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Mattress Retailing 101: Bedding plays major role in Furniture Mart’s success
David Perry, August 15, 2008ROXBORO, 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, 2008HUNT 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, 2008Patrick 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, 2008It 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, 2008EDITOR'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, 2008MUNDELEIN, 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, 2008Houston, 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, 2007Sit '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, 2007EDITOR'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, 2007The 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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Most mattress manufactures don’t make 2-sided mattresses anymore. I...
– 2008-25-5 14:27:12 EDT
in response to Do your customers care if a mattress is one- or two-sided?I thoroughly hate my one-sided mattress. It's a Sealy Posturepedic that I've...
– 2008-6-3 05:41:58 EST
in response to Do your customers care if a mattress is one- or two-sided?I agree with Kurt - sales people, in general, have to find an effective way to...
– 2007-23-10 01:11:11 EDT
in response to Mattress retailing 101: Consumers: Sales associates don't meet their needs
Best of Market: More market highlights
Here is a sampling of some of the stylish new products catching dealers' eyes at the October High Point Market. For more coverage, see Furniture/Today's Nov. 2 print issue. When you're done viewing the photos in this Slideshow, more images of hot introductions also are available on the Furniture/Today Web site by clicking here.
Events
Furniture/Today Leadership Conference
December 02-04, 2009Location: Ritz Carlton Golf ResortShowtime Fabric Market
December 06-09, 2009Location: Textile Tower/Market SquareThe Atlanta International Gift & Home Furnishings
January 06-13, 2010Location: 240 Peachtree St NW Suite 2200
See Our eCatalogs
All the latest product offerings from some of the Top Companies in the Home & Outdoor Furnishings market.
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Click here to see selections from eight different categories.
High Point Market News
Check out our latest news, features and analysis of the fall 2009 High Point Market, being held October 17 to 22. Our coverage includes updates on product introductions, style trends, business developments and strategies for growth. Also, our eDaily eletter will publish an extra edition starting this Saturday. Click here to view our exclusive market page of information.
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