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Nike’s Complex Relationship With Wholesale, Explained

The sportswear giant is quietly returning to third-party stores six years after it first announced a pivot toward direct channels. But this isn’t a reversal of priorities as much as it is an evolution of Nike’s distribution strategy, analysts say.
After cutting ties with major retailers as part of its radical DTC strategy, Nike will re-enter certain stores, hinting at the importance of wholesale in post-pandemic retail.
After cutting ties with major retailers as part of its radical DTC strategy, Nike has begun re-entering stores like DSW and Macy's, hinting at the importance of wholesale in the post-pandemic retail environment. (Nike)

Since 2017, Nike has severed ties with dozens of meaningful wholesale partners in an effort to focus on its own stores and e-commerce, a strategy that was met with rapturous approval from shareholders and analysts alike.

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Further Reading

Activewear’s Biggest Disruptors

Breaking into the $384 billion sports apparel market is no easy task, but fast-growing start-ups are stealing market share by creating specialised, fashion-forward products around underserved interests.

About the authors
Daniel-Yaw Miller

Daniel-Yaw Miller is a contributing writer at The Business of Fashion. Miller is a New York based journalist, editor and advisor who specialises in sports, fashion and business.

Marc Bain
Marc Bain

Marc Bain is Technology Correspondent at The Business of Fashion. He is based in New York and drives BoF’s coverage of technology and innovation, from start-ups to Big Tech.

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