Today’s online furniture shoppers know what they want.
Following three years of supply chain disruption and growing cost-of-living concerns, furniture ecommerce websites face a demanding customer base. Audiences are seeking the best deals, detailed product information, and new ways to visualize items in their homes.
Here are some of the latest effective marketing and sales strategies from furniture ecommerce websites by brands that have settled comfortably into their own versions of success.
The furniture ecommerce landscape in 2026
After a year defined by restructuring and market corrections, the furniture industry is entering a period of stabilization. While 2025 saw volatility—highlighted by American Signature entering Chapter 11 and At Home exiting it—the outlook for 2026 is cautiously optimistic.
As brands move out of this shakeout period, the focus for 2026 has shifted entirely to meeting customers where they are: in digital, mobile-first environments.
Market size and growth trends
Brick-and-mortar stores are seeing fluctuating traffic, but the sector’s growth is undeniably digital. September 2025 data places physical furniture store sales at $11.4 billion. Yet, the real momentum lies with non-store retailers, which posted a strong 6% year-over-year increase.
The broader trajectory data also shows this shift:
- Online home furnishing sales hit an estimated $960 billion globally in 2024.
- The total online home decor market is projected to reach $1.6 trillion by 2030.
The market remains top-heavy but fragmented. The top 10 brands currently control 72% of the market, led by Wayfair (17.2%) and HomeGoods (14.5%), leaving room for agile DTC competitors to challenge legacy players like IKEA (9%) and Ashley Furniture (7.3%).
Consumer behavior shifts post-pandemic
The why and how behind furniture buying has also changed. With the median size of new single-family homes dropping to a 15-year low of 2,150 square feet, consumers are seeking more multifunctional and space-saving furniture pieces.
As of late 2025, mobile devices account for 52.31% of global web traffic. Shoppers now expect seamless mobile experiences that include augmented reality (AR) tools to visualize products in their homes before buying.
Across industries, shoppers are prioritizing sustainability and personalization. Data indicates consumers are willing to pay a 9.7% premium for sustainable goods, and 49% are likely to become repeat buyers if offered a personalized shopping experience.
Strategic design approaches that drive conversions
Selling furniture online is tricky because customers cannot touch the fabric or sit on the cushion. To win sales, a digital experience has to both inspire and build confidence.
Visual merchandising and product presentation
In a physical showroom, a customer can inspect joinery and feel textures. Online, your product page (PDP) needs to replicate that sensory experience through words and imagery.
Data from 2024 shows that 78% of shoppers consider product images and descriptions extremely or very important to completing a purchase. On the other hand, low-quality or missing visuals are a primary driver of cart abandonment (45%) and returns.
To build trust with browsers, treat your PDP media like a storefront window:
- Diversify your assets: Use mixed-media galleries that combine professional studio shots with lifestyle scenes and short video clips.
- Zoom in on the details: High-definition close-ups of fabrics and finishes reduce the risk of “item not as described” returns.
- Keep it real: Showcase social proof by displaying user-generated content (UGC) alongside professional imagery.
Transformer Table has excellent product pages for their modular furniture. For the brand’s Round Dining Set, you can view images and videos of real people putting together the furniture in their space. A good PDP like this helps online shoppers visualize the product in their own homes and can lead to higher conversions.
📚 Read: Transformer Table scales to over $100 million after moving to Shopify
Mobile-first furniture shopping experiences
More and more folks are using their phones to browse and buy on the web. It’s estimated that global revenue from mobile commerce will reach $2.74 trillion by the end of 2026.
Make your website thumb-friendly. This means more than just looking pretty on mobile. It means:
- Design for the thumb: Implement sticky add-to-cart buttons, large tap targets, and collapsible specification menus to make navigation easier on smaller screens.
- Speed is retention: Image-heavy furniture sites must load instantly. Aggressively compress assets and defer large files like 3D models until interaction to protect mobile conversion rates.
- Streamline the transaction: Financing and one-tap checkouts skew heavily toward mobile users. Optimize your flows for digital wallets like Shop Pay and buy now, pay later (BNPL) options.
AR and virtual room visualization tools
The most expensive question in furniture ecommerce is, "Will this fit in my living room?"
Augmented reality and 3D visualization technologies are helping shoppers make more confident decisions on their furniture purchases. In fact, 64% of shoppers who didn't use 3D tools in 2024 wished they had, and 71% prefer using design services when available, according to a 2025 report from 3D Cloud.
Furniture is often a household purchase. AR tools and saved designs allow partners to review selections together, lifting add-to-cart completion rates on large purchases. Use true-to-scale AR to let customers visualize sofas or dining sets in their actual space.
You don't need an engineering team to deploy AR. Shopify allows merchants to upload 3D models (GLB/USDZ) directly to the product page. The built-in 3D viewer enables in-space previews automatically, so you can sell the vision before selling the feature.
“[AR] had a tremendous effect on our business. We rebranded the store last year, we switched over to Shopify, then we added the customisers with Precismo. [Customers] reach out post-purchase to say the AR model was a game-changer and the thing that made them purchase those products,” says Mateusz Haberny, founder of Oakywood.
Read: Bespoke furniture brand Oakywood increase AOV by up to 458% with Shopify
The seven best furniture ecommerce sites
1. Boll & Branch
People are increasingly choosing products from companies that make environmental and sustainability commitments.
Consumers want to know the items they’re purchasing come from manufacturers who care. And by purchasing those products, they can view themselves as part of a bigger movement toward sustainable practices.
Boll & Branch is on it.
Boll & Branch’s linens are ethically made, sustainably sourced, and rooted in quality. The brand supports the farms and workers who cultivate the cotton they use. For their wooden furniture, they support organizations that raise awareness for the value of forests in North America. This means respecting the people and the plants that help produce the products.
And it’s not just sustainability that interests furniture consumers. People prefer brands that have a clear commitment to social causes and actions that match their values.
2. Arhaus
A crucial part of Arhaus's evolution in ecommerce was their strategic move from a custom platform over to a Shopify website. This transition was driven by a need for integration and scalability.
According to Steve Bauer, Arhaus's senior vice president of ecommerce and digital, the transition helped the brand keep up with their exponential growth and the rising demand for seamless online and in-store shopping experiences.
Unified commerce is the foundation of Arhaus’s customer experience. Whether someone is driving by a store or browsing their website, the goal is to give them the same level of comfort and coziness. On Arhaus’s homepage, you get that experience:
- The warm color palette creates a soothing and inviting atmosphere.
- The accents and copy emphasize a connection with tranquility.
- The visual consistency from the rug to the background creates a harmonious look.
This idea is carried throughout the website and lends an upscale yet comfortable space where Arhaus can share their story.
Shopify has also helped Arhaus use advanced ecommerce features like AR/VR, so customers can visualize products in their own space. With Arhaus's 3D Room Planner, customers can upload photos and superimpose furniture into them, allowing them to shop the room interactively.
In the luxury furniture market where customer experience and product personalization are key, Arhaus has the tools necessary for long-term growth and adaptability.
🛋️Read Scaling Success: Arhaus's Journey from a Complex Custom Build to Shopify
3. Lulu and Georgia
Lulu and Georgia is a family-owned business started by Sara Sugarman in 2012. Based in Los Angeles, she grew up around pioneers in the interior design space, so it was natural for her to run her own home decor brand.
Lulu and Georgia’s products are first-rate. The brand collaborates with local artists and designers to offer exclusive designs, which not only differentiates their product lineup but also appeals to diverse customer tastes.
After migrating over 40,000 SKUs to Shopify from Adobe Commerce (formerly Magento), which was struggling with performance issues, Lulu and Georgia was able to handle larger volumes of traffic and transactions with ease. The website now offers an user-friendly shopping experience. Shoppers have multiple filters and search options to find exactly what they want in seconds.
Partnering with Shopify has also given Lulu and Georgia more room to experiment:
- Thanks to Shopify’s API and app ecosystem, the brand can automate back-office functions and streamline processes.
- They’ve also been able to innovate with 3D technology to improve product visualization.
- Shopify’s native B2B features have allowed the brand to manage both DTC and wholesale sales from one place.
🛏️Read: Lulu and Georgia Scales Exponentially After Migrating from Adobe Commerce to Shopify
4. Cozykids
Cozykids is a one-stop shop for all things child and baby. They offer everything from high-quality furniture to decorations and toys. The brand became a huge hit in Greece after launching in 2016 and had their sights set on expanding internationally.
After migrating to Shopify, Cozykids could scale without comprising site performance or user experience, all thanks to the platform’s robust infrastructure. Using automation, CozyKids manages decreasing stock, engages customers for out-of-stock items, and automates marketing campaigns.
In celebration of the 50th anniversary of the moon landing, Cozykids transformed their site into a space-themed online store using Launchpad to engage customers creatively. In addition to increasing customer engagement, this significantly boosted site traffic and revenue during typically slow times.
Cozykids also uses Shopify Flow to allow customers to preorder out-of-stock products and to email customers when certain items are back in stock. “Usual stock management involves human involvement, but by using Shopify POS and setting up Flow, we have now shaved a huge amount of time and eliminated human error,” says Panos Voulgaris, creative director at Cozykids. “When dealing with a catalog of 6–7,000 products, that’s incredibly helpful. Flow makes it easy.”
Since moving to Shopify, Cozykids' revenue increased by 145% and site traffic increased by 265%.
5. Jungalow
Jungalow started as a blog by Justina Blakeney, an already influential figure and author with a unique aesthetic. On the journey from a blog to an ecommerce site, she has capitalized on her personal brand and creative vision, making sure her products and style stand out.
The site's aesthetic appeal, important in the home decor industry, is meticulously curated. It reflects Justina's bohemian and rustic vibes, making it not only a shopping platform but also an inspiration source for visitors.
A big part of Jungalow's goal with the website was to make it easy for people to shop. That's why their JungaLoco program rewards repeat customers, many of whom have followed Justina since she started blogging. Members can also post photo reviews within the club, which boosts conversions and shows social proof.
Since using Shopify, Jungalow’s online business accounts for nearly 60% of total sales, despite also having retail partnerships with brands like Target.
💡Read: Jungalow’s brand, once reliant on other retailers to sell, now stands on its own
6. Industry West
Industry West is a brand that’s considered a beacon of high-quality, internationally influenced, yet attainably priced furniture. They recently unveiled a revamped website with Shopify that mirrors the sophistication of their products. This design-forward ecommerce platform showcases a myriad of visually stunning pieces, from elongated couches to petite stools, all without compromising their individual allure.
With a keen eye for design, Industry West places a premium on their extensive image library, ensuring that each product shines in its unique aspect ratio.
The brand's dedication to showcasing their craftsmanship is evident in their expanded product galleries and enhanced zoom features on PDPs. Customers can now immerse themselves in the intricate details of each piece, appreciating the quality and artistry that define Industry West's offerings. The brand provides an experience in which their trade customers can easily interact with their products and get a sense of the quality without having to set foot in a showroom.
Industry West's cofounder and CEO, Jordan England, sees the new site as a gateway to the future of online furniture retail. By prioritizing customer experience and product visibility, the brand aims to engage a discerning audience seeking exceptional pieces for their homes, projects, or businesses.
Looking ahead, Industry West is committed to enhancing the trade and B2B buying experience on their platform, streamlining processes and providing key information efficiently. As they continue to lead the charge in online furniture retail, Industry West's dedication to quality, innovation, and customer satisfaction shines through in every aspect of their digital presence.
💡See Industry West’s website walkthrough
Olive Ateliers began in 2021 as a side hustle rooted in the thrill of the hunt. Founders Laura Sotelo, Kendall Knox, and Ben Knox built a cult following by curating product drops or limited releases of vintage objects with “old souls.”
Olive Ateliers elevates each product page by incorporating the object’s narrative. By highlighting provenance—whether sourced from Indonesia, Turkey, India, or France—they turn a piece of furniture or home decor into a piece of travel history. The “About This Object” section avoids dry specs in favor of sensory details, selling the feeling of the item rather than just its function. It’s a great example of how an ecommerce experience, done right, can turn your brand into a global business.
User experience strategies that increase average order value (AOV)
Product bundling and room collections
Not everyone has an eye for design. Some shoppers struggle to visualize how separate pieces work together. When you force them to hunt for a matching rug or lamp, you risk them bouncing from your site.
Recent peer-reviewed studies confirm that presenting bundles alongside single items encourages shoppers to compose significantly larger basket sizes. This assortment-level strategy simplifies the path to purchase, as confirmed by Wayfair, which reported an AOV increase to $290 in Q4 2024 (up from $276 the previous year), driven by mix and items-per-order levers.
Here are some ideas for product bundles to create for your company:
- Curate room sets: Sell the sofa, rug, and lighting all together. Offer fixed or mix-and-match bundles to make the design decision easier for them, and get a higher cart value for you.
- Make the math explicit: Show the bundle value clearly and list included items at a glance so the customer understands the deal immediately.
- Leverage shipping thresholds:High-consideration furniture is expensive to ship. Tie your bundles to free-shipping thresholds to nudge basket-building.
💡Pro tip: With Shopify Bundles, you can create fixed or mix-and-match bundles directly from the admin without complex inventory workarounds. Brands like Oakywood have reported up to a 458% lift in AOV after migrating to Shopify and optimizing their bundle strategy.
Personalization and recommendation engines
In a physical store, a sales associate would never let a customer buy a dining table without asking about chairs or wood care kits. Your site should do the same.
There are a variety of personalization tactics you can use:
- Suggest care kits, throw cushions, or matching lighting on the PDP and in the cart.
- Use session-aware rules. If a customer is browsing mid-century modern credenzas, your recommendations should reflect that style, size, and finish.
- Place personalized suggestions mid-PDP or in add-to-cart modals to catch browsers at high-intent moments.
Mustard Made, a premium locker brand, used Shopify to implement personalized recommendations based on customer browsing history. By tailoring the shopping journey to individual behaviors rather than offering a one-size-fits-all experience, the brand achieved a 15% lift in AOV and a 158% increase in revenue.
The more you speak to your customers' needs, the bottom line follows.
Financing and payment flexibility
High-ticket categories like furniture are met with price-sensitive shoppers.
Buy now, pay later (BNPL) has become a tool for overcoming sticker shock. During Cyber Monday 2025, BNPL drove $1.03 billion in sales, with 79.4% of those transactions happening on mobile. Shoppers specifically cited furniture as a top category for financing.
Shop Pay Installments offers flexible terms directly within the checkout flow, which can significantly improve conversion rates and AOV. When paired with Shopify’s mobile-optimized checkout—the best-converting checkout on the internet—you remove friction from the high-value decisions that drive revenue.
Embrace unified commerce
Shoppers are no longer shopping on just one channel. In fact, a recent Salsify report found that customers engage with at least 11 different touchpoints before buying anything. That means you have to be everywhere at once, ready to engage customers with useful, friendly service.
Unified commerce results in a smooth, personalized journey for every customer. This increases loyalty, boosts conversion rates, and drives the success of any home furnishing brand. Platforms like Shopify have integrated marketing channels that let you target your spending toward interested audiences on their preferred websites and social media apps.
Technical considerations for furniture ecommerce platforms
Handling complex product catalogs and variations
A single chair might be available in 15 fabrics, four wood finishes, and two sizes. If your platform cannot handle your product matrix efficiently, you force customers to navigate a maze of separate product pages.
So, plan for scale. Shopify recently increased the per-product variant limit to 2,048, up from 100. Furniture brands now have the headroom to manage complex matrices of size, configuration, and finish options on a single product page without relying on third-party apps that slow down site performance.
Another consideration is your product taxonomy. In the past, merchants had to manually create custom fields for every attribute like fabric type, leg finish, or seat depth.
Mapping categories to Shopify’s Standard Product Taxonomy unlocks relevant attributes—such as fabric, size, or color—that correlate specifically to that product type. These are used to power filtering on your storefront, as well as aligning data with external channels like Facebook, TikTok, or Google when you sync to them.
Shipping calculators and delivery scheduling
Blanket flat rates for bulky items are a quick way to erode margins. Instead, use real-time, carrier-calculated rates to reflect dimensional weight, surcharges, and freight rules.
Segment by product profile. For example, a throw pillow can ship via standard ground, but a sectional requires white-glove freight. Use shipping profiles to assign oversized SKUs to specific zones and methods, so the right courier service is triggered for the right item.
Also consider your delivery schedule. When buying expensive furniture, shoppers expect a clear delivery date. Build trust with the The Shop Promise badge, which highlights eligible orders arriving in five days or less.
Customer service integration for high-value purchases
When a customer is about to spend $3,000 on a dining set, they likely have questions about fabric durability, modularity, or door-width clearance.
High-consideration carts convert when shoppers can access expert help in the moment. In many cases, the lines between support and sales are blurring. Zendesk’s 2024 CX Trends report found that some 80% of consumers expect chat agents and support reps to assist them with everything they need.
Support apps are following suit by adding more sales-enablement features. By integrating Gorgias with Shopify, for example. you can pull order history directly into the support ticket and attribute revenue to specific conversations, which helps prove the return on investment (ROI) of your support team.
Final thoughts on the best furniture ecommerce website
Customers want to be loyal to brands—but more than anything, they seek consistency. Whether that means doubling down on the latest technology such as augmented reality, evolving your strengths from retail to online, or being part of a viral social media trend, lean into your strengths and don’t look back.
Do something better than anyone else, and watch your business grow. Download Shopify’s Furniture report to learn more about the latest trends.
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Furniture ecommerce websites FAQ
Who is the largest online retailer of home furnishings?
Wayfair and Overstock are the largest online retailers of home furnishings. With a selection across multiple categories and styles, they cater to a wide range of tastes and budgets.
What is ecommerce furniture?
Ecommerce furniture refers to furniture sold through online stores or platforms. It allows customers to browse, compare, and purchase items digitally without visiting a physical store. The convenience of online furniture shopping and the ability to access a wide variety of products from anywhere has helped this segment grow.
Does Shopify work with furniture?
Yes, Shopify works for furniture businesses because it provides an ecommerce platform that lets store owners set up an online shop and sell furniture products directly to consumers or B2B buyers. Shopify also offers POS so furniture companies with stores can unify commerce and sell through all channels. Whether your business is a small artisan shop or a large furniture store, Shopify has tools to help you manage inventory, market, and sell.
