Have you ever driven down a commercial strip and wondered, why are there so many mattress store? It seems like they’re on every corner, often clustered together. The sight can be confusing, but there are some very clear business and economic reasons behind this retail phenomenon.
It’s not just your imagination. The mattress store industry has a unique model that makes this saturation possible, and even profitable, for companies. From high markups to low overhead, we’ll break down the factors that lead to so many stores. Understanding this can even help you become a smarter shopper when it’s your time to buy.
Why Are There So Many Mattress Store
The sheer number of mattress stores boils down to a few key industry secrets. These factors work together to create a retail landscape that can support multiple stores in a small area.
The Incredible Markup on Mattresses
Mattresses have one of the highest markups in retail. The cost to manufacture a mattress is often a fraction of its sticker price. This large profit margin gives stores a lot of flexibility.
- They can run frequent “50% off” sales and still make a healthy profit.
- It allows them to pay for prime retail space in busy shopping areas.
- High margins help cover the cost of holding large, bulky inventory.
This fundamental economics makes the business attractive to open in the first place.
Low Operational Costs and Simple Staffing
Compared to other retailers, mattress stores are cheap to run. They don’t need highly trained salespeople or complex equipment. The model is simple: a showroom, a few staff, and inventory in the back.
- Sales staff often work on commission, aligning their pay directly with sales.
- Utilities are low, as the stores don’t require special climate control beyond basic heating and cooling.
- The primary cost is really just the rent and the inventory itself.
The “Infrequent Purchase” Problem
People don’t buy mattresses often. Most shoppers make this purchase only every 8-10 years. Because of this, stores need to cast a wide net to capture customers.
Having multiple locations increases brand visibility and makes it convenient for you when you finally are in the market. They want to be the first place you think of, and being everywhere helps achieve that. It’s a strategy based on being top-of-mind for a rare but significant purchase.
Real Estate and Anchor Tenants
Mattress stores often fill specific real estate needs. Landlords in shopping plazas need reliable tenants to fill spaces, especially between larger “anchor” stores like grocery stores.
- Mattress stores sign long-term leases, providing stable income for property owners.
- They are considered a “clean” business that doesn’t create much foot traffic or noise, which landlords like.
- When a retail space becomes vacant, a mattress store is a common and quick replacement tenant.
The Showroom Effect and the Need to Try
Despite the growth of online sales, most people still want to lie down on a mattress before buying it. Physical stores serve as essential showrooms.
Brands like to have multiple locations so you can easily visit one. Once you try a model you like, you might buy it there or online from the same company. The store facilitates the final sale, even if it happens on a website later.
How Online Brands Changed the Game
Interestingly, the rise of Casper, Purple, and other bed-in-a-box companies intensified the need for physical stores. These online-first brands eventually opened showrooms themselves. This proved that the tactile experience is crucial, leading to even more storefronts from both old and new companies.
Franchise Models Fuel Expansion
Many major mattress retailers operate on a franchise model. This means local entrepreneurs buy the rights to open a store under a national brand name.
- This allows for rapid expansion without the corporate parent spending its own capital.
- Franchisees are highly motivated to make their individual store succeed.
- It can lead to multiple franchises of the same brand in one metropolitan area, as different owners open shops.
Industry Competition and Market Saturation
The market is fiercely competitive. When one brand opens a store in a good location, rivals often move in nearby to compete directly for the same customers. This creates the clusters you commonly see.
They are fighting for a share of a large but infrequent purchase. This “keeping up with the Joneses” in retail real estate directly contributes to the high number of stores you see.
What This Means for You as a Shopper
Knowing why these stores exist can empower you to get a better deal. The industry’s structure actually plays to your advantage if you know how to navigate it.
Negotiation is Almost Always Possible
The high markup means there is room to negotiate, especially at traditional stores. Don’t be afraid to ask for a better price or for additional perks like free delivery or upgraded bedding.
- Do your research online first to know the average price for the model you want.
- Politely ask if they can do better than the ticketed sale price.
- Be willing to walk away; you can often get a callback with a better offer.
Compare Models, Not Just Brands
Mattress manufacturers often use different model names for the same or similar mattress at different stores. This makes direct price comparison difficult.
To combat this, focus on the specifications: coil count, foam type and thickness, and firmness level. Compare the construction details instead of just the fancy name on the tag.
Time Your Purchase Right
Mattress sales are not random. You can save significantly by shopping during holiday weekends.
- Memorial Day
- Fourth of July
- Labor Day
- Black Friday / Cyber Monday
- New Year’s
New models often arrive in the spring and fall, so older inventory may be discounted during these periods to clear space.
The Future of Mattress Stores
The landscape is evolving. With the growth of online options and changing consumer habits, the dense network of stores may thin out in the coming years.
The Shift to Hybrid Shopping
The future is likely a hybrid model. Brands will maintain smaller, experience-focused showrooms in key locations while directing most sales through their websites. This could reduce the need for giant, inventory-heavy warehouses on every block.
Consolidation in the Industry
Many industry experts predict a consolidation. Larger companies will buy up smaller chains, leading to fewer distinct brands but possibly still many storefronts under a couple of major umbrellas.
Focus on Experience Over Inventory
Future stores might look more like Apple stores for sleep. They’ll have a few display models for you to try, with all orders fulfilled from a central warehouse and shipped directly to your home. This reduces their need for massive backroom storage space.
So, the next time you pass a row of mattress stores, you’ll understand the business logic behind it. It’s a combination of high profits, low costs, real estate dynamics, and the simple human need to test a big purchase. While the number of stores might change, the fundamentals of buying a mattress—research, testing, and smart negotiation—will remain key for you.
FAQ: Your Mattress Store Questions Answered
Why are mattress stores always empty?
They appear empty because the purchase cycle is long. They don’t rely on constant foot traffic like a grocery store. They only need a few customers per day to be profitable due to the high value of each sale.
Is it better to buy a mattress online or in-store?
It depends. In-store lets you test comfort immediately. Online often offers better prices, generous trial periods, and direct shipping. Many people now research online then test in-store, or buy online from brands with good return policies.
How often should you really replace your mattress?
Most experts recommend considering a replacement every 7-10 years. Signs you need a new one include visible sagging, waking up with aches, or if it’s noticeably more comfortable in other beds like a hotel.
Can you really negotiate price at major mattress chain stores?
Yes, you often can. Especially on floor models, discontinued items, or during holiday sales. It never hurts to ask the salesperson if that’s the best price they can offer, including any unadvertised promotions.
Why do mattress prices vary so much between stores?
As mentioned, different model names make comparison hard. Also, pricing strategies vary. A store in a high-rent district might have higher prices than a warehouse-style location on the edge of town, even for a similar product.
What’s the deal with mattress warranties?
Warranties usually cover manufacturing defects, not normal wear and comfort changes. They often require specific support (like a box spring or platform bed) to be valid. Always read the fine print, as the warranty terms can be strict.