Apparel Wholesalers

The 9,146 Apparel wholesalers in the US act as middlemen between apparel manufacturers and retailers. They purchase apparel and accessories in large quantities from manufacturers and importers and resell them to retailers. Wholesalers often represent multiple apparel manufacturers and carry a variety of categories, brands, and styles. Some firms specialize in past season or overstock merchandise.

Trends, Fads, and Seasonality

The apparel market is driven by fashion trends and fads, which create uneven demand for wholesalers.

Complex Supply Chain

The apparel supply chain is long and complex, and typically involves numerous parties, many of which are located overseas.

Sep 29, 2026 - Apparel Sourcing Costs Climb

• The 2026 Fashion Industry Benchmarking Study from USFIA and the University of Delaware shows tariffs and sourcing costs are increasingly pressuring apparel wholesalers. The survey found 92% of fashion executives viewed protectionism and tariff uncertainty as their top concern. Average customs duties on US clothing imports rose to 21.6% in May from 15.2% in January, with 84.2% of respondents reporting profit erosion and 73.7% higher sourcing costs. Wholesalers are responding by consolidating suppliers and shifting sourcing away from China, whose share of US clothing imports fell to 9.7%, below Vietnam’s 22.2% and Bangladesh’s 11.3%. Despite the pressure, 73% expect sourcing volumes or values to rise in 2026, suggesting demand remains positive while margins stay under pressure.
• Clothing and accessories stores outperformed overall retail in July 2026, providing a favorable demand signal for apparel wholesalers, according to the CNBS/NRF Retail Monitor, powered by Affinity Solutions. Clothing sales rose 0.51% month over month and 6.55% year over year, compared with gains of 0.32% and 5.15%, respectively, for total retail excluding autos and gasoline. Clothing also topped grocery and beverage stores (+4.52% year over year), furniture and home furnishings (+2.71%), building and garden supply (-1.2%), and sporting goods, hobby, music and books (-3.01%), but trailed electronics (+12.04%), digital products (+12.02%), health and personal care (+10.07%), and general merchandise (+8.3%). For apparel wholesalers, stronger clothing-store sales can support retailer reorders and inventory movement, particularly around back-to-school demand, though wholesalers may still face pressure from retailers focused on promotions, affordability, and tight inventory control.
• AI adoption is emerging as a competitive differentiator for US apparel wholesalers, with early adopters gaining efficiency and sales advantages while slower-moving distributors risk falling behind, according to industry leaders at the inaugural Applied AI Symposium hosted by the NAW Institute and Texas A&M. Distribution industry leaders agreed that the technology is largely ready for deployment, with organizational resistance—not data or software—the biggest barrier to adoption. Speakers emphasized that AI is improving productivity rather than replacing workers by accelerating sales, streamlining operations, and helping average performers reach top-performer levels. Panelists also urged distributors to capture institutional knowledge before experienced employees retire and to prioritize adaptable, tech-savvy talent. Looking ahead, apparel wholesalers that invest in AI-enabled sales, inventory management, and decision-making, while establishing governance practices early, are expected to improve operational efficiency and strengthen their competitive position as AI adoption accelerates across wholesale distribution.
• Rising reliance on imported apparel and continued offshoring trends could create challenges for US apparel wholesalers by increasing supply chain complexity and exposure to trade and tariff risks, according to Kearney's 2026 Reshoring Index. Apparel and accessories remain one of the largest categories dependent on Asian low-cost-country imports, with imports continuing to outpace domestic production. Overall US manufactured goods imports increased 4.6% between 2024 and 2025, while domestic manufacturing output remained largely flat. The report also notes that apparel continues to be more reliant on offshoring than many other product categories despite broader reshoring efforts. For apparel wholesalers, this suggests ongoing dependence on overseas suppliers, potential sourcing volatility, and continued pressure to balance costs, inventory availability, and changing trade policies.

Industry size & Structure

The average apparel wholesaler operates out of a single location, employs 11 workers, and generates about $13 million annually.

• The apparel wholesale industry consists of about 9,146 firms that employ 97,000 workers and generate about $121 billion annually.
• The apparel wholesale industry is somewhat concentrated; the top 50 companies account for over 40% of industry revenue.
• Most domestic apparel companies (which are technically classified as apparel manufacturers) own or license brand names and outsource the majority of production to third-party manufacturers overseas. These apparel companies are often referred to as wholesalers because they sell apparel at wholesale to major accounts.
• Large apparel companies with wholesale operations include Perry Ellis (Perry Ellis, Penguin), Oxford Industries (Tommy Bahama, Southern Tide), VF Corporation (The North Face, Dickies), PVH Corporation (Calvin Klein, Tommy Hilfiger), and Carter's (Carter's, OshKosh B'gosh).