You're definitely right about that. We estimate that 90%+ of our potential customers wouldn't buy our bed unless they were able to touch it and lay down on it.

We setup some really good policies to make it super easy to return without much risk. We'll have it picked up by a 3rd party before having you ship it back to us as an example.

We see ourselves moving offline in the future for sure but to bootstrap, it wasn't really feasible to do anything other than launch online.