Case Study: Overcoming Apparel Industry Challenges with the Right Partner
NOTICE/ Disclaimer: Tonka Sports is not affiliated with Epoch Sports. d.b.a. Epoch Lacrosse. The CEO of Tonka Sports, James Miclei is the Founder of Epoch Lacrosse, and is their former CEO. This case study is written from the perspective of his experiences in those roles and does not represent Epoch or its ownership group today.
The Vision: Disrupting a Broken Market
In 2018, Epoch Lacrosse, a rising name in lacrosse equipment, set out to expand into team uniforms. Customer feedback revealed a broken apparel industry—plagued by inconsistent quality, poor service, and unreliable suppliers. Epoch saw an opportunity to innovate and disrupt. However, their journey to launch a successful apparel line was fraught with challenges, teaching them hard-earned lessons about the importance of the right manufacturing partner.
The Early Struggles: A String of Disappointments
Epoch’s first attempt began with a US-based manufacturer operating in the Dominican Republic. The pitch was compelling: they offered private label services alongside their direct-to-team sales. Excited, Epoch shared innovative designs, modern materials, and tailored cuts to jumpstart development. Initial enthusiasm was high, and a product outline emerged quickly. But cracks soon appeared:
Unexpected Costs: The manufacturer adjusted pricing for Epoch’s customizations and issued an invoice for development fees—never discussed upfront.
Subpar Execution: During sampling, the manufacturer substituted Epoch’s modern materials and designs with outdated alternatives, citing limitations in their sublimation process.
Broken Promises: The partnership collapsed when the manufacturer abruptly ended private label services, fearing Epoch’s line would compete with their direct sales. To top it off, their key factory contact was fired, leaving Epoch stranded.
Undeterred, Epoch partnered with a larger, industry-leading supplier known for sublimation capabilities. Surely, a bigger player would deliver. Unfortunately, history repeated itself. Quality issues, inconsistent sizing, and color mismatches consumed time and resources. Frustrated customers bore the brunt of these mistakes, and after a year of setbacks, Epoch moved on.
A third attempt with a smaller, USA-based manufacturer promised boutique-level service and fast delivery. Epoch was meticulous, addressing past pitfalls upfront. Yet, the pattern persisted: initial excitement faded, supply chain issues emerged, and development fees vanished without results. Epoch began to wonder if they were the problem—or if the industry itself was fundamentally flawed.
The Turning Point: Finding Global Sportswear
After multiple false starts, Epoch discovered Global Sportswear, a family-owned manufacturer based in Karachi, Pakistan. This partnership changed everything. Global Sportswear brought expertise, reliability, and a commitment to private label excellence. Unlike previous suppliers, they:
Listened and Delivered: Global Sportswear executed Epoch’s vision with precision, producing high-quality uniforms with accurate sizing, vibrant colors, and modern materials.
Streamlined Operations: Their efficient processes minimized errors, reducing the need for costly fixes, reshipments, or returns.
Prioritized Partnership: Their responsive communication and proactive problem-solving rebuilt Epoch’s trust in the manufacturing process.
The results were transformative. Epoch launched a full catalog of team uniforms that became a cornerstone of their business, even amidst the challenges of COVID-19. Global Sportswear’s consistency eliminated the hidden costs of earlier partnerships—such as managing customer complaints or correcting defective products—unlocking the full profit potential of Epoch’s apparel line.
Are You Settling for Mediocrity?
Many brands and retailers may feel “satisfied” with their current suppliers, believing their needs are met. But Epoch’s journey reveals a common trap: the apparel industry has conditioned us to accept mediocrity as the norm. If your supplier occasionally responds to emails, fixes errors after they occur, or delivers most orders on time, you might think, “They’re good enough.” But are you truly getting the service and quality your brand deserves?
Consider the hidden costs of “good enough”:
Time spent managing sizing issues or color mismatches.
Frustrated customers waiting for replacements.
Lost profits from returns and reshipments.
Epoch learned that settling for a supplier who merely “gets the job done” limits your potential. A true partner anticipates problems, delivers consistently, and elevates your brand. If you’re happy with your current supplier, it might be worth asking: Could I achieve more with a partner who sets a higher standard?
Lessons Learned: Fundamentals Matter
Epoch’s journey revealed a harsh truth: the custom apparel industry often settles for mediocrity. Suppliers who return emails or fix recurring mistakes are celebrated, despite a low bar for service. Epoch’s experience underscores three key lessons for brands entering this space:
Choose Partners Wisely: A manufacturer must be an expert in private label production, not just direct sales, to execute a brand’s vision effectively.
Demand Accountability: Development fees and promises mean nothing without consistent delivery and transparency.
Prioritize Service: A supplier’s ability to anticipate issues, communicate clearly, and deliver on time is as critical as quality and price.
Raising the Bar with Tonka Sports
Epoch’s success with Global Sportswear proves that the right partner can turn a challenging market into an opportunity. At Tonka Sports, we’re inspired by this story and dedicated to raising the industry standard. As an independent sales agency representing a single, family-owned factory with over 20 years of experience, we offer:
Premium Quality: Cutting-edge materials and precise manufacturing for uniforms that stand out.
Competitive Pricing: Fair costs without hidden fees or surprises.
Unmatched Service: Proactive communication, fast delivery, and a commitment to your brand’s success.
If you’ve ever felt the frustration of sizing errors, color mismatches, or unreliable suppliers—or if you’re wondering whether your “good enough” supplier is holding you back—let Tonka Sports show you what a true partnership looks like. Contact us today to elevate your apparel game and experience service that exceeds expectations.
