Case Study: Mattress Firm achieves over 1,000% Return on Ad Spend with PayPal’s Store Cash

PayPal’s Store Cash delivers over 1,000% Return on Ad Spend

Mattress Firm, America’s largest specialty mattress retailer with more than 2,400 stores, needed to convert online shoppers who abandoned carts and bridge the “digital last mile” as it scaled its e‑commerce business during and after the pandemic. The company wanted a reliable way to re‑engage high‑intent shoppers, increase average order value, and drive incremental revenue while maintaining consumer trust in time‑sensitive purchases.

They partnered with PayPal’s Store Cash to send targeted, personalized emails to PayPal account holders who abandoned carts, linking shoppers back to specific products. The campaign delivered exceptional results: 1,012% Return on Ad Spend, up to a 60% lift in incremental revenue from cart abandonment, an 84% increase in incrementality, and a 97.8% increase in net revenue per user — prompting Mattress Firm to expand its use of PayPal products.

Mattress Firm

Sumo Das

Vice President Product Management