A Retail Solution Which Increases Profi t Per Square Foot Without

Disrupting Your Sales Floor

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Everyone wants to increase their revenue, but it’s not an easy problem to solve. It’s hard to forecast revenue, and some companies don’t realize that what they’re doing isn’t working until it’s too late. Cost assumptions are di� cult to calculate and simple mistakes in the math can have catastrophic consequences. Some companies fail to adapt their projections to the changes over a month or quarter. And others are simply too conservative for their own good. Robert Je� erson is facing this problem right now. It needs to increase its revenue and pro� ts if it wants to survive, but it’s having a hard time � nding a successful solution. � e store doesn’t have room for more

products on the sales � oor, and this is hurting its business. � e bedding section in particular takes up a lot of space and because Robert Je� erson can’t promote new products, the store is starting to lose money per square foot. It also has to change out bedroom sets or rearrange existing sets in order to make room for new products. Management is having a hard time rearranging the sets in a way that optimally bene� ts the store, which also requires a lot of time and e� ort. Robert Je� erson has tried to include adjustable bases under full bedding sets to increase the attachment rate. However, the thickness of adjustable bases ruins the aesthetic of the bedding set. � e store doesn’t want to lose the bed set

altogether, but it can’t keep it on the � oor with the adjustable base if that detracts from the beauty of the product. � is has caused the retailer to have to choose between its best-selling bedding sets and adding adjustable bases. Because they can’t have both, they’re losing money. Plus, retail sales associates are confused about the way adjustable bases work. Many employees don’t know how to introduce adjustable bases and they’re having trouble operating them correctly. � is leads to upselling of products and � at sales in general. Robert Je� erson can’t � nd a way to e� ectively increase revenue, and the store is in trouble. ■

Robert Jefferson has a revenue problem–––––– C A S E S T U D Y ––––––

The RetailerRobert Je� erson Home Furniture is a family-owned, multigenerational retail store located in the Chicagoland Suburbs. Its two locations, in Barrington and Naperville, o� er mid- to upper-price points and bring in about $8-10 million in total sales annually. Its demographic has changed considerably as housing values increase and Millennials are becoming the primary consumer. As the retail space changes, the company is learning how to deal with new challenges daily.

ROBERT ROBERT ROBERT JEFFERSON JEFFERSON JEFFERSON

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Robert Jefferson H O M E F U R N I T U R E S T O R E

ROBERT JEFFERSON HOME FURNITURE STORE

ROBERT JEFFERSONHOME FURNITURE STORE

Sponsored Content

What if we told you there was one new product category that could dramatically increase your profi t per square foot? You’re in luck, because Motion Bedroom Furniture™ can do just that. Motion Bedroom Furniture is the new product category that takes the motion of living room furniture, marries it to the adjustability of an adjustable bed and brings this technology to existing bedroom sets. Customers love this new category, and it can play a huge role in rescuing retail sales and pro� ts. But Motion Bedroom Furniture has more bene� ts than consumer desire. It allows you to increase the pro� t potential of your bedroom sets with no changes to what’s on your showroom � oor. One thing needs to be clear: motion bedroom furniture is not an adjustable base. Adjustable bases are associated with mattresses and may or may not “work” with the look your customer wants in their bedroom. Our motion bedroom furniture, however, � ts virtually any bed on the sales � oor, and since it slides under the mattress and into the frame, it doesn’t take up any extra � oor space. � is is critical for retailers because you can put motion bedroom furniture under your bestselling bed, increase your attachment rate, and add a potential $1,000-$1,500 to a sale. � is new category also helps with logistics

and presentation. Because motion bedroom furniture is thin, we can ship more per container. � is instantly slashes

your shipping costs. One of the most important things to keep in mind when selling motion bedroom furniture is the people actually selling it – your RSAs. Here are four tips you can o� er RSAs to help them make the sale:

Put Motion Bedroom Furniture in your top-selling bedroom sets. Make it easy for customers to add motion to what you know they love. � is will make your top-selling bedroom set worth even more money.

Use display aids and promo materials to help engage customers. If customers ask “so what’s motion bedroom furniture?” that’s great—but don’t give them an answer immediately. Get them to fall in love with the bedroom set � rst, then add motion. � is will help the RSA keep the sale on track and make it more likely that the customer will buy both the bedroom set and motion furniture.

Sell the benefi ts of motion. Keep control of the remote and get the customer to lie down on the bed. Elevate the head and feet, then press the � at button and have them notice how the pressure returns and comfort is lessened.  Let them know motion bedroom furniture eases the pain of a bad back and helps reduce snoring and acid re� ux. � en let them feel how

easy it is to adjust the bed with the remote, tout the fully customizable positions and add that it even works for side sleepers.

Ask for the sale and overcome objections. RSAs need to keep three things in mind when faced with objections:

• Price. Financing is a powerful tool for closing the sale and overcoming objections because it strikes an emotional nerve in the consumer. Consumers may not want to pay $1,200 for motion bedroom furniture. But $10 a month? � at’s a di� erent story.

• Presentation. Customers don’t want chunky, unappealing adjustable bases on their beds for the same reason you don’t want them on your sales � oor – they make the bed look bad. Only motion bedroom furniture is 3.5” thin, � ts almost any bed and virtually disappears under the mattress. Consumers will like this.

• Step down in features if it’s necessary to close the deal. Motion Bedroom Furniture has multiple levels of features, because some customers simply won’t want all that’s available. If RSAs start at the top, it’s okay to step a customer down if it means closing the sale. Stepping a customer down is o� en an easier and more e� ective technique than trying to upsell, and it can help greatly when selling motion bedroom furniture.

When it comes down to it, the only thing you truly own is square footage. If you could put highly pro� table products on your � oor without taking up additional � oor space, why wouldn’t you? ■

About Us

Ergomotion increases Robert Jefferson’s profi t potential with Motion Bedroom Furniture™

–––––– S O L U T I O N ––––––

Ergomotion is the California sleep experience company that’s become the leader in bringing beauty and function to living spaces around the world. We power the adjustable bed industry and are the sole provider of products in the Motion Bedroom Furniture™ category. It is Ergomotion’s mission to create functionally beautiful living experiences. Learn more at www.ergomotion.com or contact them at 1-888-550-3746.

Sponsored Content

“Motion bedroom furniture increases profi t potential with no changes to what’s on

the showroom fl oor.”

www.ergomotion.com

Paris Fealy (Eastern USA) pfealy@ergomotion.com • Paul Smith (Western USA) psmith@ergomotion.com • Gui Peres (International) gp@ergomotion.com

Stop Losing Money on Your Bedroom Displays!Without Motion Bedroom Furniture™, your bedroom displays aren’t contributing all they can to your bottom line! See how to improve your profitability with Ergomotion’s new product category, Motion Bedroom Furniture, and stop losing money!

Get Your FREE Bedroom Vignette Profitability Analysis!Available for you, only from Ergomotion.

• Increase Bedroom Set Profitability Up to 20% – or More!

• Increase Attachment Rate Up to 10% – or More!

• Lower Logistics Cost by Up to 10% – or More!

Schedule Your FREE Analysis Today!

Visit us at www.ergomotion.com/motion-bedroom-furniture or contact Ergomotion at 1-888-550-3746