Evolving Buyer Preferences: More Than Just Comfort

The classic appeal of a mattress—comfort—remains critical, but 2025 buyers are looking beyond just comfort when making procurement decisions. Mattress buyers, particularly in North America and Europe, are increasingly concerned with product longevity, value, and sustainability. As consumers, both residential and institutional, grow more educated about the environmental impact of their purchases, they are seeking mattresses that align with their values.

For individual consumers, particularly millennials and Gen Z, factors like sustainability and eco-friendly materials are now just as important as comfort. North American brands like ASLEEP are tapping into this demand by offering mattresses that incorporate Finerevo, a patented resin ball material that provides high-density support while being environmentally friendly. Finerevo, which is a global innovation by ASLEEP, is gaining popularity because of its ability to reduce reliance on traditional materials like foam and coils, offering an eco-conscious alternative. By promoting such materials in their marketing, mattress brands are appealing to buyers who prioritize sustainability, such as those in industries like hospitality, government, and corporate procurement.

In the B2B sector, especially within the hospitality industry, comfort still reigns supreme, but buyers are looking for additional features that address durability, hygiene, and ease of maintenance. For example, removable washable covers are increasingly sought after by hotel procurement managers who want to ensure long-term cleanliness and hygiene for their guests. Similarly, non-slip tested mattresses are becoming standard in the hotel industry, where stability and guest safety are key priorities. Firm pads that enhance sleep quality, particularly in luxury accommodations, are also in high demand.

Customization: The Growing Trend of Personalized Mattress Solutions

One of the most significant changes in the mattress market is the increasing demand for customizable products. Buyers, especially those in B2B markets, want to tailor mattresses to the specific needs of their customers, whether those customers are hotel guests, employees, or military personnel. As a result, mattress brands are increasingly offering selectable firmness levels, as well as adjustable high-density foam options that can cater to a wider range of sleep preferences.

In the context of military and government procurement, where mattresses must meet strict durability and comfort standards, the demand for non-coil mattresses that offer high support without the noise and wear of traditional springs is growing. Additionally, foldable mattresses that are easy to store and transport are becoming more common in military and disaster relief operations. These features cater to a market that requires both flexibility and reliability in its bedding solutions.

On the consumer side, foldable mattresses have found favor among those living in urban apartments or shared spaces, as they are easier to move, store, and clean. Furthermore, with the rise of the “sleep-tech” trend, smart mattresses that adjust to the sleeper’s position and offer features like temperature control and sleep tracking are gaining traction. These products are particularly appealing to tech-savvy younger consumers who are willing to invest in premium, high-tech solutions for better sleep.

The Role of Quality and Durability in Procurement Decisions

Durability is another key consideration for both residential and institutional mattress buyers. Institutional buyers, especially those in the hotel industry, are often tasked with purchasing mattresses that will withstand frequent use while maintaining high standards of comfort. These buyers typically look for products with high-density foam and non-coil constructions that promise long-lasting support. The resilience of ASLEEP’s Finerevo technology is a perfect example of how durable, innovative materials are being used to meet the growing demand for longevity in the mattress market.

Mattresses that are built to last not only reduce replacement costs but also provide better value for procurement buyers, particularly in large-scale operations like hotels, hospitals, and military bases. Two-year warranties on products are increasingly becoming the industry standard, providing institutional buyers with the assurance that the products they are investing in are covered for any defects or failures during that period. For large organizations, a solid warranty, along with superior durability, is a major factor when making procurement decisions.

The Growing Importance of Hygiene and Maintenance Features

As health and hygiene continue to be top priorities for consumers and institutional buyers alike, the demand for mattresses with easy maintenance features is on the rise. Removable washable covers are a common request from hotel buyers, healthcare institutions, and even residential buyers who want to ensure a clean and fresh sleeping surface. Easy-to-clean mattresses not only improve guest satisfaction in hospitality settings but also help extend the lifespan of the mattress itself. Additionally, non-slip mattresses are essential in ensuring guest safety in hospitality environments, where bed movement can be a concern.

Buyers are also increasingly interested in mattresses with resilient materials that can withstand cleaning chemicals and disinfecting procedures without losing their integrity. This is especially important in high-traffic environments like hospitals, where mattresses must endure frequent sanitization.

The Influence of Social Media and Online Reviews on Procurement

Another evolving trend in the mattress procurement process is the role of online reviews and social media in shaping buyer decisions. Whether it’s an individual consumer or a procurement manager for a large organization, most buyers are turning to online platforms to research products, compare options, and read reviews. Social media platforms like Instagram and TikTok are powerful tools for brands to showcase their products and engage with potential customers, particularly younger buyers who value transparency and authenticity in their purchasing decisions.

For procurement buyers in B2B sectors, positive online reviews and customer testimonials can be a key deciding factor when selecting a mattress supplier. Many buyers look for products with proven track records of durability, comfort, and hygiene, and they are more likely to trust brands that have garnered positive feedback from other users.

Conclusion

In 2025, mattress procurement decisions in both North America and Europe will be driven by a variety of factors, including product innovation, customization, sustainability, and durability. Buyers are looking for mattresses that not only provide comfort but also align with their values, offer long-term value, and address their unique needs. From high-density foam options to the Finerevo resin ball technology developed by ASLEEP, the future of mattress procurement is focused on offering superior, sustainable products that enhance sleep quality while meeting the practical needs of a diverse range of industries.