In the competitive world of mattress retail, the showroom floor is your most powerful selling tool. It’s where the customer’s journey begins, and every detail, from the lighting to the signage, contributes to their perception of your products.
Yet, one of the most overlooked and impactful elements is a simple one: space. By strategically increasing the spacing between your mattresses, you can create an environment that not only feels more premium but also enhances the overall shopping experience.
Perception is everything: Premium by design
Imagine walking into a high-end car dealership. The vehicles are not crammed together; they are spaced out, each one given its own stage. This isn’t just for aesthetics — it’s a deliberate psychological tactic. The space around each car communicates exclusivity and value. The same principle applies to mattresses.
When mattresses are placed too close together, the display can feel cluttered and overwhelming. The customer’s eye is drawn to the sheer number of options rather than the unique qualities of each product. However, when you provide ample space, each mattress becomes its own focal point. This simple change subtly tells the customer that each bed is a distinct, high-quality item worthy of individual attention. It creates a sense of luxury and makes the customer feel like they are investing in a special product, not just another commodity.
Creating a better experience for everyone
Beyond the psychological benefits, proper spacing is crucial for a practical and inclusive shopping experience. A well-designed floor plan allows for a clear and easy flow of traffic, which is essential for several reasons:
- Walk space and accessibility: Adequate aisle space is vital for a comfortable and stress-free shopping trip. Customers need room to walk around, compare models and approach mattresses from all sides. More importantly, it is a matter of accessibility. According to the Americans With Disabilities Act, businesses are required to provide reasonable accommodations for people with disabilities.
This includes creating accessible paths of travel. Sufficient space ensures that customers using wheelchairs, walkers or strollers can navigate your store safely and independently. This not only meets legal requirements but also demonstrates your commitment to serving all members of your community. - Trial and comfort: Mattress shopping is a hands-on, physical experience. Customers need to be able to lie down on a bed, roll over and get a true feel for its comfort and support without feeling crowded or observed. When mattresses are too close, it can make the customer feel self-conscious and rushed, inhibiting their ability to make a confident decision. More space provides a private “testing” area, allowing customers to relax and truly connect with the product.
- Staff and customer interaction: Ample space also facilitates better interaction between your sales staff and customers. It allows a sales associate to walk alongside a customer, providing information and guidance without feeling cramped. It also makes it easier for your team to demonstrate features, such as adjustable bases, without having to awkwardly maneuver around other displays.
In conclusion, a crowded floor plan may seem like a way to display more products, but it can actually be a deterrent to sales. By embracing the art of space, you not only create a more upscale and appealing environment but also provide a more comfortable, accessible and, ultimately, more effective shopping experience for every customer who walks through your door.
