The 2025 NATM Vendor Conference wasn’t just the buying group’s biggest to date; it was a bold declaration of what comes next.
Held at the Omni Frisco Hotel at The Star, the sold-out, invitation-only event welcomed more than 400 attendees and over 100 leading brands, making it the largest and most strategically focused conference in NATM’s history. From high-level private meetings to data-sharing breakthroughs and bold new vendor collaborations, the event showcased NATM’s transformation under the leadership of John Riddle, Head of NATM.
Founded in 1970, the National Alliance of Trade Merchants (NATM) is a premier buying cooperative made up of 11 elite independent retailers across appliances, consumer electronics, and bedding, with a growing presence in premium audio and outdoor grills. NATM represents $8.7 billion in annual buying power and covers 72% of the U.S. market, giving it unmatched influence and reach in the industry.
“This year’s conference proved that when we align data, insight, and relationships, we don’t just move the needle—we reshape the future of independent retail,” said Riddle, now in his third year guiding the organization’s evolution.
From Buying Group to Strategic Engine
With powerhouse member companies including ABC Warehouse, Abt, Appliance Factory / Mattress Kingdom, BrandsMart USA, Cowboy Maloney’s, Electronic Express, Nebraska Furniture Mart, P.C. Richard & Son, RC Willey, Video Only, and Walt’s, NATM has always held an industry clout. But as traditional buying group dynamics grew stale, NATM reimagined what collaboration could look like.
Riddle brought a data-first philosophy to the table. “We had to be more than a buying club. We needed to be a strategic intelligence network,” he explained.
That vision took shape through a robust member survey in 2023, revealing a strong appetite for increased data sharing, benchmarking, and competitive analysis. As a result,
NATM launched four active, member-led committees focused on:
- Data & Analytics
- Vendor Alignment
- Product Category Leadership
- Marketing and Performance Strategy
Each committee is chaired by a member executive and tasked with delivering real-time insights that benefit the entire alliance.
Real-Time Intelligence, Local-Level Action
The impact is already being felt. Through aggregated sales and performance dashboards, NATM members now have a benchmark performance against peers in near real-time. But it doesn’t stop at national numbers.
“Thanks to our vendor relationships and member data, we can now go zip code by zip code, analyzing competitive activity and adjusting local strategies accordingly,” Riddle shared.
This hyper-local competitive insight is enabling members to optimize pricing, promotions, and category strategies in ways that a single retailer couldn’t do alone.
“It’s a game changer,” said one member executive. “We’re not reacting to market changes—we’re anticipating them.”
A Conference Like No Other
The NATM 2025 Vendor Conference reflected this shift in energy. Unlike traditional trade shows, this is not a transactional environment. It’s a curated setting designed for deep strategy and alignment.
Over four days, vendors engaged in one-on-one retailer meetings, CEO roundtables, and an exclusive Vendor Showcase, with multiple networking events—including the Leadership Dinner—that reinforced the theme of mutual investment.
“It’s incredibly well put together. To have the ability to meet 11 different retailers in just a few days’ time is remarkable. We’re already looking forward to next year’s event,” said Jason Chambers, Head of Retail Sales & Partnerships at Xumo TV.
The attendee list included top executives from NATM’s member companies—such as Nebraska Furniture Mart, BrandsMart USA, Abt, ABC Warehouse, and others—as well as leading vendor partners like LG, Samsung, Sony, Electrolux, and Xumo TV—creating an environment where decisions get made and strategies take shape.
Breakout Categories: Audio and Outdoor
The show floor buzzed with momentum in two categories NATM sees as key to its future: premium audio and outdoor grilling
The addition of Premium Audio Company (PAC)—home to legendary brands like Klipsch and Onkyo—as NATM’s first major audio partner signals a broader shift.
“We’re making a statement,” Riddle said. “We’re expanding our relevance and building partnerships in the fastest-growing categories our members care about.”
Strengthening the Member-Vendor Value Chain
As Riddle emphasized, “This isn’t just about buying anymore. It’s about building smarter businesses.”
And smarter means closer collaboration, clearer KPIs, and a shared view of performance across the value chain.
Through the work of NATM’s committees and growing use of technology platforms, vendor partners now have better visibility into category planning, promotional performance, and long-term strategy.
“There’s a level of transparency and partnership here that you just don’t see in other groups,” said a senior executive at a leading appliance brand.
Looking Ahead: Performance Dashboards, Category Summits, and More
Looking toward 2026, NATM is investing heavily in tools and formats that will bring even more value to its members and partners:
- Real-time performance dashboards to support data-driven decisions
- Category-specific summits to drive strategic alignment
- Expanded conference formats to include more curated engagement opportunities
“We’re not just a buying group anymore,” said Riddle. “We’re a strategic engine. And we’re just getting started.”
See also: Power Players Unite: NATM’s 2025 Vendor Conference Set To Drive $8.7 Billion In Buying Power
