Page 48 - Masala E-magazine Vol 9 Issue 4 February-March 2018

COVER STORY

How did you start manufacturing mattresses for
the hospitality industry?
We decided to get into hotels because of the fi nancial
crisis, which slowed business down in Europe. We
had expanded and we needed the volume to keep the
factory running, so the fastest way to get the volume
was to get the hotels as clients. We were already
supplying to hospitality brands under Sleepwell, but
they were more of the smaller boutique hotels in the
region. We were not able to get into the major chains
like Marriott and Starwood, because Sleepwell was a
local brand and they weren’t interested in buying from
a local brand.

They all had preferred suppliers, but we had a secret
weapon: we were manufacturing very high-quality
products comparable to the international brand names.
Soon enough, the owners realised that they were getting
super value for money, and that’s when the whole
thing took off. One reference led to another, and our
reputation grew to the point that today we no longer
have to push the brand. When our team walks into a
meeting with a hospitality owner, we talk about price and
the model they want to buy because it’s understood that
they are going to buy from us.

Why is mattress quality so important?
Sleep is one of life’s absolute essentials; like food, water
and air, we all need it. The better the quality of your
sleep, the better the quality of your life!

48 Masala Magazine
FEBRUARY - MARCH 2018