Colchão Koala Rest – A revolução chegou?

Apesar de ser um modelo em expansão nos Estados Unidos e no Reino Unido, a venda online de colchões em Portugal tem-se resumido a sites de qualidade duvidosa ou ofertas em sites de compras coletivas. Mas isso parece estar a mudar. A febre da bed in a box chegou finalmente a Portugal pela mão da Koala Rest. Por isso pedimos à Koala Rest que nos respondesse a 10 questões sobre esta nova forma de comprar colchão.

Porquê vender apenas um único modelo de colchão?

Quando perguntámos a amigos onde é que passaram a melhor noite de sono, invariavelmente a resposta era num Hotel em Cuba ou num Hotel no México. Então pensámos como é que os Hotéis, sem conhecer as pessoas que lá vão dormir, conseguem proporcionar experiências de sono tão fantásticas ao ponto de ficarem na memória das pessoas. Metemos mãos à obra e descobrimos que existe um sweet spot em termos de firmeza que corresponde à preferência da esmagadora maioria das pessoas. Foi com base nisso que concebemos o Koala.

<<Não me interpretes mal, os lojistas têm o direito a escolher a forma como pretendem realizar a sua actividade. Agora quando os colchões são vendidos a um preço 10x superior ao de custo, não lhe chamaria propriamente justo. Parece que neste sector todos ficam bem menos o cliente.>>

Porquê vender colchões?

Quando começámos a procurar ideias para começar o negócio apenas sabíamos que queríamos fazer algo que impactasse significativamente na vida das pessoas. Passamos um terço da nossa vida a dormir e um sono retemperador tem um impacto sobre a nossa saúde, disposição, performance profissional. Então a decisão foi muito fácil. Sabemos que o colchão tem má reputação enquanto negócio. Achamos que isso se deve à forma como o sector se comporta com o consumidor, fazendo negociações super agressivas, descontos absurdos e outras táticas que, naturalmente, fazem as pessoas sentirem-se desconfiadas. Ninguém encara com um sorriso a necessidade de ir comprar um colchão e é por isso que queremos melhorar a experiência de compra.

O que é o Bed in a Box?

O conceito baseia-se numa ideia muito simples. Vender diretamente ao consumidor sem intermediários (lojas, vendedores, transportadoras não especializadas) de forma a proporcionar um preço incomparavelmente mais baixo do que a concorrência. É vendendo exclusivamente online a partir do site e entregando diretamente em casa do cliente que a Koala Rest consegue oferecer um colchão de gama alta a um terço do preço.

Porquê a aposta num preço mais baixo? Como se diz, quando a esmola é muita…

Acreditamos que um sono de qualidade deve ser um direto de todos pelo impacto que tem na qualidade de vida das pessoas. Os preços praticados hoje em dia excluem muitas pessoas da possibilidade de ter acesso a um colchão de qualidade, acabando por se conformar com algo barato e causador de problemas de postura, cansaço, etc.

Aí temos de chamar à responsabilidade o sector de venda a retalho de colchões, que está adormecido pelo sucesso das suas táticas pouco claras. Ainda hoje estou de boca aberta desde que descobri a diferença entre o preço do colchão quando sai da fábrica  e o preço final de venda. É por isso que as campanhas agressivas com descontos de 40-50% são possíveis. Não faz sentido os consumidores pagarem um valor tão elevado por um bom colchão. Queremos resolver esse problema.

Percebe-se algum desdém pelas lojas de colchões…

Não me interpretes mal, os lojistas têm o direito a escolher a forma como pretendem realizar a sua actividade. Agora quando os colchões são vendidos a um preço 10x superior ao de custo, não lhe chamaria propriamente justo. Parece que neste sector todos ficam bem menos o cliente. As opções e variações são tantas que o cliente se sente completamente confuso e dependente. A alternativa é consultarem um “especialista”, habitualmente a mesma pessoa que vai fazer uma comissão sobre a venda. O processo está quebrado.

Mas ainda assim, as pessoas poderão querer ter várias opções para comparar…

Acredita, nós tentámos comparar os principais modelos nas principais lojas. Não conseguimos porque existem centenas e centenas de marcas, modelos, gamas e variações algumas até exclusivas de um lojista apenas. Pensamos que isto é deliberado de forma não permitir a comparação de preços. Como o sector não inova há décadas, o colchão tornou-se num produto indiferenciado. Se tudo é diferente, nada é comparável. É por isso os preços dos colchões podem continuar elevadíssimos sem que ninguém o questione.

Foi também por isso que criámos um modelo único, com uma única configuração e com um preço único. As pessoas sabem sempre que vão receber em casa um Koala igual ao que o amigo comprou.

Como posso encomendar um colchão Koala?

Basta ir ao site dos colchões Koala Rest, escolher a dimensão pretendida e encomendar o colchão. O sistema transmite o pedido para a nossa fábrica e o colchão é produzido, embalado e enviado no período de 3 a 7 dias. O colchão vem dentro de uma caixa de 150×45 cm de fácil transporte e será entregue na morada e data de preferência do cliente. Depois o cliente apenas tem que o retirar da embalagem, romper o saco e o colchão insuflará com a entrada de ar retomando a sua forma final.

Então não é possível experimentar o colchão?

Claro que é! Diria até de uma forma bem mais informada, já que oferecemos o período experimental de 30 noites no conforto da casa do cliente. Se não gostar, nos iremos recolhê-lo e o mesmo será doado a uma instituição parceira como a Cruz Vermelha Portuguesa e o dinheiro será devolvido. Temos ainda planos para abrir duas pop up stores para servirem de showroom.

Estamos a falar de um colchão de espuma?

Os colchões de espuma são mais confortáveis, higiénicos e ortopedicamente mais corretos mas tem algumas limitações. Não são muito eficazes a dissipar o calor. Isso gera situações como calores noturnos ou suores, especialmente no verão. Então aqui percebemos que também poderíamos trazer algo de inovador ao mercado.

Foi por isso que escolhemos uma configuração de camadas. A primeira camada é feita de látex híbrido que é um material de base orgânica, muito mais respirável e hipoalérgico. A segunda camada viscoelástica que proporciona conforto e isolamento de movimento. A camada inferior é feita de espuma de suporte de poliuretano para suporte e durabilidade. Em resumo, temos 3 centímetros de látex híbrido, 4 centímetros de viscoelástico e 18 centímetros de espuma de suporte. Isto significa 25 centímetros de espessura total, algo que ainda não encontrámos igual à venda em Portugal.

Quais são os objetivos para 2017?

Claramente servir e aprender com os nossos clientes. Saber o que eles mais valorizam será crítico para o sucesso da nossa proposta de valor. Vamos apostar fortemente em identificar e consolidar a nossa presença em canais online e offline, apresentando a Koala Rest como a forma mais conveniente e económica de adquirir um colchão de qualidade. O facto de sermos uma empresa de base tecnológica, dá-nos a flexibilidade para reagirmos imediatamente aquilo que os clientes nos sugerem, e de sermos excepcionais a proporcionar-lhes uma grande experiência de compra.

 

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