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High Point introductions: 5 ways to boost business

As featured in Furniture Today.

The fall High Point Market, a personal favorite of mine (more on that later), is now open for business.

Here, culled from the list of bedding companies showing their wares in High Point this week, are five business-building ideas you should consider:

1. Expand your commitment to better bedding.

Shifman Mattress, the New Jersey-based producer that focuses on the high end of the market, has revamped its Masters collection, which touts natural materials and handcrafted quality.

Another high-end company to consider is Vispring, the Plymouth, England-based producer, which is debuting new Italian designer fabrics here and is showing a premium adjustable bed base.

2. But don’t neglect value-priced lines.

Corsicana is a promotional powerhouse, while Man Wah is making a big push in value price points, and Classic Brands is a strong player in that category, as well. Ashley, growing rapidly in the mattress arena, has a broad offering of beds that tout superior value stories, while Kingsdown’s Prime collection targets retails at under $1,000. Bed Tech, showing at Centers of High Point, says it offers “quality bedding, at a fraction of the cost.”

3. Sell a high-coil-count story.

Therapedic is offering its exclusive iFlex Hybrid Quilt on some of the models on its revamped Tommy Bahama line, which feature more than 2,000 micro coils integrated into the quilt. This is the industry’s first hybrid quilt, company officials said.

4. Remember to add sleep accessories.

The offerings here are broad. PureCare is touting temperature-control stories in several of its sleep accessories lines, while Malouf is talking about its 600-thread count Supima cotton sheets. Fashion Bed has a three-pronged strategy to meet its customers’ adjustable bed needs and is debuting new point-of-purchase materials for its well-received Presto bed frame.

Danican has new mattress and pillow protector lines, while Protect-A-Bed moves into a new showroom and outlines its Grow the Retail Basket campaign, which notes how sleep accessories help retailers grow their tickets, a critical skill for mattress retailers these days as retail traffic remains down.

Pillow King Mike Lindell brings his My Pillow line to High Point, and Bedgear brings its usual excitement and energy to the market with its line of mattresses and sleep accessories. That is always a fun showroom to visit.

5. Try something different.

Landover, Md.-based Sleepwell moves to a new showroom and offers both one- and two-sided mattress lines. Remember two-sided sleep sets? Gold Bond still specializes in two-sided beds and is also a leader in the futon arena. That producer reports interest in futons is on the upswing.

Kingsdown aims to boost the latex bedding category with its new Sleep Haven collection of three all-latex mattresses, retailing from $3,499 to $4,299. Do I need to remind you that many bedding insiders favor latex beds? (I didn’t think so.)

Why is this my favorite High Point Market? Well, I like the fall displays that many companies offer in their showrooms, and I love how the market is framed by autumn colors. And, yes, I like the candy corn that some companies offer in their showrooms.

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