Weekly Discussion Topic

Wow! It looks like some of you are really rollin' on the blog. I want to remind you all of a few key points that will help keep topics organized.
(1) Remember that the topic of conversation will be posted as a 'new post'
These topics will come from you DSS, corporate or the pilot market DMs
(2) If you would like to respond to a particular posted topic click on the 'comments' icon directly below that particular post.
You can respond here as many times as you like to as many topics as you like - remember to sign your name!
(3) If you have any questions about this blog, please email Clara at clara.stoeser@mattressfirm.com

This week we would like to hear from your customers. We asked for feedback before on this topic and it is great information. Ask your customers about the Comfort by Color experience and leave a comment explaining their experience.

Ever since CBC has been rolled out I have noticed a tremendous increase in clearance sales. Has anyone else noticed this? I think it is because customers feel more at ease when we explain our new process to them. I'm sure it also has to do with our awesome new clearance program. With both of these new programs being in place I can't wait to keep track of sales records in the near future!!!!! Good luck to all and CBC rules!!!!!!

Remember......Customers walk into the Mattress Firm but they buy from YOU!
Randy (Store Manager 1609 Regency)

Exciting and Fun

I must say that since comfort by color has rolled out, customers look less frustrated, confused and relieved by the time they leave. I had a 3 friends come in to the store looking for beds. I was able to take them all to the CbC comparison center and get them started. 2 of the friends were married and were just looking so they went off to try their color, orange. The other friend wanted to buy a red bed. We shortly found him a red bed for his guest bedroom. He did not stop there, because he tried the green in the CbC comparison center he wanted to find a green bed for himself. As all 3 friends were laying on an adjustable green getting a relaxing massage, one of the friends commented, " I did not realize that there was so much to beds. I have been educated so much and the new colors are so helpful." The customers were so excited repeating to each other what colors they were. They looked like they were having such a good time. I think that the CbC has put some fun and excitement back into the bedding industry. That makes me really excited to introduce CbC to everyone.

**Erica C.** Jax.

Consultation Success with CBC

I must admit that I've had difficulty introducing and feeling comfortable in the consultation part of the CBC process, but today I threw caution to the wind and went for it. Nick came in to purchase a new sleep set today. I greeted him promptly and explained to him the "new way" to buy a mattress. I explained the store to him and asked him "if he minded if I asked him some questions to help make the process easier." He said "sure no problem." I was a bit nervous asking the questions but did fairly well. As I was asking him the questions I realized "holy smokes" this guy is specialist. Bamn!! I went into specialist mode focusing everything on finding this guy a bed to help him with his lower back and hip issues. I thought to myself this is pretty cool. It does serve a purpose in the process. He went home with a Queen Cape Horn and paid for delivery and frame. He told me that he was nervous about coming in because he had never bought a new bed himself and thanked me for making the process easy.

I wanted to share my success story with everyone to prove to you that the consultation portion is very important in helping us identify with our customers but also separates us in the "sea of sameness" because we do care. Using the questions was a bit awkward at first, but it does work. Over the past 8 years I've sold beds to thousands of people and millions of dollars in merchandise so I understand your fear. Change on the floor can be difficult. BELIEVE ME I KNOW. If you are having trouble with the consultation part of the process, jump right in there and just do it. Yes, we old dogs, can learn new tricks. Good luck and yes CBC DOES ROCK!!!

Lance D. Elshere
Mattress Firm
Jacksonville Area Manager
(Office): 904-646-2699

Good Morning jacksonville

WE CAN BLOG!

Jacksonville CBC

Comfort by color has been a great experience for me so far. I have only been with the company for a month and the CBC roll out has helped out so much with learning the products we carry. Here are my stories as to how it has helped my customers:

A customer came in the other day and was "just looking" I explained the comparison center to them and then left them alone. They ended up with the "greens" and really liked the Celebrity. They came back the next day and bought it and also a value center bed for their kid.

A woman came in and needed four beds for each of her rooms in her houses. We determined that for her she was a green and the other three beds would be a red. In 15 minutes we had all four beds chosen and a $10,500 ticket. She said it was easy and convenient.

Today, A couple came in asking for a double sided pillow top. I explained that we don't make those anymore. They were confused and were going to skip the comparison center and just stick with the reds. I asked them to try all of the colors first and found out that all along they found the reds to be too soft. They are really an orange. Within 5 minutes they had chosen a king cape horn simmons because of the feel and the motion separation benefit. It was 1:30 when they left, they had delivery set for 3-6 today. They told me that the experience was easy and I left them with no reason to shop anywhere else.

This CBC has not only made it soooo much easier on me, but has also made it so much easier on the consumer! I am a new trainee who is still transitioning from the mind of a consumer to the mind of a sleep expert and I have one piece of advice to you all. If it feels like the CBC isn't any better than what we were previously doing it, from my consumer mind that I still have, IT IS! It is so easy and comfortable to go through. If you use it to your advantage, it will bring you happy customers, referrals, and money in your pocket! Good luck everyone!

~Kristin Haluch~ Jacksonville, Fl