From Trunk Sales to a $39M Bridal Empire: Michelle DeLoach’s Inspiring Journey

Michelle DeLoach, the founder of Revelry, is a quintessential example of entrepreneurial grit and adaptability. What started as a small business selling sorority gear out of the trunk of her car has transformed into a $39 million-a-year wedding-wear powerhouse.

The Early Days: A Dream and a Trunk Full of Dresses

In 2008, while finishing her communications degree at Texas State University, DeLoach realized the corporate world wasn’t for her. Her work experience in restaurants and retail wasn’t enough to land her a traditional corporate job, but it taught her valuable lessons in customer service and perseverance. Driven by the desire to chart her own path, she founded Revelry, a game-day wear brand targeting college-aged women.

With no office or team, DeLoach began her journey as a solopreneur, relying on her creativity and hustle. She spent her days crashing on friends’ couches, working a part-time retail job, and driving from college campus to campus, selling dresses directly out of her car. Her customers, primarily sorority sisters, appreciated her focus on inclusivity, offering coordinating outfits in various sizes—a rarity at the time.

A Turning Point: Listening to Her Customers

As her early customers graduated and moved on to new life milestones, they began requesting bridal and bridesmaid dresses with the same custom touch they loved in her collegiate apparel. Recognizing this demand, DeLoach pivoted Revelry’s business model in 2016, transforming the brand into a bespoke bridesmaid dress company.

A Revolution in Bridal Wear

What sets Revelry apart is its at-home try-on process and made-to-order garments, addressing a common pain point for wedding parties: the hassle of finding flattering, well-fitted dresses online. Customers can select the size and length of their garments, often eliminating the need for expensive alterations.

Most Revelry dresses retail at around $200, offering a blend of affordability and convenience. This innovative model resonated with bridesmaids nationwide, propelling the company to $3 million in annual sales by 2019.

Surviving and Thriving Through the Pandemic

While 2020 brought turmoil for many businesses, Revelry thrived. As competitors shuttered due to canceled weddings, Revelry’s sales skyrocketed from $3 million to $7 million. DeLoach attributes this growth to her team’s ability to adapt quickly and meet the evolving needs of their customers.

Today, Revelry operates out of a 60,000-square-foot office in Austin, Texas, employing about 60 people.

Expanding Horizons: Inclusivity and Innovation

In addition to bridesmaid dresses, Revelry recently launched a menswear collection, catering to anyone who prefers suits over dresses, with coordinating colors for wedding parties. This expansion highlights DeLoach’s commitment to inclusivity and her keen ability to follow her customers’ journeys.

Michelle DeLoach’s Net Worth and Legacy

While Michelle DeLoach’s exact net worth isn’t publicly disclosed, her company’s annual sales of $39 million and sustained growth suggest a significant personal fortune. Beyond financial success, her legacy lies in her ability to disrupt an industry, champion inclusivity, and inspire aspiring entrepreneurs.

Michelle’s Advice for Success

“Always continue to self-teach, always listen to your customers, always be pivoting and innovating your product and your processes,” says DeLoach. Her journey from selling sorority gear to leading a bridal empire underscores the power of perseverance, adaptability, and customer-centric thinking.

As Revelry continues to grow, with potential expansions into baby wear or other life-stage-focused products, Michelle DeLoach remains a shining example of what it means to build a business rooted in passion and purpose.

---

For more inspiring stories like Michelle DeLoach’s, visit ImpactWealth.Org.

Also read: Marketing Futurist Don Peppers’ Insights on Creating a Truly Customer Centric Business Model