Retailers need to focus on fitting people for the right mattress.
The FAM partnered with Nationwide Marketing Group to survey 2,000 mattress buyers and discovered that 64% said they would likely purchase their next mattress without trying it in person.
Ready for a shocker? More than half of people who bought a mattress from a furniture store or sleep shop said next time they buy a bed they don’t feel the need to try it first.
Side Note: Of those who purchased online this last time, 96% do not plan to try before buying the next time they purchase.
There’s still hope for those willing to work. If you sell mattresses, you know that sometimes it’s difficult to get people to actually lie down. If somebody wants to buy and bolt, sell ‘em a bed! But remember to build value in getting fitted for the right mattress. Explain pressure relief and support and how each person is unique. Build value in everything you do and why it matters.
Hungry for more useful data? Get the full report for free when you become a FAM+ Member, brought to you by Nationwide Marketing Group!
4 Strategic Lines of Questioning for High-Performance Mattress Salespeople
Good salespeople are always prepared to answer customer questions, but the most successful RSAs are the ones who ask great questions.
Of course, it’s all about asking the right questions, which was the topic of a mattress industry Facebook thread started by Steve Houk. The answers we found were so great we wanted to share them and take a closer look at why they’re such good questions to ask.
Nationwide, along with Next Level Distribution and Tempur-Sealy International (TSI), joined forces in the days leading up to PrimeTime in Phoenix to help raise awareness and funding for Autism Speaks, an organization that provides research, advocacy efforts, services and supports to individuals with autism.
A new kitchen table. What a time to be in the market, right? I’m looking for a solid wood table that looks like it’s straight out of 1726, but I want it round and able to seat at least six. Do have this in your store, and are willing to ship to NW Arkansas? Hit me up!
Kinsley is reading…
Every night before bed I read fiction. Right now I’m reading Jitterbug Perfume by Tom Robbins. If you want to experience masterful writing that paints a picture in your mind, grab this book or Still Life With Woodpecker, also by Robbins. Here’s a taste:“It is to erase the fixed smiles of sleeping couples that Satan trained roosters to crow at five in the morning.”The Middle Ages hangs over history’s belt like a beer belly. It is too late now for aerobic dancing or cottage cheese lunches to reduce the Middle Ages. History will have to wear size 48 shorts forever.
Fake photo alert!
This appears to be a super-stylish modern living room—and it is—but it’s entirely photorealistic imagery. And it’s cheaper to produce than traditional photography [rejoice ]. Who is responsible?
Jack Frost, is that you? The stage right before frostbite occurs is actually called frostnip.
Foot Traffic Drivers
Need helping getting more people to your store?
Here’s an idea…
Pictures with the Easter Bunny!
It’s that time of year—partner with a local photographer and a local barnyard for a picture set up with the Easter Bunny! Offer pictures with real bunnies or with a larger than life friend dressed up in a costume.
To take it up a notch, offer parents the opportunity to hunt for eggs filled with discounts or free items!