The Resurgence of Made in the USA: How Local Manufacturing is Driving Growth in the Commercial Furniture Industry

When hospitality and restaurant chains seek contemporary, custom-designed furniture, they often turn to Modern Line Furniture. The company’s evolution from a one-person residential furniture importer in 2000 to a premier commercial furniture manufacturer underscores the advantages of a U.S.-based supply chain for small businesses. 

An Unexpected Business Shift 

Initially, owner Vlad Spivak imported modern residential furniture from Europe and Italy for U.S. customers. Then, a single request changed everything. 

“A customer needed a large, U-shaped sectional for his club, so we added it to our catalog. By the next morning, we had 20,000-30,000 inquiries from bars and clubs,” Spivak recalls. “Overnight, we pivoted from residential to commercial furniture.” 

Encouraged by the demand, Spivak showcased his products at a Las Vegas nightclub and bar expo, generating even more business. “I quickly realized that buyers wanted higher durability, better quality, and customized colors. They needed furniture that could withstand heavy use, from spilled drinks to patrons standing on it. So, we improved our materials and craftsmanship.” 

The strategy worked well—until Spivak tried to break into the hospitality sector. Challenges with Overseas Sourcing 

At a trade show, hospitality designers expressed interest in partnering with Modern Line Furniture but needed samples quickly to secure large hotel projects. 

“Importing furniture in containers took 12 weeks,” Spivak explains. “That made offering custom samples nearly impossible, and for the first time, I couldn’t close deals.” 

The Pivot to U.S. Manufacturing 

Determined to solve this issue, Spivak converted a New Jersey warehouse into a small manufacturing facility to produce samples locally. 

“We began offering our standard furniture models in multiple colors, which doubled our business. Then, as customers requested more customization, we learned to build furniture from scratch.”

This transition required Modern Line Furniture to master all aspects of manufacturing, from selecting materials to meeting U.S. state and federal regulations. By 2014, the company was producing all its furniture domestically and sourcing only American-made materials. 

“We don’t use overseas suppliers because their production standards lack the consistency and quality needed for American commercial environments,” Spivak states. 

Adapting Through the Pandemic 

Just as the company was thriving, the COVID-19 pandemic presented another challenge. Facing high payroll and operational costs, Spivak had two options: downsize or close. 

Instead, he relocated to a smaller, more cost-effective facility and invested in CNC machines to enhance production efficiency. This strategic move paid off. 

While many businesses struggled, Modern Line Furniture’s sales surged in 2021 and have since grown at an annual rate of 30-40%. The company now serves prestigious clients like W Hotels, Hilton, Hard Rock Cafe, and Ritz Carlton. 

What Sets Modern Line Furniture Apart 

Beyond quality and speed, the company differentiates itself through exceptional customer service. 

“We take a personal approach,” Spivak emphasizes. “We text customers color samples, send live video updates of their furniture in production, and ensure they feel confident in their purchase.” 

The company also excels at problem-solving. If a custom couch arrives with damage due to shipping, Spivak offers creative solutions. “I tell the customer to buy a temporary cushion from a retailer, charge me for it, and I’ll send a free replacement. It’s about making things right.” 

Similarly, if a client needs 15 purple couches within ten days for a grand opening, Spivak assures them, “For the right price, we’ll make it happen.” 

Lessons for Small U.S. Businesses 

Spivak’s success offers valuable insights for American entrepreneurs: 

• Listen to Customers – “Your customers pay your bills—hear them out and act accordingly.” 
• Stay Adaptable – “Think of your business as a speedboat maneuvering around obstacles.” 
• Resolve Issues with Flexibility – “If something goes wrong, provide options—fix it, replace it, or compensate the customer.”
• Value Your Team – “Treating employees well translates to better service and product quality. A good leader sets the tone for the team.” 

Spivak’s final advice? “Think beyond the big container boxes. That’s how you reach your goals.” Learn more at www.ModernLineFurniture.com.