Trends in the Australian Wholesale Industry in 2025
The wholesale sector in Australia is under significant transformation, driven by shifting buyer behaviour, rising costs and technological disruption. For wholesale businesses in the ANZ region, 2025 is shaping up as a pivotal year. Understanding the key trends now will help wholesalers build resilience, improve margins and position for growth.
Cost pressures and margin squeeze
Wholesale distributors are facing mounting cost pressures. Rising warehousing, fuel, labour and logistics costs are squeezing margins across the board. According to a recent analysis, many Australian wholesalers are feeling the pinch of inflationary input costs and are investing in automation and cost control to remain competitive.
To respond, leading wholesalers are revisiting procurement practices, negotiating shipping and storage contracts more aggressively, and exploring leaner workflows to reduce waste.
Digital transformation and e-commerce acceleration
Wholesalers can no longer rely solely on traditional bulk transactions and face-to-face sales models. In 2025, B2B customers increasingly expect digital-first buying experiences — real-time inventory, mobile ordering, seamless payment and rapid fulfilment.
Australian wholesale firms are therefore investing in e-commerce portals, integrating ERP/CRM systems and adopting digital tools to support B2B buying behaviour. This shift opens up new channels and geographies, but also demands upgraded infrastructure and user experience.
Supply chain resilience and smarter inventory
Global supply-chain disruption remains a concern, and Australian wholesalers are responding by building resilience. This includes diversifying suppliers, shortening supply chains, investing in local sourcing and employing smarter forecasting. For example, predictive analytics—using AI to anticipate demand before stockouts hit—is becoming increasingly important.
For ANZ wholesalers that manage perishable goods, construction materials or fast-moving stock, tighter inventory control is critical to avoid overstock or stock-outs which both hit profitability.
Sustainability and ethical sourcing as competitive differentiators
Sustainability is no longer a “nice to have” for wholesale trade; it is becoming a key competitive differentiator. In 2025, businesses that can demonstrate ethical sourcing, low-emission logistics, recyclable packaging and transparent supply chains will gain favour with buyers and retailers.
Australian wholesalers are being asked to provide more visibility around emissions, waste, packaging and circular-economy initiatives. Those that act early will gain trust and market-share.
The rise of more agile business models
The traditional model of selling large bulk orders to a fixed set of customers is evolving. Wholesalers in 2025 are embracing flexibility—whether through smaller order lots, subscription models, direct-to-consumer (DTC) channels or value-added services (such as data insights, logistics support or product bundles).
Australian wholesalers that enable faster turnaround, personalised service and digital engagement will stand out in a competitive landscape.
Implications for Australian Wholesale Businesses
For Australian and New Zealand wholesalers, the message is clear: transformation is no longer optional. To succeed in 2025 you must:
Invest in digital tools and user-friendly buying experiences
Optimise operations and supply chain to control cost
Embed sustainability and ethical practices in your value chain
Adapt your business model to meet changing customer behaviours
At Climb Business Consulting, we work with wholesalers across ANZ to identify capability gaps, map future growth strategies and implement the systems and processes required to thrive.
