We all know that good looks matter. But outside appearances never tell the whole story. With many items—sofas, chairs, pillows, bedding—what’s inside is equally important. In this episode we’ll talk about quality and value and building a better bed.

In this episode we learn:
- clients want good looking rooms, but they also want functionality, performance and value
- educating your clients about value is an ongoing job
- if your clients are asking for the “cheapest” bedding (or anything else)then
- never show clients too many options
- update a poor mattress with a feather bed