We Won't Apologize for Our Price Range, and Here's Why
"After quitting my job as an amusement park manager in May this year, I didn't expect this journey to be so exciting," says Zane, a proud mom of three sons. She operates her workshop of adaptive clothing from the small Latvian town of Vangazi, selling them worldwide on Etsy and Shopify stores.
"Why did you start producing adaptive clothing?" "WWJD. If you hear a cry, how can you walk by?" she answers.
It started as an idea, a concept. How to make pants accessible for a friend from church. But the idea just wouldn't let go. So here we are, sending our products around the globe.
"When people visit our site, they can't imagine how small we actually are," she laughs. "In the era of technology, a good Shopify theme is all you need to start selling online. Actually, the whole page is made with my own bare hands, and the photos too. Just my ordinary phone!"
The garments Vilber's produces are made for accessibility. They're designed for people to regain control over the way they dress. The tailoring is specially made for sitting positions, with magnetic zippers, magnetic buttons, straps, Velcro, and other elements strategically placed to increase the user's independence.
"I have so many ideas!" says Zane, who, together with her husband Vilnis Berzins (hence the company name), has risked their savings to start this workshop. "Thank God, I have supporters!" Zane admits. "We've won some prizes and grants, so we were able to buy the equipment and materials to start out. Also, the local municipality has provided the premises for the workshop."
"We are a social enterprise operating under the Ministry of Welfare of Latvia," Zane explains. "This means we not only develop products for a specific niche, such as people with disabilities, but we also act socially responsible at every step. This includes sourcing the best and safest materials, paying fair wages and all social security taxes to workers, ensuring good working conditions, and taking care of the environment."
"Now, as the demand for our products grows rapidly and we outsource some of our production, we include wage and work conditions in our contracts. Fool us once, and we'll never work with you again!" Zane is strict when addressing factory owners.
Unfortunately, just because a garment is adaptive doesn't make it financially accessible. Some of these garments can be quite pricey!
"Yes, this is what I think about every day!" says Zane. "How to make the garments more affordable financially. Even though it's accessible, it still operates under the normal laws of e-commerce. There are a lot of hidden costs that people don't consider."
"Firstly, taxes. Social tax, environmental tax for the fabrics and packaging, and value-added tax. This takes almost 50% of the garment's price. That's insane!" she says.
"And then there's the price you have to pay to promote the product. Paid partnerships, meta ads, etc. No one will buy unless they know you exist," Zane laughs. With a background in finance, Zane carefully calculates costs to offer the best price. "If we see we haven't spent all the budget on ads, we can offer a discount. So that's why it's important to follow the brand organically, where we can meet face to face. And that's where all the good deals are."
"What surprises me more," she continues, "is the greed of payment providers. You give away 4-7% of the cost of every garment to banks just by pushing the 'pay now' button."
"But anyway, the quality of the garments exceeds the pricing, and I know they will last for years and serve people. That makes me happy. When I see some of our garments, I can't believe they're made here in this workshop. They're so good!" she laughs.
"We are constantly developing. If there's any profit, we invest it in developing new products. There are so many needs, and we want to cover them all. Our newest project is called 'Love Flannels' – very affordable, soft, untreated 100% cotton flannel pajama-like garments for people in sickness and hospice care. These products will be very cheap and affordable."
"Vilber's is my passion, my fourth child, I would say. My workshop is just 3 minutes from my rented apartment, so this is where I want to be. Sometimes I come here even at night because the ideas don't let go. I am here to serve."
