by MOSES LEOS III
An interest in Chinese culture inspired 26-year-old entrepreneur Susana Cabrera, who spoke at the Buda Chamber of Commerce. Cabrera recently opened a second clothing store, Hong Kong Direct (HKD), in Austin – the first is in San Antonio. She joined the Buda Chamber hoping to extend her market into northern Hays County.
From an early age, the mysteries of the exotic land piqued her interest, as did running her own fashion business. So much so, she studied and majored in Mandarin and Business Administration while attending the University of the Incarnate Word in San Antonio.
Yet, her business owner father, Juan Pablo Cabrera, wanted his daughter to find her own outlook on the business world.
“He asked me, ‘what will you do to set yourself apart from everyone else?’” Cabrera said. “He felt that I needed to do something different.”
That same person who challenged her gave the inspiration for her next move. Often, Cabrera noted the compliments her father received when he wore designer, tailored shirts from Hong Kong. However, their high price tag made the shirts a rare luxury.
For Cabrera, owning her own reasonably priced designer clothing business became a goal – and she knew she had to go to the manufacturing source to accomplish it.
In 2007, she set out to learn everything she could by heading to China. For the better part of three years, Cabrera split time between traveling abroad and going to school. Cabrera started off in Shanghai, as her expertise in Mandarin provided a good starting point. However, she had to adapt to the many cultural changes within China.
One particular instance involved shaking hands and how it differs from American customs.
“In China, when you shake hands, you look down and [do] not make eye contact, especially with superiors,” said Cabrera. “Coming from San Antonio, I was always taught to make eye contact when greeting someone with a hand shake. I definitely had to adapt.”
Once she adapted, she quickly fell for what the country had to offer. Particularly, the difference in the way of thinking in the country compared to the United States.
“Personally, I enjoyed the way of thinking the Chinese showed,” she said. “They live such an honest lifestyle; they believe so much Karma.”
In addition, Cabrera enjoyed the relative safety of the country, saying she felt, “very safe,” walking in the streets late in the evening. Living in San Antonio helped her appreciate the hustle and bustle of the bigger cities – something she said many of her classmates did not understand when they traveled with her.
However, Cabrera understood she was no mere tourist. Her goal to start her own business continued to drive her. Eventually, Cabrera traveled to Hong Kong – a major center for designer shirts production.
While there, she took up eleven jobs, mostly as a factory inspector, which required her travel frequently. Yet, she cherished this position, as it allowed her to learn the ways these shirts and other designer clothing are manufactured.
“I was able to perform my job, as well as observe production, such as the stitching process and how it was done,” said Cabrera. “I also had a chance to learn about the management styles and how to receive product.”
From the humble factory villages, where the workers are determined and willing to work hard, to the bustling cities, where the final product is showcased, Cabrera saw every aspect of how designer clothing is made.
The best experience, she said, was talking with tailors, finding out where they obtain their fabrics. It also allowed her to find out what it takes to make a quality product.
“Reputation is big in fashion. If your product is not well made, you lose all credibility,” she said. “I learned that I needed to find a true partnership with a tailor; to find someone who can meet my standards. Someone to help me grow, as much as I help them grow, too.”
She met her eventual tailor, Ferdinand, who helped her learn where to find the best fabric. Cabrera then composed her business plan.
After returning to the United States, Cabrera created Hong Kong Direct (HKD). In her mind, the corporate aspect of designer, tailored clothing stores drives up the cost. Her business keeps the cost of product low by directly dealing with their clientele, removing the middleman.
“Our goal is to make it as accessible and affordable to anyone,” she said.
Ultimately, her journey across China helped her build the foundation of her business. The ability to work in Shanghai and Hong Kong “blew her away,” she said.
However, she understands people have many misconceptions regarding products developed in China. In addition, she believes the implementation of sweatshops and low-wage labor factories are slowly going away.
“China is a well-developed country; in some ways, more than the United States,” Cabrera said. “Things are starting to change at factories, as people are starting to fight for better hours, and better pay. They are rebelling for better standards – a trait I look for when I deal with factories.”
