How do I find out how much a mattress store depends on one manufacturer?

Many mattress stores are built around a single brand name, and customers may be walking in for that brand more than for the store. Request sales by brand and by model. If one maker dominates, ask why: is it customer demand, better margins, or an exclusive area the store holds?

Then look at the paper. Is there a dealer agreement? Does it name a territory, set minimum orders, or allow the maker to open a competing outlet or sell online? Ask whether it carries over to a new owner automatically, or needs approval. Your lawyer can read it and tell you what a change of owner means.

Test the relationship, too. Speak to the maker’s representative, with the seller’s permission, and ask how the account stands. Learn what alternatives exist and how fast the store could add a second line. Compare the margin on the leading brand with others, because a switch might cost more than lost sales. Plan for the first months after closing, when the maker will be watching. Ask the seller what warning signs they have noticed in the past, such as delayed shipments or changed terms, and how the store responded, since that history shows how a dependent shop copes under pressure.

Key takeaways

• Request sales by brand and model across several years.
• Have your lawyer read the dealer agreement and explain what a sale does to it.
• Speak with the maker’s representative, with the seller’s permission.
• Check how quickly a second brand could be added if needed.