The story of how a glass of red wine helped build a billion dollar bedding company.

The Challenge

How do you sell an unknown bed featuring a strange looking material made out of visco foam and a $2000 price tag?

Tempur-Pedic was less than 4 years old. The Founder had literally bet his farm to launch the company. Sales were sagging.

It seemed no one was interested in his new mattress that drew on a pressure relieving material originally developed by NASA to support astronauts in space.

The Solution

Jon Schulberg slept one night on the bed and knew he had to come up with a way to show and tell how Tempur-Pedic was like no other mattress ever invented. The unique material cradled your body from head to toe and yet did not transfer motion when you or your partner moved about.

Then he came up with an idea. He placed a glass of red wine on the bed and jumped up and down. Miraculoulsy the wine did not spill over. The President smiled with pride. He picked up the glass and raised a toast to Jon. The rest is history.

The Results

If a picture is worth a thousand words. This wine class video demo was worth a billion dollars.

The DRTV was an overnight sensation. Consumers were captivated and intrigued. The clincher was another bold idea that no other bedding company had ever dared to offer-- a 120 night free trial and 20 year warranty.

Sales soared and reached $100 million in less than 2 years. Within 5 years the company had gone public and Tempur-Pedic had become a household name.

When actor Jim Carrey saw the wine glass demo on TV he ordered right away. He loved his Temper-Pedic so much that he included a scene of him re-enacting the wine glass demo in his next movie. Tempur-Pedic did not pay a dime for the invaluable worldwide publicity. Click on video button on Simpson image above to see the clip from the Jim Carrey movie.

Today, Tempur-Pedic is the # 1 bedding company in the world. The president of Tempur-Pedic said this about Schulberg MediaWorks:

"Jon Schulberg’s ingenious wine glass demo combined with SMW's agency talent significantly helped make Tempur-Pedic a household name and billion dollar brand. We are grateful for SMW’s contribution to our success."

Let’s Work Together!

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