Low-value items that can be tossed away without a second thought are no longer in demand, according to the data. Instead, the majority of distributors are reporting an increased demand for durable products that feel intentional in design. According to a survey of PPAI 100 distributors, buyer demand has prioritized across the following lines: • 78.7% of distributors report rising demand for better designed retail-style products. • 70.4% say durability is the strongest signal of product value. • 65.2% say modern design drives perception. • 58% say material quality shapes whether an item feels worth keeping. The data shows this even more sharply when buyers have to make difficult decisions. In fact, when budgets tighten, organizations tend to reduce quantity instead of reducing quality or customization. Data from the U.S. Distributor Sales Volume Survey shows that 60% of buyers cut quantity first, while only 11% reduce customization. Amid all of this, direct sourcing seems to be a growing trend among distributors. • While industry suppliers still receive about 84% of total distributor spend, 32.6% of distributors report increasing their use of non-industry suppliers or direct sourcing for lifestyle categories, niche apparel, retail-aligned tech accessories and custom-designed items. Trend 3 A Buyer Shift Is Happening Toward Retail-Style Products With Better Design Prediction Better designed, retail-style products will lead buying decisions in 2026. This prediction is not about luxury. It’s about thoughtful design, emphasizing durability, curating modern products and elevating decoration, personalization or packaging. The data suggests that buyers would rather have a little bit of these things than a lot of something forgettable. When budgets tighten, organizations tend to reduce quantity instead of reducing quality or customization. Durability Design Material Functionality Packaging Source: Consumer Study 0% 20% 40% 60% 80% 32.1% 44% 58.2% 65.2% 70.4% 44 • JANUARY 2026 • PPAI Must Read | 2026 New-ish Trends
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