The Case for Going Direct
Why Wholesale Buyers Skip the Promo Distributor
Promotional product distributors serve a real purpose for small and mid-size orders. But at 100,000 units or more, you're paying a premium for services you don't need — and the math becomes impossible to ignore.
How the Distributor Model Actually Works
When you contact a promotional products company — whether it's a large national distributor or a local promo shop — they almost never manufacture anything themselves. They are sales organizations. They take your order, mark it up, and place it with a decorator like us.
This model isn't secret or unethical. It's how the $26 billion promotional products industry has worked for decades. Distributors provide real value: they know multiple suppliers, can help smaller buyers navigate options, and handle the coordination between you and a factory you've never dealt with.
But that value has a cost. And that cost is built into every unit price.
What's Built Into the Distributor's Price
None of these things improve your t-shirts. They're the cost of not working with the manufacturer directly.
Distributor vs. Direct: Side by Side
| Through a Distributor | Direct with Us | |
|---|---|---|
| Pricing | Factory cost + 40–60% margin | Factory cost only |
| Communication | You → Distributor → Factory | You → Factory |
| Art approvals | Routed through distributor | Direct with production team |
| Quality issues | Dispute through middleman | Resolved directly, faster |
| Accountability | Split between distributor & factory | Single point of contact |
| Lead time | Standard + distributor lag | Production schedule only |
| Best for | Under 100,000 units | 100,000+ units |
When Going Direct Makes Sense
We're not the right fit for everyone. If you're ordering 5,000 polos for a company event, a promo distributor's sourcing relationships and flexibility probably do add value.
But if you're a company with a predictable, ongoing need for decorated apparel or merchandise at scale — think 100,000 units and up, ideally recurring — the economics of working directly with a US manufacturer are hard to argue against.
Frequently Asked Questions
How much do promotional products distributors mark up screen printing and embroidery? +
Promotional products distributors typically mark up decorated apparel 40–60% above factory cost. On a 100,000-unit screen print order, that markup commonly represents $100,000–$150,000 in additional cost that goes to the distributor rather than improving your product.
Do I need to go through a distributor to access a screen printing manufacturer? +
No — if you have the order volume to qualify. Manufacturers like us work directly with buyers who meet our minimum order threshold (100,000 units). The distributor model exists because manufacturers historically didn't work with smaller buyers directly. At 100,000+ units, you don't need that intermediary.
What are the actual advantages of going direct to the manufacturer? +
Factory-direct pricing (no distributor margin), direct communication with the production team on artwork and specs, faster resolution of quality issues, more accurate lead time commitments, and a single point of accountability. For recurring programs, a direct relationship also means consistent specs and pricing across every run.
Will going direct affect my lead times? +
Going direct typically improves lead times. Distributor relationships add a communication lag — your specs and approvals route through an extra party before reaching production. Direct relationships eliminate that lag. Production schedules are based on actual factory capacity, not padded to account for distributor coordination.
Is your pricing confidential? +
Yes. Our factory pricing is between your organization and us. What you charge your clients or report internally is your business. We do not share pricing with third parties.
What if I've always ordered through a distributor — is switching complicated? +
Switching is usually straightforward. You bring your artwork files, specs, and order requirements. We handle production. The main transition is establishing the direct vendor relationship on your procurement side, which typically involves a vendor setup process and net payment terms. We can walk you through what that looks like for your organization.
Ready to skip the middleman?
100,000+ unit minimum. Factory-direct pricing. One conversation.
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