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Wholesale vs. DTC: Implications for US Department Stores as Apparel Brands Go Direct

What's Inside

Department stores have traditionally relied on the wholesale model to sell brands. This is now changing due to a rise in digital sales, brands choosing to sell through their own channels and a rise in direct-to-consumer (DTC) brands. We explore these interconnected factors and their implications for US department stores. We analyze the selling models of major retailers Kohl’s, Macy’s and Nordstrom.

For more on DTC vs. wholesale across multiple retail sectors, read Coresight Research’s Strategies for Brands and Retailers To Go Direct report.

We present further insights about the future model of US department stores in our separate deep dive.

See our Market Outlook: US Department Stores report for more on the current state of US department store retail and opportunities in the market.

Contents (Click to navigate)

What’s the Story?

Why It Matters

A Shift in Selling Models: Three Influencing Factors

DTC vs. Wholesale: A Retailer’s Perspective

DTC vs. Wholesale: An Analysis of Major US Department Stores

The Shift to DTC: Three Implications for US Department Stores

What We Think

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