Why Is That Piece So Much Cheaper at Pottery Barn?

If you’ve spent any time on social media lately, you’re probably familiar with dupe culture. An influencer will show you two nearly identical items — shoes, floor lamps, sweaters, dining chairs, the list goes on — yet there is a drastic price difference between them. Why?

The short answer? Value engineering. I know the term sounds technical, but the concept is actually straightforward.

In the interior design industry, “value engineering” is when a piece’s quality is removed on purpose. Yes, on purpose.

I bet you’ve seen it in action, too. If you’ve shopped in your favorite retail store recently (such as Pottery Barn, West Elm, or Crate & Barrel), you may have noticed that they’re not what they used to be. Prices? Mostly the same. Furniture quality? Much lower. Here’s how it happens…

High-quality, custom-ordered furniture sourced through our local SATX design showroom.

First, the retailers & the manufacturers strike a deal…

Every retail store has buyers who scout the market for new designs to carry in their stores. Let’s say they find a chair from a manufacturer they like at High Point Market, one of the biggest design markets in the world.

The chair’s manufacturer works directly with interior designers (like us), but instead of the retailers commissioning the piece as-is, they may strike a deal. The retailers agree to purchase a large quantity order if the manufacturer can meet the retailer’s desired sale price & margin. 

How do they do this? 

Well, in order to hit that low price, the manufacturer must lower the quality of the chair — they may use lower quality upholstery fabric, include less cushioning, use a lower quality wood species, build the chair with less support… etc. (And even then, you have to be careful what you trust.)

Basically, the manufacturer will do whatever necessary to get a chair that might originally cost $1,500 down to a retail price of, let’s say, $500.

So, who wins in this scenario? Well, the manufacturer profits from the massive quantities of orders. The retailer — again, like Pottery Barn, West Elm, etc.— maintains or even increases their margins. (Which is why you see the same prices you’re used to, or higher, but for lower quality goods.) But what about you, the consumer?

Showroom-quality furnishings look, feel & last like high-quality pieces should.

Then, the consumers pay for it…

Having a beautiful chair at an affordable price point sounds nice for consumers, & yes, there is a time and place for retail items (we often mix & match strategically) — but only IF you have the right quality expectations going in. Which, in my experience, the average person doesn’t.

Let’s fast forward a bit. The lower quality chairs have been made & are ready to ship from the retailer’s warehouse. You see the chair online, & it looks just like the original from the manufacturer of their vendor’s showroom. In fact, maybe your interior designer chose this chair specifically for your project, but at a higher price point. 

You see the same chair online & think, “Wow, what a deal!” You add it to your cart, check out, & eagerly await your delivery.

Then your chair arrives… & the results are disappointingly far from what you expected. You can immediately see and feel that the quality isn’t there. Sure, you saved some money, but at what cost? You feel duped & at a loss.

I cannot tell you how many clients have shared this story about a sofa, chair, bed, etc. in their homes! Especially as that piece starts to fall apart with daily use or life with kids & pets. So, what’s the solution?

Another showroom-sourced piece constructed with high-quality materials & custom fabric chosen by us!

How to be on your guard & make smart decisions

I will never tell you that you need to invest in all showroom-quality items. In fact, I will never tell you how you “should” spend your money, period. That’s a personal choice. My job is to give you all the information you need to choose wisely for yourself.

Retail shopping isn’t all bad, & for some products, it is a great way to save! However, for the essential pieces of furniture (such as your sofa & chairs), there is long-term savings and happiness to be found in high-quality pieces. So where should you get them?

Your best bet is by working with an interior designer — & spoiler alert, no, designers aren’t only for high-end clients!!  

In addition to a beautiful, personalized design you will love, we are experts at strategically allocating the investment you’re comfortable with.

When you work with us, you also gain exclusive access to our local designer showroom, full of high-quality furniture from our trusted, pre-vetted vendors and manufacturers. Plus, we inspect each piece in person for damage as one final layer of quality control before we bring it home to you. 

TLDR: You will finally feel confident about each & every item you welcome into your home!

If you relate to the story I shared & you feel ready to invest in high-quality furniture, we’d love to help you find the perfect pieces. Reach out to me here, & let’s see if we’re the right team for you.

Xo,
Shawna