Daily News
From Home Furnishing Business
Symphony Sleep Reveals Observations from Strategic Conversations
February 17,
2026 by Karen Parrish in Business Strategy, Industry 
Symphony Sleep made an important observation through strategic conversations with key customers and prospects during the recent Las Vegas Market. Retailers are increasingly evaluating purchases through a total-profit lens rather than simple cost comparison, said company president John Schulte.
“We’re seeing a mindset shift,” he said. “Retailers are moving away from buying a product on a simple dollar basis and instead evaluating the total gross profit margin that can be generated from selling a system of products that allows tickets to expand during the end-user transaction.”
At the winter market, Symphony Sleep showcased its Hybrid platform frame with every available configuration featuring its top accessories -- SleepSafe, the Elevation Kit and the Hi-Low Lift Kit The accessory-driven merchandising strategy drew strong, favorable interest across retailers of diverse size and geography, according to Schulte. Add-on components allow retailers to display multiple variations on the floor to appeal to different demographics, close the sale despite promotional pressures, and ultimately generate higher gross profit margins through attachment.
Market discussions also revealed a growing need for vendor consolidation to improve freight efficiency and simplify operations. Symphony Sleep’s newly expanded pillow lineup directly supports that strategy. Supported by a distinctive in-store display, it enables retailers to round out their sleep system presentation while strengthening vendor relationships and logistical efficiency.
“Retailers are looking to consolidate purchases where possible,” Schulte said. “By expanding our pillow assortment alongside our base programs, we’re helping partners maximize freight spend and bring in multiple product categories from a single vendor.”
Schulte also underscored the importance of demonstrable product quality in today’s showroom environment. “Symphony Sleep has a unique product design and higher quality standards than our competitors. That gives RSAs the ability to create meaningful side-by-side comparisons and show visible, authentic differences in construction. When you can physically demonstrate build integrity, it adds credibility and helps move the consumer from consideration to purchase,” he said.