At CES 2025, John Riddle, Head of NATM (National Alliance of Trade Merchants), shared an in-depth look at the organization’s strategies, initiatives, and vision for the appliance, electronics, and furniture industries. With NATM’s annual conference set to take place in July in Frisco, Texas, Riddle highlighted the importance of innovation, collaboration, and adaptability in a rapidly evolving retail landscape.
NATM, a national buying co-op founded in 1970, has long been a pioneer in aligning retailer needs with market opportunities. Over the years, it has evolved into a dynamic organization representing 11 dominant regional retailers, coordinating buying and merchandising strategies while fostering an exchange of ideas.
Under Riddle’s leadership, the organization has further strengthened its collaborative approach, particularly through the introduction of product category committees. This innovative structure empowers members to take a more active role in shaping strategies.
“The committee format was established in major product categories so our group can take a bottom-up approach to what we aim to accomplish,” Riddle explained. “Often, top-down initiatives from the OEM side don’t always align with retailer needs. This format ensures members are engaged, with regular meetings and open communication driving decisions.”
Riddle emphasized that this approach has created a culture of engagement and accountability, allowing members to collectively address challenges and seize opportunities.
For NATM, member engagement isn’t just about participation—it’s about delivering tangible value. According to Riddle, the organization’s ability to provide actionable insights and resources has been key to fostering participation.
“Participation comes naturally if you’re providing real benefits,” he noted. Committees have become a hub for insights on competitor promotions, retail financing trends, and category-specific strategies.
One standout category has been mattresses, which Riddle identified as a significant growth area. “The mattress sector has undergone significant changes due to mergers, acquisitions, and shifts in consumer behavior post-pandemic,” he said. “This has created opportunities for members to innovate and capture market share.”
One of NATM’s most significant recent developments is its partnership with Synchrony Financial. This collaboration aims to strengthen retail financing for members, offering competitive programs that align with today’s consumer demands.
“Synchrony brings deep expertise in the appliance and electronics sectors,” Riddle said. “Their programs, like 12-, 18-, and 24-month no-interest financing, cater to younger demographics like millennials and Gen Xers who are investing in their homes and upgrading their appliances.”
By providing these flexible financing options, NATM members can better compete in a market where affordability and accessibility are critical. “It’s about ensuring consumers can access high-quality products while maintaining manageable payment options,” Riddle added.
In light of global economic challenges, including potential tariff impacts, NATM remains focused on maintaining value for both retailers and consumers.
“Pricing dynamics are always a concern, especially in major appliances,” Riddle explained. “We’re committed to ensuring that any price increases are balanced with value propositions, whether through enhanced product features or attractive financing options.”
Riddle highlighted that retailer consumer financing would play a pivotal role in offsetting potential price hikes, making premium and luxury products more accessible to a broader audience.
The upcoming NATM conference, set for July in Frisco, Texas, promises to be a milestone event. This year’s conference will feature an expanded vendor presence, showcasing a wide range of innovative products and solutions.
“For the first time, we’re hosting a panel discussion where members will share their insights directly with industry leaders,” Riddle revealed. “This is an opportunity to foster stronger connections between vendors and retailers, driving innovation and growth.”
In addition to product displays and networking opportunities, the conference will also focus on addressing key industry challenges, from supply chain disruptions to evolving consumer expectations.
Diversity has become a central focus for NATM, and Riddle is committed to promoting inclusivity across the organization. Women’s leadership, in particular, has been a driving force behind recent initiatives.
“Nora Gomez, Chief Merchant of Nebraska Furniture Mart, has been instrumental in advancing this conversation,” Riddle said. “Alongside leaders like Wendy Fritz at BrandsMart, we’re dedicated to fostering a culture that values diverse perspectives—not just in gender, but across all aspects of our business.”
By highlighting the contributions of women leaders and creating opportunities for underrepresented groups, NATM is setting a standard for the industry.
As consumer preferences and technological advancements continue to reshape the retail landscape, NATM is poised to lead the way. Riddle emphasized that the organization’s focus on innovation, member collaboration, and strategic partnerships positions it to navigate these changes effectively.
“The key is to remain agile and forward-thinking,” he said. “By listening to our members and staying attuned to market trends, we can continue to deliver value and drive success.”
With a clear vision for the future, NATM is more than just a buying group—it’s a hub for collaboration, innovation, and progress. From empowering its members to advancing diversity and inclusivity, the organization is well-equipped to tackle the challenges of 2025 and beyond.
As the NATM conference approaches, the excitement is palpable. It’s a testament to the organization’s commitment to fostering connections, driving growth, and shaping the future of retail.
For more information on the upcoming NATM conference, visit: www.natmcorp.com.
See also: TWICE Exclusive Interview: Nora Gomez, CMO, Nebraska Furniture Mart