Scot Free This kilt-maker's customers share fashion sense--and a love for freedom.
By Sara Wilson
Opinions expressed by Entrepreneur contributors are their own.
Entrepreneur: Steven Villegas, 38, founder of UtilikiltsCo. LLC in Seattle
Description: Designer, retailer and manufacturer ofAmerican utility kilts for everyday wear
Startup: Less than $1,000 in 2000
2005 projected sales: $2.5 million
Baring all: When Steven Villegas transformed a pair ofarmy surplus pants into a kilt, it was originally just for hispersonal comfort. But when heads turned and he received countlesscompliments on his legs, Villegas knew his creation had potential.So in April 2000, he brought his kilts to a weekly Seattle outdoormarket, where he not only made his first sale, but also met futureco-founder, Megan Haas, 33.
Embracing Change: Two SBA loans totaling $130,000 allowedthe duo to develop their idea. Villegas sewed and handledbookkeeping in a small office, which did double-duty as a store,while Haas developed relationships with their growing list ofinternational male and female customers. Before long, the companytook on a life of its own among customers, who had a lot more incommon than just an interest in wearing kilts. Open-minded andself-confident, they weren't afraid of unconventional garb anddesired social change. Says Villegas, "I feel so fortunate tobe doing something that's embraced by all the rightpeople--people who want to assist change."
Road Trip: Today, Utilikilts come in six designs,including denim and leather. While Haas is now only with thecompany part time as she pursues other opportunities, the companyhas expanded online, opened a retail store, and is still goingstrong with its grass-roots effort. Teams of road crews travel tohundreds of festivals and events nationwide, where they're metby existing customers who model the kilts, show off their legs andhelp sell the product. "We're very enthusiastic andwell-humored, and we make people smile," says Villegas."We sell people freedom."
