Retailers adapt to tariffs, inventory and uncertainty

Several independent retailers who attended the High Point Market said it was a successful market despite all the flux with tariffs and the supply chain.

“Market is always a meaningful time to connect with our manufacturing partners—both to show appreciation for the work we’ve done together and to start building what’s next,” said Michelle Vainberg, New York-based ABC Carpet & Home’s head of furniture. “These relationships are central to how we curate and create, and we always leave inspired.”

Mary Liz Curtin from Leon & Lulu in Clawson, Mich., agreed that High Point is always a successful market for her. “This one was especially good as we have committed to stocking up on merchandise for a new look.”

Although Christina Van Blake from Home Design in Dover, N.H. didn’t attend High Point this time, she did go to Atlanta earlier in the year and plans to attend High Point in October.

“(At these markets), I always negotiate for better freight deals, deeper tier pricing for larger orders, terms and dating. That being said, I did stock up, but I set my ship dates to stagger one to two shipments a month,” Van Blake added. “I stocked up on inventory, but not due to tariffs. I just do it each year to ensure I have new product always coming.”

The owner of Agoura Antique Mart in Agoura Hills, Calif., said he placed most of this year’s orders at the winter markets and did not feel the need to attend High Point. “We have paused writing major purchase orders until we have further clarity on market conditions due to tariffs,” said Spencer Howard. “All of our fourth quarter inventory ordered in January will finish arriving by September, unless our vendors cancel.  We do not plan to cancel any open purchase orders due to tariffs, but will reevaluate during the summer shows coming up.”

Despite the uncertainty involving tariffs, several retailers did not bring in excess merchandise earlier in the year.

“No, we did not stock up on inventory. We choose to manage our inventory carefully, focusing on our ability to adapt quickly to changes,” said Tiffany Zipperle, lighting director at Alcott & Bentley in Louisville, Ky. “By staying agile, we’re able to respond to market shifts without overcommitting. This allows us to supersede our clients’ expectations.”

Vainberg at ABC Carpet & Home said it also didn’t stock up, since things seem to be in flux. The retailer plans to continue to monitor the situation closely while remaining flexible.

Den Cralle, president and CEO of Green Front Furniture in Farmville, Va., said his strategy is to be smart for the fill-ins that his company needs to avoid panic buying and taking risks.

“We are a destination retail experience, so many of our customers drive hours to come and shop here,” he said. “Even though we don’t sell online, customers want that immediate gratification. We have always carried more product than necessary because if our customers pull up with a U-Haul or trailer, they can usually take it home that day.”

Consumers craving comfort

Sales are a mixed bag, depending on where the retailer is located, the amount of time it has been in the community and the news of the day.

“It’s definitely been a rollercoaster—some days feel uncertain, and others bring renewed clarity,” Vainberg said. “But through it all, our customer continues to show up. They’re seeking comfort, beauty and meaning at home—and we’re here to help them create spaces that feel just right.”

Zipperle from Alcott & Bentley agreed that people are still investing in their homes because they want comfort, beauty and functionality when the world feels unpredictable.

“We’re proud to be a trusted, familiar resource—creating spaces that feel truly personal. As an independent retailer with a reputation for integrity and quality, we’ve built long-standing relationships by prioritizing personalized service and thoughtful design. As we roll with the punches, we now offer full-service interior design, guiding clients from concept to completion,” she said.

Sale or no sale?

Retailers Leon & Lulu and Green Front Furniture are planning sales during this time of uncertainty to clear out some of the slower sellers.

“We see this as a great time to reduce our existing inventory, reduce prices on slower-moving products and overstocked items,” Green Front’s Cralle said. “We are transparent on our prices and give our customers the best bang for their buck.”

At Home Design in New Hampshire, Van Blake said that sales have definitely dipped, which means it’s more important than ever to engage every customer.

“One of the most important things is to know your vendor, their stock and their lead times. (I try to) be really open in communicating delays and timing. Clients just want to know I have my eye on their order, and I am tracking and taking care of everything,” Van Blake said. “We build strong relationships, establish our credibility and trust. We live in a small town and have a great reputation. That’s very important. You can’t be shady in a small town – word gets around!”

Howard at Agoura Antique Mart said it “absolutely will not be discounting or running sales this year” and they also plan to pull clearance items to save just in case there is a need to fill shelves later in the year.

“Our customers are most concerned with us continuing to carry a variety of merchandise that can’t be easily found in other stores or online,” Howard added.  “They have not expressed any concern yet over tariffs, but would if our prices escalated too much or our shelves were empty.”

All the retailers said the tariffs have affected pricing to some degree.

Due to the price increases, Louisville’s Alcott & Bentley decided to expand its offerings, including design consultations and full-service interior design, to bring more value to its clients in spite of any necessary price adjustments.

“Yes, we’re definitely feeling the impact,” agreed Vainberg from ABC Carpet & Home. “But we’re leaning more heavily into our domestic partners to help weather this period, both in terms of pricing and lead times. That agility has been key, and it’s allowing us to stay close to our customer without compromising on quality.”

Leon & Lulu has also had to adjust some prices, but the retailer’s goal is to maintain retail pricing and live with lower margins on some items.

“Unfortunately, (we are also) declining to buy things that have just become out of range for our consumers,” Curtin said.

Van Blake agreed that the tariffs have changed the pricing of items that are coming in now, but she still takes her cost and adds a margin.  “(If) I pay more for the item, I mark it up appropriately. For my custom orders of larger items, they are priced as they are quoted on the day I do it. Clients are made aware that the price is good for five days. I also take payment in full rather than 50% as I used to. I need more liquid funds to just run the business of the business,” she said.

Agoura Antique Mart hasn’t raised any prices yet, but they are constantly monitoring competitor pricing to avoid being the low-cost alternative and selling out of items.

“We expanded our store last year but are expecting a surge of vacant retail space next year,” Howard said. “We plan to take advantage of that as we search for strategic locations for future store locations and market share growth.”

Home Design in New Hampshire is also opening a new 9,000-square-foot showroom at the end of this month.

“It’s been in the works for over a year. We are opening Memorial Day Weekend. The focus in this showroom will be on ready-made and semi-custom,” Van Blake said. “Furniture can be purchased off the floor once we have built up enough stock.”