The state of the Russian furniture market. What can help it in the current conditions?
One of the most important events of the Russian furniture industry – Mebel 2025 – will take place at the end of November. The trade show is organised by EXPOCENTRE. It offers a unique opportunity to become part of activities that annually determine the trends of the furniture market in Russia.
The show brings together the world’s leading brands, manufacturers, designers, and interior experts to showcase new collections, share experiences, and find effective ways to expand their business. Mebel 2025 sets the trends of the furniture market, bringing together manufacturers and distributors of various fields. It will feature a wide range of ready-made furniture of all price categories, as well as accessories, components, equipment, finishing materials, and fabrics.
In 2025, the Russian furniture market shows contradictory data. A study conducted by the Association of Furniture and Woodworking Enterprises of Russia (AMEDORO) from 2020 to 2024 demonstrates sustainable growth in both production and consumption of furniture. This indicates that, despite the existing difficulties, the market continues to grow and adapt to new conditions. The demand for furniture remains high, even in the difficult economic situation caused by geopolitical changes and global price increases. Nevertheless, this apparent growth hides complex relationships and problems that will have an impact on the future development of the industry.
The influence of price factors on the furniture market cannot be underestimated. A sharp increase in the cost of raw materials such as chipboard and fiberboard (by 96 and 91%, respectively), in five years has led to a significant increase in the cost of finished products. It should also be mentioned that the increase in energy prices has significantly affected the cost, which has forced manufacturers to look for new energy-efficient solutions.
Against this background, manufacturers are forced to look for ways to optimise production processes. First of all, enterprises began to look for more affordable, but at the same time high-quality materials. And secondly, companies have begun to introduce innovative technologies to reduce the cost of products without compromising their consumer properties and increase energy efficiency to reduce costs.
The foreign trade has also undergone significant changes. The volume of furniture exports remained relatively stable at about 30 billion rubles, but the geography of supplies has changed significantly. The European and American markets, which were previously the main consumers of Russian furniture, have given way to the CIS countries, primarily Kazakhstan and Uzbekistan. This reflects the changing geopolitical situation and the desire to develop trade relations with partner countries. Furniture imports, which peaked in 2021 (182.7 billion rubles), stabilized at 130-132 billion rubles in 2024, indicating continued demand for foreign goods, primarily highly specialised and premium products.
The forecast for 2025 indicates a possible slight decrease in the volume of furniture production in units (up to 74.2 million units), but at the same time an increase in monetary up to 540 billion rubles terms is expected. To maintain growth rates, it is necessary to continue investing in the modernization of production facilities, introduce innovative technologies, actively develop online sales, and cooperate with construction companies to complete housing under construction. The search for new market niches both domestically and abroad remain important factors.
Despite all the external negative factors, the current market volume remains impressive and shows its enormous potential. According to AMEDORO, the volume of retail sales of furniture in the first quarter of 2025 amounted to 130 billion rubles, which is 3.6% more than in the same period of last year. In total, furniture manufacturers made 42.79 million units in the first half of the year. It is important not to forget that after the skyrocketing growth from 2020 to 2024, the furniture industry could not help but slow down. At the same time, the market remains attractive to investors and entrepreneurs, and most importantly, it has a potential for development.
What actions should furniture companies take?
The current business environment is becoming increasingly complex and competitive. To remain on top, companies need a deep understanding of the market and their consumers. It is also very important to this strategically when approaching this issue and do not forget about constant communication with the audience.
The market is saturated with offers. New consumers are emerging. And the flow of advertising information is reaching incredible proportions. In these circumstances, simply convincing the customer to make a one-time purchase is no longer enough to achieve success. A customer is not just a buyer, but a valuable asset in which time and resources should be invested. And a loyal customer is the most valuable resource, so it is strategically important to focus on increasing CLV.
The key to prosperity lies in building loyalty and turning one-time customers into regular ones by creating brand attachment and ensuring repeat purchases. This should be a comprehensive impact affecting all aspects of the marketing strategy.
Where to look for target customers?
Trade shows are an important tool in this process. Participation in them plays an important role in increasing the number of loyal customers due to a number of factors. First of all, it is an opportunity to establish personal contact with potential clients. Personal communication allows you to deeply understand the needs of the clients, answer all their questions, eliminate doubts and effectively handle objections. Meetings at trade shows create the necessary communicative occasion, simplifying further interaction and maintaining communication. They allow you to reach an audience from distant regions and other countries alike in a short time and occupy new niches.
In addition, trade shows provide a visual representation of the product. This experience significantly surpasses the passive perception of advertising information and helps to strengthen positive associations with the brand. Organisation of demonstration zones, interaction with potential clients in an informal setting, holding presentations and masterclasses are all important components of successful business development.
Participation in Mebel 2025 is an excellent opportunity for furniture companies to express themselves, find new partners, and learn about the latest trends. This year, the show will take place at Crocus Expo, Moscow, from 24 to 27 November. Its conference programme will include different workshops, masterclasses, and panels. Last year, 944 companies from 9 countries presented their products and solutions at the show, which underlines its importance and scale.
In the environment of constant changes in the furniture market, it is important to keep abreast of the latest innovations and trends in order to remain competitive and offer customers relevant solutions. Thus, Mebel 2025 is not just an event, but an important stage in business development for all its participants. This is a chance not only for large manufacturers, but also for small companies seeking to establish themselves and find their niche in the market.
Press Service, EXPOCENTRE AO