The FAM Podcast with Mark Kinsley

The FAM Podcast

Sleep industry secrets revealed! On The FAM podcast, host Mark Kinsley interviews innovators, entrepreneurs, and thought leaders shaping the future of the sleep industry.

  1. OCT 27

    Mattress Firm Co-Founder on Shocking Origin of 'Hybrid Mattress'- 1 Word Changed a Billion+ Industry

    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

    1h 6m

  2. OCT 13

    Mattress Firm's Co-Founder Reveals 40 Years of Secrets-Oversharing, Tortoises & Easy Sleep

    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

    41 min

  3. OCT 6

    From Beds to Ballads: Avocado's Charlie DeCarlo Brings His Music to Sleep Summit 2025

    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

    25 min

  4. SEP 29

    How 30% Furniture Tariffs and a 50% Steel Hike Are Reshaping the Sleep Industry

    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

    20 min

  5. SEP 22

    Barbell Selling Secrets: How Mastering Luxury AND Value Mattresses Will Make 2026 Your Breakout Year

    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

    47 min

  6. SEP 15

    Fears About TSI & Mattress Firm: What happens when 75% of Mattresses Flow from One Company?

    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

    24 min

  7. SEP 8

    The Mattress Empire That Made Millionaires: The Untold Secrets Behind Sleep Train’s 800% Growth

    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

    1h 14m

  8. AUG 25

    Brand Muscle & Local Hustle: Dream Team Reveals Success Secrets at Nationwide PrimeTime

    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

    26 min
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Ratings & Reviews

5
out of 5
3 Ratings

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Sleep industry secrets revealed! On The FAM podcast, host Mark Kinsley interviews innovators, entrepreneurs, and thought leaders shaping the future of the sleep industry.

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