Sponsor/Supplier Division > Sponsor/Supplier Spotlight

Sell the benefits of a great nights sleep

Consider these statistics reported by the Better Sleep Council:

• 65 percent of Americans say they are losing sleep due to stress
• 64 percent of those polled say they are sleeping worse this year compared to last year
• 26 percent of women report trouble sleeping at least once a week compared to only 16 percent of men
• 27 percent of women say that sleep is the most important component to their overall well-being

According to Spring Air, it's estimated that millions of people suffer from occasional sleep problems, and about a third, of these people have some form of chronic insomnia.  Getting a good night's rest is obviously important and necessary to the overall quality of life for many Americans.  Are you informing customers of the benefits of a good mattress, or are you focusing on price and product features that the consumer doesn't really understand.

Spring Air, National Home Furnishings Association Sponsor, helps retailers meet their customers' true concerns by providing a wealth of information about sleeping comfortably, mattress selection and maintenance, easing back pain, and even how diet and exercise contribute to sleep quality.

Incorporating this kind of information into your company's sales presentations will help customers appreciate the differences in the types of mattresses you offer, as well as reducing customer apprehension for what they view as a big-ticket, long-term purchase.

Perhaps you could post some of the following tips from Spring Air on "how to buy a mattress" in your bedding section — this information is adapted from The Better Sleep Guide, a free brochure fom the Better Sleep Council.

Because of technological advancements and medical developments, today's mattress sets are not the same as those made ten years ago.  Industry research and development has improved mattress and foundation engineering to provide optimum comfort and support.  A new sleep set that incorporates these advances can lead to a better night's sleep. 

Here are six "musts" that salespeople should emphasize to customers shopping for bedding:

1. Support — A quality mattress and foundation will gently support your body at all points and keep your spine in the same body position as good standing posture.  When selecting a mattress, keep in mind that your body should be able to relax with your spine supported in its natural curve.  Otherwise, your muscles work all night, and you'll wake up stiff and sore.
   
   
2. Comfort — Mattresses don't have to be as hard as a board to be good for you, though some people may prefer a firmer feel.  Today's mattresses are built with luxurious new cushioning materials and surface treatments, creating a feel that is more plush.
   
   
3. Durability and Warranty — Durability refers to how long support and comfort will last.  Like all products, mattresses and foundations gradually wear out.  That's why you should re-evaluate your sleep set annually.  The warranty protects you against product defects and workmanship mistakes, not gradual loss of comfort and support.
   
   
4. Space — Select a new mattress that gives you enough room for easy, free movement, especially if you're sleeping with a partner.  Couples should select a queen- or king-size mattress to ensure that both people have enough space.
   
   
5. Matching sleep sets — Matching mattresses and foundations are designed to work together.  Mis-matching sets, putting a new mattress on an old foundation or adding a board between the mattress and foundation can impede comfort and reduce the life of the mattress.
   
   
6. Value — Buy quality products made with all new materials.  Shopping for the best value, not the lowest price, is often a smart way to shop.

For more information about Spring Air, visit their website at www.springair.com .