There is a moment near the end of every mattress sale where the associate says some version of "and you'll want a protector for that." The customer, who has just committed to spending well into four figures, hears one more thing being added to the pile. They say they will think about it. The sale closes without it. Six months later a spill happens, the customer files a warranty claim, and someone has to explain that a stained mattress is excluded from the manufacturer's warranty. That conversation is worse for everyone than the one the associate could have had at the point of sale.