Lisa Veeck documents the continued rise of resimercial office design and other current trends.
“Design is not just what it looks like and feels like. Design is how it works.” – Steve Jobs
Smart, sleek and functional furniture design can transform a drab interior into an irresistible environment. The convergence of style, comfort and utility in a commercial setting boosts employee morale, enhances job satisfaction and increases productivity. Dealers that can help employers create this atmosphere enjoy higher sales and a reputation for quality. However, to achieve this, they must keep pace with evolving customer needs and desires. With this in mind, let’s hear from a few dealers on the current furniture trends that are keeping their design teams busy—and their bottom lines growing.
Sales trends
At Intivity, Rochester, New York, furniture accounts for 45 percent of its annual sales of $60 million. Nate Morales, vice president of the strategic sourcing division, highlights the latest developments they have observed in the sector: “As employers ask employees to return to work, more people are opting for workstation systems and tools that provide greater privacy, such as dividers. Employers are also requesting additional amenities to make the workplace more appealing for those returning. Company welcome areas are becoming increasingly café-style. Kitchens and lounge areas feature more comfortable furniture to make offices feel more like home.”
When it comes to color and material, he notes buyers are opting for “natural and light wood tones, with a pop of color—a splash of bright like on a seat cushion or a panel wall.”
Furniture similarly generates 45 percent of sales for The Orange Stationer and sister outfit The Office Downtown, in Orange, Texas. The company primarily supplies commercial-grade laminate furniture to the industrial sector, purchasing from between two and five vendors.
“We sell to a lot of the gas and oil companies here and usually assemble the furniture before we deliver and install it,” explains owner, operator and president Paul Dickerson. “They don’t have work permits to perform the work, so there’s less liability for them.”
While sit-to-stand desks are a big seller for The Orange Stationer, Dickerson reveals that not all recipients are convinced of the benefits and many are left simply gathering dust in a corner of the office.
Elaborating on the latest style trends, Dickerson agrees with Morales that employers are seeking to brighten up the workplace: “They’ve moved away from the gray that was dominant for the last few years toward wood grains and lighter natural colors. A few customers like the clean look of incorporating steel in their furniture; and for executive, higher-end furniture, it is solid wood or wood veneer. But the vast majority of our customers order commercial laminate. While some customers want open spaces, most opt for furniture for private offices, whether they are formed with walls or cubicles—but definitely more private spaces. Overall, especially since COVID-19, companies want new surroundings with new furniture. They are looking to make their spaces inviting places to work and play to attract new hires and lure current employees back to the office.”
DBI, Lansing, Michigan, specializes exclusively in furniture, which brings in annual sales of $24 million. The company’s largest customers are in the government and corporate sectors.
According to sales and marketing manager Nicki Zyla, two standout trends shaping the industry are adaptability and a stronger focus on employee experience. “We’re seeing a shift toward flexible spaces that support spontaneous collaboration—think mobile tables and chairs on casters, along with tech-integrated furniture like powered tables that can easily adapt to different needs,” she says. “Another major trend is the rise of resimercial design, where companies are choosing furnishings that feel more like home—comfortable yet durable pieces that help create welcoming lounge areas. We’re often designing spaces with cozy, supportive seating that still support tasks like writing. At the same time, there’s growing attention to employee wellbeing, with an emphasis on ergonomic solutions like sit-to-stand desks.”
Zyla notes that regional differences often influence office and furniture trends. “Workplace design can vary significantly based on location,” she explains. “Here in Michigan, we’re seeing a shift toward more casual environments. Companies are moving away from traditional layouts, favoring open concepts and greater transparency using elements like movable glass dividers to maintain separation while still allowing visibility and connection.”
Adaptability is also influencing the materials customers are choosing. “We’re seeing increased demand for more flexible options—like breathable mesh and wood laminates in soft, earthy tones,” Zyla adds. “Naturally, durability and ease of maintenance remain essential in any commercial environment.”
Business Office Outfitters (BOO) in San Diego, California, is another 100 percent furniture-focused dealer. Last year, revenues topped out at $9–$10 million, with about 80 percent of sales generated by middle-grade and used furniture for companies with mid-sized budgets. The remaining 20 percent consisted of higher-end furniture for customers in sectors such as healthcare and IT.
Marketing manager Javier Castro observes many of the same sector dynamics noted by his peers. “Customers are using more light colors, like pale gray and white, to give the illusion of openness,” he reports. “There is a shift away from standard desks to more sit-to-stand models. In breakrooms, companies want tables that usually hold eight people but can accommodate up to 20. They also want adjustable options to meet Americans with Disabilities Act requirements.
“Fake wood and vinyl are the most popular materials. Few customers are opting for real wood, since it is extremely expensive compared to steel—especially given the tariffs. However, overall, companies tend to spend more on higher-quality furniture in lobbies and other areas to make a good first impression. Also—especially here in Southern California, where so many employees are still working at least part-time from home—companies are looking for hybrid furniture that works in the office but has the feel of a home.”
Castro also highlights an increase in sales of ergonomic furniture, including items such as chairs with lumbar and neck support.
The Amazon effect
The dealers we interviewed largely shared the view that Amazon is not a major threat in the furniture segment, with nothing comparable to its giant footprint in office supplies.
“We’re grateful for every opportunity that comes our way and value the trust our clients place in us,” Zyla says. “While companies like Amazon play a role in the market, our approach is fundamentally different. We focus on tailored solutions, long-term relationships and hands-on service—things that go beyond transactional experiences.”
Castro agrees that Amazon’s furniture sales are likely to be a stray item or two at most, adding: “Many customers buy a chair from Amazon one time, but it doesn’t last, so they buy a higher-quality one from us two to four months later.”
Going green
Sustainability remains high on the agenda for many buyers. “It’s definitely front and center,” says Morales. “Job candidates are looking at what employers are doing to reduce their carbon footprint to determine if the company is a good fit. It’s part of the competitive landscape for hiring. Employers, in turn, are aligning with manufacturers focused on sustainability and how they report back on their efforts. Customers want to see what manufacturers are doing. They don’t just want talk; they want reporting—they want to know manufacturers’ carbon footprint from the factory to their hands.”
Top tips for growth
Zyla encourages furniture-focused dealers to prioritize design resources. “Investing in an in-house design team allows us to focus on creating tailored solutions,” she explains. “When customers can see, touch and experience visual concepts firsthand, the designs often speak for themselves and naturally set us apart from the competition.”
Dickerson suggests: “If you are looking to grow your furniture business, invest in good 3D rendering software. It’s worth it to separate yourself from the big boys and show value to your customers. We have been in business for 73 years and we don’t have outside sales reps. We’ve established a reputation for ourselves as a dependable dealer that is deeply involved in the community. Whether it’s office supplies or furniture, instead of cold calling, I recommend getting involved and networking with not-for-profits and other organizations in your community.”
Castro sounds a note of caution for dealers keen to dip their toe into the furniture market. “It’s not simple as you may think,” he warns. “There are numerous brands and options available. I recommend having an expert in space planning design. You need to adapt the furniture to the customers and help make the office a better place for employees to work so they are more comfortable and productive. Get advice from an expert who can help put you on the right track.”
Morales is similarly convinced that trusted alliances are key: “If you go to sell furniture to customers and are all over the place, it’s hard to get a good start in the sector and it is difficult to replicate the process. Pick a manufacturer and create a partnership with the company. Align with a reputable company like a Steelcase or HON, and you will have success.”