TheIndustry.fashion Scale-up Sessions: The Rixo growth story

Finance and logistics are key growth pillars of any business, large or small. Whether you’re expanding your operations domestically or internationally, exploring new sectors, or branching into new channels, mastering these disciplines is essential for success.

TheIndustry.fashion Scale-up Sessions brought together a group of business leaders from leading fashion brands, retailers and industry bodies - including Celine, Scamp & Dude, Aligne, Bluebella, Belstaff, Florere, Amari Amari, Phoenix Style, Ro & Zo, House of Kind, Pretty Lavish, The Department of Business & Trade, and The British Fashion Council - all focused on taking the next step in their growth journey. You can watch the event on demand here. 

Held in partnership with Bleckmann and supported by Barclays and Shoosmiths, yesterday's event featured insightful presentations, engaging panel discussions, and interactive ‘Meet the Experts’ breakout sessions, giving attendees the opportunity to exchange ideas, share inspiration, and gain practical insights from industry-leading speakers, including representatives from Bleckmann and Barclays, alongside Sepi Agari, Hunza G, Bloobloom, BGF, and Rixo.

For the last, but certainly not least, panel of the day, we heard from Orlagh McCloskey, co-founder of Rixo, about the vintage-inspired fashion brand’s success story.

From flat to fashion phenomenon

Rixo’s story began with two university friends, a shared passion for vintage, and a lot of hard work. "We both loved vintage and hunting for finds in charity shops at the weekend," McCloskey recalled. "I was working at ASOS at the time, and on evenings and weekends, we’d work on setting up the brand. We didn’t know what we were doing. We didn’t even know that print was going to be our thing."

That signature aesthetic - nostalgic prints and feminine silhouettes - soon emerged organically. "We found motifs at the British Library, and one of them ended up being the best-seller of our first collection," she said.

The pair did everything themselves in the early days. McCloskey focused on design, while co-founder Henrietta Rix handled social media and customer orders. "We were hosting job meetings at our local Pret," she laughed. "Our suppliers even let us use them as warehouses because we were working from a flat."

Initially, Rixo was a direct-to-consumer brand, operating without a traditional wholesale collection. "We had to prove ourselves first," McCloskey explained. "As soon as we got any kind of press, we hoped buyers would see us, and luckily, it worked. We were prepared to say, ‘We’ll put the stock in your store and see how it goes.’ Beggars can’t be choosers!"

That persistence paid off. Harrods soon came knocking, and the brand quickly gained momentum, becoming one of Net-a-Porter’s top contemporary brands within weeks. "Our price point and style really resonated with their customers," she said.

Scaling up, on their own terms

Ten years on, Rixo remains proudly independent, having grown without external investment. "There was interest from investors early on," said McCloskey, "but we wanted to solidify what we wanted the brand to look like in a way that felt agile. You could lose your magic if you don’t approach growth in the right way. Don’t be too cookie-cutter."

Today, Rixo has seven stores, with locations including Marylebone, King’s Road, Kildare, New York, Sister Village, and Notting Hill. "Stores are so important; they’re a way for customers to discover us," she said. "To this day, I hardly ever shop online, and neither does Henrietta. We love the idea of going out and finding unique things."

The physical experience has also evolved, not only with experiential touchpoints like in-store alteration and repair services but also internationally.

Following the success of its US pop-up in New York, Rixo recently made it a permanent fixture - a milestone moment for the British brand. "We saw customers ordering from our e-commerce site organically," she said. "We didn’t want to go too heavy on investment at first, but now it’s our mini flagship. LA and Miami also do really well online, so we’re looking at expanding in the States."

That same organic energy drives the brand’s community. "We’ve always wanted to celebrate people who don’t fit into the mold," McCloskey said. "We love that we don’t have a set age wearing our clothes - it feels authentic rather than a marketing exercise."

Looking ahead

Rixo marked its 10-year anniversary this year with a London Fashion Week show. "It was really nice to bring everyone together - press, industry, customers - and celebrate how far we’ve come," she noted. "We’ve rebranded, we’re launching a new website, and there are a few more exciting things coming."

Despite the brand’s growing scale, McCloskey insists they remain strategic and grounded. "We write three-year plans every year, but they evolve," she said. "Because we don’t have investment, we can’t go full force on new categories. When we tried accessories, the costs skyrocketed, so we started smaller. We do a show-and-tell in the office and build from there. It’s nice to see things grow."

From Pret meetings to pop-ups, Rixo’s story is one of creativity and community - a testament to how independent fashion brands can scale sustainably while keeping their magic intact.

As Rixo continues to evolve, partners like Bleckmann play a crucial role behind the scenes. The brand has been working with the logistics specialist to refine packaging and fulfilment, such as updates to its jewellery packaging as part of its wider rebrand. It’s a reminder that, for even the most creative labels, operational excellence is key to scaling with style.