Knowing an industries dirty little secrets is a big plus. Turning the tables in your favor, a bigger plus. While making them beg to sell to you at a big discount, the biggest plus of all.. Secrets?, yes, there are many, but hold on to your checkbooks, debit, and charge cards, because soon you will "one up" every dealer in town and they will be begging to sell you a mattress at half price or less. So pay close attention, print this article and take it to the dealer with you.

Don't be discouraged, you can wade through this article in one sitting and once you understand some basic principles you will be able to beat them at their own game, saving a great deal of money. That's a profit to you for very little reading.

A Stacked Deck

No doubt the deck is stacked against the consumer with deceptive tactics and down right fraudulent behavior by some companies. For instance, every store you visit is likely to have a unique name for the same mattress, maybe even a different cover for the very same model. But that is just the beginning of the trickery. Once they give you the price there can be add on fees, pick up or delivery charges, and high pressure sales people that are trained to extract the most they can from you. You can expect high pressure selling, to be double teamed and worked over to buy right now. 

Know what to do and take precautions.  This article will give you the ammunition that will protect you while paying half of the retail price.

Here is what you do!

Step One: Understanding!

Because mattresses are enclosed you cannot see what is inside -so it may be difficult to pick the correct mattress set unless you understand how it is done. The three things you must know when buying a mattress are comfort, support, and durability. Comfort is what you feel when you get into bed, support is what you feel when you get up in the morning and durability is how long the mattress will last. You must understand these three things before you leave home to buy a new mattress set. Think of these three requirements as legs on a three legged stool, without any of the legs the stool falls over, so don't buy a mattress until you understand what makes it comfortable, what type of support it offers and how long it will last. Remember, comfort is what you feel when you try out your mattress in the store. Support is the coil or support system and durability is the price divided by the number of years the set is warranted.

*Note: For the purposes of this article The durability gauge is how long is the warranty (prorated or full warranty) by how much the set cost. If it is $1,000 and has a ten year warranty then the set is rated as a $100 per year set. Prorated sets are usually a sign of poor quality! Some sets, such as Tempurpedic have a full warranty followed by a prorated extended warranty. In this case a prorated warranty is not considered a sign of poor quality because the full warranty protects you during the critical break in time. Still use only the full warranty period for your gauge of durability and it becomes easy to understand.

Regardless of what you spend use the advice given here. It will help you get the best for much less.

Step Two: Before you leave home

Remove your sheets and mattress protector, look at the tags on your existing mattress and write down the manufacturers name and measure how thick the upholstery is on the sleep surface and the overall depth of the mattress. The cloth law tag will give you the manufacturer's date of production. This is found either at the top or bottom of the mattress depending on how you rotated it to preserve it. This will give the salespeople an estimate of how often you replace your mattress and is also helpful in guiding you to a model like the model you now have or away from it if something different is needed. You don't want the same type of bed if your bed is hurting you or you are not sleeping well. Measure your headboard and the height of your current mattress and bring this information to the store. If you decide to purchase a mattress that's thicker than your current one, consider requesting a low-profile box spring (approximately 4 inches lower than a traditional box) so your headboards wood finish will be visible. Other options are low profile frames, bed rails or changing your bed entirely.

Buying Tip: You always need good support or strong coils but you can't see them in the store. So use this rule. Under 45 years old, firm is still good, over 45 consider just a little bit softer. A bed will feel harder at home then in the store because you are on it up to 8 or more hours. So don't go too hard.

Painfully True

If your body, especially your back hurts in the morning but improves as the day goes on the likely culprit is your mattress. If you are over 45 consider an all foam bed such as the Tempurpedic, Sealy Truform, Simmons NxG or individual coil Simmons Beautyrest and the 2009 model year or later Sterns and Foster. These mattresses adjust to the user in rather unique ways. These companies have more expensive support systems but are well worth the money if pain is an issue. Remember, the bed is the most important piece of furniture in the home. You spend more time in it than any other room.

Knowledge is power: A few more hints before leaving home!

When buying accessories for your bed never go the cheap route. Manufacturers have learned how to make stuff really cheap. So cheap in fact you may regret having the free frame many companies throw in the deal. Also, if you are double teamed by a sales force, that is, where you work with one salesperson and before you leave you must to talk to another salesperson, don't buy your mattress that day. These companies will get your phone number and come down on the price by as much as 60% later. They are hungry for the business, so don't jump at the chance right then. Wait for the price to come down. When they are the ones chomping at the bit, the price gets better.

Don't fall for the "we beat the competitors price by X%. These companies want to sell for as much as they can and want you to tell them how much that amount is after you have wasted your time and gas by traveling all over town. Make them come down to the lowest price by saying' "I want your very bottom line price, I am not coming back at all unless your price is the very lowest."

Ask about a comfort exchange guarantee if you buy a quality set. Get the policy in writing and keep it with your receipt. If you are told the a comfort exchange warranty protects you, don't believe it. There are huge fees involved in most exchanges. Know what these fees are before you buy or consider exchanging a mattress.

Step Three: Going to the Mattress Store

When shopping for your sleep set be sure to wear comfortable clothing and shoes you can easily slip on and off and if you sleep with a special pillow, bring that too. You will need to lie on several mattresses before picking the right mattress for you. Remember that support comes from the springs or foam used to construct the bed. Just because a mattress is soft doesn't mean it won't be supportive. When trying out different mattresses, always start by lying first on the hardest mattress (called firm in the stores), then working your way to the softest (pillowtop). Repeat the process once or twice to discover what levels feel most comfortable for you.

As you lie on the mattress, notice how your shoulders, hips, and lower back feel. Give your body several minutes to respond to the mattress at these key touch points. Unfold your arms and lie in bed as relaxed as you can. Once you've narrowed down your choices, lie down on the mattress you are considering for at least 10 minutes or as long as it takes you to fall asleep on a normal night. Many people try a mattress for a couple of minutes in a retail store which feels different over eight hours of sleep once they have it delivered.

Mattresses come in three general comfort levels but many different variants of comfort. They are firm, plush and pillow-top. There can be firm pillow-top mattresses and soft pillow-top mattresses or any combination of the above. The triple choice (firm, plush, pillow-top) may be available under the same manufacturers brand and name so if you find the firmness you desire, the very same mattress may be available with thicker upholstery.

Always buy a set when purchasing a new mattress. A set will include a box spring or foundation and the mattress. These work together, like shock absorbers and springs on a car, but have different functions. They are engineered to work together to get the maximum life out of your new set and to provide the comfort level you liked in the store. Many people believe they save money when only purchasing the mattress instead of the set. This is rarely true. The truth is they just put their warranty in jeopardy when they don't get the set. If you have a problem the manufacturer may say it is the fault of the piece you didn't buy from them.

Always buy the largest size mattress your room can comfortably accommodate. Couples should always choose either a queen or king-size mattress. Shop as a couple together for a mattress to ensure ample sleeping area for each individual. Consider replacing your frame if you suspect the existing frame is damaged or bent and always have a mattress protector on your mattress. A stain on your mattress voids your warranty!

Step Four: Mattresses are price negotiable

There is a lot of mark up in mattresses. Sometimes as much as 500% or more. Retailers have learned that customers like large discounts. So they mark them up especially high so they can give you a large discount. So half off is not sufficient if you really want a good deal. You can negotiate the price of most brands of mattresses in the retail store but a mattress store will be more negotiable than a furniture store when it comes to price. Why? Because mattress stores are staffed by managers with the power to discount. Furniture stores are not. If the store tells you the price is fixed go to another store to double check. Even products that are so called "price protected" or NMAP (National Manufacturers Advertised Price Or MMAP, Manufacturers Minimum Advertised Price) can sometimes be discounted as much as ten percent. If you don't ask for a discount you won't get one!

Ask discreetly for a discount. Don't try to negotiate in front of other customers as this will only make for a hostile environment that could cost the store profits by openly negotiating. Be discreet and you will win the price game.

Insist on free delivery, set up and removal of your old sleep set. Keep asking for more until you can't get more. This is the only way to ensure you are getting the best price and best terms. Don't forget to get interest free financing if you qualify. You may also ask for a mattress protector, sheets, pillows, comforters, etc. If they sell it, get them to throw it in.

Box Springs or Foundation

Most people know what a box spring is; but what about a foundation? A foundation is simply a platform that looks like a box spring. It has a hard, usually cardboard covered fabric top. Foundations are not as desirable as a box springs and usually a sign of a cheap set that is not of the highest quality. Avoid these sets if you care about a good quality set.

Mattress Names

Almost every store has a different name for mattresses. It may be called one name in Store A and another in Store B. Look online for a mattress comparison chart to double check. You can find one here: http://comfort.mattresshotline.com/compare.cfm so you can compare names. Then check the prices with at least three online sources and three retail store outlets. You can even shop a large chain with their own local stores since the sales people are on commission! You will only get a better deal on a mattress if you ask for a better deal.

Dirty Tricks

So how do you avoid getting taken when the dealer is dishonest? Large chains have the power to change the top covers to make a lower quality model appear as if it was a higher quality model. Because they know when traveling between the stores you will only remember the cover and not be able to recall the exact feel. Combat this by finding out the coil count in the mattress you are considering. Higher quality mattresses usually have more coils or thicker coils. Remember that since you only see the top you don't know what is in the middle, so you have to ask. Most mattresses have a separate cloth name tag on the side of the bed or an iron on tag on the bottom front side of the bed. There should be a name on those tags. Asking the coil count and the name is the only way to be sure.

Never buy spray on protection for your mattress. This is just a way for the retailer to make money and will do very little to benefit you and may even void your warranty.

Step Five: Getting it installed

Delivery is crucial. Pick a day you can wait for the set. All day! Even if they say morning, a window of time, or afternoon, pick a day it isn't a bother. Inspect the set for marks. Remember, a stain voids your warranty. Make sure the frame is tight, the plastic is removed in front of you (or you could be getting someone's elses return), the walls aren't scratched and the sets name tag is the same as what is on your invoice. COMPARE THE NAME OF THE BED WITH YOUR RECIEPT. Tipping isn't required but if the delivery people do a good job throw them a fiver. OH, if someone called and said they were out of your set but are sending you a free upgrade... Wait for the one you carefully shopped for at the store. Don't take a free upgrade, it most likely is a downgraded set.

Now you have the knowledge not to get taken when buying a mattress. Good luck and drop me a line if you think of something else I should include in this article.

Helpful Tips

Register your purchase to activate your warranty. This can be done either by mail or via the company web site.

Air out your new mattress. Put your sheets on after a few hours or even days if the bedroom isn't in use.

Dispose of all packaging as soon as possible. New mattresses may have a "new bed smell" that may take a couple weeks to dissipate. Have the delivery people remove the plastic and cardboard from your property.

Transport your mattress flat on its side. It's easier to handle and you'll be less likely to damage the mattress. Get a mattress carton from a local furniture moving company to ensure you don't damage your mattress in shipping.

Keep your bedding clean. We always suggest using a mattress protector. Use of mattress protector will ensure that your warranty will stay in effect. A stain on your mattress will void your warranty so buying a waterproof mattress protector is cheap insurance.

Replace the old box spring when purchasing a new mattress. An old box spring may not provide sufficient support. Mattress sets are made to work with a specific boxspring or foundation. It may appear that your new mattress is sagging when it is actually the box spring, which supports the mattress, that has become worn.

Get an upgraded frame at time of purchase to ensure warranty protection. Do use an appropriate frame and center support for queen and king size sets. Using the proper frame will ensure that your warranty remains in effect. Both sizes require a center support.

Rotate your mattress occasionally from head to toe, to prolong the comfort and support life. Body indentations of up to 1-1/2" are a normal occurrence in your new mattress.

Don't remove the law tag label at the end of your mattress. This serves as a means of identification to establish your warranty rights, in the rare event any service need arises.

Don't smoke in bed. Mattresses are manufactured as required by federal law to resist, but not necessarily eliminate fire caused by smoldering cigarettes. Smoking causes approximately thirty percent of mattress fires.

Don't allow your mattress to get wet. Don't use dry cleaning fluid of any type on your mattress. These chemicals will damage some of the construction materials and void your factory warranty. Some of the upholstery materials may compress. Protect it from water or other liquids by covering it with a mattress protector. It is a fact that people, on average, sweat one litre per day. Much of that is during sleep.

Don't let anyone stand or jump on your mattress. The construction of a mattress is for displacing weight over an area of roughly 15 sq. ft.

Don't place a board between your mattress and box spring. Your sleep set is designed as an integrated system to provide you with proper support, and the box spring plays an important role.

Flex rather than bend the mattress when going through doorways. Don't bend your mattress more than 20 degrees as it could damage the inner springs or border wires.

When you do make your purchase tri-fold your receipt then place it with your mattress care book and other related paperwork in a zip lock bag. Then keep it between the mattress and the box spring. If you need it, you'll know where to find it.

Mattress Sizes are:

King: 76" x 80", (6/6 in the industry)

Queen: 60" x 80" (5/0 in the industry)

Full: 54" x 75" (4/6 in the industry)

Twin: 38" x 75" (3/3 in the industry)

Crib: 28" x 52

Check the company reputation at Rip Off Report or Consumer Affairs because you can't make a good deal with a bad company!

*Note: I originally wrote this article for the retail mattress chain that I manage in Delaware. All work is original content.  Phone me if you have questions at 302-994-0780