Page 45 - NECO News

Comfortpoint Theater uses technology to help you find your perfect, personalized mattress in as little as 7 minutes. • A short Q&A section helps us determine your personal sleep habits.
• A comfort test helps us identify your preferred mattress firmness.
• An adjustable foundation test helps us determine which adjustable base is right for you, to help you stay
“It is no longer good enough to just have great products, you must create an expe- rience that is unique and memorable.”
~ Keith Mcakey
go through the process tend to stay in the store and make a purchase rather than to continue on a mattress buying journey.
Keith said, “It is no longer good enough to just have great products, you must create an experience that is unique and memorable.”
The Serta Connection does that by simplifying the shopping process, educat- ing the consumer in a fun and easy way, and leveraging technology to engage the shopper. This high-tech shopping experi- ence rolled out in 20 Beta test markets in 2016. N
comfortable while sleeping, reading or working.
“We’ve taken the guessing game out of mattress shopping,” states Keith. Consumers are more confident knowing that both science and personal preference have been factored into selecting the perfect mattress for their comfort needs. Recommendations are based much more heavily on customer input, than salesper- son opinion; guesswork is replaced by fact-based self-discovery; and doubt is replaced by confidence. All of which add up to a far more engaged and pleasurable buying experience.
By spending time getting input dur- ing this phase of the presentation, the customer is likely to narrow down their
selection to just two or three choices (vs. ten or more). By giving the sales associate more information, we are able to stream- line the process. The entire sales process still takes 28-35 minutes, but by using this technology to focus in on getting the person in the right product, closing the sale is much easier.
While specific sales data are not in yet, wholesale numbers indicate that there has been a significant increase in sales, particularly in pillow accessories as well as adjustable foundations. In addition to better closing rates using the technology, the average sales ticket is up as well (15 percent to 20 percent). Customers who
Real-time pressure mapping overhead display.
Choosing the right pillow in the Comfortpoint Pillow Bar aides in the preference process.
DECEMBER 2016 NECO News 45