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.

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:

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!

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.

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.

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.

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.

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.

In a world where the value of a good night's sleep is often underestimated, one woman's quest to save a few dollars on groceries catapulted her into the realm of entrepreneurial success.

Enter Kelly Charles, the erstwhile coupon queen of TLC's Extreme Couponing, who turned her penny-pinching prowess into a thriving empire as the CEO of Big Mattress Outlet. In this witty and engaging episode, Kelly peels back the layers of her unconventional journey from clipping coupons to clinching deals in the competitive mattress industry. With a mix of humor, humility, and hard-earned wisdom, she shares how her side hustle not only funded the inception of her mattress retail business but also laid the foundation for her transition from savvy shopper to business mogul.

Kelly candidly discusses the hurdles she vaulted and the milestones that marked her path to success, including the pivotal inflection points in her business, the critical role of accountability and empathy in shaping a positive company culture, and the transformative experience at Dream Camp. As she ventures into franchising, Kelly's story is a masterclass in leveraging unique beginnings for extraordinary outcomes. For anyone standing at the crossroads of potential and opportunity, Kelly's journey from coupons to comfort is a testament to the power of perseverance, the willingness to take risks, and the undeniable impact of a supportive community.

Join us as Kelly Charles unfolds her inspiring journey, offering not just a blueprint for business success, but a heartening narrative of personal growth and community empowerment.

Ever had a shopping experience that felt more like a plot from a horror movie? Today’s episode takes "Nightmare on Elm Street" to a whole new level—except this time, it's all about the quest for the perfect mattress. Buckle up as Bob Phibbs, aka The Retail Doctor, shares his spine-tingling tale from the retail front lines.

In an episode that's anything but a snooze fest, Bob Phibbs, our fearless guide through the retail jungle, recounts his harrowing journey through the world of mattress shopping—a tale filled with twists, turns, and lessons galore. Bob's personal horror story isn't just a tale of woe; it's a masterclass in what not to do in the world of mattress and furniture retail.

With wit sharper than a memory foam cutter, Bob delves into the heart of creating a shopping experience that's as comfortable as the products being sold. He emphasizes the magic of storefront appeal, the art of providing a sanctuary for customers, and the importance of standing out in a crowded marketplace.

This episode isn't just about mattresses; it's about transforming spaces into havens and transactions into memorable experiences.

KEY TAKEAWAYS

1. Create a Unique Shopping Experience: Bob stresses the importance of drawing customers in with a shopping experience that's as unique as their sleep preferences.

2. Storefront Appeal: First impressions matter. Learn how to make your store's façade as inviting as a freshly fluffed pillow.

3. Comfortable Customer Spaces: Bob highlights the necessity of creating spaces that encourage customers to kick off their shoes and stay awhile.

4. Differentiate from Competitors: Stand out in the mattress maze with tips on distinguishing your brand from the rest of the flock.

5. The Significance of Sleep: Recognize and honor the crucial role mattresses play in your customers' lives by offering products that promise more than just a place to crash.

6. Fresh and Inviting Atmosphere: Discover the secrets to ensuring your store ambiance whispers, "Welcome home."

7. Value-Added Interactions: Bob emphasizes going beyond the sale to add real value to every customer interaction.

8. Prioritize Retail Basics: Back to basics—Bob reiterates the foundational principles of retail that drive sales and customer satisfaction.

CHAPTERS

00:00 The Mattress Horror Story

09:07 Creating a Unique Shopping Experience

11:01 Attracting Customers with Storefront Appeal

17:16 Providing Comfortable Spaces for Customers

20:48 Differentiating from Competitors

23:05 The Importance of Mattresses in People's Lives

27:29 Creating a Fresh and Inviting Atmosphere

31:18 Adding Value to Customer Interactions

33:38 Brilliance on the Basics

In a strategic pivot that reads like a well-crafted narrative, Mark Kinsley, after a rewarding five years at the helm of Englander, is embarking on a new chapter.

Rather than a quiet exit, he’s transitioning with purpose, launching full throttle into The FAM community. This move coincides with Englander gearing up for a significant expansion phase, signaling a period of dynamic growth for the company. Simultaneously, the FAM community is witnessing a remarkable surge in engagement and impact, reflecting a thriving ecosystem in the industry.
As Mark shifts into a strategic advisory role, his focus will turn to scouting for a sales-oriented leader to guide Englander through its next growth chapter. 
Key Takeaways:

Mark’s journey serves as a reminder that leadership transitions can be catalysts for renewal and expansion, inviting business leaders to view change as a springboard for future success.

"Shaking Up Sleep: A Deep Dive into the Vegas Market with Brandon Bain"

In this episode of the podcast, the conversation turns to the vibrant yet challenging atmosphere of the Vegas Market, featuring the insights of Brandon Bain, Founder and CEO of Bedhead Mareting. As an innovator and community builder in the realm of sleep, Bain offers a comprehensive overview of the event's dynamics, from the evident stagnation in product innovation to the paramount importance of trust and commitment in the industry.

Episode Highlights:

Key Takeaways:

00:00Introduction and Overview

00:29Reflecting on the Vegas Market Experience

02:02Lack of Innovation in Product Introductions

03:08Buyers' Risk Aversion and Manufacturers' Focus on Selling

04:36Cool Innovations in Adjustable Beds and Air Mattresses

05:23Cyclical Nature of Product Trends

06:21Getting Back to the Basics of Mattress Merchandising

07:16Committing to Products and Building Trust

08:31Merchandising Strategy and Creating a Holistic Philosophy

09:41The Fun Side of Vegas: The Famhouse Party

13:15The Importance of Relationships and Fun in the Industry

14:19Recapping the Fun and Highlights of the Famhouse Party

15:10The Impact of Dream Camp and the Fam Community

17:36Maximizing the Investment in Vegas Market

20:03The Importance of AI and Technology in the Industry

25:04The Significance of Bed Head's Video Coverage at Vegas Market

26:52The Mattress Mentorship Mastermind Accelerator Lab

29:11The Power of Generative AI and Data Analysis

34:26Closing Remarks and Future Plans