259 episodes

Sleep industry secrets revealed!

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

The FAM Podcast with Mark Kinsley Sleep Summit Show

    • Business
    • 4.9 • 36 Ratings

Sleep industry secrets revealed!

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

    New Era At Englander: Welcoming CEO Chealen Martin at the Helm

    New Era At Englander: Welcoming CEO Chealen Martin at the Helm

    It's an inauguration that no one wants to sleep through as Mark Kinsley passes the CEO baton to Chealen Martin. 

    In this episode, we're not just fluffing pillows; we're laying down insights with Chealen Martin, the newly minted president and CEO of Englander, who's ready to give us a peek under the covers of the mattress industry. From navigating the coils of corporate leadership to the plush comfort of customer-centric innovation, Chealen unfolds his journey through the mattress world and dreams up the future of Englander.

    With a blueprint for success that's as carefully crafted as their mattresses, Martin highlights the critical role of customer feedback in shaping a brand that people can't wait to sleep on. But it's not all springs and foam; Martin also dives into the competitive dynamics of the mattress market, revealing how Englander stands out in a crowded room thanks to robust partnerships with Sutherland, Corsicana, and BIA. These collaborations are the bedrock of Englander's strategy for innovation and growth, ensuring they're always a step ahead in the quest for the perfect night's sleep.

    Here are the dreamy takeaways you won't want to snooze on:

    Customer is King (Size): Emphasizing the power of customer feedback and innovation driven by real user experiences, Martin shares how this approach is shaping the future of Englander.


    Adapting to Sleep Patterns: As the mattress industry evolves, so must the companies within it. Englander is poised to meet these changes head-on, ensuring that comfort, support, and temperature regulation remain at the forefront of their innovation.

    The Support System: Highlighting the strength of Englander's partnerships, Martin sheds light on how collaborations with Sutherland, Corsicana, and BIA lay a strong foundation for operational excellence, product development, and manufacturing prowess.

    And because life isn't just about what happens between the sheets, Martin opens up about his personal passions, from the family values that anchor him, the smoky allure of barbecue that feeds his soul, the high-flying excitement of cheerleading that keeps him on his toes. Tune in to find out how all these elements combine to keep Martin, and Englander, bouncing back no matter what the night brings.




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    • 38 min
    Tuning Out the Toxic: Rebalancing the Sales Team Symphony

    Tuning Out the Toxic: Rebalancing the Sales Team Symphony

    When your star seller becomes a team toxin: what's the next move?

    Time to call the good doctor! Bob Phibbs, often hailed as the retail guru, rejoins The FAM in this episode to take a deep dive into the high-stakes world of managing rockstar salespeople without letting the show turn into a one-man band catastrophe.



    Imagine a business as a harmonious orchestra, but with a soloist who plays by their own rules, disrupting the melody. Bob explores the discordant note a high-flyer with a mismatched attitude can strike in a team, turning the workplace symphony into a cacophony. He advocates for a bold move—re-auditioning the entire ensemble to ensure every member can play the future tunes of success. The conversation doesn’t shy away from the tough decisions either, discussing how to tune up or tune out the prima donnas causing disharmony.



    By the finale, Bob’s advice crescendos into a powerful message: sometimes, you need to cut ties with the toxic stars to let the whole choir shine. This episode is less about hitting the high notes in sales and more about orchestrating a culture where everyone plays in key.


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    • 30 min
    Digital Dreams: How AI and Automation Shape the Future of Mattress Retail

    Digital Dreams: How AI and Automation Shape the Future of Mattress Retail

    AI revolution in the mattress industry...is it a ticket to dreamland or a wake-up call to a nightmare?

    In an enlightening tête-à-tête, Brandon Hufstetler, a luminary in the mattress retail industry, peels back the curtain on the transformative power of AI and Chat GPT. With a touch of humor and a wealth of expertise, Brandon and Mark Kinsley, embark on a journey through the innovative landscape of Sleepology. They dive deep into the heart of generative AI and automation, revealing how these technologies are not just changing the game—they're redesigning the entire playing field.



    As they navigate the discussion, three pivotal themes emerge:



    The Democratization of Technology: Brandon eloquently illustrates how generative AI is leveling the playing field, empowering businesses of all sizes to wield the power of AI tools with unprecedented ease and efficiency.



    The Digital Human Touch: In a world craving personal connection, Brandon champions the use of digital humans to engage customers, merging the warmth of human interaction with the precision of AI.



    Bridging Worlds with AI: From connecting disparate departments to enhancing managerial effectiveness, Brandon sheds light on how AI acts as a dynamic bridge, linking business needs with IT solutions and propelling the industry into a new era of interconnectedness and productivity.



    Through witty anecdotes and insightful observations, Brandon Hufstetler not only demystifies AI but also invites mattress industry executives to envision a future where technology and human ingenuity sleep in the same bed.


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    • 37 min
    From Springs to Success: Kelly Christal's Entrepreneurial Journey to the Mattress World

    From Springs to Success: Kelly Christal's Entrepreneurial Journey to the Mattress World

    From the showroom floor to the corner office, Kelly Christal's journey from mattress salesperson to franchise mogul is a masterclass in turning dreams into reality, one sleep solution at a time.

    Kelly Christal's journey from a mattress salesperson to the owner of a Mattress Firm South Dakota franchise is a testament to entrepreneurship, innovation, and strategic partnerships. Starting in the competitive mattress industry, she transformed her role from frontline sales to leading a six-store operation, embodying the essence of entrepreneurial spirit through her understanding of customer needs and market gaps.

    Key takeaways from Kelly's story include her foundation on solid business practices, strategic partnerships with entities like the RBCG group and Harry Roberts, and technological innovations such as a successful bulk messaging campaign. These strategies not only propelled her business forward but also ensured customer satisfaction and operational efficiency.

    Celebrating the 10th anniversary of her franchise, Kelly's commitment to community engagement and quality service is evident. Her story goes beyond mattress sales, offering insights and wisdom for female leaders and emphasizing the importance of quality sleep products.

    Kelly's journey underscores the impact of embracing technology, cultivating strategic partnerships, and maintaining a customer-focused approach. Her success story is a blueprint for entrepreneurs, highlighting the potential for growth and innovation in traditional industries. Kelly invites those interested in her entrepreneurial journey or the mattress industry to connect on LinkedIn, sharing a vision for future success and community contribution.

    As we reflect on Kelly's decade of achievements, her narrative inspires a new generation of entrepreneurs to dream big and pursue their goals with determination, innovation, and strategic collaboration. Kelly Christal’s evolution from selling mattresses to franchising success is a celebration of entrepreneurial achievement and a reminder of the possibilities that lie in understanding and meeting customer needs.


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    • 44 min
    Coupon Queen to Mattress Monarch: The Remarkable Rise of Kelly Charles From TLC Fame to Retail Royalty

    Coupon Queen to Mattress Monarch: The Remarkable Rise of Kelly Charles From TLC Fame to Retail Royalty

    In a world where the value of a good night's sleep is often underestimated, one woman's quest to save a few dollars on groceries catapulted her into the realm of entrepreneurial success.

    Enter Kelly Charles, the erstwhile coupon queen of TLC's Extreme Couponing, who turned her penny-pinching prowess into a thriving empire as the CEO of Big Mattress Outlet. In this witty and engaging episode, Kelly peels back the layers of her unconventional journey from clipping coupons to clinching deals in the competitive mattress industry. With a mix of humor, humility, and hard-earned wisdom, she shares how her side hustle not only funded the inception of her mattress retail business but also laid the foundation for her transition from savvy shopper to business mogul.

    Kelly candidly discusses the hurdles she vaulted and the milestones that marked her path to success, including the pivotal inflection points in her business, the critical role of accountability and empathy in shaping a positive company culture, and the transformative experience at Dream Camp. As she ventures into franchising, Kelly's story is a masterclass in leveraging unique beginnings for extraordinary outcomes. For anyone standing at the crossroads of potential and opportunity, Kelly's journey from coupons to comfort is a testament to the power of perseverance, the willingness to take risks, and the undeniable impact of a supportive community.


    A Leap from Couponing to CEO: Kelly Charles' remarkable transition from a star on TLC's Extreme Couponing to becoming the CEO of Big Mattress Outlet illustrates the unconventional paths to entrepreneurial success and the importance of leveraging personal passions into professional ventures.
    Embracing New Challenges: The shift from extreme couponing to running a mattress retail business demanded that Kelly acquire new skills and adapt to diverse challenges, showcasing the necessity of continuous learning and adaptability in business.
    The Road to Franchising: Venturing into franchising opened new horizons for Kelly, presenting both opportunities for growth and obstacles to overcome. Her journey emphasizes the importance of resilience and determination in expanding a business.
    Cultivating Company Culture: Kelly highlights the significance of inflection points in her business, underscoring how accountability and empathy are paramount in creating a positive and productive company culture.
    The Value of Community: Kelly's experience at Dream Camp and her belief in the power of a supportive community reinforce the idea that collective inspiration and support can drive industry change and transform lives.
    A Testament to Perseverance: Kelly Charles' story serves as a powerful reminder that perseverance, risk-taking, and the courage to pursue one's dreams are essential ingredients for achieving success.

    Join us as Kelly Charles unfolds her inspiring journey, offering not just a blueprint for business success, but a heartening narrative of personal growth and community empowerment.


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    • 44 min
    Shopper Magnet: How Do You Fill Your Store With Customers?

    Shopper Magnet: How Do You Fill Your Store With Customers?

    Ever had a shopping experience that felt more like a plot from a horror movie? Today’s episode takes "Nightmare on Elm Street" to a whole new level—except this time, it's all about the quest for the perfect mattress. Buckle up as Bob Phibbs, aka The Retail Doctor, shares his spine-tingling tale from the retail front lines.

    In an episode that's anything but a snooze fest, Bob Phibbs, our fearless guide through the retail jungle, recounts his harrowing journey through the world of mattress shopping—a tale filled with twists, turns, and lessons galore. Bob's personal horror story isn't just a tale of woe; it's a masterclass in what not to do in the world of mattress and furniture retail.

    With wit sharper than a memory foam cutter, Bob delves into the heart of creating a shopping experience that's as comfortable as the products being sold. He emphasizes the magic of storefront appeal, the art of providing a sanctuary for customers, and the importance of standing out in a crowded marketplace.

    This episode isn't just about mattresses; it's about transforming spaces into havens and transactions into memorable experiences.

    KEY TAKEAWAYS

    1. Create a Unique Shopping Experience: Bob stresses the importance of drawing customers in with a shopping experience that's as unique as their sleep preferences.

    2. Storefront Appeal: First impressions matter. Learn how to make your store's façade as inviting as a freshly fluffed pillow.

    3. Comfortable Customer Spaces: Bob highlights the necessity of creating spaces that encourage customers to kick off their shoes and stay awhile.

    4. Differentiate from Competitors: Stand out in the mattress maze with tips on distinguishing your brand from the rest of the flock.

    5. The Significance of Sleep: Recognize and honor the crucial role mattresses play in your customers' lives by offering products that promise more than just a place to crash.

    6. Fresh and Inviting Atmosphere: Discover the secrets to ensuring your store ambiance whispers, "Welcome home."

    7. Value-Added Interactions: Bob emphasizes going beyond the sale to add real value to every customer interaction.

    8. Prioritize Retail Basics: Back to basics—Bob reiterates the foundational principles of retail that drive sales and customer satisfaction.

    CHAPTERS

    00:00 The Mattress Horror Story

    09:07 Creating a Unique Shopping Experience

    11:01 Attracting Customers with Storefront Appeal

    17:16 Providing Comfortable Spaces for Customers

    20:48 Differentiating from Competitors

    23:05 The Importance of Mattresses in People's Lives

    27:29 Creating a Fresh and Inviting Atmosphere

    31:18 Adding Value to Customer Interactions

    33:38 Brilliance on the Basics


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    • 35 min

Customer Reviews

4.9 out of 5
36 Ratings

36 Ratings

Mattress Matt ,

Snooze Mattress Co

These guys are the best in the business! So many gems to grow personally and professionally!

LeahKirk ,

Content the industry needs with an infusion of fun

A must subscribe for the home furnishings industry. Mark and Mark provide direction and pragmatic solutions with a layer of pure entertainment. This is the kick-in-the-pants content we need with the entertainment value we crave. Have fun, learn things and get better.

Cool dad of twins ,

Best there is

If you’re looking for a podcast that is entertaining and provides relative content about the Mattress Industry, you have to subscribe and listen to Dos Marcos! Mark and Mark are the best in the business and share lots of great stuff.

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