Detailed Insights for Suppliers and B2B Trade Partners
Published by First Smile LLC | Sheridan, WY
As U.S. retail continues to evolve in 2025, purchasing managers are refining procurement strategies with a new set of priorities: data, speed, transparency, and product differentiation. Based on our engagement with over 500 U.S. retailers, First Smile LLC outlines the key buying behaviors emerging across home goods, lifestyle, and gifting segments.
1. From Gut-Driven to Data-Driven Procurement
Retail buyers are no longer just relying on trend intuition. With POS systems and real-time sales dashboards becoming widespread, category buyers now expect data-backed product proposals from suppliers.
Retailer expectations include:
– Sell-through forecasts based on seasonal cycles
– Past sales data and velocity in similar stores or geographies
– Inventory planning models that minimize overstock risk
Example: A boutique kitchenware chain in Texas now requests at least 6-month sell-through estimates before committing to new SKUs.
Supplier strategy: Present product assortments with pre-built Excel or visualized forecast models (based on geography, occasion, or seasonality).
2. Inventory Decentralization + Fulfillment Readiness
U.S. retailers have significantly reduced reliance on single-source and long-lead imports. Flexibility and fulfillment proximity are now procurement requirements, especially for independent stores and small chains.
Buyers now prefer suppliers who offer:
– Mixed-container flexibility
– Partial fulfillment from U.S.-based warehouses
– EDI/API integration with their POS or logistics systems
Example: A midwest retailer chain with 20 locations no longer accepts 60-day port-to-store lead times. They require inventory access within 10 days or drop-ship ability.
Supplier strategy: Develop warehousing partnerships (3PL or own facility) in U.S. trade hubs and offer split shipment options.
3. Procurement with Purpose: Compliance & ESG Demands
Retailers—particularly in coastal, urban, and corporate markets—are under pressure to stock products that meet consumer expectations for sustainability and ethical sourcing.
Procurement documents increasingly require:
– FSC or recycled material verification
– Declaration of fair labor practices from upstream factories
– Packaging footprint reduction
Example: Retailers in California are legally restricted from selling certain plastic-packaged items. New York-based gift stores now ask vendors to submit an ESG disclosure sheet with each product line.
Supplier strategy: Prepare ESG reports, origin disclosures, and offer eco-forward packaging options with visuals.
4. Gifting Segment Prioritization: Ready-to-Sell, Ready-to-Gift
Retailers across lifestyle, gourmet, home, and boutique gift stores are increasing spend on giftable product formats that require minimal in-store assembly or preparation.
Top product types gaining traction:
– Pre-boxed gift sets in tea, coffee, bath, home fragrance, and snacks
– Seasonal kits (Valentine’s Day, Mother’s Day, Thanksgiving, Year-End Holidays)
– B2B-focused client gift sets with neutral, elegant designs
Example: An Atlanta-area specialty store doubled its Q4 GMV through tea gift sets priced at $25–$40.
Supplier strategy: Offer curated set options with ready-to-ship gift boxes and allow for low-MOQ private label branding.
5. Omnichannel Enablement: Product + Content Must Be Digital-Ready
Retail buyers now expect digital retail readiness from their vendors—not just inventory. Product content must be optimized for both physical shelf and online display.
Retailers now request:
– HD product images
– Standardized product specs, care instructions, and UPCs
– Short-form copywriting tailored to online marketplaces and POS tags
– Inventory feeds compatible with Shopify, Faire, or Amazon Vendor Central
Example: A buyer from a hybrid brick-and-click retailer rejected a well-priced vendor because image resolution and content format failed online retail standards.
Supplier strategy: Provide product data packs and maintain a real-time updated digital catalog.
Summary: What Retail Buyers Want from Suppliers in 2025
– Faster delivery: Domestic fulfillment or U.S. 3PL
– Data-backed decisions: Sales forecast templates or regional trends
– ESG visibility: Transparent documentation & low-waste packaging
– Gift-readiness: Curated sets, pre-boxed formats, neutral branding
– Digital compatibility: Full content kits for omnichannel selling
About First Smile LLC
We work with over 500 U.S. retailers to deliver curated wholesale solutions—from sourcing premium lifestyle goods to warehousing and fulfillment. Our tea, coffee, wellness, and kitchen collections are built to match retail buyer behavior across seasons and sales channels.
Contact our wholesale team: sales@firstsmilebtb.biz
More info: www.firstsmilebtb.biz