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is where bedMATCH comes in.


more effectively “tests” the product for the consumer, using sensors to take their exact measurements and matching them to a simi- lar “sleep profile” from an extensive database of study results to determine the correct type of support the person needs. From there, bedMATCH recommends different models that the customer can rest test to find the one that provides the feel and pressure relief they prefer. This process helps them select a mattress that not only feels great in the showroom—but will actually facilitate quality, rejuvenating sleep in the long-term. The story of bedMATCH begins decades ago, as Oexman worked with Director of Re- search Dave Scott to develop and patent some of the individual components that would go on to become this fully comprehensive diagnostic system. Using airbed technology to measure weight, heart rate, respiration, movement, sleep quality and more, the two men were the first to develop a product that ergonomically deter- mined the exact type of pressure and support an individual needed to achieve optimum sleep. Since then the technology has been updat- ed and refined, taking into account not just ergonomics but a wealth of information from REM sleep research. Today, the system uses data from more than 16,000 nights of regular sleep. Notably, bedMATCH has also been up- dated to include brand-agnostic information and suggestions—making it a true diagnostic system that will point consumers to competi- tors’ mattress offerings. “The goal is to find the ways to measure physical needs and solutions in order to put people on the right bed for them,” says Dame- wood. “When you’re selling on support and pressure relief, rather than the newest trend or the flashiest look, you’re selling a product that is entirely personalized to each consumer.” Today more than 1,000 retail stores carry

bedMATCH, with 10 million consumers us- ing the diagnostic system to find the right mattress. For retailers looking to incorporate the technology into their stores, The Sleep

12 Sleep Retailer / Summer 2016

To Live Institute works closely with them to provide thorough training that ensures max- imum success. “When it comes to bedMATCH partners, we take a lot of time to understand their specific retail culture. We need to know their structure, how their commission model works, in order to effectively teach them about the science and the capabilities,” Damewood ex- plains. “It’s not just about installing the prod- uct and that’s it, we invest our time into ed- ucation and training so that they can get the most out of the technology.” With this dedicated training, a retail store can establish a fully functional bedMATCH program within eight months, at which point it has been proven to be a staggeringly effective sales tool. When bedMATCH is completely incorporated into a store’s business model, it is proven to in- crease close rates by an average of 10 points and elevate the mean size of the retail ticket by $300. All in all, when it’s done right, bedMATCH has helped retailers increase their mattress de- partment profit by 50% or more. The latest update to the bedMATCH pro- gram was designed to once again enhance these retail capabilities. The system now of- fers a full back-end analytics package that allows retailers to access data on their own stores’ sales. This gives them a unique op- portunity to more effectively track key met- rics: units sold, close rate, average ticket and how much each RSA is selling. By inte- grating sales management monitoring with real-time diagnostic data, bedMATCH offers unparalleled reporting capabilities—allowing retailers a much greater understanding of their own sales practices. For many retailers, this is the sort of “light- ening in a bottle” technology that yields real results throughout their entire business. bed- MATCH not only helps retailers increase their bottom line, it helps them differentiate their stores from the competition by tapping into the growing interest in data-driven solutions. “With bedMATCH, the RSA is selling some- thing with integrity, something that is backed

by real science,” Damewood continues. “It’s for the common good of the industry as a whole, but ultimately the consumer is the main beneficiary.” This consumer-first mentality ultimately means taking a brand-agnostic approach to research, testing and training. The Sleep To Live Institute is proud of the fact that both its diagnostic system and team of retail train- ing specialists will readily point customers to non-Kingsdown products if they’re more well-suited to their specific needs. Beyond helping each individual store more effectively reach their own sales goals, this is part of a much larger mission to support the greater good of the bedding industry as a whole. As the consumer interest in health and wellness continues to grow more influen- tial at retail, it runs the risk of falling prey to the often-cyclical pattern of many bedding trends. Innovative concepts enter into the market at premium prices but as they be- come successful, they are soon repackaged at a lower cost—transforming real solutions into little more than “marketing nonsense.” The difference here is that integrity is the very basis of the trend; consumers aren’t looking for flash-in-the-pan claims, but rather credible research and tested results. “More than anything I’m surprised how

much sleep has caught on with the masses,” Oexman says. “Consumers have a deserved want for better sleep and better health. Peo- ple want solutions.” While commodity-driven strategies leave core issues unresolved, the Sleep To Live Institute

is dedicated to helping people

find these real, quality solutions. Through comprehensive research and education, it aims to de-commoditize the market—plac- ing greater emphasis on the importance of sleep and how to achieve it. With a prag- matic approach and proven results, the Sleep To Live Institute stands as an author- itative resource and devoted champion of the bedding industry. Visit

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