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The retail mattress environment is changing, causing manufacturers and retailers to understand the need to capitalize on emerging trends in order to maximize overall sales performance and customer satisfaction. Four recent trends are shifting the retail mattress store landscape and making pressure imaging an increasingly important point-of-sale tool.
- Customers are seeking personalization. Customers are no longer purchasing mattresses, but rather are looking to buy a better night’s sleep. According to an article featured in Sleep Savvy Magazine in December 2005, “customers are really looking for a night of comfortable sleep so they can wake up feeling rested and restored.” As a result, customers expect to be treated as unique individuals with unique sleep needs and are demanding a more customized sales approach from retailers.
- Aging population is driving demand for higher-end mattresses. As the baby boomers age, the demand for higher-end mattresses is increasing. Baby boomers are more numerous than previous generations, have higher levels of disposable income, and have high consumer expectations. As such, retailers must be able to position higher-end products to this market.
- Retailers need to teach customers how to shop. The increased shift from price to value means that value-based merchants need to tangibly demonstrate value to customers. As part of the process, customers need to be educated on what to ask and how to compare competing mattresses. The point of purchase is the ideal opportunity to teach your customers how to shop, and pressure imaging systems contribute to customer education on how to select a comfortable mattress.
- Mattress companies need to find new ways to differentiate from competitors. Increasing competition means that mattress retailers need to work harder to differentiate themselves from their competitors. Innovative in-store tools that enhance the customer purchasing experience continue to evolve as a key means of achieving differentiation.
XSENSOR’s X3 pressure imaging technology and new POS Comfort Index Software v.5.0 are ideal tools to capitalize on the trends outlined above. Pressure imaging allows for each customer’s unique pressure distribution profile to be matched to the ideal mattress, while helping retailers demonstrate comfort in a tangible way. If a picture is worth a thousand words, then a pressure image is the ideal in-store sales tools to support your sales representatives.
To learn more about how pressure imaging can be used to assist your retail mattress stores, please visit www.xsensor.com or contact us directly.
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