Channel playbook
Distributor strategy guide for fast category dominance.
Objectives
- Establish ReclineX as the premium reclining bed leader in your territory.
- Achieve 2.0x-2.4x category sell-through within 90 days.
- Maintain pricing compliance and margin integrity.
Assortment strategy
- Core: 40% of units, high velocity, premium entry.
- Aura: 45% of units, main profit driver.
- Clinical: 15% of units, healthcare and hospitality focus.
Store segmentation
- Tier 1: Flagship showrooms and highest-traffic locations.
- Tier 2: Regional power stores with premium mattress traffic.
- Tier 3: Select stores with targeted demo experience.
KPI benchmarks
- Demo-to-sale conversion: 28-34%.
- Financing attachment: 45%.
- Accessory add-on rate: 30%.
- Return rate: under 2%.
Sales cadence
- Weekly pipeline review.
- Monthly merchandising review.
- Quarterly training recertification.