Following Bedding News Now’s continued look into Amazon and its shadow over the industry, we’ve found that mattress manufacturing executives have mixed views on the continuing rise of Amazon as a mattress power.
Bedding News Now recently asked several executives if they believe Amazon, which dominates the low end of the mattress market, is a force that’s good or bad in the industry.
The execs offered varying responses, with some saying that Amazon lowers consumer expectations of mattresses, while others said it offers useful exposure to mattresses and can drive traffic to brick-and-mortar retailers.
Here are their answers to the question: Is Amazon good or bad for the mattress industry and why?
“Amazon’s power and potential are amazing. It’s a phenomenon that consumers want, and it should be good for the industry. Many reputable manufacturers sell on Amazon, so we as an industry need to make it work. It helps with brand awareness for the entire industry and eventually it could help by offering more elevated products.” – Gerry Borregginne, CEO of Therapedic
“I believe Amazon has created significant challenges for the mattress industry because its scale and massive advertising platform often drives a race to the bottom. While its reach has introduced more consumers to buying mattresses online, it has also shifted expectations around price and convenience, putting pressure on independent retailers. Lower prices may attract customers, but many end up less satisfied with the long-term value of those purchases. I don’t think this necessarily lowers expectations for comfort, but I do see a cultural shift, especially among Gen Z. They’re more willing to buy a mattress on Amazon with the mindset that it’s a shorter-term or even disposable purchase.” – Derek Leishman, national sales director at Mlily USA
“Amazon is great for brick-and-mortar retailers because it drives up AUSP in the store, and it doesn’t have the service or ability to be fit for a mattress like a store does. We don’t need convenience stores for mattresses. And Amazon makes buying a mattress convenient, but there’s no quality. Retailers should focus on better sleep and invest in their stores to show people why they should come in instead of buying from Amazon.” – Eugene Alletto, founder and CEO of Bedgear
“I think Amazon is bad for the industry because the mattresses they sell are so cheap. They’re stealing customers with mattresses that won’t last, and it’s a race to the bottom. Everything is better in the store, but when you’re shopping online, why pay $2,000 when you can pay $150? Amazon lowers the bar.” – Nick Bates, CEO of Spring Air
“If a retailer invests in personalizing its experience, it will get door swings because of Amazon. But there are unintended consequences to Amazon, like aggressive return policies. That’s bad for the customer because returns actually cost them money. Amazon offers retailers the ability to shine in product selection, in-store experience and branding.” – Ian Hayes, VP of sales for Magniflex
“Amazon changes the consumers’ expectations because it provides value. But that’s not the same as high quality. Amazon could be good for the industry, but it’s a vastly different purchase than what a consumer would get in a retail store. Brick-and-mortar retailers should ask themselves how they can differentiate themselves from Amazon. Everyone has to up their game right now.” – Jerry Lin, co-founder of Helix
