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 […]
New Decade, New Challenges
Bedding departments and sleep shops will encounter a volatile economic environment this year, with a number of factors creating uncertainty Editor’s note: The following article provides analysis and a forecast for the economy in general. It is not intended to provide a forecast specifically for the mattress industry. Also, the predictions in this article do […]
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 […]
’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 […]
Recession Busters
Retailers can survive and thrive in an economic downturn if they retool their operations well in advance of a slump. Here are the critical steps you need to take When will the next recession hit? No one knows, but retailers are aware the decade-long run of good times can’t last forever. Two-thirds of the nation’s chief […]
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 […]
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 […]
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 […]
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 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 […]
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 […]
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
On the front page of my local newspaper this morning, a columnist recounts his ongoing frustration dealing with a cable and internet provider. “I’ve been to the ninth ring of hell,” he begins. “Perhaps you know it, too. It’s known as calling ‘customer service.’ ” Crabbing about a bad experience with a company is reliably […]
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 […]
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 […]
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, […]
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 […]
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 […]
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 […]
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. […]
Retail forecast says sunny skies for U.S. economy
BY PHILLIP M. PERRY Retailers should enjoy a robust year, thanks to growing employment, rising wages and low borrowing costs Fair weather ahead. That’s the economic forecast for 2018. Retailers should benefit from an improving employment picture, growing disposable consumer income and an easy credit environment. “The United States economy continues to power forward,” says […]
ISPA launches Consumer Analytics Program
To learn more During the Winter Las Vegas Market, the International Sleep Products Association will host an information session about the new ISPA Consumer Analytics Program. Mark your calendar for 2 to 3 p.m. on Monday, Jan. 29, in the World Forum on the 16th floor of Building B in the World Market Center. For […]
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. […]
Dangerous flying mattresses: Too many consumers lose their bedding loads on the roads
BY BARBARA T. NELLES Bedding retailers should check out these strategies for discouraging do-it-yourselfers When is a mattress delivery hazardous to your health? When it’s handled by an amateur. In a little more than two years, the editors of Sleep Savvy have bookmarked close to 50 mattress-related crashes and mishaps related to people transporting mattresses […]
Boxed-bed trend continues to resonate
Variety of companies are partnering with online retailers—or launching their own offerings—to stay ahead of the burgeoning category The boxed-bed category has gained even more momentum in 2017. Just in the past few months: Minneapolis-based mass merchant Target invested $75 million in mattress startup Casper and began selling a selection of Casper products online and […]
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 […]
Power Up Your Adjustable Base Sales
Adjustable bases are one of the most exciting products mattress retailers can sell—and not just because they are the only thing on the sales floor that does something besides lie there. (Just a little “motion” humor for you.) With features like head and foot tilt and massage, power bases help solve people’s real sleep and […]
Rev Up Your Summertime Sales with a Big ol’ Party
Summertime is a great time for mattress sales. Of course, there are the long holiday weekends, but consumers also often have more time on their hands and like to get out and about in the nice weather and longer days. Here are some ideas for pulling shoppers into your store between now and the official […]
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 […]
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 […]
New Adjustable Bases Offer Price Points and Features to Please Consumers
BY BETH ENGLISH Purposeful power bases play many roles in today’s bedroom—from utilitarian medical device to high-tech tool to elegant design statement. A lot of products claim to offer something for everyone. In the case of adjustable or power bases, it’s truer today than ever before. The adjustable base, which has been around for decades, began as a way […]
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 […]
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 […]
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 […]
How to Negotiate a Lease Renewal
BY PHILLIP M. PERRY It’s time for your lease renewal. Are you ready to negotiate? In a real estate market characterized by rising prices, retailers must protect their profits by negotiating favorable terms at lease renewal time. Follow these smart strategies to safeguard your bottom line: If you’re like many retailers, your answer is “no.” […]
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 […]
How Well Are You Competing with Online Retailers?
BY GARY JAMES As more online retailers and e-commerce players pop up, brick-and-mortar stores look for ways to retain customers—and profits. Consider these tactics for succeeding in the cyber world. This has been a busy year on the boxed-bed front, as manufacturers and retailers alike respond to the wave of new competition from e-commerce upstarts. […]
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, […]
Talking Tech in Bedding Retail
From web-based sales tools to texting apps to video chat services, new offerings help retailers capture consumers’ attention and get them to buy BY GARY JAMES Think the mattress industry is changing rapidly when it comes to product development and model changes? The retail technology arena is even more frenetic, with new platforms, enhancements and […]
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. […]
Simmons Helps Stores Step Up Their Technology Game
Editor’s Note: The relationship between retailers and product manufacturers is a critically important one. When they work well together, both enjoy greater success. With that in mind, Sleep Savvy has created Spotlight, an occasional feature. In each Spotlight, we’ll speak with a manufacturer about its latest products and, most importantly, the innovative ways it works […]
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, […]
Is the Boxed-Bed Craze Turning the Mattress Business Upside Down?
The brave new world of boxed-bed retailing and delivery How can retailers meet the rising demand for easily shippable mattresses? Sleep Savvy offers insights into how to expand your offerings in-store and online BY GARY JAMES From Casper, Leesa and Helix to Saatva, Tuft & Needle and Yogabed, the list of direct-to-consumer mattress specialists seems to […]
How To Sell Beds to Couples
Couples Counseling It’s an uncomfortable scene, to say the least: Partners need a new bed but their mattress preferences are incompatible, and retail sales associates may be called on to settle differences. Sleep Savvy delves into this issue and offers suggestions to avoid trouble in paradise and to keep sales strong BY JULIE A. PALM You […]
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 […]
How retailers can make the most of online reviews
More than likely, people are critiquing and rating your store and sharing their opinions with countless consumers on the Internet. Here are ways to make those conversations work for you BY LIN GRENSING-POPHAL In a world where mobile devices, social networking sites and other means of connecting with the masses are now commonplace, how can mattress […]
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 […]
The power of pillows
BY BETH ENGLISH AND BARBARA T. NELLES Today’s feature-filled pillows are a must-have for consumers and retailers alike. Here are some of the latest offerings and strategies for fluffing up sales Never before have pillows had so much to offer consumers—and retailers. Pillow suppliers have been hard at work redesigning the simple bed pillow into […]
Building a sleep sanctuary
In honor of Better Sleep Month, Sleep Savvy examines how adding bedroom ambience to your showroom floor can boost shopper comfort and increase sales. We offer a suggestions to help your customers create a restful retreat at home, too BY JULIE A. PALM In the mattress industry, we talk a lot about “selling sleep.” It’s shorthand […]
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: […]
Relax, there’s an app for that. Improve your sales with these high-tech tools
BY GARY JAMES Sleep Savvy examines the latest technologies and systems available to aid and refine the mattress-selling process The National Retail Federation’s 2015 Big Show expo Jan. 11-14 in New York provided a glimpse at how technology is changing brick-and-mortar retail. From viewing screens that enable shoppers to “try on” virtual clothing to sophisticated […]
Platform beds, the space savers
The no man’s land under platform bed frames offers consumers a way to reclaim room once the sole territory of dust bunnies BY GARY JAMES With space at a premium in so many of today’s homes, platform bed frames that provide room for storage are growing more popular. “Consumers like having room under the bed […]
A centennial celebration to remember
Retailers are invited to celebrate ISPA’s 100th anniversary at its 2015 Industry Conference The International Sleep Products Association turns 100 this year, and retailers are encouraged to attend a one-of-a-kind centennial celebration at the 2015 ISPA Industry Conference March 4-5 at the Vinoy Renaissance Resort and Golf Club in St. Petersburg, Florida. ISPA will honor the […]
The Better Sleep Council: A sound message for sound sleep
For more than 35 years, the Better Sleep Council has moved the industry forward by helping you help your customers get a good night’s sleep. Today, it’s stronger and more committed than ever to promoting healthy sleep for healthy sales BY BETH ENGLISH Quick—name the three major components of a healthy life. Diet, exercise and […]
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 […]
Framed! Updates make bed frames and foundations an easier sell
BY GARY JAMES * All prices are suggested retail for queen size unless otherwise noted. Often an overlooked or undersold element in a typical sleep system sale, bed frames and foundations are gaining more attention lately due to enhancements in construction, styling and functionality. “I’m beginning to see many more conversations on sales floors about […]
Retailers invited to ISPA Industry Conference
Forbes publisher will serve as keynote speaker Bedding retailers are encouraged to attend the 2015 ISPA Industry Conference March 4-5 at the Vinoy Renaissance Resort and Golf Club in St. Petersburg, Florida. The conference is sponsored by the International Sleep Products Association. The Better Sleep Council is the consumer-education arm of ISPA. Entrepreneur-turned-publisher, columnist, author, […]
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, […]
Why hire part-time workers?
Part-time workers offer distinct advantages for retailers, despite the full-time challenges they pose. Follow these suggestions for hiring and retaining the best. BY PHILLIP M. PERRY Part-time workers are critical gears in the retail machine, performing many vital duties on the sales floor, on the delivery truck and throughout your company. “The business world is […]
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 […]
Marketing communications: Power shift
BY BARBARA T. NELLES Retailers have lost control of their marketing communications, says Phil Johnston, senior vice president of strategic services for Marcus Thomas LLC. And here’s why that just may be a good thing. Who is in charge of your marketing communications and brand image? You? Think again. A dramatic shift has occurred that is […]
Chill out! Selling cooler sleep
BY BARBARA T. NELLES Advances in mattress components can give your customers the cool sleep they crave. To understand these technologies, Sleep Savvy provides this primer on the newest offerings in temperature-regulating products and solutions There is no denying that foams play a popular and important role in today’s mattresses, whether as support core or […]
The right hook–How to create advertising that works
BY CAMA MCNAMARA It’s 2014, and if you’re still selling mattresses like you did a decade ago, your sales are suffering. Just as the technology in mattress components has advanced over the years, so have opportunities for advertising and marketing. Today’s ever-evolving media mix offers a plethora of opportunities to reach consumers. From seniors to […]
How to make your sales floor ‘POP’
New technologies—and a less-is-more approach—add punch and power to point-of-purchase displays
Selling to women
Brought to you by restonic® Increasingly, retailers around the country—from Best Buy to Lowe’s—are implementing significant design changes to make their stores more female friendly. Another one followed suit last fall when home and garden retailer Orchard Supply Hardware, a chain based in San Jose, Calif., rebranded its shops to create a more welcoming environment […]