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XSENSOR in Action: Conducting a Retail Pilot Program

The objective of the pilot program was to determine whether pressure imaging technology could help sales people sell more mattresses. The program was designed to control as many outside variables as possible in order to provide a clear understanding of the value provided by pressure imaging systems in a retail environment.

30 stores from across the country were selected for the initial pilot. Each selected store was paired with a "sister store" in the same geographic market. The sister store's sales figures, customer demographics and location were very similar to the pilot store, thus ensuring that the impact of introducing pressure imaging in the pilot store could be accurately measured against a control (i.e. sister) store.

Salespeople lay the body-length sensor pad (1,664 sensors) on the mattress and invited consumers to lie down on the pad as they would on their own bed. XSENSOR's sensor pads are accurate enough to provide crisp results for a range of customer pressure distribution profiles (i.e. different weights, body sizes, shapes, etc.), yet are also as thin as a bed-sheet to offer uncompromised comfort and simulate a natural environment. The question was: Would the use of pressure imaging persuade or in any way influence a consumer's buying decisions?

The mattress manufacturer ran the pilot program for three months at which point the pilot was expanded to 60 stores. After an additional three-month period, the company elected to roll out XSENSOR pressure imaging systems in all of their retail stores across North America. Twelve months later, XSENSOR pressure imaging systems are an integral piece of the sales process, used in all of the manufacturer's retail stores.

Measurable Results. Measurable Profits.
Key benefits of using XSENSOR pressure imaging systems in a retail mattress environment include:
  • increasing average selling prices
  • improving customer closing rates
  • enhancing purchasing experience
It's an investment that pays off.
  • During the test pilot, there was a measurable increase in pilot store sales compared against sister stores' revenue for the same time period
  • The store using pressure imaging with lowest increase in sales still outperformed those stores without pressure imaging systems by more than 10%
"Prior to working with XSENSOR, our customer had experienced significant frustration with competing pressure imaging products. They intuitively felt pressure imaging could add value to their sales process and increase store revenue, but the sensor technology they were working with failed to survive the frequent and rigorous usage requirements of a retail environment. Throughout the pilot program, XSENSOR's sensor pads proved they were up to the challenge and allowed our customer to finally test pressure imaging as a sales tool in a real world environment. The financial results speak for themselves." - Stephen Anstey, Market Manager

How to Conduct a Pilot Program in Your Stores
  1. Select 15 - 25 stores across a range of markets
  2. Ensure each market has a minimum of two similar stores (i.e. similar retail conditions, sales, etc.)
  3. One store will use pressure imaging and the other store will not
  4. Choose an approach that best aligns with your sales objectives
  5. Run a three to six month pilot program
  6. Measure results against the control group
  7. Optimize the sales approach & customize for full roll-out
Contact Stephen Anstey or visit www.xsensor.com to discuss setting up a program for your stores.
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    Innovators in Pressure Imaging