Knowledge at Wharton Pull up a Chair: How Ethan Allen’s CEO Helped Build a Furniture Empire
Oct 3, 2019
Farooq Kathwari, CEO who rose from Kashmir to Wall Street and transformed Ethan Allen, shares his remarkable life and leadership. He discusses growing up in Kashmir and how those values shaped him. He recounts building a global sourcing business and persuading major retailers. He explains modernizing Ethan Allen’s retail model and blending technology with personalized design.
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From Kashmir Refugee To Business Leader
- Farooq Kathwari escaped Kashmir as a young man and rebuilt his life in the U.S. after difficult paperwork and travel obstacles.
- He credits sports, family merchants selling Pashmina and sapphires, and early independence for shaping his leadership and resilience.
Cold Calling Bloomingdale's Built His First Business
- Kathwari started selling Kashmiri arts and crafts while studying and working odd jobs in New York, turning small shipments into retail orders.
- He persistently cold-called Marvin Traub at Bloomingdale's until he secured orders and expanded to other retailers.
Old School Hustle Required Physical Grit
- Entrepreneurship relied on physical hustle and manual logistics in Kathwari's era, unlike today's digital-first startups.
- He recalls carrying heavy sample cases without wheels and personally building supply relationships worldwide.
