185: Luxury Mattress Referral Program w/ Saatva

AI is here. It's not something that's going to happen one day in the future. It's here right now and we are using it to help deliver better patient show up rates. Just better results for our clients. And we put together a brand new webinar and I want to invite you to it. You can go to chirocandy.com AI webinar. There should be a link in the show notes to this as well but it is a jam packed straight as much content as we can give you. Not that's irrelevant because there's a lot of information out there on AI. We want to show you how you can use these things to actually help you get new patients and get them in the door, increase show rate, all of that good stuff. That is what this webinar is all about. So go to carolkini.comaiwebinar to sign up for the webinar. You are listening to Cairo Candy, the podcast of sweet chiropractic success. Here's your host, Billy Sticker. Okay, Happy Thursday everybody. I'm excited about today's, today's presentation. We've got Usman from satva Mattresses and we actually met or first connected at Parker back last February and I went and took a tour of everything that they do and, and we've been in contact and they just have a really, really great program for chiropractors. It's a fantastic product and then a. Just a fantastic opportunity for you guys. So excited to have you on today. We'll go ahead and.

Yeah, thank you so much for, for having me.

Yep. Very good. Is there anything you want to start off with before we jump into the presentation or are you ready just to, to get in there? It's up to you.

No, I, I think the presentation will probably go through most of the things. But thank you, you know, for, for having us on and yeah, really excited to talk about Saatva and what we're doing.

Yeah, I don't do things like this very often so it's got to be something that I really believe in and really like what you guys are doing. So yeah, you should be able to share your screen.

Awesome. Yes. Great. Can you see my screen?

Yes.

Awesome. Let me just move over to this. So yeah, thanks so much for having me. Yeah, I just want to share a little bit about Saatva and what we're doing with chiropractors. So I'll start out really quick. Just introducing a little bit about who SAPA is. Sapa is a direct to consumer mattress company. All of our mattresses are made here in the US and we started noticing that there was a really big need with chiropractors that the number one question I'm sure everyone here gets asked is pillows and the number two is mattresses. And a lot of times there's just not a really great partner that chiropractors have confidence in. So we've really started investing heavily in the chiropractic space. We attended Parker for the first time this year. We're getting endorsed by the ACA and we're really trying to really invest heavily with our chiropractic relationships. So I'm sure we all know this, but just to kind of share why sleep health is important is you spend one third of your life on, on a mattress that's 66, 000 hours every year. 1% of your patients are already buying mattresses. So if you see 400 patient visits a month, that's four people that are already purchasing a mattress. And then if you think about just, you know, you just sleep on a mattress, just, it's inevitable that you're going to get, you know, different kind of pollen dander things that accumulate. So the average mattress that's five years old has 10 million dust mites by year five, which is kind of wild. And so a lot of that causes, you know, allergies. Not to mention if the mattress that you have already was made with different materials that were just allergic to and then just going through like, you know, there's a lot of issues with sleep. It's very important. It's probably the number one thing for, you know, just your, your mental health, for overall things that cause like diabetic health, all sorts of things. So sleep health is super important for a lot of people. And, and this is really the, the wild thing if in a, in a given year, about 10% of your patients in the US population, 10% of people buy mattresses every year and that's about 1% per month. So what Saba offers is all of our mattresses are made in the US Unlike other mattress companies, we actually prod a factory here in America with ultra high, high quality materials. And so when you buy a mattress, it's actually made then from the factory. And if you turn that mattress over, you can actually see who made the mattress, which factory, it's from, what date it was made. And we do white glove delivery. So we'll actually ship this to your patients homes. So we'll take out the old mattress and then we'll put in the new mattress. Even if it's up four or five flights of stairs. All of our mattresses have a one year trial. So you can try that mattress for 365 days. So you provide this to any of your patients, they can provide it, try it for 365 days. If they don't like it for any reason, they can either exchange it or return it. And we'll actually come out to their house, take out the old mattress, and we charge just a $99 fee for that. And we're pretty reasonably priced. Our mattresses go from eighteen hundred dollars all the way up to talking in Queens, all the way up to 5,000. So what the program is, is that it gives, we give you a trackable link and we'll give you some materials. And so then you get 15 of whatever referral that you make. So if you refer a patient, it's roughly 300 up to like 500. And the patient gets anywhere from 350 off to 600 off. So special unique discount code that is specific to you. And then they also get that 365 days to try the mattress. If they don't like it for any reason, they can always return it or they can exchange it as well. And we have a, in our chiropractic program, we have a 1% return rate. So it's been a really awesome program from that perspective. And then also for you chiropractors, we know you're much more likely to refer something that you actually have. So we're offering 50% off, which is basically at cost discount. That's the same discount we have as employees off any mattress that you want to get so you can feel free. And for your staff it's 35% as well. So that's kind of an overview to the program. Just kind of what I said is the main highlights are 15% rebate for you, it's roughly 300, 365 day trial for the patient and a 300 to $600 off for the patient as well. And so if you have 400 patient visits a month for those people are buying mattresses this month. If you just had, if you were just part of the program and you just had like a placard in your office, that's about twelve hundred dollars a month just for kind of signing up to the program and hopefully the comfort because they can return it if they, they don't like it. So in terms of the actual materials that we give you, just to give you kind of an idea is when you sign up, we give you A trackable link. And so when someone clicks that link, that's how they get the discount code off. So this is kind of what they'd see then. We also provide you booklets, prescription pads in certain states of. A chiropractor prescribes the mattress, it's actually tax free for that patient. We give double sided flyers and all these QR codes are specific to your trackable link as well. And it's totally free to. Once you've been accepted in the program to get these materials, we just ask you take a picture once to make sure that they're set up. And then we give you different kind of posters, a retractable banner that can stand inside your office. This is co branded, that's your trackable link and that's basically how you'd be able to get started. So it's pretty straightforward of the program. Happy to answer any questions. Yeah, we really try to make this a win win for both the patients and the chiropractors. Anyone? Oh, I think you might be on mute, Billy.

I am, yes. If you can stop sharing your screen. And then what I'll do is I will put a link, a link in the chat if anybody has any questions. There's a couple of things I wanted to, to make sure, you know, we pointed out you don't have any inventory, you know, other than they give you some marketing materials that you can put in your office. These are conversations that most of you are already having. Probably multiple times a week. People are going to take a chiropractor's recommendation on a mattress over anybody else's, especially over a salesman. I was in an event this past weekend out of state, a big chiropractic event and there was a different mattress company there and I got talking to them and their prices were considerably higher than what you guys offer. And, and they were familiar with you guys. I even said, yeah, well that's a much bigger company than us and you know, they do really good things. But you know, we do this and we do this because I was like, well that's a pretty big difference in prices too. And like, yeah, well it's because of this and but I actually have a satva mattress we've been using. I guess we've had it for three or four months now. It's fantastic, it's great. So I love the fact that it's super easy. It's a great extra revenue stream for you guys with very, very little extra work, you know, for you to do. But if you have any questions, raise your hand. You know, if. If you're familiar with Zoom, you should be able to raise your hand. There's just a handful of us on right now. I know we have a lot of people that signed up for this, but I think they know that there's going to be a replay that we'll be sending out to everybo, so that's okay, too. But if you have any questions, you can either raise your hand or if you want, you can just kind of just ask it. And I need to put the link in the chat. Anybody have anything? How long does it typically take from the time somebody orders for them to get to get a mattress?

Yeah, I mean, it takes typically around two to four weeks, and that's just because we actually produce it in the factory. It's not like they're just sitting on shelves or anything like that. So, yeah, typically two to four weeks.

Two to four weeks. Okay. And what's the process? So if they go to this link. As a matter of fact, let me do this. I'm going to share my screen and we'll just kind of walk through here.

I had a question. When you get a chance to.

Okay, well, let's do that first. We'll go ahead and ask your question.

Yeah, this is. This is Dr. Penry, and technically, I'm not sure if I know how all this works, but it said tap to speak, so.

No, you did good.

I was curious about maybe using this as an affiliate program and seeing how that might work, since we're already doing Facebook ads through Cairo Candy, if we might be able to do something like that with the mattress company as well.

I don't know if I understand your question. So we. This is basically an affiliate program for you, Is that what you mean? Are you talking about running ads for the mattress?

Yes, running ads for the mattress.

You could, you know, just to see how well. But you also have to think if. If the average mattress is $2,400, you're going to get $360 of that. We would just have to make sure that we're generating leads at a low enough cost to make that profitable for you. Does that make sense where.

Yeah, that does make sense.

Yeah, it's something you could do. But I think what would maybe even do a be better for you is you could get with your rep. Who is your rep? With us? Oh, you're muted.

It's Taylor.

Okay, Taylor. You could get with Taylor. And we could do similar to like a reactivation campaign where we could actually reach out to everybody that's already in Your database. And, and I, I'll even get with Brady, like we can get creative on a campaign to where you could reach out to everybody in your database to let them know that you've partnered with a luxury mattress company with very, very affordable prices. You know, it's, you know, however you want to say it. You know, we can word that just right to get them more information. And then the ones who reply that they want more information, then we can get them the link. There's some different ways we can go about that, but I would probably do that first because they're more likely going to respond to something directly from you, the. The patients that already know you instead of just running an ad to, you know, to everybody in your community.

That makes sense. Yeah. I like that. Leverage our database that we have first before we look.

Yeah.

Outside that. But I was thinking about when I saw you posted the promotional on this, thinking about maybe doing some services where it's not so dependent on us as the doctor, but that we could have maybe some product sales that we could use the Facebook for as well. So I'm playing around with that idea and maybe there's some other products, you know, on another conversation we could have, but that.

What.

That's what got me kind of thinking about this product here.

Sure.

Yeah. That's a good idea. And Usman and I were even talking about that, and that's one of the things that we had talked about possibly even having, you know, in this conversation. This webinar is about different products that have affiliate relationships that you could set up. But this is a fantastic one because you're already having this conversation with your patients. And even if you're not, it's a very, very easy conversation to have with them. And it's a really good, really good program. You know, not a lot of stuff that you guys need. Is there anybody else that has any questions before I share my screen?

And I can just add on to that. Absolutely too, of, you know, the, the link that we provide because we are investing very heavily in chiropractors is like the top percentage. So typically our affiliates make like 4%. But because we value the medical opinion and recommendation of a chiropractor, we give that 15%. And so a really easy thing to do is just sign up and then honestly just put it on your website. And I will say another thing we've seen is even writing an article about, you know, what mattress do you think? What are the. What are the ideas or the things people should take into account when they're Purchasing a mattress from a chiropractor recommendation. What we've seen is because chiropractors are trusted professionals that those are much more likely to rank. And so, like, just making an article, sending out an email blast, signing up gets you that link within like, you know, five seconds, basically. As soon as you sign up, you get that link. You can post it on your. Without doing ad spend. You can post it on your website, you can make an article, you can also send it out to your patients to pass on that discount to them as well. So there's a number of things you can do to just sign up and do that. And that's probably one of the most successful ways that I've seen is just posting on your website, putting it on your intake form. How long has it been since you change your mattress? Someone hasn't changed your mattress in 10 years. They're probably suffering. And then also just getting that retractable banner, because that retractable banner says, how is your mattress affecting your sleep? That prompts the patient to ask you the question. So genuinely, it's helping those people that actually are interested in already going to buy a mattress versus, you know, having a partner that you really feel like that you can help them with. So that's all I wanted to add. Yeah, very good.

So let me share my screen. And this is what, whenever you click the link, you actually come to here and then you'll just click here to join and then you get the link right afterwards. And how long afterwards before they get the promotional material?

So once you click the link, we do typically a meeting and onboarding meeting with the, like a program manager to just make sure, like, you know, you understand how everything works. But you can click the link, I'll also shoot it in my information and then you can also just reach out to me if you want to skip the call and I could send you the, the job form. That is the order link, basically. So once you sign up, you can just give me an email and then I could just reach out to you and there's an order form where you can order whatever you'd like.

As far as the different materials for their office.

Yeah, different office materials, but that. And that link will be instant. You'll get that the materials will take about two weeks after you fill that form.

Now, I know I'm asking for extremes here, but like, what's some of the. I know you already have several chiropractors. I think you said a couple of hundred working with you guys. What are, what are some of the Top ones doing as far as like referral sales a month.

Yeah, for sure. So the number one chiropractor which started this whole program is doing a million dollars in sales a year.

Oh, my goodness.

And you know, he's doing that all through the Internet, actually. He's not. Not in office. It's. He's writing articles and he's now a trusted source, not just for beds, but for all sorts of stuff. Because, you know, I think genuinely people look for guidance for different types of products, from shoes to pillows to beds to all sorts of things. So he's an anomaly, I would say, for sure. The typical, like the active chiropractors who are referring us, we're partnered with Health Source as well. It's like the seventh largest chiropractic organization. Most of those clinics that are active, I would say like a third of them do about a referral a month. Two referrals a month. And I think that's pretty typical of the people who actually set up their in office materials. You'll see one every month if you're less active, but you just have the materials out, you're not actively talking about it. Say one every three months. And then, you know, half the people. I would say it's just one kind of every other month or, sorry, every one or two a year, basically. So if, if you invest in the program, I'd say easily you could get to one a month. That's probably the most realistic. And then if you just very passive, you could do one every three months, something like that.

Okay. Dr. Dan Miller asked a question and he says, I have a patient that is sensitive to EMFs. It appears that the memory foam mattress is the only option without springs, but it seems that the memory foam layer is very thin. How supportive is this mattress long term? And what is the life expectancy?

No, it's a great question. So we have a number of different mattresses, and we actually have two mattresses specifically for back pain. So we have the Saatva rx, which just came out, and that's designed specifically for people suffering from back and joint conditions. And that would be way too soft for a normal person. And it, depending on what kind of issue he has, it might not be the right mattress for him, but that's one that you can look at. We have a warranty for life, basically, with all of our mattresses. And when you're buying a luxury mattress, that's basically what you're buying, like really high quality service. And so what that warranty entails is basically it prorates after years one to five and then after year five, it's basically covers 40% of the mattress for the lifetime of the mattress. So you have that 365 day warranty. If they don't like anything, they could always just exchange it. We have a memory foam mattress and I would say the main differentiator, like why don't most mattress companies do this, right? It's because we actually sell the traditional pocketed coil innerspring mattresses that you can't ship in a box. So like Casper or a lot of these other companies, those can roll up and ship in a box. We can't do that. We have to make ours out of factory. And so with that you actually get like a much longer duration and longevity to the mattress, a much more supportive mattress. So it really depends on the mattress. If you wanted to get, I know this is like a long answer, but if you wanted to get a hybrid memory foam coil mattress that's probably going to last, you know, probably like eight years, 10 years longer. But just naturally with memory foam that is going to have some wear that you just can't help. The longest you could probably do is just like a hybrid kind of between the coil and memory foam.

Would you be able to share your screen and kind of walk us through your website on all the different things that you guys offer?

Yeah, absolutely.

And then a question I have. If they use that affiliate link, is it only good for the mattress or anything? Any other products that the patient buys on the website.

So it's good for everything above a thousand dollars basically. So like the pillows, you know, like a, the link is basically gives that huge discount which is like 350 off. But obviously we can't do that on a hundred dollar product. So it's everything above a thousand dollars. And yeah, I'm happy to kind of just floss over and go through the different kind of mattresses that we have. So we basically have the Saatva Classic, which is the most popular mattress. It comes in three different sizes, three different layers of comfort. And so the main thing about this is just it's a traditional inner spring. So it provides that high level of support. And we have a plush, soft luxury. Firm and firm. So you can always go softer, you can't go firmer. So we always recommend people. The reason why we probably have some of the lowest return rates is because, you know, I think we're really good. If you chat with us, it's 247 and the people are all in America as well. They're in our corporate office in Whitestone, New York. So if you have questions about which mattress, you could always reach out there. But you can also go to any page and just see kind of like a layout of what is this mattress comprised of. So the, the classic is just drenched in organic cotton. All of our materials are super high quality. It has a layer of pocketed coils. And this is going to provide like the highest level of support and the most broad for how most people sleep. I'll go high level over the other mattresses. A loom and leaf, like a memory foam is really good if you're a side sleeper because it kind of, you can sink into the mattress. It can provide that support. But the only challenge with memory foams is that they're going to sleep a little bit warmer. A latex mattress like the Zenhaven, and all these can be in hybrid too, with coils as well. But a Zenhaven, is that a natural latex? So it's like rubber and that basically is like where you're sleeping on top of the mattress. So it's a little bit firmer, it's supportive. It's kind of got like, I think purple does latex mattresses. So it feels like you're sleeping on top of it. You're not sinking into it. So you don't sleep hot, but it can support if you're a side sleeper. We have the Solaire mattress, which is like an adjustable mattress. It's like kind of like what you would think of for the sleep number beds. It's, it's got an adjustable airbed. Airbed. You can change the setting on each side. Super nice, very luxurious. We have the HD mattress which is specifically made for 200 plus pound people. So there's a lot of people that are, you know, above £250 and there's not really a mattress segment for them. So if you have patients that are, you know, a little bit heavier, this is actually a great, great mattress. It's really well reviewed for those bigger bodies. And then we have the rx, which is new. And that is, that is for those chronic back pain and joint conditions. So this would be way too soft for a lot of different people. We tried a bunch of different research on this as well. And so you can also go. We have stores around most major geographic areas. So you can check out our different stores and see, try out all the mattresses, see which one you like. And then again too, if you don't, if you're worried about like, is this the right mattress for me? You have that 360 day policy where they'll literally come up to your house, pick up the old one and sell the new one.

I have a question. If let's say that one of their patients, they click the link, go to the site, they order the mattress and then they end up ordering some accessories as well. Like they, they add the pillow, they add some of the other furniture they're affiliate percentage that they get, is that off the total sales or is that off just the mattress itself?

It's off the total sales. Even if they ordered a pillow, they wouldn't get the 350 off, but they would still get the percentage.

They would still get. Okay.

Yeah.

Cause I know you guys have a lot of different, different furniture stuff too because we ended up getting the adjustable, adjustable frame as well.

Mm. Yeah, we did. We have a ton of. Everything is super high quality, super luxury pillows, furniture, bedding, bath. There's a ton of stuff on the site and it really is a great deal for your patients. They can't. This deal is not. Because we're investing so heavily in chiropractic and this is our first year working with chiropractors. We really wanted to go all out. So there's. I don't think you can get the same deal anywhere else except what we're providing through chiropractors, basically. Yeah.

And then also it's. There's financing available through a firm. So you can even tell your patients, you know, it's. I love the approach. You know, it's a luxury mattress, it's extremely affordable and there's financing available. And this is what, this is the one I'd recommend for you. So even if you get on there, did a little bit of research to figure out which ones, you know, you as the doctor that you would recommend most. I think we ended up getting just the. It was Yalls bestseller. I think it was just the, the standard.

Classic.

Classic. Yeah, that's the word. Yeah. That sounds better than the, the standard. And that's one we have and we, we really like it. But you guys can get on there, do a little bit of research, figure out which ones you like the best. You're going to get the, the information, the literature that's going to show you, you know, help you point out to them which ones you'd recommend. But the fact that they're, you know, there's financing through a firm, it's a super, super easy process for you. You don't have to inventory anything in your office and it's nothing's, you know, Huge displays. It's going to take up a lot of space or anything. So I think it's a, a great program. So. Well, I think that's about it. Is there any, any other questions that anyone has? We're going to make sure we get this replay. We had a lot of people register for this, so we're going to make sure we get this replay out to everybody. And then those of you who are Chiral Candy clients, this will be in the training portal. Also, we'll leave this up in there for, for you to always go back and reference. So. All right. Any other questions? Okay, looks like that's it. Anything in closing that you have?

No. All I'd say is that, you know, we are obviously very committed to the chiropractic space. So and, and you know, we're pretty large company. We're 400 million dollar company. So if anyone has any ideas on like we're looking for speakers for the, for if you teach CES or if you want to be involved in us in any way, we're totally open to different, you know, Avenue is a partnership. So please feel free to reach out to me. We genuinely want to make a product that helps chiropractors and helps their patients as well. So please feel free to reach out to me. Yeah. And thank you so much for having us, Billy.

Oh, absolutely. I think it's great what you guys are doing. I think it helps. It's a win for everybody. Helps the chiropractors, helps their patients. You guys have a great product. So, yeah, glad to be able to help get it out there. Awesome.

Okay.

All right, well, if you guys need anything, you can reach out to him. We will make sure that on the, the replay page for this, we'll have his email address, we'll have the link and everything posted below the video. So it's easy for you guys to get going. We'll see.

Sa.