When selling a mattress or box spring, retailers tend to focus on the main product itself. But those who close these sales without offering toppers and topper fitted sheets are leaving significant revenue potential on the table. A topper is not just an accessory – it is a logical follow-on sale that adds value for both your store and your customers.
The missed upsell moment
Far too often, toppers are forgotten at the point of sale. Yet this is exactly when your customer is most receptive to related products. They are already in the mindset of 'I'm furnishing my bedroom' or 'I'm upgrading my bed'. A topper fits naturally into that.
For retailers, this offers clear advantages: toppers are priced lower than mattresses, yet they contribute directly to the total order value. They also boost customer satisfaction – a comfortable topper can make the difference between a happy customer who comes back and one who makes their next purchase elsewhere.
Customers benefit from:
- Increased comfort and support
- A longer mattress lifespan
- Better temperature regulation (depending on the type of topper)
- The option to adjust their sleeping comfort later on
Topper fitted sheets: completing the picture
Topper fitted sheets are another 'forgotten' add-on sale. Many retailers present a topper without a fitted sheet, which is a missed opportunity. A topper fitted sheet is practically essential: it protects the topper from dirt, sweat and wear, and makes maintenance much easier.
For your customers, this means lower replacement costs in the long term. For you as a retailer, it means an extra sales line with healthy margins. Toppers and matching fitted sheets can be offered as a set, which simplifies the sales process and increases conversion.
It's comparable to selling a mattress without a fitted sheet – you wouldn't do that. The same logic applies to toppers.
Practical in-store tips
Make sure toppers and fitted sheets are physically visible in your store, preferably close to your mattress and box spring department. Train your sales team to actively ask about toppers with every bed sale. It doesn't have to feel pushy – after all, you are offering a product that completes the original purchase.
This is also easy to do online: place toppers as a 'frequently bought together' combination next to mattresses and box springs. The hotel industry has been doing this for years, with toppers routinely provided for guests who want extra comfort.
The figures speak for themselves: toppers are light, inexpensive to store and have a high turnover rate. They take up little space, yet make a real contribution to your total revenue per customer.
As a retailer or webshop, you are warmly invited to expand your topper and fitted sheet range through MPS Textiles. We work directly with shops, webshops and hospitality partners, and we are happy to help you put together a range that suits your target group. Apply for a business account today and discover how to make the most of this add-on sale.
