Dos Marcos

If we were making recommendation for must see booths are ISPA, Culp's showroom is at the top of our list. On today's episode, we sat down with Holly Fulton, Brand Awareness Manager, and Christina Pennant, Creative Director for Culp Industries--the largest fabric mill in North America--and discussed their strategy for brand awareness and their cutting edge customer experience. Starting with their thread-to-cover collection, Culp is offering an innovative design process that provides efficiency, sustainability and intentionality for their end user. From instant changes in fabric texture, color and pattern, designers will have the ability to completely customize their unique mattresses on the spot and get real time quotes and estimates. And that's just one element of the ISPA offering from Culp! Listen or watch today's episode and make plans to visit Culp at 2723! Did you miss our earlier episode with Culp? Check it out here! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

How do we fix the great resignation? It's the question major corporations everywhere are frantically trying to answer. One company at the top of their HR game is Tempur-Sealy International (TSI). In this episode, we chat with the Vice President of Human Resources, Drew Millar, about the mind shift in the workforce, what companies should be doing differently (hint: it's not always compensation!) and the work being done at TSI to reframe how employees view the role of HR. Millar is a labor and employment attorney-turned-HR professional who's shifting the corporate landscape one great employee at a time. Watch or listen for tangible insights from a top industry insider! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Is retail your passion or was it an accidental career you fell into? Whether you set out on your career path to be in retail or it was something you did as a filler and it has consumed a decade of your life, Amazon best-selling author Ron Thurston is setting out on a roadshow across America to tell the stories of those of you in the trenches. With a background that spans more than two decades in retail, Thurston is anxious to hear the journeys of individuals on the front lines. From his conversations and analysis, people are rarely in retail for the products they sell. Rather, it's because of community, customers, and generational family ties. Join Thurston as he hitches his airstream up to his F250 and travels across the U.S. sharing gratitude, listening, and giving your voice and story to a worldwide audience. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

When Bradley Siepp launched Lifeloom, people thought his sheets were a beauty product, not a medical device.  On his debut podcast, Lifeloom's CEO and Co-Founder of Lifeloom joins Dos Marcos to get "between the sheets" and discuss the FDA-approved product. They cover the backstory of Lifeloom; who they are (a former boy band dancer and sandwich connoisseur) and what Lifeloom is (a dermatherapy company providing sleep products).  They also discuss: How they achieved medical greatness through the FDA The wicking nature of the sheets  The science behind their sheets, and how they really do provide the coolest temperature How these sheets can help drive foot traffic to your store Listen or watch this episode to find out how you can get your own free Lifeloom pillowcase! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

"Problems own sleep." If you can diagnose and address your customer's sleep issues, you can solve their sleep problems.  Enter events such as the Vegas Market which exist to put on full display every retailer and manufacturer's products to help you meet your customer's sleep needs. In today's episode, we discuss foot traffic at market and address who seemed to fair well. In assessing those who did exceptional, four characteristics were noted: 1) They vendors gave a reason for their presence; 2) They built value in the shopper's experience; 3) Many used the HATCH method; and 4) Most were having fun and got creative in their approach.  We also discussed special additions to Vegas Market, specifically focusing on Englander's new line of products in Lifeloom. What is Lifeloom? It's a Dermatherapy company who has produced the first FDA cleared frictionless sleep system. What is a "frictionless sleep system?" You'll have to listen to find out! --- Send in a voice message: https://anchor.fm/mattresspod

Imagine if your trash only got picked up monthly, instead of weekly. How differently would you view how you contribute to the world's overall waste? In today's episode, we chat with ISPA President Ryan Trainer and CEO of Pleasant Mattress Rion Morgenstern about their predictions for the industry, shifts in the sustainability mentality, legislation, and implementation for the Sleep Product Sustainability Program (SP2), and its partnership with the Mattress Research Council (MRC). Plus, we discuss economic incentives to recycling and how the process of sustainability begins much earlier in the life of a mattress—recycling doesn't just occur once the mattress is used and old! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

You've heard of Build-A-Bear, but have you heard of the Fill Station? If you haven't, we liken it to the build-a-bear experience, but for mattress stores. Founder and CEO of Fill Station, Arthur Watkins has created an in-store attraction wherein you can customize your pillow from start to finish. Select your foam, your density, and any other material to pillow perfection.  On today's episode, we discuss the cultish obsession people have to their pillow, the draw of a customized pillow, and how personalized pillows can not only attract potential customers, but assist in elevating the sale. Bring the customer in for the pillow and sell them a mattress, too! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Physical retail space is coming back, and it’s coming back with a vengeance. It is no secret that digital upended how brick-and-mortar retailers conduct business. Yet, as time goes on, retail is beginning to uncover that to maximize your business—to grow and expand profitably—there has to be a space for both the physical and digital in your long-term strategy. In this week’s episode, we chat with Vice President for Collier’s Furniture Industry Real Estate Group, Ben Haverty, on how physical retail space is necessary for continued business growth. We: Touch on his family history and his ties to the industry (his great grandfather started Haverty’s Furniture over 130 years ago!) Discuss how mega box stores such as Macy’s, Target and Bloomingdales are still expanding their physical footprint in the digital age, albeit in smaller formats Highlight how Nebraska Furniture Mart is making waves in our industry by becoming a real estate mogul Answer questions you should be asking of any landlord during a contra

Robert George Culp Jr.'s nickname was “Bullet,” but he wasn’t a gun slinger. He earned his nickname after helping establish Culp Inc. as the best in the business for providing top shelf upholstery fabric with the shortest turnaround time. Speed was his goal, and quality and service was his game. In this episode, we sat down with current Culp CEO Robert George Culp IV, also known as "Iv" to the rest of the world, and Jeff Veach, Vice President of Sales and Marketing for Culp, to discuss the secret sauce that has turned the company into an industry powerhouse. Perhaps it is the pride they take in being a family company. Started by Iv's grandfather, Bullet, and pioneered by Robert George Culp III, his father, Culp is a fourth generation family business that has grown to include international family tree branches. Or, maybe it is the fact that Culp has proven to be one of the most agile and adaptable companies in the industry. From starting as an upholstery fabric distributor in the 1970's to their

What a year, what a year.  We finish off the best of Dos Marcos for 2021 in this second episode of the two-part series. We recap Dr. V of Miskelly furniture's infamous, "training as a reward" approach and how he got employees to come in on their day off. We also went back to our interview with Jevon McCormick (who you may remember as the son of a pimp and a orphan) and his life-changing story on how if you can see your goal, you can achieve it. We touched on the importance of roadshows and how vital they can be to building your brand and discussed whether buying groups or the Vegas market are worth the continued investment. Finally, we round out this year by discussing innovation and how we can use it to meet consumer needs—though it is useless if we aren't using the data to improve our products—and how outsiders coming into the industry need to make sure not to make these fatal mistakes.  --- Send in a voice message: https://anchor.fm/mattresspodcast/message

The last two weeks of 2021 have arrived and there is no better way to end the year than to pay homage to some of the amazing industry leaders and professionals who joined us on the Dos Marcos Show. In the debut episode of the best of Dos Marcos, we bring back six nuggets of wisdom we felt were worth repeating as we ponder the lessons learned from the past year. We discussed how to action plan during uncertain times, we learned how to find and retain talent, which has become of essential importance during the national labor shortages that will continue into 2022.  We discussed how changing is not a necessary component of business because surviving is not mandatory. We hosted industry powerhouses Mike Whitaker, Former President of Sleep Train Hernani Alves, and Ashley Homestore and Furniture Land executive Justin Barnes and pay our respects to men like Eric Garcia in Costa Rica who showed us what true customer service looks like.   Join us as we travel down memory lane! --- Send in a voice message:

Shipping delays are nothing new in 2021 and unfortunately, the supply chain issues are likely to bleed over into 2022.  With the world trying to return to normal, some may ask why? What is causing the back-up?  The short answer is there isn't just one answer. Multiple, individual issues compound upon one another to affect the supply chain. Take for example a little known law known as The Jones Act. Enacted in the 1920's, the maritime law lays out some pretty specific requirements for shipping within the United States. Add in the higher cost associated with these requirements and you've got U.S. businesses searching abroad for cheaper shipping options. Yet, going abroad adds time into the shipping process, and even if it is cheaper, there's still the lingering pandemic issue which individual countries are trying to control--some with very lengthy quarantine rules.  In today's episode, we highlight some of the Audio Stories recently produced over at FAM.news that are likely to affect your holi

Perhaps the biggest industry news hitting mattress newsstands this past week was Casper being acquired by a private company for a fraction of their IPO price. Weighing this move against other shifts in companies such as Purple and Nectar, it got us to thinking—are these digital disruptors of the industry missing the mark? The value of a fresh set of eyes and diversity in any industry cannot be underscored enough. Companies will always be better off having new ideas at the table, and often those new perspectives come from individuals with varied backgrounds. Yet, even as valuable as a diversity of thought is, insider wisdom cannot and should not be dismissed—especially within the mattress industry. In today's episode, we discuss these "digital disruptors," what are they doing well to shake up the norm, who is succeeding, and which traditional brick-and-mortar brands are taking a hybrid approach between physical and digital. Plus, we consider what the secret ingredient may be that many compa

Empower local leaders. Empower families. Those two key concepts are the driving force behind Help One Now, a non-profit organization working in developing countries to help end extreme poverty. The mission is simple: if you empower families through education and entrepreneurship, you can change the world. So how does this apply to your retail business? In this episode, we chat with Chris Marlow, CEO of Help One Now, and show how you can apply the same principles of hyper-focus on being a neighbor in your own community and providing solutions to unique problems faced in your area. Plus, don't miss the end where we surprise Chris and offer a way for you to be involved! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

The price of wood, steel and other raw materials skyrocketed in the midst of the pandemic. And while some prices are returning to a normal range, many predict we will never see pre-pandemic pricing. Yet, what about shortages of raw materials? Will foam and other mattress assembly pieces ever return and be consistently in stock? We chat with Michael Faus, Senior Vice President at the Carpenter Company—also known as the world's largest producer flexible polyurethane foam, processed polyester fiber and comfort cushioning products—and discuss 2022 predictions and how companies can stay supplied. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

The FAM is growing in a big way. The legend, Ray Allegrezza, is joining The FAM to lead our coverage of the furniture category! Say hello to our new Editor at Large.  This also means the FAM's name is evolving to: Furniture And Mattress For more than 20 years Ray was the Editor-in-Chief for Furniture Today. While he joins The FAM as Editor at Large, Ray will continue in his role as the Executive Director for the International Home Furnishing Representatives Association. We are so excited Ray is bringing his wisdom, enthusiasm, and expertise to our young and vibrant FAM. In this episode, we discuss our expansion into furniture and give you a sneak peek into Ray's first (huge) interview. Plus, find out what Ray has observed in our industry and hear his predictions for the future. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

“Don’t get lost in what it is that you sell, as opposed to the solution that you have to offer.” These are the words from Tom Murray, Executive Vice President and Chief Marketing Officer for Tempur Sealy, Inc. (TSI). In this show, Murray discusses how to grow your retail mattress businesses and what distinguishes the bedding category from so many other industries. Murray started out in technology with ADT and TomTom before transitioning to TSI in 2018. Being an outsider in the industry gives him a unique perspective when it comes to customer optics and retail strategy. In this episode we discuss: Building the TSI brand The importance of continuing education and focusing on the power of sleep Tracking, technology, and driving the category forward How to make a meaningful difference Consumer education and how mattresses can deliver a better night's sleep --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Supply shortages are not the biggest issue facing retail sales associates. Yes, supply chain problems are affecting RSAs. But a big issue that leaders are only whispering about is the inner-conflict RSAs face. They’re not confident pushing a $799 mattress that now needs to sell for $999 due to price increases. In this episode, we discuss 5 strategies you can use to help RSAs adjust to the new reality. 1) Read Jeff Scheuer’s article “How to Explain Price Increases to Mattress Customers“ 2) Be on the lookout for product innovations. 3) Hold training meetings to discuss these price changes and what to do in the selling process. 4) Help your team understand how to build value in the products you sell. 5) Apply the Scrabble Technique. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

If we asked you the top three things consumers want out of their retailer, what would your answer be? We're betting engagement, trust and advocacy aren't what immediately came to mind, but they should be.  In this episode, we're joined by Jesse Kostuhoski, Vice President of Retail Development for the Furniture and Appliance Mart in Stephens Point, Wisconsin. He is a 25 year + industry veteran, including spending more than 15 years in retail stores and almost a decade with Serta. Based on his unique perspective, it is clear he has a pulse on the consumer and what their core needs are. We also chat hiring and the current issues with finding good help. Lack of help is a pervasive problem that is currently affecting every industry and we discuss how hiring an employee goes beyond their skillset, but must also include a discussion on goals and dreams--both for the employee and you as their employer. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Understanding the heart of your consumer seems like an easy task, yet, truly connecting with the hearts and minds of your customers can be a mental game. Right now people in all walks and seasons of life are exhausted. They are frustrated by the ongoing pandemic and the constant political barrages associated therewith. People are aching for a sense of normalcy and anxious by the thought that "normal" may never really return. So how do we, as an industry, fit in and meet people right where they are? How do we turn the necessary task of shopping for a mattress or picking out a piece of furniture into an experience of comfort and joy this season? In this episode, we discuss the state of the consumer and how investing in the emotional connection can do good for the soul and for the bottom line. --- Send in a voice message: https://anchor.fm/mattresspodcast/message