The FAM Podcast with Mark Kinsley Sleep Summit Show

Turn your least favorite part of business into a bedtime story with ShareTown, where mattress returns are transformed into innovative triumphs!

Transforming what is typically a logistical nightmare, mattress returns, into an innovative and sustainable solution, this week we sit down with Co-Founder Jorja Leavitt, of ShareTown. This company is not just managing returns; it's redefining the process by focusing on big, bulky items like bed-in-a-box mattresses, making the scenario a win-win for both businesses and consumers.

Originally starting as a community sharing platform, ShareTown transitioned into a reverse logistics leader after recognizing a crucial gap in the market. A casual conversation about the difficulties of mattress returns sparked an idea that would eventually lead to the reimagining of returned mattress logistics. ShareTown’s journey from a tech company to a logistics pioneer highlights their ability to pivot and innovate within the industry.

The discussion kicks off by exploring the origins of ShareTown. How did a technology platform morph into a logistics giant? The founders of ShareTown identified a significant issue: mattresses sold in boxes that couldn’t be returned to their original compact form. Addressing this bulky elephant in the room, they created a streamlined system to manage these returns effectively.

We also peel back the curtain on ShareTown’s operational strategies. The company employs a network of contractors who are tasked with the collection, cleaning, and refurbishment of returned mattresses. These items are then resold locally, demonstrating a robust model of sustainability and efficiency. This process not only supports local economies but also promotes a sustainable approach to consumer goods, reducing waste and extending the lifecycle of products.

Furthermore, we delve into the dual benefits of ShareTown’s business model. It’s not just about offering a logistical solution; it's about fostering sustainable practices that benefit both the environment and the consumer. ShareTown is helping brands maintain their reputational integrity by managing returns efficiently, while also providing consumers with affordable, sustainable options.



KEY TAKEAWAYS:



Revolutionizing Returns: ShareTown isn’t just moving mattresses; they’re moving the industry forward with a focus on big, bulky, and bed-in-a-box returns.

Pivot Perfect: From a community tech platform to a logistical leader, ShareTown exemplifies how to pivot with purpose, solving the squishy problem of mattress returns.

Sustainability Meets Strategy: With a network that cleans, refurbishes, and resells locally, ShareTown shows that what’s good for the planet can be great for business too.






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It's the age old quest for the perfect night's sleep!

Akin to the search for the Holy Grail, this episode serves up a veritable mattress odyssey with the affable Samuel Utt of Sleep USA Mattress in Cleveland, Tennessee. This isn't your typical yawner of a bed-buying guide; it's an adventure into the soft, sometimes perplexing world of sleep solutions, guided by a man who knows his mattresses better than most know their pillowcases.

Samuel Utt, a Dream Camp alumni and the spirited manager of Sleep USA Mattress, welcomed the podcast host with open arms and a promise of demystifying the often-overwhelming mattress shopping experience. The family-owned enterprise, sprouting its roots in 2006, has blossomed under the leadership of Samuel and his father, turning the daunting into the doable for slumber seekers across northern Georgia, eastern Tennessee, and North Carolina.

Here are three key takeaways from this pillow talk that might just change how you approach mattress shopping:


The Five-Step Comfort Crusade: Samuel takes the host (and listeners) on a step-by-step journey designed to cut through the confusion that often clouds mattress shopping. Starting with finding your comfort, the process includes pillow selection, diving into mattress technology, exploring adjustable bases, and wrapping up with essential bedding items. This guided exploration not only simplifies the process but makes it quite the adventure.
A Pillow Can Make or Break Your Sleep: It might sound fluffy, but as Samuel points out, the right pillow accounts for a whopping 25% of your sleep surface. The art of pillow selection is given its due respect, blending science with a touch of magic to find the perfect headrest. This segment of the episode emphasizes the importance of not overlooking the small stuff—because sometimes, it's a small change that makes a big difference.
Technology Is Your Friend: From classic innersprings to hybrid beds, Samuel illustrates the importance of understanding what lies beneath the surface of your mattress. The conversation around technology isn’t just informative; it’s a revelation that the right mattress technology can be a game-changer for your sleep quality.

Throughout the episode, Samuel’s wit and wisdom shine, turning what could have been a mundane topic into an enlightening and entertaining experience. The journey through Sleep USA’s showroom isn’t just about finding a mattress; it’s about discovering how to elevate your sleep experience from a necessity to a luxury. And perhaps the most comforting takeaway? That the path to a perfect night’s sleep doesn’t have to be a nightmare.

So, whether you're in the market for a new bed or simply curious about the complexities of comfort, Samuel Utt's insights offer a roadmap to better sleep. Remember, the perfect mattress is out there, and with the right guide, you're sure to find it. Now, if only finding the Samuel Utt jersey was as easy as navigating through Sleep USA's five-step process!


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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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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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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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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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