Opportunity

Buying a mattress is rarely an impulsive decision. Because it is a bigger ticket purchase, shoppers want to understand comfort, quality, and durability before buying. This is especially true online, when shoppers cannot touch or feel the mattress firsthand. 

GhostBed saw an opportunity to better support Sam’s Club members during this process, by adding credible, expert-led validation into the digital shopping experience, helping build trust and guide shoppers from awareness to consideration and ultimately purchase.

Goals

• Build trust and credibility in a high‑consideration category

• Increase engagement on the product detail page (PDP)

• Drive sales 

• Reach in-market shoppers with retargeting

Strategy

Build Trust & Credibility 

GhostBed partnered with Sam's Club Connect to develop an Expert Review Video featuring a licensed physical therapist who evaluated the mattress’s comfort, quality, and overall value. The expert perspective helped simplify purchase considerations and reinforced GhostBed’s credibility.

Strategic PDP Placement

The Expert Review Video was featured directly on the product detail page (PDP), ensuring the content reached members at the most critical point in the shopping journey.

Sam's Club Connect Media Amplification

To maximize impact, the Expert Review Video was supported by Sam's Club Connect offsite ad placements designed to drive qualified traffic to the PDP and reinforce expert messaging throughout the path to purchase.