Dos Marcos

Discover why a third-generation mattress exec is trading spreadsheets for spotlights—and how music could change the sleep industry forever.What happens when you blend sleep science, industry innovation, and live music? In this special episode, Mark Kinsley welcomes Charlie DiCarlo—Senior Key Account Manager at Avocado Green Brands, third-generation mattress industry insider, and accomplished singer-songwriter. Charlie’s not only booked to perform *live* at Sleep Summit 2025, but he’s also dropping a brand new album and sharing his journey from backstage nerves to business leadership.If you’ve ever wondered how creativity and the sleep business intersect—or why music might be the best-kept secret for building unforgettable events—this episode is for you. Hear the surprising story of how Charlie went from anonymous open-mic nights to leading accounts for one of the most innovative mattress brands. Mark and Charlie also reveal why family legacy, honest feedback, and a passion for storytelling drive real industry

Why are mattress prices set to jump $375 overnight? Discover how new tariffs could shake up your business and what retailers can do to stay ahead.In this episode of The FAM Podcast, Mark Kinsley unpacks the jaw-dropping impact of the newly announced 30% tariff on upholstered furniture—on top of already soaring steel and lumber tariffs. If you’re a mattress retailer, sleep industry pro, or just care about your bedroom budget, this is a must-watch. Mark reveals specifics: a 50% steel tariff could push adjustable base prices up by $150 wholesale—meaning a $375 price hike for consumers. With Canadian lumber tariffs expected to rise to 27%, the pressure is mounting on all fronts.But it’s not all doom and gloom: Mark shares how top retailers are adapting, the truth behind the headlines, and why “terrified by tariffs” is the wrong mindset. He also previews Sleep Summit 2025, where real economic insights—not media hype—will help you make sense of the chaos.Are you ready to separate fact from fiction and learn how to

Most mattress retailers are missing out on a hidden profit zone—here’s the barbell sales strategy to win luxury AND value customers in 2025!Are you leaving money on the table by only chasing big-ticket mattress sales? In this episode of The FAM Podcast, Mark Kinsley is joined by Brent Batterman—industry legend, trainer, and “pastor” of mattress sales—to expose the overlooked “value zone” and why mastering both luxury and budget sales is the breakthrough strategy for 2025.If you’ve ever struggled to connect with the $700 customer (or close that $7,000 sale), this is your roadmap. Brent reveals how the right mindset, pre-sale prep, and a few simple but powerful habits (like remembering customer names and asking the right questions) can transform your results. You’ll learn why the best salespeople start their day hours before opening, how Saturday morning practice sessions can boost revenue by 20%, and why service—not just selection—keeps customers coming back even in the Amazon era.Industry research, actionable

Did you know 75% of US mattresses are now under one company? Discover how this impacts your sleep, wallet, and the entire industry!In this episode of The FAM Podcast, Mark Kinsley dives deep into the seismic shifts rocking the mattress industry—starting with a jaw-dropping stat: *75% of mattresses in the U.S. are now made or sold by a single company*. But what does that mean for you—whether you’re a retailer, sleep advocate, or health-conscious consumer?We pull back the curtain on the real business challenges retailers face in 2025: from navigating economic uncertainty (and separating fact from media-driven fear), to the dangers of the "race to the bottom"—cheap mattresses failing burn tests, filling landfills, and risking consumer health. Industry insiders explain how focusing on value (not just price) is the key to winning over today’s savvy customer.Plus, discover how some of the best retailers are transforming company culture, empowering their teams, and redefining what it means to build a career in sleep

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

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 us

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

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 tha

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

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 eve

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 l

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,

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 Business

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:

3Z Brands CEO John Merwin returns to The FAM Podcast to talk about the future of mattress retail. From Helix’s brick-and-mortar rise to the viral impact of Brooklyn (his daughter and the brand), and the surprising acquisition of Southerland—a legacy wholesaler—Merwin reveals how the lines between DTC and traditional retail are being redrawn.

The FAM is excited to announce that Bedgear's CEO Eugene Aletto is speaking at Sleep Summit 2025. In honor of the announcement, we are replaying last year's most listened to episode, featuring the bad boy of bedding himself!Buckle up for an eye-opening chat with Eugene Alletto, the maverick CEO of Bedgear, who's revolutionizing the bedding industry with his bold and innovative approach. Dubbed the "bad boy of bedding," Eugene shares how his immigrant upbringing instilled the principle of being additive rather than disruptive. In this lively episode, Eugene and host Mark Kinsley delve into the importance of innovation, the power of words in branding, and the value of inclusive, customer-centric business practices.Join us for a rollercoaster ride through Eugene's fascinating career, filled with anecdotes that underscore his relentless drive and unique approach to transforming the bedding market. Whether it's connecting the dots in a disjointed industry or emphasizing the need for e

Can you build a competitive intelligence dashboard with no coding skills? Yes—and Mark Kinsley shows you how. In this episode, Kinsley demos how he used Manus.ai to create a mattress industry market tracker that monitors local competitors, scrapes promotional data, and identifies strategic threats. He also built a real-time stock dashboard to follow public companies like Sleep Number and Purple. If you’re a mattress retailer, supplier, or manufacturer, this episode offers a masterclass in using AI tools to make better business decisions.Chapters00:00 Introduction to AI Tools and Manus.ai02:59 Building a Competitor Intelligence Dashboard05:54 Understanding AI's Capabilities and Limitations09:10 Creating a Stock Tracker for the Mattress Industry12:05 Improving Communication with AI Systems14:46 Real-Time Data Integration and Market Insights17:57 The Role of Vision in AI Implementation21:14 Empowering Teams with AI Tools

Dive into the inspiring journey of Dale Carlsen, the visionary behind Sleep Train, and discover how he reshaped an industry and gave back to his community.Join host Mark Kinsley as he sits down with Dale Carlsen, the legendary founder of Sleep Train, who built a 317-store empire with a unique culture of employee ownership and community support.In this episode, Dale Carlsen shares the story of building a mattress empire and the transformative power of employee ownership. Discover how his innovative approach not only skyrocketed business growth but also changed the lives of countless employees and foster children. Dale's commitment to doing the right thing extends beyond business, highlighting the importance of community engagement and the impact of giving back.Timestamped Breakdown:[00:01] - Meet Dale Carlsen: The Visionary Behind Sleep Train[01:20] - Challenging Industry Norms: The Warranty Revolution[03:19] - Empowering Employees: The Birth of the ESOP[05:18] - Cultivating Ownership: Building a Culture o

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 Discover

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