How to start wholesale furniture business online?

Wholesale furniture businesses sell to other businesses rather than directly to buyers as they use a B2B model.

Updated: December 8, 2024

How to start wholesale furniture business online?
Furniture is something that is used by everybody. Residential and commercial buildings are furnished to meet the needs of the people who spend time in those locations. The demand for furniture remains consistent as these products are regularly used and style get changes very often. You can supply that demand by selling furniture in bulk to furniture retailers as an entrepreneur.

What is a Wholesale Furniture Business?


A company that supplies products to retailers is known as a wholesale furniture business. Wholesale furniture businesses sell to other businesses rather than directly to buyers as they use a B2B model. You will mostly sell your products in bulk quantities as a wholesale furniture distributor. Bulk orders are often can be provided in a  discounted rate when compared to retail prices.

The wholesaler furniture businesses will also be responsible for order fulfillment when they partner with dropshipping companies. The way it operates is a bit different from normal furniture wholesaling.

Understanding Wholesale Furniture Market:


The COVID-19 pandemic significantly impacted the furniture industry, driving both opportunities and challenges. Lockdowns and lifestyle changes shifted personal budgets, as people spent more time at home and less on activities like vacations and dining out. This led to increased spending on home renovations, new furniture, and home décor. Additionally, the surge in remote work created a strong demand for home office furniture.

However, not all trends were favorable. The halt in new construction during the pandemic negatively affected furniture sales, as furniture purchases often align with new building projects. While the industry saw growth in some areas, it also faced challenges due to reduced construction activity.


Steps to Start a Furniture Wholesale Business Online:

  

1. Study the Industry

Thoroughly research the furniture and wholesaling industries before starting your business. Learn about the history, trends, and seasonal influences of the wholesale furniture market. Understanding past and current trends will help you prepare for various scenarios. Even if you are new to this field, a well-researched approach is essential for success.

2. Identify Your Audience

Your target audience as a furniture wholesaler consists of businesses that sell furniture to end consumers. This includes furniture stores, general stores, and niche outlets such as budget or luxury stores.

Narrow your focus by considering factors such as:

  • Geographical location
  • Frequency of their furniture needs (monthly, quarterly, annually)
  • Budget
  • Type of store (luxury, budget, or general)

Having a clear understanding of your audience allows you to better market your services and reach the right customers effectively.

3. Choose a Product

Determine the specific products you will offer based on your audience's needs. You can specialize in:

  • Specific types of furniture, such as sofas or office chairs
  • Room-focused offerings, like living room or bedroom furniture sets
  • Style or material-specific products, catering to trends or preferences

Quality is a crucial consideration. Products should align with the expectations and budgets of your target customers. For example, budget-friendly retailers may prefer functional, cost-effective items, while luxury retailers will expect higher-end, premium materials.

4. Source Your Products

Furniture wholesalers typically source products through two main methods:

  • In-house Manufacturing: Offers more control and higher profit margins, but requires significant investment in facilities, licensing, and staffing.
  • Sourcing from Other Wholesalers: Easier to set up but often comes with lower profit margins due to higher costs.

For sourcing, you can explore B2B eCommerce platforms that connect wholesalers with manufacturers. These platforms streamline transactions and make it easier to establish partnerships.

5. Create an Online Storefront

An online presence is essential in today’s eCommerce-driven market. You can:

  • Build your own independent website for branding control
  • Set up a storefront on a B2B marketplace for broader reach

Focus on:

  • High-quality product photos
  • Detailed and accurate descriptions, including dimensions, materials, and style variations
  • SEO optimization for better visibility

Your online storefront should reflect your branding and make it easy for potential buyers to understand and trust your offerings.

6. Start Selling

Launch your sales efforts by combining organic traffic from your storefront with additional marketing strategies, including:

  • Creating compelling marketing campaigns
  • Offering excellent customer service
  • Running promotions, providing incentives, and encouraging referrals
  • Simplifying the buying process to enhance the customer experience

Effective sales pipeline management is critical. Monitor your sales process to identify and address potential leaks where leads may fall off. Bulk furniture purchases often involve significant investments, so nurturing relationships with leads is key to closing deals and growing your business.

With a clear strategy and focused efforts, you can establish a thriving furniture wholesale business.


Follow up:

Usually, many wholesalers thinks that the sale is final once the products have been delivered and the invoice has been paid, which is a serious mistake. It is easier to retain old clients, than onboarding new ones. Therefore, successful wholesalers nurtures their customers, especially after they have made a purchase to make them repeat customer.

You can follow up with a call after the order has been delivered and ask their experience on the delivery and request feedback on the entire process. You need to make sure that they are happy with the quality of the products. The time that the client needs to restock should be determined so that you can follow up again close to that time. You can offer some incentives or bonuses for repurchasing orders if you follow up and the client doesn’t seem eager to buy again. This can help sweeten the deal and remain their first choice of a supplier.