The FAM Podcast with Mark Kinsley

The FAM Podcast
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  • BUSINESS
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The FAM Podcast with Mark Kinsley

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. 2D AGO

    From Funnel Cakes to Fortune: The Art of Event Selling and Biz Dev with Jason Goodman

    How do you transform a crowd focused on funnel cakes and fun houses into a line of eager mattress buyers? This week on The FAM Podcast, host Mark Kinsley sits down with Jason Goodman, the head of business development for City Mattress, to discuss the art of selling at high-traffic events like state fairs and rodeos. Goodman shares how to sell outside traditional retail environments. Learn how to convert high foot traffic events into lucrative sales opportunities and discover the essential elements of successful business development. [00:01] - Introduction: Turning funnel cake crowds into customers [01:02] - Meet Jason Goodman: From Michigan to City Mattress [06:00] - The Event Selling Blueprint: Finding the right place, product, and people [09:47] - The Best Events for Selling: Why rodeos and state fairs work [13:19] - Sales Tactics: Quick qualifying and the art of the close [20:08] - Product Matters: The importance of differentiation [26:43] - Business Development Strategy: Identifying and solving the right problems [33:16] - Avoiding Problem Hunting: Focus on high-value solutions [37:24] - Creating a Wow Factor: How to stand out at events [41:23] - Closing Thoughts: Jason's passion for the mattress industry

    43 min

  2. MAY 5

    40x Productivity with AI & ChatGPT: The Secrets I've Been Teaching Mattress Executives

    Discover how to 40X your productivity and revolutionize your business workflow with the power of AI!In this episode, Mark Kinsley reveals how to dramatically enhance your productivity using ChatGPT and generative AI, sharing insights from his teachings to mattress industry executives. Learn how AI is reshaping business operations, from idea generation to task automation, and why becoming a "prompt boss" is crucial for staying competitive. Dive into real-world examples and discover how you can leverage these tools to transform your workflow.Timestamps:00:01 - Introduction: 40X Your Productivity02:15 - Behind the Scenes with ChatGPT05:40 - AI in the Mattress Industry: A Case Study10:22 - From Toy to Tool: Mastering AI15:55 - Real-life Productivity Boost: ChatGPT in Action20:34 - The Role of Prompt Engineering25:47 - Future of AI: What to Expect30:12 - How to Start Your AI Journey35:00 - Closing Thoughts: Embracing AI in Business

    32 min

  3. APR 28

    City Mattress’s Secret Sauce — and How PranaSleep Became the Star of Their Retail Recipes

    Discover the secret sauce behind City Mattress, one of America's most esteemed family-owned retailers. Join host Mark Kinsley as he delves into the recipe for success with Jason Goodman, Head of Business Development at City Mattress. This episode uncovers the blend of tradition, innovation, and quality that defines their retail strategy.In this episode, we explore the unique business strategies that have propelled City Mattress to the forefront of the retail industry. From their proprietary PranaSleep mattresses to the cultural ethos driving their success, Jason Goodman shares insights on maintaining quality and passion over decades. Learn how City Mattress combines a family-centered approach with cutting-edge product development to achieve remarkable market presence.00:00 - Introduction to the City Mattress Secret Sauce01:16 - Jason Goodman: From Outsider to Insider02:14 - Jason's Journey in Retail and Return to Mattress Business04:37 - The Prana Sleep Factory: A Tour of Excellence06:13 - Prana Sleep's Unique Selling Proposition09:27 - The Art of Quilting Latex: Innovation at Prana Sleep14:41 - The Retail Cookbook: A Strategy for Success20:06 - Balancing Quality and Quantity in Retail Metrics23:14 - The Changing Consumer Landscape30:04 - The Power of Writing Down Your Secret Sauce

    40 min

  4. APR 21

    How Falling in Love with Accountability Transforms Your Business: Insights from Dream Camp 2025

    Get ready to dive into the unforgettable experience of Dream Camp 2025 at the iconic Hotel Emma! Join host Mark Kinsley and co-host Tara Kinsley as they take you through the transformative journey of Dream Camp 2025, hosted at the stunning Hotel Emma. This episode features highlights from the event, including insights from Hernani Alves, former president of Sleep Train, and the unforgettable guacamole competition. Discover how Dream Camp blends professional development with unique experiences to foster growth and connection. From the culture of accountability to the importance of hospitality, learn how these lessons can elevate both personal and professional life. 00:00 - Welcome to Dream Camp 2025: A sneak peek into San Antonio's Hotel Emma. 02:30 - The Evolution of Dream Camp: From mountain biking to professional development. 06:45 - Hotel Emma's Impact: Why the setting was a game-changer for attendees. 12:15 - Spotlight on Hernani Alves: Transforming accountability in business. 19:50 - Culinary Competition Drama: The surprise twist that had everyone talking. 26:35 - Charlie and Harry Roberts Q&A: Hospitality lessons from the mattress industry. 34:20 - Emotional Breakthroughs at Dream Camp: The power of giving and receiving compliments. 42:00 - The Art of Onboarding: Lessons from the guacamole challenge. 48:10 - Closing Thoughts: Reflections on an unforgettable Dream Camp.

    40 min

  5. APR 14

    How Nate Cangemi Built a Dream Store Without Selling His Home

    Discover how Nate Cangemi transitioned from rock and roll to mattress mogul without selling his house! Join host Mark Kinsley as he sits down with Nate Cangemi, the dynamic frontman behind Golden Dreams Mattress and the official band of the Sleep Summit. Nate shares his journey from contemplating selling his house to launching a successful retail experience that redefines mattress shopping. Episode Summary: In this episode, Nate reveals how a pivotal mastermind session at Sleep Summit and the support of a thriving community helped him turn a dream into reality. Learn about the unique experiences he crafted at Golden Dreams Mattress and the invaluable lessons he gathered from industry experts. Whether you're a retail enthusiast or an entrepreneur at heart, Nate's story is sure to inspire. Timestamps: 00:01 - Introduction to Nate Cangemi: The Rockstar Retailer 00:45 - From Vision Boards to Reality: Nate's Motivation to Open a Store 01:51 - The Hot Seat Experience: A Turning Point in Bentonville 03:21 - The Advice That Changed Everything: "Don't Sell Your House 06:06 - Building Golden Dreams: Crafting a Unique Customer Experience 07:07 - From Components to Retail: Nate’s Industry Journey 16:37 - Committing to the Dream: The Power of Community Support 22:16 - Curating Quality: The Brands Behind Golden Dreams 30:08 - Launching Golden Dreams: The First Month’s Success

    42 min

  6. APR 7

    From Fitness to Franchise Rocket: How Brad Taylor is Disrupting Sleep Retail with Snooze

    What do fitness, franchising, and Super Bowl champions have to do with mattresses? Brad Taylor explains it all. Join Mark Kinsley as he welcomes Brad Taylor, VP of Franchise Development at Snooze Mattress Company. With a background in fitness and franchising, Brad brings a fresh perspective to the sleep industry. In this episode, you'll hear how he's helping Snooze scale nationally, why wellness is the future of sleep retail, and how NFL champions Kevin Minter and Andrew Adams became brand ambassadors. What You’ll Learn: Brad shares his playbook for awarding franchises (not selling them), why choosing the right location is crucial, and how Snooze is going beyond beds to promote holistic sleep health—including CPAP awareness, partner disturbance, and light exposure. Plus, get insider stories from Super Bowl events and tips for living a healthier life starting today. Timestamps: 00:00 – Meet Brad Taylor, former Snap Fitness exec turned mattress mogul 01:30 – How Matt Smith recruited Brad into Snooze 04:15 – NFL brand ambassadors: The story behind Kevin Minter & Andrew Adams 06:00 – Snooze at the Super Bowl: VIP access and brand awareness 11:50 – What does franchise disruption really mean? 14:20 – The FORM method Brad uses to vet new franchisees 16:00 – Why real estate is the make-or-break factor in store launches 18:10 – Miniature Herefords, farm life, and writing the next chapter 22:00 – Brad’s journey: from TaylorMade Bodies to Anytime Fitness to Snooze 24:30 – How Snooze brings wellness into the mattress store experience 28:30 – CPAP machines, sleep apnea awareness, and HSA potential 32:00 – What most people overlook in their health journey 36:15 – Sleep as the missing link in wellness

    45 min

  7. MAR 31

    How Greenhushing Backfires & Barbell Boomers Are Driving the Economy: ISPA Conference 2025 Unwrapped

    When silence on sustainability speaks louder than words—and boomers quietly steal the economic spotlight—you know it’s time to rethink everything. In this episode of The FAM podcast, host Mark Kinsley recaps big takeaways from the 2025 ISPA conference in St. Pete’s, featuring fresh insights from Scot Case, VP of Sustainability at the National Retail Federation, and economist Dr. Christopher Kuehl of Armada Corporate Intelligence. Episode Summary: Mark takes us behind the scenes at ISPA 2025 where the talk of the conference was “greenhushing”—the risky new cousin of greenwashing. Scot Case explains why being eco-silent may cost you consumer trust, while economist Dr. Christopher Kuehl breaks down the "barbell economy," proving that boomers are now powering home-related spending. From AI-powered green shopping to emotional consumer decisions, this episode flips traditional retail thinking on its head. 3 Key Takeaways: Greenhushing is a PR Risk: Saying nothing about your eco-efforts can be just as damaging as saying too much.Boomers Are the New Power Buyers: Forget what you heard—older generations are investing heavily in home comfort.Sustainability = Quality: Durable goods aren’t just better—they’re now seen as more eco-conscious, especially in the mattress industry.

    21 min

  8. MAR 24

    Behind the Scenes with Tambra Jones and the Specialty Sleep Association

    In the mid-90s, as the popularity of waterbeds waned, a new wave of sleep products began to emerge. This shift paved the way for the formation of the Specialty Sleep Association (SSA). Tambra Jones, executive director of the SSA, played a pivotal role in this evolution, bringing together manufacturers, retailers, and futon experts. The SSA organized trade shows and established a permanent showroom in Las Vegas, providing a platform for emerging mattress brands to thrive. A Journey Through the Industry Tambra's journey in the furniture industry began as a trade show manager in San Francisco. She cultivated an environment where small companies could showcase their products and connect with potential buyers. This experience laid the groundwork for her later involvement with the SSA. Tambra’s passion for fostering connections and supporting new entrants in the industry has remained a core aspect of her work. Innovations on Display The SSA showroom at the Las Vegas Market has become a hub for innovative sleep technology. One standout example is Cambridge Sleep, which offers a system that adjusts brain waves using sound frequencies to enhance sleep quality. Their technology is embedded in pillows and designed to create a calming sleep environment. Tambra herself has experienced the benefits of this technology, emphasizing the importance of sleep quality in our lives. The Role of B2B Connections The SSA space serves as a meeting ground for businesses within the sleep industry. Manufacturers often visit to network, explore licensing opportunities, and discover new products. Tambra highlights how many successful companies began their journeys in the SSA space, leveraging connections made there to grow their brands. This collaborative environment fosters creativity and innovation, vital for the industry’s progress. Membership Benefits Joining the SSA offers numerous advantages. Membership includes opportunities for promotion through newsletters and social media. For a nominal fee, members receive visibility and connection to key industry players. Tambra notes that being part of the SSA community is about more than just business; it’s about building relationships and supporting one another in the industry. The Challenge of Greenwashing Tambra and the SSA have tackled the challenge of greenwashing in the sleep industry. They launched the Bed Facts Verified program to provide transparency around product claims. However, they faced resistance from manufacturers reluctant to disclose their materials and certifications. Despite the hurdles, the SSA remains committed to promoting genuine sustainability within the industry. Consumer Awareness and Demand Today’s consumers are increasingly discerning about the products they purchase. With access to information online, they can research brands and verify claims. Companies like Avocado have thrived by catering to this informed demographic, emphasizing transparency and sustainability. The SSA recognizes the shift in consumer attitudes and encourages manufacturers to meet this growing demand for accountability. Unusual Innovations The SSA has seen its share of unconventional innovations. From mattress-jacking devices that elevate mattresses for easier sheet changes to temperature-regulating systems like Bed Jet, the showroom showcases a variety of creative solutions. These innovative concepts illustrate the diversity of ideas within the industry and the importance of staying ahead of trends.

    27 min
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4.9
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36 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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