Consumers want items to arrive when expected. What to do if you’re going to miss a mattress delivery window When it comes to delivery of big and bulky items like mattresses, consumers are a bit like Goldilocks. They don’t want their purchases to arrive late — and they don’t want them to arrive early, either. […]
The 5 Zeros Reshaping Retail
Making changes to your operations can add up to success, new McKinsey report says Consumers are more demanding than ever “and tolerate fewer shortfalls,” according to a new report from global consulting firm McKinsey. That means bedding retailers have zero room for error, especially in five key areas, if you want to win consumers’ business […]
Nail the Landing
Use well-crafted website landing pages to entice consumers to act, preferably by clicking “Buy” When a visitor lands on your website, you want them to do something — ideally, buy something. We’ll help you create attractive, easy-to-navigate landing pages that encourage browsers to become buyers. But first: Marketers and web developers have surprisingly strong feelings […]
Making Sense for Shoppers
Turn your store a delight for the eyes, ears, skin, nose and even mouth to give customers an experience they can’t find online Consumers increasingly live in a screen-centered world, waking up to alarms on their phones, reading the news on that same tiny screen, maybe hopping on a computer for work and then unwinding […]
The Future of Retail Design
Stores need to be adaptable, agile and connected to consumers, a new forecast says The past two years have tested retailers’ abilities to pivot, and those skills will serve them well as they reimagine their brick-and-mortar spaces to serve shoppers whose priorities and habits also have been altered by the pandemic. “The retail industry has […]
Preparing for a CalRecycle Inspection
If you sell beds in the Golden State, here’s how to be sure you are complying with the mattress recycling law The Mattress Recycling Council’s statewide mattress recycling programs, known to retailers and consumers as Bye Bye Mattress, have operated in California, Connecticut and Rhode Island for more than five years, leading to more than […]
Fix it the First Time
To keep customers happy, equip your employees to take care of shoppers’ problems themselves The venerable food writer and editor Helen Rosner recently took to Twitter to praise the customer service she received from a company. Why is this notable? Well, if you’re on Twitter, you know it’s a place where people go to rant […]
Quick: Look Under the Bed
Bed frames and platform bases aren’t as sexy as adjustables but still provide value for shoppers Stationary bed bases don’t have the power to raise heads and feet, massage lower backs or connect to smart devices in the home, but don’t call them basic. These traditional bed frames and platforms play a key role in […]
3 Big Trends That Will Shape Your Year
Here’s how you can satisfy consumers’ need for well-being, their desire for omnichannel shopping and their demand for easy delivery and returns After the past two years, Sleepy Savvy is reluctant to make bold predictions about mattress retailing in 2022. The supply chain problems, pandemic surges and rising inflation that were hallmarks of 2021 seem […]
Weighted Blankets: Wrapped in Comfort
Weighted blankets can help ease your customers’ anxieties, stress, health issues and sleep disorders. Consider these benefits and merchandising tips to provide a long winter’s nap By improving sleep and reducing feelings of stress and anxiety, the wellness benefits of weighted blankets are “worth their weight in gold,” says Sarah Bergman, vice president of marketing […]
A Big Thank-You
In an impersonal world, a personal note of gratitude can turn your customers into fans I occasionally order items from a small business in Canada — mostly fun little treats, like calendars, T-shirts and books, for myself and others. I’m always delighted when the packages hit my porch, not just because of the coffee mug […]
Survey: Consumers Blame Both Manufacturers and Retailers When Products Fail
When a mattress dips in the center, a pillow loses its loft or an adjustable bed base stops functioning, consumers may blame the product failure not just on the maker of the item but also on the retailer that sold it to them, according to new research. “Consumers often point the finger at more than […]
Youth Bedding: Child’s Play
Whether crib mattresses or beds marketed for young, first-time mattress buyers, adding an array of options for ages 0 to 30 can grow sales How can you grow your bedding sales faster than an adolescent shooting past the inch markings on a height chart? Carry a selection of mattresses aimed at young sleepers, from crib […]
All About the Products
We’re putting the emphasis on products in this article, starting with tips for freshening up your merchandising strategy to best show off mattresses and sleep accessories in your brick-and-mortar stores. But display only goes so far in selling more and better bedding, so we also look at easy ways you can keep your staff educated […]
Q: What Do Consumers Want? A: More Answers
Survey shows shoppers are more likely to buy if they can get quick responses to their queries via your website Consumers have questions and if you don’t provide the answers on your websites, it can cost you money, according to a new survey. Q&A content — generated through live chat or through previous customers’ comments, […]
Buying Local vs. Buying Online
Consumers don’t have to choose. Here’s how to showcase community roots on your e-commerce site Recent surveys show that consumers love the ease of buying online — and they want to support local businesses. In fact, a survey by Convey, an Austin, Texas-based delivery experience management company, that was released in March found that a […]
How to Sell More Adjustables from the Showroom Floor
Selling adjustable bases is one of the best ways to boost the average ticket in your store — and to help your customers sleep well and feel great when they wake up each morning. Here are some tips for increasing sales in your brick-and-mortar locations. * Go big. If you can, put an adjustable base […]
Selling in the Social Space
Looking to up your digital game? Follow this deep dive into using social media to your advantage to build relationships with consumers As a mattress retailer, you probably have a social media presence — a Facebook page where you share sleep tips and promote upcoming sales, maybe even a TikTok account where your delivery team […]
The Power of Adjustables
Increase your average ticket and improve your customers’ sleep with an adjustable base. They are the coolest products around Is it time to adjust your adjustable base lineup? Savvy bedding retailers know that a solid, step-up assortment of adjustables can boost your average ticket, entice new shoppers to check out your store or e-commerce site […]
The Search for the Perfect Pillow
Regardless of your customers’ needs, suppliers offer pillows for every preference. The key is knowing what options are available and how to merchandise them. Other than shoes, there is perhaps no other product that consumers are as fussy about as pillows. Finding the right fit and feel is essential or the pillow will wind up […]
Top of Bed: It’s the Temperature, Silly
Thermoregulating innovations in bedding products — including mattress pads, protectors and toppers — can help keep your customers from sleeping too hot or cold. Here’s a rundown of the latest technologies Too hot. Too cold. Too hot again. No one can get a good night’s sleep when sweating or shivering, tossing bed linens off — […]
The Original Mattress Factory Builds on the Basics
As a direct-to-consumer pioneer, the Cleveland-based manufacturer-retailer continues its tradition of hand-built, quality mattresses with low-pressure sales PHOTOGRAPHY BY Owen Zubek Internet-based mattress brands that sell direct to consumer have gotten a lot of buzz — and siphoned off a lot of sales from traditional bedding retailers. The trend has accelerated with the Covid-19 pandemic. […]
E-commerce Excellence
These winning strategies can help make your digital doors more engaging, easily searchable, convenient and intuitive. Worth the effort? Watch as shoppers fill their virtual carts If the past year has taught mattress retailers anything, it’s that the consumer migration to online shopping and purchasing is no longer a trek. It’s a stampede. Recent research […]
E-Commerce Inspiration: 9 Websites to Emulate
Follow the lead of these stars that offer attractive designs, consistent branding and user-friendly features Now is not the time to snooze regarding your website. We expect that once the pandemic eases (Soon! Hopefully soon!) consumers tired of being cooped up for more than a year will be eager to return to in-store shopping. But […]
Retailers Reflect on a Year of Covid-19
They’ve strengthened their online presences and e-commerce capabilities, broadened their vendor relationships — and survived Last year, just a few months into the coronavirus pandemic, we checked in with retailers to see how Covid-19 was impacting their businesses. At the time, shutdowns were just lifting and demand for bedding was stronger than retailers — or […]
Focus, People! Focus!
Learning to strengthen your attention span will keep you productive and engaged in the task at hand, no matter what you’re doing BY JULIE A. PALM A construction crew banging away next door. A talk radio program. Thirst. A long to-do list. Email alerts popping up on my computer. Social media alerts pinging on my […]
Keep Calm and Carry On
If you have a plan for coping with them, supply chain disruptions don’t have to derail your business or anger your customers Next-day delivery! Two-day shipping! Such have been the promises of many mattress retailers. Until last summer, that is. Among the many frustrating repercussions of the coronavirus pandemic have been supply chain disruptions. By […]
Let’s Resolve to Make 2021 Great for Retail!
Six resolutions to improve business operations and your professional life Few of us are going to be sorry to say goodbye to 2020. Good riddance. Definitely! And so, as this year winds down, we eagerly turn our attention to 2021, when we hope to see an end to the coronavirus pandemic and an improving economy. […]
Special Delivery
Follow these suggestions to provide great customer service regardless of how your customers want to receive their new beds For mattress retailers that have prided themselves on the type of stellar white-glove delivery and in-home setup that makes customers rave about excellent service, the increase in threshold drop-offs and customers cashing-and-carrying may feel a little […]
Old-Fashioned Values Are Central to Square Deal
This California-based, family-run company, which prides itself on its customized, quality mattresses, is not only surviving — it’s thriving Made-to-order, high–quality mattresses and customer-friendly services like in-home mattress flipping have helped Square Deal Mattress Factory build a loyal following and have kept the independent manufacturer-retailer in business for 100 years. “It’s more difficult for a […]
The Mature Market
Older generations welcome the health and wellness benefits of a comfortable, supportive new mattress, appreciate quality and have money to spend. These strategies can help you reach this desirable demographic It is so tempting to chase the shiny new object. For mattress retailers, that’s been millennials and now Generation Z — the digital natives who […]
Holiday Spending Forecast Is More Ho-Hum Than Ho-Ho-Ho
While overall sales are expected to rise only 1%-1.5%, e-commerce could grow by 25%-35% Retail sales during this year’s winter holidays are forecast to rise an anemic 1% to 1.5% over last year, with overall sales from November to early January totaling $1.147 trillion and $1.152 trillion, according to an annual forecast from Deloitte, a […]
‘Tis the Season for E-Commerce
Online shopping will drive holiday sales more than ever this year. We’ll help you prepare for Cyber Monday and get you ready to greet online shoppers throughout the winter sales period In this unusual year, when time seems to both drag on and rush by simultaneously, it’s easy to lose sight of the fact that […]
Mattress Recycling Council Turns 5
The nonprofit organization founded by the bedding industry marks major milestones as it continues to raise awareness about mattress recycling and make the process easier and more efficient As the Mattress Recycling Council marks its fifth anniversary, it has a lot to celebrate, starting with the fact that it has recycled 6 million mattresses in […]
Mattress Fabrics: All Dressed Up
What should shoppers know about mattress fabrics when purchasing a bed? This primer offers suggestions for retailers on how to educate customers about important qualities, constructions and designs to consider Whether consumers shop in-store or online, it’s still the fabric that gives them their first impression of a mattress. Mattress fabrics can hint at answers […]
Retailers Ready for Business
The pandemic has changed everything from in-store procedures to delivery but mattress sellers say consumer interest in bedding is a hopeful sign Mattress retailing looks quite a bit different than it did in the Before Times. Web traffic is way up, and store traffic is socially distanced. Personal protective equipment is now part of work […]
Building a Functional Bedding Wardrobe
From CBD-infused linens to weighted blankets to antimicrobial mattress protectors, suppliers offer products that can soothe weary, anxious and value-conscious customers As we head into the colder months of the year and the novel coronavirus pandemic continues, it is a good time for mattress retailers to promote top-of-bed items — from cozy, anxiety-reducing weighted blankets […]
Buying by Appointment
Scheduling shoppers to browse and rest-test may make them more comfortable visiting your brick-and-mortar store People make appointments for doctor visits, haircuts and oil changes. Will they make appointments to shop for mattresses, too? With new concerns about social distancing and sanitation, we think so. As the novel coronavirus pandemic struck, Fox Mattress, a manufacturer-retailer based […]
There’s No Outfoxing Fox Mattress
Owned by a father-and-daughter team, this 50-plus-year-old manufacturer-retailer in Holly Hill, Florida, translates a relaxedapproach and solid craftsmanship into sales growth Rick and Chelsea Carter, the father-daughter owners of Fox Mattress in Holly Hill, Florida, don’t take themselves — or the mattress business — too seriously. “We try to keep things light,” Chelsea Carter says. […]
Pandemic Prompts Storewide Changes for Mattress Retailers
Sleep Savvy survey shows more cleaning and other new safety procedures to keep people safe Mattress retailers say they are prioritizing their employees’ health and making a variety of changes to their in-store operations because of the COVID-19 pandemic, according to an online survey that appeared in the May 28 and June 11 issues of […]
Survey: Financial Worries Causing Sleep Loss
Economic anxiety spikes during coronavirus pandemic as Americans see their incomes decline Nearly one-third of Americans are losing sleep over financial worries, according to a new survey from public radio news program Marketplace and Somerville, New Jersey-based Edison Research conducted in late April and released May 5. The regular poll includes an Economic Anxiety Index […]
#WeCanLearnFromEachOther
Sleep Savvy examines best practices that have helped successful retailers thrive in the good times and survive in the tough times These are some of the most challenging times mattress retailers have ever faced. And it’s not like things had been so easy before this. Retailers that still were adjusting to consumers’ changing shopping habits, […]
Define Essential: Are Mattresses Included?
During the COVID-19 pandemic, questions arise about who can sell mattresses and furniture when most businesses are closed Are mattresses essential items? BILTRITE Furniture-Leather-Mattresses, an independent furniture retailer in Greenfield, Wisconsin, is among the retailers arguing that their stores should be allowed to operate under state and municipal stay-at-home orders that close all but “essential” […]
The Search for Top Talent
Many retailers today are having a difficult time finding, hiring and retaining qualified job candidates. Follow these suggestions to keep your business at full employment Despite a growing number of store closures and talk of a retail apocalypse, “nearly 16 million people work in retail, per the U.S. Bureau of Labor Statistics. That’s roughly one […]
It’s That Time Again
The Better Sleep Council has big plans for Better Sleep Month in May. Here’s how you can participate The Better Sleep Council, the consumer education arm of the International Sleep Products Association, is preparing for Better Sleep Month this May with a variety of activities planned to help consumers make the sleep-health-mattress connection throughout the […]
The Metamorphosis of Digital
Are you rethinking your retail strategy for the digital age? If not, you should. Consider the following 5 technological trends that are driving retail —and may lead consumers to your business For more retail trends, check out the January/February issue of Sleep Savvy, where we highlighted 20 consumer, marketing and demographic developments that will impact […]
Give Shoppers a Place to Rest Their Heads
An initial pillow fitting helps boost sales and aids customers in picking the right sleep ensemble Where should you begin the mattress rest-testing process with shoppers? At your pillow display, of course. The pillow is an essential part of a sleep ensemble, contributing as much as 25% to the overall comfort of a sleep surface, […]
Springs Primer: What Retailers Need to Know
Innersprings are being used throughout the mattress because they’re softer, smaller and more adaptable to the demands of bedding constructions At a time when sustainability has become a watchword, sleeper comfort is crucial and consumers can order mattresses with a simple click, springs makers want mattress retailers to know their products have it all covered. From […]
Foams Primer: What Retailers Need to Know
Additives, bio-based building blocks and cooling features make foams more versatile, effective bedding components Polyurethane foams and their viscoelastic and high-resilience siblings have proven their flexibility in sleep products constructions, ushering in the age of specialty bedding, giving rise to hybrid mattresses and driving the industry-reshaping launch of boxed beds. Here we’ll examine how foams are […]
Latex Primer: What Retailers Need to Know
Accessories are a great way to introduce consumers to this buoyantly supportive component As the quest for better sleep leads an increasing number of consumers to invest in better bedding, latex producers are preparing for a new wave of growth. To meet demand, companies are creating new formulations and constructions with enhanced features, such as […]
What’s Next for Bedding Retailers?
Sleep Savvy outlines the top 20 retail trends to watch for in 2020 to help maintain a thriving business in the new year Hindsight, while 20/20, isn’t all that helpful when planning ahead. So, to start the new year off, we’re giving you Foresight 2020, a look at 20 consumer, marketing and demographic trends that […]
Family, Tradition, Quality Are Seamless at BILTRITE
For nearly a century, this furniture store in a Milwaukee suburb has found success in proven sales strategies — and by bucking current mattress industry trends Photography by Lila Aryan Photography For BILTRITE Furniture-Leather-Mattresses, a fourth-generation, family-owned furniture store outside Milwaukee, “built right” is more than just the root of its name: It is a […]
What’s the Word?
Instead of making resolutions, pick a word or phrase that will guide your self-improvement in the coming year If you’ve set and failed to keep new year’s resolutions in the past and resolved that you’ll never resolve again, you’re certainly not alone. But there’s something about a new year — maybe it’s all those clean […]
Tinkering With Adjustables
Power base producers are refining their products for consumers who want life-improving tech, better health and stylish-looking beds Marketing on the part of both base producers and retailers has raised awareness of the category so that even if, as one manufacturer told Sleep Savvy, consumers don’t necessarily walk into mattress stores intent on buying a […]
Joplimo Mattress Is Building Beds — and a Retail Brand — to Last
After buying its own factory in 2018, the family-owned sleep chain based in Joplin, Missouri, focuses on opening new stores — and helping others Photography by Drew Kimble with 12 Eighty-One Photography The idea to open a chain of mattress stores came to Brian Croft at church. It was 2009 and he and his wife, […]
NRF Projects Better-Than-Average Holiday Sales
But retail group cautions that predications are hard to make this year Holiday retail sales are expected to increase between 3.8% and 4.2% this year, bringing total spending in the busiest shopping months of November and December to between $728 billion and $731 billion, according to the National Retail Federation. During the past five years, […]
’Tis the Season to Make the Most of Cyber Monday
How can bedding retailers encourage consumers to visit and buy from their website? Sleep Savvy offers suggestions for ways you can capitalize on the online shopping bonanza around Thanksgiving and the winter holidays It’s beginning to look a lot like Christmas — and the start of the holiday sales season. If you peek behind the […]
The Right Way to Write Product Descriptions
Looking to move merchandise on your website? Follow these lessons to boost sales of mattresses and sleep accessories online When visiting a brick-and-mortar mattress store, shoppers can touch a bed set, feeling the creamy texture of a ticking and the resilient firmness of cushion layers. They can eye the straightness of seams to assess quality […]
Pump Up Your Team for Labor Day Sales
Contests and bonuses can inspire them but perks like product discounts and considerate scheduling also will show you value their contributions It’s been a long summer and now we’re heading into what, for most mattress retailers, is the biggest selling period of the year — Labor Day weekend. Unfortunately, for your team, it can feel […]
Secrets Revealed
Undercover shoppers point out what retailers could be doing better Sleep Savvy has sent secret shoppers to six mattress retailers — three in the Southeast and three along the Gulf Coast — so far in 2019, and whether they visited an independent furniture store or a large national sleep chain, they found similar problems. Most […]
Retail Trends: Giant Steps
Smart retailers understand that the shifting retail landscape requires a leap into data collection, personalization and simplicity without losing that oh-so-important human touch The retail landscape continues to shift underfoot. Consumer shopping habits and expectations are changing, and technological advances are altering how and where people shop. With the pace of change ever-quickening, mattress retailers […]
Riley’s Furniture & Mattress Doesn’t Let its Bedding Department Rest
This Monroe, Ohio-based store wins mattress sales with eye-catching design, well-trained staff and a commitment to customer care | Photography by Len Kaltman/West Chester Corporate Photography | It’s only in the store name that bedding takes second place at Riley’s Furniture & Mattress. From a can’t-miss mattress department that greets every customer entering the store […]
Worst Case Scenario: Make a Plan for Potential Disasters
Best practices and basic steps to help you safeguard your business The sheer number and variety of disasters that can strike — and potentially devastate — your business is enough to keep any retailer up at night, regardless of how comfortable your mattresses might be. Hurricanes. Fires. Earthquakes. Floods. Tsunamis. Tornadoes. Blizzards. Landslides. Volcanic eruptions, if […]
Summer Reading List for Retailers
Pack these books for your next trip, business or pleasure Summer is a perfect time to catch up on your reading. We’ve created a list of not-too-taxing books that will help you improve your skills and your business — and maybe spark a new idea or project. Download the audiobooks to your phone, add them […]
Retail Road Trip: Matthews Mattress Thrives With DIY Strategy
This family-owned sleep shop chain in California finds success through tenacity, flexibility and innovation | Photography by Jordan Famer Photography | From a single store, Matthews Mattress has grown to a chain of nearly a dozen locations dotting the small towns and suburbs around Sacramento, California. Even with an onslaught of online challengers and price-competitive […]
Fluffing Up Pillow Sales
By investing time and energy into merchandising and properly selling this critical part of a sleep products system, you can bolster your bottom line while winning consumer trust As Sleep Savvy visits mattress stores, something is clear. At far too many, the pillow-selling strategies are falling flat. No pillow fitting. No mention of the importance […]
How to Grow Your Sales of Juvenile Bedding
Start by explaining to shoppers that a kid’s room is no place for an old mattress Hand-me-down jeans and T-shirts are fine for most kids — though they may not relish the idea of wearing their big sister’s or big brother’s old outfits. Hand-me-down bed sets, however, are not a good idea. “If a mattress […]
How to Make a Pop-Up Shop Work For Your Store
Are you looking for creative yet simple ways to broaden your brand and introduce new products? Expand your reach with a pop-up store Wayfair did one. So did Samsung, Clinique and Goodwill. Even Facebook. In recent months, these big-name companies created pop-up shops to build a little buzz as they debuted products or introduced their […]
Media Buying 2.0: How Stores Can Find the Right Advertising Mix
Follow this step-by-step guide and make the most of your precious advertising dollars. (Spoiler alert: It’s all about audience) You are confident in your merchandising strategy, feel good about the skills of retail sales associates on your floor and know you are selling quality products that will help people sleep better and wake up feeling […]
Retail Road Trip: Mattress Direct, Where Sleep Education, Retail Professionalism Converge
Photography by Brian Baiamonte This Baton Rouge, Louisiana-based sleep shop chain thrives because of owners Lee Burns and Ty Hingle’s commitment to the value of rest – and their business acumen Before the term disruptor was used to define direct-to-consumer online mattress brands shaking up the bedding industry, there were upstart sleep shops like Mattress […]
Diving Into the Hot Hues for 2019
Living Coral Named Pantone’s Color of the Year Do you have a corner of your store that could use perking up? Need a color palette for a new marketing campaign? Every year, color specialists, including the color connoisseurs at Pantone, release their picks for the hottest hues. Here’s a look at a few of their […]
Understanding the Customer Journey
In today’s multichannel world, shoppers have myriad ways to connect in-store and digitally. Consider these suggestions to navigate changing consumer habits and enhance experiences There was a time, not that long ago, when a consumer’s path to purchasing a product was straight and direct. It started with an awareness of a particular product and the […]
Smile! Great Photos Help Sell Beds
8 Ways to Improve Your Images and Create Content for Websites and Social Media Instagram. Your e-commerce site. Pinterest. Facebook. Today’s most popular marketing methods are image hungry, demanding an endless stream of photos to catch consumers’ attention. You can rely on manufacturers to provide much of the imagery you need for website product pages […]
I Wish I Had Thought of That!
Sleep Savvy offers a retrospective of previous Retail Road Trips, highlighting best practices and brilliant ideas — and providing inspiration for the new year It’s no surprise that Sleep Savvy’s most popular and longest running regular feature is the Retail Road Trip, which gives readers a glimpse into the strategies and practices of successful mattress […]
Changing Directions in Bedding
What’s in store for the coming year? Sleep products industry leaders discuss their expectations, concerns and strategies for the swiftly moving retail landscape 2018 was quite a year for mattress retailing. One of the nation’s oldest retailers, Sears, and the nation’s largest sleep shop chain, Mattress Firm, both filed for bankruptcy protection, shuttering hundreds of […]
“Can I Speak With a Manager?” How to Handle Customer Complaints
It’s a little scary out there. Planes are taking off late — or landing early — because of fisticuffs breaking out among passengers. Road rage incidents make the news daily, and mask mandates have led to shouting matches in store aisles. Sleep Savvy hopes that you haven’t had to deal with such extreme bad behavior, […]
Serenity Abounds at Tucked in Organics
Emily Aborn, founder of this all-natural sleep shop in Amherst, New Hampshire, offers luxury bedding in a friendly, relaxed environment Tucked in Organics is among the most specialized of specialty sleep shops — a single store in Amherst, New Hampshire, that focuses on natural and organic mattresses and accessories. But that doesn’t limit its appeal […]
How to Hire, Train and Keep an All-Star Staff
To remain competitive in a tight job market, retailers need to attract, invest in and keep engaged, knowledgeable employees Sleep Savvy offers these practical suggestions for talent recruitment, education and retention Customer experience. It’s among the buzz-worthiest phrases in retail these days, referring to everything from store décor that wows shoppers to intuitive e-commerce sites […]
Just the FAQs
BY JULIE A. PALM What are the most effective ways to answer consumers’ common questions? Consider these 6 suggestions Consumers have so many questions: Do you offer financing? Can you deliver to my house, even if I live in another city? What if I don’t like the mattress when I get it home? The challenge […]
Finishing Touches
BY JULIE A. PALM Mattress protectors and sheets can boost sales while helping customers sleep more soundly. Follow these suggestions to accentuate your lines. Just as a complete outfit includes touches like comfortable shoes and a coordinating belt, a new mattress set requires a fresh protector and a soft, inviting set of sheets to be […]
Mark’s Mattress Outlet’s Dream Team
BY JULIE A. PALM PHOTOGRAPHY BY ERIK PHOTOGRAPHIC STUDIO Originally a seasonal fireworks operation, this Evansville, Indiana-based sleep shop has grown from a local mattress outlet to a regional 23-store chain with its own line of sleep products With his chain of mattress stores based in the land that gave us NBA legend Larry Bird […]
The digital natives are here
Take a look at the world through their eyes and see how your company stacks up BY SCOTT SNYDER AND MORGAN S. SNYDER Scott Snyder, a senior fellow at Wharton University’s Mack Institute for Innovation Management, and Morgan S. Snyder, a software engineer with Palantir, a software and services company that specializes in big data analysis, […]
The Future of Retail
BY JULIE A. PALM Sleep Savvy identifies trends shaping mattress retailing and offers strategies for staying ahead of dramatic changes on the horizon What will your retail mattress business look like in five years? Even without a crystal ball, we can comfortably make predictions. If you’re successful in 2023, your retail operation will be omnichannel, […]
Summer school for retailers
BY JULIE A. PALM Here’s a reading list for the beach, lake or wherever your vacation takes you As you pack for your summer vacation, be sure to include a few good books. It’s the perfect time to read: long blocks of free time, an empty hammock calling to you. We won’t begrudge you the […]
Shovlin Mattress Factory elevates customer service to a new level
BY JULIE A. PALM PHOTOGRAPHY BY WALT BLAU/GENERIC BRAND HUMAN At this Fanwood, New Jersey-based factory-direct manufacturer and retailer, Ron and Kara Shovlin use uncommon practices to win the loyalty of their hometown You’d be hard pressed to find a mattress retailer bucking more industry trends than Shovlin Mattress Factory, a factory-direct manufacturer and retailer […]
Don’t let vacation time go unused
Put your trips on the calendar now to get the time off you need to relax and restore Summertime is prime vacation time. Do you have your trips planned? Americans are notoriously lax about taking all the vacation time owed to them by their employers. In 2016, workers took an average of 16.8 vacation days—up […]
Merchandising makeover
BY JULIE A. PALM Looking for ways to freshen up your store? Consider these 30 creative ideas to refresh your sales floor I recently had to run into an office supply store for, well, office supplies, of course. It’s an uninviting, cavernous space, overly lit with fluorescent fixtures that bounce even more light off the […]
No complaints about this customer service
What a recent experience can teach retailers about keeping consumers happy “I’m happy to help. In fact, I get paid to help you! Seriously, that’s the only reason I’m here.” That’s part of an exchange I recently had with a customer service representative. It shouldn’t have struck me as unusual, but it did because in […]
Moore’s Sleep World revolves around restorative rest
BY JULIE A. PALM PHOTOGRAPHY BY TINA’S PHOTOGRAPHY This four-store sleep-shop chain in northern California scores big by promoting and providing its customer base with quality bed sets Jennifer Rudick is something of a mattress evangelist, wanting everyone in her area of coastal Northern California to shop Moore’s Sleep World and experience a great […]
Um, we need to, like, talk
BY JULIE A. PALM Annoying verbal tics can distract shoppers from your outstanding sales presentation So, today, we’d like to, um, discuss how you can, like, get rid of all those conversational space fillers that, uh, distract from what you’re, er, trying to communicate, you know what I’m sayin’? The most common verbal tics are […]
Hacked! How vulnerable is your store to cyberattacks?
BY JULIE A. PALM Sleep Savvy examines the risks retailers face and ways you can protect your business from online criminals Target. Ebay. Neiman Marcus. Home Depot. It’s an impressive list of category-leading, innovative retailers with loyal customers. But it’s not a group you want to be part of. Each one of those retailers has […]
How to make rest-tests better for customers
BY JULIE A. PALM It’s your job to help shoppers get the most out of trying mattress models in your store. It’s a service they can’t get browsing online At brick-and-mortar stores, the rest-test is at the heart of the mattress shopping experience—and it’s one of the main reasons many people prefer browsing in-store. They […]
Color experts forecast vibrant hues for 2018
BY JULIE A. PALM Discover what shades of dramatic purples, blues, blacks and reds are appropriate for your store’s identity and the message you want to convey to shoppers. From the sign in your parking lot to the carpet in your store to the landing page of your website, you’ve had to make a lot of choices […]
New year’s (daily) resolutions
BY JULIE A. PALM Looking for ways to be more productive during the next 12 months? Try small changes to your routine to make every day this year the best you can “Temporary becomes permanent, so start the way you want to continue.”—Gretchen Rubin The new year gives you 365 chances to start every day […]
Join the AV club
Retailers who want to capture consumers’ attention should jump on the video bandwagon. Follow this A-to-V guide to use this medium on social media, the web, and more The numbers are staggering: One billion hours of video are watched on YouTube—every single day. More than 500 million people watch a video on Facebook—every single day. […]
Give them something to talk about
BY JULIE A. PALM Sharing customer testimonials widely can drive more shoppers through your doors and onto your website In the October Tip Sheet, we talked about the importance of testimonials and gave you tips for soliciting feedback from your customers. (You can get a refresher here.) This month, we want to show you how […]
What you need to know about mattress components
BY JULIE A. PALM This easy-to-follow guide on the latest innovations in springs, foams and latex will help you understand how such advancements affect comfort, cost, durability, support—and, most of all, a good night’s sleep Springs, foams and latex. Put together in seemingly endless configurations, they are the key components of every bed you sell. […]
When it comes to beds, All Sleep is all in
BY JULIE A. PALM PHOTOGRAPHY BY AL FERREIRA PHOTOGRAPHY LTD. Once a waterbed specialist, this destination sleep shop in South Windham, Connecticut, pairs a broad selection of mattresses with a passion for customer comfort and consistent pricing. All Sleep, a single-store retailer in the northeastern corner of Connecticut, certainly lives up to its name, offering […]
How to solicit positive customer testimonials after a sale
BY JULIE A. PALM Customer testimonials are one of the most effective marketing tools. Here’s how to solicit them from satisfied shoppers at the end of a sale: Happy customers can do more to drive business than the cleverest ad campaign because, as consumers, we trust the recommendations not only of friends and family but […]
Creative marketing, community focus make Trent Bedding unforgettable
BY JULIE A. PALM Photography by Josh Salley/Frozen in Time Residents of south-Central Kentucky know—and adore—Trent Ranburger through his sleep shop’s hilarious commercials, customer service and commitment to area charities. Folks in and around Bowling Green, Kentucky, have gotten used to the likes of Uncle Sam, Fred Flintstone and Austin Powers telling them about the […]
Social media that’s a snap
BY JULIE A. PALM The photo and video sharing app Snapchat can be great for your store—if you use it right Of all the popular social media platforms, Snapchat may be the hardest for mattress retailers to grasp. It’s ephemeral by nature—the amorphous-looking logo is a ghost. The messaging app allows users to share photos […]
Never a dull moment at Sweet Dreamzzz
BY JULIE A. PALM In Southern California, fun-loving Spencer Ace and Robin Stuart attribute success at Sweet Dreamzzz to personalized service, differentiation and promoting sales Photography by Brian Valente Years of selling mattresses and managing stores for other retailers taught Spencer Ace and Robin Stuart how they would run their own bedding shop. Their philosophy […]
Turn Up the Tunes to Create Great In-Store Ambience
Playing the right background music in your store can make shoppers tap their toes and put them in a buying mood BY JULIE A. PALM It may be called background music, but the sounds that play in your store should be at the forefront of your mind. Background music is all about creating a mood. […]
Best Web Practices to Refresh Your Website and Increase Online Presence
BY JULIE A. PALM Have you refreshed your website lately? Increase traffic to your site—and store—by following these best web practices for a robust online presence What’s more important: How your store looks and functions, or how your website looks and functions? It’s a trick question. Both are mandatory for success. It’s easy to think […]
How to Sharpen Your Pinterest Strategy
Of all the social media platforms, this one is designed for users who love to daydream, plan and shop BY JULIE A. PALM As one of the first social media apps designed to help people collect, organize and share images of the things they covet—from fabulous wedding dresses to delicious-looking recipes to stunning room designs—it’s […]
How to Make Every Customer Leave with New Pillows, Too
By building a library of pillow offerings—and emphasizing the critical role pillows play in restorative sleep—bedding retailers can wake up to this category’s cushy sales potential. You wouldn’t sleep a single night—at least not comfortably—without a pillow. So why would you let any customer who has just purchased a new mattress set leave without new […]
Instant Tips for Instagram
Instagram should be a part of your social media strategy. Here’s how to make it an effective tool for your store or e-commerce site. Created as an easy way for friends to share photos, Instagram has become one of the “big five” social media apps, along with Facebook, Twitter, YouTube and Pinterest, and has some 600 […]
BSC research says shoppers understand a good mattress means a good night’s sleep
Exclusive Better Sleep Council research: Sleep-mattress link clear In the final installment about the Better Sleep Council’s 2016 study, Sleep Savvy examines consumers’ attitudes toward sleep, accessory shopping habits and demographic profiles. Download a PDF of the entire three-part series here. BY JULIE A. PALM Everyone wants to be healthy, and the majority of consumers […]
6 Steps for Boosting Your Facebook Visibility, Likes and Following
Looking for more exposure on the world’s most popular social media network? Let us introduce you to the Facebook factor. BY JULIE A. PALM If you’re frustrated by Facebook, you’re not alone. You’d like to reach just a tiny fraction of its 1.86 billion monthly active users, but the social media site’s algorithms practically push businesses […]
New BSC Research: What Moves Consumers to Replace Their Mattress?
BY JULIE A. PALM Recent research from the Better Sleep Council indicates health, comfort, deterioration, new technologies and product choices all play a role in shoppers’ willingness to head to retail stores and websites to buy a new bed set. And many plan to take that step sooner rather than later. Retailers get ready: Four […]
Michael Alan Furniture & Design Draws Shoppers with Passion, Creativity
This family-owned furniture store and sleep shop in Lake Havasu City, Arizona, attracts and retains customers with its selection, charitable events and dedication to its shoppers. The cookies, wine and hugs help, too. BY JULIE A PALM Photography by Bill Hofstetter/ LMP 360 Media Even before they cross the threshold, shoppers entering Michael Alan Furniture […]
Tipsheet: Better Business Blogging
Use your store blog to answer customer questions, drive traffic to your website and store, and burnish your reputation. BY JULIE A. PALM A blog can help your retail mattress business accomplish many things—push traffic to your website and store, build awareness for your retail brand, answer consumer questions, even give you and your staff a […]
BSC Survey Finds Consumers Adopting Savvier Shopping Habits
Exclusive Better Sleep Council Research – Download a PDF of the entire three-part research series here. BY JULIE A. PALM A 2016 study from the Better Sleep Council, the consumer-education arm of the International Sleep Products Association, reveals changes in bedding-shopping behavior, including shorter replacement cycles, an expectation of higher ticket prices, a commitment to brick-and-mortar […]
Tip Sheet: Attract Shoppers in the Christmas, Hanukkah or Solstice Buying Spirit
BY JULIE A. PALM The big selling season for mattress retailers has long opened with the three-day Memorial Day weekend in May and run through the three-day Labor Day weekend in September. Let’s face it: The mattress industry loves the three-day holiday weekend, regardless of the time of year. Bring on Presidents Day! The major […]
New BSC Research Tracks Changes in Mattress Shopper Behaviors
Exclusive Better Sleep Council Research A 2016 study from the Better Sleep Council, the consumer-education arm of the International Sleep Products Association, on what motivates today’s mattress shoppers reveals changes in bedding-shopping behavior, including shorter replacement cycles, an expectation of higher ticket prices and the influence of technological trends on research and purchasing habits. Download […]
Mattress Recycling: A Success Story
Three years after California, Connecticut and Rhode Island passed mattress-recycling laws, statewide programs are flourishing under the management of the Mattress Recycling Council BY JULIE A. PALM Collectively, new statewide recycling programs in California, Connecticut and Rhode Island have recycled 1 million mattresses and box springs since the first program in Connecticut got underway just […]
Seattle’s Bedrooms & More Chooses A Different Path
BY JULIE A. PALM This family-run sleep shop takes a hands-on approach toward the making, branding and selling of mattresses, accessories and furniture. Jeff Garfield, founder and president of Seattle-based Bedrooms & More, doesn’t spend a lot of time worrying about what his competitors are doing or trying to figure out how his store can […]
Tip Sheet: Keeping Social Media On Schedule
BY JULIE A. PALM What’s more important to managing your store’s social media efforts than a mobile device? A calendar, of course. When you are responsible for creating and managing social media content, those social media “streams” can feel more like flooding rivers. One way to manage the flow and keep yourself afloat is to […]
Shoot for the Stars with Sleep Accessories Sales
BY JULIE A. PALM How to get sleep accessories off your shelves and into your customers’ shopping bags Imagine you buy a new pair of running shoes. Ready to go for a run, you take them out of the box, slip them on—and flop around because they came without the necessary shoelaces. Turns out, […]
Tip Sheet: Watch Your Language
Replace lazy, off-putting phrases with customer-friendly substitutes and watch your sales jump BY JULIE A. PALM Words matter and what you say to a customer matters a lot. Throwaway phrases and poorly thought-out responses to questions can send customers scurrying away from your store and over to a competitor. Retail Training Services, a firm based […]
Spiller Furniture & Mattress Banks on Relationships
Third-generation retailer Spiller Furniture & Mattress continues family tradition while building a strong brand in Alabama, Mississippi. BY JULIE A. PALM Spiller Furniture & Mattress, a 13-store chain of full-line furniture stores in Alabama and Mississippi, sells a wide selection of home furnishings and mattresses at a good price. But its real secret to success […]
How to Become a Retail Service Associate
For now, forget being a retail sales associate—the essence of your job is to help people improve their lives by sleeping well. Cultivate the following 4 skills and qualities to become a true Retail Service Associate. BY JULIE A. PALM As a retail sales associate, how do you describe your job to people? Do you […]
Selling Children’s Bedding
Retailers that offer mattresses and sleep products for children and teens can grow sales and help families provide a comfortable nighttime sanctuary for their little ones. Editor’s Note: Many products, including mattresses and other sleep products, that are intended for use by children (typically defined as those 12 and younger) are regulated by the U.S. […]
How to Manage Millennial Employees
There’s no doubt Generation Y is shaking up the workplace. Here are insights into—and ways to motivate—the young millennial employees of your team. As a mattress retailer, your business is undergoing a major shift. No, we’re not talking about how consumers research and buy mattresses. This transformation is coming from the inside as millennials—the youngest […]
Coach Your Team To A Winning Summer Selling Season
Time to play ball! Major League Baseball isn’t the only organization to benefit from the annual rite of spring training. The following nine pregame exercises will help you coach your bedding team to a winning summer selling season. BY JULIE A. PALM Major League Baseball’s spring training is over for pro players, but as mattress retailers, […]
Tip Sheet: Scents and Salability
Hitting the right note with in-store fragrance can put shoppers in a buying mood BY JULIE A. PALM Smell is one of our most powerful senses. Fragrances are evocative and compelling. A whiff of baseball glove leather can transport you back to summers spent on Little League fields; the scent of hot popcorn can make […]
5 New Year’s Resolutions For Mattress Retailers
BY JULIE A. PALM Make 2016 your best year yet Try one of these five easy resolutions to invigorate your store or your professional life during the coming 12 months The new year is a nice time to take on new challenges. Many of us make personal resolutions as the calendar turns to January. This […]
Meet The Millennials
All grown up, ready to tackle the world and 80 million strong, this generation of digital natives is revolutionizing America’s retail landscape. How can you adapt your sales strategies to fit generation Y’s values and lifestyles? BY JULIE A. PALM With their financial futures thrown off course by the Great Recession and their lives shaped […]
Pipe the Perfect Background Music Into Your Store
Playing the right background music in your store can make shoppers tap their toes and put them in a buying mood BY JULIE A. PALM It may be called background music, but the sounds that play in your store should be at the forefront of your mind. Background music is all about creating a mood. […]
US-Mattress Makes Mattress Shopping Easy
An effortless experience—whether online or in-person—is the goal for this omni-channel retailer BY JULIE A. PALM PHOTOGRAPHY PROVIDED BY US-MATTRESS US-Mattress, one of the earliest and one of the most successful online sellers of mattresses, is expanding its brick-and-mortar presence, recently adding two new stores—for a total of five in its headquarters state of Michigan—and […]
A Little Privacy, Please
When customers rest-test to find a comfortable mattress, don’t make them so uncomfortable they want to flee the store BY JULIE A. PALM The last time Sleep Savvy checked, there weren’t a lot of clothing retailers that encouraged people to try on outfits in the middle of the store—just pull off those jeans and slip […]
A down-and-dirty guide to springs, foams and latex
This easy-to-follow primer on mattress components will help you understand what the latest advancements mean for comfort, durability and support—and, most important, how they affect your customers’ sleep. BY JULIE A. PALM There was a time when springs, foams and latex knew their place in beds. Innersprings provided a durable, resilient mattress core with strong […]
The ‘R’ Word
BY JULIE A. PALM Mattress comfort returns are unavoidable–and frustrating. Here are ways to deal with them that will keep customers happy and your bottom line in the black. For a mattress retailer, a ringing phone is a good thing. It usually means consumers are in the market for a bed and are at least […]
Midwestern values thrive at Mattress Factory
Retailer’s ‘Locally owned, locally made’ message in Grand Forks, North Dakota, resonates with customers, community BY JULIE A. PALM PHOTOGRAPHY BY JOHN BROSE Matress Factory in Grand Forks, North Dakota, counts nine mattress-selling competitors—including big boxes, sleep shops and national furniture chains—within just a mile or two of his store. Arnold never forgets about those […]
How to welcome customers to your store
Greetings and salutations: How you welcome customers to your store can determine whether they feel comfortable staying, shopping and buying BY JULIE A. PALM 1) “Hey.” 2) Silence 3) “Can I help you?” Which of those is the worst way to greet a customer? OK, we admit it’s a trick question. All three are inexcusable—likely […]
Selling to aging baby boomers
The times they are a-changin’ As baby boomers—the massive generation that revolutionized consumerism in post-war America—age, so do their buying habits. How can bedding retailers adapt to the shifting needs and values of this demographic juggernaut? By Julie A. Palm What’s made your store successful? Is it hiring a great team? Crafting a creative marketing […]
Tweet worthy
How to keep your Twitter followers engaged and entertained #SocialMediaTips @SleepSavvyMag BY JULIE A. PALM At this point, you’re probably on Twitter. You might even be using it for your store. But do you ever wonder exactly what you should be tweeting to your followers? Are you worried about tweeting too much? Too little? Is your […]
Spring cleaning
A sparkling store can help build your competitive edge—especially during the summer selling season. Here are practical tips to make your store fresh as a daisy BY JULIE A. PALM If the idea of spring cleaning your store sounds as appealing as spending a beautiful Sunday afternoon in April cleaning out your garage, remember this: […]
Get a grip on handshake basics
What’s in a handshake? A lot more than you realize. Here’s a quick review of the basics—and pitfalls to avoid You know the old saying, you never get a second chance to make a first impression. When working with customers, part of that first impression often comes with a smile and a handshake. This traditional […]
Remembering to say thank you
Sending your customers a thank-you note is a simple touch that can make a lasting impression. Follow these simple steps to make your store unforgettable BY JULIE A. PALM If the last time you wrote a thank-you note was for the candlesticks Aunt Ruth and Uncle Harvey gave you for your wedding—or worse, the sweater […]
The psychology of pricing
What do shoppers think—and how do they respond—when they see that $599 or $2,599 tag? Consider these influential marketing aspects and strategies for finding the right price points to increase traffic and profit BY JULIE A. PALM As much as we’d like consumers to buy a mattress based solely on how much they love the […]
Sign, sign, everywhere a (store) sign
How well does your store signage attract and inform customers? Here are 10 less-is-more tips to help convey effective and useful messages BY JULIE A. PALM Sign, sign, everywhere a sign Blockin’ out the scenery, breakin’ my mind Do this, don’t do that, can’t you read the sign? —“Signs” by Les Emmerson, 1970 If there’s […]
BedMart goes its own way
For this Portland, Oregon-based chain, an ambitious growth strategy, selection and ‘Lexus-level’ customer service steer its success BY JULIE A. PALM PHOTOGRAPHY BY KIMBERLI RANSOM When the Great Recession hit in 2008 and other retailers shuttered stores, BedMart Mattress Superstores President Steven Stone opened new locations. While owners of other mattress chains are selling their enterprises […]
Retail Road Trip: Now that’s a good idea!
We look back at Retail Road Trips to cull some of the best strategies from the past year—and challenge you to take them to the next level BY JULIE A. PALM In every issue, Sleep Savvy takes our readers along on a Retail Road Trip to visit successful mattress retailers across the United States and […]
Adjustable bases, the new ‘power tools’
Sparked by growing consumer awareness, changing lifestyles and a variety of upgraded, easy-to-use features, adjustable beds are poised for another round of substantial growth this year. Sleep Savvy explores this dynamic category, identifying trends and sales strategies. BY JULIE A. PALM There is an important segment of the bed-buying public that is interested in high-end, high-tech sleep products, […]
McRoskey Mattress Co. thrives on hand-crafted heritage
As maker and retailer, this venerable San Francisco-based mattress business builds its service from the springs up BY JULIE A. PALM PHOTOGRAPHY BY JACK HUTCH At McRoskey Mattress Co., being a mattress manufacturer makes a difference at retail. And closing the sale always includes this question: “May we make your mattress?” A 115-year history of […]
Uncovering the art of sleep accessories sales
Sleep products such as protectors and linens help your customers relax and rejuvenate—and they’re healthy for your store’s bottom line as well. Consider these ways to differentiate and accentuate your accessory lines. BY JULIE A. PALM As a mattress retailer, how you think about protectors, linens and other sleep accessories can be a pretty good indicator […]
A heavy issue: How to tactfully assist overweight mattress shoppers
How does the nation’s size epidemic affect mattress retailers? Sleep Savvy explores the relationship between weight and sleep and its affect on the sales floor. We also offer insights into how you can steer shoppers to the best mattress for their body type—and deal with an awkward conversation BY JULIE A. PALM When setting out […]
What you need to know about mattress recycling
WHAT IT MEANS HOW IT WORKS WHY IT MATTERS BY JULIE A. PALM Retailers selling mattresses and foundations in three states soon will need to make some changes to the way they operate, as part of those states’ efforts to recycle bed components and reduce the number of mattresses and foundations heading […]
Bedcrafters’ success rests on passion
In eastern Virginia, the owners of two bedding boutiques are brand evangelists—and driven by customer satisfaction BY JULIE A. PALM PHOTOGRAPHY BY LISA W. CUMMING The owners of BedCrafters by Michelle, a two-store retailer in eastern Virginia, believe so strongly in the bedding products they sell, they have no qualms about suggesting customers shop other stores before […]
Marketing to Millennials
Bedding retailers can benefit from lessons learned by the GOP when it comes to selling to this unique generation BY JULIE A. PALM Looking at the numbers, the Millennial generation is a mattress retailer’s dream market: 80 million strong and at the age (18 to 33) when young adults typically move out on their own, […]
Learning from those who do it best
BY JULIE A. PALM We all have different learning styles. Some of us absorb knowledge through the written word. Some of us are more auditory: Tell us directions to a new location and we’ll remember them forever, without a GPS to help us along. Others are visual learners and turn to YouTube videos to discover […]