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Join Sid as he and Adrian Leal explore how creating authentic content and establishing thought leadership can transform sales success in the office furniture industry. They discuss how content creation builds lasting professional relationships and personal credibility. 

• Building relationships matters more than product knowledge in our commoditized industry
• Take the product away from the sale to focus on authentic human connections
• How digital "social proof" influences purchasing decisions before meetings occur
• Creating content establishes you as a subject matter expert in your field
• Use passion topics rather than product features to differentiate yourself
• Why connecting sales strategy with mental health resonates with younger professionals
• The importance of consistency in content creation despite initial fears
• How thought leadership creates opportunities for connecting with the A&D community
• How the confidence gap holds back industry professionals from sharing their expertise
• Build a content "time capsule" that serves both professional goals and personal legacy

Connect with Adrian Leal on LinkedIn to continue the conversation and see his thought leadership content in action.

Resources:

 The Courage to Be Disliked: The Japanese Phenomenon That Shows You How to Change Your Life and Achieve Real Happiness by Ichiro Kishimi and Fumitake Koga - https://www.amazon.com/Courage-Be-Disliked-Phenomenon-Happiness/dp/1501197274

Connect with Adrian Leal:

Clarus - https://www.clarus.com/
Adrian & Co. - https://adrian-co.salesreach.io/main-page
LinkedIn - https://www.linkedin.com/in/adrian-leal-7a025862/Email - [email protected]

Connect with Sid:

www.sidmeadows.com
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The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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Kari Anderson, of the Techbox Creative, joins Sid to dive into the complex world of technology in the office furniture industry, exploring challenges, solutions, and future trends that impact every aspect of the business.

• Technology should make our work easier, but disconnected systems in the industry force duplicated efforts
• Over 3,000 manufacturers use different software that doesn't "talk" to each other throughout the design-to-install process
• The "Data Collective" initiative brings industry leaders together to create data standards for seamless integration
• A "source of truth" (usually an ERP system) should feed accurate data to all platforms used across the industry
• AI is being increasingly utilized for tasks from chatbots to documentation, but always needs "a human in the middle"
• Every dealership and manufacturer should consider having a dedicated technology specialist on their team
• Successful technology adoption requires not just the right tools but proper training and change management

Connect with Kari:

The Techbox Collective - https://techboxcollective.com/
UX&Kari - https://uxandkari.com/
Email - [email protected]
LinkedIn - https://www.linkedin.com/in/uxandkari/

Connect with Sid:

www.sidmeadows.com
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Subscribe to my LinkedIn Newsletter. https://www.linkedin.com/newsletters/inside-contract-interiors-7298489501159460865/

The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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We are exploring the power of everyday innovation in business, looking at how small, thoughtful touches can transform customer experiences and create lasting value.

• Innovation creates new value by transforming ideas, methods, or products into impactful solutions
• The Magic Castle Hotel's "Popsicle Hotline" demonstrates how a simple idea can become a memorable signature experience
• Chick-fil-A's drive-thru innovations with tablets and dual lanes solved pandemic challenges while enhancing customer satisfaction
• Industry innovations include WCS Web Configurator Studio's online product configuration and My Resource Library's mobile app
• Five-step innovation framework: observe and listen, ask bold questions, start small, gather feedback and refine, roll out broadly
• Look for small frustrations that are often overlooked as starting points for innovation
• Innovation isn't just a project but a mindset that should become part of your business culture
• Celebrating small and big victories builds momentum and creates a culture where team members naturally bring forward ideas

I'd love to hear how you're creating innovation in your business and our industry. Go out there and make today great!

Connect with Sid:

www.sidmeadows.com
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The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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Walter Craven created Kabin during lockdown to solve his desperate need for personal space, transforming a cardboard prototype into a revolutionary office product that gives users control over their environment.

• Kabin is not an acoustic pod but an experience-focused space where users face outward in a throne-like position
• The unique faceted design serves acoustic purposes for both users inside and colleagues outside
• Walter's journey from Boston to San Francisco to London was driven by prioritizing family and working to live rather than living to work
• Kabin faced major challenges with price point and assembly complexity that Walter overcame through innovative redesign
• Kabin's built-in technology creates customizable moods through ambient soundscapes like rainfall or café noise
• The business is expanding from its UK success to the US market following strong demand and dealer interest
• Walter's entrepreneurial spirit comes from his parents who ran a successful Boston ironworks for 52 years

To learn more about Kabin, email Walter directly or check the website and LinkedIn information in our show notes.

Resources:

Walter’s parent’s small business story - https://www.linkedin.com/posts/walter-craven_heroes-americansmallbusiness-neighborhoodpeople-activity-7326900228656099328-rewY/?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAD-2aYBMX7fERJNvkT2A2PbmurwVgk07uI

Connect with Walter:

Kabin - https://kabin.space/
LinkedIn - https://www.linkedin.com/company/kabin-space/
LinkedIn - https://www.linkedin.com/in/walter-craven/
Email - http://[email protected]/

Connect with Sid:

www.sidmeadows.com
Embark CCT on Facebook
Sid on LinkedIn
Sid on Instagram
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Subscribe to my LinkedIn Newsletter. https://www.linkedin.com/newsletters/inside-contract-interiors-7298489501159460865/

The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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Get ready for a different kind of episode. Rex Miller takes the mic and interviews Sid and three other industry veterans who have united to create The Collaborative Network. This is a game-changing initiative providing structured support programs for small furniture manufacturers. Listen as Rex asks the tough but relevant questions about how this group plans to address the unique challenges of over 3,400 small manufacturers who previously lacked dedicated resources for growth and development.

• Michelle Warren brings public sector expertise and small business advocacy
• Julie Dillon specializes in independent rep management and sales strategy
• Erin Torres offers brand development and marketing strategy expertise
• Sid Meadows provides business advisory and coaching for small manufacturers
• Their research identified five key challenges: market access, sales strategy, technology adoption, strategic planning gaps, and lack of community
• They've created three tailored programs for businesses at every level: CEO Peer Group, Emerging Business Incubator, and Sales Director Peer Group
• These programs are designed specifically for growth-minded leaders wanting to compete against larger manufacturers
• Their vision: to be seen as trusted growth partners helping small businesses dominate

Find The Collaborative Network at thecollaborative.network or connect with any of the team members on LinkedIn.

Connect with:

Michelle Warren:

Catalyst Consulting Group - https://strategic-catalyst.com/

LinkedIn - https://www.linkedin.com/in/michelle-warren-47a6888/

Julie Dillon:

LinkedIn - https://www.linkedin.com/in/julie-dillon-a3981911/

Erin Torres:

LaLeona Marketing https://laleonamarketing.com/ 

LinkedIn - https://www.linkedin.com/in/erin-cadieux-torres/

Head over to https://sidmeadows.com/connect to answer five quick questions and help us make season 7 the very best.

Connect with Sid:

www.sidmeadows.com
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The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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Natalie Hartkopf, CEO of Hightower, shares her journey in the furniture industry and how this family-founded business evolved from importing European designs to creating their own award-winning Hightower Studio products while becoming a certified B Corporation.

• Natalie started with Hightower around 2003, beginning in Seattle before moving to New York
• They shifted from purely importing European designs to manufacturing upholstered pieces in North Carolina
• Won Best of NeoCon recognition for their innovative Flote chair designed by their in-house design team
• Became a certified B Corporation, looking holistically at governance, community impact, and employee welfare
• They've implemented people-first initiatives including living wage commitments and 529 education savings contributions
• They're transparent about how they're navigating the current issues with fluctuating tariffs
• Focused on product discoverability to help specifiers find products that meet specific requirements
• Working to improve existing products with end-of-life and sustainability considerations
• Embraces AI tools to help team work more efficiently and provide better customer service
• Advocates for greater diversity in industry leadership positions, particularly racial diversity

Resources:

The Trend Report Ep. 38 - Rest and Recovery of the Corporate Athlete with Kibibi Springs - https://www.sidmeadows.com/episode38

Connect with Natalie:

Hightower - https://hightower.design/
Flote - https://hightower.design/collections/flote
Email - [email protected]
LinkedIn - https://www.linkedin.com/in/nataliehartkopf/

Connect with Sid:

www.sidmeadows.com
Embark CCT on Facebook
Sid on LinkedIn
Sid on Instagram
Sid on YouTube
Sid on Clubhouse - @sidmeadows
Subscribe to my LinkedIn Newsletter. https://www.linkedin.com/newsletters/inside-contract-interiors-7298489501159460865/

The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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Ever wondered how to tap into specialized vertical markets that offer substantial growth opportunities? Sara Marberry, a healthcare and senior living design knowledge expert, shares explore the untapped potential these sectors hold for furniture dealers and manufacturers. Listen as she shares her story as well as:

• Healthcare environments contain diverse spaces including clinical areas, administrative offices, and lobbies
• Telehealth is creating demand for acoustically private pods and technology-enabled furniture
• Senior living communities span from independent living to skilled nursing with varying furniture needs
• $300 billion shortfall in senior living construction expected by 2030 creates renovation opportunities
• Terminology matters – these are "communities where people live" not "facilities where people are placed"
• Educate yourself through industry resources, continuing education, and attending healthcare conferences

Connect with Sara:

Sara Marberry LLC - https://www.saramarberry.com/
Email - [email protected]
LinkedIn - https://www.linkedin.com/in/saramarberry/

Connect with Sid:

www.sidmeadows.com
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The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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We make nearly 35,000 remotely conscious decisions each day—that's one choice every 1.6 seconds during our waking hours. Each of these decisions has the potential to impact our lives and the lives of those around us in both positive and negative ways.

Feel like you've been in a rut? Use some of these tips, tricks, and tactics to help train your brain to see the positive things rather than the negative.

• Different decision-making methods include impulsive, intuitive, instinctive, and emotional choices
• Reframing negative thoughts by changing "I have to" to "I get to" creates a powerful mindset shift
• Walking 3-4 miles each morning has been a transformative health choice
• Positive affirmations replace limiting beliefs with empowering thoughts
• Try Mel Robbins' tip of giving yourself a high five in the mirror
• View failures as learning opportunities and data points rather than setbacks
• Be the energy you want to experience—choose positivity and lift others up
• Respond to "How are you?" with enthusiasm that lifts others up

Complete our listener survey to help shape Season 7 by visiting SidMeadows.com/connect or clicking the link in the show notes. You can also send me a text directly through the podcast player—I'd love to hear from you!

Resources:

The Let Them Theory: A Life-Changing Tool That Millions of People Can't Stop Talking About by Mel Robbins - https://www.amazon.com/Let-Them-Theory-Life-Changing-Millions/dp/1401971369

Connect with Sid:

www.sidmeadows.com
Embark CCT on Facebook
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Subscribe to my LinkedIn Newsletter. https://www.linkedin.com/newsletters/inside-contract-interiors-7298489501159460865/

The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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Kelly Colón shares her expertise in neurodivergent-friendly design and shows how designing with all brain types in mind can improve spaces for everyone. She challenges the traditional ways our industry approaches built environments, pointing out how standard designs often overlook neurodivergent individuals—and offers practical solutions for creating more inclusive spaces.

Listen to learn more about:

• Executive functioning - it includes skills like planning, problem solving, organizing, and working memory
• The skills neurodivergent individuals often struggle with
• Why designing for neurodivergent individuals requires a basic understanding about how different brains function
• Why small design choices (like glass staircases without visual reference points) can make spaces unusable for some
• How creating neuro-inclusive environments accommodates the needs of all
• Understanding that there are no codified protections for neurodivergent individuals
• Why the contract interiors industry can make a huge impact for the neurodivergent community through education and considering of their needs

Visit Kelly's website or connect with her on social media to learn more about executive function coaching and creating neuro-affirming environments.

Connect with Kelly:

Eledex Coaching & Consulting - https://www.eledexconsulting.com/|
LinkedIn - https://www.linkedin.com/in/kellycolon/
Email - [email protected]
Instagram - https://www.instagram.com/eledexllc/

Life Interrupted: When life has to pivot overnight; how will you navigate the uncertainty of what's next? by Kelly Colón

https://www.amazon.com/Life-Interrupted-overnight-navigate-uncertainty/dp/B0BFTMJHGM

Head over to https://sidmeadows.com/connect to answer five quick questions and help us make season 7 the very best.

Connect with Sid:

www.sidmeadows.com
Embark CCT on Facebook
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Subscribe to my LinkedIn Newsletter. https://www.linkedin.com/newsletters/inside-contract-interiors-7298489501159460865/

The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/

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What does it take to thrive in the office furniture industry during these turbulent times? Shelley Rosetta, Principal at Solomon Coyle, brings a wealth of knowledge from her journey from bedroom space-planner to dealership principal to industry consultant. 

Our conversation reveals how flexibility, operational excellence, and authentic leadership have become non-negotiable qualities for success in 2025. Shelley shares her perspective on why our industry must engage with educational institutions earlier - helping students understand the diverse career paths within office furniture beyond the traditional design role glorified in academic settings.

As we explore Solomon Coyle's work, Shelley unpacks how their financial benchmarking, compensation surveys, and leadership development programs provide crucial insights for dealers navigating an evolving marketplace. Their transition to blended learning models reflects broader industry shifts toward adaptability and innovation.

Whether you're a dealer principal, manufacturer, designer, or involved elsewhere in the industry ecosystem, this episode offers practical wisdom for navigating uncertainty while building a sustainable business for whatever comes next.

Resources

Episode 40 - How the Office Furniture Industry is Changing with Paul Holland - https://www.sidmeadows.com/episode40

Episode 151 - Love What You Do with Doug Shapiro - https://www.sidmeadows.com/episode151

Build Like A Woman: The Blueprint for Creating a Business and Life You Love by Kathleen Griffith - https://www.amazon.com/Build-Like-Woman-Blueprint-Creating-ebook/dp/B0CG4KWFD2

Trust and Inspire: How Truly Great Leaders Unleash Greatness in Others by Stephen M.R. Covey - https://www.amazon.com/Trust-Inspire-Leaders-Unleash-Greatness/dp/198214372X

Connect with Shelley:

Email - [email protected]
LinkedIn - https://www.linkedin.com/in/shelleyrosetta/

Head over to https://sidmeadows.com/connect to answer five quick questions and help us make season 7 the very best.

Connect with Sid:

www.sidmeadows.com
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Subscribe to my LinkedIn Newsletter. https://www.linkedin.com/newsletters/inside-contract-interiors-7298489501159460865/

The Trend Report introduction music is provided by Werq by Kevin MacLeod Link: https://incompetech.filmmusic.io/song/4616-werq License: http://creativecommons.org/licenses/by/4.0/