The FAM Podcast with Mark Kinsley

The FAM Podcast
  • 4.9 (36)
  • ECONOMÍA Y EMPRESA
  • CADA SEMANA

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. HACE 6 DÍAS

    From Nebraska Furniture Mart to AI Mastery: Nora Gomez Reveals the Future of Sleep Retail

    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

    1 h y 14 min

  2. 3 NOV

    The Hidden Mattress Mistake Costing Retailers Millions (And How to Fix It)

    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

    59 min

  3. 27 OCT

    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

    1 h y 6 min

  4. 20 OCT

    Michael Fiacco's 50M+ Secrets: How Old Brick Built a No Sales, No-Commission, Team-First Business

    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

    40 min

  5. 13 OCT

    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

  6. 6 OCT

    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

  7. 29 SEP

    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

  8. 22 SEP

    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
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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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