In an era where the internet has made virtually everything available to anyone with a click, and when social media has revealed design to be a passion for multitudes, what does To-the-Trade mean anymore? Does it matter if a product is exclusive to designers or does the world of custom orders, long lead times, and the mysteries of net versus list pricing simply confuse clients? And what is the role of a design center in an all-access world?

Three people who know the ins-and-out of To the Trade—David Sutherland, founder of Sutherland Furniture and Perennials, Katie Miner, general manager of the Atlanta design center ADAC, and Los Angeles designer Joe Lucas, owner of the showroom Harbinger, discuss the validity of exclusivity today, why markups and billing are evolving, how showrooms can foster creativity and fuel desire, and why they feel that no matter how commerce changes, there will always be a To-the-Trade market.

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