FROM THE EDITORS features
(CDC), the National Institutes of Health, and the Environmental Protection Agency (EPA). The extent to which we researched our
environmentally-friendly BioMax™ line was very similar. Our objective with that product was to build a better bed based on a superior understanding of how raw materials used in a mattress can impact the indoor environment, the sleeping environment and the sleeper. The education of retail salespeople then
becomes a function of translating that learn- ing and converting it into sales language that both the RSA and the consumer can un- derstand and relate to.” —ROBINSON
3 IS YOUR RESEARCH IN THE HEALTH AND WELLNESS CATEGORY IN RESPONSE TO CONSUMER RAISED ISSUES?
Absolutely. In 2000, I began a quest to
find a solution for my patient’s neck pain. As a chiropractor I knew that I could help relieve the pain, improve their motion, and get them back on track but also knew it wasn’t the long-term solution unless I could change the way they sleep. After numerous patient consults, I began to realize that about 80 percent experienced the acute onset either during the night or upon awakening. I set out to design a head and neck pillow to reduce mechanical stress and improve sleep. PILLO1 succeeds in doing so.” —HALL
When it comes to health, consum-
ers connect diet and exercise to general well-being, but the importance of ‘quality’ sleep is often overlooked. Our goal is to help them understand that sleep and more importantly Beautyrest recharge sleep al- lows the body to fully recharge so people can live life fully charged. In our research, consumers told us that they were feeling tired, foggy, lethargic, cranky and unmo- tivated. What they desired were the ben- efits of feeling refreshed and recharged in the morning. The role of the mattress goes beyond just
helping you fall asleep; a good mattress helps you to stay asleep, which is what
5 TIPS TO SELLING SPECIALTY SLEEP PRODUCTS A Medical Perspective from Dr. Raymond Hall, DC
Mattress and bedding RSAs succeed by tapping into their customers’ needs and desires to help them suggest the best mattress or sleep product to meet their needs. Dr. Hall shares the following five tips to selling specialty sleep products:
1. For the most restorative rest we should mobilize the ankles, hips, and thoracic spine (mid-back) while stabilizing the knees, lower back, shoulders, and neck. If your customer has lower back or neck pain, walks very deliberately or has poor posture (leaning forward to protect the spine), offer products such as wedges to be placed under the knees, adjustable beds to elevate the torso, and very gentle support such as a pillow top cover to help cushion and mobilize the mid back.
2. If a person complains of sleep apnea, snoring, sinus congestion, or lung congestion, suggest adjustable beds or thoracic wedges to elevate the upper body. This can also be helpful in what we call “Beauty Sleep” because a person whose upper torso is elevated is more likely to lie on the back while asleep, which inhibits wrinkle formation and increases posterior gravitational pull of the skin towards the ears.
3. For those people who prefer to sleep on their sides, make sure that they have pillows that naturally elevate their heads consistently to align them with their spines. Side sleepers might also consider a “body pillow” to reduce torsional stress on their shoulders, hips, and knees.
4. If a person complains of neck pain and/or has forward head posture or reports spending most of the day using a computer or smart phone, suggest a pillow that supports the natural “C-curve” (lordotic curve) of the neck. This helps immensely to reduce disc pressure, ligament and muscle tension, and generally reduces neck pain during sleep.
5. A person who has back pain, especially while sitting, may be a perfect candidate for a firmer bed with a pillow top or topper. A worn or sagging mattress tends to exacerbate the condition because it provides little neutral or extended spinal lumbar support. A knee wedge might also provide additional comfort.
Raymond Hall, DC, is a renowned celebrity and pro-athlete chiropractor in Santa Monica, California. He has more than 27 years of experience treating back and neck pain. Dr. Hall is also an inventor and has consulted with manufacturers and businesses on ergonomics and injury prevention. In addition, Dr. Hall is a lecturer and serves on the advisory board of the Medical Wellness Association; he is also a member of the American Academy of Spine Physicians.
Dr. Hall can be reached at
Info@PILLO1.com.
www.bedroomretailers.com 27
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