Tips & Selling Strategies

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When Mattress Features Sound Alike, Retailers Can Make the Difference

When mattress features start to sound alike, retailers can help shoppers connect the dots. By turning product details into practical benefits, sales associates can make the shopping experience clearer, more personal, and less driven by price alone.




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7 Retail Trends to Watch

Consumer, tech and economic trends are shaping the world of mattress selling. Addressing them...

Sleep Accessories Build Basket: Boost Your Bottom Line with Trending Bedding...

Carrying a nice selection of bed linens, mattress toppers and protectors makes shopping easy...

Merchandising makeover

BY JULIE A. PALM Looking for ways to freshen up your store? Consider these 30...

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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...

7 Keys to Understanding Today’s Retail Mattress Marketplace

BSC survey of mattress purchasers and those who plan to buy identifies trends in shopping behavior A Better Sleep Council survey looked at shopping behavior...

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....

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....

New Book Offers Tips to Brick and Mortar

Mattress industry veterans Mark Kinsley and Mark Quinn have co-authored a book for brick-and-mortar mattress retailers, “Come Back to Bed: Attract More Foot Traffic...

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...

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...

‘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...

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...

“A New Path Forward”

Jeff Giagnocavo of Gardner’s Mattress & More co-authors book to help independent retailers succeed when facing tough competition “Independent mattress store owners deserve to get...

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...

A Retail Guide to Social Selling

Digital channels can help you reach customers and create a more personalized shopping experience As the COVID-19 crisis continues to unfold, consumer buying behaviors are...

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...

White Mask Delivery

How coronavirus is changing the way retailers deliver and set up beds in customers’ homes It’s been a selling point for many brick-and-mortar retailers to...

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...

“We’re Open — and Sanitized!”

Follow these guidelines for keeping your team healthy, your store hygienic and your customers comfortable shopping for sleep products during the COVID-19 outbreak The novel...

What’s That Sound?

From creating an acoustic logo to advertising on podcasts, it’s time to tune up your company’s audio identity. Listen up! With the popularity of sound-centered media...

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...

Secret Shopper: Going to Extremes in California

The search for a new mattress leaves a couple feeling at times unsatisfied — and even ignored For this issue’s Undercover, we sent a middle-aged...

The Buzz That Was

Looking for a refreshing way to start the new year? Clean up your vocabulary by sweeping away tired jargon and shirking the slang In today’s...

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...