Retail furniture today presents challenges. The rise of online shopping, a sluggish housing market, and reduced foot traffic due to low consumer confidence all put pressure on traditional furniture retailers. But even when traffic is down, opportunities exist.
The most successful brick-and-mortar retailers understand that growth doesn’t only come from attracting new customers—sometimes, it comes from doing more with the customers you already have. Retailers can drive meaningful growth even during slower seasons by focusing on increasing average invoices and providing exceptional customer service.
Here are five proven strategies to help your team thrive when traffic is down:
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Measure and Hold Accountability for Average Ticket Performance
An average ticket is one of a low-traffic environment’s most important performance metrics. Measuring average transaction value at the individual retail sales associate (RSA) level can reveal surprising insights. For example, your top-volume writer may be helping the most guests but selling the least per ticket, while a mid-tier associate may be driving higher-quality tickets from fewer guests.
By setting a store-wide goal of a 10% increase in average ticket size, you can encourage meaningful performance improvements across the board. The average ticket is a lagging indicator that reflects how well your team executes the other sales strategies below. But it’s also one of the strongest drivers of total sales revenue.
✅ Pro Tip: Review average ticket weekly by RSA and share results openly. Recognition and accountability go hand in hand.
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Increase Financing Options to Boost Average Tickets
According to Furniture Today (Sept 2022), nearly one-third of Americans have a credit score below 659. That means one in three guests walking into your store may not qualify for your primary lender’s program—and many won’t feel comfortable talking about financing for fear of rejection.
By offering multiple financing solutions—Prime, Secondary, and Lease-to-Own—you allow every customer to say “yes” to more. When consumers are given the flexibility to make payments instead of paying in full upfront, their purchasing power increases significantly. Over 75% of retailers report point-of-sale financing as a key strategic priority to increase ticket size.
Even if no-interest financing comes with retailer fees, the ROI can be substantial when it leads to higher sales volumes.
✅ Pro Tip: Make financing conversations natural. Present it early and as a benefit, not an afterthought.
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Engage Customers with Complementary Product Categories
Many guests walk in the door focused on a specific category—like a sofa or dining table—but their needs often go beyond that. Did you know 25% of Americans are in the market for a new mattress? And 64% of them prefer to shop in a traditional furniture store, according to CivicScience.
This means the customer browsing your living room section might also be looking for a better night’s sleep—they just don’t know it yet. Mattress sales also come with high margins, long buying cycles, and typically less urgency. If you can introduce the idea while they’re already in your store, you’re saving them a future shopping trip—and potentially gaining a high-margin upsell.
✅ Pro Tip: Train RSAs to ask discovery questions like, “How’s your current mattress treating you?” You might be surprised by how often the door opens.
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Focus on Holistic Room Design Solutions
Most customers aren’t just buying furniture—they’re buying a feeling—the ambiance—their home experience. That’s where accessories come in.
Area rugs, lamps, wall art, mirrors, and greenery aren’t just nice add-ons—powerful emotional drivers. The right mix of accessories can make a space feel complete and tailored to a customer’s personality. Still, many guests don’t realize these items are for sale or assume they’re only for display.
This is where your sales team can shine. By helping customers envision a full-room design, RSAs transform themselves from order-takers into trusted advisors.
✅ Pro Tip: Merchandise vignettes with tags and bundled pricing to signal that everything is for sale—and affordable.
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Offer Comprehensive Furniture Protection Plans
Protection plans aren’t just revenue boosters—they’re customer service tools. When presented properly, they offer peace of mind to guests who want their new investment to last. A strong protection plan should include coverage reflecting how people live today—think pets, kids, electronics, and accidental damage.
Top-performing stores attach protection plans to over 60% of transactions, while the industry average still lags closer to 30%. The most successful sales consultants approach protection not as an upsell but as a necessary part of ownership—because furniture doesn’t always perform as expected, and customers want an easy resolution when that happens.
✅ Pro Tip: Roleplay protection plan conversations during training. Practice builds comfort and confidence.
Final Thoughts
Even when traffic is down, achieving a 10% increase in gross revenue is within reach. But it requires focus, structure, and the willingness to coach. Start by taking a hard look at your current performance, then set reasonable goals, communicate them clearly, and follow up consistently.
Spring is a season of fresh starts. Let these five strategies renew your approach and elevate your team to new levels of success.
