How to Keep Sales Moving During the Winter Reselling Slowdown

 

Winter can be one of the most frustrating seasons for resellers. Holiday shopping is over, buyer spending slows, and closets that were flying in Q4 can suddenly feel stagnant. But a winter slowdown doesn’t mean sales stop—it means strategy matters more than volume.

Winter is actually the perfect time to shift your focus to intent-driven purchases, collectible niches, and higher-quality items that buyers actively search for. Below are the best categories to flip during the winter months, with platform-specific insights for Poshmark and eBay, plus a bonus category that consistently performs well: vintage perfume and lotion.

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Cold-Weather Clothing Buyers Actively Search For

Unlike summer, winter shopping isn’t casual browsing—it’s practical. Buyers are looking for warmth, durability, and quality pieces they can rely on for the rest of the season.

Strong winter performers include:

• Wool coats and trench coats

• Down jackets and parkas

• Cashmere, wool, and alpaca sweaters

• Flannel shirts and lined denim

• Thermal layers and base pieces

Higher-end materials tend to outperform fast fashion during winter because buyers are willing to invest in items that will last multiple seasons. Classic silhouettes and neutral colors usually sell faster than trend-driven pieces.

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Loungewear, Athleisure, and Comfort Pieces

Cold weather means more time at home, and comfort sells year-round—but it truly shines in winter.

High-performing items include:

• Sweatshirts and hoodies

• Joggers and lounge sets

• Cardigans and oversized knits

• Soft or cozy pajamas

Listings that highlight comfort-driven keywords like cozy, soft, relaxed, oversized, and warm tend to stand out and convert better during the colder months.

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Vintage and Niche Items Thrive in Winter

When casual shoppers slow down, collectors don’t. Winter is an excellent time to lean into vintage and niche categories, especially on eBay.

Popular winter niches include:

• Vintage clothing

• Unique or specialty denim

• Retro sweaters

• 90s and Y2K styles

These buyers know exactly what they’re searching for and often shop year-round, making winter an ideal time to list collectible and harder-to-find items.

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Vintage Perfume and Lotion: An eBay Goldmine

One of the most overlooked winter categories is vintage fragrance and body care, particularly on eBay.

Why Vintage Perfume Sells Well in Winter

• Nostalgia-driven purchasing

• Collectors search regardless of season

• Cold weather enhances scent longevity

• Buyers seek discontinued or reformulated favorites

Brands That Perform Especially Well

• Estée Lauder

• Chanel

• Dior

• Guerlain

• Elizabeth Arden

Vintage Estée Lauder has been a particularly strong seller for me, especially discontinued perfumes, matching lotions, and older gift sets. Many buyers are loyal to specific scents and actively search for older formulations that are no longer available in stores.

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Important Platform Rules for Selling Fragrance

Fragrance sales vary significantly by platform, and understanding the rules is critical.

eBay

• Allowed: New fragrances in original containers

• Prohibited: Used or partially filled perfume bottles

• Important Note: While you may see used fragrances listed, eBay has been increasingly removing these listings and issuing warnings or suspensions

• Decants: Strictly prohibited

Personal note: I have seen and even listed fragrances in the past that were not completely full, but this is technically against eBay policy. Use caution and understand the risk.

Mercari

• Allowed: New and used fragrances

• Shipping: Selecting the fragrance category automatically generates a Hazmat ground-only label

• Restrictions: Repackaged or homemade fragrances (decants) are generally prohibited

Facebook Marketplace

• Allowed: New fragrances in original packaging

• Prohibited: Used cosmetics, including perfume

• Warning: Listings may be flagged, and fragrance-related groups have been actively removed

Poshmark

• Prohibited: Fragrance sales are not supported

• Reason: Poshmark was priority shipping only and has recently switched to ground, but the ground labels that are provided are not Hazmat labels. 

• Risk: Selling perfume can result in listing removal, account issues, or loss of Posh Protect

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Listing Tips for Vintage Perfume and Lotion

When selling vintage fragrance:

• Clearly disclose fill level and condition

• Photograph labels and bottles closely

• Weigh lotions that aren’t see-through and some fragrances to help buyers gauge fullness

• Note whether items are sealed or opened

A good rule of thumb: list the way you’d want to buy. Trust your gut—ask yourself what information would make you feel confident purchasing a perfume online.

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Estate Sales: A Winter Sourcing Advantage

Estate sales are one of the best sourcing opportunities during winter, especially for vintage and higher-quality items.

Why Estate Sales Shine in Winter

• Less competition due to cold weather

• Better pricing opportunities

• Access to vintage clothing, accessories, and fragrance

• Well-preserved items from long-term ownership

How to Find Estate Sales

• EstateSales.net

• EstateSales.org

• Local Facebook estate sale groups

• Craigslist under “garage & moving sales”

Winter estate sales are often under-attended, giving resellers who are willing to brave the cold a major sourcing advantage.

The winter slowdown isn’t about selling less—it’s about selling smarter. By focusing on cold-weather essentials, comfort pieces, collectible vintage items, and niche categories like vintage perfume, you can maintain consistent sales even when overall buyer activity dips.

Resellers who adapt their strategy during winter often build stronger momentum heading into spring, with active listings, better sell-through, and a more resilient business overall.

What are some of your favorite winter items to find and sell?