INDEX Dubai and the GCC markets: where the real growth opportunities are for furniture manufacturers today
Over the past two years, the Russian furniture market has faced a clear contraction in domestic demand. For companies focused on sustainable growth, this is an objective signal: growth strategies are increasingly shifting beyond the national market. Today, the key question is no longer whether to pursue exports, but where and how to do so in a structured and systematic way.
One of the most promising directions remains the MENA region (the Middle East and North Africa), with the Gulf countries (GCC) as the primary focus. The key market in the region is Saudi Arabia the Middle East’s largest economy, with GDP exceeding USD 1 trillion and one of the world’s most масштабных markets for new construction and commercial real estate.
Saudi Arabia: demand backed by numbers
At the heart of the market transformation is the government-led Vision 2030 programme, aimed at economic diversification and the development of cities, tourism, and housing. Under the programme, a portfolio of megaprojects with a total value of over USD 1.1 trillion is being delivered, including NEOM, The Red Sea Project, Diriyah Gate, Qiddiya, ROSHN, and a range of other initiatives.
According to international consultants, by 2030 Saudi Arabia will require between 800,000 and 1 million new residential units. This creates long-term, sustainable demand not only for construction materials, but also for furniture, interior solutions, lighting, and the contract segment.
The Saudi Arabian home furniture market was valued at approximately USD 7.7 billion in 2024. The most in-demand categories include bedroom furniture, upholstered furniture, kitchens, and office solutions. At the same time, the market remains highly import-dependent: in 2023, furniture imports (HS 9403) exceeded USD 1.08 billion, while under the broader OEC classification, imports amounted to around USD 1.24 billion.
The largest suppliers are China (around 38%), Italy, Türkiye, Germany, and Malaysia. Russia’s share of imports remains below 1% so far which, on the one hand, reflects intense competition, but on the other, highlights significant growth potential with a well-structured market-entry strategy.
Who buys furniture in the GCC
Saudi Arabia is one of the most urbanised countries in the region: around 85% of the population (approximately 37 million people) lives in cities. The typical buyer is a young urban resident with a relatively high income and a rational purchasing approach. They are not driven by low-cost solutions, but are also unwilling to overpay solely for a brand name. Key decision factors include design, quality, service, delivery timelines, and warranty support.
This creates a favourable niche for manufacturers operating in the “mid” and “mid-plus” segments, where Russian companies are traditionally strong thanks to solid engineering culture, production flexibility, and a competitive price–quality ratio.
Sales channels: where the real budgets are
The furniture market in Saudi Arabia is developing across several parallel channels. In retail and e-commerce, a significant role is played by major players and marketplaces such as Amazon.sa, Noon, IKEA Online, HomeBox, and Danube Home. This channel is often used as a tool for initial demand testing.
However, the largest budgets are concentrated in the project segment: commercial real estate, hospitality, and government procurement linked to the implementation of large-scale construction and infrastructure programmes. This is where long-term contracts and systemic demand are formed but entry into this segment requires a local market presence, personal relationships, and a high level of trust.
INDEX Dubai as a gateway to the GCC market
In a market where personal relationships and reputation are critical, professional exhibitions remain one of the most effective entry tools. INDEX Dubai is one of the key interiors and furniture platforms in the MENA region, bringing together manufacturers, developers, distributors, architects, and project procurement buyers.
Participating in INDEX Dubai enables companies to:
- test the product without full-scale local presence;
- gain direct access to the market’s decision-makers;
- assess the competitive landscape and pricing expectations;
- build a foundation for working with GCC project procurement.
Institutional export support
Systematic support for Russian companies is provided by the Russian Export Center (REC), which offers analytics, advisory services, assistance with certification and compliance requirements, as well as support for participation in international exhibitions and business missions. In 2026, the participation of Russian companies in INDEX Dubai may be implemented using REC support instruments; the application process is already open.
How to build a market entry strategy
Beyond exhibitions, companies use different market entry scenarios from working with local distributors to marketplace presence and the gradual development of their own brand. One of the most pragmatic approaches is a “fast test” model via marketplaces and local fulfilment, using a limited assortment of 10–20 SKUs. This allows companies to validate demand, pricing, and unit economics before scaling.
Practical information
Learn more about participation in INDEX Dubai:
Official partner for the CIS markets - Profex Group
🔹 Telegram channel covering furniture and interior markets in MENA:
https://t.me/ProfexGroupLiving
🔹 Official website: www.profexgroup.com