MattressQ & A
With the continued growth of the boxed bed and e-commerce categories, many of today’s mattress retailers are adopting new point-of-sale and delivery options to remain competitive. These changes come at a time when brick-and-mortar retailers are also looking to optimize their marketing efforts and offer more unique in-store experiences. Now more than ever, mattress and bedding retailers need more advanced software, systems and tools that manage marketing, inventory, sales and shipping in-formation.
How do your products help retailers manage these operational challenges?
SCOTT HILL EXECUTIVE CHAIRMAN & CO-FOUNDER OF PERQ A recent New Y
ork Times article confirmed that ru-
mors of the death of brick-and-mortar retailers have been greatly exaggerated. In fact, the retail industry is flourishing for those stores that match the ease of e-commerce shopping. The challenge is that the on- line experience many mattress retailers offer has not
caught up with the personalized online experience consumers expect. The good news is that over two-thirds of mattress shoppers on retail sites are within just two weeks of their purchase—this is a huge oppor- tunity for retailers to engage shoppers online and drive them into the store to buy. PERQ’s AI-driven online shopping solution helps guide shoppers down the correct buying path. Much like an in-store sales- person asks a customer about their sleep habits and preferences, on- line assessments included in the solution gather the same kind of data. And it’s able to remember shoppers’ information, adapting interactions to serve the next best step in the mattress shopper’s journey, which ultimately increases the likelihood of an in-store sale. The data collect- ed in the store’s CRM delivers a complete consumer profile, enabling the sales team to have more relevant conversations with potential cus- tomers. Automated email campaigns can also nurture consumers based on where they are in the buying cycle, a practice that has led some stores to double the number of consultations being set. Accord- ing to PERQ’s home furnishing retail clients, the average impact of PERQ’s online guided shopping solution is very impressive: 62 times ROI within 60 days and an 11% lead-to-sale conversion, with some clients experiencing up to 20%.
CAITLIN JASCEWSKY MARKETING SUPERVISOR OF STORIS Inventory management and fulfillment have always been driven by a unique strategy in the bedding in- dustry. Just-in-Time inventory fulfillment through STORIS has helped bedding retailers meet customer demand without over-stocking inventory for decades. Now the competitive nature of getting a mattress to a
customer efficiently is more critical than ever before. STORIS helps make the process of discovery and ordering a mattress seamless for the consumer. They can browse and shop a retailer online through eS- TORIS before going into a store. Inventory availability, imagery, descrip- tions and pricing are uniform between STORIS’ in-store and eCom- merce solution. The retailer manages their inventory from a central database that syncs in real-time; no duplicate entry or lapses in data. Through our integrated features, the customer can easily see what items are available to view in their local showrooms and when that item can be delivered to their door. From there the customer can add their selections to a unified shopping cart that will be updated in real-time from the retailer’s website to their in-store kiosks and Point of Sale. Once the customer has a profile with that retailer, they are identifiable across that retailers’ shopping channels. Because STORIS’ inventory and logistics are integrated, the sales associate can schedule delivery through logistical routing and provide the customer with their expected delivery date right at the Point of Sale. At STORIS, we still believe whole-heartedly in the importance of the in-store shopping experience for bedding. STORIS’ Unified Commerce Solution is designed for a seamless and convenient customer experience across all channels.
JOANNE GULNAC GENERAL MANAGER OF PROFITSYSTEMS RETAILvantage focuses on drastically increasing the profitability of retailers by providing the tools they need to manage their invento- ry, sales and overall operations more efficiently. The system’s integrated reporting and KPIs inform decision-makers of what is and isn’t working, making them more agile and able to pivot as required. In an effort to support the continued success of our retailers and meet their ever-evolving needs, PROFITsystems delivers annual software releases that keep pace with the latest technology. Our philosophy has always been to be “more than just a software provider,” and we stay true to this by providing our customers access to additional services, including professional consulting services, unparalleled software support and continued education and training opportunities.
Visit /
perq.com,
profitsystems.com and
storis.com 18 Sleep Retailer / Fall 2018
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