Dos Marcos

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

In this episode, legendary business builder Jason Friedman joins Mark Kinsley to recap Sleep Summit 2023. More than 100 mattress professionals gathered for the first-ever event featuring 18 speakers. One retailer said, "I took 14-pages of notes!" Sleep Summit attendees enjoyed two-days jam packed with networking, professional development, amazing food, and an exclusive evening at the world-renowned  Crystal Bridges Museum of American Art.  Did you miss Sleep Summit? Good news for you mattress entrepreneurs and business builders — there’s a path forward! You’re invited to join us at 2 p.m. EST on Oct. 17th to be part of this EPIC announcement. Register here >> https://cxformula.zoom.us/meeting/register/tZMoc-iupz4pE9EwEeRJ3ZEXKaM-r41HfUbA#/registration --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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 fo

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 t

Sleep better with insights from a fourth-generation mattress maker. Shaun Pennington, CEO of Diamond Mattress, shares his wisdom on the Sleep Summit Show. In this episode, Pennington discusses his leadership of the 80-year-old family business known for quality, integrity, and innovation. As a fourth-generation leader, he provides a unique perspective. Key Takeaways from this episode: Invest in coaching skills. Pennington prioritizes developing his coaching abilities. He believes supporting team members this way leads to empowerment and rewards. Consider how you can adopt a coaching mindset in your leadership role. Communicate directly. Pennington and his sister learned to avoid "triangulation" in communication. This means speaking directly rather than relaying messages through others. Direct communication prevents misunderstandings. Try closing triangles in your own conversations. Stay adaptable. The mattress business evolves rapidly. Diamond succeeds by innovating products while providing s

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! --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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

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 lift

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

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! --- Send in a vo

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 s

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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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 . --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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 enhanc

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. --- Send in a voice message: https://podcasters.spotify.com/pod/show/sleepsummitshow/message

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 Schedul

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 pickin

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