0070/7032/files/Eberjey_3_1.png?format=jpg&quality=90&v=1696878666)
In order to build a successful brand that will become popular over time, it is important to involve your partners throughout the process and not rush any step of the process.
To learn more from Ali and Mariela on their creative strategies and e-commerce growth tactics, tune in for the full Shopify Masters episode.