Uncover the hidden question that transforms how you connect with your passion and purpose.Kinsley embarked on a transformative journey through Catalonia, Spain, where he met Harvey, an exceptional guide who poses a life-changing question: "A que te dedicas?" This episode dives into cultural insights and personal reflections that redefine the meaning of work and dedication.Join Mark as he reflects on cycling through the breathtaking landscapes of Catalonia, where he and Tara experienced the rich culture and history of Spain. From awe-inspiring medieval villages to a heartfelt tea ceremony, Mark shares stories that highlight the profound question, "To what do you dedicate yourself?" This exploration not only enriched his understanding of purpose but also tied back to his work in the mattress industry, emphasizing the value of dedication in both personal and professional life.Timestamps:00:09 - The Power of "A Que Te Dedicas?" 05:20 - Cycling Through Catalonia: A Journey of Discovery10:45 - Meeting Catarina Roma: Crafting with Soul15:32 - A Dinner to Remember: Farm Fresh in Spain20:50 - Harvey's Story: A Guide with a Mission25:15 - The Big Reveal: More Than Just Our Jobs30:40 - Global Perspectives on Purpose: Ikigai, Maraki, and More35:55 - The Mattress Connection: Rededicating to Better Sleep40:20 - Gather and Grow: The Importance of Community45:10 - Conclusion: Beyond Titles, Finding True Purpose

How do you transform a crowd focused on funnel cakes and fun houses into a line of eager mattress buyers?

This week on The FAM Podcast, host Mark Kinsley sits down with Jason Goodman, the head of business development for City Mattress, to discuss the art of selling at high-traffic events like state fairs and rodeos.

Goodman shares how to sell outside traditional retail environments. Learn how to convert high foot traffic events into lucrative sales opportunities and discover the essential elements of successful business development.

[00:01] - Introduction: Turning funnel cake crowds into customers

[01:02] - Meet Jason Goodman: From Michigan to City Mattress

[06:00] - The Event Selling Blueprint: Finding the right place, product, and people

[09:47] - The Best Events for Selling: Why rodeos and state fairs work

[13:19] - Sales Tactics: Quick qualifying and the art of the close

[20:08] - Product Matters: The importance of differentiation

[26:43] - Business Development Strategy: Identifying and solving the right problems

[33:16] - Avoiding Problem Hunting: Focus on high-value solutions

[37:24] - Creating a Wow Factor: How to stand out at events

[41:23] - Closing Thoughts: Jason's passion for the mattress industry

Discover how to 40X your productivity and revolutionize your business workflow with the power of AI!In this episode, Mark Kinsley reveals how to dramatically enhance your productivity using ChatGPT and generative AI, sharing insights from his teachings to mattress industry executives. Learn how AI is reshaping business operations, from idea generation to task automation, and why becoming a "prompt boss" is crucial for staying competitive. Dive into real-world examples and discover how you can leverage these tools to transform your workflow.Timestamps:00:01 - Introduction: 40X Your Productivity02:15 - Behind the Scenes with ChatGPT05:40 - AI in the Mattress Industry: A Case Study10:22 - From Toy to Tool: Mastering AI15:55 - Real-life Productivity Boost: ChatGPT in Action20:34 - The Role of Prompt Engineering25:47 - Future of AI: What to Expect30:12 - How to Start Your AI Journey35:00 - Closing Thoughts: Embracing AI in Business

Discover the secret sauce behind City Mattress, one of America's most esteemed family-owned retailers. Join host Mark Kinsley as he delves into the recipe for success with Jason Goodman, Head of Business Development at City Mattress. This episode uncovers the blend of tradition, innovation, and quality that defines their retail strategy.In this episode, we explore the unique business strategies that have propelled City Mattress to the forefront of the retail industry. From their proprietary PranaSleep mattresses to the cultural ethos driving their success, Jason Goodman shares insights on maintaining quality and passion over decades. Learn how City Mattress combines a family-centered approach with cutting-edge product development to achieve remarkable market presence.00:00 - Introduction to the City Mattress Secret Sauce01:16 - Jason Goodman: From Outsider to Insider02:14 - Jason's Journey in Retail and Return to Mattress Business04:37 - The Prana Sleep Factory: A Tour of Excellence06:13 - Prana Sleep's Unique Selling Proposition09:27 - The Art of Quilting Latex: Innovation at Prana Sleep14:41 - The Retail Cookbook: A Strategy for Success20:06 - Balancing Quality and Quantity in Retail Metrics23:14 - The Changing Consumer Landscape30:04 - The Power of Writing Down Your Secret Sauce

Get ready to dive into the unforgettable experience of Dream Camp 2025 at the iconic Hotel Emma!

Join host Mark Kinsley and co-host Tara Kinsley as they take you through the transformative journey of Dream Camp 2025, hosted at the stunning Hotel Emma.

This episode features highlights from the event, including insights from Hernani Alves, former president of Sleep Train, and the unforgettable guacamole competition.

Discover how Dream Camp blends professional development with unique experiences to foster growth and connection. From the culture of accountability to the importance of hospitality, learn how these lessons can elevate both personal and professional life.

00:00 - Welcome to Dream Camp 2025: A sneak peek into San Antonio's Hotel Emma.

02:30 - The Evolution of Dream Camp: From mountain biking to professional development.

06:45 - Hotel Emma's Impact: Why the setting was a game-changer for attendees.

12:15 - Spotlight on Hernani Alves: Transforming accountability in business.

19:50 - Culinary Competition Drama: The surprise twist that had everyone talking.

26:35 - Charlie and Harry Roberts Q&A: Hospitality lessons from the mattress industry.

34:20 - Emotional Breakthroughs at Dream Camp: The power of giving and receiving compliments.

42:00 - The Art of Onboarding: Lessons from the guacamole challenge.

48:10 - Closing Thoughts: Reflections on an unforgettable Dream Camp.

Discover how Nate Cangemi transitioned from rock and roll to mattress mogul without selling his house!

Join host Mark Kinsley as he sits down with Nate Cangemi, the dynamic frontman behind Golden Dreams Mattress and the official band of the Sleep Summit. Nate shares his journey from contemplating selling his house to launching a successful retail experience that redefines mattress shopping.

Episode Summary:

In this episode, Nate reveals how a pivotal mastermind session at Sleep Summit and the support of a thriving community helped him turn a dream into reality. Learn about the unique experiences he crafted at Golden Dreams Mattress and the invaluable lessons he gathered from industry experts. Whether you're a retail enthusiast or an entrepreneur at heart, Nate's story is sure to inspire.

Timestamps:

00:01 - Introduction to Nate Cangemi: The Rockstar Retailer

00:45 - From Vision Boards to Reality: Nate's Motivation to Open a Store

01:51 - The Hot Seat Experience: A Turning Point in Bentonville

03:21 - The Advice That Changed Everything: "Don't Sell Your House

06:06 - Building Golden Dreams: Crafting a Unique Customer Experience

07:07 - From Components to Retail: Nate’s Industry Journey

16:37 - Committing to the Dream: The Power of Community Support

22:16 - Curating Quality: The Brands Behind Golden Dreams

30:08 - Launching Golden Dreams: The First Month’s Success

What do fitness, franchising, and Super Bowl champions have to do with mattresses? Brad Taylor explains it all.

Join Mark Kinsley as he welcomes Brad Taylor, VP of Franchise Development at Snooze Mattress Company. With a background in fitness and franchising, Brad brings a fresh perspective to the sleep industry.

In this episode, you'll hear how he's helping Snooze scale nationally, why wellness is the future of sleep retail, and how NFL champions Kevin Minter and Andrew Adams became brand ambassadors.

What You’ll Learn:

Brad shares his playbook for awarding franchises (not selling them), why choosing the right location is crucial, and how Snooze is going beyond beds to promote holistic sleep health—including CPAP awareness, partner disturbance, and light exposure. Plus, get insider stories from Super Bowl events and tips for living a healthier life starting today.

Timestamps:

00:00 – Meet Brad Taylor, former Snap Fitness exec turned mattress mogul

01:30 – How Matt Smith recruited Brad into Snooze

04:15 – NFL brand ambassadors: The story behind Kevin Minter & Andrew Adams

06:00 – Snooze at the Super Bowl: VIP access and brand awareness

11:50 – What does franchise disruption really mean?

14:20 – The FORM method Brad uses to vet new franchisees

16:00 – Why real estate is the make-or-break factor in store launches

18:10 – Miniature Herefords, farm life, and writing the next chapter

22:00 – Brad’s journey: from TaylorMade Bodies to Anytime Fitness to Snooze

24:30 – How Snooze brings wellness into the mattress store experience

28:30 – CPAP machines, sleep apnea awareness, and HSA potential

32:00 – What most people overlook in their health journey

36:15 – Sleep as the missing link in wellness

When silence on sustainability speaks louder than words—and boomers quietly steal the economic spotlight—you know it’s time to rethink everything.

In this episode of The FAM podcast, host Mark Kinsley recaps big takeaways from the 2025 ISPA conference in St. Pete’s, featuring fresh insights from Scot Case, VP of Sustainability at the National Retail Federation, and economist Dr. Christopher Kuehl of Armada Corporate Intelligence.

Episode Summary:

Mark takes us behind the scenes at ISPA 2025 where the talk of the conference was “greenhushing”—the risky new cousin of greenwashing.

Scot Case explains why being eco-silent may cost you consumer trust, while economist Dr. Christopher Kuehl breaks down the "barbell economy," proving that boomers are now powering home-related spending.

From AI-powered green shopping to emotional consumer decisions, this episode flips traditional retail thinking on its head.

3 Key Takeaways:

1. Greenhushing is a PR Risk: Saying nothing about your eco-efforts can be just as damaging as saying too much.
2. Boomers Are the New Power Buyers: Forget what you heard—older generations are investing heavily in home comfort.
3. Sustainability = Quality: Durable goods aren’t just better—they’re now seen as more eco-conscious, especially in the mattress industry.

Why it matters:

The Specialty Sleep Association (SSA) is reshaping the sleep industry by providing a platform for innovative products and fostering connections among manufacturers and retailers.

Key Insights:

In a recent episode of the FAM Podcast, Mark Kinsley and SSA Executive Director Tambra Jones discussed the history and mission of the SSA, which has evolved since the days of waterbeds.

Historical Context: SSA was formed in the late 90s, merging various sleep product associations to create a dynamic trade environment.

Innovation Showcase: The SSA showroom in Las Vegas features cutting-edge sleep technology, including sound and mood-enhancing products like Cambridge Sleep's systems.

Community Connection: The SSA serves as a networking hub, connecting new companies with established brands and fostering collaboration.

Consumer Awareness: Today's consumers are more discerning, often seeking organic and sustainable sleep products, but many manufacturers struggle with greenwashing accusations.

Innovative Products Highlighted:

Some standout innovations featured at SSA include:

• A mattress-lifting device that simplifies sheet changing.
• Temperature-regulating technologies like ChiliPad and Jelly Sleep.
• Adjustable pillows and other customizable sleep solutions.

The Bottom Line:

For anyone interested in the sleep industry, the SSA offers invaluable resources and connections. Whether you're a manufacturer, retailer, or simply curious about the latest in sleep technology, engaging with the SSA can lead to new opportunities and insights.

For more information on joining the SSA or exploring their offerings, visit sleepinformation.org.

#PranaSleep #SleepDeeplyLiveBoldly

www.pranasleep.com

In the mid-90s, as the popularity of waterbeds waned, a new wave of sleep products began to emerge. This shift paved the way for the formation of the Specialty Sleep Association (SSA). Tambra Jones, executive director of the SSA, played a pivotal role in this evolution, bringing together manufacturers, retailers, and futon experts. The SSA organized trade shows and established a permanent showroom in Las Vegas, providing a platform for emerging mattress brands to thrive.

A Journey Through the Industry

Tambra's journey in the furniture industry began as a trade show manager in San Francisco. She cultivated an environment where small companies could showcase their products and connect with potential buyers. This experience laid the groundwork for her later involvement with the SSA. Tambra’s passion for fostering connections and supporting new entrants in the industry has remained a core aspect of her work.

Innovations on Display

The SSA showroom at the Las Vegas Market has become a hub for innovative sleep technology. One standout example is Cambridge Sleep, which offers a system that adjusts brain waves using sound frequencies to enhance sleep quality. Their technology is embedded in pillows and designed to create a calming sleep environment. Tambra herself has experienced the benefits of this technology, emphasizing the importance of sleep quality in our lives.

The Role of B2B Connections

The SSA space serves as a meeting ground for businesses within the sleep industry. Manufacturers often visit to network, explore licensing opportunities, and discover new products. Tambra highlights how many successful companies began their journeys in the SSA space, leveraging connections made there to grow their brands. This collaborative environment fosters creativity and innovation, vital for the industry’s progress.

Membership Benefits

Joining the SSA offers numerous advantages. Membership includes opportunities for promotion through newsletters and social media. For a nominal fee, members receive visibility and connection to key industry players. Tambra notes that being part of the SSA community is about more than just business; it’s about building relationships and supporting one another in the industry.

The Challenge of Greenwashing

Tambra and the SSA have tackled the challenge of greenwashing in the sleep industry. They launched the Bed Facts Verified program to provide transparency around product claims. However, they faced resistance from manufacturers reluctant to disclose their materials and certifications. Despite the hurdles, the SSA remains committed to promoting genuine sustainability within the industry.

Consumer Awareness and Demand

Today’s consumers are increasingly discerning about the products they purchase. With access to information online, they can research brands and verify claims. Companies like Avocado have thrived by catering to this informed demographic, emphasizing transparency and sustainability. The SSA recognizes the shift in consumer attitudes and encourages manufacturers to meet this growing demand for accountability.

Unusual Innovations

The SSA has seen its share of unconventional innovations. From mattress-jacking devices that elevate mattresses for easier sheet changes to temperature-regulating systems like Bed Jet, the showroom showcases a variety of creative solutions. These innovative concepts illustrate the diversity of ideas within the industry and the importance of staying ahead of trends.