ASK THE EXPERT | WHAT ADVICE DO YOU HAVE FOR 2026?

Q: I know you don’t have a crystal ball, but what advice do you have for menswear stores going into 2026? What should we keep a close eye on in terms of our inventory management, and where do you see the opportunities?

I ask because I went into this year thinking that I would face a lot of challenges with tariffs and the economy, but wound up having the best fall I’ve had in years.

A: If there is one thing we’ve learned in the past year, it’s “don’t bet against the consumer,” particularly if your customers have a lot of money. Consumers have been driving demand and don’t seem to be slowing down.

This past fall was as strong as any period we’ve seen in years, and for many of our client stores, it was their strongest fall ever. And, holiday sales are looking good so far.

But I don’t suggest you get too comfortable, thinking nothing could go wrong. You never know what’s around the corner. You need to act smart and be determined.

Here’s where to focus:

The arithmetic. Remember, you’re in the retail business first and the fashion business second. The retail business is a numbers game: How fast you turn, how much to markup the goods, when to take the first, second, and final markdowns to meet your margin goals; when to land the next group of inventory, and when to stop landing; when to rotate new vendors into the mix and when to phase vendors out. These are the tactics that drive both volume and profits and it’s a numbers game.

Great fashion. It always wins, of course! Being really, really good at choosing fashion not only gives you an edge, but it’s also a requirement. Competition with other stores is fierce, and competition with your vendors online is substantial.

Know and communicate your value. I know you sometimes wonder why your customers shop with you. You’d better know why (is it service, store feel, inspiration?). You need to be crystal clear about those reasons, and you need to message them throughout the store. I call it value. I do not mean value pricing. Value is a rollup of all the reasons that your customers keep coming back.

So, as you look out to next Spring, there is no crystal ball. I’m betting on the retailers that read their consumers the best. They do that with great taste and arithmetic.