Fashion Wholesale: New Expectations Among Retailers

The fashion wholesale industry is evolving toward greater responsiveness, transparency, and direct customer relationships. Retailers are always looking for new products, but they also seek suppliers who can provide clear answers regarding availability, lead times, products, and restocking terms.

Shopping that’s more in tune with the season

According to data from Joor reported by FashionNetwork, the average time between order and delivery has dropped from 263 days in 2019 to 102 days in 2024.

Retailers are thus seeking to reduce orders placed too far in advance and to better align their supply with actual demand. For wholesalers, this means communicating more effectively about inventory, new products, and restocking options.

Capsules and Timeless Products

The collections are also more focused. The percentage of brands developing capsule collections rose from 19% to 37% over two years in the panel studied by Joor.

These mini-collections make it possible to introduce new items without increasing the number of SKUs. They complement timeless products—jeans, knitwear, shirts, jackets, bags, and shoes—which accounted for 49% of the gross sales volume of the companies studied, compared with 37% before the pandemic.

Relationships with Independent Contractors

Independent retailers and concept stores are gaining more prominence in the wholesale sector. According to the Joor panel, their share of wholesale transactions rose from 49% in 2020 to 62% in 2025.

This trend emphasizes direct relationships: seeing the products, discussing the collections, obtaining visuals, and putting together a selection tailored to one’s market.

Accuracy and Quality of Service

In July 2026, the business climate in the wholesale trade sector stood at 95, below its long-term average. INSEE reported a decline in past sales, while order intentions rose slightly.

In this context, the quality of information can be a competitive advantage: up-to-date inventory, clear product descriptions, an easy appointment-scheduling process, usable visuals, and regular sales follow-ups. Wholesale remains a relationship-driven business; digital tools can support it, but they cannot replace the trust built between suppliers and retailers.

Sources

• FashionNetwork, “Fashion Wholesale Is Gaining Momentum and Undergoing a Transformation Ahead of 2026,” December 8, 2025.
• INSEE, “In July 2026, business sentiment in the wholesale trade sector declined slightly,” July 23, 2026.