How did a mattress company put $117 million into employees’ pockets—and grow 800% in four years? The truth will shock you. 🛏️

What if the secret to explosive business growth was simply giving away ownership? This episode of The FAM Podcast features Dale Carlsen, founder of Sleep Train—a 317-store empire whose radical employee-first culture shocked the mattress industry. Dale reveals why he gave 25% of his company to employees, how it created an 800% spike in company value, and the emotional stories behind life-changing payouts (including a delivery driver who bought his mom a new house).

But it wasn’t just about money. Dale shares how a single focus on foster kids made Sleep Train a household name, built unbeatable loyalty, and drove real impact for thousands of children aging out of the system. You’ll hear why long mattress warranties are a mistake, how the iconic Sleep Train jingle was born, and the pivotal moments (including a brush with bankruptcy) that almost changed everything.

If you’ve ever wondered how to build a powerful company culture, leverage purpose for real business growth, or make a lasting difference—this is the one episode you can’t miss.

Timestamps:

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- 00:00 – How Dale Carlsen built a 317-store mattress empire

- 02:10 – The truth about 25-year mattress warranties (and why they hurt customers)

- 03:06 – The $117 million ESOP: Making employees owners—and millionaires

- 05:37 – The emotional "mirror moment" that changed everything

- 08:41 – Real stories: How Sleep Train’s ESOP changed employees’ lives

- 12:41 – Why focusing on foster kids supercharged Sleep Train’s culture

- 18:43 – Shocking foster care stats every business leader needs to know

- 27:07 – How purpose-driven charity became Sleep Train’s business superpower

- 36:39 – The inflection point: How Rush Limbaugh (and a jingle) fueled growth

- 43:30 – Crisis, honesty, and surviving the Great Recession

- 53:44 – Lessons from loss: Trust, systems, and the power of transparency

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Did you know your mattress store has just 7 seconds to win or lose a sale? Discover the surprising strategies that top retailers use to win big.

We’re fresh off the floor from Nationwide Primetime in Nashville—and we’re spilling the real secrets you won’t hear anywhere else! Mark & Tara Kinsley break down the top takeaways that can transform your mattress business and your customers’ sleep.

If you’ve ever wondered why your AI initiatives stall, or how a simple “pillow fitting” can boost your average ticket by $200, this episode is your playbook. Get the inside scoop from the Dream Team at Mattress University, learn why featuring your staff in marketing is riskier (and more rewarding) than you think, and uncover the 7-second science behind customer trust.

Industry experts, from Pure Care to King Koil, shared actionable tips that you can implement TODAY—like the secret power of dressing your beds and how Google images can make or break your store’s foot traffic.

Ready to stop treating AI like a toy and start using it as a tool? Mark unveils the AI Accelerator Lab—your chance to master AI before Sleep Summit. Whether you’re a retailer, sleep pro, or just curious about the mattress industry’s future, this is the episode you can’t afford to skip.

Timestamps:

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- 00:00 – Nashville Recap & Why Nationwide Primetime Matters

- 04:30 – The #1 Leadership Mistake Killing AI Adoption

- 09:15 – AI Accelerator Lab: How to Fast-Track Your Team

- 13:20 – Mattress University: The Power of a "Dressed" Bed (Sales Jump!)

- 17:45 – Pillow Fitting: The $200 Add-On Most Stores Miss

- 22:10 – The 7-Second Rule: Win Trust or Lose Customers Fast

- 27:40 – Google Profile Hacks That Drive Foot Traffic

- 32:05 – Dream Team’s “Showroom, Not Tell Room” Sales Philosophy

- 36:15 – Why Featuring Staff in Marketing Builds (or Breaks) Your Brand

- 41:00 – How Fun & Culture Fuel Viral Mattress Marketing

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Did you know a jingle can make your brand 96% more memorable? See how AI wrote one in just 2 minutes (and why your business needs this edge).

What does a hidden Oregon beach, a 2-minute AI-composed song, and a record-breaking charity event have in common? This episode is your backstage pass to the future of mattress marketing. Mark Kinsley reveals the science behind why jingles work—brands with music boast a staggering 96% higher recall rate! If you've ever wondered why your best promotions still get ignored, this is the missing link.

Join us as Mark walks through a live demo: using ChatGPT and Suno to create a custom jingle for Mattress World Northwest, all based on proven neuroscience and brand storytelling. Learn why the "earworm effect" sticks your message in customers' minds, how double-encoding (melody + words) boosts recall, and why refining your AI prompts is the secret weapon every retailer needs.

Plus, get a sneak peek at Sleep Summit 2025's game-changing lineup—from Dr. Chris Kuehl's unfiltered economic insights to Eugene Alletto's contrarian take on bedding innovation. Whether you're a sleep industry pro or just obsessed with better sleep, this episode delivers actionable AI tools, community shoutouts, and a behind-the-scenes look at the moments shaping the future of sleep.

Timestamps:

**

- 00:45 – The Hidden Beach Story & Inspiration for Creativity

- 03:20 – How a Charity Golf Tournament Raised $94,000 (and Built Community)

- 06:15 – The Science Behind Why Jingles Make Brands Unforgettable (96% Recall!)

- 10:30 – Live AI Jingle Creation: From Prompt to Melody in 2 Minutes

- 15:50 – The Secret to Powerful Prompts (Role, Goal, Topic, Details)

- 19:25 – Pro Tips: Refining Your AI Outputs Like a “Prompt Boss”

- 23:00 – How to Make AI Jingles Unique to YOUR Brand

- 25:40 – Big News: Sleep Summit 2025 Lineup Revealed

- 30:10 – Why AI Adoption Starts at the Top (And How to Lead Change)

- 32:15 – Your Invitation: How to Join the Sleep Industry’s Biggest Event

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

You won’t believe the wildest sleep technology we tested at Vegas Market—think massage beds, carbon fiber support, and celebrity collabs!

Just back from Las Vegas World Market, Mark and Tara Kinsley spill the behind-the-scenes on eight showrooms changing how we sleep (and sell sleep). From a cabana at the Bellagio to late-night adventures at Tao, this episode recaps the most eye-opening moments with industry insiders and real talk about what’s trending in sleep science and mattress innovation.

If you’ve ever wondered what really happens at the biggest mattress market in the world, tune in for exclusive insights on:

- The King Koil x Property Brothers launch shaking up retail floors

- A massage bed that actually stretches you (no, really)

- Carbon fiber mattresses that feel buoyant, not stiff

- How Corsicana is making life easier for retailers with one-stop solutions

- Game-changing pillow programs and the truth about “pillow poaching”

- Why Prana Sleep’s secret weapon is finally available to more stores

- The tech that lets you answer 50,000 customer texts—instantly

With social proof from the pros, real product testing stories, and a sneak peek at what’s next for Sleep Summit, you’ll get the inside edge on sleep industry trends and actionable takeaways to improve your own rest.

Timestamps:

**

- 00:00 — Inside Bellagio cabanas & biggest happy hour ever

- 04:15 — The massage bed that “kneads” you like a cat

- 07:30 — Carbon fiber mattress: Why it feels so different

- 12:10 — King Koil’s Property Brothers launch & Smart Life demo

- 15:45 — Corsicana: The one-stop shop for retailers (fuzzy “blankie” couches!)

- 19:25 — How instant answers are transforming retail texting

- 23:10 — Purple’s new pillow tech & GigaCloud’s game-changer for dealers

- 26:35 — Prana Sleep’s secret weapon goes public—what it means for you

- 30:00 — BedTech’s Italian pillows and next-level packaging secrets

- 34:20 — How to get on the FAM Cam: Social video with real ROI

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Most mattress retailers lose 30-40% in sales by hiding financing—here’s how to turn payment options into your #1 marketing weapon (and boost ticket size).

Ever wondered why customers walk out without buying—or why your average ticket won’t budge? This week, Mark Kinsley sits down with Mark Shelley, Head of Sales at American First Finance, to reveal the untapped power of leading with financing. Discover how presenting flexible payment options early and often can unlock “Yesville” for every shopper, not just prime credit buyers.

If you’ve struggled with low foot traffic, missed sales, or the awkward “financing talk” at the end of a sale, this episode is packed with actionable insights. Learn about AFF’s all-credit-welcome approach, the “silent salesman” campaigns that drive repeat business, and an industry-first ad match program that can DOUBLE your marketing budget. Hear how retailers are seeing 30-40% higher average tickets by simply changing the financing conversation—and how you can implement these strategies both in-store and online.

Industry experts share proven tips for training sales associates, presenting payment options without discomfort, and using digital tools to pre-qualify customers before they even walk in. Plus, get a behind-the-scenes look at advanced ad tech that eliminates wasted spend and targets real, in-market shoppers—no more bot traffic!

Whether you’re a seasoned retailer or just starting out, this episode is your playbook for smarter selling in today’s challenging market.

Timestamps:

**

00:00 – The #1 mistake retailers make with financing

02:50 – How “Yesville” makes customers say yes (not just settle)

05:30 – The surprising reason your expensive mattress isn’t selling

08:20 – Unlocking secret campaigns: Turn unused approvals into return visits

11:15 – 30-40% higher tickets: The real numbers behind financing

13:30 – How the ad match program can double your marketing reach

15:00 – Beating bot traffic: Smarter digital ad spend for real foot traffic

17:00 – Mini pig tales & farm life: Meet the real Mark Shelley

20:10 – Industries served: Why AFF is more than just mattresses

22:00 – Rapid-fire golden nuggets you can use today

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Mattress pros: Are you missing the #1 AI automation that’s saving top retailers hours and thousands—without hiring extra staff? Discover it here.

AI isn’t just a buzzword—it’s the tool transforming the mattress and sleep industry, from product imagery to customer engagement and beyond. In this episode, Mark Kinsley is joined by AI and automation experts from Presti.ai and Podium to reveal how sleep retailers are using next-gen automation to slash busywork, boost sales, and deliver the photo-realistic, emotion-driven customer experiences today’s shoppers demand.

If you’ve ever struggled with slow photoshoots, inconsistent customer replies, or missed-out reviews, this is your playbook. Learn the surprising truth about why generic AI tools like ChatGPT distort your product images, and how industry-specialized platforms like Presti.ai ensure your mattresses look real (and irresistible) in every context—at a fraction of the time and cost.

You’ll see real demos of batch automations, brand-specific AI training, and even API integrations that instantly turn a single product shot into dozens of high-converting lifestyle images. Plus, discover how Podium’s AI handles customer questions 24/7, automates reviews, and turns five-star feedback into instant social proof—all without human error.

Industry leaders share stories, hacks (like “prompt bossing”), and future-proof strategies you can use right now—whether you’re a boutique retailer or a national chain. Ready to work smarter, not harder? Watch and join the AI-driven sleep revolution.

Timestamps:

**

- 00:00 – The #1 AI secret mattress retailers are missing

- 04:15 – How “prompt bossing” transforms your AI results overnight

- 08:30 – Why most brands fail at AI imagery (and how to fix it)

- 12:25 – The shocking cost difference: AI vs. traditional product photography

- 15:45 – Instantly creating 4K lifestyle images for every customer segment

- 18:10 – Automation at scale: Batch, custom AI, and API integrations explained

- 22:30 – How Podium’s AI turns every review into a sales machine

- 27:00 – The automation workflow that posts five-star reviews to Facebook automatically

- 33:05 – Real questions from retailers: Practical AI use case troubleshooting

- 41:30 – Future-proofing your business: What’s coming next in AI automation

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

How did a 37-year-old mattress mogul turn a forgotten furniture store—with NO computer—into a thriving, triple-location empire? The secret’s inside.

What happens when a top mattress retailer gets bored? If you’re Keith Moneymaker—the “Unicorn with a Beard”—you buy out a local furniture store with a legendary legacy…and discover a hidden warehouse packed with vintage gems, untouched since the 90s. In this episode, Mark Kinsley digs in with Keith on how he’s defied industry odds, tripled his business in a year, and created a “treasure hunt” outlet that’s become the talk of Pinehurst, North Carolina.

If you’ve ever wondered why so many mattress stores close up shop—or how to actually thrive in a tough market—Keith’s story is a masterclass. You’ll hear how investing in community (not just inventory) creates unstoppable loyalty, why keeping competitors close is his secret weapon, and how a $0 marketing hack drove 36,000+ views and doubled his IG following with real, local customers.

PLUS: The wild risks, the family legacy, the “Dreams for All” nonprofit, and the honest truth about adding furniture to your mattress business. Ready for the real playbook on building a resilient, values-driven sleep empire? Hit play.

Timestamps:

**

- 01:00 – The “Unicorn with a Beard” origin story (and why it matters)

- 03:40 – How buying failed mattress stores led to unexpected opportunities

- 07:20 – The overlooked power of community giving (and business growth)

- 10:10 – The tough truth about adding furniture—and why most fail

- 13:30 – The dice roll: Buying a store with no computers or inventory records

- 16:40 – Discovering a hidden warehouse of vintage, high-end furniture

- 18:30 – How a $0 Facebook Reel brought 36,000 views and doubled followers

- 22:10 – The “homesteader” life: Why chickens lead to alpacas (and family wellness)

- 24:00 – The secret to hiring (and keeping) a dream team in retail

- 27:00 – Social proof: The wanted poster, Rebels of Rest, and community love

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

How does escaping a hurricane spark a sleep industry revolution? Discover the wild journey behind Canada’s fastest-growing mattress brand!

When Jon Piett fled a hurricane in Turks & Caicos, he had no idea it’d launch him into the heart of Canada’s mattress industry. In this episode, Jon reveals how starting over led him from a cold garage—crafting weighted blankets—to founding Lotus Sleep Products and opening six Modern Mattress stores across Saskatchewan.

If you’ve ever wondered how to compete with mattress giants or how to build a guest-first culture that drives real sales, you’ll love Jon’s story. He shares the surprising decision to ditch big brands in favor of private-label products, the “micro-moments” that transformed his team’s mindset, and how obsessing over every little customer detail (even lighting and opening the door) became Modern Mattress’s secret sauce.

Industry experts said his strategy was “crazy.” Sales and conversions say otherwise. Learn how Jon’s team involved staff in product design, fostered culture through hundreds of small rituals, and flipped the mattress industry playbook upside down—proving that action (not permission) is the real difference-maker.

Stay tuned for Jon’s best advice for entrepreneurs, how Lotus is eyeing global expansion, and a behind-the-scenes look at what’s next for the Canadian sleep scene.

Timestamps:

- 00:45 – The hurricane escape that changed Jon’s life

- 05:26 – Why Jon pestered his way into the mattress industry

- 12:36 – The garage story: From homemade weighted blankets to the first Lotus mattress

- 18:14 – The “180-degree” shift that made Modern Mattress unique

- 19:22 – How staff-driven product design changed everything

- 22:52 – Why dropping big brands actually boosted sales

- 24:48 – The real work: Building culture and team mindset (and why most fail)

- 26:08 – Tiny habits, huge impact: The door-opening ritual explained

- 29:46 – What’s next: Global expansion and tech innovation

- 32:39 – Jon’s #1 advice for aspiring entrepreneurs

Connect with The FAM Podcast:

🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/

📱 TikTok: https://www.tiktok.com/@forallthingsmattress

📸 Instagram: https://www.instagram.com/forallthingsmattress/

📘 Facebook: https://www.facebook.com/thefamnews

🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4

🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Dive into the future of retail with AI expert Mark Kinsley and discover how to turn AI from a mere toy into a powerful tool for innovation.Join our host Mark Kinsley as he talks with Melissa about the transformative power of AI in the retail industry. With years of experience in the mattress and appliance sectors, Mark shares his insights on leveraging AI for productivity and innovation.In this episode, Mark Kinsley takes us on a journey from being an AI tinkerer to an expert. He discusses the evolution of AI tools, their applications in retail, and how businesses can maximize AI's potential. Through engaging anecdotes, Mark illustrates AI's role in enhancing productivity and offers a glimpse into the future of retail.Timestamps:00:00 - Introduction by Melissa and Mark03:45 - How AI Became a Game-Changer in Retail07:20 - Early Adoption and Masterminds: The Journey Begins12:10 - AI in Action: Real-world Applications and Success Stories18:30 - Interactive Session: Defining AI's Role in Your Business25:45 - The Iron Man Suit Analogy: Who Wins in the AI Age?34:00 - Tools and Tips: Maximizing AI for Business Success42:50 - Audience Q&A: Your AI Questions Answered50:15 - Closing Thoughts and Future of AI in Retail

Discover the transformative power of sleep science in this insightful episode featuring Dr. Elie Gottlieb, Head of Applied Sleep Science at SleepScore Labs. Host Mark Kinsley explores how cutting-edge research and technology are not only helping people sleep better—but also driving innovation and growth for businesses in the sleep industry.What You’ll Learn:* How SleepScore Labs validates product claims with data* The connection between personalized sleep solutions and business performance* Why pillow fit can make or break your sleep* How to build “sleep pressure” during the day for better rest at night* The role of consistency in healthy sleep habits* Eye-opening insights into social jet lag and sleep hygiene* What the future holds for personalized mattress shoppingWhether you’re a sleep-deprived professional or a brand looking to improve your product’s credibility, this episode is packed with practical advice and fascinating science.Timestamps:00:01 – Introduction to Dr. Elie Gottlieb and SleepScore Labs01:18 – How SleepScore Labs Drives Business Growth03:03 – The Importance of Evidence-Based Sleep Science05:20 – The Science of Pillow Fitting and Sleep Quality09:51 – Sleep as a Daytime Issue: Building Sleep Pressure14:04 – Overcoming Biases to Prioritize Sleep21:21 – Understanding Individual Sleep Needs and Consistency24:27 – The Impact of Social Jet Lag on Health30:39 – Essential Sleep Hygiene Practices40:57 – Future of Mattress Shopping: Personalized Sleep SolutionsReady to sleep smarter? Tune in now and wake up to what’s possible. #SleepScience #SleepScoreLabs #ElieGottlieb #BetterSleep #HealthTech #MarkKinsley #MattressIndustry #SleepInnovation #Podcast