• Mattress Retailing 101: Bedding plays major role in Furniture Mart’s success

  David Perry, August 15, 2008
  ROXBORO, N.C. — Larry Cole has found success with bedding at his full-line furniture store here with a simple strategy: Promote bedding relentlessly.  More

• Keep spending on advertising, especially in these tough times

  David Perry, Bedding editor, July 11, 2008
  HUNT VALLEY, Md. — Bedding retailers thinking about cutting back on their advertising in tough times should think again. History shows that's a losing strategy. Advertising expert Jon Parks, executive vice president of Horich Parks Lebow Advertising, based here, made that point in a presentation at Furniture/Today's latest Bedding Conference in May.  More

• Mattress Retailing 101 -- Veteran salesman finds success with his ears

  David Perry, Bedding Editor, May 5, 2008
  Patrick Schweitzer, the manager of the newest 1800mattress.com store in New York, is a veteran mattress salesman who finds success with his ears. The biggest key to mattress sales is listening to the customer, he said. The more you know how they feel, the better you can help them. I am a good listener.  More

• Mattress Retailing 101 -- A good mattress helps you do what?

  David Perry, April 17, 2008
  It is the magic question, a single, simple question that helps consumers unlock the secret to a happier, more fulfilled life. And, best of all, the consumers supply the answers to that question themselves. All they need is a little prompting.  More

• Mattress Retailing -- One size does not fit all at Mattress Barn stores

  David Perry, Bedding Editor, March 17, 2008
  EDITOR'S NOTE: Mattress Barn, based in Rockledge, Fla., has built a reputation for good service. The 23-unit bedding specialty retailer, founded by furniture veteran Ron Bolding in 1989, has carved out a solid niche in the ultra-competitive central Florida market. Furniture/Today recently visited several Mattress Barn stores and talked with veteran sales associates about some of the strategies ...  More

• Mattress Retailing 101: Selling the Verlo way

  David Perry, Bedding Editor, February 28, 2008
  MUNDELEIN, Ill. — In the end, says Stuart Lazarus, a Verlo Mattress Factory Stores franchisee here, it is all about better sleep.  More

• Mattress Retailing 101: Gallery Furniture strives to keep bedding fresh

  David Perry, Bedding Editor, January 11, 2008
  Houston, Texas — HOUSTON, Texas Our case study for this month's edition of Mattress Retailing 101 comes from one of the most colorful retailers in the furniture business: Jim McIngvale, owner of Houston-based Gallery Furniture. With a heavy diet of zany TV and radio commercials, he built Gallery into one of the country's most successful furniture stores, generating sales of approximately $130 million from a single location.  More

• Mattress Retailing 101: Skillful hiring, training give Sit 'n Sleep an edge

  David Perry, Bedding Editor, December 20, 2007
  Sit 'n Sleep has a reputation for having some of the strongest retail sales associates in the business. It is a veteran, experienced group, mostly composed of men.  More

• Mattress Retailing 101: Veteran salespeople share insights on sales success

  David Perry, Bedding Editor, November 15, 2007
  EDITOR'S NOTE: Sit 'n Sleep, based in Gardena, Calif., operates the largest bedding sleep shops in the country. Those are also the industry's most productive sleep shops, generating an average of more than $6 million in sales per store, according to Furniture/Today's latest report on the Top 25 Bedding Retailers.  More

• Mattress retailing 101: Consumers: Sales associates don't meet their needs

  David Perry, Bedding Editor, October 19, 2007
  The bedding industry can boost sales and increase consumer satisfaction if retail bedding sales associates better connect with their customers. But there is much work yet to be done in that area. Those were some of the major lessons learned by top bedding executives and consultants who spent a week listening to bedding consumers around the country.  More

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