Originally printed in Furniture Today's January 30, 2012, print issue
Furniture stores are doing a surprisingly good job of adding on to the basic mattress sale, a Furniture/Today retail survey reveals. The study, just completed, presents the views of almost three dozen furniture retailers around the country, the vast majority of whom have annual sales of more than $2 million. And some big players are on the list of respondents, too; 21% of the furniture respondents had sales last year of $20 million or more. Furniture/Today conducted the online survey to examine how well furniture retailers are doing when it comes to adding sleep accessories on to the mattress sale. And the results were instructive, with furniture stores reporting that 40% of their mattress sales include an add-on sale.
During December, Furniture/Today surveyed bedding retailers about add-on sleep accessory sales. This report presents data by furniture stores only and provides other retailers with benchmarks to measure their own sleep accessory merchandise performance. Responding furniture retailers operate more than 150 stores and carry a median of 20 mattress SKUs and a median of three bedding brands. Mattresses and box springs account for 96% of respondents?? total bedding sales and add-on accessories account for 4%. The 2012 Furniture/Today Retail Bedding Survey was conducted by Executive Editor David Perry and Director of Research Dana French.
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