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Increasing Competition and Rising Consumer
Expectations Are Altering the Way Mattress Manufacturers and
Retailers Do Business
Pressure imaging systems are proving to be highly effective for
increasing sales and customer satisfaction levels in the retail
mattress store environment. Designed to assist retailers in
demonstrating mattress quality and comfort to customers, pressure
imaging technology is starting to revolutionize how mattresses are
sold.
 Pressure
images comparing customer on two different mattresses—red areas
indicate points of peak pressure.
Four major trends are shifting the retail mattress store landscape
and making pressure imaging an increasingly important point-of-sale
tool.
The first trend is molded around the idea that customers are seeking
personalization. They are no longer purchasing mattresses, but
rather are looking to buy a better night’s sleep. They want to wake
up feeling well rested and restored. As a result, they expect to be
treated as unique individuals with unique sleep needs and are
therefore demanding a more customized sales approach from retailers.
The second trend is an aging population which is driving demand for
higher-end mattresses. As baby boomers age, the demand for
higher-end mattresses is increasing. Baby boomers outnumber previous
generations, have higher levels of disposable income and have high
consumer expectations. To succeed in the market, retailers need to
effectively position higher-end products to boomers.
 The
increased shift from price to value means that value-based merchants
need to tangibly demonstrate value to customers or teach customers
how to shop. As part of the process, customers need to be educated
on what to ask and how to compare competing mattresses. Studies have
shown that your chance of closing a mattress sale increases
significantly by getting a customer to lay down. However, a
staggering number of consumers (over 25% in some markets) are still
reluctant to do so. Pressure imaging systems can help get customers
lying down on the bed and asking the right questions.
Increasing competition means that mattress retailers need to work
harder to differentiate themselves from their competitors.
Innovative in-store tools that enhance the customer purchasing
experience continue to evolve as a key means of achieving
differentiation.
The X3 DISPLAY provides easy portability to compare multiple
mattresses throughout the store.
The leader in pressure imaging system implementation in the retail
mattress store environment, XSENSOR Technology Corporation has
launched a new generation of pressure imaging systems. “The X3
DISPLAY POS Mattress Sensor System is a ground-breaking tool for the
mattress retailer and mattress manufacturer,” states Stephen Anstey,
Point-of-Sale Market Manager for XSENSOR.
The durable, thin and flexible sensor provides a powerful way to
demonstrate the value of your premium mattress products. The
portable X3 DISPLAY system provides a convenient way to compare
multiple mattresses throughout the store.
XSENSOR’s sensor pads are designed to withstand frequent and
rigorous customer use.
In addition, the new POS Comfort Index Software v.5.0 is an ideal
tool to capitalize on the trends outlined above. Customers will be
captivated by the colorful pressure images and will be able to “see”
the differences between mattresses and comfort levels.
If a picture is worth a thousand words, then a pressure image is the
ideal in-store sales tool to support retail sales representatives,
increase sales and maximize the customer purchasing experience.
For more information about XSENSOR, call:
(403) 266-6612
or visit www.xsensor.com
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