Problem / Opportunity
Home Meridian gained a coveted placement for a Lift Chair to be distributed in all Sam's Club Pharmacies. 

Barriers to Overcome
  • POS material in warehouse clubs is limited to the carton and the product itself.
  • The product is sold cartoned and unassembled.  Although assembly is simple, many customers are diffident about their mechanical assembly skills.  We needed to overcome that fear at the point of purchase.
  • The product has many features (lift, recline, heat and massage) that make it demonstrably superior, however, there is no one in the store to demonstrate.  When the chair sits by itself, it looks no different than an ordinary chair.

  • 3 short videos show an octogenarian assembling and demonstrating features of the chair.

  • A single chair in one fabric is selling at a rate of $5M annually.

Sams Lift Chair Case Study
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