Awake To A New Match

TAMPA - There's a new giant in the business of outfitting Tampa Bay area bedrooms.

Mattress Giant, the Addison, Texas-based specialty bedding retailer, has acquired the 21-store Clearwater Mattress chain, bringing it to 37 stores in the area. Financial terms of the deal were not disclosed.

"Our customer service business models were similar in nature, and it was an easy, quick fit," said Dan Younkman, the chain's executive vice president for sales.

Clearwater Mattress has had a Tampa Bay area presence for 76 years. It had a manufacturing plant in Largo and made mattresses for its own stores and hotels. But Younkman said longtime local owner Mel Jones was looking to sell and retire.

"We were committed to the Tampa market, and this gave us a real jump-start," Younkman said.

It's a match an industry expert also likes.

David Perry, the bedding editor for Furniture Today, a trade publication, says the acquisition makes sense.

"I think they're smart to go out there and acquire strong regional players," Perry said. "This is a big, strong company and it's a good sign when strong companies buy other strong players. I think consumers will feel good about the entry of Mattress Giant into that market."

With 16 stores of its own previously in the area, it's not exactly a fresh start for Mattress Giant. But Younkman said the acquisition gives his company a strong presence in Pinellas County, which it did not have. And the former factory, which will serve as a warehouse to supply the local stores, was a crucial part of the equation.

The announcement of the Tampa acquisition coincides with the takeover of 24 stores from Atlanta's Mattress Expo chain, giving Mattress Giant a foothold in Georgia.

Younkman says the chain emphasizes customer service to compete with warehouse, department or general furniture stores.

"The only thing our people are trained on are the attributes of sleep, and then how we can provide that experience to each guest," he said.

Salespeople receive three weeks of training. Subtle characteristics can make a big difference in a proper mattress fit, Younkman said - for example, if one sleeps primarily on the back, stomach or side.

"All these things you may never think about when you just say, 'I need to go buy a mattress,'" Younkman said. "What we do is educate the guest to make the best buying decision so they get that great night of sleep."

TOP BEDDING STORES

The nation's top bedding retailers* by 2006 annual sales:

•Select Comfort, Minneapolis, Minn., $676 million

•Sleepy's, Bethpage, N.Y., $430 million

•Mattress Firm, Houston, Texas,

$401 million

•Sleep Train, Citrus Heights, Calif., $326 million

•Mattress Giant, Addison, Texas,

$208 million

*List excludes Sam's Club and Macy's, which would rank above Mattress Giant, because they do not sell bedding exclusively.

Source: Furniture Today