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
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