Returns in the furniture industry can be complex, costly, and a major source of customer frustration. Whether it’s a damaged table on delivery or a customer claiming a sofa was never received, furniture retailers are caught between maintaining margins and meeting rising service expectations. Fortunately, smart technology now offers a
Differentiation is key in today’s competitive home furnishings market. Furniture retailers increasingly turn to private labeling and exclusive product partnerships with manufacturers as strategic tools to stand out, build brand equity, and improve margins. For store owners, general managers, and buyers alike, the opportunity to offer something your competitors can’t
In furniture retail, success hinges on a balance of time-tested strategies and the ability to adapt to an ever-changing market. Effectively closing sales requires a deep understanding of customer behavior, strategic follow-up, and the right mix of technology and training. Rob Ball, owner of over 26 furniture store locations and
The NEW Buyer Journey: Digital and On-Demand The days of quick, impulse-driven furniture purchases are long gone. Today’s consumer expects instant clarity, confidence, and even control from the products and companies they choose to invest their hard-earned money with. If your website doesn’t deliver—especially on the product page—the sale stalls.
A concerning reality persists in furniture and mattress retail: between 60-80% of furniture shoppers and 30-50% of mattress shoppers walk out without purchasing. This “walk-away rate” translates to approximately $150 million in lost furniture and $30 million in lost mattress sales across the United States daily. According to a 2023 Consumer
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
Closing a sale isn’t always a single interaction. Even with a thorough qualification, matching needs, masterful objection handling, and creating a sense of urgency with a customer, we often still hear, “I need to think about it.” What you do after hearing that dreaded phrase is what makes or breaks
Effective sales management is the driving force behind a high-performing sales team and a profitable business. It’s not just about setting targets—it’s about creating a structured, strategic approach that involves ownership, sales managers, salespeople, and support teams working in sync. From establishing clear goals and refining sales strategies to implementing
Closing a sale isn’t always a single interaction. Even with a thorough qualification, matching needs, masterful objection handling, and creating a sense of urgency with a customer, we often still hear, “I need to think about it.” What you do after hearing that dreaded phrase is what makes or breaks
Sales success in business and life is not a matter of chance—it’s built on a foundation of strong guiding principles. Certain fundamental sales principles apply universally, whether you’re a sales professional striving to close more deals, a leader shaping a high-performance team, or an individual looking to improve personal discipline.
If you thought of the title of this article as a question, your first answer might be “Products that sold
Recent developments regarding tariffs collected under the International Emergency Economic Powers Act (IEEPA) have raised important questions for home furnishings
There is an important update for home furnishings retailers and other importers affected by IEEPA tariffs: the refund process is
In the home furnishings industry, retailers and manufacturers are navigating a landscape defined by tightening margins, shifting consumer expectations, and
Many home furnishings retailers are closely watching the possibility of tariff refunds following recent court rulings on IEEPA tariffs. For
AI is no longer just powering search bars and chatbots. New agentic AI experiences are changing how shoppers discover, evaluate, and buy products online. For
Join Peter Theran and Steve Fodor, LCB, MCS, Founder and CEO of Customs Services & Solutions, for a practical discussion on IEEPA tariffs, refund developments,
MEMBER-ONLY DISCUSSION: eCommerce Connect with fellow HFA member retailers to exchange insights, challenges, and successes in navigating family business dynamics.
