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Mattress Retailing 101

  • Keep spending on advertising, especially in these tough times
    David Perry, Bedding editor -- Furniture Today, 7/11/2008
    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....
  • Mattress Retailing 101 -- Veteran salesman finds success with his ears
    David Perry, Bedding Editor -- Furniture Today, 5/5/2008
    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....
  • Mattress Retailing 101 -- A good mattress helps you do what?
    David Perry -- Furniture Today, 4/17/2008 9:36:00 AM
    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....
  • Mattress Retailing -- One size does not fit all at Mattress Barn stores
    David Perry, Bedding Editor -- Furniture Today, 3/17/2008
    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 ......
  • Mattress Retailing 101: Selling the Verlo way
    David Perry, Bedding Editor -- Furniture Today, 2/28/2008 6:22:00 AM
    MUNDELEIN, Ill. — In the end, says Stuart Lazarus, a Verlo Mattress Factory Stores franchisee here, it is all about better sleep....
  • Mattress Retailing 101: Gallery Furniture strives to keep bedding fresh
    David Perry, Bedding Editor -- Furniture Today, 1/11/2008 6:18:00 AM
    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....
  • Mattress Retailing 101: Skillful hiring, training give Sit 'n Sleep an edge
    David Perry, Bedding Editor -- Furniture Today, 12/20/2007 8:53:00 AM
    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....
  • Mattress Retailing 101: Veteran salespeople share insights on sales success
    David Perry, Bedding Editor -- Furniture Today, 11/15/2007
    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....
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