Julie Wainwright shares the scrappy early days of building The RealReal. At launch, supply was the biggest challenge—home parties and friends-of-friends were not scalable. Julie tried a stylist program in Los Angeles, pitching directly to agencies and stylists, but early results were underwhelming. Then came a turning point: a celebrity client wanted to clear her warehouses, leading Julie’s tiny team—just one employee and one intern—to rent a U-Haul and return with enough luxury goods to power sales for weeks.
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