Updated on March 26, 2026, for accuracy and clarity.
It is no secret that during the pandemic most businesses have faced a severe impact and so has the Office Furniture business. But many retail chains or Office Furniture store owners/ resellers have not only managed to stay afloat, they have also been able to increase their business during these difficult times, by a strategic shift in focus. So how have they done it?
One of the main strategic initiatives that have helped office furniture stores who were earlier predominantly focusing on the retail and B2B segments has been a new initiative to target commercial projects and office furniture projects for large scale offices / educational institutions, government buildings, libraries, auditoria, hospitals and clinics. This means connecting with real estate agents, landlords, interior designers, architects and anyone who can connect you to such a requirement and once you have established a credible opportunity, connect with Stellar, an office chair and office furniture manufacturer in China that is here to help you with entire project planning and implementation.
You already have a presence in your market as an office chair and office furniture dealer/distributor or showroom and adding this service to your portfolio not only increases your business opportunity but also your reputation and business credibility.
Naturally, as in any business, there are short-term goals and long-term direction, that may be driven by ease of conversion and profit margins, but the fact remains that each project presents a much larger business opportunity and may even be as much as your entire annual turnover in one single transaction. So this may take time and we may have to offer very special volume-based rates but even a small profit percentage can be quite significant for any business.
While the overall volume in a commercial project is more, it also means that the average deal size is more substantial. That gets you the ability to leverage that for your own existing work chair and Office Furniture business as well. It also establishes your credibility for a customer who wants to deal with an organization that has a larger deal size experience.
You can use an existing project you have executed as a live example of your professional expertise in the office furniture business. That obviously helps build trust and respect for your office furniture business in front of other, new customers who will want to deal with you.
Clients who have taken your service for a particular project are likely to need it again when they execute new projects and if they have a good experience naturally they will also be happy to refer you to other interested customers.
In a B2B scenario, we may sometimes have to offer credit to some customers, but for large projects, the payment terms are always in cash or LC and therefore there are very few chances of your business capital getting stuck. Moreover, since the commercial dealing can be directly between the client and Stellar, you may actually not need to invest any working capital for this segment.
Executing large projects helps establish your own brand in your market and also opens opportunities for you in neighboring cities/countries as your name and brand spread.
If you have executed a large project, you may want to invest n some local public relations, with pictures, videos and feedback from your clients which will be a very strong PR activity and help increase the publicity
Another great benefit for furniture stores and retail chains, to target commercial projects is that you need not invest in a single item of inventory as it is all custom made, packed and shipped directly to the customer.
Definitely, projects take a longer time to materialize and then to execute than normal B2B or retail sales but they also generate very large volumes. Therefore there may be an advantage of a business transaction that is spread over a longer time period and does not strain/drain your existing business resources.
Last but not the least, commercial projects are complex endeavors. They need a variety of skills and resources from 3D rendering, space planning, simulation to product planning, manufacture and logistics. If you do not have these resources yourself, don’t worry a bit, as Stellar offers complete end to end support, to make your project a success.
Stellar is an international office chair and office furniture manufacturer that has been in the business for over 32 years and exports furniture to over 100+ countries worldwide. We have helped plan and execute hundreds of large-scale projects in different parts of the world from co-working places to commercial offices, government buildings, educational institutions – schools & colleges, libraries, auditoria, hospitals, operation theatres and clinics. Get in touch with us if you’re planning any large scale commercial project and need help with any type of commercial furniture.
Yes, office furniture retailers can absolutely supply furniture for large commercial projects by partnering with a manufacturer who handles custom production, bulk packaging, and direct site delivery. This allows dealers to take on projects for corporate offices, hospitals, government buildings, educational institutions, and co-working spaces without needing to overhaul their existing business model. The retailer acts as the client-facing partner while the manufacturer manages the backend fulfillment.
Retail involves selling individual pieces or small quantities to walk-in or B2B customers, while project supply means fulfilling an entire office fit-out in bulk under a single contract. Project deals are significantly larger in value, require custom manufacturing and space planning, and involve longer sales cycles. However, a single project can equal an entire year’s worth of retail revenue, making it a highly strategic addition to any furniture dealer’s business.
Office furniture dealers win commercial project contracts by building strong relationships with interior designers, architects, real estate developers, and facility managers who influence large fit-out decisions. Attending trade fairs, maintaining an updated portfolio of completed projects, and proactively reaching out to construction and real estate networks are the most effective ways to generate project leads. A credible track record and the ability to offer end-to-end solutions significantly improve the chances of winning contracts.
Yes, even small office furniture stores can earn significant profits from large projects because even a modest margin on high-volume orders translates into substantial revenue. A single commercial project can match or exceed a small store’s entire annual turnover. Since furniture is often manufactured and shipped directly to the project site by the supplier, there is no need for the retailer to invest in inventory, keeping the financial risk low.
Corporate offices, co-working spaces, government and public sector buildings, hospitals, clinics, schools, colleges, libraries, auditoria, and hotels are among the most active buyers of bulk office furniture for large-scale projects. These sectors undergo frequent fit-outs, expansions, and refurbishments, creating recurring demand. Targeting these verticals gives office furniture dealers access to high-value, repeat business opportunities.
Yes, many office furniture manufacturers offer complete project support services including 3D rendering, space planning, product customization, and logistics coordination. This means that furniture dealers do not need in-house design or planning expertise to execute complex projects. By leveraging the manufacturer’s support, retailers can confidently pitch and deliver large-scale fit-outs as a full-service offering.
Commercial office furniture projects typically operate on cash payment or Letter of Credit terms, making them financially safer than regular B2B retail where credit is often extended. This means dealers face minimal risk of outstanding payments or blocked working capital. In many cases, the financial transaction can be handled directly between the client and the manufacturer, removing the dealer from any cash flow pressure entirely.
A large office furniture project typically takes anywhere from a few weeks to several months, depending on the scale, degree of customization, and logistics involved. While this is longer than a standard retail sale, the extended timeline works in the dealer’s favor as it spreads business activity over a longer period without straining existing resources. Proper planning and coordination with the manufacturer from the start helps keep projects on schedule.
Yes, office furniture retailers can execute large projects without holding any inventory, since furniture is custom-manufactured and shipped directly from the factory to the client’s site. This eliminates the need for warehousing, upfront stock purchases, or capital tied up in unsold goods. It is one of the biggest financial advantages of the project model over traditional retail or B2B selling.
Completed projects act as live, real-world proof of a retailer’s capability and professionalism, making them one of the most powerful brand-building tools available. They can be showcased as detailed case studies, featured in local PR campaigns with photos and client testimonials, and shared across digital and social platforms. Over time, a strong project portfolio builds credibility, attracts higher-value clients, and expands the retailer’s reputation into new markets and geographies.
Stellar Global is a leading international office furniture manufacturer and supplier with over 34 years of industry experience, crafting ergonomic chairs, desks, workstations, and commercial furniture shipped to customers around the world.
