RETAILOBSERVER.COM NOVEMBER 2014
52
Mike Allen Furniture Trends
T
he recent bedding survey found was that while 81% of
these retailers' total bedding sales are generated from
mattresses and box springs, the remaining 12% go to
add-on accessories like pillows and other soft goods, and the
remainder to bed frames, metal beds, headboards, futons, and
delivery fees.
This is a pretty telling statistic, especially considering that
mattress sales growth weakened slightly in August, with units
down 2.5%—a particular upsetting stat considering that the
weeks running up to Labor Day are normally a strong time for
mattress sales.
What does it all mean? It means that add-on accessories
need to be part of your plan, not an afterthought. Not only do
they boost the average ticket price, they are great for standalone
sales if potential customers decide to wait on the mattress or
sofa, but go ahead and buy pillows or a mattress cover now.
Sleep and decorative pillows, throw blankets, mattress covers,
and adjustable bases are all far easier to sell if you make them
part of an integrated display rather than stowed away on a side
shelf somewhere. Creating a vignette with these items,
headboards, and power foundation allows customers to
visualize how it will all look in their own homes. It's much more
welcoming than a sea of white mattress or beige-brown sofas,
as well.
And just as you sell the right mattresses, it's important to sell
the customer the right accessories. The best pillow will keep
the customer's head in line with their back and spine. Different
sleeping positions, however, require different pillows. If, for
example, a customer tends to sleep on his or her back, a
medium to firm pillow will offer more cushion. A side-sleeper
FURNITURE ACCESSORIES
CAN YOU AFFORD
NOT TO SELL THEM?
E A R L I E R T H I S M O N T H , F U R N I T U R E T O D A Y ' S R E T A I L B E D D I N G S U R V E Y
W A S R E L E A S E D , W H I C H I N C L U D E D A B R O A D S A M P L I N G O F 1 , 9 0 0 B E D D I N G
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K E Y B E D D I N G M E T R I C S O N S A L E S F L O O R S A C R O S S T H E C O U N T R Y
