Sales associates, if you haven’t read the popular book 7 Habits of Highly Effective People, I recommend that you do.  In the chapter Be Proactive there is one concept that I think can be particularly helpful to you at this time of “challenge” we face in the current economic climate.

Charlie Eitel, Chairman of Simmons and ISPA, International Sleep Products Association, says that the bedding industry has an image problem, (we do) and he proposes a comprehensive marketing program, similar to the GOT MILK campaign.

Well, traveling again, as usual.  I just flew back from attending the Bedding Conference sponsored by Furniture|Today in Naples Florida, another tough assignment.  I was forced to stay at the Ritz Carlton Golf Resort.  If that wasn’t enough, my upgrade request was honored and I had to sit in first class on my flight home.

 

Currently I am reading, “Retail Selling Ain’t Brain Surgery, It’s Twice as Hard”. 
How could that be?  Well the author, James E. Dion, says that while brain surgery is a very complex and honorable profession, once mastered, there is very little difference in human physiology. “If you have seen one brain, you have seen most all brains.” 

As I write, I am flying to Miami, then on to the Bahamas.  This is one of those tough assignments that come with the territory.  One of our largest customers rewards its top associates with a trip to Nassau. We, as a supplier “get to go”  (code for help fund the trip).  Nevertheless, this is a great opportunity for many reasons.  I get to hang around with top producing mattress sales associates, and partake in a dream list of activities such as, snorkeling, swimming with sharks and sailing on a catamaran, etc.   Just another day at the office.

Last January, my friend and associate Brad, (president of SleepTrust, but I call him, “Boss”), attended the Las Vegas Home Furnishings Market. With much hype and publicity, we were drawn by curiosity to see a presentation from Leggett & Platt unveiling their new (sit down, I mean, lie down) $27,000 bed, “The Starry Night”. Check it out for yourself: www.starrynightbed.com