In the high-pressure world of retail buying, Tony Chinn stands out not just for his impressive track record — but for the enthusiasm and optimism that fuels his approach. In a captivating episode of ASD Market Week’s YouTube series, Retail Revelations: Inside the Deal, Chinn, CEO of The Buying Agency, spoke candidly with Director of VIP Attendee Relations at ASD Market Week Stephanie Beringhele about his three decades in fashion and journey to the CEO title. During the conversation, Chinn unpacks hard-won lessons, actionable tactics, and the mindset that enables him to turn trends into bottom-line profit.

In This Video:

• 00:00: Introduction
• 01:30: Tony’s Career Journey: Tony discusses his early start at Guess and BB, as well as his executive role at Forever 21.
• 06:00: Lessons Learned from 30 Years in Fashion: Importance of mindset, focus, and applying consistent skills in growing businesses.
• 09:45: Starting The Buying Agency: Tony shares the pivotal moment when he launched his own business after many years in the industry.
• 3:00: How to Pick the Right Products and Trends: Tony explains how he tailors buying decisions for different customers and clients based on their needs and trends.
• 18:30: Importance of Data in Buying: Weekly analysis of sales, inventory, and reorder opportunities helps optimize product selection.
• 22:10: The Art of Reorders and Inventory Management: Tony emphasizes keeping 20-30% of the budget open for reorders and discusses the importance of vendor relationships.
• 27:45: Trade Show Tips & Sourcing New Vendors: Advice on walking trade shows, building relationships with vendors, and finding new products.
• 34:15: Importance of Vendor Relationships: Tony discusses the importance of maintaining strong relationships with vendors and being aware of the latest trends.
• 40:10: Balancing Work and Life: Tony shares how he balances his demanding work life with personal passions like pickleball and spending time with his dog, Oliver.
• 47:00: Key Mindset for Success: The significance of focusing on the good, staying determined, and using lessons from challenges to improve.
• 51:10: Thoughts on Retail’s Future (2025): Tony shares his outlook on the future of retail, emphasizing adaptability and focus on what works.
• 54:45: Advice for Retailers: Tony encourages buyers and retailers to reach out to The Buying Agency for guidance and collaboration.

From Greeter to CEO

Chinn’s career in retail started modestly, as a greeter at Guess when he was just 15 years old. “It was just supposed to be like a weekend job,” he said. That part-time role launched a decades-long adventure that included leadership roles at Kitson and Forever 21, where he helped grow a branded shop into a $100 million business in just three years. While Chinn was working at Akira, the company decided to close its West Coast office — a setback that became his springboard, prompting him to pursue his entrepreneurial dreams. “I took a step back, and I’ve always known I wanted to work for myself — it’s always been on my vision board. I had written on there that I wanted to build a company filled with good people, working with good people, making great things happen,” Chinn said.  

That long runway of experience is what quietly shaped the foundation of The Buying Agency. “You’re not really realizing you’re learning when you’re learning, but looking back … those small things really are big things 30 years later,” Chinn said, recalling how simple tasks like saying hello to every customer who entered Guess helped build critical skills, like speaking to clients with confidence. It’s the accumulation of everyday lessons — pivots, wins, missteps — that gave him the instincts to launch and lead his own firm successfully.

The Importance of Data-Driven Buying

What separates lasting retail success from fleeting trends? Relentless focus and rigorous analysis. “With all of our clients, we analyze everything from topline sales and inventory to bestsellers and reorder opportunities every week,” Chinn said. “Having this data and this historical data to look at helps you make the right decisions when you’re pricing and when you’re choosing your merchandise.”

Chinn’s formula centers on building from bestsellers, setting initial margins around 60-62%, and knowing when to chase or cut trends. He also touts the importance of reorders for growing sales. “As a rule of thumb, we ask our people to keep 20 to 30% open for reorders and chase buys” Chinn said, highlighting how that flexibility enables buyers to capitalize on breakout styles and keep the sales floor fresh.

Trade Show Are Massive Opportunities

Trade shows aren’t just buying trips; they’re Chinn’s portal into new opportunities. “Trade shows are the closest thing we have to a crystal ball when it comes to trends or sales. You’re seeing everything that’s going to be happening for the next three to six months all in one place: colors, fabrics, trends, prints,” he said. “When you see one vendor have it, then two vendors have it, then 10 vendors have it, guess what? That’s what you’re going to see on Instagram and it’s what everybody’s gonna be buying.” 

Chinn’s advice for walking a show: wear comfy shoes, go aisle by aisle, and prep with data on top vendors and categories — but leave room to explore the unknown. “Walk the entire show. Make appointments with your top vendors so that you can see them, but then leave yourself time to explore,” he said.

The Foundation of Great Buying

For Chinn, success isn’t just about finding trends — it’s about building connections. “We appreciate our vendors so much … they are the foundation of everything that all of us are doing. Seeing them on a weekly basis really helps our people keep up to date with what’s happening in the market,” he said, noting that “things change every single week.” By having good relationships with vendors, retailers can see trends as they emerge and get a jump on testing them before the competition. Chinn also suggests not being afraid to work with new vendors, and trying out smaller orders first to learn about details like shipping times. 

Reading (and Riding) the Trend Cycle

Chinn’s approach to trends is pragmatic and profit-focused: “Honestly, I love every trend because, as long as it’s retailing and making great margins, I’m on board,” he said. “Every buyer that’s been in the industry long enough — we see trends or we see old trends that might be coming back, and we hope, we pray those things are coming back because we remember the sales that come from those things.” 

The trick to leveraging trends effectively? Recognizing where the trend is at in its lifecycle, and not over-assorting at the beginning. “When you get to the middle of a trend, you start to really be pinpointed about what you’re going to buy,” Chinn said. “When you’re on the down slope is when you’re really tightening up, because you don’t want to end up with excess product — which happens when it comes to trends.” 

State of Mind Meets Strategy

In a business that’s always in motion, Chinn’s biggest advantage might just be his mindset. He prioritizes balance and reflection over burnout: “If you need to take a nap, take a nap. If you need to go on vacation, take a vacation,” he said. “Work will always be here — listen to your body and your mind and how you’re feeling and just go with it.” A daily pickleball break, regular resets, and a commitment to focusing on the positive help him maintain clarity in the most hectic of scenarios. 

His advice for staying future-ready? Maintain perspective and focus your energy on progress, not panic. “Everything is temporary … everything can get better. As long as you work to focus on everything that is good and that is working in the business that you’re working at, stay consistent, stay focused, stay determined — you’ll come out on top.”

How to Source Like a Pro

For Chinn, ASD Market Week is a hotspot for inspiring finds and new bestsellers. “At ASD, everywhere you turn you’re seeing potential for such huge margins,” he said. Ready to see what the event trusted by top buyers can do for your business?  Save the Date: Join us in Las Vegas, March 17 – 19, 2026.