The corporatewear clothing market is no longer vibrant, is mature and is very competitive. For any garment manufacturer thinking of entering the industry, it needs to fully understand a complex set of processes, a new report shows.

Workwear, as a part of corporatewear in general, is completely different from other forms of apparel. This is not in the way that the garments are constructed, but in the way they are sold.

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If you are an employed person, your workwear is sold not to you, but to your employer. It is a business-to-business transaction conducted at wholesale prices. As a result of this, the wearer either has no influence, or only has a limited influence on the choice of his or her work wardrobe, according to just-style’s latest report: ‘Global market review of corporatewear – forecasts to 2022’.

It is generally accepted that these business-to-business transactions are conducted in one of five ways. These are referred to as the five channels of distribution: Buying from wholesaler; Buying from a brand; Buying by direct response to a catalogue offer; Buying by direct negotiation (contract management or through a public sector tendering process); Using a garment rental service provider.

Understanding the channels of distribution enables the first step to be made towards understanding how the workwear buying decision is made.

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Companies will need to consider, however, that over the next five years, growth is only forecast at around 3%. Globally, growth is slowing in North America, while in Europe, growth is only edging up slightly. Despite this, almost all the growth has come from North America and Asia, and will continue to do so.

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