Charlotte, N.C. - Earlier today, Viscosoft, the American sleep and mattress topper company, launched a revolutionary online tool that is set to change the way people interpret their dreams. The tool, named "The Dream Machine," uses advanced artificial intelligence technology provided by OpenAI and ChatGPT to analyze people's dreams and provide them with accurate interpretations.
What sets "The Dream Machine" apart from other dream interpretation tools is its unique set of dream interpreter personas. Users can choose from a range of iconic personas, such as Yoda, Queen Elizabeth, and even Donald Trump, to interpret their dreams. This feature adds a fun and personalized touch to the dream interpretation experience, making it an enjoyable and engaging process.
"We're excited to bring this first-of-its-kind online tool to our customers," says Gabe Dungan, CEO of Viscosoft. "We understand the importance of a good night's sleep and the role that dreams play in our overall well-being. With 'The Dream Machine,' we aim to provide our customers with a fun and interactive way to understand dreams and gain insights into their innermost thoughts and emotions."
To use "The Dream Machine," customers simply visit the Viscosoft website, choose their preferred dream interpreter persona, and enter the details of their dream. The AI-powered tool then analyzes the dream and provides a personalized interpretation based on the user's chosen interpreter.
"We worked closely with OpenAI and ChatGPT to ensure that 'The Dream Machine' delivers accurate and insightful interpretations," adds Dungan. "We're confident that this tool will be a valuable resource for anyone looking to gain a deeper understanding of their dreams and themselves."
The launch of "The Dream Machine" is part of Viscosoft's commitment to providing customers with innovative and high-quality sleep products. The company has a range of mattresses, pillows, and mattress toppers designed to help customers achieve the best possible sleep.
"We believe that sleep is the foundation of a healthy and happy life," says Dungan. "We're proud to be at the forefront of the sleep industry and look forward to continuing to innovate and provide our customers with the best possible sleep experience."
"The Dream Machine" is now available on the Viscosoft website, and customers are encouraged to try it out and discover the hidden meanings behind their dreams. With its unique set of dream interpreter personas, this tool is sure to provide a fun and engaging experience for anyone looking to explore the mysteries of their subconscious mind.
]]>Furniture retail is an industry that has consistently faced complex business issues. Inflation, supply chain disruptions, and material shortages have made the operating environment even more complex over the last few years. To combat these challenges, several retailers have recently turned to private label for competitive differentiation, brand awareness, and increased sales. If you have considered private labeling but are still determining a fit with your business, read on.
Private labeling has many advantages, and with the right partner, is available to retail chains of varying size and scale. According to Statista, as of 2020, 89% of U.S. consumers said they trusted private brands just as much or more than national brands. This data is reassuring to an increasing number of retailers who feel stuck, and in some cases overrun, by wholesale partners with well-known brands. They understand the national partner’s brand has credibility with a large number of consumers. But that credibility comes with a price in the form of reduced profits and less control. With the Statista study and similar data in mind, small and medium-sized retailers are warming to the idea of private label. Atop the list of private label benefits are greater control over your business. Specifically, an approach that allows retailers to offer customers products they need wrapped in a memorable sales experience. In addition to being more memorable for the consumer, the interaction has become more collaborative and successful for the sales team.
The internet has democratized information. This has created a generation of ultra-informed shoppers searching for the highest value for their hard-earned dollars. A poorly timed statement about a well-known brand that conflicts with the consumer’s research may result in reduced trust and, worst case, an abandoned sale. The salesperson is disappointed to have lost the sale, and as the retailer, you may have lost the customer for life. Private label products are a path to remedy this challenge. Salespeople embrace private label for a few reasons. First, it’s a product made specifically for and sold by their employer. Sales professionals have a sense of pride in these products, especially when they offer the same excellent quality but at a lower price than the national brands. Second, because less is known about private label products, the sales staff is more likely to delight the customers by introducing them to an option they might not have considered otherwise. Third, loyalty. Private label products create a connection with the retailer and their staff that has a lasting impact beyond the initial transaction.
The best private label brands are created with the same features and quality materials as national brands and come with better prices. This combination attacks the value shopper segment on the hunt for products offering innovative features, comfort & style. Product development activities are difficult and expensive, putting them out of reach for some retailers. Partnering allows retailers to offer products with features and benefits proven to delight customers without the burdensome costs associated with trial-and-error undertakings of their own. Even if a product could be successfully launched, establishing an efficient supply chain operation has become more than a full-time job. It starts with finding a partner(s) to mass-produce your product, in some cases on a different continent. This effort requires several logistics partners to get finished goods into your warehouses and showrooms. Equally crucial to production & procurement is the scale of the operation. Small-quantity batch runs are expensive due to reduced efficiencies. Large quantity runs come with the risk of overstocking products that are not proven success stories on the showroom floor.
You know your customers better than anyone. You know the products and services they desire and the type of sales experience they expect to tie it all together. Private label products enable you to customize your product line to fit the needs and wants of your target market. It also allows you to develop unique warranty and rebate programs designed to increase brand recall and customer lifetime value. Let Viscosoft bring your business into the world of private label.
Viscosoft’s private label program offers retailers access to the following:
• Multiple lines of innovative mattress protectors, pillows, and mattress toppers
• Eye-catching product packaging
• Customized branding options
• Competitive pricing
• Best-in-class manufacturing facilities in the U.S. & overseas
• Efficient logistics with constant and transparent communication
Viscosoft has been an experienced brand in the sleep category since 2007. We are committed to remaining educated about the information that affects our industry so we can continue to be a trusted resource for our customers and private label partners. We know how hard it is to start a business and how much effort is required to keep it running. That is why we value your business just as we do ours. We take the time to get to know you, what you would like to accomplish, and how we can best assist you. What Viscosoft offers is a partnership.
]]>Viscosoft announced today that it will be expanding its footprint in the retail mattress market by providing private label sourcing on items such as mattress covers, pillows, and mattress protectors, for other mattress manufacturers.
This move comes at a time when many US manufacturers have announced price increases.
“Having lived in China for over ten years and having a team of 20+ in Shanghai working directly with fabric & accessory partners at every level in the manufacturing process, our supply chain, especially for textiles is deep, secure, and extremely cost-effective,” said Gabe Dungan, Founder & CEO.
“By providing items like mattress covers, pillows, and mattress protectors to other mattress manufacturers, they will be able to either decrease prices to retailers or at least hold pricing. This will ultimately make its way to the consumer and help to keep the market from drying up for all of us”, he said.
If costs continue to rise the way they have been and demand continues to drop as it has been, much of the mattress industry will price itself right out of the market, and the only ones left standing will be a handful of “National or Leading Brands.”
Ultimately, the negative impact of this trend on competition will hurt everyone, including smaller manufacturers, retailers, and especially the consumer.
Abundance vs. Scarcity Mindset.
“Our motivation for moving forward with this initiative goes beyond the opportunity for direct financial gain,” said Harry Costantino, Director of Sales, it reflects an abundance mindset rather than one of scarcity.
“I learned the advantages of this mindset early in my career while working with some of the most successful retailers in our industry. Top Achievers understand that the more we work together to serve our customers best interest the better our chances of creating a never-ending flow of consumers predisposed to buying”, said Costantino.
It’s the same principle here.
Viscosoft will be showing their 2022 mattress, pillow, and mattress protector lines at their new showroom (C-1536) at the July Las Vegas Market.
]]>
“Buyers always have a tight schedule at market; unfortunately, this means it can be easy for them to miss out on some of the best opportunities market has to offer,” said Viscosoft’s owner Gabriel Dungan.
(C-1536) is right next to Purple and between them and Tempur-Pedic, making it very easy for buyers who have never met Viscosoft to fit us in for a quick visit.
“I think companies will be impressed by the quality of our lines and surprised, if not shocked, at how much some have been overpaying for comparable goods.” Said Dungan.
The luxury bedding company, founded in 2007, will feature its six-mattress lineup, its newest line of pillows, mattress protectors, bed linens, and its best-selling line of mattress toppers.
The Viscosoft Edge is a 12.5-inch cooling memory foam mattress made with CertiPUR-US certified foams mattresses costing twice as much…retailing at $1,499 in queen size. The 12.5-inch Edge Hybrid is constructed with both memory foam and coils to offer superior edge support, stability, and cooling airflow technology at $1,499; The company’s React mattress is a 12-inch option for budget-conscious sleepers who are looking for full-body comfort for years to come starting at $599.95; The React hybrid mattress featuring a gel-injected memory foam designed to promote a temperature-neutral sleep environment and contouring support across your entire body, starting at $699.95. The company will also be displaying upcoming mattresses from their sister brand, Muse.
The company will showcase various interactive experiences for visitors, including a mattress topper “wall” exhibit, tables displaying different foam options to see, feel and interact with, and a display of fabrics, protectors, sheets, and other linens to sample. The space will feature a large seating area to make visitors comfortable throughout the experience.
The brand’s Director of Training and Key Account Development, Harry Costantino, said that now that things are “finally getting back to normal,” he could not be more excited about the opportunities at the Summer Las Vegas market.
“Not only will retailers have the opportunity to stop by and see our line, but we’ve been aggressively recruiting representation in several territories. Independent reps are welcome to reach out anytime or just stop by and introduce themselves.”
For more information or to submit a resume, contact Harry Costantino at harry.costantino@viscosoft.com
]]>Customers have recognized the Serene Hybrid topper’s unique combination of performance luxury and value with over 9,000 certified reviews. Several have written “it is the most comfortable mattress topper I have owned.” While others have commented the topper has “significantly improved the support of my current mattress, reducing discomfort in my hips and back.”
In addition to the topper’s comfort and durability, consumers appreciate the CertiPUR US-Made foam, the machine-washable pillow-top cover and the outstanding 5-year warranty behind every mattress topper. These features all but guarantee a safe, long-lasting solution to any sleep challenge.
Viscosoft is honored by the Good Housekeeping recognition. Since the first issue was printed in 1885, Good Housekeeping has been a go-to resource for so many things in the lives of its readers, sharing expert advice and recommendations for the best products you can buy. That mission continues today with the Good Housekeeping Institute’s goal of being the most trusted authority in the world for consumer products, design ideas and recipes. Gabe Dungan Viscosoft’s CEO said “We at Viscosoft are extremely pleased to have been recognized by the Good Housekeeping Institute in 2021. It is a validation of our commitment to delivering great sleep through thoughtful design and innovative materials at affordable prices. For several years we have known the value of the products we bring to consumers. We are thankful that the team of sleep experts at Good Housekeeping appreciate our quality commitment enough to share our Serene Hybrid mattress topper with their readers.”
About Viscosoft
Founded in 2007 with a goal of providing consumers a better path to great sleep, Viscosoft manufactures comfortable, high-end bedding products with a focus on comfort and value. Viscosoft has reimagined sleep, not with costly advertising, but with a commitment to quality materials and individual customer satisfaction. The small team of expert textile designers and product engineers are obsessed with the search for innovation and ultimate comfort. Viscosoft’s line-up of products are the result of rigorous development, a passion for design and impeccable workmanship. Over the past 13 years the company has built a reputation for quality, value and reliability while demonstrating an ability to compete in diverse distribution channels, including wholesale, direct-to-consumer and brick-and-mortar retail.
Viscosoft is also committed to its environmental responsibility. To ensure less returned goods are sent to landfills the company partners with several charitable organizations to receive gently used merchandise. In 2021 Viscosoft also launched a first of its kind ‘re-commerce’ initiative to maximize the value of its products through relationships with small vacation rental properties and short-term accommodations.
A proud manufacturer in the USA, Viscosoft offers mattresses, mattress toppers, pads, pillows, sheets, blankets, protectors as well as on-the-go solutions like travel pillows and mattress toppers for recreational vehicles. Learn more at viscosoft.com
]]>Consumers have been good to the furniture industry during the pandemic by spending money on home-furnishings that usually would have been spent on things like vacations and eating out.
But when the vaccine starts going out, are these consumers going to come into our stores, or are they going to run away from anything & everything to do their home faster than an adventurous teenager does when the circus comes to town? (I know, I date myself)
While anything is possible, what's most likely?
Undoubtedly, countless people have put off coming into our stores rather than risk infection, so I'm sure there is still plenty of pent-up need out there.
However, I'm betting that furniture and mattresses will be taking a back seat – at least for a while - to the long overdue and much-missed social activities that feature sun & fun and lots and lots of people!
So, while Memorial Day may be a bit soft, (which is not to say that we're not going to do everything we can to capture every sale), I'm betting that we are going to have to wait until Labor Day for people to be exhausted from all the fun & freedom and ready to come back home. At which time, they are going to need new "everything" for their homes. Catching this wave just might be the "mother- load" for 2021.
Preparing for the opportunity
So, whatever this next phase of consumer spending looks like, successful retailers will figure out the best ways to capitalize on it. Here are 3 simple "old school" ideas to help retailers do just that.
1. Tell me where the people are - and I'll tell you where “smart retailers” will be!
Events! Events! Events!
Parks, festivals, zoos, art exhibits, dances, dining, flea markets, even the local coffee-shop, get the point? All the things we took for granted are going to be on everyone's "do as many and as fast as we can!" list. Happy people, smiling faces, what could be better?
Recognizing this, smart retailers will be setting up promotional booths and vans and tents and billboards. Anything & everything they can to get face-to-face with as many of the happy people & smiling faces as possible.
I'd start printing tee-shirts ASAP!
2. Get-A-Way / Give-A-Ways.
As the saying goes, "everything old is new again."
I had the good fortune of starting my furniture career in 1987, working for furniture icon Herschel Alpert at Alpert's Furniture in Seekonk, MA.
That's how far back Get-A-Way / Give-A-Ways go. And as I recall, these packages were extremely popular even way back then.
I can't even begin to imagine how eager the hospitality and travel industries will be to run at 110% occupancy the instant the zombie apocalypse officially ends. That means that putting together discounted vacation/leisure packages of every kind should be as easy as falling off a log.
Call me crazy, but if there ever were a time when furniture companies should look at giving away vacation packages as an incentive for purchasing furniture, this would be it!
3. Provide plenty of sales training for your newly hired sales staff.
Okay, if we've ever worked together, you knew this was coming.
One of the consequences of this virus is that it inspired many salespeople who were close to retirement to move forward and move on.
Because traffic has been down, most retailers have handled the traffic effectively with their remaining staff. However, as the numbers go up, so will the need for newly hired well-trained professionals.
And since windows of opportunity close as quickly as they open, there may not be time to wait for experience only to do its part in helping newly hired salespeople become effective professionals by Labor Day.
Therefore, companies would be well advised to make the investment
and provide comprehensive sales training for newly hired staff members starting….NOW!
]]>If separation causes loneliness, then connection cures it.
We've all heard the old adage that it's lonely at the top. Most of us associate this sentiment with the company’s owners and the select few executives with the coveted "C" sets of initials after their names. And rightly so. After all, these are the leaders we all count on to make it rain.
However, just as leadership is not a title, loneliness is not reserved for these select few. In fact, just about everyone committed to success experiences some degree of loneliness because it is inherent in the process of advancement.
There are some things that we can do to manage the loneliness that is sure to come as we move up the ladder. Here are 5 simple suggestions to help you on your way.
Loneliness is a feeling that comes from separation.
Separation can be physical. No doubt, COVID-19 has taught us all something about the pain of loneliness that isolation can bring. But loneliness also comes while practicing the solitary pursuit of building a successful career, even when others surround you.
We all know what it feels like when someone we care about leaves us, but loneliness can be just as real when we are the ones doing the leaving. This can happen in our personal as well as our professional life, like when being promoted, for example.
Moving from sales to management
I'm sure every salesperson who moved up into management knows exactly what I'm talking about. This separation usually begins long before the promotion comes because of the changes we need to make in our mental focus and physical behaviors to earn the promotion.
Maybe you started redirecting your downtime from just hanging out and chatting to learning new sales techniques or studying management. Or perhaps you began to spend all of your time with customers because you knew that becoming a Top Producer was the most straightforward and surest way of moving up the ladder. Chances are as soon as you started making these changes, you already started to feel the sense of separation.
Once promoted, we have a new job with new responsibilities. And while we still have our friends on the sales floor, it's not really the same, and we know it, and so do they.
There are plenty of times when we want to hang out with our old teammates. But it seems we always need to be somewhere else. Over time, this separation grows, and we miss what we once had. But letting go of what we have in order to reach for what we want is the price we pay to move forward.
And as if this loss were not enough, we now have a new group of peers and a new set of responsibilities to contend with. And as much as we thought we knew what we were getting into, there are times when we feel like a fish out of water and moments when it feels like we may not fit in with our new peer group the way we did with our old one. And the feeling of loneliness is compounded.
And guess what; this double-edged sword of loneliness plays itself out every time we take the first step towards the next rung of the corporate ladder.
So, if you're planning to build a successful career, you should include a plan to handle loneliness.
If separation causes loneliness, then connection cures it.
Cultivating our connections is the key to successfully navigating these lonely times. And while there are countless things that we can do to improve our relationships and fend off loneliness, here are just five simple and basic principles to get you started.
1. Get Ahead Of The Curve
Since you know change is coming in your career, it makes good sense to get ahead of the curve and start developing deeper connections with some of your personal support groups.
Spending more quality time with family and friends is one way to get started. Perhaps there are some local community groups that you have been thinking about looking into. Or maybe there is a local charity that you know needs your help. And of course, there are countless opportunities to join professional associations related to your industry or new position.
All of these actions will help bolster your feelings of being connected and give you plenty of support as you move forward in your new role. Of course, as is always the case, the keyword here is action. These may sound like good ideas, but they will be just that, and only that unless you act upon them.
2. Listen To Yourself
Connections are about relationships. And the first relationship you need to sure up is the one you have with yourself. This starts by managing your self-talk. Whenever you feel the pang of loneliness, please take a moment to uncover the thoughts that led up to it.
The chances are that you've been doubting your ability to do your new job, or at least do it well. Or maybe you have been focusing on the fear of not fitting in with your new team. Or you were reminiscing about the "good old days" with your old teammates on the sales floor.
All of these and countless other self-defeating conversations undermine your self-confidence and foster loneliness.
Since our thoughts shape, or at least dramatically influences our feelings, the solution is to change the chatter. Uplifting our internal chatter takes a conscious effort, but it's worth it. As is always the case, putting pen to paper, even to jot down a few keywords, really helps to focus our thoughts and multiplies every word's effectiveness.
And what should you change your chatter to? Since we can only build on what we have, you should focus on what you have. And then build on it.
Remind yourself that you belong in your new position; otherwise, you wouldn't have gotten the promotion in the first place.
Chances are you've already tackled a few new projects successfully; what were they? Focus on what you did right; what new lessons did you learn?
Think about the new and exciting experiences waiting for you just ahead. How can you apply these newly learned lessons to the next project you encounter or challenge you face?
Look for situations when you recently connected with or worked well with your new peer group and think about how you might build on these new relationships.
You are a part of a new team now. What skills do you bring to the table that this team can benefit from?
Being optimistic about the future and speaking confidently to ourselves - about ourselves - are the essential tools for fending off loneliness and ensuring our success.
3. Do Something About It
Loneliness is a feeling. We influence our emotions through our thoughts, but we can also impact them via our physiology.
Sometimes all it takes is getting up from your desk and taking a short walk to get a breath of fresh air. But since that does not always work, it's much better to create a specific set of actions or rituals that you can use in these challenging times to trigger positive emotions and actions.
For example, there were plenty of times when I was on the sales floor that I just could not get going with customers, no matter how hard I tried. If you've built a career in sales, you know exactly what I'm talking about. No matter what you do, it seems no one will work with you let alone make a purchase.
One of the techniques I learned was to make a conscious decision that I was not going to sell anything to anyone. Instead, I would walk through the showroom as if I had somewhere else to be.
I would be as upbeat as I could, smiling and saying hello to customers as I breezed by. But I would just walk right on by. Almost without exception, it was not long until someone would say the magic words, "excuse me..." and I would be on my way.
How do we take this principle of developing a ritual and apply it to those moments when we feel isolated, challenged, and lonely in management?
That's entirely up to you. You get to design any physical actions that use your body to take your mind off falling short and feeling lonely and redirect it to succeeding and feeling connected.
Two suggestions; 1. keep it simple and 2. do something that builds upon your success.
4. Purpose Pulls Us Forward
Career success has benefits, meaning, and purpose. That's what makes all the work worth it; it's why we do what we do.
It's said that real success lies in the balance between results and relationships. Every promotion challenges us to create this balance. Simply stated the way to achieve this is to include the success of others in your career plans.
When we're feeling lonely or disconnected, focusing on why we're doing what we're doing might be all it takes to tip the scales of momentum in our favor.
As a corporate sales trainer, I would always ask the group to share a photograph – this was long before cell phones were invented - of something that really mattered to them.
Not surprisingly, many brought in photos of their family. But many would bring in pictures of a new home or car they wanted. Maybe they needed to save up for college tuition, or sometimes, they really needed to focus on an unpaid electric bill.
I would always recommend that they keep these photographs with them. When times were tough, or when they needed a reminder of why they were doing what they were doing, they would look at these photos for inspiration.
And by the way, I believed then - and now - that every time I help a salesperson grow into a Top Producer
The power of purpose, reminding ourselves of the reasons we do the things we do, has a powerful effect on our thoughts, feelings, and behavior, regardless of what rung of the ladder you are on. And just in case I’m not being clear, I believe that helping others is one of the most powerful motivations any of us can have.
Some things change as you move up the ladder, but others don't. The power of purpose is one of the latter.
5. This Too Will Pass…
Last thought… Everything passes, both the good and the bad.
When we’re caught up in the moment, it’s easy to lose perspective. This is especially true with negative feelings, such as loneliness, because it can easily feel like the pain will last forever.
This initial feeling is compounded by the fact that the more we focus on something the longer it actually does last.
In these moments, it will always be helpful to take a deep breath, step back, and remember that everything passes. Then change your focus, look to the future, and the feelings of loneliness will pass, too.
]]>However, for the Top Producer, the rule of treating people the way you would like to be treated, although well-intentioned, doesn’t just fall short; it misses the mark entirely because it represents the wrong starting point.
When it comes to effectively serving our customers, our starting point and primary focus are, and always needs to remain, on filling, satisfying, and then exceeding customer needs.
At any given moment, our customers will have different wants and needs and demonstrate a variety of personality traits and behaviors to fill them.
The key to persuading customers to work with you rather than against you - which is the only way to make the sale - is to fill their tangible needs with products and services.
Then, we must exceed their intangible needs by treating them the way they want to be treated at that very moment!
Customers will not move ahead and purchase unless they feel they are making the right or best decision. Furniture does not create these feelings; people do. And Top Producers do it better than the rest of the pack.
And while these people may make it look easy or natural, experience has taught me that delivering this level of performance is a skill that we all can and should work on every chance we get, which means starting with the very next customer that walks in the door.
]]>While most definitions of leadership may share common elements, the exact definition is written by each leader and the actions taken to accomplish their mission.
When we think about leaders in the furniture industry, we tend to think of the iconic owners that have created a business within their community, built a brand customers trust and evolved products, services and strategies to meet shifting consumer demand.
But leadership can, and should exist, at every level of an organization. In this industry, consistent sales leadership has become the hallmark of businesses that have continued to thrive over the past 25 years despite significant changes in consumer preference and purchase behavior.
These sales leaders have become responsible for much more than facilitating transactions. They play a critical role in maintaining a brand’s credibility, understanding current trends and individual needs and building lifetime value for the organization through each customer and their sphere of influence.
As the furniture industry continues to embrace the transition to a hybrid (online + offline) shopping model, the influence of sales leadership has become increasingly important. Established leaders are being asked to anticipate what's around the corner and prove their value once again by connecting with consumers through their devices…well beyond the front doors of the showroom.
Their relationship building and product knowledge is being challenged in new ways, but the most deft among them continue delivering results. These leaders have embraced the new way of conducting business and in doing so strengthened relationships with consumers and their business’s relevance within the consumer purchase journey. Quite the feat.
]]>That’s why we are so excited to present Imagination Playground’s “Big Blue Blocks” program at the Las Vegas Market.
Imagination Playground transforms lives.
Researchers have long known that playing with blocks helps children develop both cognitive and social skills.
Designed by award-winning architect David Rockwell, this larger-than-life collection of blocks is a mobile block-based play system that can be set up virtually anywhere.
It transforms children’s minds, bodies, and spirits through active, creative play and has delighted children, served families, and enriched community’s worldwide.
ViscoSoft will be sponsoring events throughout 2020 and invite you to join us.
ViscoSoft and Imagination Playground will be partnering with Schools, Children’s Museums, Parks, Daycare Centers, Camps, Hospitals, Churches, and much more to provide this unique educational playground to children everywhere.
Select retailers can also create a unique in-store "Shopertainment" experience. Supported by an effective social media program, there are virtually no limits to how successful these programs can become.
For more information, please visit our booth during the Winter Bedding Market in Las Vegas #A-940 or contact Harry Costantino at harry.costantino@viscosoft.com.
]]>Digital marketing and boxed mattresses may be the newest thing in bedding sales, but building a successful business still requires traditional values and that means trusted relationships.
ViscoSoft is looking for well-established, high-performing independent representatives to carry our Edge Mattress along with our newest pillow and protector lines in order to help retail customers drive traffic from online into stores.
We know how important it is for buyers to work with someone they know and trust because we feel the same way.
If you are an independent representative with a track record of providing the training and customer service needed to maintain long-term relationships with key accounts and can prove it, please contact us at harry.costantino@viscosoft.com or gabriel.dungan@viscosoft.com.
We're excited to share our new program where We drive a lot more than just traffic. To learn more, visit our Retail page.
]]>Make sure the mattress that you choose has a trail period that you’re comfortable with. Studies show that it can take up to 8 weeks for your body to adjust to a new sleep surface.
Check with the company you’re considering purchasing from to see how the mattress will be returned if you do happen to be unhappy. Some companies may schedule for a donation-based company to pick it up and just refund your money, some may require you to ship it back but cover the shipping costs, and some may let you return the mattress but leave you responsible for the fees.
When you buy a new mattress from a mattress store, commonly the delivering employee will also haul off your old one. Chances are, you're unlikely to get that service if your mattress just comes with regular mail delivery. Plan to make accommodations to remove your old mattress yourself.
Spend the time to find as many detailed, unbiased reviews as possible. Although the same mattress isn’t going to work for everyone (i.e. not all of the reviews will be 100% positive), you can get a good feel for how the mattress is working for people with similar needs to yours, their customer service, return efficiency and protocol, etc.
]]>While retailers may receive a wide range of benefits from securing private label and exclusive vendor commitments, there are three advantages that rise to the top of the list: increased customer credibility, more effective sales presentation, and greater profit margin.
]]>Increased Customer Credibility
Consumers believe that private-label programs represent a good value and that purchasing private-label products makes them a smart shopper. It’s easy to see how this thinking has grown and taken online sales along with it. Today’s consumers clearly understand that the closer they can get to the manufacturer the better the value.
Having private-label programs sends the clear message that the retailer has eliminated as many middlemen and unnecessary expenses as possible and that they have the same commitment to value as their customers. This makes it easier for the customer to make their first purchase. Once they do, customers are more likely to have confidence in the value of every purchase they make from this retailer.
More Effective Sales Presentations
Remember that selling is all about the transference of belief. Salespeople always sell private-label programs with greater confidence because they believe in their quality and value. These beliefs are reflected in the sales presentation and tend to create greater customer satisfaction.
It is even better when salespeople know that they are the only ones in their area who have the line. Here’s why: over the years furniture vendors have created variations of the same basic products and sold them to competing retailers. These lines are usually priced differently from one retail store to the next. These variations have made it increasingly harder, and more frustrating, for customers to comparison shop in stores. From the customer's perspective, changing one or two things about a product rarely justifies the difference in price.
Nothing has a greater impact on the quality and effectiveness of a sales presentation than when a salesperson can look the customer straight in the eye and assure them that, not only does their product represent a great value, but that the customer won’t find it anywhere else.
Greater Profit Margin
When a retailer makes the commitment to work with a manufacturer on something as meaningful as a private-label program, they give that manufacturer more than just a steady stream of income (as if that weren’t enough!). They also give them the opportunity to build a reputation as a credible brand and the momentum they need to strengthen their business.
In return, the retailer has the right to expect a little bit more from that vendor once they've entered into the partnership. The retailer should hold the vendor accountable for:
In conclusion, today's manufacturers need to do more than just tell the retailer they are grateful for their business, they have to prove it.
]]>If you want to hire great salespeople, you might need to re-evaluate your hiring practices. Webster’s Definition of complacency includes "self-satisfaction especially when accompanied by unawareness of actual dangers or deficiencies."
It’s hard to imagine that anyone is complacent in today’s day and age. But, then again, who would’ve guessed that institutions like Sears and JCPenney would fall victim to the on-going retail apocalypse. If you think things are different for the furniture industry, then please keep reading!
It is no secret that competition is fierce as furniture and mattress stores face increased pressure from both fast-growing national chains and online retailers. Recent acquisitions as reported in Furniture Today just made that competition, even more, overwhelming for many.
Many, but not all of us have already learned the hard truth that very often the things that got us where we are won’t keep us there and surely won’t get us to where we need to be.
So, when a new and different type or a much higher level of competition is met with outdated or ineffective policies, procedures, or the everyday behaviors that we’ve simply become accustomed to, than the answer to our question is clear—competition won’t cure complacency, it will foster it.
It’s easy for the policies, procedures, and everyday practices to become outdated and ineffective. Therefore, it is imperative that we make reviewing and revising them on a regular and on-going basis part of our culture.
Although there are countless topics that fall under the umbrella of policies and procedures, one of the most important is hiring new salespeople.
Very often companies in the same geographic area are competing for talent from the same pool of potential employees.
Chances are if you’re going to survive and thrive in this competitive environment you’re going to need the best salespeople you can find. And that might mean doing things a bit differently than you have in the past. Here are five simple suggestions you might implement immediately to attract and keep the best salespeople. Remember, sometimes changing just one thing can change everything.
Often, you can recognize the right type of candidate just by asking three simple questions:
It does not matter what that person has sold in the past—furniture, real-estate, or clothing—you should ask them all three questions. If they are a server in a restaurant, ask them to pretend you are a customer and have them tell you “What’s good?”
How they answer these questions and watching their presentations can tell you if they are going to be a good fit for the company and how good their chances are for success if you know what to look for.
Note: post includes material from Principles into Action, Copyright 1984, H. Costantino, all rights reserved.
]]>When introducing a private-label program to consumers, simply printing your company's name and logo on the package isn't going to cut it. And, of course, no program or product can sell itsel
]]>You may be familiar with the slogan “it’s the economy, stupid” that dates back to the Clinton election campaign and was coined by strategist James Carville. But when it comes to succeeding in the furniture and mattresses industry, a better phrase may be “it’s the selling process, and that process needs to be strategic!”
Consumers believe that private-label programs represent a good value and that purchasing private-label products makes them a smart shopper. With consumers in mind, and as recently reported in Furniture Today, industry leaders have recognized not just the value in, but the necessity of expanding their private-label lines, and that is exactly what they are doing.
Private-label programs are the result of the retailer and manufacturer working together and reflect the quality and value of that relationship.
When introducing a private-label program to consumers, simply printing your company’s name on the package isn’t going to cut it. And, of course, no program or product can sell itself.
Private-label programs are the result of the retailer and manufacturer working together and reflect the quality and value of that relationship. These programs can provide many advantages. One of the most important advantages these programs should provide is a strategic sales advantage.
To sell a private-label program effectively, the manufacturer must work with your team to provide an effective and on-going sales training program that is built on proven principles and customized for your needs.
Introduce the private-label merchandise to establish a standard for quality and price without undermining the value of other lines on your floor. Use product exclusivity to create a competitive edge over the competition without making the customer think that you are afraid that they might decide to visit the competition. Explain how the line includes a commitment to delivering a higher level of customer service without overselling or making promises your company can’t keep. With several top one-hundred retailers already on-board and select retailers carrying our ViscoSoft brand, we are confident that companies who visit us at Market will be interested in learning more about the many advantages of private label programs, product exclusivity and how we can work together to develop an effective sales training program.
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