The FAM Podcast with Mark Kinsley

Can one change add $400+ to every mattress sale? Discover the surprising secrets from Nationwide’s Primetime event—plus a shocking pillow study!If you’ve ever wondered how top mattress and furniture retailers consistently boost their average ticket by $400—or why some stores keep thriving while others plateau—this episode is your playbook. Join Mark and Tara Kinsley as they report from Nationwide Marketing Group’s Primetime event in Fort Lauderdale, sharing actionable strategies from industry leaders and AI experts.First, get the inside scoop on how to merchandise your store to sell the entire sleep system—adjustable bases, pillows, sheets, and protectors. (Hint: It starts before the customer ever walks in.) Learn why dressing your beds like mannequins and using bundle offers (good, better, best) can turbocharge conversion and make upsells effortless.You’ll also hear about an industry pro who used AI to build a custom executive coach for 28 managers—and how you can deploy similar tools, no tech background required. Plus, the episode reveals a new approach to price drops that makes customers talk themselves into higher-end mattresses.Don’t miss the shocking results of a pillow fitting study: properly fitted pillows gave customers 8 extra hours of sleep per month—a stat you can use to close more sales and improve customer health.Whether you’re a retailer, sleep pro, or consumer wanting better sleep, these tips from industry insiders, brand leaders, and AI innovators will change the way you do business.Timestamps:03:10 – The $400 ticket increase: Merchandising secrets revealed 07:25 – Adjustable bases: The #1 way to boost dollars (and comfort) 12:40 – The pillow fitting study: 8 extra hours of sleep/month 18:15 – Bundling like a pro: Good, better, best offers made easy 22:02 – The AI Accelerator Lab fail (and how it’s fixed) 25:45 – Real-world AI: Building an executive coach for 28 managers 31:55 – Price drop psychology: Why the 50% rule shocks customers 36:10 – Social media secrets: Consistency, trust, and the “search everywhere” mindset 41:00 – How leading brands (Ashley, Tempur-Sealy, Sweet Dreams) use AI and marketing 45:15 – The next big thing: Retailers demanding more from manufacturersConnect with The FAM Podcast:🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/📱 TikTok: https://www.tiktok.com/@forallthingsmattress📸 Instagram: https://www.instagram.com/forallthingsmattress/📘 Facebook: https://www.facebook.com/thefamnews🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Why are mattress warranties stuck in the past—and who’s brave enough to change them? Discover the inside story from a top sleep industry leader.What really happens behind the scenes in the sleep industry? In this episode, Tara Kinsley sits down with Julia Rosin, VP of Marketing for Leggett & Platt’s Bedding Division and veteran travel writer, to crack open the most persistent myths holding the mattress world back. Julia reveals why the “authenticity” buzzword is more fluff than substance, and how extended mattress warranties could be misleading both retailers and consumers. If you’ve ever wondered why mattress ads still rely on outdated tropes—or why 25-year warranties persist when most people swap beds every decade—this conversation is a must-listen. Julia shares honest insights on what needs to change, the real impact of diversity at the decision table, and how sleep routines and self-care protect your sanity in a 24/7 business. You’ll also hear about the role of women’s organizations like WithIt, and why genuine leadership is more collaboration than command.Industry experts and newcomers alike will find actionable takeaways, from sleep hygiene tips to marketing “don’ts” that could cost you credibility with today’s consumers. Tune in for candid stories, practical advice, and a peek at what’s next for the mattress world.Timestamps:- 01:25 – “You can have it all—just not at once”: Julia’s honest career insights- 05:23 – The extrovert myth: Why Julia recharges in solitude- 10:19 – Leaving Blackberry for bedding: How Julia shaped a company’s digital future- 13:01 – The #1 thing Julia would change if women ran the sleep industry- 15:30 – Why “authenticity” is the most overused—and misunderstood—industry buzzword- 17:08 – The truth about mattress warranties (and why it’s time for change)- 19:49 – How WithIt is changing the game for women in sleep and home furnishings- 22:39 – Julia’s real-life sleep routine (and the power of unplugging)- 26:22 – If you could give the industry one superpower…- 28:37 – Travel, self-care, and life lessons from a global perspectiveConnect with The FAM Podcast:🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/📱 TikTok: https://www.tiktok.com/@forallthingsmattress📸 Instagram: https://www.instagram.com/forallthingsmattress/📘 Facebook: https://www.facebook.com/thefamnews🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

93% of mattress companies may be missing out—ISPA Expo 2026 reveals the surprising shifts and AI secrets that could change everything for sleep retailers.What does the future hold for the mattress industry? Fresh from ISPA Expo 2026, Mark and Tara Kinsley break down the most eye-opening data, trends, and innovations shaping where sleep is headed. Did you know 93% of mattress companies are regional, yet only account for 30% of industry revenue? Discover why that matters—and what the coming wave of consolidation and technology means for retailers, manufacturers, and consumers.If you’ve been worried about cautious consumers, housing-driven demand, or how to compete with giants, this episode delivers clarity. Mark shares insights from his keynote on how AI is moving from toy to essential industry toolkit, showing real-world demos that could save your business time and unlock your true competitive edge. Plus, hear about game-changing innovations like Incline Sleep, Geli Sleep’s pressure-relief breakthrough, and Neo Nest’s modular, eco-friendly platforms.Curious about which trends will actually stick, how to avoid the race to the bottom, and what practical steps you can take right now? Industry experts, visionaries, and retail leaders all weigh in. Whether you’re a retailer, manufacturer, or sleep health enthusiast, this episode is packed with actionable insights you won’t get anywhere else.Timestamps:00:00 – Why ISPA Expo 2026 was a game-changer for the mattress industry06:45 – The shocking 93%/7% revenue split: What it means for your business11:30 – How cautious consumers and high interest rates are shaping demand17:00 – The moment interest rates dip: The hidden key to mattress sales spikes22:50 – Why moving upmarket can double your revenue (real retailer example)29:20 – The AI toolkit: How to go from toy to tool and save hours every week35:10 – Demo: Instantly get your mattress brand “retail ready” with AI42:00 – Incline Sleep’s story: What true incline means for health and comfort48:40 – Adjustable bases for every sleeper: The new side and stomach sleeper innovation54:30 – Geli Sleep’s “weightless” experience and why showroom demos matter59:50 – Neo Nest’s modular, sustainable foundation—mattress tech goes green1:05:00 – The FAM Innovation Spotlight: How to get your innovation noticedConnect with The FAM Podcast:🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/📱 TikTok: https://www.tiktok.com/@forallthingsmattress📸 Instagram: https://www.instagram.com/forallthingsmattress/📘 Facebook: https://www.facebook.com/thefamnews🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

Think mattress shopping is fun? 90% of people dread it—and it’s costing you more than just sleep. Here’s the surprising fix insiders aren’t sharing.Ever walked into a mattress store and felt… underwhelmed? You’re not alone. In this candid episode, Tara Kinsley sits down with Sarah Bergman, Chief Marketing Officer of Pure Care (and serial hobbyist/creative), to reveal why the typical mattress shopping experience is broken—and what it’ll take to turn retail floors into true sleep sanctuaries.If you’ve ever struggled to make sense of the overwhelming mattress and bedding options, or wondered why buying a bed doesn’t feel as exciting as it should, this one’s for you. Sarah shares why most stores miss the mark on creating experiences that actually help you invest in your health, not just buy another product. Plus: why dressing every bed matters (and boosts sales), how women’s leadership is changing the industry, and why email might officially be dead.Industry experts, real talk about work-life boundaries, and actionable ideas for retailers and consumers alike—this conversation offers a behind-the-scenes look at what could make sleep shopping actually enjoyable (and more profitable).Stay tuned for Sarah’s unconventional career advice, sleep routine secrets, and the superpower she wishes she had to connect with everyone.Timestamps:- 03:30 – The boundary Sarah fiercely protects (and why it matters)- 08:20 – The solitary hobbies that recharge creative leaders- 14:00 – How Sarah’s definition of success changed after 40- 16:10 – The surprising impact if women ran the mattress industry- 22:45 – Why mattress shopping is broken (and how retailers can fix it)- 27:40 – The #1 mistake in showroom design that kills sales- 34:45 – The outdated practice Sarah wants to kill (email’s days are numbered)- 41:10 – The sleep routine of a true industry insider- 46:27 – What straight-up bourbon teaches us about leadershipConnect with The FAM Podcast:🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/📱 TikTok: https://www.tiktok.com/@forallthingsmattress📸 Instagram: https://www.instagram.com/forallthingsmattress/📘 Facebook: https://www.facebook.com/thefamnews🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818

What’s the one sleep habit even industry experts secretly break? BedGear’s Nicole Coschignano reveals the truth and it’s not what you expect!Think sleep professionals always practice what they preach? Think again. In this episode of Her Story, Tara Kinsley welcomes Nicole Coschignano, Senior Player Development Specialist at BedGear, for an unfiltered conversation about authenticity, leadership, and the real behind-the-scenes habits of sleep industry pros.Nicole shares why she doesn’t believe in “having it all” and how her definition of success has evolved from chasing numbers to building meaningful relationships. You’ll hear her honest confession about the sleep tech she recommends but rarely uses herself, and her candid take on the early-morning myth—spoiler: she’s not a morning person, and you might not be either!If you’ve ever struggled with sleep routines, workplace boundaries, or finding your authentic voice in a male-dominated industry, Nicole’s journey will resonate. She opens up about nearly quitting the business, why women’s leadership would transform the mattress industry, and why we should stop obsessing over mattress specs and talk more about real sleep outcomes.Industry veterans and newcomers alike will find actionable insights and a refreshing level of honesty in Nicole’s story. Plus, discover the one thing she always packs for travel (hint: it’s not just a pillow).Timestamps:- 02:00 – The sleep tech Nicole preaches but rarely practices- 04:30 – Why being a “morning person” is a myth for many- 06:00 – Redefining success: from money to relationships- 09:10 – The real meaning of leadership in the sleep industry- 12:40 – Nicole’s wild journey through every major mattress brand- 15:30 – The breaking point: How a year off changed everything- 17:05 – Do women really support women in sleep retail?- 20:00 – If women ran the industry: What would change instantly- 24:00 – Nicole’s real sleep routine (recliner confession!)- 27:10 – The must-have travel item every sleep coach packsConnect with The FAM Podcast:🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/📱 TikTok: https://www.tiktok.com/@forallthingsmattress📸 Instagram: https://www.instagram.com/forallthingsmattress/📘 Facebook: https://www.facebook.com/thefamnews🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818