You walk into a furniture store, eyes locked on that sleek, well-cushioned sofa that looks like it belongs in a high-end magazine. The price tag? Ksh 150,000. You flinch a little, but the salesman quickly reassures you:

“This is an imported Italian design. Genuine leather. Very durable.”

You nod, half-convinced. You’re about to negotiate when the guy leans in and adds, “But if you take it today, I can give you a discount… Ksh 135,000. Special price just for you.”

Now it feels like you’re getting a deal. You smile, shake hands, and just like that—you’ve overpaid by at least Ksh 30,000.

Yes, you read that right. The real price of that sofa was never Ksh 150,000. That number was planted in your head to make you feel like you’re getting a discount when, in reality, you’re still paying more than it’s worth.

It’s a game. And today, I’m going to show you how it works—and how to beat it.

How Nairobi Furniture Pricing Works (And Why It’s Never Real)

If you think the price tags in furniture stores reflect the actual value of the product, I have bad news for you: They don’t.

Furniture pricing is a mix of inflation, psychological tricks, and markups—some of them so outrageous they’d make your jaw drop.

Most dealers use anchoring, a pricing tactic where they set a high initial price just to make the “discounted” price look like a bargain.

Think about it:

• They label a dining set at Ksh 120,000, but after some fake hesitation, they offer it for Ksh 95,000—making you feel like you’ve won.
• A wardrobe is Ksh 80,000, but after asking, they tell you “for you, Ksh 65,000”—a 15K “discount” you never asked for.

In reality, the furniture was never meant to sell at the first price.

The Secret Formula Dealers Use to Set Prices

Most furniture businesses (especially in Nairobi and Kiambu) use a simple formula to determine how much they should charge:

Actual Cost Price (Materials + Labor) × 2.5 or 3 = Display Price

So, if a wooden bed costs Ksh 30,000 to produce (including labor), the store will list it at Ksh 90,000. They know some people will pay full price, but most will negotiate—so they leave room for that.

This is why you should never accept the first price. It’s designed to be negotiated down.

How to Get the REAL Price of Furniture in Nairobi

Now that you know the game, here’s how you can outsmart furniture dealers and get the best deal.

1. Always Negotiate—ALWAYS!

If you’re not bargaining, you’re donating money. Period.

The first price is not real—it’s just a psychological anchor. Dealers expect you to haggle, so if you accept their first offer, they’ll think you’re either rich or clueless. Either way, they win.

How to do it:

• Start by offering 40% less than the quoted price. If they say Ksh 100,000, say Ksh 60,000.
• Let them “struggle” to lower the price bit by bit. They will, because they always do.
• Be prepared to walk away. This is the most powerful trick—many sellers will call you back with a better deal.

2. Find Out the “Jua Kali” Price

Most of the furniture sold in showrooms isn’t imported—it’s made locally. The fancy “Italian” sofa? Probably built in Kariobangi or Ngara.

So, before buying, ask a fundi how much it would cost to make the same design. You’ll be shocked. A sofa that’s Ksh 100,000 in a showroom might be Ksh 45,000 in Gikomba—same design, same quality, just without the markup.

3. Don’t Show Too Much Excitement

If a dealer sees you glowing with excitement over a bed, they know they’ve won.

They will stick to their high price because they know you want it badly.

• Instead, act indifferent. Ask questions, but don’t look desperate.
• Throw in a casual, “It’s nice, but I saw something similar for Ksh 20,000 less.”
• Even if you LOVE the piece, pretend like you’re unsure. Dealers lower prices when they feel they might lose the sale.

4. Shop at the Right Time

Timing is everything.

• End-month: Bad time to buy. Dealers know people just got paid.
• Mid-month: Best time to negotiate—sales are slow, and sellers are desperate.
• Late evening: Some dealers are eager to close a sale before going home.

A dealer who has had a slow day is more likely to agree to your offer.

5. Consider Custom-Made Instead of Showroom Prices

Sometimes, you don’t even need a showroom. Many fundi workshops in Nairobi, Ngara, and Gikomba can build you the exact same furniture for half the price.

Example:

• Showroom price for a coffee table: Ksh 30,000
• Custom-built at a workshop: Ksh 15,000

If you have patience, custom is always cheaper.

Final Thought: Play the Game or Get Played

Furniture shopping in Nairobi isn’t about walking in and paying what’s on the price tag. If you do that, you’re just funding someone’s extra holiday in Mombasa.

To recap:

✅ Never accept the first price—it’s fake.
✅ Negotiate hard—40% off is a good place to start.
✅ Find out the real cost from Jua Kali fundis.
✅ Act indifferent—don’t let them see how much you love it.
✅ Shop at the right time—mid-month, late evening, or when dealers are desperate.
✅ Consider custom-made furniture for better deals.

Next time you walk into a showroom, walk in as a buyer who knows the game.

And if you want a fair deal without the mind games, talk to us at Eric Woodworks. We customize high-quality furniture without the Nairobi showroom pricing tricks.