Karen Mitchell’s True Hair Company has become an eight-figure business serving Hollywood’s biggest stars. The Jamaican-born, Brooklyn-bred entrepreneur supplies luxury hair extensions and wigs to celebrities like Rihanna, Beyoncé, and Lizzo. Her company transforms what started as a side hustle into a multimillion-dollar enterprise that’s reshaping the Black hair industry.
Mitchell launched True Indian Hair in 2004 while working her regular job as a production coordinator. What began as extra income for social activities eventually matched her $60,000 annual salary. Today, her company operates multiple locations and serves both A-list celebrities and everyday professional women seeking premium hair solutions.
The entrepreneur’s journey demonstrates how determination and strategic thinking can build substantial wealth. Mitchell’s success story provides inspiration for Black women entrepreneurs looking to create their own business empires. Her company proves that identifying market gaps can lead to extraordinary financial success.
From Side Hustle to Million-Dollar Business
Mitchell started True Hair Company in 2004 as a way to earn extra money while maintaining her full-time position. She noticed friends and family members purchasing imported Indian hair from her regularly. The demand quickly grew beyond her expectations, creating a lucrative opportunity she couldn’t ignore.
“I started True Hair Co/True Indian Hair in 2004 as a side hustle while working my 9-to-5,” Mitchell told BLACK ENTERPRISE. Initially, it was “just something to make extra money for my social activities.” However, she realized the business potential when sales began matching her regular income.
The turning point came in 2006 when Mitchell lost her fashion industry job and couldn’t find new employment. Rather than continuing her job search, she decided to invest completely in her hair business. “So, when I got laid off from my 9-to-5 in 2006 and was unable to find another job, I decided to gamble on myself and open a store,” she explained.
Building a Business with Limited Resources
Mitchell opened her first official True Hair Company store in Brooklyn, New York, in 2007. She used just $15,000 in savings, cashed in her 401(k) retirement fund, and borrowed money from family and friends. The financial constraints created significant challenges during the early years of operation.
“It was the scariest decision of my adult life because I had no business knowledge outside of college economics classes,” Mitchell admitted. Her lack of formal business training meant learning everything through trial and error. The entrepreneur survived on canned soup for months while building her inventory and customer base.
Stocking a hair store required hundreds of thousands of dollars in upfront costs for bundles, closures, and wigs. Mitchell didn’t have access to that level of funding initially. “The first two years, my store stock was pretty weak,” she admits. However, high demand for raw Indian hair in Brooklyn created opportunities despite limited inventory.
Celebrity Clientele and Quality Control
True Hair Company’s celebrity client list includes some of entertainment’s most recognizable names. Celebrity stylists like Yusef (Rihanna), Tokyo Stylez (Cardi B), and Chris Appleton (Kim Kardashian) trust Mitchell’s products. The company also works with fashion brands like LaQuan Smith for New York Fashion Week.
Mitchell’s approach to celebrity relationships focuses on quality and reliability rather than aggressive marketing. “Normally, they will reach out to us with their specific needs,” she explained. Celebrity stylists appreciate the consistent quality and ethical sourcing practices that set True Hair Company apart from competitors.
The company maintains strict quality control standards to ensure customer satisfaction. Every piece of hair undergoes inspection at their NYC hub before reaching customers. Mitchell rewashes all products to eliminate tangles and visible issues, resulting in less than 3% return rates.
Ethical Sourcing and Premium Quality
True Hair Company differentiates itself through ethically sourced raw Indian hair obtained directly from donors. Mitchell has partnered with factories in India and maintains her own quality control team on-site. This direct relationship ensures premium materials and ethical business practices throughout the supply chain.
“We set our company apart by primarily focusing on ethically sourced raw Indian hair for our hair bundles and wigs,” Mitchell explained. The company’s quality control process continues at their New York headquarters. Every hair piece receives thorough inspection before reaching customers’ hands.
Mitchell’s personal involvement in product testing provides additional quality assurance. “I look at every piece of hair as if it’s going into my head. I’m not only the owner; I’m also a client,” she stated. This hands-on approach helps maintain the high standards that attract celebrity clients and everyday customers alike.
Strategic Growth and Expansion Plans
True Hair Company has expanded beyond its original Brooklyn location to include a flagship Manhattan store. The 3,000 square foot, multi-level facility serves customers in the heart of New York City. Additionally, a successful e-commerce website extends the company’s reach to customers nationwide.
Mitchell plans further expansion within the next couple of years to markets including Atlanta and New Jersey. Her long-term goals include franchising opportunities and launching new haircare product lines. Future locations may include Houston, Miami, Washington D.C., and even London.
The entrepreneur also founded True Strength, a nonprofit organization serving cancer patients. This initiative provides monthly hair and beauty makeovers to women experiencing hair loss from cancer treatments. The nonprofit demonstrates Mitchell’s commitment to giving back to her community while building business success.
Business Advice for Aspiring Entrepreneurs
Mitchell emphasizes the importance of thorough research and preparation before starting any business venture. She recommends exploring Small Business Loans and grants available for startup funding. “Access to information for funding is easier now than it was when I started my journey almost 20 years ago,” she noted.
Finding mentorship is crucial, but entrepreneurs must do their homework first. “Find a mentor to guide you and be a sounding board, but do so only after you have done your own research,” Mitchell advised. She believes mentors want to help people who demonstrate initiative and preparation.
Understanding target audiences is essential for successful marketing and sales strategies. Mitchell stresses the importance of social media as free digital marketing. “You have to know your audience and engage your audience with content that not only appeals to them but drives them to buy,” she explained. Building customer relationships creates trust and repeat business opportunities.