296. Tom Patterson: Tommy John, 9-Figure Brand & Turning a $5K Idea Into an Apparel Empire

This week, Jason is joined by Tom Patterson — co-founder of Tommy John — for a conversation on what it really takes to build a nine-figure brand from scratch in one of the most overlooked categories in apparel.Tom shares the full story behind Tommy John — from walking away from a stable six-figure career in medical device sales to betting everything on a simple idea: fixing a problem he personally experienced with men’s undershirts. With no background in fashion, no industry connections, and just a few thousand dollars, he set out to create a better product — one that would eventually disrupt the entire category.He breaks down the early days of the business — spending roughly $5K to create his first 200 shirts, selling on consignment, getting rejected by retailers, and relying on sales skills to get in the door. From folding inventory himself to traveling store-to-store training sales associates, Tom shares what it actually looked like to build the business from the ground up.Tom also dives into the financial realities of entrepreneurship — funding the business with savings, 401(k) money, and credit cards, going years without paying himself, and navigating the constant pressure of cash flow in the early stages.The turning point came when Tommy John landed in major retailers and later experienced explosive growth through non-traditional marketing — including a breakthrough moment on the The Howard Stern Show that led to record-breaking sales and ultimately shaped the brand’s entire marketing strategy.Tom explains how the company scaled from a startup to a nine-figure business, including the importance of product innovation, brand differentiation, and building a loyal customer base in a highly competitive space. He also shares how strategic partnerships, celebrity endorsements, and a diversified marketing approach helped fuel long-term growth.Beyond the business, Tom opens up about the personal side of the journey — including the stress, burnout, and panic attack that forced him to reevaluate his leadership style, priorities, and overall approach to building the company.From burning the boats and betting on himself to navigating growth, risk, and long-term scaling, Tom gives a raw and honest look at what it really takes to turn a simple idea into a category-defining business.Tom reveals all this and so much more in another episode you can’t afford to miss!Subscribe to the Trading Secrets podcast! Learn more about your ad choices. Visit podcastchoices.com/adchoices