Written by: RBA Insights — Posted on: July 16, 2025

Recent reports from major logistics firms and online retailers reveal a mixed outlook for the furniture industry. While overall demand for large home items remains low, signs of stabilization are starting to emerge in specific areas of the market.

JB Hunt, one of the largest freight and final-mile delivery companies in the United States, recently reported what it described as “historically low” volumes in its home delivery segment. This includes shipments of furniture, appliances, and fitness equipment. The company, which handles delivery for many large retailers, noted that demand for large-item delivery is unlikely to improve in the near future.

This slowdown is part of a larger trend that has been affecting companies across the furniture space, from legacy brands like La-Z-Boy to high-end players such as RH (formerly Restoration Hardware). The ongoing impact of high interest rates, a sluggish housing market, and inflation-driven pressure on discretionary spending continues to weigh heavily on the industry.

However, not all news is negative.

Wayfair, the online furniture giant, just released its quarterly earnings and beat Wall Street expectations. The company posted a modest 5 percent revenue increase compared to the same period last year and returned to profitability. CEO Niraj Shah attributed the performance to better pricing strategy, faster delivery times, and more reliable product availability. This suggests that while demand is still uneven, improvements in operations and value perception can make a meaningful difference.

Taken together, these developments paint a picture of an industry that is still navigating through uncertainty but is starting to see areas where performance can be improved. And for independent retailers, this moment may offer a competitive edge.

What Local Furniture Stores Should Know

The softness in final-mile delivery and overall big-box performance highlights one major advantage that independent stores can leverage: service. When national chains struggle with delivery delays, backordered items, and customer dissatisfaction, local businesses can step in to meet expectations that others are failing to deliver on.

While online retail is still growing in the long term, many consumers remain cautious. They are taking longer to make purchases, researching more thoroughly, and weighing service quality alongside price. This shift in buying behavior presents an opportunity for physical stores that offer in-person expertise, real-time inventory, and quick turnaround on deliveries.

In other words, while demand is down overall, expectations are rising.

Recommendations for Retailers

1. Focus on execution. With final-mile delivery capacity tightening, ensure your delivery operation is dependable and well-communicated. Set clear timelines and follow through.
2. Promote your service advantages. Let customers know what big chains cannot promise: real people, personal assistance, and faster local delivery.
3. Reinforce your value story. Instead of discounting broadly, emphasize the total value: quality, service, availability, and post-sale support.
4. Adapt quickly to changes. Independent retailers have the benefit of agility. Adjust showroom displays, launch short-term marketing campaigns, or reallocate ad spend based on what’s working locally.
5. Invest in your digital tools. While many customers still prefer shopping in person, they expect useful information online. Make sure your website reflects current inventory, includes accurate product details, and provides simple ways to connect with your team.

Final Thoughts

The current softness in the furniture industry is real, but so is the opportunity. Customers are frustrated with the experience they are getting from national brands and large e-commerce retailers. As an independent store, you have the ability to offer something better: speed, trust, flexibility, and personalized attention.

This is not a time to retreat. It is a time to lean into the things that make you different, and double down on the experiences customers will remember long after the sale.