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A Digital future for fashion wholesale showrooms?

Jun 26, 2020 – Álvaro Pin, Head of Growth at HATCH       

2020 has turned out to be for many of us, the year of uncertainty. In fashion, the new normal has brought to the surface the fragility of the current business model and has laid out the increasing need for the industry to digitize the value chain in order to survive. Many are wondering how connections between brands and retailers will evolve. In the wholesale space, well-established practices like fashion shows and trade shows are put into the spotlight. For us at HATCH, there’s one question that has kept us up at night: what does the future for fashion wholesale showrooms look like? 

Wholesale showrooms have been key for the growth of fashion brands. However, over the last few years, maybe decades, little has changed in how these sales appointments work. When we first introduced the Digital Showroom for Tommy Hilfiger back in 2014, we recognized the tremendous potential of enhancing appointments through technology and the real benefits that could come from this. Fast forward to 2021, with the world slowly opening up again, we’re getting a glimpse into the future of wholesale fashion altogether. Here are the 5 ways we saw fashion showrooms change in 2020:

1. 3D Samples

This one really gets us excited. HATCH’s purpose has been to create a new digital paradigm for fashion where sustainability is central. While the concept  for 3D design isn’t new, it has now become a savior for brands to overcome the uncertainties of a COVID-19 world. As a result of this, brands have begun exploring how 3D can help them beyond design, offering high quality digital products that can be used for sales, PR and marketing purposes. As 3D content availability increases, the opportunities grow too: from achieving a sample-less value chain, to simultaneous design and selling, slashing time to market even more. Our friends from STITCH are a living example of what 3D at scale will look like, and we’re working with them to pave the way for a zero-waste fashion industry.

3D Design will accelerate fashion's sample-less value chain dream3D designed collections will enable true sampleless sell-in

2. Customer segmentation

With travel restrictions throughout 2020, brands had to create better and smarter experiences for their customers. B2B webshops became increasingly important to service most of the long tail customers, while brands had to invest in more engaging and curated experiences for their key accounts. While the showroom space may not be available quite yet, the showroom experience will be key to drive commercial value in the long term.

3. Remote appointments

In the past, showrooms provided the main meeting point between sales reps and buyers. With more digital tools available for remote sales, the human connection that previously characterized the process will be redefined. Guiding key accounts through collections in your showroom space will need to be translated into the digital space. This is why we’ve been working on creating a robust remote selling experience, taking our in-showroom experience into the remote world, helping sales reps and buyers connect despite the (social) distance.  

Trend Report | 6 Showroom Trends to look out for in 2021


At HATCH, storytelling is a key part of our Digital Showroom experience. The benefits for brands that focus on storytelling are clear: better brand alignment and higher engagement and sales. We call it storyselling. In the digital world, it’s becoming harder than ever to stand out from the competition. With hybrid models emerging (in-showroom and remote appointments) consistency of storytelling will be crucial across channels. Brands have had to embrace a stronger digital presence to distinguish themselves from others. On the buyer side, this makes the difference between the best and the rest as they navigate brands' collections through digital linesheets. Our digital value service is specifically designed to help  brands create better collection stories through content. 

5. Data-informed sales

If anything is certain during these uncertain times, it is that data will overtake samples on the priority list for brands. Brands gathered more information and insights to create better collections and drive higher ROI. Wholesale customers became more data-informed, measuring the impact of every euro spent in times where cash flow has plummeted.

Fashion wholesale is not going away: instead, it is undergoing a massive revolution. Now is the time for fashion brands to reset, rewrite and reforge the rules of the industry and use digitization to become better, smarter and more sustainable. Changes like this can be daunting, but rest assure, there are proven ways to go about it. 

True digital transformation depends on the users, teams & companies embracing new ideas, leveraging technology to find new ways of working. If there is one piece of advice we can give you it is this: think big, start small. Keep the big picture in mind, yet break down the challenges into smaller steps. This will minimize risks and give you space to fine-tune your strategy.  

What do you think will impact fashion showrooms in 2021? Learn how wholesale showrooms are evolving in 2021 and get your investment right!