Why Are Mattress So Expensive? - Ways to Reduce the Price

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If you’re in the market for a new mattress, you’ve likely notice that they definitely aren’t cheap. Why exactly are mattresses so expensive? Based on my extensive experience in the mattress industry, I think I have a few insights. Here’s why mattresses cost so much and strategies you can use to lower the amount you pay.

Why Are Mattresses So Expensive?

There are a few main reasons why mattress prices are so expensive.

Buying from a brick-and-mortar physical store instead of buying a mattress online is one of the main reasons. High-quality materials are another cause of high prices. You also need to take deceptive marketing tactics from the mattress industry into account.

1. Deceptive marketing tactics

The mattress business is known for using shady tactics to get you to pay more than you were expecting for your new mattress.

One strategy that the mattress industry uses is making minor adjustments to one of their mattresses, turning one product into multiple models that they then distribute to different physical stores, making it harder for you to compare prices even though it’s the exact same mattress.

Shopping online is the best way to defeat this shady marketing tactic since it’s easier to compare prices between different online retailers. Mattress manufacturers and retailers often provide the exact breakdown of materials in each model that they sell, so you can easily compare them to other products on competing sites, even if the model name of the mattress is different.

This tactic is common with low-end budget mattresses. High-quality brands don’t use this tactic to promote products like the Saatva Classic, Bear Elite Hybrid, and Helix Midnight Elite because the companies are actually concerned about their brand’s reputation.

2. Markup in physical stores

Brick-and-mortar mattress stores typically have a higher markup compared to online retailers. Why are mattresses so expensive when buying in-person? The main reason is because their costs are higher. They have to pay for advertising, rent, and payroll for their employees. Shopping online is typically cheaper because many of those extra costs aren’t relevant for brands that don’t have a physical presence.

The average new mattress in a showroom is going to be 40-50% more expensive compared to the price you would get when shopping online. In the vast majority of cases, it’s not worth it to buy from a mattress store when you can get a better deal on a good mattress online.

The number that you see on the price tag could be deceptive, however. Mattress stores know that many customers like to haggle with the mattress salesman, so they frequently mark their prices up so that they have some wiggle room to offer a “discount”.

The exact amount of the markup is going to vary depending on which mattress you buy and which store you buy it from. Physical stores are notorious for exploiting the ignorance of the average consumer, which is why we always recommend shopping online instead.

Direct-to-consumer mattress companies are becoming common. These are brands that manufacture and sell their own products through their website. Most of these new brands are selling bed-in-a-box mattresses that come compressed and rolled up in a box. When you take it out of the box, it expands to normal size (we recommend removing it from the package as soon as possible). Most of these are memory foam mattresses, since memory foam is easier to compress compared to other types of material. Latex foam, hybrids, and innersprings are also common. There are even a few online brands that sell mattresses without memory foam, although they are more rare.

The only downside to buying online is that you can’t test out the mattress before you buy. That’s why most mattress brands offer free trial periods so you can test it out and see if it works for you and improves your sleep quality before you make a commitment.

3. More expensive materials

Another reason why mattresses are so expensive is because of the cost of materials. Some of the most expensive components used in mattress manufacturing are:

Organic cotton
Steel coils
Latex foam
Gel foam
High-density foam
Viscoelastic foam
Cotton fiber
Polyester fiber

These materials add a lot of money to the overall cost of manufacturing a mattress and are one answer to the question “why are mattresses so expensive?”

Unlike the previous two reasons, this isn’t a trick that mattress companies are using to add to the price tag. This is actually a good thing, because it means that you’re getting a higher-quality mattress that will likely give you better sleep.

The best mattress for you is likely going to cost more than buying a low-quality mattress. Buying a cheaper brand will definitely help you save money, but it could come at the cost of a good night’s sleep.

Additionally, cheap mattresses may also contain toxic materials that could be harmful to your health. For example, many mattress brands include fiberglass as a fire retardant, which can poke through the mattress cover and cause serious health problems. Buying an expensive mattress helps you avoid some of these unhealthy materials.

4. Special features

Expensive mattresses are often made for specific needs and have features that add to the overall cost. Some examples of features that will make a mattress more expensive are:

Cooling capabilities
Hypoallergenic construction to reduce allergens and dust mites
Premium edge support
Added padding and/or thickness for pressure relief

If you want a better price, you should avoid buying mattresses with these premium features. Expensive memory foam mattresses will have one or more added capabilities that add to the overall price, but less-expensive versions will have more basic construction.

Tactics For Reducing the Overall Cost of a Mattress

There are a few key hacks that you can use to shave some of the cost off the price tag of a mattress. You can buy used mattresses, shop online, negotiate, buy during a sale period, or take advantage of financing offers.

1. Buy used

New mattresses are significantly more expensive than used versions. Buying a used mattress can get you a great deal, since most brands will be 10% of the original purchase price. If you want to get an amazing deal on a good-quality mattress, then buying used is the best way to go.

There are some risks associated with used mattresses. They may have mold, dust mites, or stains if they weren’t cleaned properly. We recommend thoroughly examining the mattress before buying it to make sure that you’re not buying a defective product.

Another problem is that it can be hard to get the mattress home if you don’t own a truck or large SUV if you’re buying from Craigslist or Facebook Marketplace. Most sellers won’t offer transportation, so you’ll have to pick it up and take the mattress home yourself.

Used mattresses are sold as-is, meaning that you won’t be able to return it if you aren’t happy with your purchase.

2. Shop online

This is the the best way to compare different brands and make sure that you’re getting a fair price. When you’re in a mattress store, you’re limited to the selection that they have in stock. When shopping online, you have the ability to compare every mattress brand available and find the one that’s best for your needs.

The mattress world is growing fast and there are tons of different options available. Modern mattresses are available with a wide variety of different options in regards to firmness, material, and price.

Shopping online is the best way to save money on an expensive mattress.

3. Take advantage of financing offers

Many mattress stores and websites offer financing, which gives you the ability to pay for your new mattress over time. If you have excellent credit then you can even get 0% buy now pay later mattress financing offers, which means that you won’t pay anything extra for the privilege of paying over time. Most mattress brands use Affirm, Afterpay, or Klarna.

Be careful when using the pay-over-time option, since it can entice you to spend more on a brand new mattress than you would otherwise.

4. Negotiate

Good old-fashioned haggling is another way to reduce how much a mattress costs. It’s impossible to negotiate with online retailers, but it’s an accepted practice at physical stores. Many mattress stores incorporate haggling into their price tag so they can still make great profit margins even if they offer you a discount.

Mattress salesmen are under intense pressure to sell you a new mattress, so they are often willing to negotiate if they know that you will buy.

This frequently isn’t worth the effort, since buying online will still give you a better deal than buying in-person. This is because many mattress manufacturers sell their products directly and cut out the middlemen (the reason why most mattresses are so expensive).

5. Buy during a sale period

Buying a mattress during a sale period is the best way to save serious money on your purchase. The fall sale period is a good time to buy, but it’s not the only option. The best sales take place during the following holidays.

If you want to save money, buy during one of these sale periods. In addition to the steep discounts that mattress companies offer, they also commonly include freebies with each order. The most common accessories that a mattress company will offer include:

Free pillows
Mattress protectors
Sheets
Pillow cases

How to Increase the Lifespan of Your Mattress

The best way to save money is to maximize the lifespan of your new mattress. A quality mattress can last a decade or even longer if you properly care for it.

Make sure you clean your mattress regularly. Rotating it 180-degrees every 6 months is a great way to reduce the amount of wear and tear on the surface layer of your mattress, which can reduce body impressions and sagging. If you own a dual-sided mattress like the Plank Firm or Plank Firm Luxe, then you can even flip it every six months to help maximize the longevity of your purchase. Most modern mattresses are one-sided, however, which means that flipping is not required.

If you can make your mattress last longer, you won’t have to ask yourself “why are mattresses so expensive?” because you won’t have to worry about buying a new one very often.

Bottom Line: Buy Online

The best way to save money on a mattress is to buy online. Most people who wonder “why are mattresses so expensive?” are looking at products in physical stores, where the markup is often much higher than it would be online.

You’re likely to get a better deal on expensive mattresses online since they cut out the middlemen, give you the ability to compare products sold by different brands, and still offer a great warranty and free trial period (lifetime warranties are sometimes available).

If you do have to buy a mattress directly from a physical store, make sure that you don’t accept the number on the price tag. Negotiate and try to get stores to compete with each other to offer you a better deal.

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Robert Pagano

Co-Founder at Sleepline

Robert is one of the two co-founders here at Sleepline.

He's been involved in the mattress industry for almost a decade and is dedicated to using his expertise to help you choose the right mattress.

Robert's main goal is to give you straightforward info on what works - and what doesn't - so you can spend less time stressing about sleep and more time living your life (that's what we're all here for, right?).