Used furniture is about to become a $16.6 billion business

01 fast furniture resale

Okay, I’ll admit it. I’ve purchased furniture on impulse or out of desperation with out pondering about its environmental influence. That rickety $150 Ikea mattress I used for less than two years in grad faculty. The $99 Goal bar cart I picked up whereas purchasing for a occasion. The $75 Wayfair lamp that accomplished my front room.

I’m not alone. Because the Nineties, the American market has been awash with cheap residence items made in low-wage abroad factories, designed to final solely a few years. This inexpensive furniture makes it attainable to redecorate repeatedly and stay itinerant lives, since we are able to toss the whole lot out with every transfer. However the comfort comes at a nice environmental price. Making and transport a  single piece of furniture emits an estimated 90 kilograms of carbon, the equal of flying a Boeing 747 for an hour. And Americans throw out 12 million tons of furniture yearly, up from 2 million in 1960, which clogs our landfills and wastes the wooden, metallic, and plastic required to create it.

[Photo: Laurey Glenn/courtesy Chairish]

The excellent news is that a rising variety of corporations at the moment are making it straightforward to purchase and promote used furniture, permitting shoppers to cut back the environmental footprint of furnishing their houses. Startups corresponding to Chairish, 1stDibs, AptDeco, One King’s Lane, and Condominium Remedy Bazaar have discovered progressive methods to make on-line purchasing for secondhand furniture enjoyable, with fantastically photographed items styled in stylish rooms. In the meantime, the trade big Ikea together with smaller furniture manufacturers corresponding to Sabai and Floyd have just lately launched buyback packages so clients should purchase refurbished items. Analysts consider these new retail channels will trigger the furniture resale trade to hit $16.6 billion in gross sales by 2025, a 70% improve from 2018.

There are nonetheless main obstacles to promoting secondhand furniture at scale, from transport to curation items. But when resale takes off, it may present a beautiful various to all a budget, disposable furniture that has become so widespread.


The Hurdles to Promoting Used Sofas On-line

There has at all times been a marketplace for used couches and dinner tables. Previously, shoppers may discover this stuff at Goodwill and classic outlets or, on the larger finish, at vintage shops. Beginning within the mid-’90s, platforms corresponding to Craigslist and eBay made it attainable to store a few of these objects on-line by scrolling by grainy photos of merchandise that sellers uploaded. However till now, resale has solely been a tiny fraction of the general market: One report discovered that in 2017, $9.9 billion value of secondhand furniture was bought, in contrast to $480 billion of recent furniture. For entrepreneurs, this presents a possibility. “Used furniture used to be a cottage business,” says Timothy Stump, president of Stump & Firm, a furniture-focused analytics and funding firm. “Now, you’ve gotten vibrant folks curating merchandise on web sites and promoting it everywhere in the nation.”

Maxwell Ryan has been in a position to see what’s lacking within the secondhand furniture market as founder and CEO of the 15-year-old residence weblog Condominium Remedy. He noticed that youthful shoppers had been extra environmentally acutely aware, serving to to spur the rise of used-clothing platforms corresponding to ThredUp and Poshmark, partly as a result of they market themselves as extra eco-friendly than shopping for new trend. He believed younger shoppers can be keen to purchase used furniture too, however present websites available on the market weren’t enjoyable or straightforward to use. This spurred him to construct Condominium Remedy Bazaar, a web site for purchasing classic furniture and decor. “Monitoring the rise of trend resale, I’ve been anticipating furniture resale to take off for the previous 5 years,” he says. “However promoting secondhand furniture is a fully completely different ball sport than promoting used garments.”

One of many greatest issues is transport. Whereas it is comparatively straightforward to ship used garments across the nation, furniture is very costly to transport. This is why Ryan believes platforms corresponding to Craigslist and Fb Market are so fashionable: They specialise in connecting patrons and sellers who stay in the identical space. However this implies there isn’t at all times a nice choice of merchandise in any given neighborhood. Apart from, the merchandise usually aren’t attractively displayed, as a result of sellers take the photographs themselves. These websites have a tendency to concentrate on the decrease finish of the market, catering to people who find themselves in search of a couch or a desk in a pinch and don’t need to spend an excessive amount of on it. “These websites are specializing in the ‘used’ piece, which is not that enticing to most shoppers,” Ryan says. “They’re not catering to people who find themselves targeted on aesthetics or design.”

Ryan was additionally excited about promoting inexpensive furniture that would compete with quick furniture manufacturers corresponding to Ikea and Goal. However there are solely a handful of mass-market manufacturers with recognizable model names, corresponding to Pottery Barn and Crate & Barrel. Nearly all of secondhand merchandise out there available on the market comes from unknown producers who promote their merchandise by retailers. On used-clothing websites, shoppers can filter merchandise by model, however it’s tougher to do that with furniture. “The style trade is fully dominated by manufacturers, which designate the fashion and the worth of the product,” Ryan says. “There’s a entire language of design round clothes that doesn’t exist as strongly within the furniture world.”

[Screenshot: 1stDibs]

Modernizing Antiquing

It has been simpler to sort out a few of these issues on the pricier aspect of the used-furniture market, which is why high-end classic websites have been rising so shortly: 1stDibs landed $76 million in VC funding in 2019, and Chairish scored $33 million in 2020. Anna Brockworth, who cofounded Chairish in 2013, says a number of the hurdles Ryan lays out disappear within the luxurious section. Prospects can seek for merchandise by iconic designers—Paul McCobb, as an illustration, or Milo Baughman—or by a particular historic interval, such because the Nineteen Sixties. And because the common worth of those items runs within the hundreds of {dollars}, there is sufficient of a markup to pay for transport and nonetheless make a revenue. Chairish now has 3.8 million customers a month, who browse greater than half a million merchandise.

[Screenshot: courtesy Chairish]

Websites corresponding to hers modernized the antiquing expertise, making it simpler and extra handy for inside decorators and rich design lovers to discover items. Historically, discovering a classic Eames chair would contain looking out by brick-and-mortar shops or going to vintage markets, however with on-line shops, it’s attainable to search by a huge stock for what you need. Chairish and 1stDibs additionally vet their sellers to guarantee merchandise are genuine. “Shopping for used furniture is a very outdated and established manner of adorning,” she says. “The inception of this business wasn’t sustainability; it was about discovering one-of-a-kind items that different folks gained’t have and that give a room character. It’s laborious to make the case for spending a number of Saturdays going to classic furniture shops after I may discover what I’m in search of in a single evening with a glass of wine on the sofa.”


Brockway says that Chairish grew in a short time through the pandemic, with gross sales growing between 70% and 120% each month in contrast to the yr earlier than. The lockdowns spurred folks to improve and redecorate their houses, she says, and a few folks additionally had extra disposable earnings, since they weren’t touring or consuming out, which allowed them to put money into dear new furniture. The analyst Timothy Stump believes that a few of this new client habits will stick. “COVID proved to many shoppers that it is straightforward to purchase on-line,” he says. “We estimate that it’s accelerated the shift to on-line procuring by 10 years.”

[Photo: Brad Knipstein/courtesy Chairish]

The Center of the Market

From Ryan’s perspective, there are answers for individuals who need to store classic furniture and people who need low-cost, used furniture from locations corresponding to Goodwill, however the center is nonetheless untapped. His aim is to create a market that sells fashionable, design-forward items that may compete with fast-furniture items on worth—however are higher high quality and extra sustainable. Ryan believes that this is the most important section of the furniture market, and it’s additionally the place there’s essentially the most potential for influence when it comes to sustainability. “Most individuals go to a place like Ikea the place they know they’re not going to spend an excessive amount of and may get one thing that appears fairly good,” he says.

For now, the most effective place to purchase a midpriced piece of used furniture is at design-oriented brick-and-mortar boutiques which have began promoting a few of their items on-line. At Bi-Rite Studio in Brooklyn, you will get rigorously curated Twentieth-century design objects for beneath $50, as well as to furniture by the likes of Joe Colombo and Mario Bellini for a few hundred {dollars}. Machine Age in Boston curates authentic midcentury furniture that is refurbished in-house and bought at costs which are extra inexpensive than what you would possibly discover at luxurious design shops in New York or Stockholm. “Eighty % of our gross sales now come from our web site from folks trying to find classic furniture on Google,” says Norman Mainville, who opened Machine Age in 1991. “Now we have many shoppers of their 30s and 40s who’re wanting to put money into sturdy items, because it’s laborious to discover high quality like this anymore.”

Ryan is attempting to create a digitally native model of those curated boutiques. As he builds out Condominium Remedy’s Bazaar, he’s studying from higher-end marketplaces corresponding to Chairish. These websites are extra fulfilling to store as a result of the merchandise are organized by designer or aesthetic and are fantastically photographed. Proper now, the photographs on Bazaar are uploaded by sellers, however he’s hoping to shift away from this quickly by investing in expertise that may enable the corporate to edit these photos digitally. And provided that there are fewer model names on Bazaar’s platform, Ryan says it’s necessary to create a extremely curated expertise on the positioning. “We’ve all been to a fashionable, classic furniture retailer the place the proprietor has a particular standpoint,” he says. “That’s what wants to exist in the midst of the market. You want a web site the place you possibly can see many various manufacturers that go effectively collectively and create a explicit look that’s interesting to the client.”

In the interim, there aren’t any marketplaces that accomplish what Ryan is setting out to do at a worth level that competes with Ikea, Wayfair, and Goal. However in a new improvement, some furniture manufacturers are creating channels to promote their very own merchandise. Ikea, as an illustration, has introduced that it is shopping for again clients’ outdated furniture in lots of markets, together with Japan and the UK, and expects to make this service out there in the USA someday sooner or later. Relying on the situation of the piece, clients can rise up to 50% of the retail worth again as retailer credit score. Startups corresponding to Sabai and Floyd now purchase again merchandise, which they refurbish and resell. This mirrors a pattern within the trend trade, the place established manufacturers corresponding to Eileen Fisher and Patagonia have related buyback packages. The method helps shoppers who’re already conversant in a model and might want to purchase a particular product. The issue for startups is that it may take years to construct up sufficient stock to scale these packages, since they’re counting on their very own clients to promote again used merchandise to them.

The furniture trade nonetheless has a good distance to go towards making secondhand furniture mainstream, however Ryan is hopeful that change can come shortly. Once more, he appears to the style trade for comparability. A decade in the past, you’d have to go to a thrift or consignment retailer to purchase used garments, or else scan by listings on eBay. Right this moment, there are secondhand trend websites that cater to particular segments of the market, from Rebag, which sells luxurious purses, to ThredUp, which sells used quick trend. These corporations have additionally confirmed there is a lot of cash to be made in resale: Each Poshmark and ThredUp have had profitable IPOs over the previous yr. “Style resale websites had to resolve many issues earlier than they might develop,” he says. “However now they’re thriving and giving the fast-fashion trade a run for its cash. It’s solely a matter of time earlier than the identical factor occurs with furniture.”