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The FAM Podcast with Mark Kinsley

The FAM Podcast with Mark Kinsley

By Sleep Summit Show

Sleep industry secrets revealed!

On The FAM podcast, host Mark Kinsley interviews innovators, entrepreneurs, and thought leaders shaping the future of the sleep industry.
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Making Bold Moves to Promote Sleep

The FAM Podcast with Mark KinsleyMar 04, 2019

00:00
30:29
New Era At Englander: Welcoming CEO Chealen Martin at the Helm

New Era At Englander: Welcoming CEO Chealen Martin at the Helm

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.


Mar 25, 202438:44
Tuning Out the Toxic: Rebalancing the Sales Team Symphony

Tuning Out the Toxic: Rebalancing the Sales Team Symphony

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.

Mar 18, 202430:12
Digital Dreams: How AI and Automation Shape the Future of Mattress Retail

Digital Dreams: How AI and Automation Shape the Future of Mattress Retail

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.

Mar 11, 202437:53
From Springs to Success: Kelly Christal's Entrepreneurial Journey to the Mattress World

From Springs to Success: Kelly Christal's Entrepreneurial Journey to the Mattress World

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.

Mar 05, 202444:55
Coupon Queen to Mattress Monarch: The Remarkable Rise of Kelly Charles From TLC Fame to Retail Royalty

Coupon Queen to Mattress Monarch: The Remarkable Rise of Kelly Charles From TLC Fame to Retail Royalty

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.

  1. 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.
  2. 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.
  3. 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.
  4. 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.
  5. 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.
  6. 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.

Feb 26, 202444:41
Shopper Magnet: How Do You Fill Your Store With Customers?

Shopper Magnet: How Do You Fill Your Store With Customers?

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

1. 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.

2. Storefront Appeal: First impressions matter. Learn how to make your store's façade as inviting as a freshly fluffed pillow.

3. Comfortable Customer Spaces: Bob highlights the necessity of creating spaces that encourage customers to kick off their shoes and stay awhile.

4. Differentiate from Competitors: Stand out in the mattress maze with tips on distinguishing your brand from the rest of the flock.

5. 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.

6. Fresh and Inviting Atmosphere: Discover the secrets to ensuring your store ambiance whispers, "Welcome home."

7. Value-Added Interactions: Bob emphasizes going beyond the sale to add real value to every customer interaction.

8. 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

Feb 19, 202435:05
Embracing New Beginnings: A Fresh Chapter Unfolds as Kinsley Bids Farewell to Englander to Focus on The FAM

Embracing New Beginnings: A Fresh Chapter Unfolds as Kinsley Bids Farewell to Englander to Focus on The FAM

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.

Feb 12, 202406:30
Inside the 2024 Vegas Market: Unveiling New Mattress Lines with Bedhead Marketing's Brandon Bain

Inside the 2024 Vegas Market: Unveiling New Mattress Lines with Bedhead Marketing's Brandon Bain

"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




Feb 06, 202436:32
Big Bedding: Exploring The Massive Mattress Firm + TSI Merger with Brandon Hufstetler

Big Bedding: Exploring The Massive Mattress Firm + TSI Merger with Brandon Hufstetler

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. Takeways The 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. Chapters 00:00Introduction to the Mattress Firm and TSI Merger 02:10Brandon's Experience at TSI 04:07Brandon's Transition to Autonomous Retail Technology 05:04The Impact of AI on Business 06:23The Potential Impact of the Mattress Firm and TSI Merger 09:05Considerations for Retailers in the Wake of the Merger 11:22Negotiating Contracts in Light of the Merger 17:17The Impact of Reduced Advertising Spend on Category Awareness 18:01The Potential Effects of Map Pricing Increases 27:06Reevaluating Unique Selling Propositions 31:54The Importance of AI and Automation in Retail 35:08Using AI to Gain a Competitive Advantage 35:36Conclusion and Takeaways

Jan 29, 202436:57
Breaking Bad (Habits) with Bob Phibbs: Overcoming the Reptile Brain to Advance Your Retail Skills

Breaking Bad (Habits) with Bob Phibbs: Overcoming the Reptile Brain to Advance Your Retail Skills

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


- Learning involves using ears and eyes to absorb information, while training requires hands-on practice and engagement of the brain.


- 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

Jan 22, 202440:28
Cheat Code Unlocked:⚡️ Electrifying Leadership Tips to Energize Your Team

Cheat Code Unlocked:⚡️ Electrifying Leadership Tips to Energize Your Team

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


Jan 15, 202440:11
Mastering the ‘Art of No’: How Mattress Professionals Can Shed Dead Weight, Avoid Whiplash, and Unlock Their Best Year Ever

Mastering the ‘Art of No’: How Mattress Professionals Can Shed Dead Weight, Avoid Whiplash, and Unlock Their Best Year Ever

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


Jan 08, 202429:33
Sleep Summit Show: Wrapped 2023 - Part 1

Sleep Summit Show: Wrapped 2023 - Part 1

....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!

Dec 11, 202315:04
Shot 3X, But Not Out: An Unbreakable Soldier's Take on Grit, Growth and Guiding Teams

Shot 3X, But Not Out: An Unbreakable Soldier's Take on Grit, Growth and Guiding Teams

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.

Dec 01, 202351:28
Welcome to the A.I. Sleep Revolution: Bryte Introduces "Sleep Concierge" in its Innovative Smart Mattress

Welcome to the A.I. Sleep Revolution: Bryte Introduces "Sleep Concierge" in its Innovative Smart Mattress

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.


Nov 20, 202339:31
How to Plan 2024 Using The Big A## Calendar and More

How to Plan 2024 Using The Big A## Calendar and More

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.

Nov 13, 202313:03
The Rx For Women's Sleep Success with Dr. Valerie Cacho (Plus, a Peek at Clinical Hypnotherapy)

The Rx For Women's Sleep Success with Dr. Valerie Cacho (Plus, a Peek at Clinical Hypnotherapy)

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!

Nov 06, 202331:60
BedTech President Darren Sparks: Dare to be Different and Stand Out

BedTech President Darren Sparks: Dare to be Different and Stand Out

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.

Oct 30, 202337:19
"This Changes Everything" - Don't Miss Sleep Summit's EPIC Announcement with Jason Friedman
Oct 16, 202325:02
From Bike Shop Attic to $3B Tech Titan: The Unstoppable Journey of Podium Co-Founder Dennis Steele

From Bike Shop Attic to $3B Tech Titan: The Unstoppable Journey of Podium Co-Founder Dennis Steele

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.

Oct 09, 202301:05:18
Ferocious Focus: Why Now is The Time To Reignite the Bedding Business Fundamentals

Ferocious Focus: Why Now is The Time To Reignite the Bedding Business Fundamentals

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.

Oct 02, 202320:36
4th Generation CEO of Diamond Mattress on Legacy, Family Therapy, and Growth

4th Generation CEO of Diamond Mattress on Legacy, Family Therapy, and Growth

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:

  1. 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.
  2. 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.
  3. 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!

Sep 25, 202337:56
CEO Eric Grindley: Shopper Data from 1,300 Mattress Firms, Sleep Shops and Furniture Stores

CEO Eric Grindley: Shopper Data from 1,300 Mattress Firms, Sleep Shops and Furniture Stores

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!

Sep 18, 202334:42
Leadership Lessons From A Brutal Path: Author Jeff Giagnocavo on Overcoming Your History

Leadership Lessons From A Brutal Path: Author Jeff Giagnocavo on Overcoming Your History

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.

Sep 11, 202342:56
Secrets to Success: Career Insights from a Top Female Leader at Mattress Firm and Bedhead Marketing

Secrets to Success: Career Insights from a Top Female Leader at Mattress Firm and Bedhead Marketing

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.

Sep 05, 202333:30
Momentum Inducers - Creating Energy and Community in Business

Momentum Inducers - Creating Energy and Community in Business

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.

Aug 21, 202320:43
From Stabbed to Partnering with a Billionaire: Matt Smith, CEO of Snooze Mattress Co. Tells All

From Stabbed to Partnering with a Billionaire: Matt Smith, CEO of Snooze Mattress Co. Tells All

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!



Aug 15, 202358:38
Mattress Maven Michael Magnuson Breaks Down the State of Retail

Mattress Maven Michael Magnuson Breaks Down the State of Retail

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: 1. 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. 2. Properly training sales staff on what real customer reviews say about products can greatly boost consumer confidence and drive conversions. 3. 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.

Aug 07, 202301:06:13
The Power of "Bringing the Funk:" Scott Vaughn on Motivation and Mindset

The Power of "Bringing the Funk:" Scott Vaughn on Motivation and Mindset

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.

Jul 31, 202348:54
How Top Podcaster Michael Unbroken Overcame Childhood Trauma and Mastered the Art of Sleeping Well

How Top Podcaster Michael Unbroken Overcame Childhood Trauma and Mastered the Art of Sleeping Well

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.

Jul 24, 202329:35
Death's Door to Death Zone: How Cancer Climber Sean Swarner Tackled the 7 Summits with One Lung

Death's Door to Death Zone: How Cancer Climber Sean Swarner Tackled the 7 Summits with One Lung

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.

Jul 17, 202350:39
Wrong Turn: The Cautionary Tale of a Mattress Brand's Misguided Investments in (Amazing) Innovation

Wrong Turn: The Cautionary Tale of a Mattress Brand's Misguided Investments in (Amazing) Innovation

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 .

Jul 10, 202342:29
This is About Healing & Hope, Not Comfort with Greg Law

This is About Healing & Hope, Not Comfort with Greg Law

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!



Jul 03, 202335:08
Dr. Lemke's #1 Sleep Strategy and Why Naps Are Like Cupcakes

Dr. Lemke's #1 Sleep Strategy and Why Naps Are Like Cupcakes

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.

Jun 26, 202335:26
How Nanobionics is Transforming the Sleep Game for Pro Athletes and Regular People

How Nanobionics is Transforming the Sleep Game for Pro Athletes and Regular People

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!

Jun 19, 202335:29
Succession: Kyle Deets on Buying the Family Business and Separating Yourself from Competition

Succession: Kyle Deets on Buying the Family Business and Separating Yourself from Competition

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.

Jun 12, 202333:06
Avoiding Pitfalls in Business Reinvention: Lessons from Mattress Firm franchise CEO James Perez

Avoiding Pitfalls in Business Reinvention: Lessons from Mattress Firm franchise CEO James Perez

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.

Jun 05, 202338:38
Executing on top of Success: How Raymour & Flanigan's President Seth Goldberg is Driving Growth Across 150 Locations

Executing on top of Success: How Raymour & Flanigan's President Seth Goldberg is Driving Growth Across 150 Locations

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.


May 22, 202351:14
Ergomotion's New Dawn: From Immigrant to President, Gui Peres' Inspirational Journey

Ergomotion's New Dawn: From Immigrant to President, Gui Peres' Inspirational Journey

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.


May 15, 202342:32
From Stabbed to Partnering with a Billionaire: Matt Smith, CEO of Snooze Mattress Co. Tells All

From Stabbed to Partnering with a Billionaire: Matt Smith, CEO of Snooze Mattress Co. Tells All

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. Matt's time on "Undercover Billionaire" showcased his entrepreneurial spirit and ability to innovate under pressure.

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!

May 08, 202358:48
Introducing the Sleep Summit Show: Uncovering the Secrets of the Sleep Industry

Introducing the Sleep Summit Show: Uncovering the Secrets of the Sleep Industry

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.


May 01, 202303:58
500th and Final Episode: Dos Marcos is Saying Goodbye (Find Out What's Next)

500th and Final Episode: Dos Marcos is Saying Goodbye (Find Out What's Next)

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."

Apr 10, 202325:57
Dr. Andrew Weil Fell in Love with a Tree that's Now a PureCare Pillow

Dr. Andrew Weil Fell in Love with a Tree that's Now a PureCare Pillow

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.



Apr 03, 202341:10
Warfare Principles in Action: Part Dos with Andrew Gross

Warfare Principles in Action: Part Dos with Andrew Gross

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.

Mar 27, 202338:59
Andrew Gross Calls It "The Best Business Book You've Never Read"

Andrew Gross Calls It "The Best Business Book You've Never Read"

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.

Mar 20, 202334:17
3 Things Consumers Want Hint: It’s Not What You Think

3 Things Consumers Want Hint: It’s Not What You Think

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.

Mar 13, 202334:03
Best Selling Author Jon Spoelstra Talks 90-Day Theory and Marketing Outrageously

Best Selling Author Jon Spoelstra Talks 90-Day Theory and Marketing Outrageously

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.

Mar 06, 202301:18:08
The Sealy Wars

The Sealy Wars

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. 


Feb 27, 202330:25
How ChatGPT Will Change The Mattress Business

How ChatGPT Will Change The Mattress Business

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. 

Feb 20, 202330:49
Reinvent Superbowl Ads for Your Business

Reinvent Superbowl Ads for Your Business

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? 


Feb 16, 202321:20