How One Kings Lane stays ahead of the competition

Faith Merino · November 16, 2011 · Short URL:

Doug Mack talks competitors, keeping customers happy, and how to fold a fitted sheet

The home décor flash sales market is heating up as companies like Gilt Groupe, MyHabit, HomeSav and more scramble for the coveted position at the top of the pyramid.  So how is One Kings Lane staying ahead of the curve? 

CEO Doug Mack points out that One Kings Lane got a headstart and has the advantage of having been in the home décor flash sales business the longest. 

But more importantly, he notes, is the fact that One Kings Lane is focused exclusively on home décor.  While competitors are also offering flash sales on apparel, travel, food, pets, and more, One Kings Lane has stayed focused on the home décor space.

Interestingly, while other flash sales companies like Gilt Groupe are branching out into full-price sales, Doug Mack doesn’t see One Kings Lane doing the same.

“We always think ‘what is the one thing we’re doing that’s meeting a customer need that has not been met?’ …We feel that everything we do needs to fill a void in the market.”  So while full-price sales make sense for a Nordstrom’s, anyone can do it.  But One Kings Lane isn’t looking to be a Nordstrom’s.

We also discussed the fact that a whopping 75% of all One Kings Lane’s sales come from repeat purchases, and Mack explained that One Kings Lane has a philosophy of “selling an item twice,” meaning it sells the item first on the site, and then it follows up in the post-purchase phase by making sure the item is high-quality and delivers on its value promise. 

“The customer has to feel that they got the value that we promised, and that’s the number one thing that will keep people coming back again,” he said.

Check out the interview above—and check out this video on how to fold a fitted sheet!  Watch closely, because this man has magic hands. 


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One Kings Lane


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One Kings Lane is the only private online sales site solely dedicated to designer home décor. Each day (Monday – Friday) there are 3-5 sales that are brand specific and last 72 hours. Events begin at 8 a.m. PST/11 a.m. EST. For the first time ever, consumers have access to the personal inventory of high profile interior designers thanks to the Tastemaker Tag Sales. The sales will include an exciting, eclectic mix of vintage finds, one-off samples, décor and furniture from a designer’s branded line. The first TTS will launch on April 10th. Every Saturday, for three days, an interior designer will offer a signature assortment of hand-picked selections, which will be offered to One Kings Lane members at 50 percent or more below retail value. One Kings Lane was founded by Susan Feldman, a former fashion executive who has worked with such companies as Warnaco/Ralph Lauren Swimwear, Polo Jeans, and C&C California, and Alison Pincus, a digital media expert who spent time at ELLE Décor, Home, and Metropolitan Home. When Susan moved back to Los Angeles from New York a few years ago, and into her first house as an adult, she was house proud, but noted the frugal climate. She saw an opportunity to create a new way to make beautiful home furnishings available affordably, a sort of online sample sale. She and Ali were introduced and Susan’s background in retail, combined with Ali’s background in digital media created the perfect combination to create One Kings Lane.


Doug Mack

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Doug Mack is CEO of One Kings Lane. As CEO, Doug is helping to create one of the most exciting online brands today. Doug previously was CEO and co-founder of Scene7, leading platform for e-commerce.