On May 30th, I mark one year of sharing insights on the uniform business, this milestone feels both surreal and deeply gratifying. The pace of change in my own career has been astonishing, and this past year has reaffirmed just how dynamic, complex, and rewarding this industry truly is. I have loved collaborating with NAUMD and I’m proud to be part of the Fabian Group. Yet even with all the change, one constant remains: my passion for merchandising.
Fittingly, my very first article was about merchandising. And one year later, I find myself circling back to the same topic not out of nostalgia, but because merchandising continues to be the lifeblood of any successful apparel business. It is not just a function; it’s the engine that drives relevance, profitability, and innovation. Merchandising is where logic meets instinct, and where strategy meets storytelling.
At its core, merchandising is a balancing act between data and design. The left brain deals with logic and numbers, rationalizing assortments based on sales performance, eliminating duplication, managing product life cycles, and knowing precisely when to retire a style. These aren’t just spreadsheets, they are roadmaps. They tell you what’s working, what is stale, and where there is white space for opportunity.
But just as important is the right brain, the creative force that gives the assortment its soul. Great merchandising is never purely functional. It’s about shaping a story. Yes, we need core, high-volume items, but every line also needs its “interest pieces.” These are not necessarily bestsellers. In fact, some of them may hardly move the needle on sales. But they spark conversation, inspire buyers, and round out the visual narrative. They show that a brand has a point of view.
This dual mindset, analytical and creative is what makes merchandising so vital, and so unique. A good merchant doesn’t just put clothes on a rack. They create experiences. They guide the customer’s eye and imagination. For example, the same uniform shirt can be styled and merchandised in five completely diverse ways depending on the customer or end use. It’s not about what color matches what. It is about unlocking versatility, solving problems, and presenting multiple paths to value.
In the uniform space, where functionality and consistency are critical, it might seem like there is less room for creativity, but in reality, it is the opposite. That is where merchandising shines brightly. You are taking essential, often standardized pieces and turning them into something that feels tailored, purposeful, and fresh. Whether it’s through layering, accessorizing, or showing different team applications, there is always a new angle to present.
Being a merchant means constantly zooming in and out, sweating the granular details while keeping a wide-angle view of brand, market, and strategy. It is part art, part science. And for me, it is the part of the business that never gets old.
As I look ahead, I see merchandising playing an even more vital role in how apparel companies compete and evolve. With customer expectations rising and product cycles tightening, the ability to think both analytically and creatively has never been more crucial.
As I celebrate this one-year milestone of sharing my journey, I go back to where it all started with deep respect for merchandising, and everything it makes possible. It is not just my favorite subject. It’s the heartbeat of our business.
