In the past, the domestic furniture market relied heavily on traditional brick-and-mortar stores for both buying and selling. These stores occupied a dominant position in the industry, often acting as the central hub that controlled the flow of products and services. However, this model has faced increasing challenges in recent years due to the rapid development of e-commerce and changing consumer behaviors.
The Chinese furniture industry has been going through a deep transformation, with many manufacturers, dealers, and traditional stores experiencing significant difficulties. The rise of online platforms has changed how consumers shop, with more people turning to e-commerce for convenience, variety, and competitive pricing. As a result, the market share of furniture e-commerce has grown rapidly, leading to shifts in product quality, distribution models, and consumer preferences. This pressure has forced the industry to address long-standing issues, such as overdevelopment and misalignment with real consumer needs. Companies are now focusing more on meeting customer demands, resulting in fundamental changes across the board—from large-scale operations down to product design and customization.
As a result, the furniture market has transitioned from high-speed growth to a more stable and moderate pace. Traditional furniture stores, once the dominant players, are now facing intense competition. Their monopoly is breaking down, and many stakeholders—manufacturers, dealers, and even consumers—are exploring new ways to adapt. Around 2009, some companies began opening independent brand stores within or alongside traditional furniture retailers, signaling a shift toward new business models. With rising consumer demand for personalized and experiential shopping, these new channel strategies have gained momentum, challenging the dominance of traditional stores.
Independent stores, experience centers, custom-made shops, and warehouse-style retail spaces are now emerging as key players in the market. Initially, independent stores were set up under the umbrella of traditional furniture stores but quickly spread on their own. These stores are often driven by brand companies, offering a direct connection with consumers. For example, large enterprises like Sichuan Furniture have opened massive showrooms covering over 3,000 square meters, combining product display with brand building and enhanced customer service, including price reductions, free mixing, in-store experiences, and better after-sales support. Similarly, mahogany furniture brands in the Pearl River Delta have established street-level direct-operated stores, which continue to perform well.
Building on the success of independent stores, the concept of home experience centers and customized furniture stores has also taken off. Many dealers and companies are experimenting with multi-brand experience stores that offer one-stop solutions for design, experience, procurement, and even home decoration. Some companies collaborate directly with real estate developers to create community-based brand experience centers, while others operate as integrated hubs that bring together multiple brands. These stores focus on personalization, offering everything from finished product customization to fully tailored home solutions.
Warehouse-style stores represent another innovative approach compared to traditional furniture retail. Located in urban or suburban areas with low rent and convenient transportation, these stores emphasize affordability and efficiency. They typically feature large inventories, professional delivery and installation teams, and strong "last-mile" service capabilities. In addition, many warehouse stores integrate with online platforms, serving as offline service points or logistics hubs. By 2014, the growth of warehouse stores had exceeded expectations, with strong sales performance and growing interest from manufacturers, distributors, and e-commerce platforms alike. This model has significantly impacted traditional furniture stores, reshaping the industry landscape.
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