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Better Bedding & Mattress Sales Series

A comprehensive sales and marketing series on how to merchandise, promote and sell everything in the mattress deparatment including pillows, mattress protectors and power foundations.

Better Bedding & Mattress Sales: Back to Sales Basics

Whether or not you agree that we’ve entered a new retail paradigm, it’s time to double down on proven sales practices.

Organic Mattress Retailing Series – Part 3: Organic Certification Programs

What is the point of organic certifications such as the GOTS and others? It's to comply with government rules, be transparent and truthful with consumers and avoid possible liability.

Organic Mattress Retailing Series - Part 2: What’s An Organic Mattress?

If you are considering adding organic mattresses to your merchandising mix, it’s best to clarify the claims you make to your customers.

Organic Mattress Retailing Series - Part 1: The Power of Choice

Introduction to a multi-part series on how to merchandise, advertise and sell organic mattresses and bedding to boost margin and incremental sales.

Better Bedding & Mattress Sales: Retail Misinformation

If you want to have more trouble-free sales, educate your customers with facts and take care that your RSAs do not spread misinformation or disinformation.

Mattress Firm Helps Unjunk Sleep

Mark Quinn explains why It’s so much more interesting and satisfying to be in the life improvement business than just selling mattresses.

Top Ten Reasons to Call a Sales Meeting

There are many reasons to get together with your team. From scheduled to impromptu, why, when and how you manage them is very important.

Bedding & Mattress Sales: Sumthin’ for Nothin’

Free delivery and give-a-ways like free pillows and protectors do more harm than just eroding margins. They lessen perceived value.

Retail Sales: A Great Career?

Selling mattresses and furniture can be a great career. So, what can be done to elevate the status of RSAs, starting now in 2021?

Better Bedding & Mattress Sales: Up-Selling

Get your customers to spend more money than they intended on a mattress, and leave your store happy for spending it!

Better Bedding & Mattress Sales: Exchanges

What are the best ways, for both store and customer, to handle product exchanges?

Better Bedding Series: Art of Negotiating

If you've decided to negotiate, here's what you need to know.

Bedding & Mattress Sales: What's Next

While plans have an annoying tendency to go haywire, having no plan at all is begging for failure.

Better Bedding & Mattress Sales: Strategies For I'll Be Back!

How to get the be-back customer back by David Benbow, author of How to Win the Battle For Mattress Sales.

Five Steps to Luxury Bedding Success

The luxury sale isn’t a buzzword, it’s not a flash in the pan, nor is it a money grab. Luxury selling is a mindset.

Strategies For Selling Higher-End Bedding

Whether your top bed is $4,000 or $40,000, here are sales strategies to help you present and sell your best.

Better Bedding & Mattress Sales: Making a Great Closing Argument

Here's how to make a great closing argument and avoid the many pitfalls that can result in lost sales.

Better Bedding & Mattress Sales: One Sentence, One Small Step

Saying you are the biggest, the best, in business the longest, and your prices can't be beat... is the wrong sentence!

Better Bedding & Mattress Sales: Introduction to Closing

Part 1: How can a quiet, modest, non-pushy RSA ever be a good closer? Here's how!

Better Bedding & Mattress Sales: Set Misinformed Customers Straight

Best ways to help the uninformed and misinformed to make the right purchase decisions.

Better Bedding & Mattress Sales: Selling Sleep

Where does sleep deprivation fit into a sales narrative that emphasizes comfort and good, restful sleep?.

Better Bedding & Mattress Sales: I Object Again!

Here we will present a number of specific objections furniture and bedding customers can and will bring up.

Better Bedding & Mattress Sales: I Object!

Responding correctly to customer objections is a powerful and productive sales skill. Here’s how to do it right.

Retail Bedding & Mattress Sales: The Presentation

The Presentation Step is the start of closing. Here’s how to do it right.

Salesmanship in Print

How to create advertorial marketing assets that really sell for you.

How Much Do RSAs Matter?

What’s the solution to under-performing sales associates?

Five Big Mattress Discoveries

Many hardworking retailers struggle to earn the money and live the lifestyle they deserve. Here’s how to change all that.

Effective Retail Sales Management

Effective managing comes down to doing these three activities every day; One minute goal setting, One minute praising and One minute reprimands.

The New Mattress Sales Reality: Four Retail Tips

How can you as a mattress retailer cope with showrooming, social media and online mattress sales?

Better Bedding & Mattress Series: The Selection Step

If not executed properly, the selection step can wind up badly for both RSA and the customer. Here’s how to do it right.

The Traveling Retailer's Tip #19: Six Tips For Furniture Stores To Increase Mattress Sales

Your store does not have to be a victim of shrinking bedding sales.

Better Bedding & Mattress Sales: Hybrid Marketing

What will you do about the online retailers selling lower priced mattress who expect to take market share away from you?

Better Bedding &. Mattress Sales Series: More Qualifying Questions

More qualifying questions RSA’s can use to keep the sale moving along.

Better Bedding & Mattress Sales: Selection & Presentation Qualifying Questions

Part 6 of our Steps-Of-The-Sale series. Qualifying questions RSAs need to know to complete more mattress sales.

Better Bedding & Mattress Series: Qualifying Questions Methodology

Part 5 of our Steps-Of-The-Sale series. Do your RSAs fail to ask even the most fundamental qualifying questions?

​Better Bedding & Mattress Sales: The Approach & Greet

Part 3 of our Steps-Of-The-Sale series. The ‘Meet and Greet,’ is where the R.S.A. makes a first impression.

Better Bedding & Mattress Sales: Everything RSA's Need to Know About Bedding

This installment provides a checklist of everything your R.S.A.’s need to know, inside and out, about the background knowledge that supports and sustains the sales process.

RSA Boot Camp For New Hires

A structured, two-week training program for new bedding (and furniture) RSAs.

Better Bedding & Mattress Sales: Should You Draw A Line In The Sand?

How one mattress retailer decided to stop selling lower priced mattresses that accounted for 20 percent of its sales, and why.

Get Your Fair Share of Bedding Sales In 2015

In most home furnishings stores 96% of shoppers leave without buying a mattress. Here are 11 ways to do better in 2015.

What To Do About Those RSA’s In 2015

Tips on how to find, hire, evaluate and compensate what could be your most important assets.

Better Bedding & Mattress Sales: A Bed Seller’s Guide To Customer Service

What policies should you set to respond intelligently to a customer’s (buyer’s) after-the-sale enquiries or complaints?

Better Bedding & Mattress Sales Series: What’s On Your Floor?

Ideas for merchandising your mattress showroom so you can show enough beds, the right beds, and the ones your customers want to buy.

Better Bedding & Mattress Sales Series: Money Under Your Mattresses

How Gardner’s Mattress & More turned a fax offering into a profitable Sign Sleep Dream promotion.

Better Bedding & Mattress Sales: Control Every Mattress Sale!

The final outcome of the mattress sales process depends almost entirely on whether the RSA keeps control or gives up control to the customer. Here’s how to stay in control.

Better Bedding & Mattress Sales: Sizing Up Your Competition

How to get information on your mattress competition, profile them, and use this information to close more sales.

Mattress Series: The Mattress Warehouse Part 2

Here is a collection of ideas on how to arrange and run a mattress warehouse for optimum efficiency. This article can be useful as a check list when opening a new warehouse or as a training guide for new warehouse personnel.

Selecting The Mattress Warehouse

If you haven’t set up a mattress warehouse before, are looking for new/additional space, or want a quick review of important considerations, read on.

Better Bedding & Mattress Sales Series: Shorthanded Again?

Training new-hires, as every small and large store owner knows, is a problem that never ends. This article provides step-by-step instructions on how to structure a program for new hires that will set them up for success and longevity on your sales floor.

Better Bedding & Mattress Sales: Part 11 - Oh Natural!

Part 11: Are we in the middle of a bedding revolution, an evolution, or is it a non-starter for your operation?

Retail Success Stories Part 19: Sit ‘n Sleep

With his long-time partner and friend, Nelson Bercier, President of Sit ‘n Sleep, Larry Miller just opened his thirty-second store. They have plans for expansion to 40 stores over the next three years. More than 300 highly trained employees serve Sit ‘n Sleep’s clients’ needs and sales have surged past $100 million annually.

Bedding Anatomy 104: More Components

The 10th installment in our Better Bedding & Mattress Sales series continues with a close look at the latex and gel used in mattresses, their features and benefits.

Bedding Anatomy 103: Foam Used In Mattresses

The 9th installment in Furniture World Magazine's Better Bedding & Mattress Sales series continues with a close look at foam.

Better Bedding & Sales Series - Part 8: Bedding Anatomy 102

This time, we continue our exploration of mattress anatomy by looking at springs and their role in mattress support, comfort and durability.

Bedding Anatomy 101

The past seven installments in this series on selling better bedding presented tools and techniques the best retail furniture stores use to price, promote and present mattresses, pillows, mattress protectors and foundations. This time, we start an exploration of mattress components and construction with when, why and how to bring up components and construction.

Selling Better Bedding & Mattresses Series - Power Bases

Part six of Furniture World’s selling better bedding series features expert sales tips and techniques that will help you to increase attachment rates on power bases.

Selling Sleep Essentials - Pillows & Mattress Protectors

Part five of Furniture World’s selling better bedding series features expert sales tips and techniques for furniture and bedding retailers that want to sell more pillows and mattress protectors

Don't Sell Mattresses... Sell ”Quality of Life” Through the Science of Sleep.

Part four of our selling better bedding series looks at creating demand by using the “Science of Sleep” approach.

Dreaming Of Better Bedding Sales - Part 3

Some best and worst bedding sales practices in furniture and bedding stores.

Dreaming Of Better Bedding Sales - Part 2

This month, our series on how to sell more higher-end bedding continues with additional ideas to help you and your salespeople create a focused and consistent marketing approach. See what the experts say about shifting the emphasis away from price by creating a plan for advertising, approaching customers, greeting them and asking appropriate questions to advance the sale.

Dreaming Of Better Bedding Sales?

This is the first part in a series that looks at how retailers can sell more higher-end bedding. In this issue, we define the luxury bedding category, present information on customer demographics and start to look at what experts say about best sales practices.