Don’t skip the educational content at High Point Market.
Visiting vendor showrooms is, of course, a major part of the appeal of Market; however, browsing High Point’s Events & Seminars page yields a treasure trove of opportunities to gain new insights on trending topics, innovations, and strategies that are meant to propel your business forward.
Case in point:
NMG vendor partner HiEnd Accents hosted a panel for mattress and bedding retailers, titled Beyond the Headboard: How Top-of-Bed Can Drive Bottom-Line Growth and led by HiEnd’s VP of Sales, Melissa Walz, and Senior Manager of Creative and Trade Relations, Scottie Collins.
Intrigued?
Here’s a synopsis of the panel, including key takeaways, pro tips, and trends for top-of-bed merchandising.
Why Top-of-Bed is More Than an Add-On
If you’ve only ever considered top-of-bed to be an add-on purchase, think again. Top-of-bed is a powerful strategy that can help sell entire bedroom sets.
How?
Showcasing top-of-bed products in your showroom — adjacent to bedframes and mattresses — allows customers to imagine what the bed will look like in their home.
And why is this important?
It’s not uncommon for a customer to return a bed or mattress because it didn’t have the same appeal at home as it did in the showroom. Purchasing the entire showroom look — from sheets and comforters to quilts, pillows, and throws — often leads to an elevated brand experience and greater customer satisfaction.
For shoppers who want the whole package, offering top-of-bed in a way that resonates is crucial to increasing the average order value.
Image courtesy of HiEnd Accents
How to Create the Perfect Bed Display
First, the panelists noted that it’s all about balance, as you don’t want to detract or distract from the core purchase — the bed frame or mattress.
The three options to consider are:
- Fully dressed bed — The bed is displayed exactly as it would appear in a home setting, sheets and all.
- Partially dressed bed — The mattress is covered with a few elements, like a comforter, pillows, and a throw.
- Half-dressed bed — Literally half of the bed is displayed with top-of-bed products, while the other half is the bare mattress.
Photo courtesy of HiEnd Accents
Photo credit: Nationwide Marketing Group
Panelist Scottie Collins took this a step further with a video detailing the steps and products used to fully dress a bed.
How to Dress a Bed in 6 Steps
- Fitted sheet
- Hero layer — a comforter or duvet
- Quilt layer — folded back to showcase the comforter or duvet
- Pillow story — ex. a long lumbar statement with standard shams to match the quilt and patterned shams to match step 5 below
- Personality story — include a patterned layer
- Textured topper — add a throw blanket
WATCH the full 2-minute video here
The panelists also offered three additional pro tips:
- Finish with a quick steam to remove wrinkles in the fabric to create a better “visual selling opportunity.”
- Use a comforter rather than a duvet to save the hassle of stuffing a duvet cover for every display.
- Karate chop the pillows “to add that little bit of detail.”
Photo courtesy of HiEnd Accents
The Future of Top-of-Bed — Current Trends and QR Codes
First, the panelists shared four major trends for 2025.
1. Biophilic Design
In a nutshell, biophilic design is all about nature — “organic shapes, earthy palettes, and botanical features” along with “nature-inspired textures and tones.”
2. Maximalism
Move over minimalism. The new maximalism trend is all about refinement and intention when it comes to mixing patterns and colors. Texture also plays a role in “combinations that feel both indulgent and fresh,” like bouclé or velvet paired with tweed or faux fur.
3. Sustainable Design
The panelists agreed that sustainability is more than a trend. It’s a movement here to stay, and one that includes more transparency in materials used, where they are sourced, and how long they will last.
Common sustainable and eco-friendly fibers include linen, cotton and lyocell, along with the repurposing of upcycled materials.
4. Color Drenching
Unlike color mixing, color drenching involves the use of a single hue or monochromatic look within the same color family to create dimension and sophistication — with the help of various textures and finishes.
Trending colors include jewel tones and rich earthy hues, like ochre, olive, aubergine, and deep rust.
Using QR Codes to Sell Top-of-Bed
Like sustainability, using QR codes is also not a trend; it’s a best practice with proven results from HiEnd retailers who have placed QR codes strategically on showroom beds with a call to action that encourages shoppers to scan for more top-of-bed options.
According to HiEnd’s expert team, this is the future of selling more top-of-bed.
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