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
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
Most mattress retailers lose 30-40% in sales by hiding financing—here’s how to turn payment options into your #1 marketing weapon (and boost ticket size).
Ever wondered why customers walk out without buying—or why your average ticket won’t budge? This week, Mark Kinsley sits down with Mark Shelley, Head of Sales at American First Finance, to reveal the untapped power of leading with financing. Discover how presenting flexible payment options early and often can unlock “Yesville” for every shopper, not just prime credit buyers.
If you’ve struggled with low foot traffic, missed sales, or the awkward “financing talk” at the end of a sale, this episode is packed with actionable insights. Learn about AFF’s all-credit-welcome approach, the “silent salesman” campaigns that drive repeat business, and an industry-first ad match program that can DOUBLE your marketing budget. Hear how retailers are seeing 30-40% higher average tickets by simply changing the financing conversation—and how you can implement these strategies both in-store and online.
Industry experts share proven tips for training sales associates, presenting payment options without discomfort, and using digital tools to pre-qualify customers before they even walk in. Plus, get a behind-the-scenes look at advanced ad tech that eliminates wasted spend and targets real, in-market shoppers—no more bot traffic!
Whether you’re a seasoned retailer or just starting out, this episode is your playbook for smarter selling in today’s challenging market.
Timestamps:
**
00:00 – The #1 mistake retailers make with financing
02:50 – How “Yesville” makes customers say yes (not just settle)
05:30 – The surprising reason your expensive mattress isn’t selling
08:20 – Unlocking secret campaigns: Turn unused approvals into return visits
11:15 – 30-40% higher tickets: The real numbers behind financing
13:30 – How the ad match program can double your marketing reach
15:00 – Beating bot traffic: Smarter digital ad spend for real foot traffic
17:00 – Mini pig tales & farm life: Meet the real Mark Shelley
20:10 – Industries served: Why AFF is more than just mattresses
22:00 – Rapid-fire golden nuggets you can use 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
Mattress pros: Are you missing the #1 AI automation that’s saving top retailers hours and thousands—without hiring extra staff? Discover it here.
AI isn’t just a buzzword—it’s the tool transforming the mattress and sleep industry, from product imagery to customer engagement and beyond. In this episode, Mark Kinsley is joined by AI and automation experts from Presti.ai and Podium to reveal how sleep retailers are using next-gen automation to slash busywork, boost sales, and deliver the photo-realistic, emotion-driven customer experiences today’s shoppers demand.
If you’ve ever struggled with slow photoshoots, inconsistent customer replies, or missed-out reviews, this is your playbook. Learn the surprising truth about why generic AI tools like ChatGPT distort your product images, and how industry-specialized platforms like Presti.ai ensure your mattresses look real (and irresistible) in every context—at a fraction of the time and cost.
You’ll see real demos of batch automations, brand-specific AI training, and even API integrations that instantly turn a single product shot into dozens of high-converting lifestyle images. Plus, discover how Podium’s AI handles customer questions 24/7, automates reviews, and turns five-star feedback into instant social proof—all without human error.
Industry leaders share stories, hacks (like “prompt bossing”), and future-proof strategies you can use right now—whether you’re a boutique retailer or a national chain. Ready to work smarter, not harder? Watch and join the AI-driven sleep revolution.
Timestamps:
**
- 00:00 – The #1 AI secret mattress retailers are missing
- 04:15 – How “prompt bossing” transforms your AI results overnight
- 08:30 – Why most brands fail at AI imagery (and how to fix it)
- 12:25 – The shocking cost difference: AI vs. traditional product photography
- 15:45 – Instantly creating 4K lifestyle images for every customer segment
- 18:10 – Automation at scale: Batch, custom AI, and API integrations explained
- 22:30 – How Podium’s AI turns every review into a sales machine
- 27:00 – The automation workflow that posts five-star reviews to Facebook automatically
- 33:05 – Real questions from retailers: Practical AI use case troubleshooting
- 41:30 – Future-proofing your business: What’s coming next in AI automation
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 37-year-old mattress mogul turn a forgotten furniture store—with NO computer—into a thriving, triple-location empire? The secret’s inside.
What happens when a top mattress retailer gets bored? If you’re Keith Moneymaker—the “Unicorn with a Beard”—you buy out a local furniture store with a legendary legacy…and discover a hidden warehouse packed with vintage gems, untouched since the 90s. In this episode, Mark Kinsley digs in with Keith on how he’s defied industry odds, tripled his business in a year, and created a “treasure hunt” outlet that’s become the talk of Pinehurst, North Carolina.
If you’ve ever wondered why so many mattress stores close up shop—or how to actually thrive in a tough market—Keith’s story is a masterclass. You’ll hear how investing in community (not just inventory) creates unstoppable loyalty, why keeping competitors close is his secret weapon, and how a $0 marketing hack drove 36,000+ views and doubled his IG following with real, local customers.
PLUS: The wild risks, the family legacy, the “Dreams for All” nonprofit, and the honest truth about adding furniture to your mattress business. Ready for the real playbook on building a resilient, values-driven sleep empire? Hit play.
Timestamps:
**
- 01:00 – The “Unicorn with a Beard” origin story (and why it matters)
- 03:40 – How buying failed mattress stores led to unexpected opportunities
- 07:20 – The overlooked power of community giving (and business growth)
- 10:10 – The tough truth about adding furniture—and why most fail
- 13:30 – The dice roll: Buying a store with no computers or inventory records
- 16:40 – Discovering a hidden warehouse of vintage, high-end furniture
- 18:30 – How a $0 Facebook Reel brought 36,000 views and doubled followers
- 22:10 – The “homesteader” life: Why chickens lead to alpacas (and family wellness)
- 24:00 – The secret to hiring (and keeping) a dream team in retail
- 27:00 – Social proof: The wanted poster, Rebels of Rest, and community love
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 does escaping a hurricane spark a sleep industry revolution? Discover the wild journey behind Canada’s fastest-growing mattress brand!
When Jon Piett fled a hurricane in Turks & Caicos, he had no idea it’d launch him into the heart of Canada’s mattress industry. In this episode, Jon reveals how starting over led him from a cold garage—crafting weighted blankets—to founding Lotus Sleep Products and opening six Modern Mattress stores across Saskatchewan.
If you’ve ever wondered how to compete with mattress giants or how to build a guest-first culture that drives real sales, you’ll love Jon’s story. He shares the surprising decision to ditch big brands in favor of private-label products, the “micro-moments” that transformed his team’s mindset, and how obsessing over every little customer detail (even lighting and opening the door) became Modern Mattress’s secret sauce.
Industry experts said his strategy was “crazy.” Sales and conversions say otherwise. Learn how Jon’s team involved staff in product design, fostered culture through hundreds of small rituals, and flipped the mattress industry playbook upside down—proving that action (not permission) is the real difference-maker.
Stay tuned for Jon’s best advice for entrepreneurs, how Lotus is eyeing global expansion, and a behind-the-scenes look at what’s next for the Canadian sleep scene.
Timestamps:
- 00:45 – The hurricane escape that changed Jon’s life
- 05:26 – Why Jon pestered his way into the mattress industry
- 12:36 – The garage story: From homemade weighted blankets to the first Lotus mattress
- 18:14 – The “180-degree” shift that made Modern Mattress unique
- 19:22 – How staff-driven product design changed everything
- 22:52 – Why dropping big brands actually boosted sales
- 24:48 – The real work: Building culture and team mindset (and why most fail)
- 26:08 – Tiny habits, huge impact: The door-opening ritual explained
- 29:46 – What’s next: Global expansion and tech innovation
- 32:39 – Jon’s #1 advice for aspiring entrepreneurs
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
Dive into the future of retail with AI expert Mark Kinsley and discover how to turn AI from a mere toy into a powerful tool for innovation.Join our host Mark Kinsley as he talks with Melissa about the transformative power of AI in the retail industry. With years of experience in the mattress and appliance sectors, Mark shares his insights on leveraging AI for productivity and innovation.In this episode, Mark Kinsley takes us on a journey from being an AI tinkerer to an expert. He discusses the evolution of AI tools, their applications in retail, and how businesses can maximize AI's potential. Through engaging anecdotes, Mark illustrates AI's role in enhancing productivity and offers a glimpse into the future of retail.Timestamps:00:00 - Introduction by Melissa and Mark03:45 - How AI Became a Game-Changer in Retail07:20 - Early Adoption and Masterminds: The Journey Begins12:10 - AI in Action: Real-world Applications and Success Stories18:30 - Interactive Session: Defining AI's Role in Your Business25:45 - The Iron Man Suit Analogy: Who Wins in the AI Age?34:00 - Tools and Tips: Maximizing AI for Business Success42:50 - Audience Q&A: Your AI Questions Answered50:15 - Closing Thoughts and Future of AI in Retail
Discover the transformative power of sleep science in this insightful episode featuring Dr. Elie Gottlieb, Head of Applied Sleep Science at SleepScore Labs. Host Mark Kinsley explores how cutting-edge research and technology are not only helping people sleep better—but also driving innovation and growth for businesses in the sleep industry.What You’ll Learn:* How SleepScore Labs validates product claims with data* The connection between personalized sleep solutions and business performance* Why pillow fit can make or break your sleep* How to build “sleep pressure” during the day for better rest at night* The role of consistency in healthy sleep habits* Eye-opening insights into social jet lag and sleep hygiene* What the future holds for personalized mattress shoppingWhether you’re a sleep-deprived professional or a brand looking to improve your product’s credibility, this episode is packed with practical advice and fascinating science.Timestamps:00:01 – Introduction to Dr. Elie Gottlieb and SleepScore Labs01:18 – How SleepScore Labs Drives Business Growth03:03 – The Importance of Evidence-Based Sleep Science05:20 – The Science of Pillow Fitting and Sleep Quality09:51 – Sleep as a Daytime Issue: Building Sleep Pressure14:04 – Overcoming Biases to Prioritize Sleep21:21 – Understanding Individual Sleep Needs and Consistency24:27 – The Impact of Social Jet Lag on Health30:39 – Essential Sleep Hygiene Practices40:57 – Future of Mattress Shopping: Personalized Sleep SolutionsReady to sleep smarter? Tune in now and wake up to what’s possible. #SleepScience #SleepScoreLabs #ElieGottlieb #BetterSleep #HealthTech #MarkKinsley #MattressIndustry #SleepInnovation #Podcast
3Z Brands CEO John Merwin returns to The FAM Podcast to talk about the future of mattress retail. From Helix’s brick-and-mortar rise to the viral impact of Brooklyn (his daughter and the brand), and the surprising acquisition of Southerland—a legacy wholesaler—Merwin reveals how the lines between DTC and traditional retail are being redrawn.
🛏️ Whether you’re a mattress retailer, manufacturer, or brand builder, this episode is packed with insights you don’t want to miss.
⏱️ Timestamps:
00:00 – Wonderbread truck beginnings
01:00 – Getting attacked by his dog (and stitched up in a stranger’s house)
05:00 – Brooklyn (his daughter) goes viral
08:20 – Influencers and mattress marketing
10:45 – Podcasting power for brands
12:30 – Why 3Z bought Nola, Leesa… and Southerland
15:30 – Helix’s success at retail
17:50 – 3Z’s co-branded local ad strategy
21:00 – What DTC brands must do to get acquired
24:00 – Inflection points: liquidation, foam pouring, and vertical integration
35:45 – What’s next for 3Z (and 3 million pillows/year)
The FAM is excited to announce that Bedgear's CEO Eugene Aletto is speaking at Sleep Summit 2025. In honor of the announcement, we are replaying last year's most listened to episode, featuring the bad boy of bedding himself!
Buckle up for an eye-opening chat with Eugene Alletto, the maverick CEO of Bedgear, who's revolutionizing the bedding industry with his bold and innovative approach.
Dubbed the "bad boy of bedding," Eugene shares how his immigrant upbringing instilled the principle of being additive rather than disruptive. In this lively episode, Eugene and host Mark Kinsley delve into the importance of innovation, the power of words in branding, and the value of inclusive, customer-centric business practices.
Join us for a rollercoaster ride through Eugene's fascinating career, filled with anecdotes that underscore his relentless drive and unique approach to transforming the bedding market. Whether it's connecting the dots in a disjointed industry or emphasizing the need for education over mere sales tactics, Eugene's insights are a treasure trove for aspiring entrepreneurs and seasoned business leaders alike.
Key Takeaways:
Eugene Alletto's Journey: From a top-performing salesperson to the trailblazing CEO of Bedgear, Eugene's path highlights the power of innovative thinking and resilience.
Additive, Not Disruptive: Emphasizing the importance of adding value rather than disrupting, Eugene showcases how focusing on consumer needs can lead to success.
Innovation and Education: The critical roles of continuous innovation and robust education in building a brand promise and maintaining industry relevance.
Tune in to discover why Eugene is not just a disruptor, but a game-changer in the bedding world. For more insights, follow Eugene on LinkedIn and learn about Bedgear's revolutionary products that are redefining sleep essentials.
Can you build a competitive intelligence dashboard with no coding skills? Yes—and Mark Kinsley shows you how.
In this episode, Kinsley demos how he used Manus.ai to create a mattress industry market tracker that monitors local competitors, scrapes promotional data, and identifies strategic threats. He also built a real-time stock dashboard to follow public companies like Sleep Number and Purple.
If you’re a mattress retailer, supplier, or manufacturer, this episode offers a masterclass in using AI tools to make better business decisions.
Chapters
00:00 Introduction to AI Tools and Manus.ai
02:59 Building a Competitor Intelligence Dashboard
05:54 Understanding AI's Capabilities and Limitations
09:10 Creating a Stock Tracker for the Mattress Industry
12:05 Improving Communication with AI Systems
14:46 Real-Time Data Integration and Market Insights
17:57 The Role of Vision in AI Implementation
21:14 Empowering Teams with AI Tools
Dive into the inspiring journey of Dale Carlsen, the visionary behind Sleep Train, and discover how he reshaped an industry and gave back to his community.Join host Mark Kinsley as he sits down with Dale Carlsen, the legendary founder of Sleep Train, who built a 317-store empire with a unique culture of employee ownership and community support.In this episode, Dale Carlsen shares the story of building a mattress empire and the transformative power of employee ownership.
Discover how his innovative approach not only skyrocketed business growth but also changed the lives of countless employees and foster children. Dale's commitment to doing the right thing extends beyond business, highlighting the importance of community engagement and the impact of giving back.Timestamped Breakdown:
[00:01] - Meet Dale Carlsen: The Visionary Behind Sleep Train[01:20] - Challenging Industry Norms: The Warranty Revolution[03:19] - Empowering Employees: The Birth of the ESOP[05:18] - Cultivating Ownership: Building a Culture of Accountability[07:10] - A Mirror of Ownership: The Moment Employees Became Owners[09:10] - Legacy of Change: Impacting Lives Beyond Business[13:36] - Focus on Foster Kids: The Genesis of Ticket to Dream[20:37] - Addressing Systemic Challenges: The Foster Care Crisis[28:29] - Sustained Success: The Power of Purpose-Driven Business[46:17] - Navigating Challenges: Lessons from the Great Recession