Conversations from Dallas Market: Insights from FIG & DMC
- Seladex
- Apr 2
- 3 min read
Last week’s apparel market in Dallas was a whirlwind of energy, insight, and meaningful conversations with many of our clients at FIG (Fashion Industry Gallery) and DMC (Dallas Market Center). With so many shifts in the retail and wholesale landscape, I went in armed with a list of rapid-fire questions for showrooms and sales reps — aiming to get a pulse on what's working, what's changing, and what’s coming next.
Here’s a quick recap of some standout conversations and recurring themes that came up during market week.
Quick Questions I Asked Showrooms & Reps:
What changes have you seen in retailer buying behavior this past year?
Which product categories or price points are performing best right now?
Are buyers leaning more toward future orders or immediates?
What tools or platforms are helping streamline wholesale?
How often do you communicate with retailers, and what methods work best?
Are branded content and social media driving more sell-through?
What kind of support are retailers asking for most?
Where is the industry headed in the next 2–3 years?
What I Heard — Key Takeaways from FIG:
5 Seasons Showroom Owner: Diane Leonard
Buyers are planning earlier and with more confidence than in recent years.
Top retailers track their sell-through reports and reorder winners quickly.
Tools like Joor, Zoom, and even good old-fashioned mailers are still very much in the mix.
Myn Showroom Co-Owner: Renee Dobbs
Immediate or ATS (available to ship) buying is gaining traction.
Tech use is standard—Zoom, Google Meet—and social prospecting through Instagram is rising.
NY shows and road appointments remain core to their strategy.
Designer Agency Owner: Andrea Plsek
Buyers are staying close to delivery—economics are driving just-in-time ordering.
Her showroom is growing, expanding its brand lineup after its first year in business.
Castillo Agency Owner: Sylvia Castillo
Relationship-driven selling is key. Buyers are still leaning on reps rather than self-service platforms.
Texting is becoming standard for order links, payments, and general communication.
Consistent outreach and territory nurturing are making a real impact.
C Street Showroom Sales Manager: Rebecca Clark
Denim is trending strong. Casual workwear continues to perform.
Orders are still placed in advance, but fear, uncertainty, and doubt (FUD) are influencing decisions.
Text is the preferred mode of communication—quick, direct, and increasingly effective.
Dream Catcher Showroom Owner: Abria Allen
Novelty product categories are shining—price sensitivity is present, but less of a driving factor.
Optimistic long-term, though current conditions remain challenging.
Digital order writing is their go-to (platform mentioned: Alexis).
French & Co. Owner: Elizabeth French
Branded content is in high demand—assets like photos and line sheets save time and support phone-based ordering.
Trust and relationships are the currency in a lean retail environment.
The AC Collective Rep: Jorge Pena
Visual content is more important than ever—lifestyle imagery and short videos help stores engage customers and sell through.
Instagram still dominates, though TikTok is entering the mix with younger buyers.
Reps are creating more digital materials to support order writing and brand presentation.
Highlights from DMC:
Kelly’s MartOwner: Kelly Moore Grindinger
Buyers want content and exclusives—especially for social.
Facebook posts and text communication outperform email when it comes to setting appointments and closing business.
Reeves & Co.Owner: Donald Reeves
Buyers are asking for better terms, larger commitments, and exclusivity.
Top-performing lines are better quality, ship reliably, and justify higher order volume.
The team is now up to six Mercedes sprinter vans—taking the show on the road regularly.
Final Thoughts
There’s no question the wholesale landscape continues to evolve. From shortened order windows to heavier reliance on digital communication and content, showrooms and reps are adapting in real time. Retailers are looking for partners they can trust—those who bring value beyond the product, whether it’s compelling content, strong communication, or consistent support.
What stood out the most? The teams that are growing are the ones who truly know their customers, manage their data, and stay focused. Being data-driven—tracking what’s working, reordering quickly, and making informed decisions—isn’t just helpful anymore. It’s essential.
As we look ahead, the show circuit remains critical—but so do the actions in between. It’s the day-to-day habits, tools, and mindset that separate those who are just getting by from those who are building long-term success.
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