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How to Sell Mattresses Online in 7 Steps with Useful Tips

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Wondering how to sell mattresses online?

The demand for mattresses will actually continue to increase rather than decline any time soon. You must set aside time to learn the art of buying and selling along with other soft business skills like customer service, accounting, and bargaining skills if you plan to launch a wholesale and retail mattress business.

It will pay to do your homework before starting this kind of business, including market research, cost analysis, and, of course, feasibility studies. If you do everything correctly before starting your mattress wholesale and retail company, it won't be long before you break even and start grinning from ear to ear.

Discover some essential information about starting this business in our basic guide.


Why Should You Sell Mattresses? (With Statistics)

One of the most intriguing and important aspects of contemporary retail shopping is the mattress industry. Mattress companies are a relatively new idea that have completely changed how people buy mattresses and other sleep-related products. It is understandable why these services have gained such popularity among businesses across all industries as well as consumers given their convenient delivery options and high quality.

>>> You might want to explore this list of small business Saturday ideas

In 2023, the Mattresses segment will generate US$38.97 billion in revenue. The market is anticipated to expand by 4.92% yearly (CAGR 2023-2027).

In global comparison, most revenue is generated in the United States (US$12,550.00m in 2023).

Revenue by Segment

Key Facts

  • The mattress market is worth $30.81 billion globally and is projected to grow to $64 billion by 2030.
  • The US accounts for almost 36 million mattress sales annually.
  • Innerspring mattresses are bought most frequently, but memory foam mattresses are preferred by consumers. 66% of people think it's the best type of foam.
  • The mattress industry employs over 75,000 Americans.
  • Online mattress purchases now outnumber in-store mattress purchases by 54%.
  • Every day, 50,000 mattresses are discarded in the US.
  • Although mattresses can be recycled in more than 75% of cases, only 5% actually are.

key statistics

    How to Sell Mattresses in 7 Steps

    1. Create a Business Plan

    Understand the Industry

    Businesses that are involved in the bed and mattress sector, of which the mattress wholesale and retail sector is a part, primarily sell sleeping equipment like mattresses, box springs, cots, bedding, pillows, and waterbeds. Wholesale furniture distributors like department stores and online retailers are not included in the industry. Sales of daybeds, futons, sleep sofas, and other furniture with multiple uses are not included in industry revenue.

    Decide Whether to Buy a Franchise or Start from Scratch

    With a franchise, you would only be able to sell the brand's products in your store, so if you wanted to start a wholesale and retail mattress business, you would have to start from scratch.

    Additionally, compared to other small businesses that typically require thorough preparation before launching the business, starting a mattress wholesale and retail business from scratch is less stressful.

    Decide Which Niche to Concentrate On

    It is significant to note that there is no recognized niche market for the wholesale and retail of mattresses. To keep up with the market trend, every player in this industry typically sells mattresses in a variety of sizes, for a variety of uses, and from a variety of brands.

    Know Your Major Competitors in the Industry

    There are always brands in every industry that perform better than the competition or are more well-liked by consumers. Some of these companies have a long history in the field, while others are renowned for their excellent customer service.

    Conduct Market Research and Feasibility Studies

    All genders and age groups make up the demographics of those who sleep on mattresses, so the demographics of the wholesale and retail mattress industries are equally diverse.

    Choose a Suitable Location for your Business

    The general rule of thumb is that you should be guided by the demand for such products and easy access to buying mattresses directly from the manufacturers when choosing a location for your mattress wholesale and retail business.

    2. Brainstorm Mattress Business Name Ideas

    You should exercise creativity when selecting a name for your company because the name you select will significantly influence how people will perceive what the company stands for. Here are some memorable names you can use if you're thinking about starting your own mattress wholesale and retail business:

    • Dream Land Mattress, Inc.
    • L’ Mon Chains of Mattress Stores, LLC
    • Exquisite Mattress Wholesale & Retail Store, Inc.
    • Rowland Hawkins Mattress Wholesale & Retail Company
    • Cloud 9 Mattress Wholesale & Retail Company, Inc.

    Utilize tools available online, such as the Mattress Business Name Generator. With a few keystrokes and the "generate shop name" button, you can instantly access dozens of original business names for mattress shops.

    >>> Learn how to optimize product page design for your mattresses business

    3. Structure the Enterprise

    Form a legal entity

    The type of legal entity you choose will have a significant impact on how big your mattress wholesale and retail company can become. For your mattress wholesale and retail business, you can opt for a general partnership, a limited liability company (commonly known as an LLC), or a sole proprietorship.

    Open a business bank account & credit card

    For the protection of personal assets, it is crucial to use special business banking and credit accounts.

    Set up business accounting

    An accounting system makes it easier to file your taxes each year and helps you monitor the performance of your company. Accounting is quick and simple with the help of good accounting software that allows you to download your bank and credit card transactions.

    Apply for permits and licenses

    You must abide by federal, state, and local laws in order to legally operate your new business.

    Get business insurance

    Without some of the fundamental insurance policy coverages required by the industry you want to work in, you cannot operate a business in the United States or the majority of other nations. Therefore, it's crucial to set aside money for insurance and perhaps speak with an insurance broker who can help you select the best and most suitable insurance coverage for your mattress business.

    4. Choose the Mattress’ Material Source

    Mattress materials determine comfort, durability, and cost.

    An innerspring mattress is less comfortable than a memory foam mattress. A poly foam mattress is not the same as a latex mattress.

    These are the most popular materials used to make mattresses.

    Memory Foam

    Memory foam

    One of the most widely used materials is memory foam, also referred to as viscoelastic.

    It has a reputation for conforming to the body and regaining its original shape when you stand up. People with back or joint pain frequently purchase memory foam mattresses.

    Its primary flaw is that memory foam retains heat. Evenings can get swelteringly hot.

    Some businesses include cooling gel to better disperse heat. To improve airflow, some foams have perforations.

    Latex Foam

    Despite the fact that latex foam mattresses were around before innerspring mattresses, their appeal waned.

    They have a soft and springy feel, which is why they are growing in popularity.

    Unlike memory foam, latex foam is firmer and does not conform to the body as well. For those who require more support, this foam is excellent.

    Since it is more responsive and consequently has a bouncier, it is also great for sex.

    Due to its lack of heat retention, latex foam is more comfortable than memory foam.

    There are two types.

    • Synthetic latex.. The most common is this. The most popular kind of latex mattress is this one.
    • Natural/organic latex has a less offensive smell despite being more expensive than synthetic latex made of petroleum.

    Make sure you are not allergic to latex before you purchase a latex foam mattress.

    Polyurethane Foam

    Since it is frequently the most cost-effective for manufacturers, this kind of foam is frequently used in budget mattresses.

    Despite not being as soft as memory foam or as supportive as latex foam, it conforms to the body.

    There are worries about the smells and pollution from volatile organic compounds because it is petroleum-based as well.

    Polyester Batting

    Synthetic materials can be used to cover mattresses or pillow tops using polyester batting. Despite being soft, it does a poor job of cooling and absorbing moisture.


    Wool pillow tops and covers are additionally offered. It has no overpowering smell because it is natural and made from sheep wool.

    Wool is incredibly breathable. Wool enables heat and body perspiration to evaporatively cool and dry the mattress.


    Instead of polyester, the mattress cover is made of cotton.

    Cotton is soft and effectively absorbs moisture. Additionally, it keeps the mattress' top cool.

    Most mattress manufacturers who use cotton covers on their mattresses prefer organic cotton. It is less allergic and healthier.

    5. Hire Employees

    Plan to hire a capable Chief Executive Officer, Administrative and Human Resources Manager, Merchandize Manager, Store Manager, Sales and Marketing Officer/Sales Girls and Boys, Accounting Clerk, Distribution Van Drivers, and Cleaners when it comes to staffing a standard mattress wholesale and retail company with multiple locations.

    In the United States of America, a small but typical mattress wholesale and retail business will typically require a minimum of 5 to 10 key employees.

    6. Go Digital

    One of the best places to sell mattresses online is Shopify, which enables you to create a custom store from scratch in a matter of minutes. You have the option of using Shopify's default set of essential tools or enhancing your store with Shopify-integrated apps to increase sales from external marketplaces and streamline all of your company's operations.

    Shopify makes it simple to build your first store or to establish a digital presence for your physical mattress store. A shopping cart integrated with more than 100 payment gateways, multiple shipping partners, and a variety of marketing tools are all available to you. You can also customize your virtual storefront to appeal to your customers.

    Aside from building a furniture store online, you can also sell on Facebook marketplace, Amazon, and more.

    7. Implement Marketing Strategies

    These are a few marketing concepts and tactics you can use for your wholesale and retail mattress brand;

    • Send introductory letters to hospitals, hotels, hostels, corporate organizations, homes, sports organizations, gyms, schools, and other important stakeholders throughout the city where your mattress wholesale and retail store is located, along with your catalog, to introduce your mattress wholesale and retail business
    grand opening


    This is also called direct mail marketing.

    direct mail marketing


    • Use social media to get your message across, advertise online on blogs and forums as well as on social media sites like Instagram, Twitter, Facebook, and LinkedIn. This will let people who use those platforms or read blogs know where to go when they need to buy mattresses nearby.
    • Offering a few years of warranty, a longer trial period (some brands are offering free mattress protector and 100-day trial offers), free delivery, simple returns, exchange offers, and more are some of the tricks of the trade. Additionally, customers save money by shopping online because they can take advantage of significant discounts and good selling prices. Some companies run unique campaigns at specific times of the year, luring customers with amazing deals via flash sales and other similar techniques.
    Plush Beds


    • Another online marketing tactic that mattress companies use to market their goods is using social influencers, and top brands are finding great success with it. On most social media channels and blogs, they can increase engagement, visibility, and sales with the help of a single tweet or casual mention by well-known figures.
    social media marketing

    For example, Dormify was having Taylor Swift to introduce their mattress brand.

    • Reviews and recommendations from customers are strongly encouraged. Brands can highlight their USPs to their audience by utilizing social proof. Additionally, it works well for influencing customers to buy mattresses online.
    Reviews and recommendations

    Read more: 14+ Shopify Marketing Ideas To Kick-off Your Sales Growth [Updated]

    Examples of Successful Mattress Business

    1. Avocado Green Mattress

    Avocado organic mattresses are made by hand in California from the best organic materials that are GOTS & GOLS certified, nontoxic, and have earned the MADE SAFE® certification. The best domestic and foreign suppliers, including GOTS Organic Farms in Guatemala and India, provide our natural materials.

    Avocado's goal is to be the most dependable supplier of organic mattresses, pillows, and bedding at competitive retail prices while upholding ethical, sustainable, and ethical business practices to protect both human and environmental health. One of the few Zero Waste Certified manufacturers in the world is Avocado.


    2. Cozy Earth

    The founder of Cozy Earth found a need for higher quality comforters than those that already existed. With his background in overseas production, he was able to find the right manufacturer to make something really special.

    He personally selects only the best supplies with an eye towards premium quality, responsible production, cutting edge technology, and natural materials.

    Cozy Earth

    3. GhostBed

    GhostBed set out to create a high quality brand at a reasonable price.

    Marc, the shop owner, was aware that choosing a mattress can be a real nightmare. It can be confusing and frustrating when there are so many mattresses available and unhelpful salespeople watching you during those brief 10-second "sleep tests" in the showroom.

    Despite having no idea which mattress to pick, you feel under pressure to make the right choice. He understo

    Ghost Bed

    od that going direct to the consumer with one mattress at one fair price, with the convenience of buying right from your home, would be more effective and advantageous than buying mattresses from showrooms.

    >>> Learn more how custom eCommerce development can benefit you


    How do I price mattresses?

    The design, size, and materials of a particular mattress are the most important factors in determining its typical price range.

    For instance, innerspring and all-foam mattresses are typically the least expensive, whereas luxury or health-related mattresses, which are typically hybrids or latex mattresses, will be more expensive. You also need to account for the cost of shipping, as beds can be quite heavy.

    Which regions have the largest demand for mattresses?

    With a 39% share of the global mattress market, Asia Pacific has the highest demand globally.

    The large populations in both China and India are what fuel the demand.

    South America (20%) and North America (24%) each hold sizable portions of the world market. (TechNavio)

    What demographic buys the most mattresses?

    The most frequent mattress replacement customers are those between the ages of 18 and 35.

    This is because they are more likely to go through significant life events like marriage, starting a family, or moving house.

    (Grand View Research)

    Who is the largest mattress manufacturer?

    The world's largest producer of mattresses and bedding is Tempur Sealy International.

    They are estimated to hold a 19% market share in the US.

    Other international brands with sizable market shares in their regions include The Suibao Group (China) and Sheela Foam (India).

    (IMARC Group / Statistic Brain)

    Who is the target market for mattresses?

    According to statistics, women make the vast majority of decisions when it comes to buying new mattresses.

    48% of mattress purchases are made by women alone, and 34% of mattress purchases are jointly made by couples.


    Which mattresses are made in the USA?

    Mattresses are produced in the USA by PlushBeds, Avocado, Brentwood Home, Birch, Eco Terra, My Green Mattress, Spindle, Wink Beds, Ashley, Tempur-Pedic, and Sealy, among other brands.

    Many of these are eco-friendly mattress companies that produce mattresses for all adult bed sizes as well as infant and toddler mattresses using sustainable and organic materials. These are better for the environment and your health.


    What is the #1 selling mattress type in America?

    Innerspring mattresses are the most widely purchased mattresses in the US, making up about 33% of all sales.

    (Consumer Reports / Fortune Business)


    In recent years, the mattress industry has exploded in popularity. This is due in part to the convenience and affordability of these mattresses, as well as the innovative way they are marketed to consumers. As the mattress industry continues to grow, you can grab this opportunity to start opening a mattress business online and become the new big player.

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