The equestrian clothing wholesale market reached $6.84 billion in 2024 and will grow to $10.52 billion by 2032. This creates amazing opportunities for retailers who want to sell horse riding clothes. Whether you're starting a new business or expanding your current store, understanding equestrian clothing wholesalers is crucial for your success.
At Zest Equestrian, we help retailers navigate this growing market by providing comprehensive wholesale solutions. Additionally, this guide will show you everything you need to know about finding, evaluating, and working with equestrian clothing wholesalers.
What Are Equestrian Clothing Wholesalers? (Quick Definition)
Understanding the Wholesale Business Model
Equestrian clothing wholesalers are companies that sell riding apparel in large quantities to retailers, riding schools, and other businesses. Unlike retail stores that sell to individual customers, wholesalers focus on bulk sales at discounted prices. Therefore, they help retailers get products at lower costs so they can make profits when selling to riders.
Most importantly, wholesalers provide several key services beyond just selling products. For instance, they offer design help, find quality materials, handle large production runs, and provide custom branding options. Many wholesalers also operate as OEM & ODM manufacturers, which means they can create custom products with your store's logo and design.
Key Differences from Retail Suppliers
Wholesale suppliers work very differently from retail suppliers. While retail suppliers sell one item at a time to individual customers, wholesalers sell hundreds or thousands of items to businesses. Furthermore, wholesalers offer much lower prices because they sell in large amounts. They also provide services like custom branding, which helps retailers create their own unique product lines.
"Procurement managers want partners, not just catalogs and price lists. Collaboration and flexibility are now deal-makers." — Industry Procurement Expert
How to Find Reliable Equestrian Clothing Wholesalers
Top 5 Platforms to Source Wholesalers
Finding the right equestrian clothing wholesalers requires knowing where to look. Here are the five best places to find reliable suppliers:
- Alibaba.com - The world's largest B2B marketplace with over 1,868 equestrian clothing products. However, you must carefully check each supplier's credentials.
- Faire.com - Offers verified US-based wholesalers with quality control and easier returns.
- Trade Shows - Equestrian trade shows let you meet suppliers face-to-face and see products firsthand.
- Google Business Searches - Use keywords like "equestrian clothing manufacturers" or "riding apparel wholesalers" to find specialized suppliers.
- Industry Directories - Business directories provide vetted listings of equestrian suppliers organized by region and specialty.
Women's Riding Breeches
Professional Riding Gloves
Safety Body Protectors
Red Flags to Avoid When Choosing Suppliers
Unfortunately, many fake suppliers exist in the equestrian market. Therefore, you need to watch for these warning signs:
- No Factory Information - Real manufacturers provide details about their production facilities.
- Prices Too Low - Extremely cheap prices often mean poor quality materials or fake products.
- No Samples Available - Legitimate suppliers always offer samples before large orders.
- Poor Communication - Suppliers who can't explain their products clearly may not be reliable.
- No Business Registration - Always verify that suppliers have proper business licenses.
"Brands must differentiate with innovation and consistent quality, as the market is flooded with cheap knockoffs and lazy designs." — Fexwear Wholesale Commentary
Questions to Ask Before Placing Your First Order
Before choosing an equestrian clothing wholesaler, ask these important questions. First, inquire about their minimum order quantities and payment terms. Next, ask about their quality control processes and return policies. Also, find out about customization options and lead times. Most importantly, request references from other retailers who have worked with them successfully.
Additionally, ask about their fabric sourcing and materials to ensure they use quality materials that will last. Finally, confirm their shipping methods and whether they provide tracking information for orders.
Wholesale Pricing and Profit Margins Explained
Typical Wholesale Margins (15-30% for Distributors, 20-50% for Retailers)
Understanding wholesale pricing margins helps you calculate profits correctly. Distributors typically earn 15-30% margins on their purchases from manufacturers. Meanwhile, retailers can achieve 20-50% margins when buying from distributors or wholesalers. Fashion wholesalers generally aim for 50-60% gross margins across their complete product lines.
For example, if you buy riding breeches at $30 wholesale and sell them for $75 retail, you earn a 60% margin. This $45 difference covers your store expenses like rent, staff, marketing, and profit.
Minimum Order Requirements ($100 Standard)
Most modern equestrian clothing wholesalers have lowered their minimum orders to make entry easier for small retailers. Currently, standard minimum orders are just $100 for first-time customers. Furthermore, reorder minimums typically stay at $100, making it much easier for small stores to get started.
However, some manufacturers require higher minimums for specific products. For instance, custom products may need minimum orders of $500 or more per style or color. Always confirm minimum requirements before placing orders.
Payment Terms and Account Setup
Setting up wholesale accounts requires providing business information including your company name, tax ID number, and resale certificate. Most wholesalers approve accounts within 7-10 business days after receiving your application. Payment terms vary, with many requiring prepayment for first orders and offering net-30 terms for established customers.
According to industry experts, "customization and fast delivery are the top concerns for US-based equestrian retailers in 2025." This trend reflects what suppliers observe during major trade shows and industry events.
Quality Standards Every Retailer Should Know
Fabric Quality Red Flags
Poor fabric quality causes major problems for retailers. Watch for these common issues: misrepresented fabric content (polyester sold as expensive polyamide), incorrect elastane ratios that affect fit, and inadequate color-fixing that causes fading after the first wash. Moreover, cheap fabrics often pill quickly or lose their shape after a few uses.
Quality equestrian clothing wholesalers provide detailed fabric specifications and offer samples for testing. They should explain exactly what materials they use and how they process them. If suppliers can't provide this information clearly, consider looking elsewhere.
Manufacturing Capabilities to Look For
Top-tier equestrian clothing wholesalers should offer comprehensive manufacturing capabilities. This includes custom design development, pattern making, and prototype refinement. They should also provide multiple customization options like screen printing, embroidery, heat transfer, and silicone printing.
Furthermore, quality manufacturers offer flexible production volumes and transparent communication about lead times. They should have documented quality control processes and be willing to show you their facilities virtually or in person.
Top Product Categories and Market Opportunities
Best-Selling Wholesale Categories
The most profitable equestrian clothing categories for retailers include performance riding apparel, safety gear, and accessories. Riding breeches and show shirts typically have the highest turnover rates. Meanwhile, riding gloves and socks offer excellent profit margins due to their lower wholesale costs.
Professional riders account for 63.4% of market revenue, making high-quality performance gear essential for success. Additionally, the children's market shows strong growth as more young people participate in equestrian sports.
Children's Riding Apparel
Horse Protection Boots
Custom Saddle Pads
Sustainable and Custom Options
Sustainable equestrian apparel represents 58.2% of market revenue in 2025, showing that eco-conscious consumers drive significant sales. Eco-friendly materials like bamboo fiber, recycled polyester, and organic cotton command premium prices while appealing to environmentally conscious riders.
Custom products also offer excellent opportunities for retailers. Private label manufacturing allows you to create unique product lines that competitors can't copy. This builds brand loyalty and often allows higher retail margins.
Regional Market Differences (Asia vs Europe vs North America)
Different regions offer distinct advantages for equestrian clothing wholesalers. Asian manufacturers typically provide competitive pricing and large-volume capacity, making them ideal for cost-conscious retailers. European suppliers emphasize traditional craftsmanship and premium materials, perfect for high-end markets. North American wholesalers focus on innovation and performance, appealing to competitive riders.
The Asia-Pacific region shows the fastest growth at 6.5% annually, creating new opportunities for retailers. Meanwhile, European equestrian brands maintain strong market presence through quality and heritage appeal.
Getting Started: Your First Wholesale Order
Step-by-Step Process
Starting with equestrian clothing wholesalers follows a simple process. First, research and identify 3-5 potential suppliers that match your quality and price requirements. Next, contact them to request product catalogs, price lists, and terms information. Then, apply for wholesale accounts by providing your business registration and resale certificate.
After approval, order samples of your top product choices to test quality before placing large orders. Finally, start with small orders around the minimum requirement to test the supplier's reliability and customer service. This approach minimizes risk while you build the relationship.
Common Mistakes to Avoid
New retailers often make costly mistakes when working with equestrian clothing wholesalers. The biggest mistake is choosing suppliers based only on low prices without considering quality or reliability. Additionally, many retailers order too much inventory initially, creating cash flow problems and storage issues.
Another common error is not checking size charts carefully, as different manufacturers use different sizing standards. Furthermore, failing to understand return policies can leave you stuck with products that don't sell. Always read terms carefully and start small to minimize risks.
According to industry analysts, "partnership, quality, and adaptability are keys for successful wholesaler relationships. The rise of direct-to-consumer channels also challenges wholesalers to expand their value-added services." This insight shows why choosing the right wholesale partner matters more than just finding low prices.
Building Long-Term Supplier Relationships
Successful retailers build strong relationships with their equestrian clothing wholesalers through consistent communication and reliable payments. Pay invoices on time to establish trust and potentially earn better payment terms. Additionally, provide feedback about products and market trends to help suppliers improve their offerings.
Consider working with fewer suppliers for deeper relationships rather than spreading orders across many companies. This often leads to better pricing, priority during busy seasons, and access to new products before competitors. Moreover, strong relationships can result in exclusive territory agreements or custom product development opportunities.
Frequently Asked Questions
What is the difference between wholesale and retail prices for equestrian clothing?
Wholesale prices are typically 50-70% lower than retail prices. For example, breeches that wholesale for $30 usually retail for $75, giving retailers a 60% margin to cover expenses and profit.
How much do I need for my first wholesale order?
Most equestrian clothing wholesalers require minimum first orders of just $100, making entry accessible for small retailers and online stores.
Can I get custom branding on wholesale orders?
Yes, many wholesalers offer custom branding services including logo embroidery, custom tags, and packaging. Custom orders typically require higher minimums and longer lead times.
How long does it take to receive wholesale orders?
Stock orders typically ship within 1-2 weeks, while custom orders require 8-12 weeks for production plus shipping time. Always confirm lead times before placing orders.
What safety standards apply to equestrian protective gear?
Helmets must meet CE EN 13158, ASTM F1937, or ASTM F2681 standards. Body protectors need similar certifications. Never sell uncertified safety equipment.
How do I verify a wholesaler is legitimate?
Request business registration, facility information, and references from other retailers. Legitimate wholesalers provide transparent information about their operations and quality processes.
What payment terms do wholesalers typically offer?
Most require prepayment for first orders, then offer net-30 terms for established accounts. Custom orders often require 50% deposits with balance due before shipping.
Can I return unsold wholesale merchandise?
Return policies vary by supplier. Some offer seasonal returns for unsold stock, while others only accept returns for defective products. Always clarify return terms before ordering.
Conclusion
The equestrian clothing wholesale market offers excellent opportunities for retailers willing to do their research and choose quality suppliers. With the market growing from $6.84 billion to $10.52 billion by 2032, there's substantial room for new businesses to succeed.
Remember that success depends on finding reliable wholesalers who offer quality products, reasonable minimums, and good support. Focus on building long-term relationships rather than just finding the lowest prices. Additionally, consider sustainable and custom options to differentiate your business in this competitive market.
At Zest Equestrian, we understand the challenges retailers face when sourcing quality equestrian apparel. With over 16 years of experience in equestrian clothing manufacturing, we provide comprehensive wholesale solutions including custom design, quality materials, and flexible minimums.
Ready to start your equestrian retail business? Contact our wholesale team today to discuss your requirements and learn how we can help you build a successful equestrian clothing business. We're here to support your growth with quality products, competitive pricing, and exceptional service.