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From Home Furnishing Business

New Tempur-Pedic Training Effort Aims for 20,000 RSAs

Bedding major Tempur Sealy International (NYSE:TPX) recently launched an aggressive training campaign for retail sales associates to encourage them to boost sales of its Tempur-Pedic brand.

The company said it hopes to have 20,000 sales associates complete the program by the end of the first quarter, and noted that it already reached about half that total by early December.

The program is built around a series of videos that show how Tempur-Pedic’s proprietary memory foam works, and demonstrates why it’s different from the memory foam used by competitors, company officials said.

According to the company, each video focuses on a specific feature, including a demonstration of how Tempur-Pedic’s material responds to the sleeper’s temperature, weight and shape for personalized comfort and support; and how it reduces motion transfer and cuts down on tossing and turning to help consumers fall asleep faster and stay asleep longer.

To supplement the training material, the company also has produced a video about the Tempur-Pedic manufacturing process that was shot at its Albuquerque, N.M., factory, as well as a video highlighting media coverage of the brand and various celebrity endorsements.

Sales associates receive a training kit that includes a demo unit, handout and a branded plastic wine glass. The wine glass is similar to one used in a recently released television commercial that shows how Tempur-Pedic mattresses reduce motion transfer.

Internally, the company said a gumball is dropped into an oversized wine glass at its Lexington, Ky., headquarters every time a sales associate completes the program.



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