How To Get Your Clothing Brand Into Retail Stores (2025)

Dreaming of seeing your clothing brand hanging next to your favorite brands in stores? Getting your designs onto retail shelves is both a milestone and a growth opportunity. 

But the wholesale landscape can feel overwhelming without a clear plan. Ahead, you’ll learn exactly how to get your clothing in stores, from preparing your brand and pricing strategy to pitching retailers to building lasting wholesale relationships.

Why sell clothing wholesale?

Selling your clothing brand wholesale can unlock major growth opportunities. The US clothing and accessories wholesaling market has grown steadily over the past five years, reaching an estimated $125.8 billion in 2025.

Wholesale gets your clothing in front of larger, ready-made audiences. You’ll move higher volumes with fewer individual transactions, boosting your revenue. 

Partnering with trusted retailers builds credibility and strengthens brand loyalty. Simply put, wholesale helps you reach more people, increase sales, and validate your brand. 

How to get your clothing in stores

With the right wholesale retail strategy and preparation, getting your clothing into fashion retail stores is an achievable first step in scaling your business. Use these key steps to prepare, pitch, and build relationships as you navigate the wholesale space.

1. Develop your clothing brand
2. Prepare your product for retail stores
3. Research retailers
4. Approach retailers
5. Maintain your relationships with retailers

1. Develop your clothing brand

Take the time to build a brand that appeals to your target audience. Companies such as Tecovas attract retailers with a unique brand identity that’s easily recognized on social media. 

Start with the essentials: create a logo, make a website, and open an online store so you can sell clothes directly to your customers.

Ecommerce platforms like Shopify make it easy to build a strong digital foundation. Shopify’s website builder lets you design a branded online clothing store that shows retailers you’re ready for wholesale.

If you're still designing your first pieces, these t-shirt mockup templates can help you visualize your line and create professional product images.

2. Prepare your product for retail stores

Before reaching out to retailers, make sure your clothing brand is prepared for store shelves. If you're still refining your idea, start by developing a solid product concept before preparing for wholesale.

Here’s how to get retail ready:

Create your line sheet and lookbook

Think of your line sheet as your wholesale résumé—it’s what retail buyers use to quickly understand your products and place orders. It should be clean, clear, and easy to scan. 

Include high quality product photos alongside key details like: 

• Product name and brief description
• Sizes
• Color options
• Fabric types
• Wholesale pricing and suggested retail pricing
• SKU numbers
• Minimum order quantities (MOQ)
• Lead time and delivery terms
• Payment terms and return policy

Use consistent formatting to make it easy for retail buyers to browse and place orders.

Next, build a lookbook that brings your product lines to life. Style your garments in real-life settings or on models to help buyers envision them in their store. 

Your lookbook should include: 

• High quality lifestyle images of your products
• Brand logo and story 
• Any standout product features
• A link to your full catalog or online store

Bonus tip: Use a Shopify app like Lookfy to create stunning digital galleries and show off your best attire. 

Determine your wholesale pricing strategy

Your wholesale pricing strategy should cover your costs and leave room for profit—while still being attractive to retailers. Start by calculating all your production and operational costs including: 

• Product development
• Manufacturing
• Packaging
• Marketing
• Distribution 

Many brands start with keystone pricing, or doubling the product’s landed cost to set an initial wholesale price. For example, if your product costs $20 to make and ship, your wholesale price would be $40. Then you can adjust based on your target margins and market positioning.

As you build your pricing model, revisit your overall product development strategy to ensure your margins support your goals.

Remember, competitive pricing makes it easier for retailers to say “yes.”

Establish your wholesale terms and conditions

Clear wholesale terms set expectations early and build trust with retail partners. Outline these key policies in advance: 

• Minimum order quantity. The smallest number of units a retailer must order per SKU or purchase. This helps you cover production and shipping costs.
• Payment terms. Define how and when you’ll be paid. Be clear on options like net 30, net 60, cash on delivery (COD), or credit card pre-payment.
• Return policy. Explain how you handle damaged goods, defects, or unsold inventory. 
• Delivery timelines. State lead times from purchase order to warehouse arrival. 
• Shipping policy. Detail who pays freight (you or the buyer), when risk transfers, and whether you offer prepaid or collect options. 

Setting transparent terms protects your business and ensures smoother operations, setting clear expectations for both you and your retail partners.

3. Research retailers

Once your clothing brand is ready for wholesale, it’s time to find the right retailers to partner with. Start by researching stores that align with your style, price point, and customer base.

“I think a good first step is to really do your research and find sharp folks that understand that side of the business, whether it’s the wholesale, retail side, or the online side,” says Jack Meredith, VP of marketing at Kettle & Fire. “If you try to jump in with your own assumptions and lack of understanding, then that’s where it can get really sideways.

“We made sure to find a sharp first hire on our sales team that had been there before and had that seasoned experience and knew those relationships and how they worked. I think that’s a very important first step.”

Identify your target retailers

Not every retailer will be the right fit for your clothing brand—and that’s OK. Focus on stores that feel like a natural extension of your brand’s personality, pricing, and ideal customer.

Start by defining your ideal stockist. Do your designs fit better in independent boutiques or large department stores? Boutiques offer niche appeal and dedicated customer bases, while department stores provide wider reach and volume. Conducting product research can help clarify your ideal customer, and in turn, which retailers are the right match.

Consider geography carefully. Start local or regional to build brand presence, then expand outward. Research stores that attract customers similar to yours, and look at their current brands to ensure you’d be a complementary addition.

Visit stores in person or explore their online presence. Ask yourself: 

• Who shops here?
• Do their values (like sustainability, luxury, affordability, or trendiness) align with mine?
• Are their visual displays and pricing comparable to what I offer?

Match your brand values and aesthetics accordingly to create the strongest retail partnerships.

Perform a competitive analysis

A competitive analysis helps you find your place in the market and spot opportunities for your brand.

Start by identifying brands similar to yours already stocked in retail stores. Note which retailers carry these brands: Are they boutiques, specialty stores, or larger department stores? How are your competitors positioned in terms of pricing, quality, and aesthetics?

Visit stores or explore their websites to see firsthand how products are presented. Pay attention to branding, packaging, and in-store displays. This reveals what may resonate with your potential customers.

Use online research and social media tools to track competitor campaigns and emerging trends. For example, key trends shaping the apparel landscape in 2025 include rising tariffs, shipping disruptions, inflation, and inventory pressure—all factors that affect pricing, profit margins, and supply chain strategy.

You can also attend trade shows like MAGIC, Coterie, and NY NOW to analyze how competitors present themselves and meet retail buyers face-to-face. These events also reveal how brands are adapting to market pressures in real time.

Consider hiring a sales rep or consultant to help assess opportunities and make introductions.

Once you understand what’s working for others, clarify your unique differentiators—whether it’s your superior quality, sustainability, distinct designs, or competitive pricing.

4. Approach retailers

Begin contacting retailers on your list. Try making in-person appointments with the smaller brick-and-mortar shops. 

Retailers typically want to feel the quality of your goods before putting them on their store shelves, so remember to bring physical samples along with your line sheet. For larger chains, check their websites to learn if they accept pitches for new clothing brands.

Another way to get your clothing brand in front of retailers is by attending fashion conferences or trade shows. You could also test out retail potential by opening a temporary pop-up shop. This is what Strange Ways did with pop-up shops at retailers like Urban Outfitters. 

Craft a compelling pitch

Your pitch is your first impression, so make it count. Tailor it to each retailer by showing you’ve done your research and explaining why your brand is a good fit for their store and customers.

• Highlight your unique selling points: What sets your clothing apart? Whether it’s sustainable materials, standout designs, or a strong following, make it clear why your products belong on their shelves.
• Share your brand story to build connection and trust: Retailers want to work with brands that have a clear vision and identity.
• Use a professional pitch deck or email format: Include a brief intro, product highlights, your line sheet, and links to your lookbook and website. If possible, offer product samples to help buyers assess quality and style quickly.
• Keep your pitch concise and polished: Focus on how your brand adds value to their store.

If you're launching a new line, pair your wholesale pitch with a product launch strategy to build buzz and drive demand.

Explore different methods of approach

There’s more than one way to get your clothing in front of retailers, and choosing the right approach can boost your chances of success.

Attend fashion trade shows

Events like MAGIC, Coterie, and NY NOW bring together thousands of buyers and brands. They’re great for exposure, networking, and immediate feedback. The downside? They can be costly and require strong preparation, including samples, displays, and marketing materials.

Work with wholesale sales reps or showrooms

Wholesale reps and showrooms already have relationships with retailers and know the buyers. They can help you get into stores faster. However, they typically take a commission, and you may have less control over how your brand is presented.

Use online wholesale platforms

Sites like Faire and Abound let you reach a wide range of independent retailers online. These wholesale platforms are cost-effective and flexible, especially for smaller brands. The trade-off is more competition, so invest in high-quality product photos, clear terms, and standout branding to capture interest.

Testing different channels can help you find the best fit and increase your brand visibility among retailers and customers.

5. Maintain your relationship with retailers

Building trust with potential retail partners doesn’t stop after the first order. 

Introduce yourself to store owners, follow up regularly, and stay flexible when responding to feedback about your products. Manage expectations, meet deadlines, and monitor inventory and production closely to avoid stockouts.

Earning a good reputation with retailers as a clothing brand is a great way to attract new buyers. Chris Vanderkolk, who works on Demand Gen at Marsello, agrees: 

“Brick-and-mortar retailers, especially single-site ones, have a competitive advantage that’s hard to contend with: their customer relationships,” Chris says. “Developed via face-to-face communication, built on product knowledge, understanding of buyer preferences, and community presence, brick-and-mortar retailers build deep and lasting relationships with their customers.”

Provide ongoing support and communication

Landing the sale is just the beginning. Strong retail partnerships are built on consistent support and communication.

• Check in regularly with your stockists to see how your products are performing and what customers are saying.
• Share timely updates on new collections, restocks, and bestsellers to keep them ready to reorder.
• Keep your line sheet and wholesale terms current so it’s easy for retailers to place orders without back-and-forth.
• Offer marketing support by providing product photos, social media content, or in-store display ideas to help them promote your brand.
• Be responsive and open to feedback by showing retailers you’re a reliable partner who’s willing to adapt.

Manage inventory and orders

To succeed in a competitive retail landscape, your operations need to run smoothly behind the scenes. Retailers expect timely deliveries and reliable stock levels, so staying organized is key.

Use an inventory management system that tracks stock levels in real time, flags low inventory, and syncs across sales channels. This helps prevent stockouts and keeps wholesale orders moving on time.

Set clear procedures for processing orders, from invoicing to packing and shipping. A streamlined system makes it easier to meet retailer expectations and win repeat orders.

If you're still setting up your product workflows, understanding your product life cycle can help you plan for demand, reorders, and inventory flow.

Address feedback and adapt

Retailers are on the front lines with your customers, so their feedback is invaluable. Check in with your stockists to ask what’s selling, what’s not, and what customers are saying. You can also gather insights from sales reports, reorder patterns, and return reasons.

Use this feedback as a tool for growth. If certain styles aren’t moving, consider updating the design or adjusting the price. If packaging causes confusion or damage, rework it to better suit retail environments.

Being open to change shows partners you’re committed to improving. This helps strengthen your relationships and increases your chances of long-term success in wholesale.