RETAILOBSERVER.COM FEBRUARY 2026
6
Moe Lastfogel
moe@retailobserver.com
Moe's Musings Views
Happy Retailing,
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I
was recently at a convention and had the opportunity to sit down with an
independent dealer that owned a Waterbed and Mattress Gallery. Yes,
you read that right, waterbed. He kept waterbed in the company's name
because he felt it's part of his brand recognition and he still sells a good
deal of replacement parts to people hanging onto their '70s waterbeds
(you know who you are!).
I asked him what he sold besides waterbed parts and mattresses. He
told me pillows and bedding played a big part in increasing ticket sales.
My next question was, "What does your showroom look like?" He told me
they had vignettes set up to look like bedrooms with side tables, lamps,
pictures, etcetera. I asked if he sold any of those items. The answer was
"No, why?". My reply was, "If you show it - you should sell it."
Why, as an appliance, electronics, or furniture dealer would you show
something you can't or won't sell? I'm not saying don't show it, I'm saying
if you do, then sell it too. If you sell appliances, why not pots and pans and
decorative hardware along with sinks and plumbing products and lighting?
Furniture dealers show dining sets, bedrooms and living rooms, why not
sell TV's, plates, carpets, pictures and lamps? Electronics dealers with
home theater rooms can sell furniture and specialty appliances for these
rooms. Think outside the box for the stuff inside the boxes you are selling.
Many of you are part of a buying group, attend the shows and have
opportunities to pick up any kind of product you would like to sell. So, the
next time a customer asks if you sell what you are showing, the answer
should always be, "Yes."
tribgroup.com
IF IT'S ON
YOUR FLOOR,
SELL IT!
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