Annual domestic retail sales of all types of living room and family
room upholstered furniture total about 30 to 33 million units with a
value of over $20 billion. Furniture manufacturers, especially smaller
firms, commonly market their products through independent sales
representatives who provide information on the market, and get and
service new retail accounts for manufacturers. Recently, some
manufacturers have reduced their reliance on independent
representatives by employing their own salespeople.
    Besides purchasing from manufacturers through independent sales
representatives or the manufacturers' own sales staff, retailers may
purchase furniture from wholesale furniture distributors. These
wholesalers purchase from perhaps 25 to 30 manufacturers of different
types and styles of furniture. The sales staffs of the wholesalers then
call on retailers within their areas. Dealing through local wholesalers
that stock an assortment of furniture, and that also offer competitive
prices, credit, and other services, is advantageous to many retailers,
particularly smaller firms.