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Cover Story


Eclipse International Helps Retailers Meet The Demands Of Today


By Gretchen Kast


In a year that has seen both ups and downs for the bedding industry, Eclipse International has solidified its place as a legacy brand and a manufacturing partner that puts the retailer first. Amidst changing consumer sentiments, supply chain challenges and a drastic shift in the way people shop, Eclipse has cultivated a comprehensive mattress portfolio that connects with the current moment. It features sought-after materials, cohesive selling stories and clear differentiators that resonate with customers both in-store and online. Because above all, the company says it is committed to helping its retail partners succeed. And as we kick off a new year, Eclipse is poised and ready to help retailers not only capitalize on the growing demand—but prepare for an even brighter future.


W


hile many companies found them- selves scrambling to switch gears at the outset of the pandemic, Eclipse proved itself to be quick on its feet and sharp in a crisis. The company was one of the first to pivot to making person- al protective equipment (PPE), distributing guidelines for all of its licensing partners throughout the country to follow. In doing so, Eclipse was able to help all of its part- ners keep their doors open safely—and do- nate much-needed PPE to hospitals and first-responders all around the country. It also meant that, when the industry and


country soon settled into the “new normal” of 2020, the company was already prepared to shift gears and support retailers as more consumers than ever before turned to shop online. As the manufacturing partner be- hind the online-only brand Saatva, Eclipse has long had a unique vantage point on the ecommerce market.


“Over the last ten years there has been a steady yet gradual growth towards the inter- net as a means to purchase the consumers’ needs,” explains Stuart Carlitz, CEO of Eclipse Mattress. “And what COVID did is it put that growth on steroids, and now that growth has gained probably three to five years to where it is today. People that never considered buy- ing on the internet have been forced to. And because of that, they are now used to it and they accept it as a safer, better way.” While there is no doubt that ecommerce


exploded in 2020, Carlitz doesn’t think we’ve seen the end of brick-and-mortar retail— though he expects the physical store will play a different role in the future. We may see some chains minimize their physical store footprints and expand digital, while others will invest in more visually-engaging “viewing room” style locations. The delineation between in-store and online will further dissipate as more and more consumers combine online research


with in-person rest-testing. No matter where the customer ultimately makes their purchase, “omni-channel” will be the name of the game moving forward—and retailers need manu- facturing partners like Eclipse that are well- versed in both in-store and online sales. Today the company has a strong prod- uct portfolio and the know-how to help its partners connect with customers no matter where they are shopping. Eclipse under- stands that the sales and fulfillment experi- ence is only one piece of the puzzle—you also have to provide consumers with products that really speak to them on multiple levels. “One thing is for certain: there was pent up demand with the consumer being stuck in their home for a couple of months and literally laying in bed half of the day,” Carlitz explains. “They re- alized how important their mattress was.” The cultural conversation around the im- portance of sleep has been growing steadily in recent years, but—just like ecommerce


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