The Materials Market Is Booming: A Former Furniture Rep Explains Why | 03/06/2026 | Stephen Says Column

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Dear Stephen,


I’m a former contract furniture rep. About a year ago I was recruited directly by a tile and stone company. By tile and stone, I mean I now sell ceramic and porcelain tile, glass tile, large-format slabs, granite, marble, quartzite, and other surfacing materials. It’s a great job! I’m making much more money than I did selling office furniture. I work directly with contractors, architects, and designers; I’m loving it. There are companies similar to mine that also sell tile, stone, and fixtures. What’s a fixture? Think plumbing fixtures, such as faucets and yes, even toilet bowls.

After college, I knew I wanted a career in sales, and I went to work for one of the major contract furniture manufacturers. Eventually, I hit a roadblock financially and realized that if I wanted to make more money, I would probably have to cross over to a contract furniture dealer. That was not for me.

About a year and a half ago, I ran into a former office furniture colleague at an IIDA event. She had joined a tile and stone company and told me she was loving it. She introduced me to her boss. I interviewed a couple of times and decided to segue into the category.

I got up to speed pretty quickly in this new industry. There was a lot to learn, but the customers are very similar. I’m working directly with architects, designers, contractors, fabricators and, (thankfully) no furniture dealers. The learning curve was real, but I’m so glad I made the change because I love working with materials.

My question to you is this: Is this just a personal revelation, or is there something bigger going on? I’m wondering why more furniture people aren’t making the transition to tile and stone. It seems incredibly busy, and it’s such a diverse customer base.

We work in hospitality with major hotels and procurement groups buying marble and stone packages. We work on high-rise condominiums going up in major cities, often supplying an entire building’s worth of materials. And my favorite segment is high-end multi-family, where interior designers are doing lavish apartments with multiple baths and expansive kitchens. Materials abound, which equals more opportunity and more money for me.

This feels like a great category within the interior products industry. There is lots of crossover knowledge and crossover customers. I just wanted to share.


Signed,
You See Marble, I See Money

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Dear MM,

You are not imagining things. Tile, stone, and fixtures are hot, and they have been, particularly since the pandemic. Some people liken tile and fixtures to jewelry!

In fact, the materials category is one of the few segments of the interior products industry that did not experience the same prolonged dip that the contract furniture industry did. When people stayed home, they were nesting and invested in their homes and outdoor living spaces. They renovated kitchens, upgraded baths, built second homes, and poured money into surfaces. And once consumers develop a taste for beautiful materials, they rarely go backward.

Why is the opportunity so strong right now?

First, the construction pipeline in hospitality and luxury residential remains robust. Developers are differentiating projects through finishes. You cannot value-engineer every surface if you want to command top dollar for a condo unit or a hotel room; in other words, materials matter.

Secondly, materials are specification-driven. Once a designer specifies a slab package or tile program, the order value can be enormous. Unlike selling a single task chair, you may be selling an entire building’s worth of surfaces.

Third, the customer base is broad. You are selling to architects, interior designers, developers, contractors, and fabricators. In furniture, you often sell through a dealer network. In materials, you frequently sell direct. That alone changes the economics for a salesperson.

Fourth, the average ticket size in luxury residential can rival hospitality. A single high-end home can generate multiple six-figure surface packages. If you are paid on margin and volume, that adds up quickly.

At The Viscusi Group, we have an entire recruiting practice focused in the materials segment. Years ago, one of our earliest clients in that space was Waterworks. Since then, we have recruited for companies such as Stone Source, Nemo Tile + Stone, Artistic Tile, and Bisazza. Not everyone is still a client today but that’s how we got started in that market segment. There are also strong growth players like TileBar, Fireclay Tile, and Ciot. In the engineered category, global manufacturers such as LG and Wilsonart continue to invest heavily in surfacing products.

The reason more furniture salespeople do not make the jump is simple - many do not realize it is an option. They think their expertise is limited to workstations and seating whereas, in reality, if you understand specification selling, relationship management, and the A&D community, you already have 70% of the skill set required.

There is, however, a caveat. Which is if you are selling directly to affluent homeowners or working with designers on high-end residential projects, there can be evenings and weekends involved. Consumers do not always operate on a corporate schedule. But for many people, this is a small price to pay for higher income potential and a product category they genuinely enjoy.

I often tell people to find a career they like and if they love what they are doing, the money will follow. In your case, it sounds like you found the sweet spot: strong margins, robust demand, and a product you are proud to represent. Not a revelation, just good career strategy.

Thanks for sharing. 

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.

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