Morning Gerry,

I'm glad you are talking about factory rep's. We carry 2 of the "S" brands as well as the "T" brand, currently our best performing brand is the "E" brand which never was the case in the past but I have to believe it's because these "S" brands are now public companies and boards don’t care about the reps just the numbers and in down times they think they are cutting costs by letting less productive reps go and giving their territories to existing reps causing greater workload.

These two "S" brand companies need to get back to building relationships with their accounts by treating their reps better who will then treat the retailers better. Until that happens I think you will see this problem continue with any brand that is a public company. I don’t carry Serta but it appears to me they know this and are capturing market share as a result as well as the second tier brands like Englander who have not forgotten "Don’t bite the hand that feeds you".

IT’S NOT THE REPS IT’S THE CORPORATE CULTURE STARTING AT THE TOP THAT SELLS MATTRESSES

posted on behalf of Craig.

i have the worst rep. I have asked many times to visit the factory and been denied. Early meeting I was filed with questions and enthusiasm, but they were met with contempt. The plain fact is the Sealy rep doesn't like me, and will openly state it to other salespeople. I have given up trying to pass on customer comments. I felt the wrath when I tried before. I am honestly in awe sometimes, how such a successful company can have such a bad sales rep. BTW, best anyone can tell, the reason he hates me is becouse I had a backround of success in car sales, and all car salesman are slimey, lying scum according to him. You would think a sales rep. would know that a few bad ones spoil the reputation for the bunch, not just in car sales but all sales. But he is one of the most close minded individuals I have even met, and believes the stereotype. According to him, if someone doesn't want to lay on the bed, don't sell them, we don't want there business anyway. My brain hurts just thinking about how counter productive trying work with him is/can be. Personality wise, most who knew us before we met, would have thought we would get along great. I was excited to meet him and make a friend, but have been kicked in the groin by him so much I am now just numb. But I will hoefully find out soon what a good sales rep is like. I am leaving my current company and joining a new one, with a new rep(still a Sealy Gallery).

The simple fact is that the reps we see are doing a very good job. Most of them visit us on a regular basis and provide us with up to date information regarding their lineup...which is essential in order to sell their products. Now could they do more? I've been in the bedding industry for alittle over 14 years now and after seeing this site - I think every sales associate needs to have a look at it. I think it would be helpful if reps offered additional information to help more associates sell more beds - tips on closing and overcoming objections would surely increase sales for everyone!