KC Lapiana, CEO of HTI Buying Group, which serves independent housewares retailer members, submitted the following letter on behalf of her team to HTI vendor partners after The Inspired Home Show 2026, which ran March 10-12 in Chicago.
Dear HTI Vendor Partners,
Following the recent Chicago show, we wanted to share some collective feedback from the HTI retailers who attended.
First and foremost, the show was a success for our group. Retailers consistently expressed how much they appreciated the vendors who made the effort to attend. They felt they were able to have meaningful conversations, spend quality time with brand partners, and strengthen relationships in a way that is increasingly difficult to do outside of an in-person environment.
One of the reasons Chicago continues to be so valuable to retailers is its format. The simple aisle layout allows buyers to efficiently see the vendors they need to meet with while also discovering new products and emerging brands. Unlike markets spread across multiple buildings and showrooms, Chicago allows retailers to move quickly, stay focused, and make the most of their time on the floor.
Another major factor is access. Chicago has traditionally been a place where retailers can connect directly with leadership within vendor companies. National sales managers, presidents, vice presidents and senior leadership teams are often present, which allows retailers to have deeper conversations about products, strategy, and the future of the brands they carry. Those interactions matter, and they help build stronger long-term partnerships.
During our retailer meeting in Chicago, one message came through clearly and repeatedly, and our retailers asked that we share it directly with our vendor partners.
Retailers strongly encourage vendors to reconsider attending the Chicago show if they have chosen not to participate in recent years.
Importantly, retailers made it clear that they are not expecting large booths or elaborate displays. The size of the presence is far less important than simply being there. A modest booth, a small display or even a focused presentation of new products is more than enough. What matters most is the opportunity to connect.
Several retailers also noted that Chicago is often where key buying decisions take shape. When retailers are evaluating vendors within the same category and only one of them is present at the show, that presence can make a meaningful difference. Simply put, retailers are inclined to support the vendors who show up and invest in the relationship.
For vendors who focus primarily on the Atlanta market rather than Chicago, retailers also shared an important request.
When retailers attend Atlanta, they want the opportunity to spend time with the leadership of the companies they partner with. This includes national sales managers, presidents, vice presidents, heads of marketing and other senior decision makers. While retailers value their relationships with sales representatives and showroom teams, many expressed that they are often directed only to general showroom staff during Atlanta Market.
Retailers would strongly welcome more opportunities to speak directly with the individuals who know the brand deeply, understand the broader strategy of the company and have the ability to help retailers grow their businesses.
For vendors attending Atlanta, we encourage you to ensure that these leaders are present and available during the market whenever possible. Retailers also noted that it is especially helpful when those individuals are available for more than a single day, so retailers attending throughout the show have the opportunity to connect.
To help facilitate these conversations, HTI will begin asking vendors to share the planned attendance schedules of senior leadership and national sales managers during Atlanta Market. Our goal is simply to help retailers know when those individuals will be available so they can plan their visits accordingly.
Part of HTI’s role in the industry is to serve as a bridge between retailers and vendors. When we hear clear and consistent feedback from our members, it is our responsibility to share that perspective with our vendor partners and advocate for what retailers want to see in this industry.
The message from Chicago was thoughtful and sincere. Retailers value the vendors who show up, who make themselves accessible, and who invest in the relationships that support independent retail.
We appreciate the many vendors who participated in Chicago this year and look forward to continuing to strengthen these partnerships together.
Sincerely,
The HTI Team
