marketing UPDATE HELPING CUSTOMERS’ SELECT THE RIGHT MATTRESS
By Christopher Schriever Pressure imaging systems continue to
help major mattress manufacturers devel- op mattresses for increased comfort and retailers demonstrate how mattresses re- spond to a consumer’s unique body shapes and sleep needs. Composed of hundreds of tiny, highly ac-
curate sensors that measure pressure points and mattress conformity, XSENSOR Technol- ogy Corporation‘s systems show real pres- sure images in an easy to use retail software program. Red areas indicate peak pressure points; yellow, green and blue areas show re- duced pressure points. Manufacturers use XSENSOR systems to
design, test, and perform quality control on mattress products. Pressure imaging systems are also used in retail showrooms to help con-
sumers understand how their bodies respond to a particular mattress. “In our many years’ experience working with mattress retailers and manufacturers, we have realized that buying a new mattress can be a very confusing experience for the consumer,” says Stephen Anstey, XSENSOR’s Director of Market Development. “XSENSOR’s Retail Mattress Systems allow sales profes- sionals to work directly with consumers to select a mattress that distributes body pres- sure evenly with the goal of providing a bet- ter night’s sleep.” Typically, retailers who use XSENSOR’s re- tail solutions will significantly improve their closing rates and increase average unit sell- ing prices (AUSP) while improving both cus- tomer confidence and satisfaction in their mattress purchase.
The easy-to-use, body-length bed pad sen-
sor rests on top of the mattress, which al- lows the salesperson to demonstrate how a consumer’s body responds to that mattress. “Our pressure imaging system actually shows
a customer how her body’s pressure is distrib- uted on a mattress,” Anstey continues. “As a result, people are buying better mattresses that are more suitable for their unique body types, and can finally get the sleep they want and de- serve.” Sales professionals can also close more sales “because the system eliminates a lot of the mattress comfort guesswork.” Anstey adds, “savvy retailers recognize
that an investment in pressure imaging pro- vides unparalleled financial returns and con- sumer satisfaction. It’s an accurate way to literally ‘sense’ your customers’ needs.” Visit
www.xsensor.com. ✤
14 BEDROOM Summer 2012
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