Mattress Math

David Perry

Which mattress type is key to specialty-store growth?

June 13, 2017

Breaking down the numbers by mattress type reveals which play the biggest part of growth for bedding specialty stores.Mattress Math

This is the dollar share of hybrids in bedding specialty stores in 2014 and 2016, respectively.

Why they matter: The key here is the healthy increase in market share in just two years — seven percentage points. That is the fastest-increase of any type of mattress construction, and it shows that bedding specialty stores are fully embracing hybrid designs, which combine innersprings and layers of specialty foams.

 

This is the dollar share of innerspring sleep sets in bedding specialty stores in 2014 and 2016, respectively.

Why they matter: At first glance this looks like bad news for innerspring producers, as the category has lost two percentage points of market share in two years. But when sales of hybrids are included, it turns out that beds with innersprings actually gained five percentage points of market share in the past two years in bedding specialty stores.

 

This is the dollar share of memory foam sleep sets in bedding specialty stores in 2014 and 2016, respectively.

Why they matter: The gains in hybrids led to a slight decline in innerspring sales (see above), but they sparked a bigger decline in the sales of memory foam beds — a loss of five percentage points of market share. But it also must be remembered that memory foam is in many hybrid beds, a fact that lessens the impact of this market share loss.

 

Doing the math: Bedding specialty stores are setting a strong growth pace in the industry, with major retailers generally finding ways to remain on high-growth curves. They are achieving that growth, product-wise, by embracing hybrid sleep sets, which have posted significant dollar share growth in the past two years. While innerspring beds have lost some share, memory foam beds have lost even more. But the gains by hybrids were strong enough to offset those declines.

Given their high-growth ways, bedding specialty stores are watched closely by bedding observers across the country. These figures show that hybrids are a key part of their growth playbook.

Source: Furniture Today 2014 and 2016 Retailer Bedding Surveys