Every club, school and league needs uniforms, and most of them would rather buy from someone local who answers the phone than deal with a factory overseas. That is the gap a team uniform dealer fills. You look after the customer; a manufacturer makes the kit.
This guide sets out how to start a team uniform business step by step: choosing who to sell to, finding a factory, showing samples, pricing, making ordering easy for clubs and winning the reorder every season.
Step 1: Choose who you will sell to
Trying to sell every sport to everyone makes it hard to stand out. Most successful dealers start with one or two sports and one type of customer, then grow from there. Common starting points:
- Youth leagues, which order many teams at once and come back every season
- Schools and colleges, which often order at the start of term
- Adult and recreational leagues, which want good value and quick turnaround
- Travel and club teams, which often want a more premium look
Think about the sports played most in your area. Baseball and basketball leagues, soccer clubs and flag football leagues all buy full sets for many teams at once.
Step 2: Decide how you will sell
You can resell uniforms under the manufacturer’s name, or build your own brand. With your own brand, every jersey carries your label, which helps clubs remember who to call next season. At FJ Sportswear we offer woven labels, printed labels, hang tags and custom poly bags with your branding. See private label.
Step 3: Find the right manufacturer
Your factory decides your quality, your delivery dates and how easy reorders are. Before you choose, ask about the minimum order per design, samples, lead times, labels and whether league orders can be packed by team. Our guide How to Choose a Wholesale Sportswear Manufacturer lists the ten questions to ask.
A low minimum per design matters most when you are starting out. Our minimum is 10 pieces per design, so you can take on small clubs and order for each customer as you win them, instead of buying stock up front.
Step 4: Get samples to show your customers
Clubs want to see and feel the product before they commit. A small set of samples, for example one jersey in each fabric you plan to sell, does more selling than any brochure. Our samples are paid, take about 3 weeks, and the cost is given with your quote. You can request a sample here.
Step 5: Work out your prices
Your selling price needs to cover more than the factory price. Add up your full cost for each piece before you quote a club:
| Cost | What to include |
|---|---|
| Product | The factory price per piece, including decoration |
| Shipping | Courier cost from the factory to you |
| Import duties and taxes | Paid by the buyer; check the rates with your local customs office |
| Your time | Design changes, size collection, delivery to the club |
| Your margin | What you need to earn on each order |
Once you know your full cost, decide your margin and keep a simple price list for your most common products, so you can quote clubs quickly.
Step 6: Make ordering easy for clubs
Clubs are run by busy volunteers and coaches. The easier you make ordering, the more you sell. Three things help most:
- A mockup for every design. We prepare a free mockup for each design, which you can show to the club for approval.
- One sheet for names, numbers and sizes. Give every team the same simple spreadsheet, with one row per player.
- A clear deadline. Tell clubs the date you need their approval to deliver on time.
Step 7: Plan around the season
Most sports have a busy period before the season starts. Work back from each club’s first game: allow about 3 weeks for a paid sample, 3–4 weeks for bulk production after approval, then courier shipping by FedEx, DHL or UPS. Our baseball dealer guide and basketball dealer guide show how to plan a season in detail.
Step 8: Win the reorder
Reorders are where a uniform business grows. Keep a record of every team’s design, colours and size breakdown. When the club comes back, send the same design with new quantities and names, and we make it again. League orders can be packed separately by team, so each club’s kit is ready to hand out.
Startup checklist
- Pick your first sports and customer type
- Decide whether to sell under your own brand
- Choose a manufacturer and agree terms
- Order samples to show clubs
- Work out your full cost and price list
- Prepare a size sheet and an order deadline for clubs
- Keep records of every design for reorders
Ready to start? See how we work with distributors and team dealers, or send your first bulk quote request. We reply within 12 hours, Monday to Saturday.
Frequently asked questions
Do I need to buy stock to start a team uniform business?
Not with a custom manufacturer. Because our minimum is 10 pieces per design, you can order for each club as you win them.
Do I need my own designer?
No. Send us the club’s logo and your idea, and we prepare a free mockup for each design.
Can I sell uniforms under my own brand?
Yes. We offer woven labels, printed labels, hang tags and custom poly bags with your branding.
How long does a team uniform order take?
About 3 weeks for a paid sample if you want one, then 3–4 weeks for bulk production after approval, depending on quantity, plus shipping.