A Look Inside the Latest Survey—Straight From the Front Lines

Earlier this spring, we sent out a survey to hear how you’re doing. Not just in numbers—but in reality. What’s actually happening inside your stores, what you’re hearing from your customers, and how this year is shaping up with all the curveballs flying in—tariffs, freight, inventory pressure, pricing, and more.

Since then, we’ve seen a little movement—there’s been a breakthrough in negotiations and a temporary 90-day rollback on certain tariffs. That’s a welcome sign. But let’s be honest—we’re not out of the woods yet. There’s still a lot of uncertainty about what the final outcome will be and how it’ll impact the back half of the year.

That’s why we thought now was still the right time to share the survey results. Because no matter where things land, the insight you gave us—and what your fellow retailers are saying—still paints a very real picture of what’s happening right now.

Over 40 percent of you responded. And let me just say: thank you.

You didn’t hold back, and we didn’t want you to. What you told us wasn’t just helpful—it was powerful. It confirmed what many of you have suspected: you’re not the only one feeling unsure, adapting on the fly, or watching every dollar twice. You’re not crazy (well, you are in this crazy business!). You’re not overreacting. And you are not alone.

I read every single response. And now, I’m sharing the full breakdown—question by question—with one goal in mind: to help you see exactly where you stand among your peers.

How are you feeling about the impact of tariffs?

Top response: “Significantly concerned” – 53%

Tariffs are the biggest stressor out there. Even retailers who haven’t seen increases yet are already bracing for them. The uncertainty, not just the cost, is what’s making it hard to plan.

Have you made changes in response?

Top response: “Sourcing or buying changes” – 31%

You’re not waiting to be hit. You’re moving now—adjusting orders, delaying, pre-buying, or switching categories. Some of you told us you’re freezing ordering altogether until you know where this lands.

What impact has freight had on your business?

Top response: “Minor impact” – 38%

Freight’s still a thorn—annoying at best, margin-wrecking at worst. Most retailers have absorbed small increases but say the randomness is what’s frustrating. It’s not always the cost—it’s the unpredictability.

Have you noticed changes in your sales?

Top response: “Sales are down” – 35%

This one was split across the board. Many of you said sales are slipping. Others are holding steady, and some—particularly seasonal businesses—say it’s too early to know. But most are watching sales trends like a hawk and feeling pressure to justify every dollar they bring in.

Are customers reacting to tariff and freight-driven pricing?

Top response: “Somewhat” – 40%

Yes, they are. You’re seeing more hesitation, more questions, smaller baskets. Even if customers don’t know the term “tariff,” they feel the effects. One retailer put it well: “They’re not angry—they’re just more cautious.”

What’s your outlook for the year?

Top response: “Concerned” – 51%

Most of you are holding out hope for a strong Q4—but you’re cautious. A good Christmas could save the year. A weak one could sink it. This is a pressure year, and you know it.

How prepared do you feel if tariffs increase again?

Top response: “Somewhat prepared” – 33%

Most of you are somewhere between “we’ve got a rough plan” and “we’re winging it until we know more.” That’s not bad—it’s honest. Very few are fully buttoned up, and nobody’s overconfident.

How do you think vendors are handling this?

Top response: “Not sure” – 25%

This one hit us hard. It means there’s still work to do. Many of you said some vendors are doing great—but others are going silent or reacting without explanation. We heard the message loud and clear: you want transparency, not panic.

What kind of support do you want from your vendors?

Top response: “Pricing relief/flexibility” – 37%

You want options. You want vendors who will hold their price or explain why it’s changing. You want inventory that’s available, not promised. And you want communication that’s real—not canned. It’s why we decided to do surcharges and not price changes. You see exactly where the increase is coming from and you can decide which products can take more than others. Also, there is the hope that the current surcharges will come down.

Have you taken action with the government or industry groups?

Top response: “No” – 54%

You’re focused on your business—and most of you don’t have the time, the access, or the bandwidth to join lobbying groups or call your representatives. We get it. That’s why your vendors need to step up and carry some of that weight.

Do you feel your voice is being heard?

Top response: “Not really” – 39%

That’s why we did this survey. And that’s why we’re publishing the results. You deserve to be heard—and not just by us. You deserve to see that the things you’re feeling are the same things your peers are feeling. My hope is other wholesalers will read this as well. Feel free to tell them about it.

Final Thoughts

You showed up in this survey—big time. You gave honest, helpful feedback. And we heard you loud and clear.

Now let me say something important.

We get it. Because all of us at Melrose have been retailers too. Every one of us on the leadership team has sat behind a counter. We’ve done open-to-buy meetings with our stomachs in knots. We’ve stressed over Christmas prebooks. We’ve worried if we’re pricing things right, and we’ve eaten the cost on bad freight deals just to keep the shelves full. Oh, and still run your store and deal with customers and employees.

So when we say we understand the fear and uncertainty, we mean it.

And here’s what we also want you to know: we’re going to be the anchor in all of this. You don’t need another fire drill. You need someone steady in your corner—and that’s what we’re here for.

One of the ways we’re protecting you right now is through our allocated inventory system. With so many wholesalers canceling orders or not able to get the product in time, accessible inventory is the nest worry.

Here’s how it works:

When you place an order, that inventory is yours. It’s held for you and not available to anyone else. The only way it moves is if you cancel it. And when that happens? It goes to the next person waiting and there will probably be a lot of retailers waiting.

We’re doing this because we want to make sure you have product when the time comes—and that you’re not left scrambling in October while someone else cleaned out the warehouse in July.

So plan smart. Order early. And know that once your name is on it, it’s locked in.

We’re going to get through this together—with honesty, consistency, and a shared understanding that this isn’t just about surviving the year. It’s about building trust that lasts beyond it.

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Brad Gullion

VP, Sales & Marketing

Melrose International