53.6% of households now sleep on a mattress that is 160 cm or wider (Parlons Literie Observatory 2025), and according to the IPEA, larger sizes drive average basket sizes. In a shrinking market, value is shifting from the mattress itself to its features: width, fabric, convertible options, and relaxation features. But at many retailers, these add-ons have accumulated over the course of various collections, without anyone knowing the margin on each one.
White paper
Sofas and Bedding: Pricing Custom-Made Items, Option by Option
This white paper shows how to treat each option as a product in its own right—with its own cost, perceived value, and target margin—and then organize the options into a pricing matrix governed by six consistency rules. Figures are audited and dated 2025 and 2026 (IPEA and L'Ameublement français, Observatoire Parlons Literie, Ecomaison 2026 rating scale).
By downloading it, you will discover
- Why does the profit margin decrease when a customer customizes an item, and why is the fabric surcharge often sold at nearly cost?
- How the eco-fee, shipping, and production time vary based on width, weight, and composition
- How to price a size range based on a pivot size, and charge for extra fabric by the meter rather than per pattern
- How to Measure the Mix Effect and Choose Between a Discount and a Free Option
- How to position yourself in the market using sample configurations and bring the grid to life with four indicators per option
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