Manus Operandi

11 Sep 2026 · 1 h · 20 chapters

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In short

Fashion People interviews Irish-born, New York-based designer Maria McManus about her path in fashion (Eden, Club Monaco, Tory Burch), then the origin and COVID-era launch of her sustainable namesake brand, plus how she balances wholesale with direct-to-consumer and manages cash-flow risk as a small business.

Guest backgrounds

Maria McManus is a designer and former merchandising executive. She worked at Eden (Irish-led, altruistic brand) and later in merchandising roles at Club Monaco (Ralph Lauren ownership) and Tory Burch, learning product planning from proto through showrooms. She also has long ties to New York’s fashion and restaurant scene through her husband, who owns gastropubs in the city and Queens.

Key claims

Sustainability and “doing things the right way” drove her decision to start her brand. COVID forced order cancellations and a pivot to a spring launch via curated Zoom/line-sheet “boxes.” Direct-to-consumer is now expensive, so she still relies on wholesale relationships while using pop-ups/trunk shows for customer connection. She says she rejects large orders that threaten cash flow.

Notable examples

Stella Ishii (The News showroom) backed her early prototypes; she absorbed late inventory that became a best-seller; she cites industry shifts since Barneys-era wholesale and the need for independent stores plus online connection.

Written by AI. May contain mistakes. Listen to the episode to check what was said.

Chapters

Tap a time to open that second in VO

Maria McManus: Life in Fashion

0:15 to 1:15

Discussing Maria McManus's journey in the fashion industry and her insights.

“IXL is an award-winning online learning platform that helps kids truly understand their schoolwork.”

Maria McManus: Life in Fashion

1:38 to 2:43

Discussing Maria McManus's journey in the fashion industry and her insights.

“It's their biggest launch in over a decade.”

Maria McManus: Life in Fashion

4:04 to 7:40

Discussing Maria McManus's journey in the fashion industry and her insights.

“taping at Nine Orchard, I thank you and a massive thank you to Elizabeth Vondergold from Poshmark for hosting and to Indra Rockefeller and Rory, and Rory, and Rory, I never could do ours, Satrin for joining us on stage.”

Breakfast and Culinary Culture

7:40 to 10:10

Exploring breakfast habits and recommendations for dining in New York.

“We're like ships passing in the night, so it's actually nice to get a minute to sit down and chat.”

Trends in New York's Restaurant Scene

10:10 to 12:06

Discussion on the evolution and quality of New York's culinary landscape.

“Grace and Sarah, we went to because they're big foodies too.”

Food and Business Connections

12:06 to 14:00

Maria shares insights on her husband's restaurant connections and experiences.

“And Jay Strell, who works with them on comms, he helped us get it.”

Exploring the Origins of a Culinary Journey

14:00 to 18:00

Learn how early connections in the culinary world influenced the guest's career.

“Did he have, was he connected to the fat radish?”

From Ireland to New York: A Personal Tale

18:00 to 22:54

Discover the guest's unique journey from Ireland to New York and the challenges faced.

“Can you even imagine how hard it is to find new jobs and then be like, and they would love you, right?”

Career Growth at Eden and Club Monaco

24:01 to 28:07

Hear about the guest's experiences and lessons learned while working in fashion.

“Hey there, I'm Kendra Adachi and my show, The Lazy Genius Podcast, helps you be a genius about the things that matter and lazy about the things that don't, and you get to decide what matters.”

Mentorship and Transition to Tori Birch

28:07 to 29:24

Learn about the journey from early mentorships to working with Tori Birch.

“Which was, you know, you get one sentence from Roger Farah and you're like, okay, amazing, check.”
Show all 20 chapters

Lessons from Tori Birch

29:24 to 31:28

Discover the valuable lessons learned from working with Tori Birch.

“Who to me is just like very steely and amazing.”

Starting a Namesake Brand

31:28 to 32:54

Uncover the motivations behind launching a personal fashion brand.

“She has the same thing Cindy Levy has, which is like makes people feel very comfortable and safe somehow, even though she's going to push people.”

Navigating the Early Days of Business

32:54 to 35:16

Explore the challenges faced when initiating a fashion brand during a pandemic.

“And I had given, because I was, you know, I had a very senior position there.”

Adapting to COVID-19

35:16 to 39:47

Learn how the pandemic affected business strategies and approaches.

“I think Stella Ishii is the owner of the news, which is a big showroom that was like, especially when showrooms obviously are still important, but the world has changed.”

The Evolution of Wholesale in Fashion

39:47 to 42:09

Examine the changes in the wholesale landscape pre and post-COVID.

“Stella had called me in April, May, and she was like, you know, what are you doing for spring?”

The Evolution of Wholesale and Direct Sales

42:09 to 44:06

Learn about the shift in retail dynamics post-COVID and the importance of brand connection.

“But I remember him saying, because I was doing a story on the CFDA Vogue Fashion Fund.”

Balancing Wholesale and Direct-to-Consumer

44:07 to 47:42

Discover the challenges and strategies of managing a fashion business in today's market.

“You know, these are family businesses that are really amazing and run by really amazing people.”

Navigating Business Challenges in Fashion

48:51 to 56:00

Insights on managing business relationships and adapting to market demands.

“Okay, one more question on this and then I want to talk about the design and your big idea a bit.”

Understanding Customer Demographics in Fashion

56:00 to 1:02:59

Learn how to identify and understand your target customer demographic.

“So let's, well, let's make that happen for you, right?”

Passion and Challenges in the Fashion Industry

1:03:00 to 1:04:48

Explore the challenges faced in the fashion industry and the passion that drives designers.

“of those things that like I guess I guess my last question for you is what is your ambition with it because being in America, there's obviously pressure and it's like a social pressure almost to like want to be big.”
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Transcript

Automatic transcript. May contain errors.

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2:56Hello and welcome to Fashion People. I'm Lauren Sherman, writer of Puck's Fashion and Beauty Memo Line Sheet. And today with me on the show is Irish-born New York-based designer, Maria McManus. We're talking about her life in fashion, her life in New York, her life building a no BS brand, and plenty more. Before we get going, I wanted to remind you that if you like this podcast, you'll definitely love Puck, where I send an email called Line Sheet. If you're a fashion person, you get that reference. it's an original look at what's really going on inside the fashion and beauty industries line sheet is scoopy analytical and above all fun along with me a subscription to puck gains you access to an unmatched roster of experts reporting on powerful people and companies in entertainment media sports politics finance the art world and much more if you're interested listeners of fashion people get a discount.

3:53Just go to puck.news slash fashion people to join puck or start a free trial. Happy Friday, everyone. Hope you had a good week. If you came out last night to our live podcast taping at Nine Orchard, I thank you and a massive thank you to Elizabeth Vondergold from Poshmark for hosting and to Indra Rockefeller and Rory, and Rory, and Rory, I never could do ours, Satrin for joining us on stage. We talked about good taste or what that even means. The episode will run very soon. On Wednesday, I also hosted a dinner with Jane Siskin, founder of Cinque Set at Dean's. It was a 25 person group. And I'm sure you guys know about these dinners.

4:41They're very famous. But whatever the partner wants, I kind of organize it around that. And a lot of times people want like CEOs. A lot of times people want Derek Blasberg. Sometimes he obliges. This time, they wanted people who would have an opinion about kind of what's happening in the fashion industry. So I was very specific and chose people who maybe don't even work in fashion, but are adjacent or know a lot of the players. And it's a really interesting conversation. And the food was really good. And Jane and Sean Lewis from Sinkassette, they were great. Thanks for bringing us all together.

5:17We had a really good time. Jane has built this business over 10 years, but she's been in the business since the 70s. And it was interesting to learn more about her. I want to run the podcast sooner than later. After that dinner, I walked four minutes with Alex Bigler, my lovely puck partner, to Alistair McKim's dinner for Prototype and promised I wouldn't share any gossip from the dinner. We had a great time. It was so nice, and it was very nice to be included. I'm a huge admirer of Alistair. And I just want to say, I mentioned this in line sheet, but there were a lot of media people there. Ava from W Youth, which is way better than W Youth.

6:02you could have done gen w sarah moonvez but i forgive you sarah was also there and so was mel ottenberg from interview these are obviously three of my favorite editors and people who who i really respect but i also think the fact that they're friends and they're all sort of like pushing each other to do interesting stuff i don't know it was great and mark jacobs was there and Tom Sachs and Sarah Hoover. It was and Arthur Jeff. Like it was Susan Kappa, second shout out in a week. So it was great. I had a great time. I'm very tired. And then on Thursday, if you read the issue, I wrote about Anthony Vaccarello leaving Saint Laurent.

6:42So that took up a lot of my mourning when I wasn't at shows and things. So I am going to some shows. And I will hopefully I'll see you this weekend. I'm going to Paris on Sunday night. On Tuesdays, episode. It's a jam-packed episode. We have many fun guests, but I am going to cover the Tom Sack Chanel store, which is truly incredible. And if you have to go and wait three hours in line, I would do it. I didn't have to wait in line because I'm privileged, but it blew me away. I had such a great time. And we will also discuss New York Fashion Week and the US Open. and we'll discuss Anthony leaving Saint Laurent or he's about to leave or whatever.

7:24He has one more show, but I gotta go. See you soon and let's get going with Maria. Maria McManus, welcome to Fashion People. Welcome back to Fashion People. Thank you so much, Lauren. I'm very excited to be here. I feel like we see each other. We're like ships passing in the night, so it's actually nice to get a minute to sit down and chat. I agree. I feel like, interestingly, we do more together outside of like traditional fashion week or like I'll see you during fashion week. But we've actually spent a lot of time together outside of the fashion world. Yeah. Like in Pilates. And also at random dinners.

8:08Right. Yeah. I'm excited to be able to. It was really fun. And the first time you were on Fashion People, it was this panel that we did in Midtown with Nick Brown and Todd Snyder. And it was great. It was a lot around tariffs and being a designer in the U.S. And it was really nice. But I'm glad that we get to talk about the Maria McManus of it all. First question, though, what did you have for breakfast? So I don't speak to anybody in the morning, Lauren, until I've had a massive pot of Irish tea, whipped milk. So that's my go-to. And then I usually make like a home make a muesli. We love food in this house.

8:48We're big like cookers and we love finding new restaurants. And my husband's an incredible cook. So like family dinner is like a big thing in our house. Everybody has to sit at the table. But for breakfast, I usually make a muesli of like flaxseed and dried coconut and hemp seeds and chia seeds. and put it on a little yogurt with fruit and a little honey. And that's usually my go-to morning snack. It sounds delicious. I have a couple follow-up questions. One is, one thing I've realized is one of the reasons I feel close to you is I've been to your home many times because you host a lot of things at your house.

9:33Like not just you'll do, sometimes you'll do like a trunk show or a fashion week presentation and you've also done talks there. It's a beautiful loft and you always really do have amazing food. Thank you. And your husband's in the restaurant business, right? Yeah, he owns, still is. He owns gastropubs in the city and in Queens, actually. Oh, cool. I mean, I've been to them in the city, but so what the third or fourth question in this is what restaurant do you recommend? I'm coming to New York. I'll probably have one night where I don't have to go to something. Where should I go? So I went to Bistro Ha recently.

10:16Obsessed. Okay. I've been wanting to go. So good. Really loved everything about it. And it's low-key. I really loved it. I also went with the Bergdorf girls. Grace and Sarah, we went to because they're big foodies too. We went to Le Chien on Carmine. Oh, I don't. Oh, wait. It's super chic and tiny and French, but delicious. You know, I barely know about this, which, you know, one of my things is knowing about all the new restaurants and going to them. No, but it's hard. Before people who live in the city go to them. Oh, my. Is it really? I didn't know this. I love. It is my one thing where I'm like, I have to be one of the first people to go to these restaurants.

11:06My friend Amanda says it's actually her husband is like this also. And it's kind of annoying because sometimes the restaurants aren't good yet. So you go too early. Yeah. And they haven't figured out the kinks. Yeah. And so I've been trying, especially in a place like L.A. where the restaurants are not the same level of London or New York. Right. So it is like I went to Vesper in London really early and it was. Not good. awesome it was amazing it was amazing i haven't was so good do you know that guy jackson boxer i i'm sort of like i feel like you would be you would be connected to him be into yeah i don't know him it was awesome and i went like the second week so but i've it was great and it's it's in clerk and well so it's not um if you don't stay far wet like most of his restaurants i guess are very he's apparently very famous there I don't like like this generation's Jamie Oliver or something wow but um but I had never been it was very very good yeah it was good but like in LA you got to give people a couple minutes yeah because it's just not the same level um but in New York yeah I always have a list and I'm like I gotta go to especially like the group like the hearts group the king group the uh marlo group the the like the the restaurant groups of like the younger restaurateurs i uh you know the ignacio restaurants like i if there's a new one i have to go to you have to see yeah they're all so good though like i'm still obsessed with the last meal i had at borgo it was so good so good i was just talking about borgo with someone i i did Chantal and I did our book party there and it was one of the first.

12:59So chic. And Jay Strell, who works with them on comms, he helped us get it. And it was like one of the first parties they did or maybe the first. It was like second week or whatever. It was amazing. So thanks to Jay. But I was saying to someone like, if you're going to get married, just have your wedding at Borgo. Right? So chic. And just. Yeah. It's just. It's the right. But there's so much good food. I was thinking about this a few days ago. I feel like there's really good food in New York right now. And I would not have said that like six or seven years ago. Yeah. Yeah, that's it. Why? What do you think changed?

13:40Especially because you're in it, like you're in the business and you all in your husband's had his his restaurants for like 15 years, right? Oh, even longer, Lauren. I think one was 20 years old last year. Oh, my God. Yeah. And I mean, you know, I was listing. Yeah. Did he have, was he connected to the fat radish? No. No. Okay. You know who he was connected to initially was the guys at Mamafuku. So our friend Kino, he worked at Mamafuku for years. And so, I mean, I don't know. We can go on for days here, but I feel like you like this stuff. So he, his first car. I'll curb it in a minute. I want a little more.

14:25Yeah, exactly. Exactly. His first business he opened with actually somebody I went to school with in Dublin and his best friend. They open a tiny bar on St. Mark's. It's the second oldest business on St. Mark's right now after Mogador. What is it called? it's called bua okay oh yes i remember it yeah teeny tiny you sit on the patio like total dive this place is a total dive i used to go there i used to go there yeah so like so cute so the guys from omofuku because they had just opened up around the corner they used to drink there they make their food and so we became very friendly with them and so they then our our second place was Wolfie and Nell in the West Village.

15:12And they, Kino did the food for there. And it was just like super simple, 10 items, delicious. So that was sort of the genesis of that whole thing. And now all the way to Queens, which it shows how much the city has transformed. How did you end up in New York? Because we actually go further back than we realized because we share Morgan and Eden. We share more. Exactly. Exactly. She does listen sometimes. So I bet she'll listen to this episode and be very excited. Oh, my God. I should have WhatsAppped her. She'll she'll listen. She does. She texts me sometimes. I just saw her in London a couple of months ago.

15:55But but tell me, how did you end up in New York? How did you become a New Yorker? Yeah. Okay. So I am obviously, well, maybe not so obviously Irish. I'm from Ireland, went to school there, but studied international marketing in Japanese. So I studied for a year in Japan. And then it's very, and I always thought I would go back to Japan. I was obsessed, like best year of my life, so much, just loved it culturally, everything about us. But then when I graduated, it's a really normal thing for Irish and English students to travel. We can get that visa where you can go to Australia and work there for a year.

16:37So a bunch of us headed off. One of my friends, Lisa and I, we did like Southeast Asia for six weeks, just backpacking around. landed in Australia, worked in Sydney, traveled around Australia, came to New Zealand. And then a very close friend of mine who is now my husband's business partner was in New York. So we just came here on the way back to Ireland. And I was like, wait a minute, this is, how can I leave? So I parked my ass in his apartment, slept on his floor in Astoria, Queens. Your now husband, that's where he was living? It was my husband. My husband hadn't actually got here yet because he's also Irish.

17:25It's his business partner. So that's how small the world is. So they eventually went into business together. Oh, my God. So it was 2000, pre-September 11th. And I think that's important because visa things changed dramatically, but there was a little bit more of a lenience. Interesting. If you got here pre-September 11th, basically. Wow. And then just work my little ass off to be sponsored. Can you even imagine how hard it is to find new jobs and then be like, and they would love you, right? you've got an accent you're already one up on everybody else but then you would say oh but I need my visa to be sponsored it was so hard but then I started working with Morgan at Eden so that's a whole other story because that was obviously a collection that I was extremely passionate about because it was Irish led it was altruistic we thought we were going to bring trade to Africa, the naivety of us.

18:40Did you know Ali and Bono before you got involved with it, like being cool and Irish? Well, my very close friend, I mean, it's the whole story is kind of crazy. So my very close friend was Bono's personal assistant. So she and I were mates in New York. And then she got a call one day being like, hey, because, you know, Ireland's small, we all know this it's still tiny so she moved back to dublin to be bono's pa and she called me one day and was like listen ali and bono they're amazing ali's starting this brand i want you to meet with her and like ali and i basically look the same we're like sisters from another mister so it was like love at first size and i worked there for about i think i was there for about two years, two or three years.

19:38And what were you doing there? Were you doing merchandising or a little bit of everything? Yeah, I was doing sales. I mean, I think we all did a little bit of everything, but it was a really talented team. Bridget Russo was there. Morgan was there. Rogan. So I worked with Rogan. He was the creative director. He was the creative director when you were there. Yeah, yeah. It was such an amazing experience. ironically I live on Franklin and we worked on Franklin like it's so funny I remember that office right because I went there through many um creative directors who I I ended up becoming very close with Danielle Sherman I mean look I'm wearing oh yes you and she I totally and I go way back this is so funny I I know you two have like done um projects together but I never even thought about the fact that you had Eden in common.

20:32Oh, it's so funny. I still wear this knit that she made. I wore it to a dinner here. I wear it all the time. I also have a pair of little pull-on pants that she did. People always think it's vintage something. She's so talented. She is truly just such a talent um yeah but this top is just so beautiful and such a little angel i love her yeah but it was it was such an interesting i had such a weird not weird but like unique look at it because before imran started business of fashion which you know this he was like kind of involved in eden too because he he consulted for pierre eve so like yeah i just always had and also Morgan I know Morgan we're talking um you guys go way back yeah because Morgan and I Morgan George shout out to Morgan her best friend from growing up was my colleague at Forbes and then she married one of my other colleagues at Forbes Matt who ended up becoming the managing director of Net-A-Porter at some point so like Matt was the real estate reporter and I was the lifestyle reporter and we all used to hang out like in 2006 when Morgan lived in the Trump one of the Trump Towers with her friend she's gonna be you know what she won't care I don't even think she ever told me she lived in a Trump Tower she lived in a Trump Tower with like one of her friends who was like I don't know it was like I never went she's like you never came I'm like no but she was cool she was always like hanging out with the cool celebrities and stuff I know yeah it was it was such a fun we worked really hard like you really worked hard and we all but we all believed it in so much and it was such a great crazy time and you would just yeah it was like I became friends with Christy Turlington we're still friends to this day but that's all through all through Eden oh my god yeah another like really solid human being I don't know but I have many people who are very good friends with her and she seems he's incredible yeah she just the best.

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24:34Okay, so you're at Eden and you're doing like a bunch of different stuff. Then what's your sort of path? You established yourself in Tribeca. I don't even think, no, we only moved in here like eight years ago, nine years ago. So I don't even know oh we were living on a dirty old loft on broom street at that point like it was it wasn't even a a live space it was completely illegal just a shithole loft um it's now stunning i can't remember who's in there like i think matter and matter changed it into their like gorgeous perfect showroom at one point i did an appointment there one day and i was like looking for furniture And I was like, hang on a second.

25:21I lived here. You know, now it's gorgeous. But worked at Eden and was like, you know what? I really love this merchandising element of my job, but I don't think this scope is big enough that I'm really going to learn anything. and my next move I went to Club Monaco and started off as a baby merchant at Club Monaco and was there because it was owned by Ralph Lauren at the time and it was just an incredible experience. Were you there when Aaron Levine was there? Yeah, I was there with Aaron. Yeah. So that was like a real moment. And Jenny Olsen maybe? Wow. Jenny Olsen, no. Not Jenny Olsen, but Caroline Bellhumer, who's now creative director at Vince.

26:13Oh, yes. Yeah, yeah, yeah. It was an amazing team. And we worked hard. We learned hard. We, you know, it was really sort of, I call it my master's in the industry because you're literally working on product from the very, very beginning, like merchandising plan all the way through first proto. setting up the showrooms because we did absorb that sort of ralph lauren model yeah where you it's really about okay well what is the customer walking into and and we really bought from that beauty you know like create the beauty and then the customer will follow yeah what how much like were there executives from ralph lauren kind of watching the business because it is true when you go into I mean I haven't been in one since it was bought by Regent who also owns Bali and many other things shout out to Michael Reinstein but it used to feel like you could really feel that it was owned by Ralph Lauren because you walk in and like you're walking into someone's home it wasn't the same home but it was a home and like you get the feeling of who is supposed to be buying this product, which is interesting.

27:31Yeah, I think the story goes that Ralph was casting models back in, I don't know, maybe late 90s, early 2000s. I can't remember what year they bought us. And he's like, who are those trousers? Who are those trousers? And every model would say Club Monaco because they make long inseams. So he became really curious about it and eventually bought it. And it was the only acquisition they ever made. But to answer your question, yeah, we got a lot of mentorship from Roger Farah specifically. Oh, wow. Which was, you know, you get one sentence from Roger Farah and you're like, okay, amazing, check. Yeah.

28:15And John Meehas was our CEO and he also had come from the Roger Farah world. I know John, yeah. Yeah. We had a lot of good mentors who were very patient with us because we were all quite young. Yeah. And did you go with them to Tori? Because they both ended up at Tori Birch, too. Yes. But maybe a different—I mean, I think Roger was at Tori Birch for longer. No, you're right. You're right. Yeah. Yeah, you are— Did they recruit you or did you just— They recruited me. They recruited me. That's amazing. So, yeah, John was like, this is going to be an amazing experience. We're doing, because at that point they were bringing on all new designers, Benjamin Bruno, and Pierre-Yves, I guess, was probably peripherally involved at that point.

29:06Yeah. Yeah. Yeah, I definitely think I would create decks for Tori, and she was, like, emailing them on to Pierre-Yves to say, is this any good? Does she know what she's talking about? Yeah. Yeah. So, yeah. So I went there and I was there for three years with Tori. And what did you learn from Tori? Who to me is just like very steely and amazing. She's incredible. She's, I mean, I think Tori is a badass in the most gentle womanly way known to man. Totally, yeah. If that makes sense. Yes. it's just you know the way she enters a room the way she deals with everybody um she's just a woman to be reckoned with you know yes in in her in her just spirits she's just she's a kind person there's people working at tori who've been there from you know she talks about around the kitchen table, which ironically, we pretty much work around my kitchen table.

30:16She talks about the, and those people are sort of, most of them are still there. Very loyal. It's amazing. Shout out to Frances. Oh, I'm seeing tomorrow night for dinner. An honor. Do you know Honor Brody? Yes. Wonderful. Amazing. Like just, she, she had kind of an original crew who are just like good people. Yeah, I think the thing I like so much about Tori is that she seems to really know herself and she's very self-aware and you could tell like she's a human being who struggles with things. But she, I don't know if it's that she's not self-conscious or something, or if she is self-conscious, she's okay with that.

31:03She's just like okay with the fact that life isn't perfect. somehow. It's like a comfort in her own skin, I think. Yes. Which is, which is interesting, given that she looks perfect. Yeah. But I just feel a tremendous amount of respect and affection for her in this way. I really think she should run for office. Like, oh, my God, she'd be incredible. She really was. She has the same thing Cindy Levy has, which is like makes people feel very comfortable and safe somehow, even though she's going to push people. She really does push people. But I actually it's funny that you mentioned this because I'm remembering back to the first time I met with her to interview with her.

31:52And I think all we talked about was politics for the, you know, for the entire hour, because it's, you know, it's obviously a passion of hers and obviously a passion of mine. like you know there's so much altruism within how she has created that organization and what she's personally involved in and the foundation and and all the things yeah so let's let's go on to your work because you there's a lot of altruism in your work too and i think what you share with these companies that you worked for is this thing of like you really want to do things the right way and it's not necessarily about doing it because you think you have to it's because you you know it's right so tell me about your namesake brand and how why you wanted to do it and and then we can get into the um which I'm sure you've told the story a million times but the pandemic of it all which is like yeah completely insane but But tell me, like, what made you, because you left, did you leave Tori to do your brand?

32:59Or did you have a stop in between? Yeah, pretty much. I definitely had a stop in between. And I had given, because I was, you know, I had a very senior position there. So I think I gave them like, I don't know, six to 12 months notice or something, you know, just to give everybody enough time to plan. And I loved them all dearly. And they were so, you know, they were very good to me. but I had felt you know a lot of people especially at that time you know we're in a whole new world now where does anybody care about sustainability not Christ at the moment but I think you do but I do yeah and so I think um at that time it was very sort of topical Tori and I were talking about it I was working on different projects with her to kind of bring a little bit more sustainable vulnerability into Tori and she was, you know, really on board.

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33:57But I think for me, it was like I'd worked in the industry like 20 years. I'd always said I wouldn't start my own business. My husband was already an entrepreneur. That was enough in one household. But I guess, you know, my dad owned his own business. It was probably in there somewhere. And I decided that nobody was really doing what I thought was needed in the market sustainably. And I felt like with all of my experience, all the people I knew and the processes I knew, I figured that I could make a really good stab at us. And that was kind of it. It was as simple as that. And it was just something within that I was like, I just need to explore this and do this.

34:42And I decided, you know okay I'm I'm gonna do it and I created a a rack of I think it might have been like 12 protos and rolled them into Stella Ishii at the news and she was like I tried them all on and she was like I like this this is good and then so it just sort of you know I think once you get that one check of approval from somebody like Stella, you're like, okay, I think we're off to something here. I think Stella Ishii is the owner of the news, which is a big showroom that was like, especially when showrooms obviously are still important, but the world has changed. And in the 2000s and 2010s, she had Alexander Wang and Banna Valza.

35:37I was just talking, to scott sternberg who's a good friend of mine about the news um and stella and she had band of outsiders she had vina kava shout out to sophie buhay like once she launched the road like the the twins were set up in the little corner that i used to use for fitting she launched like the little t-shirt collection i think it was like the first season or two but yeah i mean and like you've like Stella's in the Margella documentary. Yeah. Like Stella is, you know, she's like, oh yeah, I was in Tokyo and I bumped into Ray just walking down the street. So we had a tea, but it's not name dropping with Stella.

36:18It's like, you know, it's legit. Yeah. And I remember coming, this would have been in February, 2020, to see you with her. And she made, I felt like she really pushed she was like this person I am backing this like it was a very big deal that she was so like getting involved in the communications of your work because she believed in it so much and this is again I believe it was February 2020 am I correct yeah and I remember meeting you on a couch somewhere maybe it was at your house or it was in like the Bowery Hotel or something I don't remember. Somewhere, right? I'm not. Yeah, I think it was actually probably in my apartment.

37:06But it's February 2020. There's like a weird thing that happened where people are getting like a bad sickness in China in late January. But who cares? And then sort of in Italy. And you're like, oh, well, I'm young. It's not going to affect me. Like, I don't care. so yeah I roll into you know the the 12 protos becomes I don't know I think it was like maybe 30 samples and we set up and she's like you know I don't usually allow people to do this but you've got like such beautiful things in your home I think you should bring some of those things so you know we brought in the vintage rug and pictures and little furniture and chair and just set up a tiny little, because space is so important to me, tiny little showroom, like within the showroom at the very front with all of those stunningly beautiful windows that she has in that showroom.

38:07And I remember she came over to me sort of, maybe it was like day three and she was like, how's it going? It's been so, because markets were busy then, you know, people came to market before COVID. And I was like, I don't know, Stella, I don't know how to judge it, but I've got notes from 36 stores. And she was like, that's really good, Maria. This is really good. So people were just really interested. It was, I think they liked the sustainability, but they also liked the aesthetic, the color point of view, whatever. They were into us. And so we decide, so that's great. We're going to go to Paris now.

38:49You know, Stella's not going, obviously, because she's a little older than you and I. But, you know, the young ones, we all head off. And the really wise people from Asia are all wearing masks. And we're like, oh. You know, I was so sick during Paris Fashion Week. I definitely didn't have it. Like I tested my I didn't get it until Milan Fashion Week, October 2022. Oh, of course. Right. And you're like, seriously, I get it now. Yeah, I came back and I was like, I can't smell anything.

39:29Anyway, so, yeah, that was that was the start. And then, honestly, by the time we got back from Paris, people were already canceling their orders. so it was very devastating so did you think like i'm just gonna put it on like what did you did you end up producing stuff to make a long story very short um we just put it on hold we were like you know what i don't think this is the moment let's take a break meanwhile lauren my husband's in like food and bath so we were obliterated we were literally like renting at our part like we were completely obliterated it was a very dark time he like i won't even get into it but like you know just employees who didn't make it through who had you know just the whole thing was so dark But anyway, let's move on to lighter, brighter things.

40:30Stella had called me in April, May, and she was like, you know, what are you doing for spring? We're so excited. It's such a great fall showing in February. And I was like, really, Stella? Like, do you think this is the moment? And so we did us. And to this day, if somebody asks me to show them the collection via Zoom, I have PTSD. You know, just trying to get your point across. So we made all of these beautiful line sheet books with, they were all wrapped in vintage bandanas that I had sourced because obviously online, because obviously you couldn't go to stores. And we had flowers put in the boxes and all the fabric swatches cut out and sketches.

41:17And we made these beautiful boxes. I hope I have one somewhere because they were actually quite beautiful. And a few buyers after the fact, when I met them in person, were like, it was the box. We knew it was special when we got the box. So, yeah, we started. That was really the first official. And honestly, it was the Japanese clients at that point. That's what sort of they just really believed in it and placed really solid orders. And we were in business. And COVID was different in Japan. like the way that they managed it was very very different they managed us right um okay so you are a covid but your brand is a covid baby it's a covid baby the wholesale world all these things we i mean literally every single six months there's a new article about the end of wholesale but like I would say the the real change happened before and after COVID where the reason we've been talking about it for 10 years like I remember talking to Marcus from Rag and Bone yeah in 2014 and he said you know I worked with Marcus and David too oh nice yeah I really like I like I like them both a lot and they're so many stories with them and obviously a huge fan of Gucci Westman.

42:46I mean, literally, my makeup. The most obsessed. I love her. She's so beautiful. But I remember him saying, because I was doing a story on the CFDA Vogue Fashion Fund. It was 2014 for BOF and him saying, when we started, you needed Barneys. You don't need Barneys anymore. And I think that was sort of true in 2014. but now it's really true like you need independent stores to meet like develop a relationship with a customer but the reality is what you really need is a brand that you can connect with people online and and so it has just you have to have that part of it too whereas pre-covid you actually didn't you could get like if you look at the way I mean it's interesting if you look at the way Kate launched it was like mostly that obviously they had the apartment and they had direct sales but like a lot of it was wholesale post-covid it just became this thing of like yes you need both but you really need direct too and if you're not going to do direct then that's like a big statement and a marketing thing like everything is more intentional and direct is so much more important than it ever was.

44:07Totally. As someone who comes from the world of wholesale and all of that, how did you recalibrate your business in the wake of the fact that you were going to still need these independent stores in particular, but the onus was going to be more on the direct stuff than I assume you probably had anticipated in the beginning? totally listen i i have to tell you i'm just a i'm a believer in both we have wholesale stores that we started off with the very first season that are still our clients to this day i think it's an incredible way to get your brand out there i think you can really start amazing relationships with these small specialty stores all over the u.s and these are mom like you know I know the owners of the store's names, husband's names, kids' names, where the kids are going.

45:08You know, these are family businesses that are really amazing and run by really amazing people. I always feel like the fashion world gets this bad rap that we're like these horrible, bitchy people. But I really don't think that's true. My closest friends are from the industry. So I do, I believe in both. And I also think that to create a direct-to-consumer business now is so expensive. It's very different to what it was in 2020 and 2021, when frankly, I had 1 ,000 followers. I had no reach. I needed wholesale to get my name out there. Now to acquire an eyeball, I don't even know what it is. But it's just so expensive.

45:55Yeah, customer acquisition is basically impossible now. It's so expensive. Yeah, so I personally think you need all of it. You need your pop-ups, you need your trunk shows. It's amazing to get to meet your customer one-on-one and really interact with that customer and know her and know her body and what she needs and what she's looking for, what she's responding to. but I love all of my channels. I love them equally and we really try to give them each as much attention.

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48:57Okay, one more question on this and then I want to talk about the design and your big idea a bit. okay so obviously a question I get a lot from small brands yeah people who are maybe independent who don't have a lot of experience working in the industry I get emails constantly this person hasn't paid me in six months are they going to go out of business this well you know this we have seen in the in the time that you have been in business look Harvey Nichols may not exist and they shut down the website apparently it was bought by Fraser Fraser's group and they shut down the website which is so sad we sell to them and I really believed in what Kate was trying to do I mean yeah you know it's yeah so so you we've seen matches we've seen all these companies all these brands go bankrupt and all these retailers all of that every time I talk to one of these people, I say, look, like you need to just bake this into your business model because it's not going to end like these bigger retailers that they get investment.

50:05It's not manageable. Like the smaller independent retailers can have. Yes, I know that they are they will get behind on payments, too, but they will have a really good season and then it'll be OK. And then they'll have a bad season because that's like how retail is. And if you're smaller and you only have a couple stores or one store, you can manage it better. And also a lot of those people have other sources of financing. So it's a little easier to manage it. It's true. I guess my question for you is how do you manage that as a, I know I'm sure it's season by season, but like, how do you stay calm when there are all these like factors of your stuff is in demand.

50:51So people want to do a big buy. That's the other thing. Like I've had friends be like, they want to do a million dollar buy. Are they going to be in business in six months? And I'm like, I don't, I don't know. Like you, it's hard. How do you sort of manage that? We say no to orders and it really hurts. Yeah. Really, really hurts because all you want to do is grow your business to the point where you do not have cash flow issues on a daily, weekly, monthly basis. But that's kind of, and I do, I have like, and the most incredible network of advisor angels, both internationally and in the US who I can call on and be like, what do you think?

51:39Should we do this? And they'll be like, absolutely hell no. Or, oh yeah, we've had a great relationship with them. So I think for I mean, I still classify myself as a startup small business, but I think for people out there with those questions, try to build your kind of network of people around you, other friends, other designers in the industry, like we'll message each other. like Stephanie at an heirloom and I will be like, hey, what do you think? What's your, you know, just, I think having that, that community in more ways than just like your client is really important. How has that community changed in New York in the last 15 years?

52:24Because I got to New York a little after you and at the end of 05 and I was there till 2020, but obviously been covering the industry since then and i was saying to someone recently like for me as a as a journalist it doesn't make as much sense to be in new york because there aren't as many big businesses as there used to be like when i was when i was coming up like there was alex wang and proenza and like proenza was had big and private equity investors in european private equity investors like they They were, and that kind of thing. And there were also just like so many brands that were really, you know, on top of that, all these very large companies that either have sort of, now it's just like the fashion business became more luxury focused.

53:19And so it's just concentrated in Paris and Italy. And I very rarely write about American companies now if they're not Nike or Skims. And so like I said to Jens Grie the other day, well, not the other day, like a few months ago, I was like, I write about you and LVMH. Like there's not really much in between, right? For a big business. So what as a, as an independent, but on the other hand, the U.S. is still like, it's the land of entrepreneurship and doing your own things. What's the community like now compared to back then? Because you were at Eden, which obviously a unique situation, but was still like very startup-y.

54:05yeah what was it versus back then like how has it changed and what's the benefit of being in New York and and because you've had to deal with so much tariffs like all this stuff but on the other hand like maybe you wouldn't have been able to do it anywhere else I kind of agree with that I still and you and I have talked about this before you know the American spirit is unique there is a a camaraderie, a go-getted, a how can I support you? Who can I introduce you to? You know, I just think that there's an element of, one might call it networking, you know, but I think people want to help each other here.

54:53And I think I was talking about this with a bunch of London friends and they were like, yeah, probably because in Europe, the pool is so much smaller, you know, so when you have your clients or you're connecting, you probably keep it tighter because that pool is quite small. The U.S. is huge. There's a lot of us. There's a load of billionaires apparently right now. And people are willing to spend money too on clothes. People are willing to spend money. And, you know, we have an incredible returning customer rate, which I do think is because also we're sustainable and responsible. I think our customer really responds to that.

55:33But we have and I think our big opportunity is like, I just struggle with such a tiny team as to how we can reach out to those clients. You know, yeah, it's so I wish I had a an LVMH CRM team where we could create special experience. is because these people have kept us in business. You know, this is incredible cohort of women who I'm so grateful to, but can't communicate to. So let's, well, let's make that happen for you, right? We're gonna secret a CRM. Let's do this. We're gonna secret a CRM. Seriously. So I think the last question I have for you is about your customer and what you figured out.

56:18because in the beginning it was very obvious like I love these brands that people who become creative directors who used to be merchandisers or or like honestly you Alyssa Zachary from High Sport but also Jonathan Anderson to an extent like he was a window dresser he did not come from and I think he's a product designer like I think also Irish also and also doing his show in Dublin I I know. I really want to go. I've never been to Ireland. Oh, I just spent three weeks there, Lauren. I have the most amazing list for you. Okay, great. I'm going to go. I'm going to try to finagle. I'm going to try to go to that or go another time.

57:01But I need to go. I've never been. I lived in London, too. It's crazy that I've never been. It's just, it's so outrageously beautiful. That's all I can say. We drove 2 ,200 kilometers around the whole Wild Atlantic way. Stunning. Amazing. Stunning. Anyway, so I think you, one of the reasons it worked so well off the bat is because you are a great merchant. And I think that's, A, it's rare in merchandising to be a great merchant. But I think the and Mickey, Mickey Drexler is also an example of this. Like, he's not a designer, creative director, but he could have been like, yeah, these are a great merchant can do the other thing, too.

57:44But as you got into it, how did you figure out who your customer was? And like, you have a lot of competition, like there are a lot of cool brands trying to reach a woman who's 35 to 50 with a lot or 35 to 70 with a lot of or 25 to 70. with a good amount of expendable income. Yeah, disposable. Yes, that's the word. How did you kind of hone in and figure out who, home in and figure out who that person was? I think some of it comes accidentally. You know, you create something you love. And I remember once we had this drawstring trouser and it came late. so all of my specialty stores cancel because you know it's a tricky time I got it you know it was too late and so we absorbed all of the inventory and I was like mother of god how am I selling all of this sold to the piece it's still our best seller so some of it's just like look and you know just these things happen and things take off but I think fundamentally for me over the past two or three years i had you know bumped into alex harrington you know that the stylist is super talented we had worked together um years ago um at creatures of the wind shout out to those shane and chris oh my god wow love them so much yeah the best um yeah i'm looking at shane's incredible ceramics right now they're so great they're so good um so he was like you know what But I think you need to tap into your Irish roots.

59:30You know, and he has those too. You need to tap into that. And I was like, you know what? You're right. And I tried, but it's really hard, Lauren. Like Ireland is one of those countries that is so proudly Irish. And I won't even go into all the things because it's so involved. But they've done such an incredible job protecting culture. Like people still speak the Gaelic language on the West Coast of Ireland. Like Michael D. Higgins really went after it. Poetry, writers, you know, look at all the actors. But the more visual arts were not a strong suit because of our, you know, we were colonized because of our poor.

1:00:11So words were able to travel freely, but visual arts were not. And so there were laces there that's there no longer. Even the beautiful sweaters in Inishman, the Aran sweaters who I'm currently talking to, that they're making, they're importing the yarns because the sheep that come from Ireland aren't soft enough. You know, it's not a beautiful merino type of wool that you would use for sweaters. Hence, Aaron's sweaters are quite scratchy. But anyway, kind of trying to focus on this thing that would set us apart led me to working more with French lace because in France they have protected these industries.

1:00:55and I think adding those additional details and those elements of craft whether you know there's a woman we work with on the Lower East Side and she creates all the macrame and crochet and we work with other artisans in Bolivia I think finding those additional details and special details or you know the shell buttons that we make that are completely biodegradable or the nut buttons the things that are just a little bit more unique to us. I think that's what resonated with the customer. And also, listen, my product fits extremely well. And the quality is incredible. Like you look in the inside of our garments, all of the seams are bound, you know, these are things that are all of our trousers are as pretty on the inside as they are on the outside.

1:01:53so I think all of those things once the customer buys it and tries it on and where is it they become her go-to yeah I think um you did an amazing presentation last fashion week where you had a couple of models in in a friend of yours gallery that they sell it's like rare furniture pieces right yeah Megan H she's actually he he's my neighbor he lives downstairs from me he has the most incredible french antique like literally we were showing the collection amongst privé chapeau peri and i was like let me die and go to heaven right now yeah it's it's like if you follow any of those like sorcerers on instagram that are like hashtag privé you would love you would love this but um and then you had some models but you you also just the way that the product was put on racks and and displayed was really beautiful and I thought and you were walking around talking to everybody and I just thought like these are really gorgeous clothes that it was for me the most the richest experience I've had seeing seeing your stuff and it is one of those things that like I guess I guess my last question for you is what is your ambition with it because being in America, there's obviously pressure and it's like a social pressure almost to like want to be big.

1:03:22Because that's what in America, that is success. Whereas we've all realized, I think in the last few years or not realized, but like accepted that sometimes that's not what is sustainable in the other way to use that term, like having a giant business. what what do you want to if you have a five-year plan like what what do you want from it like why are you keeping it going because you could do a million things like you don't have to do a fashion brand you could be a consultant you could run various types of businesses you could do a million different things in fashion but you are still like keeping on and balancing the the channel portfolio and finding these like working with these artisans and making sure the materials you you're using aren't like super damaging to the environment like you're doing all this extra work like what is driving you what do you want from it i love us unfortunately i feel like it's an affliction right yes um i truly truly hope neither of my daughters choose to go into this industry but i love us i love what i do i feel very honored that i and humbled honestly that i have this opportunity and and privilege that I get to try to do it in a more responsible way like you know it's it's it's hard it is extremely hard every day is really hard um it is a complete roller coaster whether it's like you know the next sacks not paying you or the next harvey nicks that you You know, so every day is sort of there's a new nightmare.

1:05:11But then every day there's also something incredible that comes along. And it's a privilege to be able to create. And it's a privilege to build a community of women who actually love your clothing and want to wear it and are proud to wear it and want to come to meet you. And I think as a brand, we've also, even in and above our clients, we've created just this incredible community of people. I'm so excited to see you all in September. You know, I love all the women and men in my life that I get to see. Well, I actually probably get to see you all a little bit more than twice a year, but like, that's so exciting for me.

1:05:56yeah yeah so yeah i think it's a it's a privilege to to be here well i'm so glad to know you maria and thank you for doing this and and good luck in at the show at the whatever you want to call it yeah hopefully we'll see you i will you will see me i can't wait um and amazing and thank you so much for having me this is you know i'm a fan it's so fun and thank thanks for keep keeping going i You said it's an affliction, and I think that's the truth. There's no reason to do any of this. We could all be much richer doing other things. So it's just for the love of fashion, the love of clothing. Right, fashion people, Lauren.

1:06:38Yes, yes, we appreciate you. Thank you, my love. So fun to chat with you. Fashion People is a presentation of Odyssey in partnership with Puck. The show is produced and edited by Molly Nugent. Special thanks to Puck co-founder John Kelly, executive editor Ben Landy, producer Maya Tribbett, and director of editorial operations Gobby Grossman. An additional thanks to the team at Odyssey, Kelly Turner and Bob Tabador.

1:07:10I'm attorney Kevin Rowe. A car wreck can turn your entire life upside down. And when that happens, make one call. That's all to Learn Rowe. Our local legal team is ready to go to work for you. working hard to get you the money you deserve. We'll handle the legal process so you can focus on what matters most, your recovery. From start to finish, we're here for you. Call Lerner and Roe today. Lerner and Roe are the lawyers for you. Call 222-2222. Jonathan Faust, Managing Attorney, 114 East Surmack, Chicago.

From the publisher

Lauren’s guest is Irish-born, New York-based designer Maria McManus. They chat about her scrappy path through EDUN, Club Monaco, and three years working alongside Tory Burch before launching her own label right as the pandemic hit. They also discuss why she still swears by wholesale even as direct-to-consumer becomes non-negotiable, and the French lace, Lower East Side artisans, and Irish craft details behind her "no BS" collections.

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