The FAM Podcast with Mark Kinsley

How did one student’s “crazy” invention capture 20% of America’s beds? Discover the comfort science and wild culture of the original waterbed. What if the most comfortable sleep you’ve ever had was invented by a master’s student... and nearly ignored by the entire mattress industry? In this episode, Mark Kinsley sits down with Charlie Hall—the original inventor of the waterbed—for a candid, behind...

Ever wondered how City Mattress sells higher-ticket beds and keeps customers raving? Discover the “secret sauce” that’s changing the mattress game. What really sets City Mattress apart from the crowd? In this episode, Mark Kinsley sits down with Jason Goodman, Head of Business Development at City Mattress, to reveal the “secret sauce” behind one of America’s most respected mattress retailers. Lear...

What happens when you give employees 25% of your company? Discover how Sleep Train soared 800%—and changed 1,600 lives in 4 years. Ever wondered if true ownership could transform a business? In this episode, Mark Kinsley sits down with Dale Carlsen, legendary founder of Sleep Train, who reveals how a daring decision—handing 25% ownership to employees—sparked an 800% surge in company value and crea...

Is the mattress industry about to become a monopoly? Discover what nobody’s saying about the TSI bid for Leggett & Platt – and why it matters for you. The biggest shakeup in the sleep industry is happening behind closed doors, and almost nobody is addressing it. Mark Kinsley dives deep into the Somnigroup’s bid to buy Leggett & Platt, and what this means for everyone—from mattress retailer...

Discover the can’t-miss mattress industry events for 2026—plus the surprising secret to turning networking into real business growth! If you want to turn 2026 into your most successful year yet in the sleep and mattress industry, this is the episode you can’t afford to miss. Mark Kinsley and Tara unveil The FAM’s full 2026 calendar of events—including insider details about Sleep Summit, Dream Camp...

How Scott Built a Multimillion-Dollar Mattress Business in a Town of 4,400 What does it take to turn a tiny-town mattress store into a multimillion-dollar powerhouse? In this episode, Scott breaks down the mindset, systems, and sales strategies that transformed his business — and the insights are pure gold for any retailer. From the phrase that changed his store culture (“Best day in history”) to...

Did you know 65% of America’s wealth sits with boomers? Discover why this upends everything you know about the economy—and the mattress business! Ever wondered why some people seem untouched by inflation, while others are barely scraping by? In this episode, Mark Kinsley brings you the most eye-opening moments from Dr. Chris Keel’s Sleep Summit 2025 keynote—a session with *rave reviews* for cuttin...

Ever wonder why most mattress strategies flop? Billion-dollar merchandiser Nora Gomez reveals the shocking truth—and how AI is reshaping sleep retail. What really makes a mattress store unforgettable? Join Mark Kinsley as he sits down with Nora Gomez—former Chief Merchandising Officer at Nebraska Furniture Mart and the visionary behind Next Generation Growth. Nora has built and led teams for brand...

Most mattress retailers are making a mistake they can’t recover from—find out why losing “small” sales could be your biggest business risk. Discover the untold truth shaking up the mattress industry after Sleep Summit 2025! Industry legends Brandon Bain and Steven Ferguson of Bedhead join Mark Kinsley to reveal the most actionable (and surprising) takeaways from this year’s event—including why ign...

Did you know the term “hybrid mattress” didn’t exist until one bold idea sparked a $100M+ industry shift? Here’s the wild story. Ever wondered who invented the “hybrid mattress”—and why it matters for your health and business? This episode reveals how Mark Kinsley, industry disruptor and host of The FAM Podcast, helped redefine the way the world sleeps. From humble beginnings as a late-night DJ to...

How did a family business with zero commissioned sales explode into a $70M regional powerhouse? The culture secret that’s changing mattress retail… What if everything you thought about retail sales was wrong? In this episode, Mark Kinsley sits down with Michael Fiacco, the second-generation owner who transformed Old Brick Furniture from a local legacy into a 2023 Retailer of the Year, now with 11...

Why do most mattress stores still confuse shoppers after 30 years? One franchise legend reveals the surprising fix—and it starts with a tortoise. If you've ever wondered why buying a mattress is STILL so confusing, you’re not alone. This week, Mark Kinsley sits down with Harry Roberts—co-founder of Mattress Firm, 40-year industry veteran, and the largest Mattress Firm franchisee in North America—t...

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 sing...

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 ca...

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...

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’r...

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...

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...

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 mu...

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 wi...

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. Dis...

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 slee...

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....

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 Prod...

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...