Estranged bedfellows / Paul Clark, Joyce A. Young.

Format:

Book

Author/Creator:

Clark, Paul, active 2022, author.

Young, Joyce A., author.

Series:

SAGE business cases.

SAGE business cases

Language:

English

Subjects (All):

Relationship marketing--Case studies.

Relationship marketing.

Mattress industry--Management--Case studies.

Mattress industry.

Physical Description:

1 online resource : illustrations.

Place of Publication:

London : Society for Case Research, 2022.

Summary:

This case traces the relationship between Tempur Sealy International, the second-largest mattress producer in the United States, and Mattress Firm, the largest retailer of mattresses. Scott Thompson, Chairman and CEO of Tempur Sealy, contemplated an interesting proposition. In November 2018, Mattress Firm, Inc., emerged from Chapter 11 bankruptcy and approached Tempur Sealy with hopes of rejoining its marketing channel. The prior relationship between Tempur Sealy and Mattress Firm ended acrimoniously in 2017. Multiple lawsuits between the parties followed. Tempur Sealy's net sales revenue for North America had fallen 22% since the departure of Mattress Firm. Although two lawsuits were still ongoing, Mattress Firm, with its 2,500 store locations, was once Tempur Sealy's largest customer. Students are asked to decide what Scott Thompson should do about Mattress Firm, given the two companies' past relationship and the radical changes taking place in the mattress industry.

Notes:

Description based on XML content.

ISBN:

1-0719-4475-4

9781071944752

OCLC:

1417357030