RETAIL ROAD TRIP the selling scene
Pillows—from Tempur-Pedic and Scandinavian—are also presented as part of the overall sleep system and they’re displayed on the mattresses. “If a customer doesn’t like the one that’s on the bed, we suggest a different one,” Crosby explains. “They’re invited to take one they like with them to the next mattress.” At $129 to $159, “A pillow sale may be a little money now,” he says. “But pillows can make a big difference in meeting sales goals for the month—or for the year.” By showing a system rather than just a mattress, GAHS sales associates give customers the experience of what the best can really feel like. “We stress that if they try a mattress with an adjustable base and a great pillow, unless they buy all of them,
The storefront in Southaven, MS.
the bed won’t feel the same when they get it home,” says Crosby. The added dollars—and added sales commissions—can be truly impressive, he says. “Retailers are finally realizing what’s been left on the table in the past.” ●
make more sales by making your beds.
If you’re only selling your customers mattresses, headboards and bed rails, you’re leaving a lot of money on the sales floor. That’s where Hickory at Home’s Final Touch comes in — by opening up a top-of-bed retail store within your store. Choose from three different footprints — 300, 150, or 75 sq. ft — fully stocked with top-of-bed accessories like sheets, pillows, down comforters and mattress pads beautifully designed to help you make more sales by helping your customers finish making their beds. To see how Hickory at Home’s Final Touch fits into your plans to wake up your sales, call 1-800-438-5341 Ext 4562.
www.hickoryathome.com (828) 328.2201 ext. 4562 • (800) 438.5341 ext. 4562 © 2010 Hickory Springs Mfg. Co.
www.sleepsavvymagazine.com
SleepSavvy • May/June 2011
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