When our company, Resident, first reached out to Cardi’s, a top New England furniture and mattress retailer, we made them an offer that caused them to hesitate. We asked if they wanted to carry our Nectar brand, which offers mattresses that are priced lower than the others they sell and at the time were available only online.
Although we started out as an online-only brand, our research showed that only 20% of people are comfortable buying mattresses online. In fact, the most common question we received on our site was: “Where can I see the mattress?”
We knew we had to provide an answer. We understood that a tremendous opportunity for growth was the 80% of…