The mattress industry isn’t just about sleep—it’s about solving a daily, universal need. And right now, entrepreneurs are waking up to the potential of launching a mattress business that blends e-commerce convenience with high-ticket margins. Whether you want to build a brand from scratch or start selling returns through resale partnerships, there’s room to carve out your niche.
In this guide, we’ll walk you through exactly how to start a mattress business—from business models and suppliers to marketing and fulfillment—so you can move forward with clarity and confidence.
The global mattress market is booming. It was valued at $56.7 billion in 2023 and is projected to reach over $78 billion by 2030, according to Fortune Business Insights. This growth is driven by:
Profit margins can range between 40–60%, especially for private label or direct-to-consumer models. And unlike impulse buys, mattresses are high-consideration purchases—so if you gain trust, customers will often pay a premium.
Before anything else, you’ll need to decide which type of mattress business you want to build. Here are a few popular models:
This model includes designing or sourcing mattresses and selling them through your own online store (like Casper or Purple). It’s capital-intensive but gives you full control over branding, pricing, and customer experience.
This lower-cost model involves reselling returned or overstock mattresses—often from big-name brands—at a discount. Some companies, like Sharetown, offer turnkey resale programs where you act as a local rep handling pickups and sales.
A traditional showroom model. While it requires more overhead (rent, staffing, inventory), it lets customers try before they buy.
You market and sell mattresses online, but the manufacturer or supplier handles fulfillment. It requires less capital but offers thinner margins.
Tip: If you’re just starting out, consider resale or dropshipping to reduce upfront costs and test the market before committing to your own brand.
No matter your business model, research your target market to understand:
Use free tools like Google Trends, Exploding Topics, or Keyword Planner to identify trending search terms like “best mattress for back pain” or “mattress in a box near me.”
Also, browse reviews on Amazon, Reddit, or Trustpilot to spot customer complaints and unmet needs.
A well-written business plan keeps you focused and investor-ready. Include the following sections:
You can use a free template from Score.org to get started.
Choose your business structure—most mattress startups go with an LLC for liability protection and tax flexibility.
Next steps:
If you’re selling online, also check sales tax nexus laws for each state where you expect to ship.
Where your mattresses come from will define your quality, costs, and scalability. Here are a few options:
Look for certifications like CertiPUR-US®, especially if you’re marketing to health-conscious or eco-friendly shoppers.
Even if you plan to sell in person, an online store builds trust, processes payments, and showcases your products.
Your site should include:
Bonus points for using 3D models, chatbots, or quiz-style shopping tools.
Mattress pricing varies depending on your model:
Factor in cost of goods, shipping, marketing, and returns. Consider offering payment plans through tools like Shop Pay or Afterpay.
Here’s how to start building awareness and generating leads:
Make sure you appear in Google Maps and search results with a Google Business Profile.
Instagram, TikTok, and Facebook are great for before-and-after content, product demos, and customer testimonials.
Create helpful blog content like:
This builds organic traffic and credibility.
Encourage word-of-mouth by offering customers cash, discounts, or gifts for referrals. Learn more about referral marketing from ReferralCandy.
Shipping mattresses can be tricky due to size and cost. Explore these options:
Make sure your return policy is clearly stated. You can reduce returns by educating customers upfront and offering firm/soft choices.
Once you’re up and running, measure what’s working:
When it’s time to scale, consider:
Starting a mattress business doesn’t require a million-dollar budget—but it does require planning, positioning, and persistence. Whether you launch your own brand, open a storefront, or resell big-name returns, there’s serious opportunity to build a profitable business in this space. Take the time to validate your idea, source the right inventory, and execute a marketing strategy that meets people where they are—online and locally.
