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Weekly Better Bedding Selling Tip #9 -How long should a mattress last?

Furniture World Magazine
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See additional articles in this Furniture World Magazine Series below


Article Summary: Bedding experts like the Better Sleep Council and Consumer Reports agree that individuals need to re-evaluate what they are sleeping on every 5-7 years, but that's not what most of our customers do.

View all articles by Gordon Hecht


By Gordon Hecht & Denny Bradford, Ashley Sleep

How long a mattress should last is a question that even the most educated salesperson or product designer can’t answer. How long it lasts depends on factors that can’t be taken into account when designing a new mattress system. We can calculate the physical durability of a given system but how long it lasts is dependent on the end user which is the customer. What does “last” mean? How long is it providing support? How long does it keep its shape? How long is it comfortable to a customer?  There are many factors that affect the mattress set.

The internal components and quality of components is the most commonly measured. But what about when the customer feels that it no longer is providing the comfort and support that they feel is needed? Is it always the mattress set that is breaking down?
 As people age, bodies go thru stages that change our comfort levels. People lose weight and gain weight. Some may acquire ailments that may have a direct correlation with the quality of sleep.  A sleep surface that does not relieve may intensify discomfort.

Bedding experts like the Better Sleep Council and Consumer Reports agree that individuals need to re-evaluate what they are sleeping on every 5-7 years. This is because human bodies go through changes every 5-7 years and the current mattress system may not be providing the support or pressure relief that our bodies require. About 85% of your customers are sleeping on a sub-standard sleep set. In other words-their mattress  is not a support level or comfort level that the customer needs NOW

To answer the question, “how long should a mattress last?” –It’s as long as it is comfortable to the customer. If a customer has a mattress 6 months, is not sleeping well and does not feel the support that they need then it’s time to change the mattress!

Next Week-The Eight Features that are Most Important to Your Customer


This series is written by Gordon Hecht and Denny Bradford, Ashley Sleep Directors of Sales. To comment or ask a question on any of the bedding tips in this series, contact Gordon Hecht at ghecht@ashleyfurniture.com.

Gordon Hecht is a 35+ year veteran of the Furniture Business, starting as a delivery helper in Las Vegas, NV.  He has served as a Regional Manager and Director of Training for a large Midwestern chain.  Currently with Ashley Sleep  division of  Ashley Furniture Industries, Gordon travels the East, Midwest, and Canada training retail sales teams on selling bedding and works with store owners to maximize sales.  Gordon resides in Columbus, OH with his wife, and has one adult son.

Denny Bradford started in the bedding business as a store manager for a Texas based waterbed dealer.  His 18 years of sales and management experience includes directing a seven-store bedding chain and serving as Bedding Director for a Dallas based retailer. Denny covers the Western US and Canada for Ashley Sleep.  He resides outside of Dallas, TX with his wife and son.


Gordon Hecht is Director of Sales for Ashley Sleep division of Ashley Furniture Industries. He started his 30+ years experience in the Home Furnishings industry in Las Vegas, NV as a delivery helper and driver. From that ground level start he started his sales career-and passion for our industry-while in college.

He has been recognized for outstanding sales and management achievement with several organizations including Drexel-Heritage, RB Furniture, Reliable Stores, and Sofa Express. He has served as Store Manager, Multi-unit manager and Director of Training. With his first-hand knowledge of our industry’s front line Gordon has devoted his career to guiding others to exceed their goals.

Joining Ashley Furniture HomeStores in 2007, Gordon managed a 44 store district covering 11 states and 4 time zones. He joined the Ashley Sleep team in 2009 and has worked to make it one of the fastest growing bedding lines in the country.

Co-author of the “Better Bedding Selling Tips” featured on Furniture World Online, Gordon has been a frequent contributor to company newsletters, and contributing writer for industry magazines. Gordon is based in Columbus, OH and is married with one adult son. He can be reached at  ghecht@ashleyfurniture.com

View all articles by Gordon Hecht

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