The news: Sales growth at Wayfair and Bob’s Discount Furniture accelerated in Q3 as both retailers gained share in a tepid market.

• Wayfair’s US net revenues rose 11.4% YoY, up from 8.7% the prior quarter.
• Bob’s Discount Furniture’s revenues grew 10.3% YoY, compared with 8.8% in Q2. Comparable sales also advanced, rising 3.8% in Q3 from 2.3% in the prior period.

Both retailers grew market share in a category that was roughly flat during the quarter.

• Wayfair’s share rose to double digits, up from “high single-digits” at the end of 2025, CEO Niraj Shah said on the company’s Q3 earnings call.
• Bob’s is taking share in both new and existing markets as it attracts more spending from consumers across income brackets.

Zoom out: Both Bob’s and Wayfair have found a way to use their physical footprints to drive sales beyond the store, including through ecommerce.

• Bob’s said its OmniCart technology, which enables customers to shop seamlessly across the retailer’s physical and digital channels, was a “meaningful contributor to ecommerce growth” in Q3, as many shoppers that began their purchases in-store completed the transaction online.
• Wayfair cited sales gains across the states where it has opened stores in Chicago, Columbus, and Atlanta, and sees an opportunity to use its broadening footprint to become a more popular destination for high-frequency items such as décor, bedding, and housewares.

Implications for retail: Strong omnichannel capabilities are helping Bob’s and Wayfair strengthen their position in a market where most growth is coming from ecommerce. Our forecast expects online furniture and home furnishing sales to grow more than five times faster than physical retail this year, and that gap will remain pronounced into 2030.

However, that doesn’t diminish the importance of stores. Physical retail is by far the most popular place for furniture and home goods shoppers to discover products, per our US Consumer Path to Purchase survey. Stores are also a useful way to drive purchases across channels and grow brand awareness, especially in new markets.