How To Make It As An Online Mattress Company

Given that there have been so many new companies that sell mattresses directly to consumers online, I thought I would give my thoughts on what it would take to be successful in that market.  A lot of companies have already been very successful in this space, but there are so many new companies coming in that it might be tough to sustain that success for the long-term.  Here are my thoughts.

Free Shipping

I think regardless of the industry, offering free shipping is becoming more and more important.  Consumers just don’t want to pay for shipping.  Furthermore, it’s quite a surprise if someone thinks the mattress will cost a certain amount, only to be surprised that it is actually an extra $150 because of shipping.  It’s the right thing to do for consumers and it will make sure that companies can maximize their conversion rates and get the most effectiveness out of their advertising budgets (see this article for more on why free shipping is so important).

Amazing Customer Service

If an online mattress company has bad customer service, they just aren’t going to last.  They will be found out and outed on the review sites very quickly.  The consumer is taking a leap of faith by not trying the mattress out ahead of time.  They need a great customer service team to be ready to handle any issue they might have to really make the business work well.

Savvy Digital Marketers

There are several ways to be successful online selling mattresses.  A company could get lots of press on a regular basis.  Casper has done this very effectively.  If a company has the opportunity, they should certainly take advantage of it.  Companies can also develop great relationships with affiliates / mattress reviewers and make sure that they have very favorable things written about them across the Internet.  Furthermore, advertising with Google AdWords is a very effective and widely-used tool to get attention to a company’s website.  To make AdWords and other online advertising platforms work, companies need to make sure they have a very savvy team of digital marketers working for them.  If they don’t, they might not be able to make the math work for them.  With more companies coming in, advertising costs are only going to go up.  For that reason, it’s all that more important to have an experienced team of marketers who can get the most out of every advertising dollar spent.

Product That Differentiates

It’s easy to make a memory foam mattress.  It’s easy to make a hybrid foam mattress.  What’s difficult is to convince consumers why your company’s product and design is different and better than other companies.  Companies should consider how good and unique their design is and how easily a competitor could copy it.  They should seek to make their design as easy to understand, quality, and unique as possible.  At a certain point, product quality will matter for long-term success.

Great Reviews

Companies should do whatever they can to make sure they get good reviews online.  There are several sites dedicated to reviewing mattresses.  There are other sites that aggregate a lot of individual reviews (Goodbed is a big one, for example).  Either way, lots of people turn to those sites before they ever consider making a purchasing decision.  Companies should figure out ways to make sure the reviews that show up on those sites are as favorable for them as possible.  This might mean encouraging happy customers to go onto those sites and put up a review.

mattress wars


The online mattress market is always changing, and it is changing very quickly.  Companies should be agile and ready to adapt quickly to those changes.  They have to have a flexible management that can make quick decisions.  Lethargic, bureaucratic organizations will be left behind in the long-term.

Good Story

We’re seeing better and better stories come out with each new mattress company.  Some companies are donating a mattress to a homeless shelter after every 10 sales.  Other companies are doing similar giveaways.  These companies have great stories where they aren’t just making a profit, but rather they are also doing lots of good for their community and the world.  At a certain point, consumers will pay attention such stories, so it’s important for a company to have a good story to tell, especially when compared to others.

Those are some of the main things I think will be critical for being successful for online mattress companies going forward.  There’s certainly other things companies should keep in mind, but I think this is a pretty good list.

Continue Reading →

Be Particular With Your Mattress

We’ve all been there – you walk into a mattress store, and you want to get out as quick as you can.  The salesman is leering over your shoulder, trying to grab a cigarette every 10 minutes while you peruse the store aimlessly.  The truth of the matter is that if you walk into a mattress store and you don’t know what you want, you are destined to fail.

This is a time in your life when you really need to commit to making yourself happy.  When you walk around that mattress store for the first time, you need to really understand how it can benefit you.  Think about your future without back pain, without tossing and turning, and without that nasty mattress smell that accompanies a bad purchase.  There is plenty of opportunity for you to change your life with this purchase, if only you take the time to find one that really suits your sleep preferences.  I would recommend visiting Slumber Sage at his Instagram or PearlTrees account as a starting point for seeing which types of mattresses will best suit you.

The one thing that we know is that you’re looking for real value when you buy the mattress.  Check out this video which talks about some of the best mattresses you can purchase for the least amount of money.

Deals in the mattress industry are definitely not easy to find, but if you do your research ahead of time, there is opportunity to walk out of a winner.  These days a lot of the startups making memory foam are really offering a good deal, so if memory foam is something that you are interested in exploring, start with the direct to consumer mattress companies.

Other options include latex foam and standard coil mattresses, both of which suit different types of sleepers.  Do your research on each of these types, and be armed with a ton of questions to make your mattress salesman really earn his commission.


Continue Reading →

Mattress Reviews Online- My Thoughts

In general, I think it’s good advice to be very careful when you are reading reviews of different mattress brands and types online.  For one, and this is probably the biggest reason why, is that there are not a lot of checks and balances to see whether the person writing the review is unbiased.  So, you’ll see that companies will have a testimonials page on their website and by chance almost all of the reviews are positive.  This is not a coincidence.  This is probably because the company cherry picks the best reviews to put on their website or just completely makes them up in the first place.  The companies have absolutely no incentive to put up bad reviews of their mattress because they know that will really hurt their business.  So, I would just about completely ignore a company’s website when looking for reviews.

Next, let’s consider a site like  You don’t actually have to prove that you purchased the product in order to write a review.  So, there’s nothing to really stop a company from having a bunch of people associated with the company writing lots of good reviews on Amazon.  There’s a ton of other sites like this where you don’t need to show proof of purchase before you are allowed to write a review.  Because of that, you really need to consider the source when assessing whether a review is unbiased.

The other thing you need to think about is that the people writing these reviews probably have no idea what they are talking about.  A lot of them will also review the mattress before it has even arrived or after just a week of having the mattress.  You have to look at the time frame and be very discerning to make sure you can really trust what the person is saying.  Half the time, the person will probably give inaccurate information as well.  You have no idea if what they person is saying will apply to you, so make sure you keep this in mind when reading reviews.

Overall, I would just be very careful when looking at reviews of different mattress brands.  I like the site because it has a good forum that is pretty well monitored.  It seems like the community is generally interested in helping everyone out and it is all from an unbiased perspective.  I also like  That’s just one person’s expert perspective on a bunch of different brands and topics.  Either way you look at it, be careful out there and read enough reviews so that you can get a good thesis on a company and a particular mattress.  The ultimate goal is to get a great deal on a great mattress (which I talk more about here).  In order to do that, you have to be willing to put in some time and do some good research.

Continue Reading →

New Memory Foam Option- Loom And Leaf

There’s a new memory foam mattress out on the market, and I thought I would give my quick thoughts on it.  It is a higher-quality memory foam mattress that is trying to compete directly against the likes of Tempur-Pedic.  If you look at a direct comparison of the specs of the two mattresses, you’ll find that they are really of similar quality.  The only issue is that Loom & Leaf is at less than half the price.  While I haven’t slept on a Loom & Leaf, I will say that based on the specs, it appears to be an amazing mattress that should be quite durable and fit for most sleepers.  Apartment Therapy did a recent review of Loom And Leaf and had great things to say.  Other reviewers have had great things to say as well.  What are the main highlights of the mattress?

Cooling– The mattress does an excellent job of addressing cooling.  They use plant-based foams (at least 30% plant-based), which is something that is tested to keep a mattress cool.  They also have a gel layer laminated onto the foam, which is much better at regulating temperature than using gel-infused foam.  One of the most common complaints about memory foam mattresses is that they can sleep hot.  This mattress directly addresses that complaint.

Density– The memory foam is a 5 lb. density, which is very high and compares to the higher-quality Tempur-Pedic mattresses that are out there.  This means the mattress will be durable and it will be especially good for people with pain.  The mattress will conform extremely well to one’s body, making it great at relieving pressure points and alleviating pain.

Shipping– One downside of the mattress is that you will have to pay for shipping.  This contrasts to the free shipping of the other online retailers.  At the same time, you get in-home white glove delivery and set up, rather than just receiving a bed in a box.  Some people might prefer this instead, so it’s definitely something to note.

Responsive– The mattress is more responsive than most memory foam mattresses, so that’s something that’s very unique about it, and makes it a little more like latex in that regard.

It’s a great option and definitely can stand toe to toe with Tempur-Pedic.  Give it a look.

Continue Reading →

The Allure Of Latex Mattresses

I have spoken to a lot of mattress industry insiders, and they all have intimated to me that they secretly think latex is the best sleeping surface.  Why is that the case and what is the general allure of the material?

Latex is very resilient.  That means that if you move around a lot in your bed, the mattress will conform very quickly, and it will not take any time to return to its proper shape.  With memory foam, this is not the case, and it can be a little annoying for people who do tend to move a little bit in the bed.

Latex is a more natural material than memory foam.  Latex is in its pure foam is 100% natural, and it actually comes from a rubber tree.  Not every mattress company will use natural latex, but it’s still more natural than memory foam, which is made from petrochemicals.  In an era where people are caring more and more about having natural products that are free from chemicals, latex is becoming an increasingly popular choice.

Latex mattresses do not trap heat and they tend to keep their cool, no matter the climate outside.  A lot of people have a great deal of discomfort when their mattress heats up.  That is just not the case with latex mattresses.

Latex mattresses are springier than other types.  You get a good bounce to them, which is a feeling a lot of people tend to like. This makes this type of mattress especially good for sexual activity.

The problems with latex are that they tend to be very heavy and they are more expensive.  A lot of good marketing has gone into making memory foam mattresses as popular as they are today.  If a similar marketing push happens with latex, and companies can figure out a way to make latex beds more affordable, I think latex will really increase in popularity too.

It’s no secret that latex is a really great surface to sleep on.

Continue Reading →

Do Memory Foam Mattresses Sleep Hot?

A lot of people talk about mattresses “sleeping hot.”  This is normally most associated with memory foam mattresses.  It is true that a lot of memory foam mattresses can retain heat and be a little uncomfortable.  This can be really uncomfortable in particularly warm climates.  This is because of the chemical composition of memory foam, which tends to trap heat more so than other mattress types.

What do companies do to get around this?  Well, this is certainly a big issue and something companies try directly to address.  One thing that companies will do is to make their memory foam “gel-infused.”  This means a cooling gel is infused into the memory foam itself.  While a lot of the marketing that is done will say that this works wonders for keeping a mattress cool, studies show that is actually not the case.  Having a gel-infused mattress is only slightly cooler than a normal memory foam mattress.  In many cases, it’s the exact same temperature.

Another method that companies will use is to use bio-based foams.  Studies do show that using plant-based foams is very effective at keeping a mattress cool.  The problem here is that the process to make plant-based foams is pretty expensive, so usually the mattress will be more expensive.  However, this methodology does tend to work.

Another method companies will use is to actually laminate a gel layer onto the foam.  This differs from gel-infused because it is not infused, it is laminated onto the top layer of the mattress.  Studies also show that this is an effective form of keeping a mattress cool.

Those are the three main ways companies will try to design a mattress that stays cool.  Latex and innerspring tend not to experience this problem very much.  Memory foam has a lot of benefits, but those benefits can be combated if the mattress sleeps really hot.  Luckily, most companies are starting to pick up on the best ways to address that issue.

Continue Reading →

The New Mattress Companies Are Coming, Brace Yourselves!

With the great success of the new online mattress companies (especially Casper with all the press that they’ve gotten), I think we’re seeing the advent of a new era in the mattress industry.  It’s already started to happen, and I think it’s only going to continue.  There will be more and more new mattress companies at a faster pace than ever in the industry.  Casper proved that a new company can come in and have immediate success.  There are other success stories as well.  Saatva has been around a long time, and they have slowly built their business, rather than raise money and try to become successful immediately.  Leesa came into the market somewhat recently too, and they appear to have had lots of success as well.  It all makes a lot of sense, as buying online is probably the best way to get a good deal on a mattres (as I’ve written about here).

How will everything play out?  Well, I think there’s a few different ways new companies will try to enter the market and differentiate themselves.  The free trial period and return policy is already extremely favorable for these new companies, so I don’t think there’s really any room for differentiation there.  I think there will be more Casper clones that will attack the price point around $700-1,000.  That seems to be that sweet spot in the market right now.  From there, I think companies will aim for going much below that price point and then there will be luxury mattress companies that sell online as well.

Companies will also try to differentiate themselves by the product itself.  The foam that is used and the layers will be a big point of differentiation.  At some point, however, consumers won’t really care so much about that.  There isn’t a whole lot that differentiates the different hybrid foams, for example.  I do think there will be a company that will sell a truly organic mattress online.  No one’s really successfully made that play just yet, but it’s a trend that is undeniable at this point.  People want organic products, and I think the mattress market is where consumers want to look next.

The online mattress business model is very disruptive and is taking the world by storm.  That is only going to continue.  Established companies will come out with new brands that attack different types of mattress and price points.  New companies will come in very quickly.  It doesn’t take that much time or funding to really get a new mattress company going, so the barriers to entry are quite low.  It will be interesting to see how things play out.

Continue Reading →

How Do You Know That It Is Time for a New Mattress?

Mattresses are just one of those things that we have forever unless something rather dramatic happens we may end up sleeping on the same mattress for years without feeling the need to change it. This is not healthy. Mattresses, like everything else, have a lifespan the longer you have a mattress the less healthy it gets for you. The problem, however, is that most people don’t know when it is time to buy a new mattress. This article is a quick guide to tell you when it is time for you to buy a new mattress:
If you wake up most mornings with lower back pain that goes away 15 or 20 minutes after you are awake that is a sign that you need to get a new mattress. This is a sign that the mattress that you are sleeping on is no longer carrying your weight as it should. When you sleep, your lower back takes on some of your weight which leaves you in pain.
If your mattress is thinning out in the middle this is another sign that you need a new one. The ideal mattress should be even from top to bottom. The reason why mattresses thin out in the middle is because of wear and tear you have slept on yours so long that it is literally worn thin. Continuing to sleep on that kind of mattress is a sure way to eventually develop back problems.
If you are getting a new bed you may want to spend a little more and get a new mattress along with it. Your old mattress was suited for your old bed and may not go very well with the new one. In most furniture shops, beds are paired with the mattresses that go best with them.
Pregnancy is a time when every woman needs her beauty sleep but it can be very uncomfortable to sleep nights. If this happens to you maybe a new mattress is the solution. When you go shopping look for a memory foam mattress. These are mattresses that conform to your contours in order to support every inch of your body as you sleep. If your problems persist despite a new mattress you should take it up with your doctor.
If you have had bedbugs in your home it is time to buy a new mattress. Bedbugs are pesky creatures that get into the smallest crevices only to crawl out at night and wreak havoc. They are very hard to get rid of especially in something like a mattress. Throw the old one out far away from the home have the bed thoroughly fumigated before you install the new mattress. You should also check the rest of your furniture to make sure that the infestation is not running through your home.
Mattress Example
Continue Reading →

A Good Mattress Could Be the Answer to Your Lower Back Pain

Lower back pain is a problem that afflicts millions of people around the world. Left untreated, it can eventually become chronic back pain that interferes with the quality of life. Most people choose to treat lower back pain with pain medication but the problem with this approach is that eventually, dependence on pain meds is inevitable. Studies have shown that small lifestyle changes, such as changing the kind of mattress that you use, can be a big help in treating back pain.
Going firm with the mattress
Most doctors recommend that people with back problems use a stiff mattress. A study in Spain, however, showed that this is the wrong kind of mattress to use. More than 300 adults who suffered lower back pain were issued either a stiff mattress or a medium one one that wasn’t too hard and wasn’t too soft. None knew the kind of mattress that they were getting. In just 3 months, those with the medium mattresses reported a considerable improvement in back pain both when they were laying in bed and when they were getting out of bed. They felt little or no back pain during the day and they were able to undertake tasks that they were not able to during the experiment. Those on the hard mattresses reported the opposite either that their pain was worse or it was the same. The conclusion was rather obvious lower back pain can be managed with the right kind of mattress.
Keeping your mattress fresh
One common finding among people with lower back pain is that they use old mattresses. Studies show that most people throw away a mattress after about 10 years. This is way too long to have the same mattress. The older it gets the more likely you are to develop back problems. A mattress should be changed ideally every 3 or 4 years. Another important thing to consider is the price of the mattress. Surveys have shown that people who buy cheap ones tend to report more back pain problems that people who buy medium and high cost mattresses. They are like everything else you get what you pay for. Spend a little more and get yourself a mattress that will allow you to rest comfortably every night when you go to sleep.
If you are not getting enough sleep you should also check the kind of mattress that you are using. Although lots of people blame stress for sleepless nights, the truth is that their mattresses are the ones keeping them awake.
A good mattress is a small investment that can change the quality of your life.

Continue Reading →

Different Mattress Types: Which One is best For You?

memory foam pillow
Most people buy a mattress without the slightest idea of which kin d would be best for them. Years later, when they have lower back pain or are not sleeping very well, is when they discover that it could have something to do with their mattress choice. This article is a very brief look at some of the most common types of mattresses and who they are most suitable for.
Air mattress
This is one of the most comfortable mattresses in the market but because it often has to be filled it is not a choice than many take into consideration. It is comfortable simply because it takes all your weight when you sleep. This mattress is best for anyone despite their choice of sleeping position.
Memory foam mattresses
This kind of mattress is excellent for people who suffer from lower back pain. It conforms to all the contours of the body and takes the weight while you sleep. Its conformity means that it is great for anyone whether they prefer to sleep on their stomachs, their backs or on their side. That said, these mattresses tend to wear out faster than others so bear in mind that you will have to replace it often.
Latex mattresses
These are very firm and they are NOT good for people who suffer lower back pain. They tend to conform to the body to some degree. They are best for people who sleep on their backs or on their sides. If you can afford a better kind of mattress you are well advised to steer clear of latex mattresses.
Innerspring mattresses
These are mattresses that have springs in the middle but the problem is that although they provide great comfort initially they eventually sag in the middle and have to be replaced. They are not recommended for people who have back problems and also for the elderly.

Continue Reading →

When and Where to Buy a New Mattress For A Better Sleep

There are a few things in life that are absolutes for everyone. Those absolutes are that everyone needs food, water, and sleep to function normally. Every single person requires at least some sleep on a daily basis to thrive and do all the things that are required each and every day. If any of these things are in short supply, life can become unbearable very quickly.

In the modern world, most of these things are available to everyone. The only thing that is elusive to some is a proper night of rest. There are a variety of reasons for this. Some people have issues that are related to stress and interrupted sleep patterns. Others simply have a bad mattress and need to upgrade their current one for something better.

One way to tell a mattress is bad is look at the shape of it. If there are large gaps or dips, it may be wearing down and the coils may not be providing proper support. Also, if you wake up having a sore back after a night of sleep that may be another indicator. If this applies to you, looking for a new and quality mattress may be the best move you can make for your health and body.

Looking for a quality mattress requires that you go to a furniture or bedding store that is well-known and reputable in the area. They will be able to show you all of the available styles and models and give you information about their benefits. Also, many are happy to be able to actually lie on the display models and see how it would feel to sleep on it. Its a great way to find a mattress that will work for you and help you sleep much better.

There are many different types of mattresses today and that is excellent because each individual likes different types. With the new latex and memory foam mattresses available, this makes it even more likely for people to have a great nights sleep. This is because these types conform to a persons unique body shape and sleeping position and that can be very helpful to those with back problems.

Continue Reading →

A Note On Online Mattress Reviews

There’s a few things you should look out for when reading reviews of different mattresses online.  I’m going to try to run through a few of these things so that you can be fully equipped to make a great decision on which mattress brand you will want to buy.

-Be careful and take it with a grain of salt when you read the reviews on a mattress company’s own website.  While every company will claim that they are publishing reviews of legitimate customers, you have to wonder whether they are willing to publish the bad reviews as well.  It wouldn’t make too much business sense to publish a really bad review of your product on your website.  It’s just going to hurt sales.  Having said that, I am in no way accusing any company of doing anything inappropriate, but I’m just saying to take everything you read on the Internet with a grain of salt, especially when the reviews are on the company’s website.

-Figure out whether the person doing the review has actually slept on the mattress.  A lot of times people will review a mattress brand without having personal experience with it.  That’s not necessarily a bad thing, but it’s just something you want to figure out and keep in mind when you are being influenced.

-Personal preference really makes a difference.  You will noticed that some people will say a mattress is too firm and another person will say the same mattress is too soft.  It happens all the time and it’s because the sleeping experience is so personal and particular that a lot of times it’s difficult to come to a consensus as to whether a particular mattress will be a good fit for most people.

mattress reviews advice

-You definitely want to read enough reviews so that you can get a good consensus on what the average person thinks about a mattress.  I would read multiple reviews or take a look at a site that aggregates multiple reviews (see, for example, the reviews of Saatva mattress on Trustpilot).  Viewpoints is another example of a site that aggregates reviews for mattress brands.  No matter what site(s) you are looking at, always dig deeper.  Some sites will provide reviews of customers who haven’t had much or any experience with the mattress at all.  You want to be careful in that situation and just make sure you understand how long the customer has had the mattress for.

You can’t believe everything you read on the Internet, but if you do enough digging, you’ll be able to get a pretty good consensus on the mattresses you are looking at and be confident that you will be making a really good decision.

Continue Reading →
Contact us

We're not around right now. But you can send us an email and we'll get back to you, asap.

Questions, issues or concerns? I'd love to help you!

Click ENTER to chat