Value equation, storytelling to define furniture category in 2026|JINHANFAIR Industry News

2026.07.06

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LAS VEGAS —Despite the weather challenges, buyers and sellers were upbeat at Las Vegas Market, and conversations about color, texture and definitions of “value” took center stage.

 

“The bottom line is that buyers continue to look for the best value regardless of category,” said Matt Harrison, president of Kuka Home. “We made great strides with several new technologies we introduced this January Vegas Market.

 

“Honestly, our biggest ‘hit’ this market was the fact that our lead times have been reduced significantly by the addition of the more than 2 million square feet of production space we added in 2025. We enjoyed a positive mood with those in attendance anxious to buy newness in Vegas as well as items they wanted to place in October but did not.”

 

See also:

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Value is part of an ongoing narrative at Manwah, both in product offering and in return on showroom investment, a strategy that complements retail demand, said Gabriele Natale, president.

 

“For a long time, there was a belief that tariffs would severely impact the furniture industry, but for most of our partners, retail has remained healthy,” Natale said. “We invest heavily in our showroom presence at every market to clearly communicate a story around comfort, quality and value and buyers are responding.

 

“With 134 million households in the U.S., there is broad demand, and we address it with a comprehensive upholstery lineup designed to meet different consumer needs,” he added. “Whether it’s sofas, sectionals or our 3D immersive products, the product is turning quickly. The bottom line is simple: if you pull back investment when business gets tough, people notice, and it ultimately limits what you get back.”

 

The Manwah showroom featured new products and bestsellers, representing an ongoing investment commitment to market, officials said.

 

A story to tell

 

Las Vegas showrooms featured a warmer color palette, as well as style references to nostalgia and comfort core, and teams came to market with a product story in place.

 

“The top three ‘hit’ items were color, pattern and movement (swivel, recline, rock),” said Tim Newlin, CEO of Norwalk Furniture. “There seems to be a move to richer, deeper body cloths layered with pattern and texture. Anything goes and it can be quite eclectic.

 

“Being a custom upholstery source, we offer great cover selections that drive new business and additional placements. We have great relationships with our fabric mills that allow us to deliver a well-rounded and relevant assortment.”

 

Norwalk Furniture introduced Eloise at market, a reinterpretation of an archival design.

 

At Hooker Furniture, Margaritaville captured attention.

 

“Buyers were focused on high-impact, comfortable products with a unique point of view,” said Adam Tilley, president of Hooker Branded. “Retailers and designers crave pieces that tell a story and reflect a full lifestyle experience, and Margaritaville does just that. Select retailers showed strong interest in our Margaritaville in-store gallery opportunity as a way to increase store traffic by leveraging a brand most consumers recognize and love.

 

“Buyers were also interested in what is in stock and available quickly,” he continued, nodding to the value equation. “The recent launch of our Vietnam warehouse and mixed-container program really stood out because it allows retailers to consolidate across 17 collections into a single shipment.

 

“That flexibility delivers better freight rates, faster turnaround and meaningful cost savings compared with traditional domestic warehouse purchases. It’s a solution that helps our retail partners stay competitive.”

 

Hooker Furniture attracted buyers with the Margaritaville collection and an established brand story.

 

A bit of inspiration

 

AICO buyers didn’t come with a fixed shopping list, said Jeff Santanello, vice president of sales. Instead, inspiration was the goal.

 

“Our showroom continues to be a destination for customers who want to see what’s new and what Michael Amini is introducing next. Our showroom is fully merchandised and dressed to the nines, delivering the signature ‘MA wow factor’ that sparks new product conversations.”

 

The Sirene and Shorewood collections were top picks, Santanello said, noting that both debuted at High Point Market and are in production and that buyer reaction in Las Vegas reinforced the momentum.

 

Additionally, AICO introduced 18 new chandeliers, a move that Santanello said “strengthens the MA Lighting program as a meaningful complement” to core furniture offerings.

 

The multi-category strategy also did well at Phillips Collection with groups such as the Chaka collection paired with distinctive upholstery accents, said Jason Phillips, CEO.

 

“Statement-driven pieces remain core, but buyers were equally excited to see that same point of view carried across more of the home. There was strong interest in sculptural, organic designs that feel intentional and expressive, while still fitting seamlessly into living, dining, bedroom and accent categories. The takeaway was clear: bold pieces that anchor a space, supported by a growing, cohesive whole-home offering.”

 

Motion movement

 

The “motion wars” show no signs of slowing down in 2026. In the Flexsteel showroom, the Pulse Immersive Sound motion groups and Zecliner line were strong, said David Crimmins, chief growth officer.

 

“Leather motion continues to be a strong performing category,” he said. “Retailers were pleased with new enhancements we are bringing to collections in this category, and we were pleased with adoption of new products.

 

“In both cases, we are focused on bringing a differentiated product with superior quality to our customers,” Crimmins added. “This past week in Las Vegas reiterated our commitment to a differentiated immersive experience and continued evolution of products in the health and wellness category.”

 

Flexsteel showed enhancements to its Zecliner and Pulse Immersive Sound groups at Las Vegas Market.