The furniture industry is undergoing significant change, driven by technology, macroeconomic trends, and shifting consumer behaviors. The old rules of sales and customer engagement are breaking down, swept away by shoppers who weave between touchpoints and platforms seeking the ideal purchase, embracing new dynamics such as in-store collection, live product personalization, and sustainable design.
Data provides an illustration: 77% of consumers want to use digital tools to help with purchasing decisions; 75% want to shop both in-store and online; nearly 60% want ‘buy online, pick up in-store’ options when buying. The list goes on, presenting a picture of an industry in flux—in common with many others. But with change comes opportunity, and the key to grasping it is understanding which emerging strategies and adaptations will endure and bring lasting success.
With insight from Enhance XR’s 2025 Furniture Trends Report, including exclusive viewpoints from industry leaders, here are four key trends that are shaping furniture retail in 2025 and beyond.
Read More: Download Enhance XR’s full 2025 Furniture Trends Report here
Sustainable design and the end of fast furniture
Much like disposable, short-lived furniture itself, the era of fast furniture is coming to an end. Customers increasingly seek durable, modular, and sustainable furniture designed to last and adapt to their changing needs. Surveys show that 78% of consumers say a sustainable lifestyle is important to them, neatly mirroring the 76% who are willing to pay a premium for furniture that is environmentally friendly.
Alongside sustainable materials and design, circularity is becoming a key priority. Industry leader IKEA is committed to putting fully renewable or recyclable products on their shelves by 2030, while Spanish-based giant Kave Home has pioneered product recovery initiatives through Kave Centers, enabling customers to return used furniture for refurbishment and resale.
“This is about taking responsibility for our products beyond their first lifecycle.”
– Kave Home CEO Francesc Julià.
For furniture brands, the focus on sustainability and circularity is not just a requirement but an opportunity to build trust and loyalty. Millennial and Gen-Z customers are 27% more likely to purchase from a brand that cares about its impact on people and the planet. Thanks to tools like virtual showrooms and 3D and augmented reality (AR) visualization, sustainability has evolved into a measurable and actionable goal. Furniture brands are using technology to gauge demand before production, optimize supply chains, and enter international markets without the environmental cost of shipping physical samples.
The home as a digital-first shopping hub
One of the main driving forces behind today’s consumer experience is convenience, which has become even more critical to winning customer loyalty. The purchasing journey, no longer a straightforward one as it weaves between different digital and physical touchpoints, has nonetheless become anchored at home. Google research shows that more than 60% of all shopping journeys now begin online, including those that conclude in store. Using 3D configurators, AR, and virtual showrooms empowers shoppers to research, customize, and narrow down options, all from the comfort of their living rooms.
“A powerful example of this strategy is IKEA, which has effectively utilized AR tools like the IKEA Place app. This application empowers customers to visualize furniture in their homes before purchasing, significantly reducing returns and enhancing decision-making confidence.”
– Rebecca Lorimer, Creative Director, Coco Wolf
Technology is helping customers to visualize how pieces will fit into their spaces, validating and ensuring compatibility. This minimizes negative experiences, reduces return rates, and enhances satisfaction. Brands like DFS have already proven the effectiveness of 3D and AR visualization tools, more than doubling customer conversion rates and revenue per visit while achieving a 22-fold return on investment. With the shift to home as a digital-first shopping hub, the in-store experience is transitioning into a space for purchase validation and a platform to upsell customers, rather than being the primary point of discovery—a trend that, in itself, brings retailers new opportunities to drive sales from physical stores.
Read More: The top 3 in-store strategies to boost furniture sales
Omnichannel strategies that integrate the various online touchpoints and in-store experiences are now critical, allowing customers to transition smoothly between browsing, customizing, and purchasing
Innovation and immersion in furniture design
Modern consumers expect more than just functional furniture: they seek pieces that tell a story and fit well into both their living spaces and their lifestyles. A brand’s personality and values are a deciding yet often underestimated factor in the buying journey. To meet the expectations of modern buyers, furniture companies should emphasize the craftsmanship, process, and inspiration behind their products. Kave Home, for example, has grown from €21 million turnover in 2016 to €262 million in 2024, maintaining annual growth rates of 30–35%, in part thanks to its strategy of building its brand on original, quality and durable design.
“To stay competitive, furniture brands must evolve, integrating technology, sustainability, and compelling brand storytelling. Success will hinge on effectively combining these elements across ecommerce, B2B, and omnichannel models.”
- Rafael Muñoz, Founder, Enhance XR
Accelerated by 3D tools, the furniture design process now includes market testing and rapid iteration, allowing brands to respond to consumer preferences while minimizing the risk of overproduction. Immersive advertising is redefining product launches, allowing customers to interact with furniture in virtual dimensions before it even hits production. This approach generates excitement—and valuable data about market demand, ensuring better product-market fit.
Evolving customer-centric experiences
For all the innovation technology adds to the buying journey, excellent service never gets old. Virtual consultations, AI-powered smart recommendation engines, and advanced room planning services—coupled with exceptional last-mile delivery, expert assembly, and intuitive return policies—are making it easier for customers to get their hands on the perfect piece.
Whether through a desktop interface, mobile app, or video consultations, technology is bridging the gap between inspiration and action. At the same time, with new interfaces such as Apple Vision Pro and Meta Quest entering the market, the opportunity to create innovative and engaging shopping experiences only continues to grow as these products become more mainstream.
New interfaces such as headsets are creating powerful new shopping experiences.
Building a resilient future for furniture brands
Future success in the furniture industry depends on embracing sustainability, digital-first strategies, immersive design innovation, and customer-centric experiences. Brands that invest in these areas now are investing in their own future by positioning themselves for long-term growth. While consumer preferences and habits will continue to evolve, the direction of travel is set, and defined by these four trends. Forward-facing companies that recognize this and act now stand well placed to reap the benefits.
The Enhance XR 2025 Furniture Trends Report provides more detailed insights and actionable strategies to futureproof your furniture business—download your free copy now.
