Mattress Buying Trends in India: What Indian Shoppers Prefer

The Indian mattress market is undergoing a remarkable transformation. Valued at ₹19,320 crores (USD 2.31 billion) in 2025 and projected to reach ₹29,000 crores by 2030, mattress shopping in India has evolved from a once-in-a-decade necessity to a health-conscious investment. But what exactly are Indian consumers looking for when they shop for mattresses today?

The shift is dramatic: over 45% of mattress sales now happen online, urban millennials are replacing their mattresses every 7-8 years instead of 10, and premium mattresses are no longer limited to luxury hotels. From tech-savvy shoppers in Bangalore comparing smart mattresses on their phones to eco-conscious buyers in Mumbai seeking organic latex options, today’s mattress buyer is informed, selective, and willing to invest in better sleep.

Let’s decode the trends reshaping how India sleeps.

The Digital Revolution: Online Shopping Takes Over

The way Indians buy mattresses has fundamentally changed. Earlier, buying a mattress meant visiting multiple showrooms, testing dozens of options, and negotiating for hours. Those days are fading fast.

Why Online Mattress Shopping Is Winning

Convenience drives this shift. Direct-to-consumer (D2C) brands have disrupted the traditional retail model by offering mattresses that arrive compressed in a box at your doorstep. No more coordinating with delivery teams or waiting weeks for your purchase.

Here’s what’s making online shopping the preferred choice:

• Extended Trial Periods
  100-night trials let you test the mattress in your own bedroom, not just in a showroom.
• Transparent Pricing
  No hidden costs or aggressive sales tactics-what you see is what you pay.
• Easy Comparisons
  Compare features, materials, and prices across brands in minutes.
• Doorstep Delivery
  Compact, bed-in-a-box packaging makes delivery hassle-free, even in high-rise apartments.
• Hassle-Free Returns
  Don’t like it? Most brands offer free pickup and full refunds.

However, the story isn’t purely online. Many shoppers use a hybrid approach, researching online and testing in-store before making their final decision. This “webrooming” trend combines the best of both worlds: digital convenience with physical reassurance.

Premium and Hybrid Mattresses: The New Normal

Gone are the days when mattresses were seen as purely functional furniture. Today’s Indian consumers view them as long-term health investments.

The Rise of Hybrid Technology

Hybrid mattresses-combining memory foam or latex with innerspring coils-are becoming the gold standard. They solve the age-old mattress dilemma: support versus comfort.

What makes hybrid mattresses appealing:

• Better temperature regulation: The coil system allows airflow, crucial for India’s warm climate.
• Balanced support: Memory foam layers provide pressure relief while springs offer bounce and edge support.
• Longer durability: The combination of materials typically outlasts single-material mattresses.
• Motion isolation: Ideal for couples, one partner’s movements don’t disturb the other.

The Premium Segment Boom

The luxury and premium mattress segment is seeing a sharp rise as more Indians travel abroad or stay in upscale hotels where they experience high-quality mattresses. This exposure has created a generation of consumers who understand that a ₹15,000-25,000 investment in sleep quality is worthwhile.

Premium mattresses in India now feature:

• Advanced foam technologies (gel-infused memory foam, high-resilience foam)
• Natural materials (organic latex, silk, cashmere covers)
• Multi-zone support systems tailored to different body regions
• Antimicrobial and hypoallergenic treatments

Health-Focused and Personalised Comfort

Indian consumers are increasingly connecting mattress quality with health outcomes. According to the 2017 Global Pain Index, India has the second-highest average number of sick leaves taken due to body pain, making orthopaedic mattresses particularly popular.

The Orthopaedic Mattress Demand

Who’s buying orthopaedic mattresses?

• Working professionals with desk jobs are experiencing back and neck pain
• Senior citizens requiring better spinal support
• Athletes and fitness enthusiasts who prioritise recovery
• Anyone with chronic pain or posture-related conditions

Modern orthopaedic mattresses go beyond just being “firm.” They incorporate:

• Zoned support: Different firmness levels for shoulders, back, and hips
• Pressure point relief: Reduces numbness and improves blood circulation
• Spinal alignment technology: Helps maintain the spine’s natural curvature
• Breathable materials: Prevent overheating during sleep

Smart Mattresses Enter the Market

The convergence of AI and sleep technology has led to smart mattresses with real-time sleep tracking, dynamic firmness adjustment, and climate control. While still a niche segment, tech-savvy urban consumers are showing interest in mattresses that:

• Monitor sleep patterns and quality
• Adjust firmness based on sleeping position
• Integrate with health and fitness apps for comprehensive wellness tracking
• Offer dual temperature zones for couples

Sustainability: From Buzzword to Purchase Driver

Environmental consciousness is reshaping the Indian mattress market. Mattresses made using natural materials such as latex and organic cotton are becoming more popular in 2025.

What Eco-Conscious Buyers Want

For this segment, materials matter. Natural latex, organic cotton covers, coconut coir, and bamboo fabrics are replacing fully synthetic alternatives. These materials offer:

• Chemical-free sleep surfaces (no VOCs or harmful off-gassing)
• Biodegradable components that reduce landfill waste
• More sustainable sourcing practices
• Hypoallergenic properties for sensitive sleepers

The Recycling Movement

Forward-thinking brands are launching mattress exchange and recycling programs. In such initiatives, old mattresses are collected, and components are either repurposed or responsibly disposed of.

These programs have already diverted hundreds of units from landfills, signalling a growing focus on circularity and responsible consumption.

Beyond the Mattress: Complete Sleep Systems

Modern buyers aren’t just purchasing mattresses-they’re investing in comprehensive sleep ecosystems.

The Complete Package Often Includes:

• Adjustable Bases:
  Around 20% of future buyers say they desire adjustable bases that allow customised head and foot elevation for:
  • Reading or watching TV comfortably in bed
  • Relief from acid reflux and snoring
  • Better circulation for people with varicose veins
  • Enhanced comfort for pregnant women
• Mattress Protectors:
  Waterproof, dust mite-resistant protectors extend mattress life and maintain hygiene, especially important in humid climates.
• Ergonomic Pillows:
  Memory foam, latex, or bamboo pillows that complement the mattress’s support and align the neck and spine.
• Bedding Accessories:
  Cooling toppers, weighted blankets, and temperature-regulating sheets to fine-tune comfort.

What Indian Shoppers Prioritise

Understanding buyer psychology helps explain purchasing decisions.

Top 5 Purchase Drivers:

• Free Delivery and Setup: No one wants to pay extra for heavy lifting.
• Old Mattress Removal: Convenient disposal services make upgrading easier.
• Trial Periods: Extended trials give consumers confidence to buy without showroom testing.
• EMI Options: Flexible financing and the best possible deal remain crucial.
• Warranty and After-Sales Service: 5-10 year warranties signal quality and brand commitment.

Quality Versus Price

While Indians remain value-conscious, the perception of “value” has shifted. It’s no longer about the cheapest option-it’s about the best return on investment.

Shoppers are willing to pay ₹12,000-18,000 for a queen-size mattress that lasts 8-10 years rather than ₹6,000 for one that sags within three. Durability, comfort, and health benefits now factor heavily into purchase decisions.

Who’s Buying? The Demographics Driving Change

Millennials: The Digital-First Generation

Born between 1981 and 1996, millennials now form the largest mattress-buying demographic. Their preferences include:

• Online-first approach: Researching, comparing, and purchasing entirely online
• Brand transparency: Interest in manufacturing processes and material sourcing
• Easy shipping: Bed-in-a-box models that fit in elevators and compact entryways
• Social proof: Heavy reliance on reviews, unboxing videos, and influencer recommendations

Millennials’ purchasing power allows faster replacement cycles, shrinking average mattress usage from 10 years in 2010 to about 7.7 years in 2022.

Urban Consumers: The Growth Engine

Metropolitan cities like Bangalore, Mumbai, Delhi-NCR, Hyderabad, and Pune are driving premium mattress sales. Urban dwellers typically face:

• Space constraints: Preference for multi-functional furniture like sofa-cum-beds
• Higher disposable incomes: Household disposable income is projected to reach ₹3,18,896 in 2025
• Sleep deprivation: Long commutes and work hours make restorative sleep a priority
• Health awareness: Greater exposure to wellness trends and ergonomic solutions

The Replacement Cycle

While many households still hold onto mattresses for 8-10 years, there’s a growing trend of replacing them within seven years, with 33% of consumers planning a purchase within two years.

This accelerated replacement reflects:

• Better understanding of mattress lifespan and hygiene
• Improved financial capacity to invest in upgrades
• Stronger marketing emphasis on sleep health
• Life stage changes (marriage, children, relocation, or new homes)

Regional Preferences and Market Nuances

The Indian mattress market isn’t monolithic. Preferences vary significantly by geography:

• Northern Heat Zones: Preference for firmer mattresses, higher demand for orthopaedic options, and winter-focused bedding.
• South India: Cooler mattress materials (gel foam, latex), lighter fabrics, and an emphasis on ventilation and airflow.
• West India(Mumbai, Pune): Space-saving solutions, strong premium segment growth, and interest in eco-friendly materials.
• East India: Growing awareness, relatively more price-sensitive, with a steady shift from unbranded to branded options.

What This Means for You

If you’re in the market for a new mattress, these trends translate into several practical advantages:

• More choices than ever: From budget rebonded foam to luxury hybrid and latex mattresses, there’s an option for every need and budget.
• Better value for money: Competitive D2C pricing makes premium features accessible at mid-range prices.
• Risk-free purchasing: Extended trial periods take the guesswork out of online buying.
• Healthier sleep: Orthopaedic and customisable options address specific health and posture concerns.
• Sustainable options: Environmentally conscious products are more widely available than before.

The Bottom Line

The Indian mattress market in 2025 is a fascinating blend of tradition and innovation. Consumers are more informed, more selective, and more willing to invest in quality sleep than ever before.

Whether you’re a couple seeking motion isolation, a professional dealing with back pain, or an eco-conscious buyer looking for sustainable materials, the market has evolved to meet your specific needs.

The days of one-size-fits-all mattresses are over. Today’s shoppers expect personalisation, transparency, and value, and brands that deliver on these expectations are leading the sleep revolution across India.

Ready to find your perfect match? With options ranging from orthopaedic foam to premium latex, dual-comfort systems to smart technology integration, your ideal mattress is just a few clicks away. In this era, good sleep isn’t a luxury-it’s an investment in your health, productivity, and overall quality of life.

Looking for a mattress that combines comfort, support, and value? Explore Sleepyhug’s range of orthopaedic, latex, and grid-technology mattresses designed specifically for Indian sleepers. With free delivery across 20,000+ pincodes, extended warranties, and factory-direct pricing, we’re committed to helping you sleep better, starting tonight.

Frequently Asked Questions

Which mattress is used in 5-star hotels in India?

Most 5-star hotels in India use medium-firm hybrid or pocket spring mattresses combined with foam or latex comfort layers. These mattresses provide balanced support, good airflow, and durability, making them comfortable for a wide range of guests rather than being overly soft.

What are the 5 best mattresses?

The best mattresses in India usually fall into five categories: natural latex mattresses for breathability, hybrid mattresses for balanced support and airflow, high-density foam mattresses for durability, cooling memory foam mattresses for pressure relief, and medium-firm orthopaedic mattresses for back support. The right choice depends on body weight, sleep position, and climate.

How to choose the best mattress in India?

Choose a mattress based on body weight, sleep position, and climate rather than price or initial softness. Look for medium-firm support, good airflow for Indian weather, high-density support layers, and a trial period of at least 100 nights to ensure long-term comfort.

What is the #1 rated mattress?

There is no single #1 rated mattress because comfort and support needs vary between individuals. Highly rated mattresses in India typically offer medium-firm support, good temperature regulation, durable materials, and trial periods that allow users to test comfort over several weeks.