Cover Story Posh + Lavish:


Helping Retailers Thrive In Brick-And-Mortar


By Gretchen Kast


At a time when many traditional mattress retailers are reevaluating their sales strategies, Posh + Lavish is offering retailers products and tools to take a new kind of approach—one that will help them differentiate themselves from their competition and make the most out of every sale. Armed with a simple sales pitch and unparalleled comfort feels, the company is helping brick-and-mortar retailers reconnect with a powerful consumer base that has been underserved amidst the industry’s ongoing “race to the bottom.” The luxury brand is built on the promise of best-in-class mattresses made from materials consumers already know, understand and covet. By focusing on true quality over quantity, Posh + Lavish not only ensures that retailers are maximizing the impact of each and every sale—it is creating new opportunities for them to thrive in a changing marketplace.


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n a year that saw economic uncertain- ty that in many cases led to shuttered retail storefronts, the fate of a compa-


ny like Posh + Lavish may have seemed tenuous back at the start of the pandem- ic. Since its conception, the company has focused solely on brick-and-mortar retail, understanding that the only way to sell its products at the price points at which they are valued is to make sure the consumer can really experience them in person. But any doubts Principal Kurt Ling may have had about how his company would fare in these challenging times were quickly re- buffed: by the summertime, Posh + Lavish was doing more business than ever before. Not only did the company sign more new


retailers than it had previously, many of its existing partners were also looking to ex- pand their offering and even upgrade the sizing of their mix.


In a practical sense, at least at first, some of this was due to outside factors happening throughout the industry: namely, the supply chain disruptions that were wreaking havoc on delivery times. While other manufacturers were struggling to fulfill orders, Posh + Lav- ish had avoided such fate by quickly ramp- ing up its raw material orders in the spring, which allowed production to continue as ex- pected. In fact, over the course of the pan- demic, Ling estimates that there was only a three week stretch where order fulfillment was taking two weeks—the rest of the year,


Posh + Lavish was getting product out in just one week’s time.


But keeping up with the steep uptick in consumer demand was about more than just having enough components on hand; it required the company to have its finger on the pulse of what consumers were look- ing for as well. Back in the spring of 2020, it seemed just as possible that consumers would keep their wallets closed as they had during previous recessions. But the nature of this crisis—wherein many people were stuck at home and actually saving money thanks to lockdown restrictions—lent itself to a true boon in the home furnishings category. And consumers weren’t just focused on buying for the home, many were also prepared to spend


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