Office Chair Sales ToB
In terms of office chair sales in the ToB sector, different brands and companies have varying strategies and performances. Here is a detailed analysis:
Sihoo: Early on, it focused on ToB customers, with significant advantages in offline channels from 2010 to 2015. Major clients, distributors, and agents contributed the vast majority of orders. Around 2015, Sihoo implemented a dual-brand strategy: one brand was positioned in the mid-to-high-end market, with online prices above 500 yuan, focusing on quality and differentiation; the other targeted the mid-to-low-end market in the 200-yuan price range. Although this segment contributed nearly 70% of revenue on paper, it generated almost no profit due to cost pressures. This strategy reflected its intention to cover different customer groups through price stratification, but the profitability challenge in the mid-to-low-end market became prominent.
Zuowei: Starting from the ToC market, it gradually delved into the ToB sector. Leveraging its top-tier automotive seat R&D background, it developed mid-to-high-end ergonomic chairs and built competitiveness through scenario-based experiences. For example, within six months, it set up over 40 experience stores in first- and second-tier cities across China, integrating products into office scenarios to allow customers to intuitively feel comfort and functionality. At the same time, it adopted an online-offline integration model, with online lead generation and offline service closure, driving sustainable brand development. This strategy emphasized product experience and service integration, aligning with ToB customers' focus on long-term usage value.
ToB Office Furnishing Market in Zhengzhou in 2026: Local enterprises' procurement logic has shifted, placing greater emphasis on the comprehensive capabilities of service providers. Specific requirements include having an in-house local team (to ensure rapid response), offering a 5-10 year warranty service (to reduce long-term costs), having brand authorization and compliance with qualifications (to avoid risks), having a closed-loop service chain (providing one-stop solutions from design to delivery), having localized delivery capabilities (to shorten cycles), and having design team experience and data support (to match personalized needs). This trend indicates that ToB office chair sales need to transition from single product supply to spatial solution providers to enhance customer loyalty.
Henglin Home Furnishings: As the "No.1 exporter in the office chair industry," it achieved revenue of 11.677 billion yuan in 2025, a year-on-year increase of 5.88%, with the main growth coming from e-commerce business. However, the specific proportion of ToB and ToC in e-commerce was not clarified. It is speculated that it may cover different customer types through multiple channels, and its export advantages may provide supply chain and cost support for its ToB business.
