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Providing the most comprehensive and up-to-date information and analysis of the Mattresses market, and the behaviours, preferences and habits of the consumer.

Mintel has the answers you’re looking for

What are the key challenges facing the industry and how fast are its rates of growth? Who is the consumer and what do they want? Where are the opportunities, where are the risks and what lies ahead?


This Report examines the US retail market for mattresses and sleep equipment. Mintel’s definition includes mattresses sold through retail channels and direct to consumers including:

  • Innerspring
  • Specialty foam
  • Hybrid
  • Adjustable air
  • Water beds
  • Sleep equipment: Sleeper sofas, day beds, and futons

Expert analysis from a specialist in the field

Written by Stephen Brown, a leading analyst in the Household sector, his extensive knowledge delivers in-depth commentary and analysis to highlight current trends and add expert context to the numbers.

The mattress category has undergone significant change in recent years due to new product segmentation, changing consumer needs, and e-commerce sales. Mattress purchasers are primarily quality driven, especially as sleep becomes a health priority. Brick-and-mortar retailers benefit from the preference among shoppers to try out a mattress before buying; however, e-commerce brands are quickly entering the market and may disrupt the traditional purchase process. Future market growth will result from brands and retailers that target core buyers and promote sales beyond replacement, while utilizing online resources to guide consumers along the purchase journey. Stephen Brown
Research Analyst

Table of Contents

  1. Overview

    • What you need to know
      • Definition
      • Executive Summary

        • Market overview
          • Key trends
            • Quality of sleep is top-of-mind
              • Figure 1: Quality of sleep, October 2019
            • Sleep smart
              • Figure 2: Interest in connected devices to manage health, January 2019
            • Consumers want an in-store presence . . .
              • Figure 3: Importance of in-store options, October 2019
            • . . . but online alternatives are gaining traction
              • Figure 4: Importance of online options, October 2019
            • Breathing life into bed-in-a-box brands
              • Figure 5: Mattress associations, by mattress type, October 2019
            • What’s next
            • The Market – What You Need to Know

              • Mattress market expects modest growth
                • Sleep aids, from A to Zzzquil
                • Market Size and Forecast

                  • Waking up on the right side of the bed
                    • Figure 6: Total US sales and fan chart forecast of mattresses, at current prices, 2014-24
                    • Figure 7: Total US retail sales and forecast of mattresses, at current prices, 2014-24
                • Market Breakdown

                  • Simplicity helps consumers rest easy
                    • Figure 8: Mattress purchases in the past 12 months, by spend, 2015-19
                • Market Perspective

                  • Hey Siri, how did I sleep last night?
                    • Figure 9: Use or interest in connected devices to manage health, January 2019
                  • When counting sheep fails . . .
                    • Figure 10: Incidence of sleep disorders – Simmons Research, Spring 2014-19
                • Market Factors

                  • Obesity changes mattress needs
                    • Figure 11: Obesity rates in US adults aged 20+, 2001-16
                  • More households, fewer beds
                    • Figure 12: Share of family and non-family households, 2008-17
                  • Sky-high tariffs have retailers losing sleep (and sales)
                  • Key Players – What You Need to Know

                    • Knowledge is power
                      • The best retail strategy is yet to come
                        • Caring is cool
                        • What’s Working?

                          • Becoming the Sleep Guru
                            • Figure 13: Serta pet bed, June 2019
                            • Figure 14: Plus x Casper, September 2019
                          • There’s no such thing as “information overload”
                            • Figure 15: No-sale call to action content marketing, Casper, November 2019
                        • What’s Struggling?

                          • Brick-and-mortar specialty retailers are a little tired
                            • Figure 16: Mattress Firm 4th of July Preview Sale, November 2019
                          • Bed-in-a-box brand needs consumers to wake up
                            • Figure 17: Nectar (DTC) advertises on TV, November 2019
                        • What to Watch

                          • Go beyond wearables
                            • Figure 18: NordicTrack Mattress, November 2019
                          • Waste not, want not
                            • Figure 19: Casper Resnooze & Recycle – November 2019
                            • Figure 20: Leesa’s One Good Bed Promise – November 2019
                        • The Consumer – What You Need to Know

                          • Foam mattresses take the lead
                            • Sales primarily consist of replacements
                              • Online reviews provide new insights and opportunities
                                • Bed-in-a-box brands need a PR blitz
                                • Mattress Purchases

                                  • Most consumers are in the market for a mattress
                                    • Figure 21: Mattress purchases, October 2019
                                  • Foam is the new favorite, with hybrid gaining favor
                                    • Figure 22: Mattresses purchasing, by type, October 2019
                                • Reasons for Buying a Mattress

                                  • Replacements and upgrades drive purchases
                                    • Figure 23: Reasons for buying a mattress, October 2019
                                  • Life stage defines wants and needs
                                    • Figure 24: Reasons for buying a mattress, by age, October 2019
                                  • Parents are motivated by their dynamic lifestyles
                                    • Figure 25: Reasons for buying a mattress, by parental status, October 2019
                                • Mattress Retailers

                                  • Buying in-store in the digital age
                                    • Figure 26: Purchase channel, October 2019
                                  • Mattress stores lead the market, but general retailers offer deals
                                    • From the consumers:
                                      • Figure 27: Retailers shopped, October 2019
                                    • Bed-in-a-box brands are tossing and turning
                                      • Figure 28: Interest in bed-in-a-box mattresses, by activity, October 2019
                                      • Figure 29: Tuft & Needle TV Ad – A Very Bed Joke About Sleep Goods, May 2018
                                  • Information Sources

                                    • A penny for your thoughts?
                                      • Figure 30: Information sources [ranked], October 2019
                                    • Let your consumers speak for you
                                      • Men and women turn to different experts
                                        • Figure 31: Information sources, by gender, October 2019
                                      • Black consumers stick to what works
                                        • Figure 32: Information sources, by race and Hispanic origin, October 2019
                                    • Attitudes toward Mattresses

                                      • Goldilocks and the three (or more) beds
                                        • Figure 33: Attitudes toward mattresses, October 2019
                                      • Value comes from quality for older consumers
                                        • Figure 34: Attitudes toward mattresses, by age, October 2019
                                      • Parents take to the internet because it’s simple
                                        • Figure 35: Attitudes toward mattresses, by parental status, October 2019
                                    • Mattress Associations

                                      • Bed-in-a-box brands’ identity crisis
                                          • Figure 36: Mattress associations, by type, October 2019
                                        • Durable and traditional vs innovative and returnable
                                          • Figure 37: Correspondence analysis – Symmetrical map – Mattress associations, by brand, October 2019
                                        • Correspondence Analysis
                                          • Methodology
                                          • Appendix – Data Sources and Abbreviations

                                            • Data sources
                                              • Sales data
                                                • Fan chart forecast
                                                  • Consumer survey data
                                                    • Consumer qualitative research
                                                      • Abbreviations and terms
                                                        • Abbreviations
                                                          • Generations, if discussed within this Report, are defined as:
                                                          • Appendix – The Market

                                                              • Figure 38: Total US sales and forecast of mattresses, at inflation-adjusted prices, 2014-24
                                                              • Figure 39: Mattress purchases in the past 12 months, by spend, 2015-19
                                                              • Figure 40: Incidence of sleep disorders – Simmons Research, Spring 2015-19
                                                          • Appendix – The Consumer

                                                              • Figure 41: Mattress associations, by brand, October 2019

                                                          About the report

                                                          This market report provides in-depth analysis and insight supported by a range of data. At the same time, introductory and top-level content is provided to give you an overview of the issues covered.


                                                          Mintel provides a range of market information, frequently through the category level, including market size and forecasting, complete with market drivers that illustrate the forces that shape a category or market.


                                                          Mintel’s proprietary consumer research provides our analysts with the attitudinal and behavioral data used to provide valuable insight to topical issues.


                                                          Mintel provides overviews of the top brands and manufacturers, and uses consumer research to explore attitudes and reactions to brands, as well as insight into what will resonate with consumers.


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