CATCHING UP WITH RETAILERS AT CALA MEN’S SHOW

The CALA Men’s Show, held August 11-12 at the Embassy Suites in Irvine, CA, was the perfect setting to connect with well-respected veteran retailers and chat about what they’re experiencing in their stores, what they’re looking for, whether they’re finding it, and what they feel is needed to jumpstart sales in 2025.

How’s business in the store these days?

“Business is very good, and it’s pretty much storewide. It’s not just sportswear; it’s suits, primarily soft and constructed sportscoats. Business has been steady, with an interest in party outfits for weddings and events. We are selling fancy solid suits, soft sport coats, and sweater jackets,” —John Braeger, Steve Ramenofsky, and Jeff Hampton, GARYS, Newport Beach, CA.

“We’re seeing a good response to fall product as we shift gears early, transitioning seasons with fresh product,” said Paul Mon Pere, Patrick James, Fresno, CA, who added, “We’d like to get through the election cycle and plan to have a good fall/holiday to give momentum for early spring.”

“People started coming back, spending money, and dressing up. They miss having beautiful clothes; they paid their dues being at home with Zoom. They want to get out and start functioning,” said Fredy Joudieh Sarrtori Fine Apparel San Carlos, CA, who found, among other new items, a short-sleeved three-button performance polo with a bar cart cocktail motif from Johnnie-O.

Formal wear, suits, and custom suit sales are a huge trend taking off dramatically at Louis Thomas Fine Men’s Apparel and Formal Wear, Corte Madera, CA, now in its 78th year. “Business has been the best ever! For us a lot of it is due to attrition in the marketplace, we were lucky. Our formal wear has really increased,” said the store’s Tom Malvino (pictured, at top, with Brianna Malvino; standing, Ken Haruto and Stacey Walser). He noted he’s made more custom suits in the last three years than in the previous ten years.

Everything is specially made and private label for Jimmy Au’s For Men 5’8 & Under in Sherman Oaks, CA. “We recently had two separate customers come in, guys in their mid-early twenties that wanted a suit, not because they had a wedding or job interview, but just because they wanted to dress up again,” said Alan Au, who added, “I took that as a really good sign that if it’s happening in the middle of summer, the fall will look even better.”

Overall trends

Buyers are always looking for super luxury items. Most agreed a trend in the market is the return of sweater knits in the short sleeve category from moderate to luxury. “It’s great to have more options for luxe polos in linen and cotton/silk,” said Mon Pere, who added “Mini cables and other tonal knits look really strong for next spring”. There’s a slowdown in tropical prints and a move toward neat prints, textured solids, and linens for spring. Some are taking a chance on retro looks with more diversity in outerwear like shackets, cardigans, sweater blazers, woolens, knits, and high-tech fabrics. Ties are strong, along with lightweight denim and chinos. Drawstrings are very popular, along with shorts.
Colors: Blue is always good with the addition of pinks, reds, greens, and lavender.

What’s needed to jumpstart sales in 2025?

All agreed that it is important to foster close relationships with vendors and create a great in-store experience for customers.

“In addition to having great lines, freshness, new brands, the key is to have great salespeople, and that’s what we have and that’s what maintains our business year in and year out.” —John Braeger, Steve Ramenofsky, and Jeff Hampton; Garys.

“Good price point, quality vs. quantity, and unique pieces. People like to be a part of something they can’t find somewhere else,” —Fredy Joudieh, Sarrtori Fine Apparel.

“Fresh product, new deliveries, more frequent drops.” —Paul Mon Pere, Patrick James

“Having options especially in my specific niche, creates opportunities for the customer looking for something different they wish they had in a short size.” —Alan Au, Jimmy Au’s For Men 5’8 & Under

(At the time we spoke, Alan Au was looking for something patriotic with a red, white, and blue color scheme for patriotic holidays, especially in an election year.)

“Clothing is the driver, then embrace social media. People are online, on their phones, looking at their social media apps literally all the time, and we want to tap into that to convey the in-person experience.” —Brianna Malvino, Louis Thomas Fine Men’s Apparel and Formalwear

Some of the brands retailers noted include 34 Heritage, Alberto, Au Noir, Ballin, Bugatchi, Codice, Johnnie-O, Mattarazi Uomo, Missani Leather, Patrick Assaraf, Robert Graham, Scot Barber, and Stitch Note.