How did one student’s “crazy” invention capture 20% of America’s beds? Discover the comfort science and wild culture of the original waterbed.

What if the most comfortable sleep you’ve ever had was invented by a master’s student... and nearly ignored by the entire mattress industry? In this episode, Mark Kinsley sits down with Charlie Hall—the original inventor of the waterbed—for a candid, behind-the-scenes journey into the world of sleep innovation. Learn how Charlie’s quest to solve pressure and temperature pain points led to a radical new kind of mattress, sparking both a cultural phenomenon and a $6 million legal battle.

If you’ve ever wondered why your hips ache on a camping mattress, or why “firm is better” was the industry’s biggest myth, you’ll love Charlie’s insights. Hear about celebrity early adopters, the wild days of waterbeds in head shops, and why modern mattresses still can’t match the floating comfort of the original design. Plus: what’s the future of sleep tech, and why do some diehard fans refuse to give up their waterbeds—even today?

Industry experts, inventors, and sleep enthusiasts: this episode is your backstage pass to the invention that made America rethink comfort.

Timestamps:

- 00:29 – The accidental invention that changed sleep forever

- 03:56 – Why women finally said “yes” to camping (and how the sun shower changed everything)

- 05:35 – Pressure points, temperature, and the science of real comfort

- 10:51 – The first waterbed prototype: trial, error, and cold surprises

- 12:54 – Art galleries, “pleasure pits,” and the wild early days

- 16:33 – Frolicking, fame, and the cultural sizzle of the waterbed

- 18:49 – Knockoffs, head shops, and the mattress industry’s resistance

- 22:37 – $6 million lawsuits and the fight for invention rights

- 27:33 – Why nothing feels like a waterbed (and why loyalists won’t quit)

- 33:40 – The surprising truth about mattress comfort today

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Ever wondered how City Mattress sells higher-ticket beds and keeps customers raving? Discover the “secret sauce” that’s changing the mattress game.

What really sets City Mattress apart from the crowd? In this episode, Mark Kinsley sits down with Jason Goodman, Head of Business Development at City Mattress, to reveal the “secret sauce” behind one of America’s most respected mattress retailers. Learn how a multi-generation family business consistently commands higher prices, keeps customers loyal, and builds a company culture that sales teams love.

If you’ve ever struggled to keep margins up, train sales staff effectively, or differentiate your retail experience, you’ll get actionable insights straight from a brand with nearly 60 years of proven results. Jason shares how the Prana Sleep brand became their secret weapon—why owning the factory matters, how a written “retail cookbook” drives repeatable success, and the surprising importance of *love* in business.

Whether you’re a sleep industry pro or a health-focused consumer, you’ll discover:

- How City Mattress balances quality, margin, and velocity for same-store margin growth

- The innovative slat system that reduces returns and customizes comfort instantly

- Why written processes (not just good intentions) make all the difference for scaling and consistency

- The power of culture and long-tenured staff in an industry known for churn

Stay tuned for real-world examples, a peek inside the most beautiful mattress factory in America, and practical tips you can remix for your own business.

Timestamps:

- 00:34 – The 250-Year Ravioli Recipe & City Mattress’s Family Legacy

- 03:35 – “Made with Love”: Why People Are the Core Ingredient

- 06:32 – Prana Sleep: How Owning the Factory Changes Everything

- 09:57 – The Only Mattress Quilting Machine Like This in the World?

- 12:52 – Adjustable Slat Systems: The Secret to Fewer Returns & Happy Couples

- 17:20 – The “Retail Cookbook”: 4 Metrics Every Store Must Balance

- 21:07 – Why Selling *With* Prana Sleep Beats Selling Against It

- 24:10 – What Today’s Health-Conscious Consumers Actually Want

- 25:35 – Documenting the Recipe: The Power of Written Training & Processes

- 29:43 – The Chili Cook-Off Lesson: Why Writing Down Your Process Wins Every Time

- 33:18 – How City Mattress Became a Rare Retail-Product Innovator

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

What happens when you give employees 25% of your company? Discover how Sleep Train soared 800%—and changed 1,600 lives in 4 years.

Ever wondered if true ownership could transform a business? In this episode, Mark Kinsley sits down with Dale Carlsen, legendary founder of Sleep Train, who reveals how a daring decision—handing 25% ownership to employees—sparked an 800% surge in company value and created life-changing wealth for team members.

If you’re a retailer, entrepreneur, or sleep industry pro who’s ever struggled with building a lasting culture, retaining talent, or finding your “why,” you’ll want to hear Dale’s inside stories. From the emotional moment managers learned they were the new owners, to the delivery driver who bought his mom a house in Mexico, Dale shares the secrets behind Sleep Train’s explosive growth and heart-centered mission.

We also dig into why focusing on just one charity (Ticket to Dream) not only helped thousands of foster kids—but became a powerful business filter, driving loyalty and brand love. Industry experts, iconic ad campaigns, and the power of social good—all in one episode.

Curious about how media personalities like Rush Limbaugh and Howard Stern unknowingly helped revolutionize mattress marketing? Or why Dale refused to cut advertising, even when banks demanded it? The answers might surprise you.

Timestamps:

- 00:45 – The surprising origin of Sleep Train’s 25% employee ownership

- 03:18 – How $117M changed employees’ lives (real stories inside)

- 06:00 – The emotional “mirror moment” that redefined company culture

- 09:20 – From delivery driver to “owner”: Employee impact stories

- 13:06 – Why Ticket to Dream became the only charity—and how it fueled business growth

- 19:58 – The heartbreaking stats about foster kids (and what Sleep Train did differently)

- 28:55 – How doing good drove Sleep Train’s brand loyalty and retention

- 37:44 – The jingle, the whistle, and the marketing moves no one saw coming

- 46:31 – When everything almost collapsed: Lessons from the Great Recession

- 56:47 – What Dale learned about trust, betrayal, and vendor relationships

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Is the mattress industry about to become a monopoly? Discover what nobody’s saying about the TSI bid for Leggett & Platt – and why it matters for you.

The biggest shakeup in the sleep industry is happening behind closed doors, and almost nobody is addressing it. Mark Kinsley dives deep into the Somnigroup’s bid to buy Leggett & Platt, and what this means for everyone—from mattress retailers to sleep health advocates. If you've ever worried about shrinking competition, rising prices, or the future of your business, this episode is a must-watch.

We break down why Leggett’s bedding sales dropped 10% and how only 11% of Americans moved last year—the lowest since 1948—slamming demand for furniture and mattresses. Mark reveals why so many retailers are quietly moving away from TSI, and what happens when the largest manufacturer, retailer, and component supplier join forces.

Industry experts and insiders are voicing fears—and opportunities—about a market that could soon be controlled by one giant player. But with every threat comes a chance for innovation. Could this be the moment for new brands, vertical integration, and upmarket products to shine? Or is it the end of real competition in the mattress world?

Timestamps:

- 00:00 – Why nobody’s openly discussing the TSI-Leggett bid

- 02:45 – The hidden impact of low residential moves on mattress demand

- 05:30 – The surprising reason Leggett & Platt’s sales are tanking

- 09:10 – How COVID forced mattress makers to go vertical

- 13:20 – The FTC’s warning: Monopoly fears and anti-competitive moves

- 17:05 – What a $14B market cap means for the industry’s future

- 21:10 – The silent retailer rebellion against TSI and Somni Group

- 24:50 – Is it time to bet on innovation and upmarket products?

- 27:30 – The “wait and see” mindset: What’s at stake for everyone?

- 30:00 – Your next move: How to prepare for seismic industry shifts

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Discover the can’t-miss mattress industry events for 2026—plus the surprising secret to turning networking into real business growth!

If you want to turn 2026 into your most successful year yet in the sleep and mattress industry, this is the episode you can’t afford to miss. Mark Kinsley and Tara unveil The FAM’s full 2026 calendar of events—including insider details about Sleep Summit, Dream Camp in Santa Barbara, exclusive Vegas Market parties, and more.

You’ll learn why showing up in-person is about more than just being there—it’s about transforming your habits, your mindset, and your results. Hear how top industry leaders leverage these events to unlock new business opportunities, forge lifelong connections, and walk away with actionable ideas you simply can’t get inside your own four walls.

Plus:

• The real reason traditions like the Coin Holders Party matter in a chaotic world

• How to secure your spot at the most exclusive gatherings (and why spots fill up fast)

• The mindset shift that can turn every event into your “beach vacation” for business growth

Whether you’re a retailer, manufacturer, or sleep health pro, get ready for expert insights, a few laughs, and your roadmap to next-level success in 2026.

Timestamps:

- 01:24 – "Why Sleep Summit 2025 was a game-changer for industry leaders"

- 05:11 – "How to get invited to the exclusive Coin Holders Party"

- 09:38 – "Santa Barbara Dream Camp: What makes this event so transformative?"

- 14:15 – "The sleep industry’s #1 networking mistake (and how to avoid it)"

- 18:02 – "How to prepare for in-person events: The habits that set you apart"

- 21:55 – "Unlocking hidden growth: The power of showing up as your best self"

- 25:30 – "Hotel & travel hacks for Sleep Summit 2026—avoid these rookie mistakes"

- 28:44 – "How to join the FAM community and never miss an opportunity"

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

How Scott Built a Multimillion-Dollar Mattress Business in a Town of 4,400

What does it take to turn a tiny-town mattress store into a multimillion-dollar powerhouse? In this episode, Scott breaks down the mindset, systems, and sales strategies that transformed his business — and the insights are pure gold for any retailer.

From the phrase that changed his store culture (“Best day in history”) to creating a contagious team energy, Scott reveals how elite retailers think, act, and WIN.

Whether you're selling luxury mattresses, leading a retail team, or navigating tough economic seasons, this episode is stacked with actionable takeaways you can use today.

03:05 — The sales phrase that changed everything (“Best day in history”)
06:30 — Why average stores lose (and how to make your team contagious)
10:45 — The ‘funk’ mindset: Energizing teams and crushing comfort zones
15:55 — Elite vs. average: What Sleep Summit taught top retailers
21:55 — The untold secret to selling luxury mattresses to ANY customer
24:30 — Adjustable base “flat” button: The four-letter word you should never say
28:57 — Why advertising in a recession is your secret weapon (with hard numbers)
41:05 — The ‘bed bundle’ strategy: Effortless upsells that delight customers
51:30 — Unreasonable hospitality: Turning friction into fun and fans

What’s YOUR #1 tip for bringing the funk and standing out in retail? Drop it in the comments!
Join thousands of sleep-optimizers and business leaders sharing their best ideas every week — subscribe and be part of The FAM.

Ready to transform your business? Reach out to Scott or visit thefam.com for more insider strategies.

LinkedIn: https://www.linkedin.com/company/the-fam-mattress/
TikTok: https://www.tiktok.com/@forallthingsmattress
Instagram: https://www.instagram.com/forallthingsmattress/?hl=en
Facebook: https://www.facebook.com/thefamnews
Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4?si=65a6aa9c5be54b58
Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

#MattressIndustry #SleepScience #RetailSuccess #CustomerExperience #BringTheFunk

Did you know 65% of America’s wealth sits with boomers? Discover why this upends everything you know about the economy—and the mattress business!

Ever wondered why some people seem untouched by inflation, while others are barely scraping by? In this episode, Mark Kinsley brings you the most eye-opening moments from Dr. Chris Keel’s Sleep Summit 2025 keynote—a session with *rave reviews* for cutting through economic confusion.

Dr. Keel reveals the real story behind the K-shaped economic recovery: why the top third of Americans are spending freely (and what that means for mattress and sleep retailers), while the bottom third struggles with credit cards just to pay bills. Find out why marketers are wasting money targeting Gen Z, and why the *real* money is still with boomers—who control a staggering 65% of U.S. wealth.

You’ll also get the surprising truth about inflation, tariffs, and supply chains, plus the unexpected housing boom in Fargo, North Dakota. Is the future of sleep retail in the Midwest? And why will 1 in 3 American homes have a robot by 2030?

Whether you’re a retailer, sleep pro, or just want to understand where the economy is really heading, this episode is packed with actionable insights and myth-busting takeaways you won’t hear anywhere else.

Timestamps:

- 01:15 – The secret behind the K-shaped recovery & who’s still spending

- 04:50 – Why boomers control 65% of U.S. wealth (and why that matters)

- 07:20 – How companies really handle tariffs & inflation (surprising tactics)

- 10:10 – The truth about oil prices, EVs, and disposable income

- 12:30 – Why bedding is overtaking appliances as a must-have purchase

- 14:55 – Housing boom in Fargo? The Midwest migration explained

- 16:50 – The looming student loan crisis: who’s really at risk?

- 18:30 – Robots in every home: The next big trend in consumer tech

- 21:00 – What every sleep retailer must know about shifting demographics

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Ever wonder why most mattress strategies flop? Billion-dollar merchandiser Nora Gomez reveals the shocking truth—and how AI is reshaping sleep retail.

What really makes a mattress store unforgettable? Join Mark Kinsley as he sits down with Nora Gomez—former Chief Merchandising Officer at Nebraska Furniture Mart and the visionary behind Next Generation Growth. Nora has built and led teams for brands like Pier One and Victoria’s Secret, traveled to over 100 countries sourcing design inspiration, and now coaches sleep and retail leaders to thrive in the AI era.

In this episode, Nora breaks down why most mattress strategies fail (hint: it’s not about product or price), the secret to building customer trust—even with compressed mattresses in a box—and why technology alone won’t save your retail business. If you’ve ever struggled to bridge online and in-store experiences, or wondered how to future-proof your team against disruption, Nora’s insights will change the way you think about sleep retail forever.

Industry experts, surprising global stories, and actionable frameworks for change management—this episode is packed with hard-won lessons and fresh strategies you can implement now. Want to know the mattress industry’s most emotional selling point? Or how storytelling and design drive deep customer loyalty? Nora shares it all—without holding back.

Timestamps:

- 01:20 – The 3 hidden drivers behind Nebraska Furniture Mart’s mattress success

- 04:59 – How in-store experience trumps assortment (and why updates matter)

- 06:35 – What DTC mattress brands get wrong about retail synergy

- 08:02 – Do “mattresses-in-a-box” really deliver premium sleep?

- 13:19 – Why 70% of business strategies fall short (and how to fix it)

- 20:44 – The AI confusion epidemic: How to create clarity in your team

- 28:33 – The secret gap between deploying AI tools and capturing real value

- 37:43 – The power of emotional design in mattresses (and the “egg crate” effect)

- 43:26 – How Pier 1 made global product stories their biggest sales weapon

- 56:44 – The #1 question every new sleep entrepreneur must answer

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Most mattress retailers are making a mistake they can’t recover from—find out why losing “small” sales could be your biggest business risk.

Discover the untold truth shaking up the mattress industry after Sleep Summit 2025! Industry legends Brandon Bain and Steven Ferguson of Bedhead join Mark Kinsley to reveal the most actionable (and surprising) takeaways from this year’s event—including why ignoring value-priced customers could be sabotaging your business long-term.

If you’ve ever wondered why Amazon and big-box stores are swallowing up mattress sales, or how to actually compete at every price point (without losing your shirt), this episode is your playbook.

You’ll get a behind-the-scenes look at why serving every customer—especially those “small ticket” buyers—directly impacts your future profits, referrals, and brand loyalty. Learn how top retailers are future-proofing with modular sleep systems, sustainability, and bold merchandising strategies proven to boost traffic and close more sales.

Industry experts drop actionable tactics, hilarious stories, and straight talk—plus, you’ll hear the million-dollar idea that’s helping retailers bundle, upsell, and win in today’s market. Whether you’re a retail pro, sleep health enthusiast, or just want to know what REALLY drives mattress sales, this episode delivers the inside scoop.

Don’t miss the stories, hot takes, and practical tools that can transform your business—and your customers’ lives.

Timestamps:

**

00:00 - Why Sleep Summit 2025 changed everything

03:38 - The surprising speaker who electrified the industry

07:42 - The “K-shaped recovery” and what it means for mattress sales

10:45 - The retail mistake you can never recover from

16:34 - How to turn $500 customers into brand evangelists

18:43 - The 299 Pillowtop: Traffic magnet or margin killer?

23:13 - Merchandising secrets: Win at every price point

29:00 - Modularity & personalization: The next mattress revolution

35:44 - Sustainability, returns, and the future of sleep retail

42:37 - What’s the “best” mattress? (Expert answers revealed)

47:01 - Biggest takeaways and industry shout-outs

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Did you know the term “hybrid mattress” didn’t exist until one bold idea sparked a $100M+ industry shift? Here’s the wild story.

Ever wondered who invented the “hybrid mattress”—and why it matters for your health and business? This episode reveals how Mark Kinsley, industry disruptor and host of The FAM Podcast, helped redefine the way the world sleeps. From humble beginnings as a late-night DJ to leading billion-dollar brands, Kinsley shares stories about surviving the Joplin tornado, creating viral marketing campaigns (with elephants!), and how he turned a simple podcast into a thriving community and the must-attend Sleep Summit.

If you’ve ever struggled to stand out in a sea of sameness, felt overwhelmed by industry consolidation, or questioned whether your mattress actually supports your health, this conversation is your playbook. Kinsley drops actionable wisdom for sleep professionals, retailers, and anyone obsessed with better sleep: from engineering memorable customer “transitions” to harnessing AI in your business.

Plus, hear the untold story behind the term “hybrid,” why kindness and honor are non-negotiable in leadership, and why community—not competition—will define the next era of the sleep industry. Ready to transform your approach to sleep science, business, and personal growth? Hit play.

Timestamps:

- 00:53 – The surprising story behind 650+ episodes and a 25-year commitment

- 05:30 – Why “hybrid” mattresses didn’t exist (and how one campaign changed everything)

- 11:57 – The $100M secret: How content atomization turned a word into a movement

- 16:10 – What it’s like leading at Leggett & Platt and Englander

- 19:40 – The life-changing lessons from a tornado (and a mattress career pivot)

- 23:01 – Mattress buying: Why the real emotion is fear, not excitement

- 32:55 – How The FAM grew from podcast to community to Sleep Summit

- 38:03 – The “secret sauce” of creating unforgettable transitions (and customer delight)

- 52:54 – AI for mattress professionals: What you need to know NOW

- 1:03:25 – The industry’s biggest challenge no one is talking about

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

How did a family business with zero commissioned sales explode into a $70M regional powerhouse? The culture secret that’s changing mattress retail…

What if everything you thought about retail sales was wrong? In this episode, Mark Kinsley sits down with Michael Fiacco, the second-generation owner who transformed Old Brick Furniture from a local legacy into a 2023 Retailer of the Year, now with 11 stores across upstate New York and New England. Discover why Michael refuses to pay commission, never runs “sales” (except for his secret 6-hour event), and bets big on a team-first culture—even when industry veterans said it would never work.

If you’ve ever wondered how to get employees truly invested, why “lowest price, always” builds fierce customer loyalty, or how to launch into new markets without losing your core values, this episode is for you. Michael reveals how his unique approach to service, culture, and real estate (plus a few laundromats and a recruiting firm!) drives both rapid growth and work-life balance—for his team and his family.

Industry pros and sleep enthusiasts alike will hear actionable strategies about:

- Driving word-of-mouth through legendary service (not expensive ads)

- Creating a team culture that eliminates high-pressure tactics

- Why real estate is the “unfair advantage” fueling expansion

- The hidden power of in-stock mattresses for immediate sales

- How to survive market downturns without discounting your brand

Stay tuned for insights that challenge conventional wisdom and could change how you think about selling sleep.

Timestamps:

- 00:56 – The “No Commission, Team Culture” Advantage Revealed

- 03:39 – Why Service Trumps Advertising (and Pays Off More)

- 07:16 – Real Talk: How Team Bonuses Actually Work

- 09:33 – The Work-Life Revolution for Salespeople

- 12:42 – From Mom’s Consignment Shop to $70M Retailer

- 15:07 – How Real Estate Became Michael’s Secret Weapon

- 19:20 – The Mattress Business: 23% of Sales, 100% Strategy

- 22:22 – Why Inventory Speed Wins Mattress Customers

- 24:43 – Old Brick’s No-Sale, No-Gimmick Marketing Playbook

- 26:41 – The Rochester Experiment: Opening Store #11

- 33:24 – The Little “Warehouse” Detail That Changed Everything

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Why do most mattress stores still confuse shoppers after 30 years? One franchise legend reveals the surprising fix—and it starts with a tortoise.

If you've ever wondered why buying a mattress is STILL so confusing, you’re not alone. This week, Mark Kinsley sits down with Harry Roberts—co-founder of Mattress Firm, 40-year industry veteran, and the largest Mattress Firm franchisee in North America—to pull back the curtain on what *actually* works in retail sleep.

You’ll hear the story behind Brandi, the company’s top salesperson, and her "oversharing" method that turns awkward customer moments into genuine connections (and why a pet tortoise might be your secret sales weapon). Harry shares how finding and keeping great people is the #1 challenge—plus the unconventional ways his team recruits, motivates, and inspires next-generation talent.

We dive into the AI revolution, what most retailers get wrong about advertising, and why “making sleep easy” is the new battle cry for industry leaders. You’ll discover how clarity, story, and fun can transform your store, boost team morale, and skyrocket your sales—even if you’re battling floor confusion or facing tough competition.

Industry icons, bold stories, and actionable nuggets you can use today. If you want to win in mattresses, sleep health, or retail, don’t miss these lessons from the front lines!

Timestamps:

- 00:45 — The real reason mattress buying is still confusing after 30 years

- 04:15 — How Harry recruits top talent (and why bonuses aren’t enough)

- 07:00 — The “Overshare” secret: How Brandi became #1 (and why a tortoise helps)

- 10:40 — Why fun is a business superpower (Jesse Cole’s playbook revealed)

- 13:45 — How industry legends use inspiration to fuel 40-year careers

- 15:55 — Inside the Mattress Firm & TSI merger: What’s changing for retailers?

- 18:24 — The new “We Make Sleep Easy” philosophy—will it finally work?

- 22:00 — Why fewer beds = more sales: Simplifying your floor for profit

- 25:18 — How to find (and tell) your store’s real story for loyal customers

- 33:30 — The confidence formula: Turning shopper fear into trust (with systems)

- 36:15 — The best closing lines for RSAs (and how to create instant warmth)

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Discover why a third-generation mattress exec is trading spreadsheets for spotlights—and how music could change the sleep industry forever.

What happens when you blend sleep science, industry innovation, and live music? In this special episode, Mark Kinsley welcomes Charlie DiCarlo—Senior Key Account Manager at Avocado Green Brands, third-generation mattress industry insider, and accomplished singer-songwriter. Charlie’s not only booked to perform *live* at Sleep Summit 2025, but he’s also dropping a brand new album and sharing his journey from backstage nerves to business leadership.

If you’ve ever wondered how creativity and the sleep business intersect—or why music might be the best-kept secret for building unforgettable events—this episode is for you. Hear the surprising story of how Charlie went from anonymous open-mic nights to leading accounts for one of the most innovative mattress brands. Mark and Charlie also reveal why family legacy, honest feedback, and a passion for storytelling drive real industry change.

Plus, get the inside scoop on what’s coming to Sleep Summit 2025, including exclusive live performances and game-changing AI workshops. Don’t miss Charlie’s live acoustic set, a unique Green Day cover, and the powerful lessons he’s learned about blending heart, hustle, and harmony in both music and mattresses.

Timestamps:

- 00:45 – The Sleep Summit musical surprise nobody saw coming

- 02:18 – How brutal feedback made Charlie a better songwriter (and leader)

- 04:50 – The strange, true story behind Paper Birds & viral music videos

- 07:40 – What it’s *really* like growing up in a mattress dynasty

- 11:10 – The “Sealy Wars” explained: Wild West of the mattress world

- 13:26 – Green Day, folk roots, and Charlie’s live acoustic session

- 15:30 – Why Avocado Green Brands is different (and why Charlie joined)

- 16:55 – How AI is reshaping music—and the mattress business

- 18:50 – Meet the Avocados: Who’s playing the main stage at Sleep Summit?

- 19:50 – Final thoughts and how to join the industry’s most creative event

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Why are mattress prices set to jump $375 overnight? Discover how new tariffs could shake up your business and what retailers can do to stay ahead.

In this episode of The FAM Podcast, Mark Kinsley unpacks the jaw-dropping impact of the newly announced 30% tariff on upholstered furniture—on top of already soaring steel and lumber tariffs. If you’re a mattress retailer, sleep industry pro, or just care about your bedroom budget, this is a must-watch.

Mark reveals specifics: a 50% steel tariff could push adjustable base prices up by $150 wholesale—meaning a $375 price hike for consumers. With Canadian lumber tariffs expected to rise to 27%, the pressure is mounting on all fronts.

But it’s not all doom and gloom: Mark shares how top retailers are adapting, the truth behind the headlines, and why “terrified by tariffs” is the wrong mindset. He also previews Sleep Summit 2025, where real economic insights—not media hype—will help you make sense of the chaos.

Are you ready to separate fact from fiction and learn how to thrive, not just survive, in this new era of mattress retail? Tune in for actionable strategies, industry stories, and a sneak peek at the future of sleep.

Timestamps:

**

- 00:00 – The tariff shockwave: What’s happening now

- 02:10 – Are adjustable bases next? The industry confusion explained

- 05:30 – The surprising reason your expensive mattress may cost $375 more

- 08:20 – Steel & wood tariffs: The silent price drivers behind the scenes

- 11:15 – How international supply chains are shifting (and why it matters)

- 14:00 – Real retailer stories: Who’s thriving despite tariff panic?

- 18:25 – Media hype vs. economic reality: Dr. Chris Kiel’s upcoming insights

- 21:40 – Sleep Summit 2025: Why industry leaders are making this event a must

- 26:00 – Behind the scenes at ErgoMotion and Sit’n Sleep: Innovation in action

- 31:10 – Action steps: How you can future-proof your business now

**

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Most mattress retailers are missing out on a hidden profit zone—here’s the barbell sales strategy to win luxury AND value customers in 2025!

Are you leaving money on the table by only chasing big-ticket mattress sales? In this episode of The FAM Podcast, Mark Kinsley is joined by Brent Batterman—industry legend, trainer, and “pastor” of mattress sales—to expose the overlooked “value zone” and why mastering both luxury and budget sales is the breakthrough strategy for 2025.

If you’ve ever struggled to connect with the $700 customer (or close that $7,000 sale), this is your roadmap. Brent reveals how the right mindset, pre-sale prep, and a few simple but powerful habits (like remembering customer names and asking the right questions) can transform your results. You’ll learn why the best salespeople start their day hours before opening, how Saturday morning practice sessions can boost revenue by 20%, and why service—not just selection—keeps customers coming back even in the Amazon era.

Industry research, actionable scripts, and behind-the-scenes stories from Sleep Summit main stage—this episode is packed with proven tactics you can use at your next Saturday sales meeting.

Curious about the #1 skill luxury buyers demand? Or why financing is your underused closing weapon? Stay tuned for Brent’s coaching “after the up” framework and the simple notebook trick that will make customers feel truly heard.

Timestamps:

**

- 02:30 – The “barbell selling” strategy: Luxury vs. value zone

- 05:10 – Why your sales mindset starts before store hours

- 08:00 – How a Saturday morning practice can boost sales by 20%

- 11:50 – The real reason value mattresses aren’t just for Amazon

- 17:30 – The #1 skill for closing luxury buyers (it’s not what you think)

- 22:00 – The secret power of remembering customer names

- 27:10 – Proven scripts for asking better, trust-building questions

- 32:15 – Why leading with financing can unlock bigger tickets

- 36:40 – How to shift from “selling” to “helping select” the right bed

- 41:00 – Coaching after the up: 3 questions every manager should ask

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Did you know 75% of US mattresses are now under one company? Discover how this impacts your sleep, wallet, and the entire industry!

In this episode of The FAM Podcast, Mark Kinsley dives deep into the seismic shifts rocking the mattress industry—starting with a jaw-dropping stat: *75% of mattresses in the U.S. are now made or sold by a single company*. But what does that mean for you—whether you’re a retailer, sleep advocate, or health-conscious consumer?

We pull back the curtain on the real business challenges retailers face in 2025: from navigating economic uncertainty (and separating fact from media-driven fear), to the dangers of the "race to the bottom"—cheap mattresses failing burn tests, filling landfills, and risking consumer health. Industry insiders explain how focusing on value (not just price) is the key to winning over today’s savvy customer.

Plus, discover how some of the best retailers are transforming company culture, empowering their teams, and redefining what it means to build a career in sleep. You'll hear exclusive previews of Sleep Summit 2025, expert insights from Dr. Chris Kiel and Russ Robertson (Walmart legend!), and strategies you can use right now to future-proof your business and your sleep.

If you’re tired of the noise and want actionable advice from the industry’s A-players, this episode is your inside edge.

Timestamps:

**

- 00:45 — Why 75% of mattresses now come from one company (and why it matters)

- 04:15 — The #1 business challenge retailers face in 2025

- 08:40 — The media myth: How fear skews your view of the economy

- 12:20 — Are cheap mattresses sabotaging sleep and safety? The shocking truth

- 16:05 — How to attract (and keep) top talent in mattress retail

- 19:32 — Real-world secrets to building an unbeatable company culture

- 24:00 — Sleep Summit 2025: VIP previews and can't-miss sessions

- 28:10 — Actionable tools for boosting sales and customer trust

- 31:45 — How to join the exclusive Sleep Summit rides and after-party

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

How did a mattress company put $117 million into employees’ pockets—and grow 800% in four years? The truth will shock you. 🛏️

What if the secret to explosive business growth was simply giving away ownership? This episode of The FAM Podcast features Dale Carlsen, founder of Sleep Train—a 317-store empire whose radical employee-first culture shocked the mattress industry. Dale reveals why he gave 25% of his company to employees, how it created an 800% spike in company value, and the emotional stories behind life-changing payouts (including a delivery driver who bought his mom a new house).

But it wasn’t just about money. Dale shares how a single focus on foster kids made Sleep Train a household name, built unbeatable loyalty, and drove real impact for thousands of children aging out of the system. You’ll hear why long mattress warranties are a mistake, how the iconic Sleep Train jingle was born, and the pivotal moments (including a brush with bankruptcy) that almost changed everything.

If you’ve ever wondered how to build a powerful company culture, leverage purpose for real business growth, or make a lasting difference—this is the one episode you can’t miss.

Timestamps:

**

- 00:00 – How Dale Carlsen built a 317-store mattress empire

- 02:10 – The truth about 25-year mattress warranties (and why they hurt customers)

- 03:06 – The $117 million ESOP: Making employees owners—and millionaires

- 05:37 – The emotional "mirror moment" that changed everything

- 08:41 – Real stories: How Sleep Train’s ESOP changed employees’ lives

- 12:41 – Why focusing on foster kids supercharged Sleep Train’s culture

- 18:43 – Shocking foster care stats every business leader needs to know

- 27:07 – How purpose-driven charity became Sleep Train’s business superpower

- 36:39 – The inflection point: How Rush Limbaugh (and a jingle) fueled growth

- 43:30 – Crisis, honesty, and surviving the Great Recession

- 53:44 – Lessons from loss: Trust, systems, and the power of transparency

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Did you know your mattress store has just 7 seconds to win or lose a sale? Discover the surprising strategies that top retailers use to win big.

We’re fresh off the floor from Nationwide Primetime in Nashville—and we’re spilling the real secrets you won’t hear anywhere else! Mark & Tara Kinsley break down the top takeaways that can transform your mattress business and your customers’ sleep.

If you’ve ever wondered why your AI initiatives stall, or how a simple “pillow fitting” can boost your average ticket by $200, this episode is your playbook. Get the inside scoop from the Dream Team at Mattress University, learn why featuring your staff in marketing is riskier (and more rewarding) than you think, and uncover the 7-second science behind customer trust.

Industry experts, from Pure Care to King Koil, shared actionable tips that you can implement TODAY—like the secret power of dressing your beds and how Google images can make or break your store’s foot traffic.

Ready to stop treating AI like a toy and start using it as a tool? Mark unveils the AI Accelerator Lab—your chance to master AI before Sleep Summit. Whether you’re a retailer, sleep pro, or just curious about the mattress industry’s future, this is the episode you can’t afford to skip.

Timestamps:

**

- 00:00 – Nashville Recap & Why Nationwide Primetime Matters

- 04:30 – The #1 Leadership Mistake Killing AI Adoption

- 09:15 – AI Accelerator Lab: How to Fast-Track Your Team

- 13:20 – Mattress University: The Power of a "Dressed" Bed (Sales Jump!)

- 17:45 – Pillow Fitting: The $200 Add-On Most Stores Miss

- 22:10 – The 7-Second Rule: Win Trust or Lose Customers Fast

- 27:40 – Google Profile Hacks That Drive Foot Traffic

- 32:05 – Dream Team’s “Showroom, Not Tell Room” Sales Philosophy

- 36:15 – Why Featuring Staff in Marketing Builds (or Breaks) Your Brand

- 41:00 – How Fun & Culture Fuel Viral Mattress Marketing

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Did you know a jingle can make your brand 96% more memorable? See how AI wrote one in just 2 minutes (and why your business needs this edge).

What does a hidden Oregon beach, a 2-minute AI-composed song, and a record-breaking charity event have in common? This episode is your backstage pass to the future of mattress marketing. Mark Kinsley reveals the science behind why jingles work—brands with music boast a staggering 96% higher recall rate! If you've ever wondered why your best promotions still get ignored, this is the missing link.

Join us as Mark walks through a live demo: using ChatGPT and Suno to create a custom jingle for Mattress World Northwest, all based on proven neuroscience and brand storytelling. Learn why the "earworm effect" sticks your message in customers' minds, how double-encoding (melody + words) boosts recall, and why refining your AI prompts is the secret weapon every retailer needs.

Plus, get a sneak peek at Sleep Summit 2025's game-changing lineup—from Dr. Chris Kuehl's unfiltered economic insights to Eugene Alletto's contrarian take on bedding innovation. Whether you're a sleep industry pro or just obsessed with better sleep, this episode delivers actionable AI tools, community shoutouts, and a behind-the-scenes look at the moments shaping the future of sleep.

Timestamps:

**

- 00:45 – The Hidden Beach Story & Inspiration for Creativity

- 03:20 – How a Charity Golf Tournament Raised $94,000 (and Built Community)

- 06:15 – The Science Behind Why Jingles Make Brands Unforgettable (96% Recall!)

- 10:30 – Live AI Jingle Creation: From Prompt to Melody in 2 Minutes

- 15:50 – The Secret to Powerful Prompts (Role, Goal, Topic, Details)

- 19:25 – Pro Tips: Refining Your AI Outputs Like a “Prompt Boss”

- 23:00 – How to Make AI Jingles Unique to YOUR Brand

- 25:40 – Big News: Sleep Summit 2025 Lineup Revealed

- 30:10 – Why AI Adoption Starts at the Top (And How to Lead Change)

- 32:15 – Your Invitation: How to Join the Sleep Industry’s Biggest Event

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

You won’t believe the wildest sleep technology we tested at Vegas Market—think massage beds, carbon fiber support, and celebrity collabs!

Just back from Las Vegas World Market, Mark and Tara Kinsley spill the behind-the-scenes on eight showrooms changing how we sleep (and sell sleep). From a cabana at the Bellagio to late-night adventures at Tao, this episode recaps the most eye-opening moments with industry insiders and real talk about what’s trending in sleep science and mattress innovation.

If you’ve ever wondered what really happens at the biggest mattress market in the world, tune in for exclusive insights on:

- The King Koil x Property Brothers launch shaking up retail floors

- A massage bed that actually stretches you (no, really)

- Carbon fiber mattresses that feel buoyant, not stiff

- How Corsicana is making life easier for retailers with one-stop solutions

- Game-changing pillow programs and the truth about “pillow poaching”

- Why Prana Sleep’s secret weapon is finally available to more stores

- The tech that lets you answer 50,000 customer texts—instantly

With social proof from the pros, real product testing stories, and a sneak peek at what’s next for Sleep Summit, you’ll get the inside edge on sleep industry trends and actionable takeaways to improve your own rest.

Timestamps:

**

- 00:00 — Inside Bellagio cabanas & biggest happy hour ever

- 04:15 — The massage bed that “kneads” you like a cat

- 07:30 — Carbon fiber mattress: Why it feels so different

- 12:10 — King Koil’s Property Brothers launch & Smart Life demo

- 15:45 — Corsicana: The one-stop shop for retailers (fuzzy “blankie” couches!)

- 19:25 — How instant answers are transforming retail texting

- 23:10 — Purple’s new pillow tech & GigaCloud’s game-changer for dealers

- 26:35 — Prana Sleep’s secret weapon goes public—what it means for you

- 30:00 — BedTech’s Italian pillows and next-level packaging secrets

- 34:20 — How to get on the FAM Cam: Social video with real ROI

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818