Rockdale Mattress Factory’s expert

When Nick Ristevski arrived from Macedonia, little did he know he’d one day run his own business.

Nick Ristevski and his team pride themselves on creating hand-made mattresses Source: Supplied

For Nick Ristevski, work is a passion that’s seen him come from being a furniture deliverer to one of Australia’s leading mattress makers.

Among an impressive portfolio of customers are celebrities such as billionaire James Packer.

“My aim was to become one of the most knowledgeable mattress makers and I believe the industry has recognized me as such,” Mr Ristevski said.

Demand for his attention to detail and focus on quality reflects in his small family business’s sales, which average $200,000 a month.

There are about 40 different types of mattresses in the showroom. (Supplied.) Source: Supplied

Offering mattresses with a strong point of difference, such as being hand-made, has helped keep his customers happy for four decades.

But today the thriving Rockdale Mattress Factory is coming under rising pressure faced by big competition and bulk online sellers.

“Mattresses are everywhere - it’s mattresses galore,” he said.

“Those mattresses in a box, called roll up mattresses, are all foam mattresses.”

He’s skeptical of their staying power.

Nick oversees the production, which is done in-house from start to finish. (Supplied.) Source: Supplied

He said the most important feature in Australian mattresses is ventilation and he’s devised a strategy.

“Laying on polyurethane foam blocks the heat between the mattress and the body and you constantly toss and turn so your sleep is disrupted,” he said.

“My strategy is to show and give customers the benefits of certain mattresses and finding out exactly what they’re looking for in a mattress.”

Nick speaks with his daughters, who help run the fmaiy business. (Supplied.) Source: Supplied

He said by doing so, he’s able to explain the “ingredients and fibres” inside each bed.

“There’s always a percentage of customers who still want to feel the mattress, touch the stuff and to lie on it.”

While production costs run higher, his customers are prepared to pay more for his handmade touch.

And its reward means more than big business for Nick.

“If you have a satisfied customer, it’s great.”

Want to find out the secret to small business success? Tune into #BizSecretsSBS at Sundays 7am on SBS, stream on SBS On Demand, or follow us on Facebook, Twitter or Instagram.