In this episode, Sleep Summit Show host, CEO of Englander and founder of The FAM, Mark Kinsley, shares his insights from his visit to the BrandSource convention. Packed with interviews from all levels of leadership in the mattress retail industry, each discusses how they and their brands are navigating economic headwinds.

1) It's time for retailers to get back to basics and focus on sales fundamentals with intensity and intention. As BrandSource CEO Jim Ristow explained, retailers can no longer rely on inventory alone to drive sales. They need to refocus on sales training, promotions, vendor partnerships and more.

2) Retailers should also dust off old sales manuals and restart former practices of old that made an impact in a more casual environment (hint: bring back those Saturday morning sales meetings). As Mike Juoni of Corsicana said, "look back at what worked in 2019 and prior. The focus has to come from owners and flow through the entire organization."

3) Bring "ferocious focus" to sales interactions, whether on the showroom floor or over the phone. Treat every customer interaction as vital. Plus, don't ignore other keys to success as well, like maintaining ad spend during downturns and promoting holiday sales.

Most importantly, Kinsley stressed getting back to sales fundamentals with intensity and intention. As he put it, "More intention with intensity." This combination will enable retailers to compete and thrive even in challenging conditions.