Dos Marcos Show: Recent Episodes
Dos Marcos Show
Welcome to the galaxy's greatest mattress podcast! The Dos Marcos Show is co-hosted by Mark Kinsley and Mark Quinn, mattress industry CEOs, #1 bestselling authors, speakers, and founders of The FAM (fam.news). On this fun and frolicking weekly show, you'll get mattress industry insights, gain insider information, and be the first to hear analysis of our original research. Plus, interviews and campfire chats with the experts inside (and out) of the mattress and furniture industry.
Buckle up for an eye-opening chat with Eugene Alletto, the maverick CEO of Bedgear, who's revolutionizing the bedding industry with his bold and innovative approach.
Dubbed the "bad boy of bedding," Eugene shares how his immigrant upbringing instilled the principle of being additive rather than disruptive. In this lively episode, Eugene and host Mark Kinsley delve into the importance of innovation, the power of words in branding, and the value of inclusive, customer-centric business practices.
Join us for a rollercoaster ride through Eugene's fascinating career, filled with anecdotes that underscore his relentless drive and unique approach to transforming the bedding market. Whether it's connecting the dots in a disjointed industry or emphasizing the need for education over mere sales tactics, Eugene's insights are a treasure trove for aspiring entrepreneurs and seasoned business leaders alike.
Key Takeaways:
- Eugene Alletto's Journey: From a top-performing salesperson to the trailblazing CEO of Bedgear, Eugene's path highlights the power of innovative thinking and resilience.
- Additive, Not Disruptive: Emphasizing the importance of adding value rather than disrupting, Eugene showcases how focusing on consumer needs can lead to success.
- Innovation and Education: The critical roles of continuous innovation and robust education in building a brand promise and maintaining industry relevance.
Tune in to discover why Eugene is not just a disruptor, but a game-changer in the bedding world. For more insights, follow Eugene on LinkedIn and learn about Bedgear's revolutionary products that are redefining sleep essentials.
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Ever wondered if Olympic athletes' beds are designed to keep them from... extracurricular activities? Buckle up, because this episode dives into that juicy rumor and much more!
In this riveting episode, we sit down with Brett Thornton, the Chief Operating Officer of Airweave, to debunk the myth of the so-called "anti-sex beds" that Olympic athletes are sleeping on. Brett takes us through the fascinating journey of how Airweave transformed fishing line into high-tech mattresses that promise top-tier support and comfort.
Discover how these innovative beds are tailored to each athlete's needs using cutting-edge technology. Plus, get an inside look at Airweave's mission to bring better sleep to the world, one recycled fishing line at a time. Spoiler alert: These beds can handle a lot more than just a good night's sleep! Don't miss out on this blend of science, humor, and a dash of Olympic gossip!
KEY TAKEAWAYS:
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AirWeave offers a unique retail experience in Japan, with 250 store-to-store concepts and a personalized mattress scanning system.
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The anti-sex mattress for Olympic athletes was a viral sensation, debunked by athletes and used as a marketing opportunity.
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AirWeave is expanding into the US market, focusing on building a strong brand and offering innovative sleep technology products.
-The company's approach to sleep technology and retail experiences is driven by a combination of heritage, technology, and a focus on customer preferences and needs.
CHAPTERS:
00:00 Introduction to AirWeave and Brett Thornton's Role
03:45 The Pitch and Experience of AirWeave Products in Japan
09:51 The Fishing Line Material and Its Unique Properties
13:30 The Viral Sensation of the Anti-Sex Mattress for Olympic Athletes
19:12 Expanding into the US Market and Retail Strategy
26:57 The Combination of Heritage, Technology, and Customer-Centric Approach
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Discover how better sleep can transform your life as Mark Kinsley and Dr. Kimberly Lemke unveil the secrets of the FAM Plus Platinum membership!
Join Mark Kinsley and Dr. Kimberly Lemke as they delve into the transformative potential of the FAM Plus Platinum membership. This episode is a deep dive into sleep wellness and its profound impact on health and productivity. Mark and Dr. Lemke underscore the necessity of fostering meaningful conversations about sleep and establishing a universal language to better engage customers. Their partnership is set to revolutionize the mattress industry by equipping it with the knowledge, training, and resources needed to enhance sleep health.
KEY TAKEAWAYS
Creating Sleep-Selling Superstars: The FAM Plus Platinum membership is designed to empower members with the knowledge and training required to engage customers in meaningful conversations about sleep.
The Impact of Good Sleep: Quality sleep significantly boosts health, productivity, and goal achievement, with well-rested individuals having a 30% higher chance of reaching their goals.
A Global Mission for Sleep Health: Dr. Kimberly Lemke, Mark Kinsley, and FAM aim to turn the mattress industry into a global leader in sleep health improvement through their innovative partnership.
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AI revolution in the mattress industry...is it a ticket to dreamland or a wake-up call to a nightmare?In an enlightening tête-à-tête, Brandon Hufstetler, a luminary in the mattress retail industry, peels back the curtain on the transformative power of AI and Chat GPT. With a touch of humor and a wealth of expertise, Brandon and Mark Kinsley, embark on a journey through the innovative landscape of Sleepology. They dive deep into the heart of generative AI and automation, revealing how these technologies are not just changing the game—they're redesigning the entire playing field.As they navigate the discussion, three pivotal themes emerge:The Democratization of Technology: Brandon eloquently illustrates how generative AI is leveling the playing field, empowering businesses of all sizes to wield the power of AI tools with unprecedented ease and efficiency.The Digital Human Touch: In a world craving personal connection, Brandon champions the use of digital humans to engage customers, merging the warmth of human interaction with the precision of AI.Bridging Worlds with AI: From connecting disparate departments to enhancing managerial effectiveness, Brandon sheds light on how AI acts as a dynamic bridge, linking business needs with IT solutions and propelling the industry into a new era of interconnectedness and productivity.Through witty anecdotes and insightful observations, Brandon Hufstetler not only demystifies AI but also invites mattress industry executives to envision a future where technology and human ingenuity sleep in the same bed.
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From aligning mattresses to aligning values, David Binke lays it all on the bed for us, proving that a good foundation—in both sleep and life—can truly make a world of difference. In this engaging episode of The FAM Podcast, host Mark Kinsley is joined by David Binke, the charismatic CEO of King Koil. Binke, a legend with a 40-year tenure in the mattress industry, delves into his vast experiences and the strategic maneuvers that have defined his leadership at King Koil. The conversation covers a wide range of topics, from David's early days in the industry to significant pivots in business strategy that have redefined how King Koil operates. The discussion also touches on personal anecdotes, particularly the profound influence of David's father, a Holocaust survivor, which shaped his approach to business and life. Additionally, David's dedication to philanthropy and his deep-rooted commitment to community involvement are highlighted, demonstrating how his professional journey is intertwined with a mission to contribute positively to society.Key Takeaways:Strategic Vision in Business: David discusses his strategic decisions in transforming King Koil from a licensing model to a company focused on owned and operated units, drastically increasing the average unit selling price and repositioning King Koil as a premium brand in the industry.Impact of Personal History on Professional Ethos: David shares moving insights about his father, a Holocaust survivor, whose experiences have deeply influenced David's values and leadership style, emphasizing resilience, giving back to the community, and maintaining a strong work ethic.Philanthropy as a Core Value: Throughout his career, David has not only focused on business success but also on his role in the community. His annual participation in charitable events and his upcoming recognition with a Lifetime Achievement Award by City of Hope highlight his commitment to making a difference.Don't sleep on this episode; it's packed with more layers than a well-made bed!
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Step into a world where California sunshine meets the minds of mattress executives, seasoned industry veterans, and eager newcomers. Welcome to Dream Camp Palm Springs, where every moment is an immersive journey toward personal and professional growth.
This past week was nothing short of extraordinary. From the sprawling landscapes of Guatemala to the rugged beauty of Montana, participants converged from all corners of the globe, each bringing their unique perspectives and aspirations. California’s warmth embraced us, while the vibrant energy of North Carolina and the tranquil charm of everywhere in between infused the atmosphere with diversity and dynamism.
Guiding us on this transformative odyssey was none other than Kristoffer Carter, affectionately known as “KC.” As the author of the acclaimed book “Permission to Glow” and a revered leadership coach at Epic Leadership, KC’s presence electrified the camp. With wisdom drawn from his extensive experience, he illuminated the path to personal and professional excellence through the lens of the four crucial permissions every business leader must embrace.
From granting ourselves permission to innovate fearlessly to unleashing our creative potential, KC challenged us to transcend our limitations and unlock our true potential. His insights resonated deeply with every participant, igniting a spark of inspiration that would fuel our journey long after the camp’s conclusion.
But Dream Camp is more than just a gathering of minds; it’s a sanctuary for exploration, connection, and profound transformation. Amidst the palm trees and desert vistas, lifelong friendships blossomed, and alliances were forged that would ripple through the fabric of our professional lives.
As the sun set on another remarkable week at Dream Camp Palm Springs, we departed with hearts full of gratitude and minds ablaze with possibility. For in this hallowed space, we discovered not only the keys to unlocking our own greatness but also the boundless potential that lies within each of us, waiting to be unleashed.
Until we meet again under the desert skies, may we carry forth the lessons learned and the connections made, forever basking in the glow of our shared journey at Dream Camp
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In a world where smiles open doors and stories sell mattresses, Mark sits down with Sean Hathaway, the enterprising owner of Mattress World Northwest, in an enlightening episode that unwraps the secrets to business brilliance.
Sean, whose charisma and clever strategies have earned him a coveted Giants of Betting award, shares how a grin and a good tale are more than just pleasantries—they're pivotal to thriving in commerce.The conversation dives deep into the art of effective communication and the power of active listening—skills Sean credits for his profound understanding of customer needs. With a keen focus on the nuts and bolts of business, he stresses the importance of a meticulous plan, perfectly executed to ensure explosive growth.
But it's not all spreadsheets and smiles. Sean reveals the tougher side of leadership, from the necessity of tough love within the team to the daunting decisions that steer the company culture. Embracing change, according to Sean, isn't just part of the job—it's essential for survival in the competitive business jungle.
The two round out the episode by exploring the critical strategies of trust and delegation, essential for any leader aiming to scale their business without getting entangled in the minutiae. Sean discusses the intricate dance of lease negotiations, a crucial skill as he ambitiously expands his retail empire. Wrapping up their insightful exchange, he emphasizes the significance of community involvement and continual personal development, underscoring that true success transcends financial achievement and nurtures a well-rounded life enriched by robust community ties and personal evolution.
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Sleep better with insights from a fourth-generation mattress maker.
Shaun Pennington, CEO of Diamond Mattress, shares his wisdom on the FAM podcast.
In this episode, Pennington discusses his leadership of the 80-year-old family business known for quality, integrity, and innovation. As a fourth-generation leader, he provides a unique perspective.
Key Takeaways from this episode:
- Invest in coaching skills. Pennington prioritizes developing his coaching abilities. He believes supporting team members this way leads to empowerment and rewards. Consider how you can adopt a coaching mindset in your leadership role.
- Communicate directly. Pennington and his sister learned to avoid "triangulation" in communication. This means speaking directly rather than relaying messages through others. Direct communication prevents misunderstandings. Try closing triangles in your own conversations.
- Stay adaptable. The mattress business evolves rapidly. Diamond succeeds by innovating products while providing staples people rely on. Balance serving current needs with flexibility for the future.
Tune in to hear Pennington's insights on family business, company growth, industry trends, and even delivering a baby!
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Turn your least favorite part of business into a bedtime story with ShareTown, where mattress returns are transformed into innovative triumphs!
Transforming what is typically a logistical nightmare, mattress returns, into an innovative and sustainable solution, this week we sit down with Co-Founder Jorja Leavitt, of ShareTown. This company is not just managing returns; it's redefining the process by focusing on big, bulky items like bed-in-a-box mattresses, making the scenario a win-win for both businesses and consumers.
Originally starting as a community sharing platform, ShareTown transitioned into a reverse logistics leader after recognizing a crucial gap in the market. A casual conversation about the difficulties of mattress returns sparked an idea that would eventually lead to the reimagining of returned mattress logistics. ShareTown’s journey from a tech company to a logistics pioneer highlights their ability to pivot and innovate within the industry.
The discussion kicks off by exploring the origins of ShareTown. How did a technology platform morph into a logistics giant? The founders of ShareTown identified a significant issue: mattresses sold in boxes that couldn’t be returned to their original compact form. Addressing this bulky elephant in the room, they created a streamlined system to manage these returns effectively.
We also peel back the curtain on ShareTown’s operational strategies. The company employs a network of contractors who are tasked with the collection, cleaning, and refurbishment of returned mattresses. These items are then resold locally, demonstrating a robust model of sustainability and efficiency. This process not only supports local economies but also promotes a sustainable approach to consumer goods, reducing waste and extending the lifecycle of products.
Furthermore, we delve into the dual benefits of ShareTown’s business model. It’s not just about offering a logistical solution; it's about fostering sustainable practices that benefit both the environment and the consumer. ShareTown is helping brands maintain their reputational integrity by managing returns efficiently, while also providing consumers with affordable, sustainable options.
KEY TAKEAWAYS:
Revolutionizing Returns: ShareTown isn’t just moving mattresses; they’re moving the industry forward with a focus on big, bulky, and bed-in-a-box returns.
Pivot Perfect: From a community tech platform to a logistical leader, ShareTown exemplifies how to pivot with purpose, solving the squishy problem of mattress returns.
Sustainability Meets Strategy: With a network that cleans, refurbishes, and resells locally, ShareTown shows that what’s good for the planet can be great for business too.
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It's the age old quest for the perfect night's sleep!
Akin to the search for the Holy Grail, this episode serves up a veritable mattress odyssey with the affable Samuel Utt of Sleep USA Mattress in Cleveland, Tennessee. This isn't your typical yawner of a bed-buying guide; it's an adventure into the soft, sometimes perplexing world of sleep solutions, guided by a man who knows his mattresses better than most know their pillowcases.
Samuel Utt, a Dream Camp alumni and the spirited manager of Sleep USA Mattress, welcomed the podcast host with open arms and a promise of demystifying the often-overwhelming mattress shopping experience. The family-owned enterprise, sprouting its roots in 2006, has blossomed under the leadership of Samuel and his father, turning the daunting into the doable for slumber seekers across northern Georgia, eastern Tennessee, and North Carolina.
Here are three key takeaways from this pillow talk that might just change how you approach mattress shopping:
- The Five-Step Comfort Crusade: Samuel takes the host (and listeners) on a step-by-step journey designed to cut through the confusion that often clouds mattress shopping. Starting with finding your comfort, the process includes pillow selection, diving into mattress technology, exploring adjustable bases, and wrapping up with essential bedding items. This guided exploration not only simplifies the process but makes it quite the adventure.
- A Pillow Can Make or Break Your Sleep: It might sound fluffy, but as Samuel points out, the right pillow accounts for a whopping 25% of your sleep surface. The art of pillow selection is given its due respect, blending science with a touch of magic to find the perfect headrest. This segment of the episode emphasizes the importance of not overlooking the small stuff—because sometimes, it's a small change that makes a big difference.
- Technology Is Your Friend: From classic innersprings to hybrid beds, Samuel illustrates the importance of understanding what lies beneath the surface of your mattress. The conversation around technology isn’t just informative; it’s a revelation that the right mattress technology can be a game-changer for your sleep quality.
Throughout the episode, Samuel’s wit and wisdom shine, turning what could have been a mundane topic into an enlightening and entertaining experience. The journey through Sleep USA’s showroom isn’t just about finding a mattress; it’s about discovering how to elevate your sleep experience from a necessity to a luxury. And perhaps the most comforting takeaway? That the path to a perfect night’s sleep doesn’t have to be a nightmare.
So, whether you're in the market for a new bed or simply curious about the complexities of comfort, Samuel Utt's insights offer a roadmap to better sleep. Remember, the perfect mattress is out there, and with the right guide, you're sure to find it. Now, if only finding the Samuel Utt jersey was as easy as navigating through Sleep USA's five-step process!
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It's an inauguration that no one wants to sleep through as Mark Kinsley passes the CEO baton to Chealen Martin.
In this episode, we're not just fluffing pillows; we're laying down insights with Chealen Martin, the newly minted president and CEO of Englander, who's ready to give us a peek under the covers of the mattress industry. From navigating the coils of corporate leadership to the plush comfort of customer-centric innovation, Chealen unfolds his journey through the mattress world and dreams up the future of Englander.
With a blueprint for success that's as carefully crafted as their mattresses, Martin highlights the critical role of customer feedback in shaping a brand that people can't wait to sleep on. But it's not all springs and foam; Martin also dives into the competitive dynamics of the mattress market, revealing how Englander stands out in a crowded room thanks to robust partnerships with Sutherland, Corsicana, and BIA. These collaborations are the bedrock of Englander's strategy for innovation and growth, ensuring they're always a step ahead in the quest for the perfect night's sleep.
Here are the dreamy takeaways you won't want to snooze on:
Customer is King (Size): Emphasizing the power of customer feedback and innovation driven by real user experiences, Martin shares how this approach is shaping the future of Englander.
Adapting to Sleep Patterns: As the mattress industry evolves, so must the companies within it. Englander is poised to meet these changes head-on, ensuring that comfort, support, and temperature regulation remain at the forefront of their innovation.
The Support System: Highlighting the strength of Englander's partnerships, Martin sheds light on how collaborations with Sutherland, Corsicana, and BIA lay a strong foundation for operational excellence, product development, and manufacturing prowess.
And because life isn't just about what happens between the sheets, Martin opens up about his personal passions, from the family values that anchor him, the smoky allure of barbecue that feeds his soul, the high-flying excitement of cheerleading that keeps him on his toes. Tune in to find out how all these elements combine to keep Martin, and Englander, bouncing back no matter what the night brings.
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When your star seller becomes a team toxin: what's the next move?
Time to call the good doctor! Bob Phibbs, often hailed as the retail guru, rejoins The FAM in this episode to take a deep dive into the high-stakes world of managing rockstar salespeople without letting the show turn into a one-man band catastrophe.
Imagine a business as a harmonious orchestra, but with a soloist who plays by their own rules, disrupting the melody. Bob explores the discordant note a high-flyer with a mismatched attitude can strike in a team, turning the workplace symphony into a cacophony. He advocates for a bold move—re-auditioning the entire ensemble to ensure every member can play the future tunes of success. The conversation doesn’t shy away from the tough decisions either, discussing how to tune up or tune out the prima donnas causing disharmony.
By the finale, Bob’s advice crescendos into a powerful message: sometimes, you need to cut ties with the toxic stars to let the whole choir shine. This episode is less about hitting the high notes in sales and more about orchestrating a culture where everyone plays in key.
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AI revolution in the mattress industry...is it a ticket to dreamland or a wake-up call to a nightmare?
In an enlightening tête-à-tête, Brandon Hufstetler, a luminary in the mattress retail industry, peels back the curtain on the transformative power of AI and Chat GPT. With a touch of humor and a wealth of expertise, Brandon and Mark Kinsley, embark on a journey through the innovative landscape of Sleepology. They dive deep into the heart of generative AI and automation, revealing how these technologies are not just changing the game—they're redesigning the entire playing field.
As they navigate the discussion, three pivotal themes emerge:
The Democratization of Technology: Brandon eloquently illustrates how generative AI is leveling the playing field, empowering businesses of all sizes to wield the power of AI tools with unprecedented ease and efficiency.
The Digital Human Touch: In a world craving personal connection, Brandon champions the use of digital humans to engage customers, merging the warmth of human interaction with the precision of AI.
Bridging Worlds with AI: From connecting disparate departments to enhancing managerial effectiveness, Brandon sheds light on how AI acts as a dynamic bridge, linking business needs with IT solutions and propelling the industry into a new era of interconnectedness and productivity.
Through witty anecdotes and insightful observations, Brandon Hufstetler not only demystifies AI but also invites mattress industry executives to envision a future where technology and human ingenuity sleep in the same bed.
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From the showroom floor to the corner office, Kelly Christal's journey from mattress salesperson to franchise mogul is a masterclass in turning dreams into reality, one sleep solution at a time.
Kelly Christal's journey from a mattress salesperson to the owner of a Mattress Firm South Dakota franchise is a testament to entrepreneurship, innovation, and strategic partnerships. Starting in the competitive mattress industry, she transformed her role from frontline sales to leading a six-store operation, embodying the essence of entrepreneurial spirit through her understanding of customer needs and market gaps.
Key takeaways from Kelly's story include her foundation on solid business practices, strategic partnerships with entities like the RBCG group and Harry Roberts, and technological innovations such as a successful bulk messaging campaign. These strategies not only propelled her business forward but also ensured customer satisfaction and operational efficiency.
Celebrating the 10th anniversary of her franchise, Kelly's commitment to community engagement and quality service is evident. Her story goes beyond mattress sales, offering insights and wisdom for female leaders and emphasizing the importance of quality sleep products.
Kelly's journey underscores the impact of embracing technology, cultivating strategic partnerships, and maintaining a customer-focused approach. Her success story is a blueprint for entrepreneurs, highlighting the potential for growth and innovation in traditional industries. Kelly invites those interested in her entrepreneurial journey or the mattress industry to connect on LinkedIn, sharing a vision for future success and community contribution.
As we reflect on Kelly's decade of achievements, her narrative inspires a new generation of entrepreneurs to dream big and pursue their goals with determination, innovation, and strategic collaboration. Kelly Christal’s evolution from selling mattresses to franchising success is a celebration of entrepreneurial achievement and a reminder of the possibilities that lie in understanding and meeting customer needs.
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In a world where the value of a good night's sleep is often underestimated, one woman's quest to save a few dollars on groceries catapulted her into the realm of entrepreneurial success.
Enter Kelly Charles, the erstwhile coupon queen of TLC's Extreme Couponing, who turned her penny-pinching prowess into a thriving empire as the CEO of Big Mattress Outlet. In this witty and engaging episode, Kelly peels back the layers of her unconventional journey from clipping coupons to clinching deals in the competitive mattress industry. With a mix of humor, humility, and hard-earned wisdom, she shares how her side hustle not only funded the inception of her mattress retail business but also laid the foundation for her transition from savvy shopper to business mogul.
Kelly candidly discusses the hurdles she vaulted and the milestones that marked her path to success, including the pivotal inflection points in her business, the critical role of accountability and empathy in shaping a positive company culture, and the transformative experience at Dream Camp. As she ventures into franchising, Kelly's story is a masterclass in leveraging unique beginnings for extraordinary outcomes. For anyone standing at the crossroads of potential and opportunity, Kelly's journey from coupons to comfort is a testament to the power of perseverance, the willingness to take risks, and the undeniable impact of a supportive community.
- A Leap from Couponing to CEO: Kelly Charles' remarkable transition from a star on TLC's Extreme Couponing to becoming the CEO of Big Mattress Outlet illustrates the unconventional paths to entrepreneurial success and the importance of leveraging personal passions into professional ventures.
- Embracing New Challenges: The shift from extreme couponing to running a mattress retail business demanded that Kelly acquire new skills and adapt to diverse challenges, showcasing the necessity of continuous learning and adaptability in business.
- The Road to Franchising: Venturing into franchising opened new horizons for Kelly, presenting both opportunities for growth and obstacles to overcome. Her journey emphasizes the importance of resilience and determination in expanding a business.
- Cultivating Company Culture: Kelly highlights the significance of inflection points in her business, underscoring how accountability and empathy are paramount in creating a positive and productive company culture.
- The Value of Community: Kelly's experience at Dream Camp and her belief in the power of a supportive community reinforce the idea that collective inspiration and support can drive industry change and transform lives.
- A Testament to Perseverance: Kelly Charles' story serves as a powerful reminder that perseverance, risk-taking, and the courage to pursue one's dreams are essential ingredients for achieving success.
Join us as Kelly Charles unfolds her inspiring journey, offering not just a blueprint for business success, but a heartening narrative of personal growth and community empowerment.
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Ever had a shopping experience that felt more like a plot from a horror movie? Today’s episode takes "Nightmare on Elm Street" to a whole new level—except this time, it's all about the quest for the perfect mattress. Buckle up as Bob Phibbs, aka The Retail Doctor, shares his spine-tingling tale from the retail front lines.
In an episode that's anything but a snooze fest, Bob Phibbs, our fearless guide through the retail jungle, recounts his harrowing journey through the world of mattress shopping—a tale filled with twists, turns, and lessons galore. Bob's personal horror story isn't just a tale of woe; it's a masterclass in what not to do in the world of mattress and furniture retail.
With wit sharper than a memory foam cutter, Bob delves into the heart of creating a shopping experience that's as comfortable as the products being sold. He emphasizes the magic of storefront appeal, the art of providing a sanctuary for customers, and the importance of standing out in a crowded marketplace.
This episode isn't just about mattresses; it's about transforming spaces into havens and transactions into memorable experiences.
KEY TAKEAWAYS
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Create a Unique Shopping Experience: Bob stresses the importance of drawing customers in with a shopping experience that's as unique as their sleep preferences.
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Storefront Appeal: First impressions matter. Learn how to make your store's façade as inviting as a freshly fluffed pillow.
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Comfortable Customer Spaces: Bob highlights the necessity of creating spaces that encourage customers to kick off their shoes and stay awhile.
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Differentiate from Competitors: Stand out in the mattress maze with tips on distinguishing your brand from the rest of the flock.
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The Significance of Sleep: Recognize and honor the crucial role mattresses play in your customers' lives by offering products that promise more than just a place to crash.
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Fresh and Inviting Atmosphere: Discover the secrets to ensuring your store ambiance whispers, "Welcome home."
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Value-Added Interactions: Bob emphasizes going beyond the sale to add real value to every customer interaction.
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Prioritize Retail Basics: Back to basics—Bob reiterates the foundational principles of retail that drive sales and customer satisfaction.
CHAPTERS
00:00 The Mattress Horror Story
09:07 Creating a Unique Shopping Experience
11:01 Attracting Customers with Storefront Appeal
17:16 Providing Comfortable Spaces for Customers
20:48 Differentiating from Competitors
23:05 The Importance of Mattresses in People's Lives
27:29 Creating a Fresh and Inviting Atmosphere
31:18 Adding Value to Customer Interactions
33:38 Brilliance on the Basics
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In a strategic pivot that reads like a well-crafted narrative, Mark Kinsley, after a rewarding five years at the helm of Englander, is embarking on a new chapter.
Rather than a quiet exit, he’s transitioning with purpose, launching full throttle into The FAM community. This move coincides with Englander gearing up for a significant expansion phase, signaling a period of dynamic growth for the company. Simultaneously, the FAM community is witnessing a remarkable surge in engagement and impact, reflecting a thriving ecosystem in the industry.
As Mark shifts into a strategic advisory role, his focus will turn to scouting for a sales-oriented leader to guide Englander through its next growth chapter.
Key Takeaways:
- Englander is on the threshold of a major growth phase, poised for significant expansion.
- The FAM community’s growth and impact underscore the strength and reach of this industry.
- The resonance of Englander’s legacy and brand story with consumers is a powerful testament to its market positioning.
- Embracing change and transitions as avenues for innovation and new opportunities is a central theme of Mark’s narrative.
Mark’s journey serves as a reminder that leadership transitions can be catalysts for renewal and expansion, inviting business leaders to view change as a springboard for future success.
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"Shaking Up Sleep: A Deep Dive into the Vegas Market with Brandon Bain"
In this episode of the podcast, the conversation turns to the vibrant yet challenging atmosphere of the Vegas Market, featuring the insights of Brandon Bain, Founder and CEO of Bedhead Mareting. As an innovator and community builder in the realm of sleep, Bain offers a comprehensive overview of the event's dynamics, from the evident stagnation in product innovation to the paramount importance of trust and commitment in the industry.
Episode Highlights:
- The discussion opens up about the Vegas Market's notable lack of innovation in product introductions, with a discernible caution among buyers to stick to tried-and-tested products.
- Bain emphasizes the significance of commitment to products and the cultivation of trust as indispensable for achieving success within the marketplace.
- The episode also brings to light the essential aspect of community and relationship-building, illustrated by the lively Famhouse party, blending business with pleasure to strengthen professional ties.
- Further, the transformative impact of the Dream Camp and the Fam community is explored, showcasing the power of collective support and inspiration.
- Coverage by Bed Head at the Vegas Market is highlighted, demonstrating the compelling role of generative AI and data analysis in shaping business strategies and growth.
Key Takeaways:
- Innovation Drought: The Vegas Market showcased a cautious approach towards new product introductions, with a clear preference among buyers for well-established products.
- Building Trust: Success in the industry is deeply rooted in the commitment to product excellence and fostering trust among consumers and partners.
- The Power of Community: Events like the Famhouse party underscore the importance of fun and camaraderie in building a robust professional community.
- Leveraging Technology: Insights from the Mattress Mentorship Mastermind Accelerator Lab highlight the transformative potential of AI and data analysis in propelling business advancement.
00:00Introduction and Overview
00:29Reflecting on the Vegas Market Experience
02:02Lack of Innovation in Product Introductions
03:08Buyers' Risk Aversion and Manufacturers' Focus on Selling
04:36Cool Innovations in Adjustable Beds and Air Mattresses
05:23Cyclical Nature of Product Trends
06:21Getting Back to the Basics of Mattress Merchandising
07:16Committing to Products and Building Trust
08:31Merchandising Strategy and Creating a Holistic Philosophy
09:41The Fun Side of Vegas: The Famhouse Party
13:15The Importance of Relationships and Fun in the Industry
14:19Recapping the Fun and Highlights of the Famhouse Party
15:10The Impact of Dream Camp and the Fam Community
17:36Maximizing the Investment in Vegas Market
20:03The Importance of AI and Technology in the Industry
25:04The Significance of Bed Head's Video Coverage at Vegas Market
26:52The Mattress Mentorship Mastermind Accelerator Lab
29:11The Power of Generative AI and Data Analysis
34:26Closing Remarks and Future Plans
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Major mattress industry shakeups are afoot!!This week on the show, retail wizard Brandon Hufstetler breaks down the implications of the recent Mattress Firm and TSI merger and shares strategies for retailers to thrive amidst the turmoil.The merger consolidates two mattress retail powerhouses, signaling a new era. What does this deal mean for other industry players? Brandon suggests a "wait and see" approach before making big changes. Monitor the merger's impact first. Be ready to reevaluate your unique value proposition and strengthen customer experience.Mark and Brandon also explored the growing role of AI and automation in retail. Though new technologies present challenges, applied strategically they provide opportunities to improve operations and serve customers better. Retailers who leverage data and tech wisely will maintain an edge.TakewaysThe merger between Mattress Firm and TSI has significant implications for the mattress industry and retailers.Retailers should wait and see how the merger impacts their business before making any drastic changes.Retailers need to reevaluate their unique selling propositions and focus on providing value to customers.AI and automation can provide a competitive advantage for retailers in the evolving retail landscape.Chapters00:00Introduction to the Mattress Firm and TSI Merger02:10Brandon's Experience at TSI04:07Brandon's Transition to Autonomous Retail Technology05:04The Impact of AI on Business06:23The Potential Impact of the Mattress Firm and TSI Merger09:05Considerations for Retailers in the Wake of the Merger11:22Negotiating Contracts in Light of the Merger17:17The Impact of Reduced Advertising Spend on Category Awareness18:01The Potential Effects of Map Pricing Increases27:06Reevaluating Unique Selling Propositions31:54The Importance of AI and Automation in Retail35:08Using AI to Gain a Competitive Advantage35:36Conclusion and Takeaways
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Saddle up, retailers - the Retail Doctor is making a house call to diagnose your learning and training gaps!
In this episode, Bob Phibbs sneaks in like Nancy Drew to investigate the mysteries plaguing your sales. Through his retail revelations, you'll learn the prescription for training and coaching your employees. Take two tidbits and call Bob in the morning if you still have poor customer service.
Bob Phibbs, the self-proclaimed Retail Doctor, lets us in on industry secrets to concoct a cure for inadequate training. He distinguishes the diseases of learning and training, emphasizing the need for hands-on engagement versus mere information absorption. Coaching and rewards are highlighted as vaccines to reinforce training and boost performance. Bob advises constructing a positive learning culture, holding teams accountable, and tapping into personal motivation. The key to complete recovery is continuous improvement, debriefing, and crafting intentional habits. Consider Bob your retail pharmacist - follow his prescribed training regimen, and your sales will be the picture of health. This Retail MD knows the business ills; heed his wisdom so your store isn't the next casualty!
Takeaways
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Learning involves using ears and eyes to absorb information, while training requires hands-on practice and engagement of the brain.
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Coaching and rewards are essential for reinforcing training and driving performance.
-Creating a positive learning and training culture is crucial for success in retail.
- Motivation and holding oneself accountable are key to personal and professional growth.
-Continuous improvement, debriefing, and intentional habits are essential for achieving success in retail.
Chapters
00:00Introduction
00:33Transition to the topic of learning, training, and coaching
01:10Difference between learning and training
02:07Importance of coaching and rewards
03:33The problem with ineffective training
04:16The importance of challenging the brain for information retention
05:26The impact of continuous learning and training on business success
06:32Engaging adult learners and holding them accountable
07:08Overcoming the fear of correcting others
08:42Creating a positive learning and training culture
09:25Using questioning techniques to correct and coach
10:55The importance of mindset and motivation
11:41The significance of selling value and building trust
12:48Effective role-playing techniques
14:08The power of greetings and rapport-building
15:18Understanding customer needs and avoiding assumptions
16:43Shifting mindset and unlearning negative beliefs
17:25Finding motivation and holding oneself accountable
19:14Identifying personal why and purpose
20:36Rewarding oneself for progress and achievements
22:04Developing intentional habits and identity
23:45Overcoming negativity and focusing on the positive
25:50Creating a culture of debrief and continuous improvement
28:56Taking ownership and holding oneself accountable
30:48Developing muscle memory through practice and repetition
32:19Becoming consciously aware and mastering skills
34:10The importance of reviewing and analyzing performance
36:20The game of retail and the power of choice
37:42Maintaining motivation and redefining one's why
38:11The importance of enjoying the journey and embracing challenges
38:31Closing thoughts
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Buckle up and get ready for a wild ride with leadership guru Brett Thornton, whose book Charged Leadership will jolt your business awake.
This high-voltage author doesn't just discuss leadership - he zaps it with an electric current that will leave you buzzing. He crackles with insights on connecting with modern staff and customers alike. Thornton doesn't just write about adapting to new generations - he energizes and empowers leaders to make those vital connections.
Like a lightning bolt, Thornton strikes at the heart of great leadership, emphasizing transparency and authenticity. He's no snooze when it comes to creating fun and engaged teams. Brett gives you the real shocker on firing employees - a stunning story that will transform how you lead.
Fasten your seatbelts and get charged up! Thornton delivers a high-wattage message that will illuminate your path to leadership success. You'll be powered up and ready to electrify your team. Don't miss this dynamite opportunity to spark your leadership skills. With Thornton's voltage behind you, get ready to set your business ablaze!
TAKEAWAYS
- Leaders need to adapt to the changing workforce and understand the different learning styles of each generation.
- Transparency, authenticity, and tailoring messages to individuals are key aspects of effective leadership.
- Leaders should focus on creating conditions for fun and engagement to build strong teams.
- A life-changing piece of advice for leaders is to ensure they have done everything in their power to help employees be successful before making difficult decisions.
CHAPTERS
00:00 Introduction
00:52 New School Leadership
04:23 Writing Charged Leadership
05:04 Struggles in Writing the Book
08:50 The Biggest Mistake Leaders Make
13:02 Taking Clarity on Leadership Style
17:08 Life-Changing Advice on Firing Employees
20:21 Creating Conditions for Fun and Engagement
23:12 Leadership is About Thinking of Others
29:39 The Purpose of the Boo
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Wow! What a year it has been!
In this episode, Mark Kinsley takes time to reflect on the past year and express gratitude for the incredible guests and events that have shaped the mattress industry community. He highlights the success of Dream Camp and Sleep Summit, two of the year’s premier events, and announces exciting things to come. Mark also celebrates Englander’s impressive 130 year anniversary milestone.
Discussing the show’s impact, Mark shares how the Mattress Mentorship Mastermind has empowered so many through mentoring and inspiration. He recounts heartwarming stories from Dreams for All, an event focused on giving back.
As he looks ahead to 2024, Mark encourages listeners to be intentional, prioritize their values, and focus on building habits and systems for long-term success. He thanks the community for their involvement this past year and invites everyone to continue connecting through upcoming events and resources. Mark is optimistic about the future and eager to continue growing the community of mattress industry leaders, innovators, and entrepreneurs.
Takeaways
- Dream Camp and Sleep Summit have become important events in the mattress industry, bringing together retailers, manufacturers, and suppliers.
- Englander is celebrating its 130th anniversary and continues to prioritize customer satisfaction and comfort.
- The Mattress Mentorship Mastermind provides coaching, mentorship, and accountability for industry professionals looking to grow and improve their businesses.
- Giving back through events like Dreams for All can make a meaningful impact on individuals in need.
- Being intentional, setting priorities, and focusing on systems and habits can lead to long-term success and personal growth.
CHAPTERS
00:00Introduction and Gratitude
00:28Dream Camp and Sleep Summit
02:18Upcoming Events: Dream Camp and Sleep Summit 2024
03:40Englander’s 130th Anniversary
04:39Customer Testimonials
06:59Mattress Mentorship Mastermind
12:19Dreams for All Event
14:12Being Intentional and Setting Priorities
19:04Filtering Decisions Through Personal Values
21:01Your Days Become Your Life
22:14Identity vs Outcome
24:05Ice Cubes and Bamboo
26:26Looking Ahead to 2024
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....And it's a wrap!!2023 is coming to a close and so is the first year of the Sleep Summit Show! We're recapping hottakes from all of our favorite episodes and we're reconnecting with Greg Law, Kyle Deets, Seth Goldberg, Paul Longman, James Perez and many, many more!2023 has been a whirlwind year for The FAM with the second annual Dream Camp in Key West Florida and the launch of the industry's newest and hottest event - Sleep Summit in October!We're thrilled with where we are as a FAM and we can't wait for 2024!
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The Taliban surrounded Chuck Ritter’s unit and shot him three times. He lived to tell the tale — and redeployed back to Afghanistan.In this episode, decorated veteran Chuck Ritter sat down for a fascinating conversation sharing lessons learned over his 25-year career in Army Special Forces. Ritter highlighted the intense 2013 combat experience that resulted in him getting shot three times while rescuing an Afghan soldier. Showing unbelievable grit, Ritter returned to battle just months later after extensive surgeries and rehab.Amidst riveting stories, Ritter unpacked leadership, self-improvement and optimization philosophies honed through hundreds of missions. Effective leaders must balance humility, self-awareness and decisiveness - listening yet synthesizing input to make necessary calls. He stressed that relevance requires constant learning and avoiding complacency.The conversation offered motivating testimony to Ritter's courage and service alongside practical wisdom applicable far beyond war zones. Listeners can learn much from this heroic soldier's resilience mindset and leadership acumen.
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The dream of AI mattresses that rock you to sleep.
Rex Harris is the chief product officer at Bryte, a company creating restorative sleep technology using leading edge science. Now, Bryte is taking their mattress and including features of advanced AI and generative capabilities like Sleep Concierge, to provide tailored sleep advice and adjusts mattress comfort in real time.
In this episode, Harris discussed how Bryte leverages AI to create personalized sleep experiences. He explained that the mattress contains over 90 independently controlled air coils that gently inflate and deflate to mimic the feeling of being rocked to sleep. Paired with synchronized audio, Bryte’s signature “Somnify” experience induces deep relaxation, even in the middle of a bustling convention hall, as the host discovered after testing it out.
TAKEAWAYS
1) Bryte has evolved from using predictive AI that responds to the sleeper’s movements to conversational AI that provides empathetic sleep coaching.
2) The AI looks at long-term sleep data trends to make small but impactful suggestions, like nudging you to maintain a regular bedtime.
3) Bryte aims to partner with mattress brands to bring their transformative “inside” technology to more products, staying true to their mission of improving sleep for all.
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Get Intentional and energized for 2024!Mark Kinsley, host of The Sleep Summit Show, goes solo in this week's episode shares some incredibly valuable insights to help you get intentional and energized as you wrap up 2023 and look ahead to the new year.So where do you start? First, break down your business planning into three key buckets: goals, strategies, and tactics. Clearly define your quantifiable goals for 2024, determine the strategies and resources needed to achieve those goals and finally, outline the specific tactics and assets required to execute your strategies. This goal-strategy-tactic framework provides a clear roadmap.Second, create a one-sheet with your major initiatives for 2024. Refer back to this anchor document throughout the year to stay focused on key priorities amidst the swirl of business demands. Kinsley utilizes a "big ass calendar" to map out his year at a glance, scheduling personal adventures and other "big rocks" before filling in obligations and commitments.Finally, emphasize the importance of balance across key areas like career, health, relationships, and recreation. As you plan your business goals for next year, be sure to also invest in yourself. Intentionally carve out time for fun, family, and self-care.The new year presents a valuable opportunity to get clear and get energized. Use Kinsley's advice to create an intentional, balanced plan for 2024 success! Let his insights guide you in wrapping up this year strong.
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Sleep doesn't have to be elusive - a women's sleep expert reveals ways to help you get the best night's rest ever!In this episode, Dr. Valerie Cacho joins Kinsley to discuss clinical hypnotherapy, the importance of sleep hygiene and signs of sleep apnea in women! Dr. Val is an integrative sleep medicine physician and women's sleep expert who founded Sleephoria to help midlife women struggling with sleep and provides a holistic approach to improving sleep. Key Takeaways: 1) Clinical hypnotherapy retrains the brain for relaxation and sleep by accessing the subconscious mind. Dr. Val describes using positive visualization and suggestions to reprogram thought patterns around sleep. She shared an amazing success story of a patient sleeping only 3-4 hours a night who increased sleep time to 8 hours after just two sessions.2) Dr. Val shares sleep hygiene tips like sunlight upon waking, a consistent bedtime routine, and reserving the bed for just sleep and sex. She cautioned against using the comfortable mattress as a place to watch TV or work, which confuses the brain's sleep signals.3) Sleep apnea represents differently in women. She reveals that women can have sleep apnea with milder symptoms like morning headaches, fatigue and irritability. Only a third of primary care doctors screen for sleep issues, so women should be more proactive in asking for sleep assessments.Don't miss this incredible episode!
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Struggling to stand out in the mattress industry? Darren Sparks, president of BedTech, shares his playbook for success in this episode of The Sleep Summit Show.Mark Kinsley, sat down with guest Darren Sparks, president of BedTech, to discuss the bedding industry and keys to success in retail mattress sales.Darren spoke about the importance of customer service, providing value to the customer, and properly training sales staff. He emphasized being energetic, friendly, and solution-oriented when interacting with customers to create a memorable experience. Darren also talked about hiring top talent, treating employees well, understanding their motivations, and speaking their “love language” to get the best performance.Three key takeaways from Darren:1) Focus on speedy customer service. Jump on issues immediately and have a sense of urgency.2) Offer high quality products at reasonable prices. Customers want to feel they are getting good value.3) Invest in sales training. Employees won’t sell what they don’t understand. Make sure they are knowledgeable about products.Darren highlighted the benefits of split head adjustable bases, a growing product category that allows couples to customize their sleep experience. He encouraged creativity, focusing on solving customers’ problems, and daring to be different to stand out in a competitive market.
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In this episode, legendary business builder Jason Friedman joins Mark Kinsley to recap Sleep Summit 2023.
More than 100 mattress professionals gathered for the first-ever event featuring 18 speakers. One retailer said, "I took 14-pages of notes!"
Sleep Summit attendees enjoyed two-days jam packed with networking, professional development, amazing food, and an exclusive evening at the world-renowned Crystal Bridges Museum of American Art.
Did you miss Sleep Summit?
Good news for you mattress entrepreneurs and business builders — there’s a path forward!
You’re invited to join us at 2 p.m. EST on Oct. 17th to be part of this EPIC announcement.
Register here >> https://cxformula.zoom.us/meeting/register/tZMoc-iupz4pE9EwEeRJ3ZEXKaM-r41HfUbA#/registration
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Dennis Steele is the co-founder of Podium—a company they’ve taken from the attic of a bike shop to being named Forbes’ Next Billion Dollar Startups, Forbe’s Cloud 100, #13 on the Inc. 5000 list, and Fast Company’s World’s Most Innovative Companies. Podium started as a reviews company, but that was just the beginning. Now Podium is leading the charge to modernize the way business happens locally—powering everything from reviews to messaging and insights.Podium is a complete Interaction Management Platform, handling the full communication process for businesses.In this episode, you’ll hear the incredible story of how Dennis and his cofounder Eric figured out a way to help Eric’s dad get his happy customers to leave reviews for his tire shop.Plus, Dennis reveals the very first conversation they had with a potential customer that made them know they had an idea that was going to work — and it was going to be big.Discover how Podium evolved from reviews into a full platform that 100,000+ customers use for everything from text messaging to payments to phones, and tune in to hear key insights about asking for help, being resilient, and listening to your customers over industry experts.
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Dust off those sales manuals and refocus your ferocious energy on sales fundamentals!In this episode, Sleep Summit Show host, CEO of Englander and founder of The FAM, Mark Kinsley, shares his insights from his visit to the BrandSource convention. Packed with interviews from all levels of leadership in the mattress retail industry, each discusses how they and their brands are navigating economic headwinds.Key Takeaways:1) It's time for retailers to get back to basics and focus on sales fundamentals with intensity and intention. As BrandSource CEO Jim Ristow explained, retailers can no longer rely on inventory alone to drive sales. They need to refocus on sales training, promotions, vendor partnerships and more.2) Retailers should also dust off old sales manuals and restart former practices of old that made an impact in a more casual environment (hint: bring back those Saturday morning sales meetings). As Mike Juoni of Corsicana said, "look back at what worked in 2019 and prior. The focus has to come from owners and flow through the entire organization."3) Bring "ferocious focus" to sales interactions, whether on the showroom floor or over the phone. Treat every customer interaction as vital. Plus, don't ignore other keys to success as well, like maintaining ad spend during downturns and promoting holiday sales.Most importantly, Kinsley stressed getting back to sales fundamentals with intensity and intention. As he put it, "More intention with intensity." This combination will enable retailers to compete and thrive even in challenging conditions.
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Sleep better with insights from a fourth-generation mattress maker.
Shaun Pennington, CEO of Diamond Mattress, shares his wisdom on the Sleep Summit Show.
In this episode, Pennington discusses his leadership of the 80-year-old family business known for quality, integrity, and innovation. As a fourth-generation leader, he provides a unique perspective.
Key Takeaways from this episode:
- Invest in coaching skills. Pennington prioritizes developing his coaching abilities. He believes supporting team members this way leads to empowerment and rewards. Consider how you can adopt a coaching mindset in your leadership role.
- Communicate directly.Pennington and his sister learned to avoid "triangulation" in communication. This means speaking directly rather than relaying messages through others. Direct communication prevents misunderstandings. Try closing triangles in your own conversations.
- Stay adaptable. The mattress business evolves rapidly. Diamond succeeds by innovating products while providing staples people rely on. Balance serving current needs with flexibility for the future.
Tune in to hear Pennington's insights on family business, company growth, industry trends, and even delivering a baby!
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Shoppers are only going to one mattress store. In this episode, Mark Kinsley hosts Esquire Advertising CEO Eric Gindley who gives us his insider, data driven information about mattress shoppers. In a surprising finding, data shows that 88% of mattress shoppers in 2023 are only visiting one store before making a purchase; this number jumped dramatically from 57% in 2022. According to Grindley, the biggest piece of advise is to jump on new movers fast. New homebuyers are much more likely to buy a mattress after they move rather than before so use digital channels like streaming TV and social media to reach new movers right when they arrive.Listen or watch to get real insights about the new shopper journey and get a taste of what Eric will be offering at Sleep Summit!
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Your past doesn't have to define your future.
In this episode, Jeff Giagnocavo, the owner of Gardner's Mattress and More, joins Mark Kinsley to co-host today's Sleep Summit Show. Together, they explore how leaders can create safe, nurturing spaces for their teams and Giagnocavo shares how he transformed his childhood trauma into motivation to lift others up.
Three key takeaways from this episode:
1) Leaders must demonstrate vulnerability and find empathy to understand their team. Suppressing emotions creates barriers.
2) Reframing problems as opportunities allows creativity to flourish. Teams should bring solutions, not just issues.
3) Turning trauma into power requires recognizing that today's stresses aren't yesterday's hurts. Leaders must respond with patience.
Plus, get a sneak peek into Giagnocavo new book "The Space for Leadership." In this book, he focuses on high-ticket small businesses and coaches them to grow through vision and strategy. By opening up about overcoming abuse, he aims to help leaders and teams unite in purpose.
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Sleep positions, beauty hacks and maintaining a seat at the table are all topics of conversation on this week's Sleep Summit Show takeover!
Pulling up a chair to the table to host this week's Sleep Summit show episode are the Director of Events Tara Kinsley and the Executive Producer of The FAM, Adrienne Woods, plus leaders female powerhouses from Mattress Firm and Bedhead Marketing. Together the four chat about integrating women’s voices in a typically male-dominated mattress industry. Megan Anderson, Director of Merchandising Transformation at Mattress Firm, shares insights from her 12 years of experience and Anna Hermosillo of BedHead Marketing draws on her background in various industries to provide a unique perspective.
The conversation centers around supporting other women and imparting wisdom to the next generation. Anderson advises finding confidence and speaking up in a "graceful way, while Hermosillo emphasizes standing firm and addressing hard conversations elegantly. Both agree lifting each other up is key.
Three key takeaways from this week's discussion:
1) Female mentorship is critical for guiding younger women entering the mattress industry. Leaders must seek out and connect with the next wave.
2) Integrating women’s voices in the room improves dialogue and brings fresh strategic thinking.
3) Industry events like Sleep Summit provide a platform for women to share ideas, best practices and encourage one another.
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Have you ever felt like your business is a rollercoaster ride filled with friction points? Mark Kinsley wants to help.
Mark Kinsley, CEO of Englander Mattress and host of The Sleep Summit Show podcast, knows the mattress industry faces its fair share of challenges. In this candid episode, he shares ideas for overcoming obstacles and finding momentum - personally and professionally.
In this episode learn to:
1) Let people help you. Kinsley tells a story about helping Matt Smith's son Parker style his hair one morning. It was their first interaction, but Parker was open to the assistance. Big takeaway: all need to recognize when help arrives and be willing to accept it.
2) Create momentum inducers. All journeys have friction points, but we can offset those with energetic momentum boosts. Events like Sleep Summit are powerful momentum inducers that reignite purpose and passion.
3) Align your vibe with your tribe. Surrounding yourself with the right community reveals blind spots and generates energy.
If you feel stuck or disconnected, this candid episode will get you thinking differently. Tune in to gain insight on building community, overcoming obstacles, and leading with purpose in business and life.
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He’s captain of the fastest growing mattress retailer in the country.
This is the talent you will find at Sleep Summit. We’re rewinding the clock and debuting an early Sleep Summit Show episode to showcase the people involved with Sleep Summit 2023.
Sleep Summit Show host Mark Kinsley sat down with mattress entrepreneur Matt Smith, founder of Snooze Mattress, who appeared on the hit TV show “Undercover Billionaire.” On the show, Matt built a business from scratch in just 90 days starting with only $100, without revealing his true identity.
Faced with this challenge, Matt created a new product and launched it within the tight timeframe, demonstrating his entrepreneurial drive. I
n this interview, Kinsley and Smith discuss ice baths, the strangest place Matt has ever slept, the state of the sleep economy, and Matt’s predictions for the industry in 2023.
Tune in to hear how Matt leveraged his skills and creativity on the show and his vision for the future of his disruptive mattress company!
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The mattress industry is undergoing massive disruption—is your store prepared?
Michael Magnuson, founder and CEO of GoodBed.com, has his finger on the pulse of the mattress retail industry. With over 20 years of experience researching beds and helping consumers find the right mattress, Magnuson has invaluable insights for retailers navigating today's challenges.
In this episode of the Sleep Summit Show, Magnuson breaks down the key threats facing retailers right now, from shrinking store traffic to fake online reviews. But it’s not all doom and gloom. Magnuson outlines several opportunities for brick-and-mortar stores to fight back, including improving website optimization, sales team training, and harnessing the power of authentic customer reviews.
The three big takeaways from this episode:
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Stores must optimize their website not just for e-commerce sales but for driving overall business. This means having calls to action that get people into physical stores to try products.
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Properly training sales staff on what real customer reviews say about products can greatly boost consumer confidence and drive conversions.
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Sharing authentic customer reviews across stores is the only way for smaller retailers to gain critical mass of reviews per product to compete with fake review sites.
The mattress retail landscape is treacherous but far from hopeless. Heed Magnuson’s insights to steer your store towards smoother seas.
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When times get tough, retailer Scott Vaughn focuses on bringing the funk - rallying his team with passion and energy to inspire customers.
In this episode of the Sleep Summit Show, the owner of Happy Z's mattress stores shared his approach to maintaining optimism and planning for future success. His strategy includes:
1) Simplify the Shopping Experience 2) Lead with Purpose 3) Gather Inspiration 4) Helpful tips for "coaching" your tam 5) Sleep = Life
For mattress retailers feeling overwhelmed, Vaughn provides an upbeat playbook to simplify, find purpose, learn from the best, develop team culture, and educate consumers. By planning and preparing now, you can bring the funk when times improve.
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Money can't buy you happiness.
Just ask Michael Unbroken, podcaster and today's guest alongside Mark Kinsley in this episode of the Sleep Summit Show.
In this episode, Michael discusses his unstable upbringing, including abuse, neglect, poverty, and being bounced between 30 homes by age 12. Determined not to be another statistic, Michael overcame the odds and landed a corporate job making almost seven figures by the time he was 26.
Yet, money didn't bring the happiness or stability he assumed it would. Picking himself back up, Michael provides a unique perspective and practical tips on overall wellness and how sleep plays a vital role.
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In a world where overcoming adversity often seems insurmountable, there are individuals who serve as beacons of hope and inspiration. Sean Swarner, a name synonymous with resilience and determination, stands tall among them.
In today's episode, Kinsley interviews the adventurer, author and speaker, Sean Swarner to discuss his adventures up to Mount Everest (with one lung), his two-time diagnoses with cancer, his training regimine, and how all of that affects his overall sleep and sleep wellness.
Join the adventure and learn how Sean has become an inspiration to individuals from all walks of life. His unwavering belief in the power of the human spirit and his unyielding determination to achieve the seemingly impossible serves as a testament to what can be accomplished with the right mindset and perseverance.
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Paul Longman is an industry veteran who is no stranger to changing the status quo and doing things that have never been done.
On today's episode, Paul Longman, the former Leggett & Platt Managing Director turned Founder and CEO of iSense and Advanced Sleep Technologies, joins Mark Kinsley to discuss these latest endeavours, including how to launch a new product, innovative technology and live abroad.
Plus, they discuss the Sleep Summit quiz question of: What percentage of mattresses sold in the US are adjustable firmness?
Catch the answer to this question, learn the strangest place Paul has ever slept, and how to build value in something new that's never been done before .
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Happy 4th of July from Greg Law, owner of Sweet Dreams Mattress and Furniture!
In this episode, Law pulls out all the patriotic stops from his attire to his excitement about the upcoming Field of Flags event in Lake Norman, North Carolina where they aim to determine the most patriotic city in America.
Together, he and Kinsley recall memories from Dream Camp 2022, they both commit to a patriotic mountain biking challenge, and call out fellow dream campers in a patriotic competition.
The two also discuss Law's business and its approach to customer analysis and customer service. Specifically noting:
- Sweet Dreams Mattress and Furniture prioritizes understanding customers' needs and preferences through thoughtful questioning and active listening.
- They seek to establish a genuine connection with customers by mirroring back their concerns and desires.
- Suitable mattress options are introduced only after customers feel understood, with a focus on the "game changer" of adjustable bases for enhanced comfort and healing.
- The conversation emphasizes the healing aspect of quality sleep and the role it plays in the body's restoration.
Don't miss this episode!
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Dr. Kimberly Lemke, founder of Drift Sleep is a renowned sleep expert dedicated to addressing sleep issues and providing education for better sleep.
On today's show, Dr. Lemke joins Mark Kinsley and explains the motivation behind the Drift Sleep course and emphasizes the importance of optimizing sleep through daily routines and bedtime rituals.
Dr. Lemke discusses:
1) Significance of structuring one's day to maximize sleep quality, emphasizing the role of sunlight and sensory stimulation in promoting sleep chemicals.
2) Addresses common mistakes in daily routines and offers advice on managing fatigue and establishing effective bedtime rituals.
3) Provides individuals valuable knowledge and practical tools to achieve restorative sleep, and how to help improve an individual's overall well-being and how to help them wake up refreshed each morning.
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Discover the remarkable benefits of maintaining consistent bedtime routines for achieving optimal sleep and enhancing overall performance.
In this episode, Mark Kinsley and George Psipsikas, Founder and CEO of Nanobionics, shed light on the importance of regular sleep patterns, the release of human growth hormone (HGH), the challenges of disrupted schedules, and the impact of sleep on recovery and performance. Listen in and explore the secrets to unlocking a restful night's sleep and maximizing your potential.
Unveiling the Science Behind Consistent Bedtime Routines: Understanding the significance of regular sleep patterns is crucial in optimizing your sleep quality. By establishing a consistent bedtime, your body adapts to a rhythm, triggering the release of human growth hormone (HGH) during the initial sleep cycle. This hormone is vital for recovery and rejuvenation, making it essential for athletes, astronauts, and everyday individuals seeking enhanced performance.
The Pitfalls of Disrupted Schedules: Shift worker syndrome, a common problem in sleep science, arises when individuals operate outside their natural circadian rhythm. This condition particularly affects those with irregular or rotating work shifts, hindering the establishment of a stable sleep routine. The adverse consequences of disrupted schedules emphasize the importance of adhering to a consistent bedtime for optimal sleep and overall well-being. Other topics they discuss:
The Power of a Regular Bedtime for Sleep and Performance: Experts agree that a consistent bedtime is one of the most impactful ways to improve sleep, recovery, and performance. Irrespective of whether you're an athlete, a professional, or an everyday person, maintaining a predictable sleep routine allows your body to harness the true power of sleep. Pairing this routine with innovative sleep technologies, such as Nanobionics, can further enhance the sleep experience.
Unraveling Sleep Study Insights: A fascinating sleep study involving participants spending extended periods in a semi-dark room revealed intriguing findings. Most participants required additional sleep time to catch up on their sleep debt, demonstrating a widespread prevalence of sleep deprivation. These findings serve as a wake-up call for individuals who consistently fall short of meeting their biological sleep needs (psst: It's also our sleep summit quiz question!).
Personal Sleep Patterns and Variations: Sleep requirements differ among individuals. While some may need around eight hours of sleep, others, like George Psipsikas' wife, can sleep for extended periods without external disturbances. Humans seem to be the only species that intentionally delay sleep, a fact worth pondering. Recognizing and respecting our unique sleep needs is essential for achieving optimal rest and well-being.
Unlocking the potential of a restful night's sleep is within your reach. By establishing a consistent bedtime routine, you can tap into the rejuvenating power of sleep, optimize recovery, and enhance your overall performance. Whether you're an athlete, a shift worker, or a dedicated professional, prioritizing your sleep health is key to unlocking your full potential. Embrace the science-backed wisdom and embark on a journey towards a better night's sleep and a more fulfilling life. Remember, your bedtime routine holds the key to unlocking your true potential.
To explore innovative sleep technologies and discover how Nanobionics can revolutionize your sleep experience, visit George Psipsikas' website at nanobionic-group.com. Invest in your sleep health and unlock a world of possibilities. Sweet dreams await!
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Kyle Deets, a third-generation furniture and mattress retailer from Nebraska, is in the process of purchasing his family's business, and he carries with him a rich history of their journey.
On today's episode, Kyle recaps being descendants of German immigrants and how the Deets family established and nurtured their furniture store, building a strong connection with the community over the years. Kyle emphasizes the importance of a smooth generational transition, ensuring that the business's legacy is passed on effectively.
What distinguishes Kyle and his family from the competition is their willingness to embrace non-traditional selling experiences. By going beyond the ordinary, they foster personal connections and establish themselves as the go-to retailer in their community. Their involvement in local events and initiatives further strengthens their ties with customers.
This episode also highlights the significance of paying attention to the little things in business. Whether it's picking up a piece of trash or ensuring a showroom-ready environment, these details create a sense of confidence for customers. Such attention to detail leads to repeat business and builds a loyal customer base. In the world of furniture and mattresses, Deets Furniture stands as a testament to the power of personal connections, community involvement, and the understanding that the little things truly make a big difference.
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Many in our industry know the vital role that sleep plays in our overall well-being, but do our consumers?
James Perez, current CEO of over a dozen Mattress Firm Franchise stores, joins Mark Kinsley on today’s episode to discuss his remarkable journey that reshaped his perspective on achieving a restful night's sleep.
In this episode, Perez sets out to enlighten individuals about the other crucial factors that contribute to a transformative sleep experience (hint: mattresses only account for 20% of sleep wellness). From pillows to textiles and wellness practices, he understands that the key to unlocking optimal sleep lies in addressing each of these elements comprehensively.
Citing back to the inaugural Dream Camp 2022 held in Bentonville, Arkansas, Perez emphasized the pressing need for the mattress industry to establish trust and credibility in their mission to help people improve their sleep. Drawing from his own personal journey, he also shared the profound impact that prioritizing sleep and health had on transforming the culture within his own company.
Perez's story serves as a powerful reminder that sleep encompasses far more than just a comfortable mattress. By delving into the lesser-known aspects of sleep, we can unlock the potential for a truly restorative and life-enhancing slumber.
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The legacy of Raymour and Flanigan is one entrenched in family heritage.
In this episode of the Sleep Summit Show, hosted by Mark Kinsley, we gain insight into the remarkable journey of Seth Goldberg, President of Raymour and Flanigan and third generation retailer. With over 150 stores, Raymour and Flanigan is a prominent northeastern retailer renowned for its high-end furnishings and exceptional service.
The discussion includes the rich legacy of Raymour and Flanigan, tracing back to Seth's grandfather, who laid the foundation for the company's success. Seth shares anecdotes about his father's entrepreneurial spirit, practical business approach, and effective communication skills, which have profoundly influenced the company's values and vision.
Seth also discusses Raymour and Flanigan's expansion into the mattress and sleep wellness industry, highlights the company's commitment to fostering a strong community and company culture (including how they transformed traditional holiday parties into vibrant holiday breakfasts, providing a platform for associates to freely express themselves, share ideas, and improve company operations), their efforts to promote sustainability and learning a few lessons from past failures and experiences.
Seth’s candid discussion of the challenges encountered in e-commerce, running brick and mortar and the valuable insights gained, has enabled Raymour and Flanigan to continually adapt and evolve in the ever-changing retail landscape.
Don’t miss this week’s episode.
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Meet Gui Peres, the multilingual, multifaceted President and COO of Ergomotion, the innovative adjustable base company that's revolutionizing the category.
On today's episode of the Sleep Summit Show, Gui shares his story about growing up in Brazil and Mexico City, and his close relationship with his mother. He talks about his experience as one of the first employee’s for Ergomotion and the story behind the start of the company dating back to the father-son duo, Alain and Kelly Clenet, and their partnership with Johnny Grigs.
Gui also shares how his career has evolved within the company. He played a crucial role in creating Dawn House Living and watched as adjustable beds moved from being seen as "grandma beds" to mainstream. He also discusses the importance of keeping up with technology without losing the core mission of the company.
In addition, Gui answers the weekly trivia question, revealing the estimated attachment rate for adjustable bases in the US market, and we learn the strangest place he's ever slept!
Gui's story is one of hard work, dedication, and innovation. He is a prime example of how being adaptable and versatile can lead to great success in both business and life. Tune in to this exciting episode to learn more about Gui Peres and Ergomotion's amazing work.
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He's captain of the fastest growing mattress retailer in the country.
Sleep Summit Show host Mark Kinsley visits with Matt Smith, founder of Snooze Mattress, who recently appeared on the hit TV show "Undercover Billionaire." The show follows successful entrepreneurs as they try to build a new business in just 90 days, starting with only $100 and without revealing their true identities.
During his time on the show, Matt was tasked with creating a new product and launching it within the allotted time frame. He teamed up with two locals, and together they created the "Better Bedder," a simple but innovative product that helps keep sheets and blankets in place on a bed.
Despite facing numerous obstacles, including manufacturing and supply chain issues, Matt and his team were able to successfully launch the Better Bedder and generate over $20,000 in sales within the 90-day timeframe.
Overall, Matt's time on "Undercover Billionaire" showcased his entrepreneurial spirit and ability to innovate under pressure. The Better Bedder is just one example of the innovative products that Snooze Mattress has to offer, and it's clear that Matt and his team are dedicated to providing their customers with the best possible sleeping experience.
Listen in as he and Kinsley discuss ice baths, the strangest place Matt has ever slept, the state of the sleep economy and what's on the horizon for 2023!
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The Sleep Summit Show is a new podcast that uncovers the secrets of the sleep industry.
Mark Kinsley, President and CEO of the Englander Mattress Company and founder of The FAM, hosts the show. It explores bold ideas from innovators, entrepreneurs, and thought leaders who are shaping the sleep industry.
The purpose of the Sleep Summit Show is to connect people with thought leaders, products, technology, research, ideas, and devices that aim to support people on their sleep journey.
Kinsley believes the pursuit of better sleep is a dynamic journey. People need pathways that connect them to the various aspects of sleep health so they can gain knowledge and insights, while being exposed to products that can support their pursuit of better sleep.
Sleep Summit will be that connection point that brings the sleep community together.
Listeners will hear from experts who are revolutionizing how we rest and recharge. The guests will include the CEO of Nanobionics, the President of Ergomotion, the President of Raymour and Flanigan, and many others.
Each show will also feature a Sleep Summit Quiz Question to deepen the listeners' knowledge about sleep. Plus, Kinsley will ask each guest, “Where is the strangest place you’ve ever slept?"
The Sleep Summit Show is a fun and informative resource for anyone interested in learning about the sleep industry and maximizing their sleep and performance.
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Reflect on the end of an era and bid farewell to the past while embracing the future.
Breaking up may be hard to do, but with exciting adventures ahead, it becomes a little easier.
In this farewell episode of the Dos Marcos Podcast, Kinsley and Quinn take you on a sentimental journey down memory lane. They share funny memories and reveal the reason for the move forward. Tune in to discover the future of the FAM, and rest assured, they're not going anywhere! This fast-paced episode ends just as you would expect, leaving you feeling nostalgic and hopeful for what's to come.
As Winne-the-Pooh once stated, "what a beautiful thing it is to have something beautiful to say goodbye too."
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Oprah Winfrey and Ellen Degeneres both agree - Dr. Weil and his lifestyle medicine are worth paying attention too
In this episode, Quinn and Kinsley host Dr. Andrew Weil, a renowned integrative medicine physician and author of best-selling books such as "Spontaneous Healing" and "Healthy Aging," has actively advocated for natural and alternative medicine, earning recognition from several organizations including the World Health Organization and the American College of Physicians, and Sarah Bergman, CMO and SVP of PureCare Home.
In collaboration with PureCare, Dr. Weil has developed a line of bedding products made with high-quality materials and innovative technologies such as Celliant fibers and antimicrobial silver ions. The goal of this collaboration is to provide customers with a comprehensive sleep experience that enhances their overall physical and mental well-being.
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In part one with Andrew Gross, we talked to the bedding veteran about the best business book you've never read. It's called New Lanchester Strategy. Gross introduced us to a framework for how to think about market competition. In part two, Andrew discusses how to apply the principles of warfare to gain market share. How do you operate if you're the dominant market player? Well, it's different than how you approach gaining market if you're a smaller business. Whether you're number three or number one, Andrew outlines strategies for taking bigger pieces of the pie. Here's a hint for smaller players: beat up on everyone who is smaller than you.
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Andrew Gross is a battled tested bedding veteran who held an EVP position at SSB and was a board member and SVP of marketing for Serta. During his time at Serta, the brand moved from #3 to #1 while doubling EBITDA. He and his team introduced iComfort gel-memory foam, widely considered the most successful new product in category history and ultimately a profitable $500MM+ franchise.When Andrew told us about the best business book most people haven't read—one he's used for years—we perked up. The New Lanchester Strategy introduces a framework for how to think about market competition. In this episode Andrew walks us through the three principles of Lanchester strategy and brings the topic to life with examples from the mattress business. Be sure to tune in for part two where Andrew talks about the future of the mattress business and how to apply Lanchester strategy.
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What consumers want.
The famous movie from the 90's What Women Want provides inside insights into the mind of women...and it's the same super power retailers wish to possess.
In this throwback episode from 2021, Mark Kinsley and Mark Quinn interview, Jesse Kostuhoski, Vice President of Retail Development for the Furniture and Appliance Mark in Stephens Point, Wisconsin. He is a 25+ year industry veteran, spending more than 15 years in retail stores and almost a decade with Serta. Based on his unique perspective, it’s clear he has a pulse on the consumer and what their core needs are. If you think engagement, trust and advocacy aren't the first things on a customer's mind, you may need to think again.
They also chat about hiring and the current issues with finding good help. Lack of help is a pervasive problem that is currently affecting every industry, and they discuss how hiring an employee goes beyond their skill set, but must also include a discussion on goals and dreams–both for the employee and you as their employer.
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Blast from the past!
In today's episode, we travel back to May of 2020 and relive the advice from Jon Spoelstra.
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Sumo wrestler doing a Michael Jordan dunk. That’s the cover of Jon Spoelstra’s book: Marketing Outrageously REDUX.
Dos Marcos have both read the book, used its insights, and had it on their shelves for years. It was an honor having on the show the former General Manager of the Portland Trailblazers, President of the New York Nets, and renowned author. He’s famous for using a rubber chickens in his marketing and Spoelstra has gems of wisdom to pass along to any business owner.
We talk mattress shopping and tires, how to use Jon’s 90-day theory to improve your career, and the most important question you can ask yourself in business.
Find out more about Jon and connect with him at JonSpoelstra.com.
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Posturepedic for $29.99?!
How can that be?
The start of the Sealy Wars is the topic of conversation in this Dos Marcos episode. Bob Hellyer, former EVP at Serta Simmons Bedding, rejoins Quinn and Kinsley to discuss the start of the infamous "Sealy Wars." He's discussing how it started, what went down, and who won. Plus, they discuss the man behind the battle: Ernie Wiluger, and other legends of the industry and what they taught Bob and others about the art of the mattress sale.
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Artificial intelligence is getting a facelift and it's becoming very real.
ChatGPT it's the next big thing you can't miss.
On today's episode, Kinsley and Quinn host Mike Magnuson, founder and CEO of GoodBed.com and co-host of the galaxy's second greatest mattress podcast, Mike it Up alongside Jeff Cassidy.
So what is ChatGPT? In short, ChatGPT is a large language model developed by OpenAI that uses deep learning algorithms to generate human-like responses to natural language queries. It is designed to understand and respond to a wide range of questions and tasks, and is used in a variety of applications, including virtual assistants, customer service chatbots, and language translation tools.
So how does this affect the industry? In theory, ChatGPT could be used to help consumers find the perfect mattress for their needs. For example, a mattress company could develop a chatbot that uses ChatGPT to answer customer questions about different types of mattresses, such as memory foam, innerspring, and hybrid mattresses. The chatbot could also ask customers questions about their sleep preferences, such as their preferred sleeping position, firmness level, and temperature, and use this information to recommend a mattress that would be a good fit for them.
Additionally, ChatGPT could be used to develop personalized sleep coaching programs that help consumers improve their sleep habits and get better rest. By analyzing customer data and providing tailored recommendations based on individual sleep patterns and preferences, companies in the mattress industry could use ChatGPT to differentiate themselves and offer a unique value proposition to their customers. Overall, ChatGPT has the potential to revolutionize the way that the mattress industry interacts with and serves its customers, leading to more personalized and effective solutions for better sleep.
Don't believe us? This entire post was generated by using ChatGPT. We simply inserted, "what is ChatGPT and its impact on the mattress industry" and this was the response it provided.
Dos Takeaways:
1) Learn what ChatGPT is and
2) Don't fear new and expanding technology.
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Why reinvent the wheel?
In today's episode, Quinn and Adrienne analyze some of the best and worst superbowl ads from the weekend's big game and discuss how these ads could be made over to fit the industry.
How so? Consider the classic, "is it real or is it acting" Pepsi commercial featuring Steve Martin or Ben Stiller. In the ad(s), the actors play off of the idea that sometimes they love the products they support and sometimes it's acting. In the end, they drink the Pepsi sugar-free cola and remark on how delicious it tastes and then end with "is this real or am I acting?" No one knows for certain, but the commercial creates enough intrigue that now everyone wants to actually know...does it taste like the real thing?
Consider a remake to drive foot traffic. Mattress companies tout better support, cooling features and a variety of items. Put the mattresses to the "test rest" challenge and invite them in stores to see "does it really offer support or are we just saying it does?"
Among other the top favorites?
The Farmer's Dog brand dog food stole Adrienne's heart. It had sentiment, connection and tugged at the heartstrings and 48 hours later, it's the one she remembers in vivid detail.
For Quinn, it was the homage to Breaking Bad and the Doritos addiction.
Which did they disagree on? Blue Moon.
What did you think of the commercials and which were your favorites?
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They say you learn more from your mistakes than your successes.
In the case of Christina Dyer, this has proven true.
We're back for the second part of our special two-part episode. Do you remember the vision you had when you started your job or founded your company? Do you remember the many mistakes you made? In this episode, Dyer recalls the start of Noble Adventures, the pitfalls it fell into in the beginning, and what she learned from it that has translated into helping others in the same situation.
Dos Takeaways:
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Learn common mistakes young entrepreneurs make and how, if left unchecked, can cause issues down the road.
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How principles people learn on their Noble Adventures stick with them and why they keep investing year after year, even as costs have risen and people are cutting back.
Did you miss the first episode? Be sure to catch here!
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"The true test of leadership development are the stakeholders and the people that are impacted by the leader."
How do you measure your effectiveness as a leader? Can you quantify it? Can you pinpoint upward growth?
On today's Dos Marcos Show, Kinsley and Quinn host Christina Dyer, an Executive Coach, author of the book Savvy Leadership Strategies for Women, and the Founder and President of Noble Leadership Adventures. In this episode they discuss how you measure leadership effectiveness and mobility, the importance of stakeholder involvement in the process, and common blind spots of all leaders.
DOS TAKEAWAYS:
1) Learn why repetition is the mother of learning and how to put it into practice.
2) The starting point for all individuals when it comes to developing a life-long practice of leadership that matters.
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The mattress industry is a family business!
On today's Dos Marcos episode, Kinsley and Quinn, welcome the legendary Bob Hellyer, former Executive Vice President of Serta-Simmons Bedding, to pay tribute to the late Walter Corky Hellyer, his father.
Together, they discuss growing up in the industry, how his father's legacy shaped Hellyer's work ethic, the "Sealy war" and how that changed the industry, his father's contribution to the mattress retail landscape and what Corky considered his proudest accomplishments.
Plus, they discuss the "simple formula" for success that's tried and true and has lasted for generations.
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Strategies to create billion dollar customer experiences can happen in any industry.
Picking up where last week left off, Quinn and Kinsley continue their interview with CxFormula Founder, Jason Friedman. If you missed part one, check it out here. It's an episode you (and your customers) can't afford to miss!
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Disneyland isn't the only place capable of making magical memories for its customers.
On today's episode, Kinsley and Quinn host Jason Friedman, CEO of CXFormula. Jason has a legendary track record helping brands of all shapes and sizes have unprecedented success with their customer experience. In this episode, they discuss Jason's background and how his love of theater and stagecraft translated into helping businesses transform their customer experience, how he and his partners increased Foot Locker's same-store sales by 400% and discover the experiential strategies that raised over $6 billion for the top universities in the world.
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Beducation.
It's more than a noun or a descriptor; it's a mattress method and you need to study it.
In this episode, Dos Marcos host the Beducator, Jeff Scheuer, owner of Mattress-to-Go in Shelby Township, Michigan. They discuss Jeff's infamous (and the most famous FAM article ever written), How to Discuss Price Increases with Customers, and the different types of customers Jeff regularly encounters (and you probably do to) and how to sell mattresses, sleep and wellness to them in terms they understand and want to hear.
Plus, listen to Jeff explain how he helps RSA's add value in hard to value pieces of the mattress and how you can amplify to customers to help with the sale.
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Public speaking still tops the list of things human's fear the most.
Also on the list? Dying. Venomous snakes and heights.
Not to fear because Brett Thornton is here to help you change that (or at least alleviate) fear in less than one hour.
Don't believe us? On today's episode, Brett Thornton, Vice President of Retail and VX at Avocado Green brands discusses his new book, "How to Be a Better Presenter in One Hour.
DOS Takeaways:
1) How to find your "why" on any topic, whether or not it's a subject you're passionate about.
2) Learn tactical principles you can apply today to improve your skills without reading 300 pages.
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Back for more of the good stuff!
We're recapping the best of 2022 from July to November in this episode. We reconnect with Outward Inc., John Merwin and his vertical juggernaut, discuss the notion of sleep experts and discounting versus financing strategies. It's all on today's final recap for Dos Marcos in 2022.
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From Culp Inc. to Nectar, from inflation to employee training, Dos Marcos discussed it all in 2022.In this very special two-part episode, Quinn and Kinsley highlight moments from some of the most popular episodes of 2022.
We celebrated Culp's 50th anniversary in January, the great resignation with TSI's Drew Millard in February, how the retail landscape is changing in March, common financing mistakes with experts from Koalifi in April, a nation facing inflation in May (and it continues still) and Nectar's cuts and whether their impacts were a foreshadowing of the future in June.
We packed a lot into 2022 and are so thankful you walked, listened and watched with us.
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Pulling the belt buckle tighter on marketing heading into a recession is the worst idea.
In fact, it could be the final nail in your coffin if your business is already on the struggle bus.
In this episode, Quinn and Kinsley discuss retail behavior during an economic downturn both on the part of the consumer and the retailer. According to Quinn, if everyone else has slowed down and their voice shrinks... that means there's less noise in the market...[a]nd if that slows down and you're the one powering through that, then you're breaking through less clutter than you were before."
But don't just take their word for it. Mark and Mark cite to some pretty heavy hitters (ahem, Harvard Business anyone?) who are doing market analysis.
Dos Takeaways:
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Learn how grab more marketshare in a downward economy; and
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Determine what will help you emerge as a powerhouse.
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Leggett and Platt is saving you and the consumer money by getting rid of the waste.
What part is this you may ask?
In this episode, Kinsley and Quinn are joined by Leggett and Platt's Cody Messner, Vice President of Sales, and Jason Jewett, Vice President of Product Development to discuss:
Innovation and client expectations;
How clear client communication is critical in strategic development;
Inefficiencies in mattress production and how they are helping reduce waste and excess labor costs; and
latest trends in foam development and how their products are on the cutting edge.
Plus, they provide insights for RSAs!
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"It's not about whatis next, it's about whoit's with."
On today's episode, we get an exclusive interview with Mark Quinn and his departure from the mattress retail giant, Mattress Firm.
It's an episode filled with heartfelt moments, private insights and wisdom from Quinn as he explains:
- The reason behind his leaving (don't give into the rumor mill, hear it from the man himself);
- His fantastic team at Mattress Firm and the strength of the merchandise department;
- What he means by his "empathy for gratitude";
- Why ignoring uncomfortable symptoms in your situation can lead to bigger problems;
- How to navigate unexpected career changes and business interruptions.
Plus, get insights into what he's looking for in his next company and the people he wants to work alongside.
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Snacking at nighttime is a common habit that you can help.
Millions of people every night indulge in a nighttime snack session and most often the snacks are in the less-than-healthy category of foods. In today's episode, Nightfood Founder and CEO, Sean Folkson, joins Kinsley and Quinn to discuss Nightfood - the nighttime snack that actually aids in the sleeping journey and is delicious.
Dos Topics:
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What is nightfood, why did he create it, and what does it have to do with sleep; and
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How nighttime snacking affects the sleep cycle and the role sugary foods play in overall sleep wellness
Go Deeper: Connect with Sean and see how you get Nightfood into your area!
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Asking your parents or siblings for $2,000 around the dinner table is generally a quick way to start an argument.
For Alex Kirkwood, Founder and CEO of the Kirkwood Collection, it kick started his family's investment portfolio in boutique, luxury accomdations and he's never looked back.
In today's episode, Mark Kinsley solo interviews the hotelier investor about:
- his background,
- how he selects his destinations and buildings (hint: they all have historical connections, except one),
- changing the expectations for bigger properties while maintaining the same level of exceptional service,
- why he doesn't mess with hotel restaurants, and
- the requirements for amenities within his properties (the mattress is a big one!)
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Deep discounts or finance offers with interest? Which appeals more to consumers?
Inflation is at the highest rate it has been in more than 40 years and consumers are feeling more than a pinch in their pockets. Surprising to some, including Quinn, when it comes to shoppers, consumers are more likely to purchase based on the financing options available more than the deep discounts one advertises.
In this episode, Mark Kinsley and Mark Quinn analyze the impact of inflation and how more and more shoppers are turning to credit options as their savings accounts dwindle and their budgets get tighter, and how a credit option actually connects you with a consumer more than a basic purchase with cash. Plus, they provide powerful conversation pitches to help make the sale relatable to the consumer and their life.
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Bashar Wali is a self-proclaimed hotel nerd with major FOMO.
This fear of missing out has created a habit — one that’s turned into an unofficial world record: he doesn’t stay in a hotel for more than one night.
If he’s in New York City for four nights, he’ll stay at a different property every single night.
As a hotelier and road warrior, Bashar has a unique perspective on the sleep environment and has thoughts on how hotels should be thinking about the sleep space.
“I think we as an industry are foolish because we have lost sight of the business we're in. We’re in the business of sleep. We are giving you a good night's sleep. And for my properties and for my team, we have some pillars…and sleep to me, is one of the most important pillars.
And it's the mattress, the sheets, the pillows, the alarm clock, how dark the room gets, how cool the room gets, the noise factor, the sleep button on the TV.”
Bashar is the CEO and Founder of This Assembly and Practice Hospitality.
On this episode, you’ll hear about:
- the importance of the sleep experience,
- the transition of the hotel industry's focus from fitness and sleep to overall health and wellness, and
- how to incentivize people by being remarkable (versus overwhelming them with discounts and coupons);
- Plus, Mark asks for advice from Wali that could help with the future of Dream Camp
Connect with Bashar!
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Have you heard of sleepscursions?
If not, they're exactly what they sound like: an excursion dedicated to sleep. Does it sound made up? Well, it isn't and boutique hotels are taking notice.
In this episode, Mark Kinsley and Mark Quinn discuss research related to boutique hotels: why people choose them over national chains, how important location is to their destination, and the most important, the mattress and pillow quality and what people expect from a niche hotel in terms of sleep comfort.
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Are we entitled to call ourselves sleep experts?
Do we know what that entails and if so, are we living up to it?
On today's episode, Kinsley and Quinn discuss an idea from Dream Camp in conjunction with exclusive FAM data on what contributes to a good night's sleep. They dig deep into why people may not trust an RSA when it comes to which mattress will give them the best night's sleep and how we shift the conversation and the way the industry is viewed in order to become the ultimate wellness resource.
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"Everything you do, you'll do better with a goodnight's sleep. " - Author Unknown Today's episode is long awaited. For the better part of a decade, Quinn and Kinslsey have dreamed about the concept of a sleep summit. A place where the world changers, the action takers and the best and brightest minds in the furniture, mattress and appliance industry would gather together to share ideas, brainstorm innovative and outside-the-box ideas on how to shake up the industry while vigorously pursuing the same goal: to ensure every human gets a better night's sleep.
Dream Camp 2022 was held October 3rd - 6th, 2022 in Bentonville, Arkansas. Industry veterans and newbies alike, gathered together for three intense days of learning and collaborating, and mountain biking and flying. It was said it was an event like any other that has been held before and today, Kinsley and Quinn recap the event, what's next on the horizon and what you can expect in 2023.
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Do you want to offer sustainable solutions to your customers, but don't know where to start?
On today's episode, Kinsley and Quinn sit down with Kate Caddy, Manager in Sustainability for the International Sleep Products Association and the Mattress Recycling Council, to discuss sustainability as it relates to the upcycle and recyling of old mattresses. She touches on the current legislation that has just passed in Oregon and what retailers need to be aware of on both the front and back end as it relates to mattress sales, collaboration in our industry and how to move the needle forward and the upcoming ISPA Sustainability Conference being held in Charlotte, North Carolina on November 16-17th, 2022
Plus! Listen in for your chance to win a free ticket to the conference!
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Don't be the guy who doesn't know, what he doesn't know. In partnership with Snap Finance, The FAM conducted research into the buying habits, expectations and mind of the intended buyer.
What is an "intended buyer?" It is customer in the market place who wants to buy a product or service, but isn't fully ready to commit until thorough research has been completed.
What is the "intender" looking for? Join Mark Quinn and Mark Kinsley as they breakdown the research that answers the questions of where these consumers are shopping, what are they buying and what do they expect from your retail store.
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10,000 people per day are turning 65.
This makes the baby boomer generation the largest demographic with disposable income...to the tune of 8 billion dollars.
On today's episode, Quinn and Kinsley host, Mary Van Orman, Director of Project Strategy for Dawn House, the wellness division of Ergomotion. In this episode, Orman discusses the habits and expectations of this aging generation. Gone are the days of assisted living and nursing homes. This generation is bringing the assisted care amenities into their private homes, starting with sleep products (think: adjustable bases with health monitoring features). Listen or watch as they discuss the mindset of the aging consumer, technological advancements, and ways to incorporate these products into your sales strategy.
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Quit leaving sales on the table.
On today's episode, Ed Haluska, Chief Commercial Officer for Genesis Credit joins Mark Kinsley and Mark Quinn to discuss the forgotten consumer. In the world of financing, people are segmented into different camps based on their credit scores and often times, consumers with middle tier credit scores are being denied financing options just because life happened. This is area of financing is where Genesis Credit steps in.
Listen in as Ed discusses his background, the passion and mission of Genesis Credit, how consumer behavior is changing in volatile times and how you can quit losing sales due to less than perfect credit scores.
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Brooklyn Bedding went viral before "going viral" was thing.
A one time Amazon ad turned into a 9 month phenomenon that made Brooklyn Bedding the household item to own.
On today's episode, Mark Quinn and Mark Kinsley sit down with Brooklyn Bedding CEO John Merwin and discuss the early days of his entry into the mattress industry. From his brother purchasing a Wonder Bread truck and selling items door to door to John being "strong armed" into purchasing mattress parts he didn't need in order to get the products he wanted, Merwin is the epitome of hard work and dedication. Loaded down with parts he didn't know what to do with, Merwin learned how to make his own mattresses and forged his way into the shippable mattress category.
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Who are you putting in front of your customers?
Do you really know the person who represents your company?
On today's episode, Quinn and Kinsley discuss the person of the key account representatives. The one person who could earn you (or cost you) millions. They address what a business may need in their rep and how that need may differ from what buyers want from the rep, and ultimately, how the rep can affect the downline in how the RSA can sell the product or service.
Big Takeaway: The guys discuss the ultimate character qualities and expand on a job description necessity of the Key Account Rep:
1) Understanding: Does your account representative understand exactly what the end user needs or are they just trying to peddle to anyone with a check book?
2) Humility: People want to make a genuine connection with their account representative. Those who are only talking to you in order to earn a quick buck are easy to spot and are the biggest turn off.
3) Research: Have your account representative look up a client before the meeting. This act isn't disingenuous. Researching the client before a meeting can show effort and respect before a dollar is ever earned and helps determine whether the product or service will best serve the customer.
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Picture this: a customer walks into your store needing a specific product. You don't have it, but the store down the road does.
What do you do?
If you're Nordstrom, you tell your customer to go shop for a few minutes and when they return the product awaits them on the counter. Seems like a maneuver only a major retailer could pull off, right?
Wrong.
In today's episode, Quinn and special co-host, Yo Adrienne, discuss customer service experiences that were over the top. In the Nordstrom example, we learn that the sales attendant, upon learning they were out of the product, goes down the street, purchases the bag at retail cost and then returns to have it available for his customer. Nordstrom didn't earn any profit off of the purchase, but arguably, they earned something bigger: customer loyalty.
Listen in as Quinn and Adrienne discuss small ways retailers can deliver exceptional service, that cost them and other businesses alike no money, but reap big rewards in customer experience.
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Have you seen Top Gun Maverick?
It's the much anticipated, long awaited sequel to the 1980's Top Gun; only this go round, the movie has grossed over 1 billion (with a "B") dollars to date! As Quinn and Kinsley settled in to enjoy their popcorn, they took notes on how many of the lessons from the movie apply to independent retailers.
On today's episode, they discuss:
- Your enemy knows your playbook. Know it, toss it.
- Be the guide, build the team.
- Build the team with play (e.g. play beach volleyball).
- Fly the mission and show your team it can be done.
- Stop thinking. Plan, prepare, be the best… then stop thinking.
- When you get shot down it’s not over…if you have a team that loves each other.
Listen in and let us know if you've seen the movie and if there are any nuggets of gold we missed!
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What do celebrities William Hung and Miko Hughes have in common?
They both played in the 2022 Vegas Market Celebrity Poker Tournament hosted by Ante4Autism.
The annual fundraiser, founded by Doug Krinsky in 2009, has raised over 1 million dollars to date. This year, celebrities and industry veterans alike played alongside one another to help raise almost $140,000. The winner, American Idol celebrity, William Hung (known for the infamous rendition of Ricky Martin's "She Bangs!" song from Season 3) walked away the ultimate champion of the event. Other celebrities included Miko Hughes, Jose Conseco, Dennis Haskins, Erik Seidel, and more.
Ante4Autism exists to provide needed support and resources for individuals and families affected by autism. As of 2022, 1 in 44 individuals will be diagnosed with autism. The funds raised at this year's event went to five major charities, including the national charity, Autism Speaks.
Listen or watch now to get an in-depth review on all the players, the antics and an update on Brooklyn Bedding!
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What do you do when your best friend, your business partner and podcast co-host gets a grown-up job at the largest mattress retailer? Celebrate him with a huge toast & roast in Vegas, baby!
This week, Quinn and Kinsley recap Vegas market: who is winning, what is coming down the pipeline, and what can you expect for Fall 2022 and beyond. They also discuss key topics about how to help manufacturers to win at Markets (hint: they set up questions retailers are looking to answer how you can equip the retailer to get to yes on your merchandise), and what manufacturers can provide in terms of strategies for marketing and selling those products once they hit the sales floor.
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It's not easy being on the forefront of cunning innovation and change, but Leggett and Platt are doing it with confidence and skill.
On today's episode, David Eidson, Vice President of GSG North America Sales and Paul Block, President of Sales GSG, of Leggett and Platt join Quinn and Kinsley to discuss the new XT9 machine and how L&P is navigating a glue-less world. They also touch on automation and how it impacts quality control measures, trends in machinery and (everyone's favorite topic) the labor market.
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What happens when an upscale cookware and kitchen accessories company acquires a visual transformation and technology company?
If you're Outward Inc., you become one of the premier visual storytelling companies for retailers across the globe.
Outward Inc., started in the typical Silicon Valley-esque fashion before being acquired by Williams-Sonoma and added into their portfolio of brands. On today's episode, the Co-Founder and Vice President of Development Gaurav Sethi, and Leah Kirkland, Senior Director of Sales, join Quinn and Kinsley to discuss the story and platform behind the innovation Outward brings to the marketing industry.
They discuss the Aperture Platform — what it is, how it works and how it is different than other technology on the market; inconsistencies in digital marketing; how Outward interacts with major brands; and how they are empowering brands to control their marketing destiny and achieve their dreams.
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Trent Ranburger is no longer the President and CEO of Trent Bedding.
The rumors are true. Trent Ranburger, the founder of Trent Bedding, located in Bowling Green, Kentucky, is stepping down from the business he built. And in doing so, he's showing the industry that you can still be a part of your business without working in your business.
In today's episode, Trent discusses the factors that led to his decision to transfer the reigns of the business he built from the ground up, how his initial plans changed and what's next on the horizon for him. He also imparts some golden nuggets of wisdom that only blood, sweat and entrepreneurial tears can produce.
If you missed the episode filmed in Orlando, where Trent discussed the battle with cancer his girlfriend has endured and the impact that it has had on his family, check it out here.
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Do you prefer boxed wine or boxed beds?
No, it's not a trick question because we hear both are making a comeback.
On today's episode, Quinn and Kinsley are chatting industry disruptor: Bed in a Box, or more informally, mattresses in a box. King size behemoths compressed to postage size boxes and shipped to eager consumers. They discuss:
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the benefits,
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the economics,
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how other major players are responding
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how far compression technology can go, and
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are shippable mattresses the future?
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Would you rather be laid off with severance or receive a reduced work schedule and a reduction in pay?
Most would likely choose the reduced work and pay, but is that always the smartest decision?
On today's episode, Kinsley and Quinn dissect the recent restructure (aka: headcount reduction) of Nectar and compare it to the Sequoia Capital strategy: in the face of downward trends, react hard and fast and plan to recoupe slowly. Is the Sequoia approach better for long term growth or does it signal the inevitable for which there is no return?
Plus, what does the future hold for Nectar?
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Are Mark and Mark breaking up?
No, but Mark Kinsley is co-hosting a new show and Mark Quinn isn't his trusty sidekick. In this episode, the guys chat the launch of the new FAM Marketing Show. It's a snackable, 15-minute-or-less podcast designed to give retailers and brands marketing tips and tricks they can enact right away. They discuss the concept of the show, introduce a few co-hosts that have already been on the show (some familiar faces and some new friends of the industry) and talk about what it means to give small business owners ideas that won't break the bank, but can show ROI.
Curious for more? Check out the FAM Marketing Show here.
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Today on the Dos Marcos Show, we chat with Justin Trombo, President of BedTech Midwest, about his journey from being an RSA to becoming the founder of a premier adjustable base company.
We chat about the struggles of entrepreneurship, how Justin and his consulting company are helping others build strategies and visions for their business, and how BedTech works with their partners to help retailers achieve profits on commodity items.
"The hardest thing to do in any business is add value to a commodity [item]...so how do you add value to an adjustable base? You sell it as a part of a sleep system."
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Picture this scenario: you're a successful furniture and mattress retailer with a thriving staff and you're well known in your community. Life is good.
Then you get the infamous diagnosis you weren't expecting. Cancer.
Maybe it's you, your spouse, or your child. What do you do when real life interrupts your business? Today, we sat down with Trent Ranburger, owner of Trent Bedding in Bowling Green, Kentucky, at the Furniture Today Bedding Conference to talk through this exact situation. We discuss how your worldview shifts and how you're forced to rely on the staff you built and hope you have invested in them well. We discuss how day-to-day activities change and in the days after how your focus as a business owner changes.
"People don't connect with us in the good times, they connect with us in times of adversity and challenges and when times are toughest for us. ...We can't lose sight of that."
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Inflation. It's now a household word. Whereas, pre-2020, few people knew or understood the ramifications of "supply chains." Now, it is a common response to every backlog in every industry worldwide. Add in increased gas prices, energy prices, grocery bills and now, formula shortages, and people are understanding just how much quickly rising inflation can impact their day to day lives as well.
In today's episode we discuss how to tackle inflation, while increasing your overall ticket price. We applaud the Dominos pizza tactic of re-thinking how to reward your customers in an inflationary environment, we talk about the need to over communicate the how and the why of inflation on present day purchases and we drop a foot traffic driver that's sure to turn some heads (think: the inflation negation sale).
Also, our heartfelt condolences to the family of Harry Cornell on his passing. He was a veteran of our industry and helped to shape and make it what it is today and we're forever grateful.
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Are you dying a slow death by being caught in the muddy middle?
The middle. It's the space between no one walking in and foot traffic so fast, your door never has time to lock. On today's episode, we're chatting being consistent (with a special shoutout to Nick Quinn for giving us the best example of how hard work and consistency pays off), measuring your value add and how to communicate effectively. When we teach people to value sleep, they value their sleep space and accessories more and we want to make sure your hard efforts reflect in your bottom line.
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Are you prepared for the summer slump?
You know the one we are talking about. The one where summer sales slow to a glacial pace because everyone is spending money on vacations, summer activities, and not on their home or their sleep. In this episode, we are tackling the slump head on, and challenging you to do things you have never done before. We're pulling ideas out of the Amazon bestseller Come Back to Bed (authored by yours truly) and discussing why the summer slumps happen and problems in our industry that perpetuate this cycle (hint: if our products and services are not adding value in people's lives, they won't view sleep as a priority). We are shaking up summer 2022, and making it the year of new adventures and new experiences for our customers!
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Do you know how to tap into the buying power of the bride? If you don't, this is the season to learn.
It has been said that 2022 will see more weddings than have been held in a single year since 1984!
Why? Covid19. Weddings have been on hold for the past two years and bank accounts have been stacking up. Now with an endemic in site, people are making good on their long-overdue weddings and the mattress industry should get in on the action.
The average wedding hosts around 200 guests. If furniture and mattress retailers could get 1 person from each wedding to make a mattress purchase for the bride and groom, it would total over $1 billion in revenue.
This begs the question: how should you position a mattress at the top of a registry list?
1) Wedding Expos. Get in on the action. Be in the place where the people are. Along with DJs, wedding bakers, and florists, book a spot at your local wedding expo and set up a mattress on display.
2) Market To Parents. Parents are likely the largest gift-givers at a wedding, and what's usually at the top of their want list? Grandchildren. Create a promo that says "if your son/daughter gives you a grandchild within the year, the mattress is free."
3) Create A Wedding Expo in Your Store! Use the space to your advantage! Invite people into your space and allow shoppers to create registries on site.
Curious about more ideas? Listen or watch to learn more.
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Does the interior of your home affect your health? For better or for worse?
Today on the Dos Marcos show, we are joined by Mike Peterson, President of Visionary Design Marketing and Linda Kafka, Co-Founder of Livable Environment, who are the founders behind the Science in Design summit happening in ten locations across the United States starting on April 21st, 2022.
In this episode we're discussing how our industry is the curators and creators of "aesthetic experiences" and how the interior of our home has scientifically been proven to affect our overall wellness. We cover:
How nature affects are overall well being;
Physical health benefits of good interior design and how interior designers play a vital role;
a scientific partnership study conducted by Google and John Hopkins University; and
Biophilia and Neuroaesthetics.
Want to attend the Science in Design Summit closest to you? Check out the exclusive seminar tour dates and locations here.
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Today's episode of the Dos Marcos Podcast is a special one highlighting the service of Mark Quinn in the mattress industry. The now-former Vice President of Sherwood Bedding has been hired as the new Vice President of Merchandising for Mattress Firm.
In this episode, we discuss Quinn's history in the industry, pay homage to his achievements, and talk about the transition from private brands to a national brand. We also head-on address the elephant in the room of going in-house to a major player in the industry.
What does this mean for this show, The FAM, and the international support generated by the galaxy's greatest mattress podcasters? Simply, The FAM is getting a whole lot bigger, and the depth of knowledge we all gain by having a friend on the inside is even deeper.
Join us for this very special episode and help us congratulate Quinn on his new role and wish him success in this endeavor!
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He's bringing sexy back....financial sexiness that is.
This week, Dos Marcos hosts Vice President of Sales for Koalafi (pronounced like "qualify"), Craig Leffew. A company set on delivering simple financing options that are not only innovating, Koalaif is striving to offer a stress free financing option for both the retailer and the consumer.
In this episode, they discuss the origin of the Koalifi name and how spelling (it's the most epic dad joke that lives on), their "never say no" motto and how every customer who wants furniture, should be able to get furniture; the biggest mistakes retailers make (hint: offering too many options and not discussing financing early and often throughout a transaction) and the footprint they are leaving in the industry.
Plus, if you want to see what all the interest is about, visit Koalafi at the following link and they are going to give you $50 to keep just for taking a meeting. They value your time and are willing to pay you for it!
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When you walk into a store to buy a mattress or a piece of furniture, who is ultimately the one in charge?
Is it the store owner? The consumer? Would it shock you to know it could be the manufacturer?
As the supply chain issues continue to cause disruption in the pipeline, and as we see spending start to slow down as the world shifts from a pandemic to an endemic state, the roles of consumerism may shift as well. In this episode, we strategize how this affects you and your business, and how can you be sure you are getting quality service from your suppliers that you can pass on to your customer. Also, we touch on how the ecosystem varies between furniture and mattress industries, and we consider what role does a brand play in price negotiations when it comes to suppliers and in developing a customer base.
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ISPA is over, and now the real work begins. Manufacturers are busy fulfilling orders, retailers are busy finalizing their spring and fall offerings and people are eagerly looking ahead to what the seasons bring. As we close out this year's #ISPAEXPO, we wanted to bring you a "sounds of ISPA" episode. If you weren't able to attend, we're bringing the ISPA to you. It's an abbreviated combination of some stellar elevator pitches and additional insights into some of the industry's most exceptional products being offered. We hope you enjoy it and look forward to seeing you at next year's ISPA Expo!
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What happened at ISPA Expo? Ask the Marks! It's been four years since mattress industry nerds and execs alike convened together in person and they made the most of it. Quinn and Kinsley went live from Orlando, Florida and covered everything you are curious about. From foot traffic and exceptional products to trends in foam, fabric and technology, they covered it all in real time on today's recap!
Special Thanks to our friends at
Hickory
Atlanta Attachment
Culp
Harrison Spinks
Juna
Talalay Global
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Do you know your chronotype? Do you even know what a chronotype is?
On today's episode, we chat with The Retail Doctor himself, Dr. Michael Breus. We connect on:
- What are chronotypes and how they work (hint: they're genetic and cannot be changed);
- How to be transformative as an RSA;
- Answer the question on whether melatonin is good for you and your kids; and
- Discuss the benefits of CBD and address what is CBN and how it affects you.
Whether he is providing advice to celebrities or retail workers, this episode has something for everyone and you can't afford to miss it.
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If we were making recommendation for must see booths are ISPA, Culp's showroom is at the top of our list.
On today's episode, we sat down with Holly Fulton, Brand Awareness Manager, and Christina Pennant, Creative Director for Culp Industries--the largest fabric mill in North America--and discussed their strategy for brand awareness and their cutting edge customer experience. Starting with their thread-to-cover collection, Culp is offering an innovative design process that provides efficiency, sustainability and intentionality for their end user. From instant changes in fabric texture, color and pattern, designers will have the ability to completely customize their unique mattresses on the spot and get real time quotes and estimates. And that's just one element of the ISPA offering from Culp!
Listen or watch today's episode and make plans to visit Culp at 2723!
Did you miss our earlier episode with Culp? Check it out here!
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How do we fix the great resignation?
It's the question major corporations everywhere are frantically trying to answer. One company at the top of their HR game is Tempur-Sealy International (TSI). In this episode, we chat with the Vice President of Human Resources, Drew Millar, about the mind shift in the workforce, what companies should be doing differently (hint: it's not always compensation!) and the work being done at TSI to reframe how employees view the role of HR.
Millar is a labor and employment attorney-turned-HR professional who's shifting the corporate landscape one great employee at a time. Watch or listen for tangible insights from a top industry insider!
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Is retail your passion or was it an accidental career you fell into?
Whether you set out on your career path to be in retail or it was something you did as a filler and it has consumed a decade of your life, Amazon best-selling author Ron Thurston is setting out on a roadshow across America to tell the stories of those of you in the trenches.
With a background that spans more than two decades in retail, Thurston is anxious to hear the journeys of individuals on the front lines. From his conversations and analysis, people are rarely in retail for the products they sell. Rather, it's because of community, customers, and generational family ties.
Join Thurston as he hitches his airstream up to his F250 and travels across the U.S. sharing gratitude, listening, and giving your voice and story to a worldwide audience.
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When Bradley Siepp launched Lifeloom, people thought his sheets were a beauty product, not a medical device.
On his debut podcast, Lifeloom's CEO and Co-Founder of Lifeloom joins Dos Marcos to get "between the sheets" and discuss the FDA-approved product. They cover the backstory of Lifeloom; who they are (a former boy band dancer and sandwich connoisseur) and what Lifeloom is (a dermatherapy company providing sleep products).
They also discuss:
How they achieved medical greatness through the FDA
The wicking nature of the sheets
The science behind their sheets, and how they really do provide the coolest temperature
How these sheets can help drive foot traffic to your store
Listen or watch this episode to find out how you can get your own free Lifeloom pillowcase!
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"Problems own sleep." If you can diagnose and address your customer's sleep issues, you can solve their sleep problems.
Enter events such as the Vegas Market which exist to put on full display every retailer and manufacturer's products to help you meet your customer's sleep needs. In today's episode, we discuss foot traffic at market and address who seemed to fair well. In assessing those who did exceptional, four characteristics were noted:
1) They vendors gave a reason for their presence;
2) They built value in the shopper's experience;
3) Many used the HATCH method; and
4) Most were having fun and got creative in their approach.
We also discussed special additions to Vegas Market, specifically focusing on Englander's new line of products in Lifeloom. What is Lifeloom? It's a Dermatherapy company who has produced the first FDA cleared frictionless sleep system. What is a "frictionless sleep system?" You'll have to listen to find out!
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Imagine if your trash only got picked up monthly, instead of weekly. How differently would you view how you contribute to the world's overall waste?
In today's episode, we chat with ISPA President Ryan Trainer and CEO of Pleasant Mattress Rion Morgenstern about their predictions for the industry, shifts in the sustainability mentality, legislation, and implementation for the Sleep Product Sustainability Program (SP2), and its partnership with the Mattress Research Council (MRC). Plus, we discuss economic incentives to recycling and how the process of sustainability begins much earlier in the life of a mattress—recycling doesn't just occur once the mattress is used and old!
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You've heard of Build-A-Bear, but have you heard of the Fill Station? If you haven't, we liken it to the build-a-bear experience, but for mattress stores. Founder and CEO of Fill Station, Arthur Watkins has created an in-store attraction wherein you can customize your pillow from start to finish. Select your foam, your density, and any other material to pillow perfection.
On today's episode, we discuss the cultish obsession people have to their pillow, the draw of a customized pillow, and how personalized pillows can not only attract potential customers, but assist in elevating the sale. Bring the customer in for the pillow and sell them a mattress, too!
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Physical retail space is coming back, and it’s coming back with a vengeance.
It is no secret that digital upended how brick-and-mortar retailers conduct business. Yet, as time goes on, retail is beginning to uncover that to maximize your business—to grow and expand profitably—there has to be a space for both the physical and digital in your long-term strategy.
In this week’s episode, we chat with Vice President for Collier’s Furniture Industry Real Estate Group, Ben Haverty, on how physical retail space is necessary for continued business growth. We:
- Touch on his family history and his ties to the industry (his great grandfather started Haverty’s Furniture over 130 years ago!)
- Discuss how mega box stores such as Macy’s, Target and Bloomingdales are still expanding their physical footprint in the digital age, albeit in smaller formats
- Highlight how Nebraska Furniture Mart is making waves in our industry by becoming a real estate mogul
- Answer questions you should be asking of any landlord during a contract negotiation
- Confront the biggest mistakes retailers and entrepreneurs make when looking to expand their business.
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Robert George Culp Jr.'s nickname was “Bullet,” but he wasn’t a gun slinger. He earned his nickname after helping establish Culp Inc. as the best in the business for providing top shelf upholstery fabric with the shortest turnaround time. Speed was his goal, and quality and service was his game. In this episode, we sat down with current Culp CEO Robert George Culp IV, also known as "Iv" to the rest of the world, and Jeff Veach, Vice President of Sales and Marketing for Culp, to discuss the secret sauce that has turned the company into an industry powerhouse.
Perhaps it is the pride they take in being a family company. Started by Iv's grandfather, Bullet, and pioneered by Robert George Culp III, his father, Culp is a fourth generation family business that has grown to include international family tree branches.
Or, maybe it is the fact that Culp has proven to be one of the most agile and adaptable companies in the industry. From starting as an upholstery fabric distributor in the 1970's to their pivots in manufacturing, exporting and now a purveyor of fine fabrics, this company has shown that its ability to make strategic decisions to stay relevant sets them apart.
Whatever the perfect combination, Culp seems to have mastered it. Listen or watch as we discuss these topics, the company culture and the company's plans for future growth!
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What a year, what a year.
We finish off the best of Dos Marcos for 2021 in this second episode of the two-part series. We recap Dr. V of Miskelly furniture's infamous, "training as a reward" approach and how he got employees to come in on their day off. We also went back to our interview with Jevon McCormick (who you may remember as the son of a pimp and a orphan) and his life-changing story on how if you can see your goal, you can achieve it. We touched on the importance of roadshows and how vital they can be to building your brand and discussed whether buying groups or the Vegas market are worth the continued investment. Finally, we round out this year by discussing innovation and how we can use it to meet consumer needs—though it is useless if we aren't using the data to improve our products—and how outsiders coming into the industry need to make sure not to make these fatal mistakes.
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The last two weeks of 2021 have arrived and there is no better way to end the year than to pay homage to some of the amazing industry leaders and professionals who joined us on the Dos Marcos Show. In the debut episode of the best of Dos Marcos, we bring back six nuggets of wisdom we felt were worth repeating as we ponder the lessons learned from the past year. We discussed how to action plan during uncertain times, we learned how to find and retain talent, which has become of essential importance during the national labor shortages that will continue into 2022. We discussed how changing is not a necessary component of business because surviving is not mandatory. We hosted industry powerhouses Mike Whitaker, Former President of Sleep Train Hernani Alves, and Ashley Homestore and Furniture Land executive Justin Barnes and pay our respects to men like Eric Garcia in Costa Rica who showed us what true customer service looks like.
Join us as we travel down memory lane!
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Shipping delays are nothing new in 2021 and unfortunately, the supply chain issues are likely to bleed over into 2022.
With the world trying to return to normal, some may ask why? What is causing the back-up?
The short answer is there isn't just one answer. Multiple, individual issues compound upon one another to affect the supply chain. Take for example a little known law known as The Jones Act. Enacted in the 1920's, the maritime law lays out some pretty specific requirements for shipping within the United States. Add in the higher cost associated with these requirements and you've got U.S. businesses searching abroad for cheaper shipping options. Yet, going abroad adds time into the shipping process, and even if it is cheaper, there's still the lingering pandemic issue which individual countries are trying to control--some with very lengthy quarantine rules.
In today's episode, we highlight some of the Audio Stories recently produced over at FAM.news that are likely to affect your holiday shopping.
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Perhaps the biggest industry news hitting mattress newsstands this past week was Casper being acquired by a private company for a fraction of their IPO price. Weighing this move against other shifts in companies such as Purple and Nectar, it got us to thinking—are these digital disruptors of the industry missing the mark?
The value of a fresh set of eyes and diversity in any industry cannot be underscored enough. Companies will always be better off having new ideas at the table, and often those new perspectives come from individuals with varied backgrounds. Yet, even as valuable as a diversity of thought is, insider wisdom cannot and should not be dismissed—especially within the mattress industry.
In today's episode, we discuss these "digital disruptors," what are they doing well to shake up the norm, who is succeeding, and which traditional brick-and-mortar brands are taking a hybrid approach between physical and digital. Plus, we consider what the secret ingredient may be that many companies are missing.
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Empower local leaders. Empower families. Those two key concepts are the driving force behind Help One Now, a non-profit organization working in developing countries to help end extreme poverty. The mission is simple: if you empower families through education and entrepreneurship, you can change the world.
So how does this apply to your retail business? In this episode, we chat with Chris Marlow, CEO of Help One Now, and show how you can apply the same principles of hyper-focus on being a neighbor in your own community and providing solutions to unique problems faced in your area.
Plus, don't miss the end where we surprise Chris and offer a way for you to be involved!
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The price of wood, steel and other raw materials skyrocketed in the midst of the pandemic. And while some prices are returning to a normal range, many predict we will never see pre-pandemic pricing.
Yet, what about shortages of raw materials? Will foam and other mattress assembly pieces ever return and be consistently in stock? We chat with Michael Faus, Senior Vice President at the Carpenter Company—also known as the world's largest producer flexible polyurethane foam, processed polyester fiber and comfort cushioning products—and discuss 2022 predictions and how companies can stay supplied.
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The FAM is growing in a big way.
The legend, Ray Allegrezza, is joining The FAM to lead our coverage of the furniture category! Say hello to our new Editor at Large.
This also means the FAM's name is evolving to:
Furniture
And
Mattress
For more than 20 years Ray was the Editor-in-Chief for Furniture Today. While he joins The FAM as Editor at Large, Ray will continue in his role as the Executive Director for the International Home Furnishing Representatives Association.
We are so excited Ray is bringing his wisdom, enthusiasm, and expertise to our young and vibrant FAM.
In this episode, we discuss our expansion into furniture and give you a sneak peek into Ray's first (huge) interview. Plus, find out what Ray has observed in our industry and hear his predictions for the future.
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“Don’t get lost in what it is that you sell, as opposed to the solution that you have to offer.”
These are the words from Tom Murray, Executive Vice President and Chief Marketing Officer for Tempur Sealy, Inc. (TSI).
In this show, Murray discusses how to grow your retail mattress businesses and what distinguishes the bedding category from so many other industries.
Murray started out in technology with ADT and TomTom before transitioning to TSI in 2018.
Being an outsider in the industry gives him a unique perspective when it comes to customer optics and retail strategy.
In this episode we discuss:
- Building the TSI brand
- The importance of continuing education and focusing on the power of sleep
- Tracking, technology, and driving the category forward
- How to make a meaningful difference
- Consumer education and how mattresses can deliver a better night's sleep
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Supply shortages are not the biggest issue facing retail sales associates. Yes, supply chain problems are affecting RSAs.
But a big issue that leaders are only whispering about is the inner-conflict RSAs face. They’re not confident pushing a $799 mattress that now needs to sell for $999 due to price increases.
In this episode, we discuss 5 strategies you can use to help RSAs adjust to the new reality.
1) Read Jeff Scheuer’s article “How to Explain Price Increases to Mattress Customers“
2) Be on the lookout for product innovations.
3) Hold training meetings to discuss these price changes and what to do in the selling process.
4) Help your team understand how to build value in the products you sell.
5) Apply the Scrabble Technique.
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If we asked you the top three things consumers want out of their retailer, what would your answer be?
We're betting engagement, trust and advocacy aren't what immediately came to mind, but they should be.
In this episode, we're joined by Jesse Kostuhoski, Vice President of Retail Development for the Furniture and Appliance Mart in Stephens Point, Wisconsin. He is a 25 year + industry veteran, including spending more than 15 years in retail stores and almost a decade with Serta. Based on his unique perspective, it is clear he has a pulse on the consumer and what their core needs are.
We also chat hiring and the current issues with finding good help. Lack of help is a pervasive problem that is currently affecting every industry and we discuss how hiring an employee goes beyond their skillset, but must also include a discussion on goals and dreams--both for the employee and you as their employer.
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Understanding the heart of your consumer seems like an easy task, yet, truly connecting with the hearts and minds of your customers can be a mental game.
Right now people in all walks and seasons of life are exhausted. They are frustrated by the ongoing pandemic and the constant political barrages associated therewith. People are aching for a sense of normalcy and anxious by the thought that "normal" may never really return.
So how do we, as an industry, fit in and meet people right where they are? How do we turn the necessary task of shopping for a mattress or picking out a piece of furniture into an experience of comfort and joy this season? In this episode, we discuss the state of the consumer and how investing in the emotional connection can do good for the soul and for the bottom line.
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Is cryptocurrency the money of the future?
Not likely. However, just because it isn't set to take over the as the official dinero of financial transactions doesn't mean you shouldn't pay attention to its influence. For those unaware, cryptocurrency, also known as bitcoin, is a digital currency--used my blockchain technology-- that can be used to pay for online goods and services. And now, in some parts of the country, it may be available for use to pay for mattresses at your local furniture store. Listen in as we visit with the superhero of sleep, Andrew Schlesser, and discuss how he sees crypto being used well and poorly in the industry.
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They're two of the most visible mattress brands in the bedding business, but their approaches are different. In this episode, the guys from GoodBed.com joined Dos Marcos to talk about how Casper and Purple are approaching the market.
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Put yourself in front of the judges on the hit ABC show, Shark Tank. Mr. Wonderful, also known as Kevin O'Leary, offers you the million dollar investment you are asking for if you can answer the following question: "What is the #1 skill needed to be successful in mattress sales?"
Do you know the answer? If you don't, listen in and learn how his perspective changed over the last year and how this skill may be easily learned, but it can take a lifetime to master.
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Purpose. Training. Fun. Those are the secret ingredients that make the Miskelly's culture so successful. In this episode, we recap Quinn's visit to Miskelly's Furniture--discussing how they rolled out the red carpet for his arrival and then discussing how our name ended up in lights. We also overview the secret ingredients to their culture and how you can implement them little by little and create a lasting impact for both your employees and your customers.
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Happy Labor Day to our fellow mattress mates! Today, we rounded up several of our favorite Audio Stories recorded over on our parent company, The FAM. Do you know what an Audio Story is? Audio Stories are the first of its kind. Over at The FAM we say that you can listen you every story because reading is optional. Every written piece of content has an audio component for you to listen in. Don't like reading? We've got you covered. Find us wherever you get your podcasts. Prefer to read? No problem! All articles are available and viewable from any electronic device.
Listen in on some of our favorite Audio Stories
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It has been a whirlwind between Primetime by Nationwide Marketing Group and Vegas Market; and those are just the two we chose to attend. Simultaneous to Vegas Market, several buying group shows were also held and with the combination of the pandemic slowing down foot traffic and the uptick in trends of consumers buying more and more online without ever test driving furniture and appliances in store, it made us question: are market shows becoming a thing of the past? In this episode, we recap our travels, discuss takeaways from Vegas Market, assess how the rise in the Delta varient may have played a role in attendance and, best of all, discuss our exclusive consumer research from over 2000 participants and how you can get the information.
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The industry is changing and in many ways for the better; for many, the changes are a welcome relief. In other ways, new challenges have arisen. The most predominant challenge is the shopping habits and patterns of the consumer and their view of purchasing major investment pieces--like mattresses--online. In this episode, we are sharing insights on consumer data and our exclusive research. We are weighing in on:
- What channels people are purchasing mattresses from;
- What percentage of people no longer feel the need to test their mattress before buying;
- What price points people are comfortable buying online.
We explore all of this and future research to be revealed. If you want first dibs on the information, make sure you're subscribed over at The FAM (or just click that hyperlink) or text us your name and email to 843-627-2672!
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What's your marketing budget for the year? Thousands? Tens or hundreds of thousands? Perhaps even millions? What if Nectar could double your foot traffic? Would you convert some of your ad spend dollars to them on the assurance of higher sales? Many would say yes, but how would it work? In this episode, we're chatting the Nectar strategy on investing in brands and relationship development and how retailers are benefitting from the marketing shake-up.
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What does the Englander mattress line expansion, mask mandates and summer market all have in common? For one, they are all happening in Las Vegas at the summer market, August 22nd-26th. We chat three big topics on this episode, starting with the 14 new mattresses Englander is adding to their line-up that will be available and on display in-person at the Vegas Market in showroom C-1596. We also discuss everyone's favorite varient and how summer events, such as Nationwide's Primetime and Vegas Market, are going to be affected. Plus, listen in to the story where Quinn coins the term "puke and rally" and applies it to everyday life.
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Do you get a good night's sleep? Would you know it if you didn't?
Recently, Mattress Firm hit the road with its newest "unjunk your sleep" campaign, designed to target consumers and fit them with them with their perfect mattress. This week, we're dissecting the campaign, discussing its intent, questioning what inhibits consumers from finding a mattress that best suits their personal needs, and identifying thoughts from those outside the industry.
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What happens when you are young, newly married and get laid off the day before Thanksgiving? If you’re Ron Gonzales, you create a five store furniture and mattress franchise known as Christian’s Mattress Xpress.
It wasn’t easy and success most certainly didn’t come overnight, but little by little—beginning with wholesale liquidated furniture and then turning to unfinished wood furniture, Ron built a business that caught the attention of heavy hitters, one of whom was Dale Carlsen of Sleep Train.
Listen or watch as we discuss the infancy of developing a business, how to create strategy, and learning from the best on training and development.
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Do you ever wish you could crawl into the minds of your customer to find out exactly what they're thinking? Of course you do! Who in retail doesn't? Today, we're bringing you a teaser into the exclusive research conducted by Dos Marcos and The FAM about the consumer shopping journey--what customers are thinking, what they want, how they want to spend their money and much, much more. Listen in and text us your questions to 843-627-2672!
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Can you tell the difference between a real photograph and one that has been digitally created? From augmented reality to virtual reality versus actual reality, everything is becoming so lifelike it's hard to decipher between what is real and what is art. For Preet Singh, founder of Live Furnish, he's using updated technology to bring state-of-the-art backgrounds to life for retailers and manufacturers. Live Furnish is a photography automation platform that provides realistic backgrounds for retailers and manufacturers to place their products on and use as marketing assets without the hassle of actually staging the product. Join us as we chat through how this company is changing the marketing game and helping partners on both ends reach better results!
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Winners win by how they handle the transitions. Whether it is a sporting event, business or life circumstance, how you handle the transition determines everything about the outcome. On this episode, we chat with Xsensor COO Bruce Malkinson about winning during the transitions. Winning isn't just luck and chance; it requires strategy, planning and persistence and the right tools can equip you in each area. Listen in as we chat about his wins and losses and how Xsensor is helping change the game.
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He's the current President and CEO of Scribe Media, a multimillion dollar company, but he was successful long before his current role. To meet Jevon McCormick today, you'd never know about his dire beginnings. Jevon is the son of a pimp and an orphan who was his father's prostitute. He's been in and out of the juvenile justice system and experienced just about every horrible thing you can imagine--from abuse as a child to losing millions of dollars in the stock market. Nevertheless, he persisted. Check out today's episode and discover how life circumstances are all just a matter of perspective.
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He's a sought after mattress celebrity, but we managed to get a few moments with the infamous Dr. V, otherwise known as Alan Vonder Haar of Miskelly Furniture. Dr. V is the current Director of Bedding and we chat all things strategy--from identifying areas of opportunity for sales associates even during their best sale months to making trainings into a rewards program people actually want to attend--even on their day off!
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What do milking cows, Sleep Train and accountability have in common? Hernani Alves. In this episode, we chat with the former President of Sleep Train and current CEO of Balanced IQ Leadership, Hernani Alves and discuss the difference between managers and leaders and how being held accountable by others is a form of love.
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We're chatting baseball, marketing and....vaccinations? Yes. The big question on today's episode is whether or not you should consider using vaccinations as a part of your marketing strategy. Will it help or hurt? What do your employees think and feel? Each side has strong feelings and in a retail environment, it can be hard to navigate. Listen in as we discuss those who have implemented vaccinations into their marketing strategies and how vaccinations are also changing the workforce landscape.
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It finally happened, and no, we're not talking about the long awaited Friends reunion show. It's the one where we returned live and in-person to a Nationwide roadshow event. We started off the 4-part series in Dallas, Texas and at this stop Mark Quinn and special guest co-host, Mike Whitaker, were joined by Nationwide President and Chief Member advocate, Tom Hickman, to talk about being back in the game, how Nationwide is supporting its members, and collectively, what the industry is experiencing together post-pandemic life.
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Right now the United States is seeing unprecedented employment rates. Everyone is struggling to not only find talent willing to work, but also talent that it more than a warm body filling the position. Does this resonate with you? In this episode we discuss finding the right people to hire and how to retain them to be an asset for your business for years to come.
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Will your business survive in a post pandemic environment? Join us as we host special guest and temporary Dos Marcos co-host Mike Whitaker of Nationwide as we chat about the coming in-person roadshow and the Primetime event where Quinn is going to ask us: "Are you okay?" Plus, listen for the super-secret discount code only Dos Marcos listeners are eligible to use.
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A headband for your bed. That is the idea of Better Bedder. You place the band around your mattress and then tuck your sheets in it and never worry about your sheets coming off or untucked from your bed again. Join us today as we chat with bed accessory creators Judy Schott and Nita Gassen about their innovative product that captured the attention of Lori Greiner on Shark Tank and is quickly becoming a sleep ecosystem necessity.
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There's a dirty little secret in the mattress industry and we expose this fiberglass and chemical-filled comfort killer with the help of Tietex's President and COO, Wade Wallace, a self-proclaimed textiles geek.
We dig into details behind a mattress component that doesn't get a lot of attention...that is until a mom removes a zipper cover and her kid ends up getting stung by brittle fiberglass flecks wedging their way into her baby's skin.
FR Socks (Fire Retardant)
The culprit is FR socks, those fire retardant sleeves that assist in making sure mattresses pass burn tests. It turns out that adding fiberglass and chemicals are the easy ways to fade those flames and pass the burn tests, but the majority of FR socks are packed with junk you probably don't want to be nested next to your skin for eight hours a night.
Then there's the comfort factor.
And this is where the story starts and one of the reasons Wade and his team created SmartCap, the world's first fiberglass and chemical-free FR cap.
Comfort Cap
SmartCap features uniquely engineered stretch that is gentle, comfortable, and omnidirectional. What does this mean? All that work that went into making a mattress comfortable isn't sabotaged by a rigid, fiberglass-filled FR sock.
SmartCap is comfortable, fiberglass-free, chemical-free, durable, and much easier to install because it's a cap, not a sock. One person can install a SmartCap in thirty seconds, where a traditional FR sock takes two people nearly two minutes. Watch this video to see for yourself.
Thanks to Wade Wallace for being on the show. Click here to check out more about Tietex's innovative SmartCap product.
About Tietex
Tietex is the world’s largest global producer of a diverse range of stitchbonded and non-woven fabrics, and they do a huge amount of business in the mattress industry.
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The retail world is changing, are you keeping up? We know coming up with innovative ways to keep your business relevant and moving forward can be difficult. That's why this week we're chatting through the infamous HATCH method to help you stay ahead.
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Sure, Amazon is going to offer a service where assemblers come into your home to put together furniture you bought online. But the e-commerce juggernaut is known for creating platforms that take cost centers and turn them into profit drivers. What does that mean for furniture and mattress retailers? Listen up and learn how to compete.
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Mark Quinn sits down with Mark Chase to talk all-things Sherwood, including the company's approach to re-thinking private label programs.
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We're going to Vegas baby! That used to be a war-cry for an energy-filled bedding business crowd that was ready to tackle market, make mattress deals, and catch up with friends old and new.
What was it actually like in Las Vegas as the mattress industry returned for the first in-person market since the pandemic struck? Mark Quinn was there and has the inside scoop.
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He can predict sleep problems and he wears a mattress superhero costume--do you have someone who can top that? On this episode we get to know Andrew "Mattman" Schlesser, the world's most super human retail manager. We discuss retail education, sleep spindles, the Mattman podcast and the doorcounts dance we're challenging everyone to do.
Links Mentioned In the Show:
Mattman Podcast Series
Doorcounts Dance
Go Giver Series
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When a customer talks about a brand or a specific store, their good encounter typically involves the sales person with whom they interacted. Thus, why wouldn't you invest in your most valuable asset--your people? This week we tackle salespeople and the importance of them developing their own personal brands and the value this provides back to you as a business and brand owner.
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We've launched the new FAM.news website. The industry's FIRST audio everywhere media hub. We know new things can be scary, so today we give you a sneak peak inside what you can expect from the Audio Stories with The FAM.
Check it out at http://www.fam.news
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Is implementing change in your business optional? Sure it is. As long as you understand that ensuring your business survives isn't mandatory. Listen in as Nationwide's Mike Whitaker talks about changes unfolding in the furniture and mattress industry.
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It's time to do away with Daylight Saving Time. Any time the clock kicks us forward or back an hour, people die. Car accidents increase, heart attacks start attacking, students suffer, and people feel like junk. Even though we need to rally around a permanent clock, time changes do create an opportunity to have a conversation with your customers. Check out this audio story on fam.news for more about the history of daylight saving time.
Okay, now for some good news...
In this episode, we feature the musical stylings of Charlie DeCarlo. Be sure to check out his music on Spotify. Charlie's a super talented singer, songwriter, and musician who happens to be one of us! He's in the bedding business. Thanks to Charlie for sending us his tunes and letting us share his amazing work with the Dos Marcos galaxy.
One more thing...want to get Dos Marcos' #1 Amazon Bestselling book for FREE? Listen to this episode and find out how.
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It's here. The long awaited, much anticipated 200th episode of the Dos Marcos show. True to our character, we hold nothing back and even invited a few special guests from outside the industry, but who are personal fans of the show. Listen in as we toast DOS tequila shots to the journey thus far of the Dos Marcos podcast and go into detail about our new home: FAM.news. FAM.news--for all things mattress-- is the first ever, all audio platform that delivers news, relevant articles about the furniture and mattress industry, has an entire section reserved for sleep education, and is the host home of four different podcasts. Unique to the FAM is each article, news story, and sleep education piece will be an audio version of the article read aloud for you to listen to wherever you get your podcasts.
We're excited and hope you join us as a part of the FAM.
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Time travel happened. We can prove it. Imagine you went to bed one night in 2021 and the next morning you'd awoken in the year 2031? What would be different? How far would technology, society, and general civilization have advanced?
In 2020, we saw a glimpse of that kind of advancement for retail. In March 2020 we went to bed and in an industry where 16% of transactions occurred in e-commerce. In May 2020, that percentage had risen to over 27%. Since 2009, retail e-commerce has risen 1% per year and in 2 months, we saw a decade of growth. Retail e-commerce quite literally jumped ten years into the future. What was generally accepted business practices in March were antiquated, outdated and overall useless by June. E-commerce catapulted a decade into the future and we're still playing catch-up. How have you faired? Check out this week's episode and as we deep dive into our to stay relevant and how to gut check whether you're falling behind.
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Justin Barnes is the Vice President of FurnitureLand and Ashley Homestores headquartered in Delmar, Delaware. He's an effervescent combination of purpose, energy, and vision who leads with a servant's heart.
In this dynamic episode, we talk about creating a culture of ownership, making the mattress department your office, and why you shouldn't train salespeople until they get it right—you should train them until they can't get it wrong.
Get your notepad handy because Justin drops gem after gem of wisdom and ideas.
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Have you ever wondered about the man who is responsible for Mark Quinn? Wonder no more. Today, we host the man, the myth and the legend that is Mr. Nick Quinn. We chatted about the early days of Montgomery Ward, the inception of the concept of the value zone and competing with Sam's Club and how small retailers can play in the big leagues with the major players, even in a digital environment. You'll hear funny stories about Mark, but more so, you'll gain insights and pearls of wisdom provided by an industry veteran.
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It's prediction season! A listener reached out and asked, "Hey, when is Dos Marcos doing their famous predictions episode?" Here it is, in all its glory.
1) Be prepared for continued supply chain issues and watch growth of verticalization in industry. As orders go unfulfilled and manufacturing times take longer and longer to complete, we predict many brands and companies will begin internally taking steps to make their own raw materials.
2) Consolidation. We predict the big guys are going to keep getting bigger using the leverage they have to takeover larger shares of the market in everything from the supplies to small business retailers.
3) D2C (Direct-to-Consumer) Brands will continue to expand.
4) Sleep behaviors and patterns will continue to evolve and sleep expertise will be sought after education.
5) Dos Marcos FAM is getting a whole lot bigger.
6) The consumer journey will continue to get much more intimate. From texting your customers for marketing to invoicing them for payment via text or social media, retail will continue to get more familial.
7) Data is going to continue in its surge to become a kingmaker. In 2021, you must take your data and translate it into accelerating your business forward.
8) Disinformation will continue to expand. We are losing the ability to distinguish between truth and lies and if we can't distinguish fact from fiction, we will continue to erode as a society.
9) B.A.P. = Big Ass Parties. We have been cooped up, isolated and social distanced for longer than our hearts or minds were meant to handle. Prepare yourself for big ass parties. They're going to happen.
10) Quinn will finally wear a sweater vest.
To dive into the substance of each of these predictions, listen in and text us your thoughts and any of your own 2021 predictions. 843-MARCOS-2 (843-627-2672).
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After being behind-the-scenes for a few months, Yo Adrienne! made her first official appearance on the Dos Marcos Show. Yo Adrienne! handles all social media, email, and much more. She told The Marks about a secret sleep survey she pushed out to her personal social media contacts and the results deserved a deeper dive.
In this episode, you'll get to know Yo Adrienne and discover what more than 400 of her friends think about sleep and buying a mattress online.
Plus, the triple play foot traffic-driving idea that'll light up your sales floor, and a tip on selling better sleep that involves dirty rats.
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Dos Marcos heard a dirty rumor that the guys from GoodBed.com are starting a mattress podcast. In classic schoolyard style, the Marks confront Mike Magnuson and Jeff Cassidy to get the details.
Does the industry need another mattress podcast? What will their show be about? Can the universe handle another bedding business show, or will it get sucked into a black hole of sheets, springs, foam, and fiber?
In the first season of their show, they'll talk about how COVID has affected the consumer journey, threats facing the mattress industry, and answering the question, "Is retail walking dead?"
We'll announce when the Mike It Up podcast goes live, so be sure to subscribe to this podcast for the latest.
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Scott Smalling is a friend, mattress industry veteran, and the founder of Relief Bed International. In this episode, Scott tells the story about how Relief Bed came to be, and how they're partnering with retailers and manufacturers who are looking for ways to give back—and make sure their giving magnifies their brand. Scott believes in emphasizing the heart behind your mission. Relief Bed's model is similar to TOMS Shoe's "buy one, give one"—each time a customer purchases a pair of TOMS, a pair is donated to a person in need. In one example, Smalling shares the story of how Relief Bed partnered with Brentwood Home to give a mattress to someone in need each time a customer made a purchase -- but then they asked customers to donate more after they made that purchase. Scott discovered that 33 percent of customers would donate above and beyond to ensure their purchase paid it forward. Smalling also touched on the ever-increasing problem of homelessness. Based on the latest numbers, half a million people in the United States don't sleep inside at night. In situations like that, Relief Bed is working on a two-fold problem: 1) meeting a basic need by providing beds to local homeless shelters, which 2) allows shelters to focus resources on bigger issues, such as mental health and rehabilitation. Giving magnifies your brand. It shows you're in business for more than making a buck. You're in business to do good with the resources you've been given. There's no better marketing you can do than to connect with customers on a deeply personal level. Showcasing what you're doing in your community isn't vanity -- it's shining a light on issues your customers may not be aware of. Plus, by showing what you value you'll attract people who share those values and want to do business with people they like and trust. That's good for the world, and good for business. If you'd like to partner with Relief Bed, visit their website and get in touch with Scott. www.ReliefBed.com
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This week is different. Quinn found an article that's so important for the mattress industry, we wanted to make sure you heard it.
On December 21, 2020, The Atlantic Magazine published "The Mysterious Link Between Covid19 and Sleep," a piece that highlights how melatonin could be a knight in shining armor in the fight against a raging pandemic.
The article digs into studies about how melatonin and sleep could unlock a cure and alter the long term effects of COVID. Currently there are eight clinical studies reviewing the correlation between sleep and COVID-19.
In our industry, it's important we continue highlighting the health benefits of sleep and connect them to the products we sell. It's a revolutionary time to increase our relevance with consumers. But, we have to be intentional about telling that story.
Send in a voice message: https://anchor.fm/mattresspodcast/message
It's a new year!
Typically, this event would usher in new resolutions, fresh goals, and some untouched challenges to tackle. We would grab a fresh piece of paper, pull a new pen from the box, and inhale a breath of fresh air before getting started. Yet, given the recent year that just departed, many of us aren't going through the traditional pomp and circumstance a new year brings—2021 just doesn't "feel" like new.
As we sit here on January 4th, we mustn't let any emptiness of our circumstances deter us from making goals for our personal lives and most certainly our businesses. Strategy is still important, now more than ever and understanding how to tackle the coming year with both the mental fortitude to forge on as well as the adaptability to embrace whatever comes at a moment's notice will be more valuable than ever. So, as we look towards 2021, whatever your circumstances may be, memorize the following and sear it onto your heart:
Action is the answer, always.
The way things used to be are gone forever. Even if we return to some modicum of normalcy in the coming months, everything has changed. Retail is forever altered. Doing things because "we've always done it this way" is gone. Sitting around hoping, and wishing and praying never has been, and never will be, sufficient. Without a concrete idea of what you want, your year won't reach its fullest potential. And you've got to give yourself some flexibility in the route you take. Because things will probably change. Again.
Decide what you want, plan a course of action to achieve it, make a list and refer back to it as you hustle. When in doubt, action is the answer.
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Adam Levene is the founder of Hero, a virtual platform that’s making online shopping more human. Used by brands like Nike, Levi’s, and Faherty, Hero works to bridge the gap between online and physical stores.
We first came across Hero when Kinsley was shopping on Faherty and noticed an icon that, when clicked, popped up what looked like an Instagram story. A guy said hello and talked about the brand. When that story wrapped up another guy starting describing his favorite shirt and a bubble appeared where the user could click on that shirt and buy it. Even though all this was happening on a website, it was a wonderful and very human experience.
Levene joined us to talk about trends in virtual shopping and where the connection between digital and physical commerce is headed.
As more customers shop online, how will brands need to adapt—and what will customers demand from the online and in-store shopping experience?
We dig into lots of trends. What’s a KOL in China and how many billions of dollars of products are sold through videos? How will financing and SMS marketing adapt? Find out about ghost kitchens, dark stores, and the new models that may soon impact furniture and mattress retailers. And why would you have something that looks like a nice store in a low rent district that attracts little foot traffic?
Levene has insights that may make you rethink where the world of harmonized retail is headed.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Do you work in retail? Do you love what you do? How has this year affected how you define success?
This week, we chatted with Ron Thurston author of Retail Pride: The Guide To Celebrating Your Accidental Career on what success looks like (especially in 2020) and the actions it takes to be successful in retail, regardless of the category.
Success does not necessarily equal sales. Yes, selling product is necessary to keeping a business going, but as Thurston pointed out, "There's no one resource, there's no one platform that says, 'if you do this, then you will be successful'." Success is a mixture of factors and just because your work doesn't deliver a sale today doesn't mean it was a meaningless exercise.
Additionally, the impact you have on people goes further than you will ever know. In our conversation, Thurston mentioned fellowauthor Brett Russo who details her journey through IVF in her book, The Underwear In My Shoe. Russo writes an entire chapter on how, during her lowest days, she would go to into one of Thurston's Intermix stores and try and on clothes because the salespeople always made her feel beautiful and empowered.
How you treat people on normal of days leaves an impact far greater than the sale and you may never even know about it—until someone like Russo writes a book. Every interaction is an opportunity to create delight in someone's life.
Send in a voice message: https://anchor.fm/mattresspodcast/message
It's been a week since our book debuted and became an Amazon Bestseller. You can check it out here, "Come Back to Bed: Attract More Foot Traffic And Make People Fall In Love With Your Store."It got us to thinking—what ideas out there are ripe for the taking?
In this episode we discussed how Airbnb took a simple concept (open your home to a stranger) and turned it into a multi-billion dollar business.
Airbnb most likely looks nothing like what the founders envisioned, but they saw a need and filled it and filled it in the most personal way possible.
Think about it: what is more personal than inviting someone into the sanctity of your home? It's a personal approach that's worked and made Airbnb more valuable than Hilton, Marriott and Intercontinental combined. So what can we learn?
As we have connected with people since the book's debut, we've found that the ideas inside are serving people beyond the mattress and furniture industry and this connection is music to our ears. We certainly don't pretend to be experts in the restaurant business, clothing, florist or fitness space, but the ideas generated by people in our industry transcend our category. When you boil it all down, we're all people working to serve other people. Whether it's to meet the need of a service or product, our overarching goal is to make a personal connection that keeps the customer, client or member coming back again and again. We can drive foot traffic all day, but meeting needs in a personal way is what will turn a shopper into a purchaser and a purchaser into a champion of your business.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Our book is available today and like a mother in labor this has been a labor of love from us to you (though, much less painful we admit).
The book, Come Back to Bed: How to Attract Foot Traffic and Making People Fall In Love With Your Store is officially available TODAY on Amazon and direct from our website.
Send in a voice message: https://anchor.fm/mattresspodcast/message
What is one thing you would do if you knew you would fail?
It's a unique twist on the old question of what would you do if you knew you couldn't fail? In our chat with author, speaker, Dale Carnegie coach and former podcaster, Doug Stewart, we discuss what things in life are worth doing even if we know in the end we will fail.
In his amazon best selling book, "5 1/2 Mentors: How to Learn, Grow & Develop From Everyone And Everything" Stewart discusses the five and a half people in life that ultimately influence you and the person you become. Who is the half person? The person you dislike the most. The person you abhor and do not want to be in life. Even this person influences you and who you become because they teach you who not to be.
We also discussed the thin line between being confident and being courageous. One is chosen and the other is learned. Confidence is learned. At the outset, a confident person--at best-- is arrogant and at worst, simply disillusioned. However, one doesn't become confident without first choosing to be courageous. Whether you're disillusioned or simply brave enough to try new things, you choose to step out and try. When you believe in something enough, you decide its worth going for...even knowing you may very well fail.
Send in a voice message: https://anchor.fm/mattresspodcast/message
It's 2020 and, while the world is crashing on many fronts, a large number of furniture and mattress businesses are booming. But as we head into 2021, the Moody index projects a bleak Q1 and Q2, with a hearty economic comeback for the back half of the year.
While the furniture and mattress industry has feasted over these past few months (when other industries are suffering and closing their doors), how well positioned is your business to endure a famine? Our industry is currently seeing the fruits of a well-plowed season, but winter is coming. Are you enjoying the moment and expecting the same results, or stocking up and preparing?
Send in a voice message: https://anchor.fm/mattresspodcast/message
- The numbers alone are a complete sentence for most. When someone sees or hears the words "twenty-twenty" emotions and meanings run high. From toilet paper shortages, to political upheaval to the infamous virus that runs unchecked—2020 will forever be the year that all bets were off. The unlikely happened. The impossible seemed to occur. And yet, in the middle of it, we find ourselves entering the season of thanks and we pause to consider, "Is there something to be thankful for?" In a year where many of have lost loved ones, many are without jobs, many without the ability to see family, and most without any sense of normal, it seems we have to dig deep to find things to be thankful for.
There's an ancient parable on leadership where a ruler tells a young prince to go into a forrest and to return and tell the leader what he has heard. The young prince does so and returns with a report of what you may expect: birds chirping and bees buzzing. Yet, the ruler instructs the prince to return to the forest and listen again. After a few days, the prince returns to report that he was able to hear the unheard. He reported hearing the sun warming the earth and the grass drinking the morning dew. To this the ruler replied,
"To hear the unheard, is a necessary discipline to be a good ruler. For only when a ruler has learned to listen closely to the people’s hearts, hearing their feelings uncommunicated, pains unexpressed, and complaints not spoken of, can he hope to inspire confidence in his people, understand when something is wrong, and meet the true needs of his citizens."
Applying this parable to 2020, while the obtrusiveness of the year seems to scream much louder and list the parade of horribles, if we pause to sit and listen, we can certainly find the land of plenty. It may require concentration, but it's there. For us, it's having a good friend to catch up with week after week both on a podcast and in real life. It's our families, our friends and as cliche as it sounds, you, the listener.
Whether you're a colleague in the industry or someone who listens for the pure humor that two guys named Mark provide, we're thankful you choose us. 2020 has taken a lot, but its given a lot, too. This year, we're taking the wisdom of the parable and finding thankfulness in the uncommon.
Happy Thanksgiving!
Mark & Mark
Send in a voice message: https://anchor.fm/mattresspodcast/message
Stacked up, the number of mattresses discarded each day in the USA would surpass Mount Everest by an additional four miles into the sky. That is tons of waste that ends up in landfills and could have been recycled into items like carpet padding, mulch, and steel.
How do we do a better job of bidding farewell to a mattress in its final days? Recycling. Even though that sounds simple, only three states have enacted official programs—California, Rhode Island, and Connecticut.
The process to recycle a mattress goes beyond sitting the old bed on a curb on trash day. There are fees and protocols and legislation that governs the proper disposal of a mattress. Fortunately, this is where the Mattress Recycling Council steps in.
This week we chatted with the Director of Operations, Justine Fallon, to learn how the MRC is working with manufacturers, retailers, and the individual states to develop and maintain healthy mattress recycling programs. It's an issue that impacts everyone in our industry and will only become more top-of-mind as the push for a better planet moves forward.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
Send in a voice message: https://anchor.fm/mattresspodcast/message
After 25 years as a Human Resources Executive, Dale Kreienkamp heard the words no employee wants to hear, "Your name is on the list." Those six words signaled his involuntary departure from a company he had spent the better part of his career investing in, and to his new status of unemployed.
Undeterred, Dale went through the normal stages of unemployment grief (which, as he tells us, is a real thing people don't talk about), but then regrouped and in doing so wrote a book entitled, "How Long, Oh Lord, How Long."The book is a compilation of devotions for those who find themselves unemployed, those in the land of unemployment and unsure when it will end, those who want to support unemployed family and friends, and for leaders looking to get better.
As we chatted with Dale, one consistent theme emerged: your outlook will shape how you face hard times. Although no one ever wants to go through difficult life transitions, they are inevitable. How you proceed is half the battle. Now, as a consultant assisting in corporate reorganizations, Dale says more often than not he interacts with individuals who affirmatively state that being let go from their job was the best thing that ever happened to them. "You get comfortable," he says, referring to those who make a decision to stay at a job and and then are forced out. "It's usually long overdue."
Listen or watch this week's episode to understand how even in 2019—potentially the best economy ever—21.9 million Americans still lost jobs. And find out how to march through unemployment, support a friend facing job displacement, or be a better leader when you're having to let people go.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Mark Quinn said it best, "We don't want retailers to survive. We want them to thrive." In this week's episode, we reveal the name of our new book, "Come Back to Bed: Attract More Foot Traffic And Make People Fall In Love With Your Store. "
As your Sleep Industry Guides, Dos Marcos has traveled the mattress universe looking for tried-and-true foot traffic drivers. Over the years we've gathered dozens of ideas that have been implemented by real retailers. But the book is more than a list of ways to attract foot traffic; Dos Marcos will show you how to build a brand people love, connect with people in a meaningful way, and truly differentiate your business from the competition.
Here's a taste of what's inside the book, a snippet from Chapter 3 that touches on why mattress and furniture stores have to change and adapt to be here tomorrow.
"We live in an attention economy. If you capture people's attention, you can get paid. Fail to make people look and listen and business will suffer. Offer the same products sold at a dirty window store down the road and you'll be commoditized. Avoid building value in your products and no one will care what you're selling. Promote only price and item and someone will beat your price."
You need to differentiate....
{...}To generate foot traffic and sales you have to give people a compelling reason to put on pants and stop shopping at Amazon.com.
You have to decide to do it differently.
{...}A shift takes place when you decide to do it differently. Suddenly you go from playing basketball against giants to running sprints against sloths. No one can keep up. They don’t understand what you’re doing or why you’re doing it. They scoff and criticize. They sneer and talk trash. And then one day you’ll see those trash talkers trying to play your game. At first you’ll be upset. Don’t worry. It won’t take long before your competitor realizes they’re the sloth and you’re the track star. If someone else plays your game, you’ll be better at it. A key piece of your game will be dedicated to something fun, meaningful, and magical—connecting with people. That’s where we’re heading next."
We describe in detail over 70 tested methods for driving foot traffic. We incorporate the wisdom of heavy hitters in the industry such as Jim "Mattress Mack" McInvgale, Harry Roberts, Steve Rusing and many more. We lament over some of our own personal failures, and we did all this so that you could walk away with a one-stop-shop book designed to take your business from ordinary to extraordinary.
Send in a voice message: https://anchor.fm/mattresspodcast/message
During his childhood, Wes Roberts lived in a hotel in Devil's Lake, North Dakota. Early on, Wes' dad taught him and and his legendary cousin, Mattress Firm co-founder Harry Roberts, the rules of the schoolyard—keep out of trouble, but know how to throw the first punch.
After learning the ins-and-outs of the hotel business, Wes began bartending and, eventually, opened up a bar he operated for thirteen years and hosted up-and-coming names in the music industry. The bar business wasn't a permanent plan because he'd made a promise to his mom that he wouldn't raise a family in a bar. So, when Wes met his wife after a car accident that dislocated and broke several bones, he sold the business and began selling furniture for Jack Smith at American Bed in Houston.
With a love of people and talent for communication, it wasn't surprising he met an Edward Jones agent who encouraged him to try his hand at financial planning. From there, he opened up the first Edward Jones branch in Alaska and eventually went on to win the top earner award for the entire company.
Successful businessman doesn't paint the full picture of Wes Roberts. He's a tough hockey player who also loves singing and playing guitar. Wes has completed 10 marathons, got his first tattoo at 64, and, after being diagnosed with ALS, changed some of his passwords to "F U A.L.S" as a reminder on how to start each day. Listen to this heartwarming story as Wes reminds us that no matter the circumstances life gives you, your outlook is what matters most. YAMBAILY!
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Our guest today is Gui Peres. Born in Brazil, Gui came to the United States at age sixteen as a foreign exchange student. He loved the USA and eventually made his way here full-time, landed a job at a startup called Ergomotion, and now he's their Global Sales Director. And he happens to live a few miles from Oprah and Prince Harry.
In this week's episode, Peres tells us how Ergomotion is using research and insights to create the bed of the future and help their dealers make more money.
If you're in the mattress business, you may remember the early days of adjustable bases when consumers associated them with hospital beds. When Ergomotion began training their retailers on how to market and sell motion bases the narrative shifted away from the "old hospital bed" toward adjustables being a lifestyle product.
Now, the Ergomotion team is working on technology that tracks and monitors each person's biometric make-up to help them sleep better and live better.
If you're looking for more insights, sign up for Ergomotion's free virtual expo October 22, 2020—their research reveals the latest consumer trends around sleep and how you can use those ideas to offer your customers more (and increase your revenue).
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
It's the continuation of last week's episode, where we interviewed the founder of Austin's Couch Potatoes, Brian Morgan. If you haven't heard part 1 of this two part series, go back and grab a tissue as you do. It's an episode too good to skip.
In this week's episode, Brian starts off with explaining how he and his team had to pivot during the initial onset of Covid19. He discusses making over one million items of PPE (personal protective equipment) from items purchased for furniture construction and how he got a call from the Department of Homeland Security! He also touches on a heart warming and equally gut wrenching story about two murderers who came to work for him and their story of redemption. This episodes ends on the highest of notes and its one we can't wait for you to hear.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
To get lunch, Brian Morgan used to order pizza during homeroom and sell it for $2 a slice to his classmates. In college, he sold plus-size lingerie on eBay and in 2010 he launched a church at Ground Zero in New York City.
The founder and owner of Austin's Couch Potatoes is passionate about meeting the needs of people and building a business around those he brings into his ever-expanding family.
It's rare to find a person whose story is so captivating that you have a hard time stopping the conversation, but we have it here. Brian’s journey coves so much ground we decided to break this episode into two parts.
In part one, we introduce you to Brian—who he is, his approach to business, and the early days at Austin’s Couch Potatoes. It started by reselling scratch-and-dent furniture from Macy's on Craigslist before moving into their first brick-and-mortar location—an old bathtub manufacturing facility with no electricity or running water where Brian and his crew ended up living for three years.
Brian used a coffee shop’s WIFI to transact business, purchased a lifetime membership to a fitness facility to get a hot shower, and sold furniture out of their dark warehouse by giving customers headlamps so they could see it.
Although his journey covers a lot of ground, the heart of Brian’s message is clear: you can serve people in business by meeting their needs—and meeting them where they are.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podiumis the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Brad Parker is the founding partner of Doorcounts and the CEO of a six-store chain of La-Z-Boy Furniture Galleries located in the Portland, Oregon area.
In the episode, we trace the origins of the first door counter back to Peter, a Russian transplant who spoke no English and put together an innovative ticker to monitor how many people walked into Brad’s stores.
You’ll find out how Brad’s team became lean practitioners and implemented TWI Training (combining doing and teaching). Why does Brad have his team tie a Fire Underwriter’s Knot on the first day of TWI training? That conversation kicks in at the one-hour mark, so keep listening.
Also, discover how Brad’s group generated 5,000 ideas in one year with less than 100 employees, implemented all of them, and won the Shingo Prize for Research (it’s a big deal).
We cover surfing to work, sleeping in recliners, and our Wizard Academy connection.
One thing we didn’t get to is the all-new foot traffic report you can get direct to your inbox. If you’re curious to find out how your store traffic compares to nearly 700 other mattress and furniture stores in the USA and Canada then subscribe to the Retail Traffic Index by Doorcounts—a daily digest of the previous day’s average foot traffic.
Also, if you’re looking for the radio spots we mention around the 43:30 mark, head to our Facebook page.
Thanks a million to Brad and the entire team at Doorcounts for all their support and for creating incredible tools and technology that are having a positive impact on retailers.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Charlie Malouf is the CEO of Broad River Retail, a top 50 retailer operating 24 Ashley HomeStores in North Carolina, South Carolina, and Georgia. He's purpose driven leader whose focus on culture and people shines through in his business.
The associates at Broad River Retail are called Memory Makers and the company holds an annual event called "Purpose 8/28" where they invite leaders to inspire their team and expand their perspective.
Charlie believes in the power of moments and focuses on how to win in transitions. Get your pen and paper handy because Charlie Malouf delivers ideas you can put into practice to become better in business and life.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Dr. V has become a well-known figure in the mattress industry, even earning Furniture Today's Retail Giants of Bedding award in 2018.
The one-and-only Alan Vonderhaar recounts his early days going from the waterbed world to landing a job at Miskelly's—and eventually putting on a lab coat to create the character that became the face of Miskelly's mattress for the past 25 years.
At 22 years old, Vonderhaar found himself driving through Jackson, Mississippi and noticed a lack of waterbed stores. He went to Denny Boyd, his boss at the time, and told him he'd like to leave St. Louis and open a store in Jackson.
Vonderhaar opened Sunset Waterbeds and operated it for ten years before waterbed sales started going away and he found a permanent home at Miskelly's.
Thanks to Dr. V for sharing your story, passing along some of your wisdom, and for your friendship.
Nationwide Marketing Group
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Keith Moneymaker is the bearded Crossfitter with a big heart who’s selling sleep and changing lives in North Carolina.
Moneymaker (yep, that’s his real name) is president of Sweet Dreams Mattresses & More with two locations in Southern Pines and Sanford, North Carolina.
After Hurricane Mathew devastated parts of the Carolinas in 2016, Keith noticed months and months had passed and many families were still living in shelters and had a need for mattresses and furniture. He created the Dreams 4 All Foundation to give back and support the recovery efforts.
We connected with Keith on Instagram (@dosmarcospodcast) and loved his heart for serving others and his effervescent energy.
Nationwide Help Center
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and up board from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
During a live speech at Furniture Today’s first ever virtual Bedding Conference, Mark Kinsley and Mark Quinn recorded a podcast and gave the audience two big takeaways for 2020.
- You win in the transitions — and during transitions (like this one). When a customer steps out of their car and walks to the door of your store, that’s a transition. After a shopper selects their mattress, there’s a transition from that moment until they walk out the door with their receipt. In broader terms, there’s a massive transition taking place due to COVID and how retailers will adjust to new realities. Thoughtful businesses win in the transitions because that’s where there are opportunities for delight—or to address failures that can be fixed. Listen to the Jesse Cole episode for more flavor.
- Media effect of stores. Doug Stephens introduced Dos Marcos to this idea this idea in his crystal ball podcast. When a brand places their products in a store, often the store acts more like a media outlet that introduces customers to the product. Customers may not buy from the store at that moment, but instead go online to complete the purchase. During the conference, Resident Home’s Bob Muenkel described how Nectar is partnering with like minded retailers and investing ad dollars in those markets. Nectar will likely see a boost in online sales in those markets, which speaks to the media effect. It’s important that retailers understand the media effect of having certain goods in their store and develop strategies to open a relationship with every person who walks through the door. Doorcounts is one way to ensure each footprint becomes a prospect instead of letting that person leave and go buy online from a competitor.
Those are Dos Marcos' two top takeaways so far for 2020. What did you find most useful or insightful from the #FTBedCon? Tell us on Facebook or Instagram.
Thanks to Dave Perry and the team at Furniture Today for having Dos Marcos speak and for hosting a great conference.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Nectar's founders Ran Reske and Eric Hutchinson talk about how one the fastest growing bedding brands on the planet is moving into retail — and doing all they can to drive foot traffic. Nectar's creative advertising and product positioning has made the brand a standout in the crowded direct to consumer space.
In this interview, you'll see how this explosive D2C brand is picking partners and investing huge amounts of money in strategic marketing.
About Nectar's Founders: Before Nectar, Eric started several companies including Madison Reed, a direct to consumer hair care brand. Ran (pronounced Ron) served in the Israeli army, played pro basketball, and worked at a venture capital fund.
The Nectar brand is part of Resident Home, which has a portfolio of brands includeing Dreamcloud, Awara, Bundle, Level Sleep, and Wovenly.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. And, you can save 10% when you sign up and mention Dos Marcos. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Can a mattress kill COVID?
Dos Marcos chatted with team members from Serta Simmons Bedding about their new HeiQ Viroblock™ technology. On the show you'll hear from Sheri McGuire, Vice President of Advanced Technology, and Gregg Schweir who is Head of Innovation with SSB.
SSB partnered with Switzerland-based HeiQ Group to create the antiviral mattress. HeiQ Viroblock technology has previously been approved by the European Medical Device Directive for antiviral use in medical personal protective equipment such as N95 equivalent mask.
The big question now: if these mattresses end up on retail floors, what will salespeople be able to say? Can they make claims? Listen to find out more about a possible trend that could emerge in the mattress world.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Get ready to feel the Burn! TSI's John Burn unveils new research showing how consumers have changed and how that'll impact mattress retailers.
What are the big trends?
- The concern for safety and security is shifting to a permanent behavior.
- The number two factor leading to shopper conversion is the combination of RSA quality and shopper privacy. You'll have to listen to discover the number one factor.
- There are more ‘Sleep Maximizers’ and ‘Discerning Decorators’ shopping for mattresses right now.
Coming up August 26th, TSI has a virtual get together for retailers where they'll expand on the research and show you how to capture growth now, while business is hot. Head to RetailHasChanged.com to register.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Podium
Podium is the ultimate messaging platform.
Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. Head over to Podium.com/dos today and start capturing more business!
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
As consumer mattress demand takes on a runaway-train-pace, manufacturers are experiencing supply chain problems. Spunbond material used for fabric-encased coils is being gobbled up for the medical PPE used to guard against coronavirus. Leggett & Platt has moved to a needle punch product that's more expensive and many suppliers are facing similar raw materials issues.
Foam, fabric, and sewing operations are all experiencing set-backs. Dos Marcos wonders, "Who would have predicted a scenario where mattress demand spiked amidst a global pandemic?"
Mark your calendar because Mark and Mark are set to do a live podcast with the co-CEOs of Nectar at 12 p.m. CST, Aug. 11th. And coming up at 1 p.m. Aug. 18, the duo is hosting a session during Furniture Today's virtual Bedding Conference.
Podium
Welcome to our new sponsor, Podium!
Podium is the ultimate messaging platform. Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furniture retailers have experienced a huge influx of questions and inquiries from people wanting to do business in a contact-free manner. Podium allows businesses to generate a link and request payments via text, no customer log-in required!
You can try Podium Starter for free right now. Head over to Podium.com/dos today and start capturing more business!
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
How do mattress retailers reclaim their position as experts in their marketplace? Jeff Giagnocavo's new book has answers and action items.
Jeff is the owner of Gardner's Mattress & More in Lancaster, Pennsylvania. He's authored a new book called 7 Habits of Super Successful Mattress Retailers. It's a short book designed to be read in about an hour and put into action immediately. Jeff says mattress retailers can begin leveraging the habits outlined in the book to create the type of business they love owning.
The book also introduces the opportunity for mattress retailers to join the National Association of Sleep Better Specialists. Jeff said the goal of the association is for retailers to build and maintain their own 5-Star Authority Platform. Click here to get the book.
A special thanks to Jeff for putting so much energy and innovation into the mattress industry.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Luis Lopez started his furniture and mattress business from an 8x8 booth at a swap meet outside Baton Rouge, Louisiana. Over time, he quadrupled his booth space and built up a loyal customer base. One day, his friend watched (mouth wide open) as Luis wrote a $10,000 ticket.
By the way, Luis didn't start speaking English until he was 18 years old. And while he was getting his furniture business started he was a server at Golden Corral, a salesperson at a furniture store, and was an estimator for a construction company.
Since those humble beginnings at the swap meet, Lopez Furniture has expanded to three stores, is launching a new location in Las Vegas, and now employs most of his family.
Thanks to our sponsor Doorcounts for getting us connected to Luis. Be sure to listen to the story about how Mrs. Lopez, Luis' mom, reacted when they got rid of paper tracking and adopted Doorcounts.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
In part one with Andrew Gross, we talked to the bedding veteran about the best business book you've never read. It's called New Lanchester Strategy. Gross introduced us to a framework for how to think about market competition. In part two, Andrew discusses how to apply the principles of warfare to gain market share.
How do you operate if you're the dominant market player? Well, it's different than how you approach gaining market if you're a smaller business. Whether you're number three or number one, Andrew outlines strategies for taking bigger pieces of the pie. Here's a hint for smaller players: beat up on everyone who is smaller than you.
About Andrew Gross
Andrew held an EVP position at SSB and was a board member and SVP of marketing for Serta. During his time at Serta, the brand moved from #3 to #1 while doubling EBITDA. He and his team introduced iComfort gel-memory foam, widely considered the most successful new product in category history and ultimately a profitable $500MM+ franchise.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Doorcounts
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
-
A smart camera to a CRM database.
-
Every customer to a salesperson.
-
Better insights to your business decisions.
-
More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Send in a voice message: https://anchor.fm/mattresspodcast/message
Andrew Gross is a battled tested bedding veteran who held an EVP position at SSB and was a board member and SVP of marketing for Serta. During his time at Serta, the brand moved from #3 to #1 while doubling EBITDA. He and his team introduced iComfort gel-memory foam, widely considered the most successful new product in category history and ultimately a profitable $500MM+ franchise.
When Andrew told us about the best business book most people haven't read—one he's used for years—we perked up. The New Lanchester Strategy introduces a framework for how to think about market competition. In this episode Andrew walks us through the three principles of Lanchester strategy and brings the topic to life with examples from the mattress business.
Be sure to subscribe and tune in for part two where Andrew talks about the future of the mattress business and how to apply Lanchester strategy.
Doorcounts [Our NEW Sponsor]
Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know what's more costly? We call it "Track Lack." If you lack the ability to track who's coming into your store and what happens while they're there (and after they leave), you could have a severe case of "Track Lack."
Doorcounts is a tracker and a connector.
Doorcounts Connects:
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A smart camera to a CRM database.
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Every customer to a salesperson.
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Better insights to your business decisions.
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More sales to grow your business faster.
Here's how Doorcounts works: 1) a camera sends a photo to the next salesperson’s smartphone. 2) the salesperson then records details in a CRM database and upboard from their phone 3) actions can be automatically scheduled and/or fulfilled 4) you never miss another sales opportunity.
We're really excited to partner with Doorcounts. Check out Doorcounts.com today and tell them Dos Marcos sent you!
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Rob Stott hosts the Independent Thinking podcast, brought to you by Nationwide Marketing Group. In this episode, Rob turns the microphones around on Dos Marcos to get their thoughts on astronauts, post-COVID business recovery, and the future of retail.
Be sure to subscribe to the Independent Thinking podcast on iTunes, or wherever you get your audio fix. It's packed with great content dedicated to helping independent retailers thrive.
Thanks so much to Rob for having us on the show!
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
As the mattress galaxy continues to shift, Sealy retakes the number one spot on Furniture Today's list of top mattress manufacturers.
According to Furniture Today, "Serta suffered an estimated 20% decline in shipments, which dropped to $1.205 billion, and it dropped to the No. 3 spot on the list."
The Top 20 includes:
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Sealy
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Simmons & Beautyrest
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Serta
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Tempur-pedic
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Sleep Number
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Ashley Furniture Industries
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Corsicana
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Therapedic
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Sherwood
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Symbol
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Restonic
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E.S. Kluft
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Englander
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Kingsdown
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King Koil
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Spring Air
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Southerland
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Classic Brands
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Boyd
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Diamond
Dos Marcos talk through factors contributing to Sealy taking the top of the hill. They guys also dig expected attendance for summer Las Vegas Market.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
David Sax is a journalist and author whose written for the New York Times and Business Week. In his fourth book, The Soul of an Entrepreneur, "the award-winning business writer dismantles the myths of entrepreneurship, replacing them with an essential story about the experience of real business owners in the modern economy."
In this episode, David introduces the core question: Why am I doing this?
In true Dos Marcos fashion, we also talk about pee stained mattresses, braided chest hair, and leopard print chairs.
If you're going to buy David's book—and you should—purchase from a local retailer, or from Bookshop.org, which supports independent stores by providing a global online presence.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Losing a loved one is incredibly painful.
Unfortunately, Mark Quinn lost his mother last week. Dee Quinn was a magical lady who was full of love and incredibly positive. She cared deeply for her family and friends and that love was on display during services that celebrated Dee's life.
In this personal episode, Dos Marcos talk about why connections matters so much and how thankful Quinn is to all those who've sent love and prayers his way.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
This one is so good, we unlocked the vault and brought it back for a replay.
In this Season 5 kick-off to 2020, Dos Marcos sit down with Jesse Cole, owner of the Savannah Bananas.
He wears a yellow tuxedo. His players dance and go on dates during games. Parking penguins. Grandma beauty pageants. A breakdancing first base coach. It's all part of the Savannah Bananas "Fans First" experience.
Jesse shares his family's amazing story and delivers a clear message: if businesses aren't different they won't exist.
Get a notepad handy and listen to how Jesse and his wife Emily turned a floundering baseball team into a sold out spectacle. Discover lessons you can apply in your business. And find out how Fans First U is helping businesses deliver remarkable experiences.
More highlights include:
- Listen carefully, respond creatively.
- Why the Savannah Bananas send fans a playlist to listen to on the way to the ballpark.
- If you were to charge admission, how would you change the experience?
- Looking at your customers as fans.
We also talk about:
- Magic Castle Hotel's popsicle hotline.
- A message from dead Marilyn Monroe.
- Soapy Joe's Carwash karaoke.
- PFTs.
- Incentivizing stories instead of sales.
- And of course, Maverick!
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
"Tremendous carnage, fallout, damage done to the industry. And it will really be a resurrection—and hopefully a portal to that new digital landscape we've been talking about for 20 years."
Futurist Doug Stephens is working on a new book: Resurrecting Retail: The Future of Business in a Post-Pandemic World. We didn't want our audience to have to wait on the book, so we invited Doug on the show to give us near-term and long-term perspective on the post-pandemic world.
In this episode, Doug predicts how retail will evolve. He's not focusing on waves, but paying attention to riptides and undercurrents that can kill a business.
As e-commerce grows, physical stores must change, Doug says. Media is becoming the store. And stores may become more like media outlets. This new store model may work similar to how companies buy TV ads—their media buy places ads on stations that attract their target audience.
Brands will find physical outlets that deliver the best in-store experiences and pay to be on that floor. The purpose of the store will be distributing experiences with products and people in those spaces.
In the mattress category, this approach is likely why digital first brands like Tuft & Needle made moves toward free standing retail. By all accounts, those physical stores lowered local customer acquisition costs and gave consumers a chance to experience the brand and its products.
Where is retail headed and how can you stay relevant? Buckle up. Doug takes listeners on a wild ride.
About Doug Stephens
Doug Stephens is the Founder and CEO of Retail Prophet and one of the world’s foremost retail industry futurists. His intellectual work and thinking has influenced many of the most widely known international retailers, agencies and brands including Walmart, Google, L'Oreal, BMW and LVMH.
Doug is the author of two International bestselling books - Reengineering Retail: The Future of Selling in a Post-Digital World and The Retail Revival: Re-Imagining Business for the New Age of Consumerism. Doug is also the nationally syndicated retail columnist for CBC Radio and sits on multiple corporate and academic advisory boards.
Nationwide Help Center
Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers.
For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org.
Thank you to our headline sponsor Nationwide Marketing Group.
As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast.
Make sure and subscribe to our email for your direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
A sumo wrestler doing a Michael Jordan dunk. That's the cover of Jon Spoelstra's book: Marketing Outrageously REDUX.
Dos Marcos have both read the book, used its insights, and had it on their shelves for years. It was an honor having on the show the former General Manager of the Portland Trailblazers, President of the New York Nets, and renowned author. He's famous for using a rubber chickens in his marketing and Spoelstra has gems of wisdom to pass along to any business owner.
We talk mattress shopping and tires, how to use Jon's 90-day theory to improve your career, and the most important question you can ask yourself in business.
Find out more about Jon and connect with him at JonSpoelstra.com.
NATIONWIDE HELP CENTER
Nationwide has launched a full section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
For Dos Marcos listeners seeking expert advice as they navigate government programs and coronavirus assistance, we have an email address for you to use: help@nationwidegroup.org.
Send an email to that address, give the Nationwide team about 24 hours, and help will be on the way. Expert guidance, not misinformation that could cost your business.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Let's start in San Francisco where Michael Magnuson, CEO of GoodBed.com, found himself under a shelter in place mandate. He wrote a catchy song and rallied his family to make a music video. That led to a song number two, a country diddy called "Stay at Home."
Artwork has flowed from paint brushes. Landscaping projects in backyards across the world have blossomed to life. Kids are cooking for their parents. Tik-Tok is exploding with dance routines. Co-workers are collaborating on new ideas. Behind the scenes, Dos Marcos have written thousands of words they hope will help retailers.
The creativity seems unprecedented.
In this episode, we dive into examples of creativity and what it could mean for the mattress industry. If you're not an out-of-the-box thinker, you'll get tips on how to hold a fun brainstorm and apply those ideas to your business.
NATIONWIDE HELP CENTER
Nationwide has launched a full section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
For Dos Marcos listeners seeking expert advice as they navigate government programs and coronavirus assistance, we have an email address for you to use: help@nationwidegroup.org.
Send an email to that address, give the Nationwide team about 24 hours, and help will be on the way. Expert guidance, not misinformation that could cost your business.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
First of all, thanks to Jeff Scheuer, America's Beducator and owner of Mattress to Go, for the face masks—err, sleep masks (dual-purpose).
On this episode, we talk about how mattress retailers are evolving. The "appointment" model is taking hold. Doorstep delivery is now a thing. There's talk about protective equipment to cover each mattress during rest tests.
For those with a cart feature on their websites, ecommerce selling is becoming common place. We're seeing tremors of change, but what will stick? Where should retailers focus to set themselves up for the comeback?
Dos Marcos also talk about this—on the backside of returning to the new normal, what messages will resonate with consumers? How do you position the mattress as a solution to problems consumers are facing amidst the coronavirus outbreak?
NATIONWIDE HELP CENTER
Nationwide has launched a full section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
For Dos Marcos listeners seeking expert advice as they navigate government programs and coronavirus assistance, we have an email address for you to use: help@nationwidegroup.org.
Send an email to that address, give the Nationwide team about 24 hours, and help will be on the way. Expert guidance, not misinformation that could cost your business.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/MattressPodcast
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
As a boy, James Perez's father drove a flat bed pick up door-to-door selling mattress. James road shotgun and gleaned countless lessons from his old man. Like the time as a teen when James wasn't getting sales for his lawn mowing business. I told dad, "I need a different neighborhood. Nobody's buying." His dad used that challenge to teach his son how to bring his personal story to life and bring people into the purpose behind your business.
James tells the story about meeting Paul Stork for the first time. Paul is one of the original founders of Mattress Firm. James said he was told "no" about 30 times before he was able to secure a Mattress Firm franchise.
Given the crazy conditions retailers are navigating, James takes us behind the scenes on how he's dealing with the coronavirus fallout. You won't want to miss the story at the 25-minute mark about how partnerships are helping him persevere.
James also says, for him, mattress retail is going to become a serious business. Stores need to be a safe place. Delivery will evolve.
We first connected with James through our friends at PureCare. Be sure to hop over to the 36:10 mark and hear James talk about the PureCare bar. James says he told everyone about his idea and PureCare was the only one to listen. Now, he says he's "all-in on the sleep essentials category."
Finally, does James also take a tequila shot? The odds are good. Thanks so much to James for joining us on the show. When we meet in person, tequila shots are on us!
NATIONWIDE HELP CENTER
Nationwide has launched a full section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
For Dos Marcos listeners seeking expert advice as they navigate government programs and coronavirus assistance, we have an email address for you to use: help@nationwidegroup.org.
Send an email to that address, give the Nationwide team about 24 hours, and help will be on the way. Expert guidance, not misinformation that could cost your business.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
A scary trend has emerged. Business leaders are navigating uncertainty and searching for help. They're asking friends and family for advice. Or seeking answers from other business owners. They're often getting incorrect information that's potentially damaging.
As you navigate government programs to keep your business alive, you need expert guidance. Not hearsay.
In this episode Mike Whitaker with Nationwide takes listeners through the expert resources Nationwide Marketing Group has put together. This bank of vetted, credible resources and guidance is available to all retailers. Not just Nationwide members. You can access information about the Payroll Protection Program, Families First Coronavirus Response Act, and much more.
Also, for Dos Marcos listeners seeking specific advice, we have an email address for you to use: help@nationwidegroup.org.
Send an email to that address, give the team about 24 hours, and help will be on the way. Expert guidance, not misinformation that could cost your business.
Nationwide has launched a full section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Many mattress stores are closed, or at a minimum, adjusting business practices to comply with social distancing and shelter-in-place mandates.
As a mattress retailer, what should you be doing right now? How should you invest your time? Jennifer Danko is the Vice President of Technology for Nationwide Marketing Group and the founder of Site on Time.
Jennifer has tips on how to invest your time and where to place your focus: live chat and selling online are the two biggies.
Beyond setting up live chat to engage with customers on your site and getting your website ready to sell, Jennifer provides some valuable insights on how Google and other search engines are showing local search results. There are steps retailers can take to be visible when local customers search for products. Be sure to listen to the tips on Google Shopping and how it can impact your business.
Nationwide has launched a section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Responses to the coronavirus pandemic are widespread. Mattress factories are shutting down. Retailers have closed stores. Some suppliers are stopping production on raw materials.
In this episode, Dos Marcos talk about the responses from the mattress industry. We're working to keep the you connected and informed during this difficult time.
To keep tabs on what's happening with members, Nationwide Marketing Group gathered survey results from 633 respondents. Here are some highlights
- 42% reduced store hours
- 97% are doing more to be sanitary
- 74% plan to rehire all their staff once they're able
Also, Nationwide has launched a section on their website dedicated to helping retailers: Coronavirus Resource and Best Practices for Independent Retailers.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
The city of San Francisco has been on lockdown for more than a week. Non-essential businesses are closed. The tech capital has implemented a mandated work from home policy. Many people in the service industry have already lost their jobs.
Residents are adjusting to a new reality that allows dog walking and ordering takeout food, but doesn't allow going to a hair salon or playing frisbee.
Living inside the unprecedented shelter in place mandate is Goodbed.com founder and CEO Michael Magnuson. Find out what's it like for Magnuson, his wife, and two kids to adapt to the citywide lockdown.
Also, you'll get Mike's perspective on where mattress retailers can focus their time and attention during the coronavirus pandemic.
On a side note, the lockdown has produced countless examples of creativity and kindness. One such example is an original song Magnuson produced. Don't be afraid to get up and dance to Shelter in Place.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Coronavirus concerns are crippling the global economy and causing major disruptions in business.
We can't choose the circumstances, but we can choose how we respond. So, what are some positive steps you can take in an environment filled with uncertainty?
Jeff Rose from Nationwide Marketing Group joined Dos Marcos to talk about how they're serving members and responding to the conditions the coronavirus is creating.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
The International Sleep Products Association cancelled ISPA Expo 2020 due to reduced attendance stemming from coronavirus concerns. What does the fear and uncertainty mean for those in the mattress business?
Meanwhile, Art Van is facing its own form of sickness. The retailer has filed Chapter 11 bankruptcy.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Over the past few weeks, Mark and Mark have spoken to dozens of mattress store owners.
They noticed two major themes:
- Finding good employees is tough.
- Developing employees into leaders is difficult.
With those challenges in mind, Dos Marcos outlined a playbook for attracting good employees, creating a winning culture, and developing leadership in your organization.
- Begin with why.
- Become a magnet for good people.
- Use the quadrant of development for training employees.
- Create organizational pillars.
- Think big.
- Be consistent over time.
- Repeat.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Mattress Mack took the stage at Nationwide's Primetime event in Houston, Texas. He told stories about meeting Donald Trump, being relevant in the age of mobile phones, and praying with customers in their homes.
Dos Marcos reflected on Jim McIngvale's words of wisdom and warning to those in the room.
Here are notes from Mack's session:
Above all else, customers want convenience.
How do I turn those customers who like what we’re doing in the community into buying customers?
Would the customer miss you if your store went out of business?
Average income in a 5-mile radius of Gallery Furniture is $26,000. Decided to start an accredited high school, trade school, and a free child care program for employees.
When his beloved Houston Astros went to the World Series, Mack placed one of the largest monetary bets on a single team in sports history. During that process he spent time with the employees from Bleacher Report and Draft Kings. He noticed their phone is their office. Bleacher Report’s oldest employee is 24 years old. If you're not relevant on mobile devices you'll probably be out of business.
Be relevant to your customers every single day.
What have I done for customers lately that’s personal, significant, and unexpected?
Mack told the story of a dying man's wife who couldn’t get a lift chair for her husband. It was going to take two weeks to deliver. His wife called Gallery Furniture and Mack's crew had it delivered in two hours. But that wasn’t what was most impressive. The two delivery drivers got down on their knees and prayed with that man and wife for his health and comfort.
Mack talked about meeting Donald Trump and said no matter what your politics Trump knows how to narrow down a message and make it stick. Jeb Bush wrote 90 thoughtful pages on immigration reform. Donald Trump said Build a Wall. Business owners need to get clear on their message and make it memorable and repeatable.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Dos Marcos made their second appearance on stage at Nationwide's Primetime event. There was a bigfoot DJ, Chad Fischer wrangling the beast, all-white clothing, rapping, and two giant gold chains.
All that happened before the speech officially started.
A HUGE thanks to the amazing team at Nationwide, Astronaut Mike Massimino, Mattress Mac, all the Nationwide members who welcomed us, Harry Roberts for the pre-speech pep talk, and Grant Webb for the fabulous music.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Casper announced plans to take the company public. Shortly after the D2C mattress company released its S-1 the projected valuation dropped. And dropped again. With opening share prices at $12, the value of the the self-proclaimed "unicorn" was slashed to less than $500 million.
The investment community appears to be questioning the viability of a company that is projected to lose more than $90 and has limited hope for a profitable future. They've also noted how Casper doesn't produce its own products.
Dos Marcos break down the big news and talk about how, no matter what happens, Casper has permanently changed the mattress industry.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Tempur+Sealy International recently announced it would purchase 80% of Sherwood, a mattress manufacturer focused on the private label programs and a large supplier to Mattress Firm. Quinn and Kinsley break down the news and talk about what it means for TSI, Sherwood, and the industry.
On the heels of a wild Las Vegas Market, Kinsley tells the story of Englander's 47-foot banner that was banned. What did it say and why was it banned? What message ended up hanging from the building? Tune in to find out.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
BOPIS is going to impact your business. What does it stand for and how can you take advantage of this top retail trend? Also, what might the second-hand market do to the furniture business?
Dos Marcos break it down and tell you about other retail trends trickling toward sleep shops and the furniture industry.
What trends are you seeing? Tell us in the comments at MattressPodcast.com or on our Facebook page.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
You're heading to Las Vegas Market and hoping to get the most out of the experience. We get it.
Mark and Mark deliver some tips on getting around, having fun, and gaining an edge for your business.
Be sure to join us for the Dos Marcos Listeners Meet Up.
Click here to RSVP.
Dos Marcos Listeners Meet Up
When: 3:30 p.m., Monday Jan. 27, 2020
Where: C1596, Englander's Showroom
What: Hang out, have fun, drinks on Englander
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Consumer Reports tested and compared a $249 AmazonBasics mattress to a Tempur-Pedic LuxeBreeze. The AmazonBasics won. How does this happen? What does it mean for the mattress industry and for consumers?
Is there a flaw in Consumer Reports' testing protocol? Is it wrong to tell people which bed will best conform to their bodies when comfort is subjective?
To us, it appears Consumer Reports is testing one specific measure, and not taking a wholistic view of mattress support, comfort, motion transfer, and overall performance.
Tell us what you think in the comments at MattressPodcast.com.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
In this Season 5 kick-off to 2020, Dos Marcos sit down with Jesse Cole, owner of the Savannah Bananas.
He wears a yellow tuxedo. His players dance and go on dates during games. Parking penguins. Grandma beauty pageants. A breakdancing first base coach. It's all part of the Savannah Bananas "Fans First" experience.
Jesse shares his family's amazing story and delivers a clear message: if businesses aren't different they won't exist.
Get a notepad handy and listen to how Jesse and his wife Emily turned a floundering baseball team into a sold out spectacle. Discover lessons you can apply in your business. And find out how Fans First U is helping businesses deliver remarkable experiences.
More highlights include:
- Listen carefully, respond creatively.
- Why the Savannah Bananas send fans a playlist to listen to on the way to the ballpark.
- If you were to charge admission, how would you change the experience?
- Looking at your customers as fans.
We also talk about:
- Magic Castle Hotel's popsicle hotline.
- A message from dead Marilyn Monroe.
- Soapy Joe's Carwash karaoke.
- PFTs.
- Incentivizing stories instead of sales.
- And of course, Maverick!
This is a Bonfire Certified episode you don't want to miss. Welcome to 2020!
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
In this year end episode, Dos Marcos reflect on some of their favorite moments and lessons learned.
They talk about setting goals and how to make them manageable.
We are incredibly grateful for you. Thank you for listening to the show, sending us messages, sharing our podcast with colleagues, and making this a great industry. You are amazing.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Four casinos closed in 90 days. All located in the same county. Gambling was the backbone of the local economy. Almost overnight that engine sputtered to a violent halt.
Michael Grossman is the President of Kensington Furniture in Northfield, New Jersey. What did he do when the casinos closed, jobs evaporated, and the circumstances for a local furniture store looked dire? He did what anyone would do: signed up for a Tony Robbins Business Mastery Event.
Sitting in the audience waiting on Tony to appear, he wondered if the event was worth all they money he’d spent. Questioning his decision, Michael saw a group of people filing into the room. He was shocked at the person who sat down in front of him. The sight of that man changed his whole perspective.
When the economy started swirling down the toilet, Michael decided to invest in himself. Invest in his mindset.
The results have been double digit increases in store traffic and double digit sales growth.
Hear Michael's incredible story and learn what you can do to prosper in 2020.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Did you read the article about people gaming the online mattress company return policies? They're sending the bed back within the 100 night (or 365 night) sleep trial and snagging another from a competing brand.
The Dos Duo also talk about the flaws of customer experience and where to uncover pain points you can design a better experience around. Hint: reddit.com/r/mattress.
Also, want an exclusive 10% off Kinsley's made in USA Kippo.com gear? Shop now and use the code DOSMARCOS at checkout. Order before Dec. 19th to get your gear in time for Christmas.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
For nearly two years, Kinsley slept on an old prototype mattress. It was way, way too firm. Good components. Durable. But not a suitable design for him and his wife.
Why did he wait so long to upgrade? How has it impacted his life and what lessons can you learn about your consumers who are facing a mattress purchase?
This episode is a wake up call for everyone in the mattress industry.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Did Black Friday sales numbers disappoint? Good news: there's another holiday coming up you can turn into buying season. Christmas!
Quinn and Kinsley do a LIVE brainstorm to come up with ideas on how retailers can hitch a ride on Santa's sleigh and do some serious selling.
Also, what is Mukbang? It's random, but you'll find out.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
It’s nothing new.
Mattresses have been on shelves next to some strange items over the years. But what happens when mattresses are sold everywhere.
How do brands battle the commoditization of the category? Is it better to be visible in nearly every channel, or protect the brand and build value with consumers?
Dos Marcos digs in.
Did you hear PureCare is offering Dos Marcos listeners 30% off opening retail orders! Email 30for30@purecare.com for more info. It's happening for a limited time. Get stocked up on sleep essentials for the holiday selling season.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
During a live recording at Nationwide's Primetime Event in New Orleans (August 2019), Dos Marcos had a roiling conversation with the owners of Sweet Dreams Mattress & Furniture, Katy and Greg Law. Yes, Mattress Man himself made a cameo appearance!
To start the show, Kinsley talked about the connection between lack of sleep and Alzheimer. Plus, test rats. How did two groups of rats respond to sleeping in clean versus dirty cages? Why does that tidbit matter to your selling process?
Thanks to Katy and Greg Law, Kathryn Law Gaus, and of course the Mattress Man himself Andrew Schlesser! Say it with me, "WE'RE GONNA WIN!!!"
Did you hear PureCare is offering Dos Marcos listeners 30% off opening retail orders! Email 30for30@purecare.com for more info. It's happening for a limited time. Get stocked up on sleep essentials for the holiday selling season.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
WhenDos Marcos was challenged to a goat milking contest, they dove into the rodeo arena and start tugging. Find out what happened, and why they really wanted to put bloomers on a bull.
This story and more from the frontlines at this year's Seena Magowitz charity event. The mattress industry came together to help raise $1.3 million to fund the battle against pancreatic cancer.
Did you hear PureCare is offering Dos Marcos listeners 30% off opening retail orders! Email 30for30@purecare.com for more info. It's happening for a limited time. Get stocked up on sleep essentials for the holiday selling season.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
A person on the plane shared an amazing story with Kinsley.
Quinn has thoughts for retailers looking to cash out and do something different.
Did you hear PureCare is offering Dos Marcos listeners 30% off opening retail orders! Email 30for30@purecare.com for more info. It's happening for a limited time. Get stocked up on sleep essentials for the holiday selling season.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
After Kinsley tries to make Quinn cry, Dos Marcos talk about the book Made to Stick. In the book, Dan and Chip Heath discuss why some ideas survive and others die. How do you make yourself memorable? What must you do to ensure your message stands out and people remember it?
Did you hear PureCare is offering Dos Marcos listeners 30% off opening retail orders! Email 30for30@purecare.com for more info. It's happening for a limited time. Get stocked up on sleep essentials for the holiday selling season.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
During the last podcast with SSB's Melanie Huet and Derek Miller, the subject of mattress brands came up. Do brands matter? Should they matter to you?
There are traditional brands, trade brands, brands that started online, and, of course, private label. With many retailers adopting private label programs, should you care about carrying brands in your store? Do consumers prefer certain mattress brands over others? Or, are people so confused they don't care.
In this episode, we dig deep into the brand conversation and talk about where the shift may happen and why.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Melanie Huet and Derek Miller, both of SSB, made their debut on the Dos Marcos podcast. Find out what the bedding giant plans to do in the big box channels and how they're pushing their legacy brands. Plus, have you ever wondered how SSB is doing after its merger with Tuft & Needle? Listen in to get answers to the questions you've been asking.
Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, resources, training, and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
At pickle ball, Quinn had a serendipitous encounter with a person connected to the mattress industry.
Plus, Dos Marcos give you a preview of the upcoming Seena Magowitz event that raises money for pancreatic cancer research. The duo will be auctioneering, milking goats, and of course dressing up for the ugly golf pants contest.
They give brief updates on Englander's new product line and Spink & Co.'s progress in the marketplace.
This week Dos Marcos celebrate a Retails Sales Associate of the week honoring David Wolfe, a retail sales manager at Sit n' Sleep in Southern California.
Thank you to our headline sponsor Nationwide Marketing Group. Your world class team put together an inspiring, memorable event. We are thankful to be part of the family.
Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Mark Quinn recently attended an event for Badcock Home Furniture and More in Savannah, Georgia. His trip led to an inside glimpse of the culture at Badcock. Plus, he met one of the first marketing people at Chick-fil-A who dropped gems of wisdom about purpose, people, and culture.
Thank you to our headline sponsor Nationwide Marketing Group. Your world class team put together an inspiring, memorable event. We are thankful to be part of the family.
Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
This may be the best Facebook group for mattress salespeople.
During the 2019 Nationwide Primetime event in New Orleans, Dos Marcos ran into Robert Wilson Barnes. Barnes started the group as a way for mattress salespeople to connect, share ideas, tells stories, and get advice. It's a thriving group with 635 participants (as of this recording).
Find out what's happening online, how it can make you better at your job, and how to get involved.
Thank you to our headline sponsor Nationwide Marketing Group. Your world class team put together an inspiring, memorable event. We are thankful to be part of the family.
Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Rick Anderson, President of Tempur Sealy International, sat down with Dos Marcos to talk about the reunion with Mattress Firm, their evolution as a marketing company, and the value of a brand (hint: it's $3.5 billion).
We talk about Tempur-Pedic's new power base that automatically detects and responds to a snoring event. Snoring is the #2 reason people stay awake.
Rick came to the mattress industry from Duracell, the battery company. Find out how he uses that background in "portable power production" to influence his work in the bedding business.
Thank you to all our listeners who submitted questions for this interview on the Dos Marcos Facebook page.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Steven Stone started Portland, Oregon based BedMart with $10,000 and a dream. When his wife cut the check, she told him when the money ran out he'd need to go back and get a real job. That five figure loan launched what would become a 45 store chain operating in the Pacific Northwest and Hawaii.
How did Steven and his team grow BedMart? How is the family involved? What does the future hold for his daughter Elana?
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
In their first ever co-hosted speech, Dos Marcos took the stage at Nationwide's 2019 PrimeTime event in New Orleans, Louisiana.
The Rocky theme song kicked on. Kinsley came out punching. Quinn was coaching. There was training. A chicken chase. A brawl broke out. A big guy went down. And Nationwide won!
Get all the hard-hitting details, plus a rundown of the speech and the takeaways that can impact on your business.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
In 1986, Harry Roberts and two friends founded Mattress Firm. Today, it's the only coast-to-coast sleep shop in the USA.
During the first session with Dos Marcos, Harry told the story of how Mattress Firm was founded. In this juicy follow up episode, Harry gives his perspective on the changing nature of the mattress business. What does the industry need to do to better serve consumers? How has confusion reigned over our industry and what can we do about it? Harry has an opinion and some glistening insights.
Be sure to listen to both episodes with Mattress Firm's founder.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Harry Roberts is one the original founders of Mattress Firm, the largest sleep shop chain in the United States.
In this episode, Harry tells the story of how Mattress Firm got started. You'll find out how three guys from South Dakota launched a retail concept that would become the first coast-to-coast mattress store chain.
You'll hear stories of what it was like in the early days.
Where did they get the name "Mattress Firm" and why did it attract customers? What were the big inflection points for the business? This episode is packed with answers, insights, and wisdom from one of the industry's most motivational thinkers.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Prince impersonator, a Rocking Bed, and the first ever Dos Marcos listeners meet-up. In other words, SUMMER LAS VEGAS MARKET!
What were the highlights and lowlights? Mark Kinsley and Mark Quinn take you on a recap tour.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Be sure to sign up for Nationwide Primetime, coming up August 17-20 in New Orleans. Dos Marcos will be speaking. This event is one of the best ways to invest in your business. You will walk away inspired and ready to go big!
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Serta invited Dos Marcos to tour the new iComfort roll-out at summer market.
How did the bedding major make the product demonstrable? Will that display system get the message across to consumers?
Are the feels good? How about the step-up story and visual merchandising?
Take the insider's tour.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Be sure to sign up for Nationwide Primetime, coming up August 17-20 in New Orleans. Dos Marcos will be speaking. This event is one of the best ways to invest in your business. You will walk away inspired and ready to go big!
Also, thanks to our sponsor, PureCare. PureCare recently launched its Zensory Weighted Blankets and Duvets, which Sarah Bergman talks about in this episode.
PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Dos Marcos sat on bench outside the Aria Hotel and Casino to record this podcast. Yes, they were offered drugs by a passerby.
In this episode, they talk about how summertime Las Vegas Market is different than winter market. What are smart retailers doing in the desert during this unique market? How can you use this time strategically to grow your business?
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Be sure to sign up for Nationwide Primetime, coming up August 17-20 in New Orleans. Dos Marcos will be speaking. This event is one of the best ways to invest in your business. You will walk away inspired and ready to go big!
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of most episodes at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Coming up August 17-20, Dos Marcos are heading to New Orleans for the Nationwide Primetime Event. The duo will be speaking at Mattress University. In this episode, they give a preview of their talk. Did you know you were in a fight? If not, get ready to understand the scrap you're in the middle of and how to come out victorious.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Be sure to sign up for Nationwide Primetime, coming up August 17-20 in New Orleans. Dos Marcos will be speaking. This event is one of the best ways to invest in your business. You will walk away inspired and ready to go big!
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Costco is more than a giant store. It's the single largest buyer of French wine in the USA. Technically, it's one of the largest pizza chains. In one stop you can buy a car, coffin, and a cooler.
Are you one of the many people who love Costco? How does this warehouse club cultivate raving fans? Dos Marcos dive in.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Be sure to sign up for Nationwide Primetime, coming up August 17-20 in New Orleans. Dos Marcos will be speaking. This event is one of the best ways to invest in your business. You will walk away inspired and ready to go big!
Also, thanks to our sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Sarah Bergman is the Vice President of Marketing and Creative for PureCare. She gives Dos Marcos a pop quiz on how much it cost to acquire a soft goods customer. Do you know the answer?
Listen to this insightful conversation on all-things sleep essentials. You'll learn how to make more money on every door swing.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our sponsor PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Have you created a process, or do your salespeople wing it? Do you know if your team is asking check the box items, or opening a dialogue that will lead to sales and happy customers?
Learn how to rethink process from Hamilton, Ray Crockett, Jimmy Morris, and Silver Dollar City.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, thanks to our new sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos.
Send in a voice message: https://anchor.fm/mattresspodcast/message
They're reunited...will it feel so good?
After splitting in early 2017, Tempur+Sealy and Mattress Firm announced they'll reignite their business relationship. What kind of ripple effect will this move make on the mattress industry? How will independent retailers be affected? Mark Kinsley and Mark Quinn take a closer look at the remarriage of two bedding behemoths.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, we’re excited to announce our new sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman’s Choice Award.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos every Monday.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Davide Cerretini decided to fight Yelp. After he refused to pay Yelp and his 5-star reviews disappeared, the owner of Botto Bistro decided to flip the script. He asked people to leave one-star reviews. This move generated media attention and blew up his business. Come to find out, many people feel Yelp isn't fair and holds small businesses hostage.
What can mattress retailers learn Cerretini's story? Dos Marcos dissect the review space and focus on strategies to change a negative into a positive.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Also, we're excited to announce our new sponsor, PureCare. PureCare designs essential elements necessary to create a healthy sleep environment. PureCare manufactures the official mattress and pillow protectors of both the National Sleep Foundation and the Woman's Choice Award.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos every Monday.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Michael Magnuson is the founder of GoodBed.com, the largest mattress review site on the internet. In a recent presentation at the Furniture Today Bedding conference, Magnuson explained the three most disruptive threats facing the mattress industry:
- Ultra cheap mattresses
- Amazon
- Review sites
How are these forces forever changing the coastline of Mattressedonia? In this episode, Dos Marcos dig into the details to help retailers understand the threats and discuss what the industry can do to combat the enemies.
You'll notice in this episode we talk about how to spot scam mattress review sites. Click that link to read the article on GoodBed.com.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Make sure and subscribe to our email to get a direct dose of Dos Marcos every Monday.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Chris Cassidy was the 500th person in history to fly into outer space. He was NASA’s 14th Chief Astronaut and has completed six space walks. Cassidy is a former NAVY SEAL and has been deployed twice to the Mediterranean and twice to Afghanistan. He is the recipient of two Bronze Stars.
Chris is also Jeff Cassidy’s brother. Jeff is with GoodBed.com and is well known throughout the mattress industry.
In this episode, Dos Marcos find out what it's like to be Jeff's brother, talk backyard football plays, and discuss sleeping naked in space. Find out what it's like on rocket launch day, get insights into the mental aspect of being an astronaut, and hear about how Chris faces life or death circumstances.
Many thanks to our friend Jeff for setting up this interview and thank you to Chris for taking time to talk.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Watch the live video of each episode at Facebook.com/DosMarcosPodcast.
Make sure and subscribe to our email to get a direct dose of Dos Marcos every Monday.
Send in a voice message: https://anchor.fm/mattresspodcast/message
In the first part of this episode, Mark Kinsley talks to Ryan Farris from Mattress King in Oklahoma City. How does Ryan quarterback creativity and build value in their store offering? What can you learn about using vivid, self-created terminology that will help you measure your advertising?
The Mattress King himself opens the cabinet to some crown jewels of sleep shop wisdom.
Piggybacking on the topic of creativity and overcoming adversity, Dos Marcos dive into a story about the best selling jazz piano album of all-time and how it almost didn't happen.
Send in a voice message: https://anchor.fm/mattresspodcast/message
A 25% tariff has gone into effect on furniture, mattresses, and many other goods imported from China. How will this change impact the industry? Dos Marcos dive in.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Mattress Hub operates a dozen stores in Kansas. Like many sleep shops, they're evaluating where to spend advertising dollars and how to approach messaging in their marketplace.
In this episode Dos Marcos use Mattress Hub as a case study to discuss the "crack cocaine" of the mattress industry. How do you balance promotions with branding? Is building value in purpose, products, and people the path to mattress riches?
Thanks to Ryan Baty and the Mattress Hub team for letting us shine a light on your business in an effort to help others.
Also, thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Tiger Woods won the 2019 Master's tournament at Augusta National Golf Course. Mark Quinn was on the front row at the 15th green when Tiger birdied the hole and took the lead.
What can Tiger teach us about making a come back? What are some key takeaways from seeing a world class event like the Master's in person? Dos Marcos brings you all the action.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Send in a voice message: https://anchor.fm/mattresspodcast/message
How does indecision kill your business? Does action reveal answers? Dos Marcos dive into the power of pulling the trigger.
Thank you to our headline sponsor Nationwide Marketing Group. Nationwide serves more than 5,500 retail members with tools, resources, training and technology to help their businesses grow.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Great advertising, emails, and Christmas cards all start with crisp writing.
In this episode, Dos Marcos talk about writing for higher impact. How does the brain react to verbs? What is a verb with modifying power and how do those words catapult your writing to new levels?
Improve your writing and you will improve your business.
Thank you to our headline sponsor Nationwide Marketing Group. Members Greg and Katy Law are living examples of a team taking the Nationwide toolkit and using it to build their business, Sweet Dreams Mattress & Furniture in North Carolina. Check out their Facebook page to see some fun videos and examples of creative thinking.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Mattress Firm's CEO Steve Stagner is resigning, while SSB CEO Michale Traub is also leaving Serta Simmons. How will these departures impact the industry? Dos Marcos discuss that plus the recent announcement that Mattress One is declaring bankruptcy.
Mark Kinsley and Mark Quinn kickoff the episode talking about Nationwide Marketing Group members Greg and Katy Law. The couple owns Sweet Dreams in North Carolina. Hear how they're using Nationwide to grow and thrive in an ever-changing business environment.
Send in a voice message: https://anchor.fm/mattresspodcast/message
It's the 100th episode of the galaxy’s greatest mattress podcast!
As part of the move into triple digits, Dos Marcos is welcoming their first sponsor, Nationwide Marketing Group!
In this episode, Kinsley brings Quinn up-to-speed about the "Florida Man" internet craze.
Mark and Mark then talk with Mike Whitaker from Nationwide about the huge benefits the group offers to its more than 5,500 members. As part of the new partnership, Dos Marcos will be telling inspiring and creative stories about Nationwide member retailers.
Be sure to listen to the very end for a behind-the-scenes conversation about being aggressive on the pickle ball court and Kinsley's new vest.
Thank you to all our listeners for your support! We are grateful to everyone in the mattress industry and beyond.
Send in a voice message: https://anchor.fm/mattresspodcast/message
How can you make more money off each sale? What if you created an emotional connection with customers and showed them how to change their life through better sleep?
By re-thinking your store experience and investing in a sleep eco-system, you can maximize each selling opportunity and truly serve your customers.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Serta Simmons Bedding (SSB) announced the elimination of more than 160 jobs. Is this mattress major in a death spiral, or will the restructuring lead to a healthy company?
In this episode Dos Marcos talk about Quinn's blog post from 2014 where he outlines the reasons an industry outsider won't make it in the mattress business. Did Michael Traub ignore that cautionary advice, or has the culture clash from combining Serta and Simmons been too much to correct?
To anyone who lost a job at SSB, the crew from Dos Marcos wishes you all the best in your transition. If there's anything we can do to help, please send us a message.
Send in a voice message: https://anchor.fm/mattresspodcast/message
The National Sleep Foundation held its first ever Sleep Show in Houston, Texas. During the trip, Mark Quinn hung out with an astronaut and a Houston Rockets NBA player. Also, at the Sleep Show there was bull riding, a Shark Tank style pitch event, and lots of new innovation around the sleep space. Don't miss this episode.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Brandsource hosted their "Better Together" event in Nashville, Tennessee and invited Mark Quinn to speak. On his journey to the stage, Mark ended up at the wrong party and was convinced to become the lead singer of a live band.
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The National Sleep Foundation is hosting an event March 8-10, 2019 in Houston, Texas. The NSF is bringing consumers closer to all that's unfolding in the sleep industry.
Mark Quinn is speaking at the event and hosting an awards ceremony. In this episode Dos Marcos preview the topics which includes a co-hosted presentation with Michael Magnuson from GoodBed.com where they'll talk about certain review sites and the "underbelly of the internet."
Find out what the Sleep Show is all about and why it matters to the mattress industry. To watch this episode, be sure to head to Facebook.com/DosMarcosPodcast
Send in a voice message: https://anchor.fm/mattresspodcast/message
Like many digitally native brands, Nectar started by selling online. Recently, the upstart moved into retail and started selling at Mattress Warehouse's 250 stores. Nectar guarantees their product "for as long as you own the mattress." In this episode Dos Marcos dig into the impact on retailers and RSAs when navigating the sale of a lifetime warranty. Will consumers be confused why a $3,500 mattress has a 10-year warranty while the $699 Nectar has a forever guarantee? Share your thoughts at Facebook.com/DosMarcosPodcast.
Send in a voice message: https://anchor.fm/mattresspodcast/message
Over the past few months, retailers say traffic is down. How do we swing the door? What can I do to bring in more potential customers?
In this episode, Dos Marcos did a quick brainstorm to generate ideas you can use to bring more traffic to your store. Use this episode as a jumping off point. Bring together your team and come up with your own creative ways to get people to visit your store and sell more beds.
Send in a voice message: https://anchor.fm/mattresspodcast/message
In this episode, Dos Marcos recap rumors and happenings from Las Vegas Market.
Kinsley started his new job as President of Englander. Quinn launched an all new line up under the Spink & Co. brand.
Also, find out what retailers were frustrated with and get the inside scoop on the future of the podcast. Be sure to listen for a few grandpa jokes.
Send in a voice message: https://anchor.fm/mattresspodcast/message