Manufacturer Direct vs Dealer

Most people buying office cubicles for the first time do not realise there are two completely different ways
to buy — directly from the manufacturer or through a dealer. The difference in price can be 30-50%. This
guide explains exactly how the supply chain works and why buying direct almost always saves you
money.
The average dealer markup on office cubicles is 35-50%. On a $20,000 order, that is
$7,000-$10,000 of pure margin going to the middleman — not to the quality of your
cubicles.
How the Office Cubicle Supply Chain Works
The traditional office furniture supply chain has three or four layers between the factory and your office:
Layer
Who They Are
Typical Markup
1. Manufacturer
Makes the cubicles
Base cost
2. Distributor
Buys bulk, warehouses product
+15-25%
3. Dealer / Reseller
4. You
Sells to businesses
Pay the final price
+20-30%
Full markup
When you buy manufacturer-direct, you skip layers 2 and 3 entirely. The factory ships directly to your
office. No distributor warehouse margin. No dealer showroom overhead. No salesperson commission.
What Dealers Do Well — and What They Charge For It
To be fair, dealers do provide genuine value in some situations. Here is an honest assessment:
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Where dealers add real value:
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• Large complex projects requiring space planning, CAD layouts, and on-site project management.
• Mixed-brand offices where you need someone to coordinate multiple furniture suppliers.
• Companies that need ongoing account management and regular repeat orders.
• Projects requiring certified installation teams with manufacturer warranty compliance.
Where dealers add cost without adding value:
• Standard cubicle orders where the product is already well-defined and no customization is needed.
• Small to medium orders of 5-50 workstations where logistics are straightforward.
• Online purchases where you know the spec you want and just need the product delivered.
• Replacement panel orders where you already know exactly what you need.
The Real Cost Comparison — A Worked Example
Here is a real-world comparison for a 20-person call center cubicle order:
Cost Component
Through a Dealer
Manufacturer-Direct
20 workstations (8-man x2 + 4-man)
Freight (included or quoted)
$28,000 — $36,000
$18,000 — $24,000
Often hidden in price
Design / layout service
Installation
$500 — $2,000
$2,000 — $4,000
Quoted separately, clear
Free for qualifying orders
DIY-friendly, or arrange locally
Total estimated
Potential saving
$30,000 — $42,000
$18,000 — $28,000
$8,000 — $16,000
On a typical 20-person office order, buying manufacturer-direct saves $8,000 — $16,000.
That money can go toward better chairs, IT equipment, or simply back into the business.
What cubicles.shop Does Differently
cubicles.shop is the direct online shop for Markita — a manufacturer with over 25 years of continuous
production experience. When you order from cubicles.shop:
• Your cubicles are manufactured to order at our factory — not pulled from a reseller’s warehouse.
• You pay factory pricing with a transparent freight charge — no hidden dealer margins.
• Every order comes with a lifetime panel warranty against manufacturing defects.
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• We ship directly to your office address anywhere in the USA and Canada.
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• Our customer service team has direct access to production — if something needs adjusting, it gets
adjusted.
How to Tell if You Are Buying Manufacturer-Direct
Not every company that claims to be manufacturer-direct actually is. Here are the questions to ask:
• Do you manufacture the cubicles yourself or do you resell another brand?
• Where are the cubicles made and can I see your production facility?
• Is the warranty backed by you directly or by a third-party manufacturer?
• Can you customize dimensions and finishes, or are you limited to what is in the catalogue?
• How long have you been manufacturing office furniture?
A genuine manufacturer will answer all of these questions clearly and confidently. A reseller will typically
deflect or give vague answers about ‘our suppliers’.
cubicles.shop is the online store for Markita — a manufacturer with 25+ years of
experience. We design, produce, and ship our own cubicles. No middlemen. No
markups. Call 424.388.8142 to speak directly with our team.
Ready to get a quote?
Call 424.388.8142 or email [email protected] cubicles.shop —
Manufacturer-Direct, Ships USA & Canada