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Weekly Better Bedding Selling Tip #6 - Who Needs an Power Base?

Furniture World Magazine
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See additional articles in this Furniture World Magazine Series below


Article Summary: Who is the customer for adjustable bases? The answer is everyone.

View all articles by Gordon Hecht


Who is the customer for adjustable bases? The answer is everyone. A Power  Base sleep set is great for the customer who just wants to sit and watch television, read or work in bed. It’s also great for people who have allergies or acid reflux and need their upper bodies elevated for nasal drainage or to keep acid where it’s supposed to be.

Power Bases are ideal for those with ailments like Scoliosis, Diabetes, Arthritis, Fibromyalgia, Spinal Stenosis (narrowing of the spinal column), disk compressions, bulging disc etc. When you combine adjustable bases with Specialty Sleep Mattresses like the Ashley Sleep Advanced Memory Foam or Talalay Latex, you give the customer the customization of adjusting the mattress into the position they prefer and they gain the benefits of no pressure points and resiliency of the material.

By elevating the legs on an adjustable base bed, you reduce the stretching and pressure in the lower back. By elevating the upper body you align the neck and spine and increase nasal drainage for people with sinus congestion during the night.

Your shopper will not feel the painful pressure on their tailbones and hips when sitting up in bed when they combine our foams with a power base, unlike the uncomfortable pain you feel when in a conventional mattress. This further enhances the overall lifestyle experience. People are spending more time in their bedrooms catching up and relaxing from the busy day.

While proper use of an Power Bed Base can alleviate many of the symptoms noted above-don’t be a doctor and prescribe an adjustable base as a “cure-all”-let your customers know that many people gain comfort, but you are not a medical expert.

Next week-Comfort and Alignment Selling


This series is written by Gordon Hecht and Denny Bradford, Ashley Sleep Directors of Sales. To comment or ask a question on any of the bedding tips in this series, contact Gordon Hecht at ghecht@ashleyfurniture.com.

Gordon Hecht is a 35+ year veteran of the Furniture Business, starting as a delivery helper in Las Vegas, NV.  He has served as a Regional Manager and Director of Training for a large Midwestern chain.  Currently with Ashley Sleep  division of  Ashley Furniture Industries, Gordon travels the East, Midwest, and Canada training retail sales teams on selling bedding and works with store owners to maximize sales.  Gordon resides in Columbus, OH with his wife, and has one adult son.

Denny Bradford started in the bedding business as a store manager for a Texas based waterbed dealer.  His 18 years of sales and management experience includes directing a seven-store bedding chain and serving as Bedding Director for a Dallas based retailer. Denny covers the Western US and Canada for Ashley Sleep.  He resides outside of Dallas, TX with his wife and son.


Gordon Hecht is Director of Sales for Ashley Sleep division of Ashley Furniture Industries. He started his 30+ years experience in the Home Furnishings industry in Las Vegas, NV as a delivery helper and driver. From that ground level start he started his sales career-and passion for our industry-while in college.

He has been recognized for outstanding sales and management achievement with several organizations including Drexel-Heritage, RB Furniture, Reliable Stores, and Sofa Express. He has served as Store Manager, Multi-unit manager and Director of Training. With his first-hand knowledge of our industry’s front line Gordon has devoted his career to guiding others to exceed their goals.

Joining Ashley Furniture HomeStores in 2007, Gordon managed a 44 store district covering 11 states and 4 time zones. He joined the Ashley Sleep team in 2009 and has worked to make it one of the fastest growing bedding lines in the country.

Co-author of the “Better Bedding Selling Tips” featured on Furniture World Online, Gordon has been a frequent contributor to company newsletters, and contributing writer for industry magazines. Gordon is based in Columbus, OH and is married with one adult son. He can be reached at  ghecht@ashleyfurniture.com

View all articles by Gordon Hecht

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