Choosing the Right Mattress: The Match Game
By Andrea Markowitz
Bedmart sleep specialists tune into their customer’s sleep preferences.
Before Bedmart sleep specialist/consultant Tiffany Pylé sold her first mattress, she slept on the same mattress for 40 years. “My parents were in the furniture business, but they never taught me that mattresses wear out,” she laughed.
Now Tiffany knows all about the latest mattress research and uses that knowledge to help customers choose a mattress that feels good to their bodies and wallets. She starts a customer out in the mid-price range. “I’ll ask if the price is OK and then work within their budget,” she said.
Tiffany also asks customers if they like “firm, cushy-firm or soft? Some discover that the hardness level they thought they liked best isn’t their favorite after they test another hardness level.” Bedmart stores have more than 65 test beds so people can find what suits them best.
Cushy-firm works best
When customers are unsure of their preference, Tiffany has them lie on a firm, cushy-firm (plush) and soft mattress. A common misperception is that a hard mattress gives the best support. “As we age, we’re more sensitive in our shoulders and hips, so we want something that won’t put pressure on these areas, but still gives support,” she said. “The cushy-firm mattress, which is soft on top and supportive underneath, actually works best.”
Some people take a while to decide which mattress they prefer. Tiffany gives them all the time they need. She pointed out that Consumer Reports recommends spending five minutes on each side and on your back. “But most people don’t want to spend 15 minutes on each bed. So I make sure they at least roll over to see if there’s any pressure on their hips or shoulders.”
Every manufacturer’s mattress has a different feel. Some brands feature special technologies. Brands with coil technology offer a separation motion index that reduces your ability to feel your sleeping partner’s movements. Foam and latex mattresses, which don’t have coils, conform to your body. Foam responds to body temperature to maximize comfort. Latex mattresses are similar to foam but are made from the rubber tree plant and are an all-natural “green” product.
The pet factor
“People with back problems tend to like foam or latex. But I sold one chiropractor latex, another foam, and a third a coil mattress — it boils down to what’s most comfortable to you,” Tiffany said. And to your pets. No matter which technology customers choose, “people who sleep with dogs usually get a king-size mattress so they have room to move without disturbing the dogs.”
Bedmart offers a 60-day comfort guarantee. Tiffany has one of Bedmart’s lowest exchange percentages because she works hard to ensure customers choose the right mattress. “I don’t want to talk anybody into anything. I want them to love the bed they choose.”
