How Much Do Mattress Firm Employees Make

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The Real Reason There Are So Many Mattress Stores in Your Town

With brick and mortar stores suffering their painful deaths as we speak, have you ever wondered how so many mattress stores manage to survive — or even thrive — when they’re all situated within a five mile radius of one another?

Think about it. A mattress isn’t something you buy every day or even every year. Yet somehow strip malls often include stores devoted to nothing but mattresses. These retail destinations often face one or two other stores selling the exact same thing just a stone’s throw away.

According to one source, there are 9,000 specialty bed and mattress stores nationwide. That’s a lot of stores for something people only purchase every ten years on average. So why are there so many mattress stores, and how do they cut it in today’s world? The answer may surprise you.

1. Mattresses are high-margin items

You don’t need to sell many to make a profit. | vadimguzhva/iStock/Getty Images

In the grand scheme of retail, you don’t need to sell as many mattresses to make a huge profit. At grocery stores, profit margins hover right around 5%. Meanwhile, a $3,000 mattress costs about $300 to make — giving mattress stores a whopping 9,000% profit when they sell one.

Next:This is why you only see one salesperson there all the time.

2. They don’t need many employees

Fewer customers means fewer employees. | JackF/iStock/Getty Images

Unless they’re having an 80% off sale, you won’t typically find mattress store swarming with customers. Less foot traffic means fewer employees, and fewer employees means less overhead for the store.

Plus, the stock isn’t constantly changing like it is at clothing retailers or grocery stores, so it’s cheaper to keep the store stocked.

Next:Here’s the reason online sales aren’t dominating.

3. People want to touch them

People want to know what they’re buying. | Igor-Kardasov/iStock/Getty Images

You may know someone who ordered their mattress online. Companies like Casper and Leesa are popping up left and right, hoping to cut the middleman out of mattress selling and offer mattress-in-a-box offerings at cheaper prices.

But like a few other things, mattresses are a hard sell for the internet. People like to touch them and test them out, which is something they can only do at — you guessed it — brick and mortar mattress stores.

Next:The one place mattress store owners don’t spend money.

4. Stores are their own advertisement

The stores sell themselves. | ablokhin/iStock/Getty Images

Mattress store owners don’t have to spend tons of money on radio or newspaper advertisements or billboards. With their gigantic neon signs lit up 24 hours per day, plus their self-explanatory store names, mattress stores advertise just by existing.

Next:This is the weird thing about competition.

5. They steal each other’s customers

They run lots of sales. | smodj/iStock/Getty Images

Ever notice how McDonald’s usually has two or three other competing fast food restaurants nearby? The concept of multiple mattress stores in a small area is similar.

Once someone decides to buy a new mattress, they usually want to shop around and make sure they’re getting the best deal. Mattress store owners know that shoppers will typically visit several stores before breaking out their credit card. It’s simply a matter of staffing the best salespeople and having the lowest prices in town.

Next:Here’s why so many people buy mattresses at the same time.

6. The recession created demand

During the recession people put off buying mattresses. | Naypong/iStock/Getty Images

Mattresses are expensive. During a recession, people put off buying new mattresses, creating a sort of mattress store boom once the economy started to turn around. This happened between 2008 and 2012, and the bubble resulted in supply meeting demand in the form of more and more mattress stores.

People typically purchase new mattresses when they move or get married, or every eight years on average.

Next:Buying a mattress is special for this reason.

7. People care about mattresses

Quality sleep is important. | sergeyryzhov/iStock/Getty Images

At the end of the day, most people put a lot of thought into purchasing a new mattress. They ask their friends where they bought theirs, they solicit Facebook opinions, they read reviews, they shop around. For such a large, expensive item that you’ll use almost every day, that kind of meticulous planning makes sense.

The reason mattress stores may survive the retail apocalypse is that people care about the product. After all, a good night’s sleep is worth the cost.

How much does a mattress salesman make ?

Wiki User
September 13, 2011 3:39AM

My commission is 10% of the profit on the sale. which isn’t much

in mattresses. a 1000 dollar mattress at a 50% profit margin makes

me 50 dollars. the avg. sale is sold between 35 to 45 percent

Yearly, the average salesman will make between 30k-120k.

Some mattress salesmen are paid on a draw vs. commission.

Meaning i will get paid 13 dollars an hour base vs 10% profit

commission. whichever is more. that is a nice way to get a steady

paycheck even in slow months, but it gives the bosses who micro

manage a reason to fire you if you make the ‘draw’ more than

and the myths of the shark salesman are wrong. we don’t want to

put you on the expensive mattresses to pad our wallets, cause if

you return it after we get paid (60 night comfort guarantee) then

we take that hit on our next check.

We mostly want you on the appropriate mattress that will give

you the best pressure relief and maximum support. if it is out of

your price range, don’t get mad. simply tell us and we will find

the best mattress possible, or work with you to afford it.

How are the commissions calculated?

15 answers

Depending on what margin the sales order is. If you hold margin you will get 16% of the gross of the sale. That can be bumped an additional 2% by adding an adjustable base. The next margin tier takes you to 12% of gross, then last is 8%. Which less percent less pay & lower margin means lower gross that the percentage comes from. Clearance is done differently & you will be able to make more $. You will get a draw check if your 2 week commissions is less than an hourly rate. Low end average salary is 45k. High end 150k+.

Answered October 19, 2019

Original cost multiplied by the commission and that answer shoul be multiplied by the commission

Answered October 30, 2018

You won’t need to worry too much about it since it almost never happens. The salaries listed on here seem way too high. You’ll almost never get comission. As an Area Manager with over 4 years at the company, I’ll tell you the truth about wages. Manager on Duty $34k, Asst. Mgr. $36k, Store Manager $40k, Area Manager $48k. Could vary slightly. When you calculate how many hours you work vs. the payyou will be depressed.

Answered July 29, 2018

You get paid a percentage of the money thre company makes on a bed. Usally 4-8 percent, assuming you beat your draw.

Answered July 28, 2018

I haven’t dealt with commission pay, but I believe it was 15%

Answered March 6, 2017 – Warehouse Associate (Former Employee) – Houston, TX

Related questions (more answers below):

A formula off of gross profit dollars along with size of invoice -using a prepared chart for percentages in the 2 .
Then bonus goals additionally.

Answered March 6, 2017 – SALES MANANGER/SALES PROFESSIONAL (Current Employee) – NJ\PA

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1 Offer valid 4/6/20 – 4/28/20. Savings applied to our low price and varies by mattress and model (max savings, with use of coupon code SAVE25, of up to 50% off). Offer not valid on prior purchases, floor models, clearance items, final markdown, Purple, tulo, iComfort, Tempur-Pedic, Stearns & Foster, Sealy Hybrid, Nectar or DreamCloud. Cannot be combined with any other offer. Valid while supplies last only. Visit a store, call (877) 316-1269 or chat online for complete details.

2 Extra 25% off sitewide on qualifying items. Additional savings is applied to listed sale price. Offer not valid on previous purchases, Purple, iComfort, Tempur-Pedic, Stearns & Foster, Sealy Hybrid, INTELLIbed, Nectar or DreamCloud. Other exclusions may apply. Products & offer may vary by location. No cash value. Visit a store, call (877) 316-1269 or chat online for complete details.

3 Offer valid 3/27/20 – 4/28/20. Receive a free Head Up 50 adjustable base (up to a $499.99 value) with select mattress purchases with minimum $999 purchase. Free adjustable base offer valid on same size mattress purchased. Split king or split California king base purchases consist of 2 bases. For split king or split California king purchases, consumer will receive one free adjustable base with promotion, with second base at regular price. Free adjustable base offer valid to complete mattress set, has no cash value and cannot be used as credit. Offer not valid on previous purchases, floor models, clearance items, final markdown, weekly deals, daily deals, Purple, tulo, iComfort, Tempur-Pedic, Stearns & Foster, Sealy Hybrid, Nectar or DreamCloud. Other exclusions may apply. Adjustable bases not eligible for returns price of adjustable base (up to $499.99) will be deducted from refund if mattress is returned. Adjustable base may be pictured with furniture bed frame and headboard not included with offer. Limited quantities available offer valid while supplies last at participating locations. Visit a store, call (877) 316-1269 or chat online for complete details.

4 Receive a $300 Instant Gift with purchase of select mattresses in store or online. Purchase select Tempur-Pedic mattresses and receive a $300 Instant Gift or purchase select Stearns & Foster or Sealy mattresses and receive a $200 Instant Gift. Select your Instant Gift from your choice of sleep accessories. Sleep accessories must be added to the same transaction as the qualifying mattress purchase. Offer has no cash value and value cannot be carried over any value not used at time of transaction will be surrendered. Offer not valid on previous purchases, floor models, clearance items or final markdown. Other exclusions may apply. Value of accessories received (up to $300) will be deducted from refund if mattress is returned. Offer valid while supplies last at participating locations. Visit a store, call (877) 316-1269 or chat online for complete details.

5 Offer valid 3/22/20 – 4/19/20 at participating locations only. Save 10% on any size 2019 Stearns & Foster® mattress. Selection may vary by retail location. Certain offers may not be combined. Not valid on prior purchases. Visit a store, call (877) 316-1269 or chat online for complete details.

0% APR: 5 years* with a minimum purchase of $2049, 4 years* with a minimum purchase of $1999, 3 years* with a minimum purchase of $1299, 2 years* with a minimum purchase of $999 on your Mattress Firm credit card 60, 48, 36 or 24 equal monthly payments required. *Offer valid 4/6/20 – 4/28/20. Qualifying purchase amount must be on one receipt. No interest will be charged and equal monthly payments are required on promo purchase until it is paid in full. These payments equal the total promo purchase amount divided by the number of months in the promo period and rounded up to the next whole dollar. These payments may be higher than the payments that would be required if this purchase was a non-promo purchase. Regular account terms apply to non-promo purchases. Down payment equal to sales tax and delivery may be required at point of purchase. For new accounts: Purchase APR is 29.99%. Minimum interest charge is $2. Existing cardholders: See your credit card agreement terms. Subject to credit approval. View payment options.

The advertised service is a rental or lease purchase agreement provided by Prog Leasing, LLC, or its affiliates. It is not a loan, credit or financing. While no credit history is required, Progressive obtains information from consumer reporting agencies in connection with lease application. Acquiring ownership by leasing costs more than retailer’s cash price. Not available in MN, NJ, VT, WI, or WY. Merchant participating locations only. Leasing available on select items. Not all applicants are approved. See lease for details.

Mattress Firm is proud to support both current and veteran military members as well as first responders. Save 10% off purchases with valid military/first responder ID. Savings applied to listed sale prices. Offer not valid on previous purchases, floor models, clearance items, final markdown, Purple, tulo, iComfort, Tempur-Pedic, Stearns & Foster or Sealy. Offer valid at participating locations only. Visit a store, call (877) 316-1269 or chat online for complete details.

*Among traditional mattress brands based on 2017-2019 Tempur Sealy Brand Tracker Report

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How are the commissions calculated?

15 answers

Depending on what margin the sales order is. If you hold margin you will get 16% of the gross of the sale. That can be bumped an additional 2% by adding an adjustable base. The next margin tier takes you to 12% of gross, then last is 8%. Which less percent less pay & lower margin means lower gross that the percentage comes from. Clearance is done differently & you will be able to make more $. You will get a draw check if your 2 week commissions is less than an hourly rate. Low end average salary is 45k. High end 150k+.

Answered October 19, 2019

Original cost multiplied by the commission and that answer shoul be multiplied by the commission

Answered October 30, 2018

You won’t need to worry too much about it since it almost never happens. The salaries listed on here seem way too high. You’ll almost never get comission. As an Area Manager with over 4 years at the company, I’ll tell you the truth about wages. Manager on Duty $34k, Asst. Mgr. $36k, Store Manager $40k, Area Manager $48k. Could vary slightly. When you calculate how many hours you work vs. the payyou will be depressed.

Answered July 29, 2018

You get paid a percentage of the money thre company makes on a bed. Usally 4-8 percent, assuming you beat your draw.

Answered July 28, 2018

I haven’t dealt with commission pay, but I believe it was 15%

Answered March 6, 2017 – Warehouse Associate (Former Employee) – Houston, TX

Related questions (more answers below):

A formula off of gross profit dollars along with size of invoice -using a prepared chart for percentages in the 2 .
Then bonus goals additionally.

Answered March 6, 2017 – SALES MANANGER/SALES PROFESSIONAL (Current Employee) – NJ\PA

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