Special Feature
Malouf: A Detail-Oriented Partner Offering Comprehensive Solutions By Gretchen Kast
It all started with a shopping trip. When Sam and Kacie Malouf started their search for new bed sheets over fifteen years ago, they were unaware that the pursuit would lead them to start a business of their own. But as they hunted for quality sheets within their budget, they came up empty. This frustrating shopping experience highlighted a clear hole in the marketplace—and helped them realize that they could be the ones to fill it. With care- ful consideration for material sourcing and design, the duo developed a line of Egyptian Cotton Sheets that fit their expectations. “As soon as retailers picked up the sheets, they recognized something unique,” ex- plained Jake Neeley, communications direc- tor of Malouf. “They saw the attention to de- tail that went into every part of the process: where the sheets came from, the material used, how the sheets were made, cut and sewn, and the packaging that supported the product. A big part of what kicked off the company was retailers saying, ‘We love your stuff—can you do more?’”
Today, Malouf’s product portfolio includes mattress protectors, pillows, bed frames and toppers. With this comprehensive suite of sleep accessories, the company continues to deliver on the promises Sam and Kacie set forth from the very beginning: quality prod- ucts, attainable pricing and stylish packaging. Emerging as a leading player in today’s bed- ding retail marketplace, Malouf now has distri- bution in more than 10,000 stores across the United States. Beyond its exceptional product offerings, Malouf sets itself apart through its consultative sales approach, extensive support services and by creating a company culture that empowers from the inside out. Committed to fostering meaningful rela- tionships, Malouf’s tenacious management team ensures that each retailer is matched with a dedicated district, territory and account manager. With access to personalized con- tacts, the company’s retailer partners always know who to call and how to reach them. “We are a huge team of dozens of people focused on building somebody’s retail busi- ness,” Neeley said. “We consult with them on
the products that the people in their area are looking for, the price they can pay—then how to talk about products, how to display them, how to train their employees on selling them. We’re doing that from top to bottom, con- sulting with the senior buyers and managers down to the RSAs who are talking to con- sumers about the product.” With that tailored approach in mind, Ma- recently expanded its
louf manufacturing
capabilities to include more private labeling programs. The company is now able to sup- port larger retailers in promoting their own individual brand names. No matter the size or scope of the account, Malouf can support each retailer in building a customized product assortment that works for them. “We have a robust product offering but not every product is right for every retailer, depend- ing on who their customers are and what mar- kets they serve,” said Scott Carr, brand manag- er. “We try to provide specific products for each retailer that will be most successful for them.” With distribution facilities in Utah, Ohio and North Carolina, Malouf services retailers across the United States with marked effi- ciency. The company customizes ordering as well; there are no minimum order quantities or extra charges for splitting up case packs. Retail partners both big and small can get ex- actly what they need, when they need it. “We’re extremely adept at getting our prod- ucts into the stores as quickly as possible,” said Erica Miller, copywriter. “What that trans- lates to is that 96% of our customers in the United States receive their order within two business days. We ship out the same day it’s ordered, as long as the order is placed before 11am, and they receive their order within two business days.”
Supported by the company’s in-house soft- ware development team, Malouf’s custom-built customer relationship management (CRM) system was designed specifically for the unique needs of the business and their retail partners. “With that, we’re able to connect really easily
20 Sleep Retailer / Summer 2018
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