"I Want Out of Contract Furniture! What’s Next?"
09/02/25 Edition Stephen Says Column

Dear Stephen,


I’m a sales rep with one of the major office furniture manufacturers. I am in my late 40’s, good at my job, and I’m pretty successful. That being said, I simply want out of contract.

The office furniture industry is not what it used to be. As a manufacturers’ rep I’m finding that dealers are becoming more difficult than ever to deal with, and even though business has been good, with all the mergers and acquisitions happening between different companies, now tariffs; I’m waiting for the other shoe to drop even within my own company. There’s something I’m just not finding satisfying about selling contract furniture anymore. Beyond that, I’m dreading the end of 2025 because I know my boss is going to be handing me some unrealistic sales goal for 2026 that’s going to make me have a mental breakdown.

I still need to work, of course; I’m just simply burned out of the contract side of the furniture industry. What’s a career alternative for me? I don’t think I can learn a completely new industry at this point in my life and I’m a natural born salesperson, so I’d like to stay in sales. . .  I’m not interested in going into selling contract carpets or lighting. . . I want to change.

I just want out of contract!

Signed,
Burned Out

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Dear Burned,

This is a question we’ve seen here before. I can relate. Selling office furniture can be very fun, but it can also be very challenging and stressful. Working at a contract furniture dealer, or a manufacturer, involves a lot of stress. I’m a big believer that you need to love your job and that only can come when you like what you’re doing on a day-to-day basis. There are options, and it’s not just finding something in one of the contract allied products. What I mean by ‘allied products’ are some of the things you’ve mentioned, carpet, lighting, etc.

My career suggestion is that you find something where the customer base is very different yet related to your experience in office furniture.

For me, the obvious choice is home furnishings. Often called ‘residential’ or ‘luxury residential.’ These jobs combine the best of the contract world with a new nuance, which is that you don’t have to deal with contract furniture dealers. You’ll be dealing directly with the architects, interior designers or the customers. In residential there are “to the trade” jobs as well as “retail” jobs. . . Both are great!

On the retail side of the equation, you’re able to check your job at the door when you leave. (Maybe that could be just what the doctor ordered for you). The money is better than you think. It’s a change of pace from contract furniture with a different type of customer who’s got a different vibe than someone trying to fill an office. Keep in mind, I’m answering this question based on what will be best for your happiness – not necessarily your wallet.

Every company pays differently. On the to-the-trade side of the equation, think brands like B&B Italia, Poltrona Frau, Cassina, Moroso, Natuzzi. . . there are also companies that have both retail and to-the-trade components like RH and DesignWithinReach. Those two have large retail staffs while also having to-the-trade outside salespeople who call on residential and hospitality designers and customers.

It’s not just residential furniture you could be selling, too, there is also residential tile and stone companies like Waterworks, Bisazza, Artistic Tile and Nemo Tile, to name a few. They all have great jobs both in the retail capacity and the to-the-trade outside sales capacity. Not to mention kitchen and bath companies like Poliform, Bulthaup and Poggenpohl. My own favorite category of product by the way would be outdoor furniture – companies like Janus et Cie, McKinnon & Harris and Danao. These companies manufacture just outdoor furniture. But big companies like Holly Hunt and Sutherland similarly are out there who have residential furniture and outdoor furniture to offer. Don’t forget about area rug companies either, like Kasthall, Holland & Sherry and The Rug Company. You get the idea.

People that have made the transition from contract to home furnishings tell me it’s a kinder, gentler industry from a sales point of view. People with creative backgrounds seem to thrive when they make the change. You may be asking what’s the money like? Our experience in recruiting for residential companies, making up 50% of the assignments we recruit for, is that it’s equally competitive to a standard contract manufacturers outside sales rep. Similar base, a sales goal, and great commission once you reach that goal. Sometimes in residential it’s a competitive base and commission from day 1, and quality benefits.  Just like contract. Maybe a little more 9-5ish, which is another plus. That is on the “trade” side.  But but the possibility of some weekend work,  if it is in residential retail, may be a negative to some.

Residential manufacturers in all of these categories are looking to hire contract salespeople who understand how to make outside sales presentations while also being comfortable working in a showroom. They’ll train you on the product, everyone I know who’s made the transition gives it an A+ from a quality of life perspective and they love the products and customers!

So, there are your options. My suggestion is you start to apply for jobs by uploading your resume to companies’ websites and go on a handful of interviews.

Remember, a job interview is not a job offer; I’m simply suggesting you explore the flavor of the residential industry through the interview process. It’s a great opportunity to learn about an industry without having to officially make the change, yet. Minimally, you’ll satisfy your frustration with your current job either by coming out of the interviews appreciating contract more or by pulling the trigger and going to the other side. Let us all know how you make out!

 

Signed,
Stephen
 

Stephen Viscusi is the founder of www.viscusigroup.com, an executive search firm that specializes in the interior furnishings industry. Hires made through The Viscusi Group are guaranteed a one-year free replacement.

Please share your story or comment on this article and send your workplace questions to stephen@viscusigroup.com. Or give us a call at (212) 979-5700 ext. 101.

 

© Stephen Viscusi 2025

 
 

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