Mattress retail · strategy and testing
Mattressman
Proven on the shop floor of the internet.
Founded in Norfolk in 2004, Mattressman calls itself Britain's biggest mattress specialist: more than two million customers, a 4.8 rating from over 67,000 Trustpilot reviews, and twelve stores where people can lie down before they buy. Online, mattressman.co.uk carries hundreds of mattresses from Silentnight, Hypnos, Tempur, Sealy and more, with free next-day delivery and a 60-night trial. Pivotal worked with Mattressman's leadership on strategy, the business case for its next platform, and a conversion testing programme on the site.
- Tests designed and run
- 15
- Engagement with the new product gallery
- +149%
- Winning designs handed to its developers
- 3
Results for Mattressman: 15 tests designed and run; +149% engagement with the new product gallery; 3 winning designs handed to its developers.
The Opportunity
Choosing a mattress online means choosing between hundreds of near-identical white rectangles. The details that decide it, size, firmness, feel and price, all have to be found and understood on a screen. Mattressman runs its own custom-built site, with the traffic and catalogue of a national retailer, and wanted two things answered with evidence rather than opinion: which changes would genuinely help people choose, and what its next platform should be.
The Strategy
Workshops with the people who run it. We started with a full-day technical discovery and audit of the site, its data and the tools around it, then a workshop on selling through marketplaces, and an introduction to stock forecasting for a retailer with hundreds of lines.
A business case for the next platform. We built a detailed case for moving mattressman.co.uk onto a modern commerce platform, worked through with the platform's own team, so the leadership could weigh the move on cost, risk and return rather than gut feel.
The Testing
Evidence first. Every test began with what shoppers were really doing: session recordings, the funnel, and how people used the filters. On the mattress listings, far more shoppers narrowed down by size than by firmness, and that shaped what we tested next.
Built, checked, measured. We designed each idea, built it as a live test, checked it on every device and ran it on real traffic, reviewing results with Mattressman's team every fortnight: product pages, listings, the mini cart and the mobile cart. Ideas that didn't earn their place were retired before Mattressman's developers spent a day on them.
The Hand-over
Winners, ready to build. The winning designs went to Mattressman's in-house developers with full designs and developer notes, ready to build into the site for good: a new product image gallery, a redesigned mobile cart and a redesigned mobile listing page.
The Results
Fifteen tests designed and run on live traffic, and three winners handed over to be built in permanently. The new product gallery alone lifted engagement with product images by 149% and brought in around £22,000 of extra revenue during the test itself. Every change Mattressman's team now builds has been proven on its own customers first.