Sofas and armchairs are tempting for a European furniture exporter, but logistically the most difficult category. The winner is the one who designs for shipping.
Upholstered furniture sells well in the US: European design and quality filling stand out clearly from Asian mass production. But a sofa is the business of shipping air: little value fits into a container if the design does not account for transport.
Successful exporters make modular solutions, frames that ship flat-packed, or systems assembled on site: container fill doubles, and margin along with it.
Fire safety is the key issue: the California TB 117-2013 standard has become a nationwide norm, and fabrics and foams must comply with it, with the paperwork to prove it. Retail chains additionally ask for durability tests.
The US consumer expects a softer seat than the European one, and this is no joke: several producers have had to redesign their upholstery for American taste. Ask the buyer for comfort feedback early.
The database contains upholstered furniture importers among both design brands and hotel furnishers. The latter are an underrated channel: project volumes are large, design requirements clear, and payment behavior solid.
The first consultation is free: together we'll see who in the US already buys your product and how to reach them.