Vendors set out to solve retailer problems with super-functional sleep accessories, nifty sales tools and e-commerce options

BY BARBARA T. NELLES

The variety and features of new sleep accessories on display at the Las Vegas Market Aug. 2-6 were awe inspiring.

The editors of Sleep Savvy visited as many of the more than 100 sleep products exhibitors at the World Market Center as possible. Our photo album will give you an idea of what we saw and just how much of the news was related to the top of the bed—and underneath it, too.

Certainly, there were new bed sets to see at the show, as well. E.S. Kluft & Co., King Koil, Kingsdown and Sealy each introduced mattress collections. But most exhibitors told us they are holding major launches for the January show. In fact, some companies didn’t tout any new product. Instead, they unveiled marketing and advertising programs and retailer tools for in-store use, all designed to support their dealers.

In just about every product area, vendors sought to address current retailer concerns, from competing in an e-commerce environment to increasing ticket sales.

Here is a recap of four major trends from Las Vegas bedding showrooms:

1

Will it ship? Yes, in many cases it will. Vendors added new beds that can be compressed and rolled for shipping. Some, like Therapedic International, offer to drop-ship these models directly to consumers. Such beds can be featured on your sales floor or on your company’s e-commerce site. And there’s more—including ready-to-assemble bed frames and foundations and even complete beds that fit into common carrier-friendly boxes for affordable shipping. Indeed, six of the eight new complete bed frames at Fashion Bed Group by Leggett & Platt Inc. were designed to “snap” together for easier shipping.

2

Tools of the sales trade Digital tools for retail sales associates, such as those offered by DreamFit, Restonic and Simmons, continue to evolve. With a smartphone or tablet, any RSA can do a better job of educating and informing consumers during the process of selecting a mattress and sleep accessories.

3

Pillow expansion We nearly had to fight our way through the sheer number of pillow introductions in an enormous range of shapes, componentry and, increasingly, ways of classifying pillow comfort. You can’t stock them all, but you may want to consider enlarging your store’s selection: You don’t want to miss out on a powerful opportunity to make a great pillow part of every mattress sale.

4

Miraculous sheets Vendors showcased high-performing sheets with eye-catching, appealing packaging intended to dress up a retailer’s accessories department. Notable: Malouf showcased its award-winning packaging designs, while Reverie launched three collections for adjustable beds, and PureCare unveiled a new cooling collection.

Continue reading … View our information-packed photo album at sister publication BedTimes magazine.