Direct mail to chiropractors drove $300,000 in first-year Tempur-Pedic sales
Bobby Trussell · Tempur-Pedic: Bobby Trussell · Oct 22, 2018 · at 32:08
Tempur-Pedic founder Bobby Trussell describes the direct mail campaign sending free sample pillows to 500 chiropractors in 1992 that turned the company around.
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“So, we got 25% of them to buy four pillows, and that was the major breakthrough that turned us out of the nosedive And so all of a sudden from that 500 chiropractors, we had a 125 of them who were buying four pills a month, and we were selling it to the chiropractors for 49 dollars. So we did about 300,000 dollars in sales that first year, all in the last four months of the year, pretty much.”
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