Rockhill America featured in Home News Now: How $200M–$2B home retailers are reclaiming margin
- Eirina
- Oct 10
- 3 min read
The furniture and home decor industry is evolving, and Rockhill America is proud to be part of that change. Recently featured on Home News Now, a leading voice in the home furnishings market, we shared insights on how U.S. retailers can stay ahead by rethinking their strategies.
In this feature, we explore how helps retailers reclaim margin through flexible MOQs, direct-to-factory sourcing, and efficient multi-factory consolidation, delivering high-quality home décor at a better value.
Tariffs are the headline, but they’re not the whole story.
In home, the cost stack has grown heavier from every angle—freight volatility, labor, materials, compliance—just as shoppers expect more novelty and tighter price points. For many retailers in the $200 million to $2 billion range, the old answer (“add another distributor”) no longer pencils. But building a full import and procurement department isn’t fast—or cheap.
There is a third way emerging: networked direct sourcing.
Done right, it couples flexible MOQs with true factory access, backed by consolidation and quality control at origin. The result is control over landed cost and cadence, without adding headcount. That shift is helping pragmatic retailers reclaim margin and move faster into growth categories.
This approach delivers the "best of both worlds":
Flexible Minimum Order Quantities (MOQs) for testing and scaling new items.
True factory access and economics to rebuild gross margin.
Consolidation and Quality Control (QC) at origin, ensuring control over landed cost and cadence without adding headcount.
Rockhill America bridges the gap by providing the existing supplier network, consolidation muscle, and Asia-based execution team (in Vietnam and China) for direct-to-factory briefing. This allows retailers to plan the country of origin at the SKU or material level to manage tariffs and risk.
Core benefits for merchants
By implementing this system, key performance indicators (KPIs) show significant improvement:
Time-to-shelf shrinks because merchants can brief on Monday and see meaningful movement by the next line review.
Freight per unit becomes predictable by mixing factories and categories into consolidated containers.
Assortment flexibility increases, allowing merchants to incubate newness and scale clear winners that beat margin targets.
The in-store payoff is higher SKU productivity per square foot, driven by both tighter item-level margins and increased traffic from a fresher assortment.
Categories for effective direct sourcing
The networked direct sourcing approach is particularly effective in categories where material nuance and finishing flexibility are paramount. These are the segments where moving beyond standard wholesale home decor options provides a distinct competitive advantage:
Carved or cast décor
Metal and mixed-material mirrors
Small occasional pieces
Woven planters and baskets
Textured storage solutions
Faux florals with tight color direction
Lighting, where scale, diffusion, and finish must hit a value sweet spot
Pets (collars, beds, storage, feeding) has also become an especially productive adjacency for chains looking to widen their basket and extend their brand.
The common need across these products is the ability to test quickly, hold MOQs in check, and extend winning silhouettes across finishes and price points without constant reinvention.
Rockhill America was empowers retailers, the one ready to take control of cost, speed, and design without the overhead of a full import team. Backed by dedicated on-ground teams in Vietnam and China through Rockhill Asia, we combine flexible MOQs, vetted factories, consolidation logistics, and a digital product portal that makes development and sourcing seamless.
From décor and mirrors to lighting, planters, faux florals, storage boxes, handicrafts, small furniture, and pets products — our goal is simple: help you move faster, stay margin-strong, and keep your assortments fresh.
Contact us today to view our latest catalog and explore how we can help you elevate your product range with trend-forward, sustainably crafted wholesale home decor and accessories.
