Magnify Your Brand (And Your Heart) With Relief BEd

Scott Smalling is a friend, mattress industry veteran, and the founder of Relief Bed International

In this episode, Scott tells the story about how Relief Bed came to be, and how they’re partnering with retailers and manufacturers who are looking for ways to give back—and make sure their giving magnifies their brand. 

Scott believes in emphasizing the heart behind your mission. Relief Bed’s model is similar to TOMS Shoe’s “buy one, give one”—each time a customer purchases a pair of TOMS, a pair is donated to a person in need. In one example, Smalling shares the story of how Relief Bed partnered with Brentwood Home to give a mattress to someone in need each time a customer made a purchase — but then they asked customers to donate more after they made that purchase. Scott discovered that 33 percent of customers would donate above and beyond to ensure their purchase paid it forward.  

Smalling also touched on the ever-increasing problem of homelessness. 

Based on the latest numbers, half a million people in the United States don’t sleep inside at night. In situations like that, Relief Bed is working on a two-fold problem: 1) meeting a basic need by providing beds to local homeless shelters, which 2) allows shelters to focus resources on bigger issues, such as mental health and rehabilitation. 

Giving magnifies your brand. It shows you’re in business for more than making a buck. You’re in business to do good with the resources you’ve been given. There’s no better marketing you can do than to connect with customers on a deeply personal level. Showcasing what you’re doing in your community isn’t vanity — it’s shining a light on issues your customers may not be aware of. Plus, by showing what you value you’ll attract people who share those values and want to do business with people they like and trust. That’s good for the world, and good for business. 

If you’d like to partner with Relief Bed, visit their website and get in touch with Scott. 


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5 Steps to HATCH Brilliant Business Ideas

The following is adapted from Come Back to Bed.

Marketing your business is an essential part of telling your story and attracting customers. You won’t succeed if consumers don’t know you exist. But your marketing needs to break through the noise in order to capture attention. How can you do this?

Creative thinking is where it starts. Creative thinking is critical when it comes to setting yourself apart from the competition. For some, thinking outside the box comes naturally, and for others, it’s tough. If you lack creative juices, there are five steps you can follow to help you to unlock creative ideas that will support your business goals. We call this the HATCH method. 

Bring together a good group, use the process outlined in this article, and watch the ideas flow. This is the path to making your business stand out so that you get paid. 

Hold a Brainstorm 

It’s important to clearly define the objective of the brainstorm. What do you want the brainstorm to accomplish? Be specific! Increasing sales isn’t a goal. Increasing sales over the Labor Day holiday by 10 percent over last year is more like it. 

After you figure out your goal, write it at the top of a Post-it pad to keep things in focus.

Act Crazy 

The goal of a brainstorm is not to select ideas, it’s to generate a large volume of them. Set the tone of the brainstorm from the start by encouraging people to be comfortable. No idea is a bad idea. No criticism after an idea is floated. Sometimes it helps to play a game before starting the brainstorm to help people loosen up and feel more relaxed sharing their ideas. 

Consider adopting what improv comedians call the “Yes, and” method. When one actor introduces an idea to the audience, the partner actor always builds on that topic. The second actor never shuts down the first actor’s idea. If one actor is pretending to be a sweet old grandmother who breathes fire like a dragon, the second actor would never say, “No, be a grandmother who breathes ice.” That approach kills the momentum. Using the “Yes, and” method, the second actor would think, “Yes, and the fire-breathing grandma has to sing in the church choir this Sunday!” 

Another framework is the twenty-idea method. Start spitballing ideas, and don’t stop until you get to number twenty. After about ten ideas it gets tougher to conjure new thoughts, but that’s also when things start getting good. When you push past the obvious, you get to the surprising ideas. After all, as Roy H. Williams said, “Surprise is the foundation of delight.” Stupid stuff gets said, laughter ensues, and creative juices start bubbling.

Take a Nap

Step away. Close out the meeting, go home, get a great night’s sleep, and come back to your brainstorm list the next day. It’s remarkable what happens when you allow your brain to process new material overnight. When your unconscious mind marinates on ideas and new inputs, your brain creates connections in your subconscious. 

Regroup and hand out colored stickers so each person has their own color. Then have each team member go up to the Post-it pad and place a dot on their top-five favorite ideas. You can expand it to more than five if you want, but the goal is to force the best ideas to the top of the list.

Choose Ideas

Bring back your team and focus on your top two ideas. Make sure you all agree that these are the best; check to make sure they have the most potential. 

It’s time to start putting together your strategy and thinking about the best way to execute it. How will you measure success? What will the budget be? What are the deadlines to meet the objective? What should the return on investment be? How can you fail? How can you mitigate that failure? What are the tactics you will have to employ to get the desired outcome, and who are the best people to assign those tasks to? 

Hand Off to Creative Team

Once you’ve chosen your ideas, hand them off to the creative team and let them begin bringing it all to life. 

Get the Most Out of Your Ideas

Harnessing creativity can be challenging, but by following the HATCH method you will be able to more easily brainstorm ideas and develop creative solutions to get your business noticed.

Remember that no idea is a bad idea. We all have the potential to be creative, we just need the right tools and environment to bring out our ideas. Once you master this process, the possibilities for leveraging creativity to grow your business become endless. 

For more advice on marketing your business, you can find Come Back to Bed on Amazon.

Mark Kinsley is President and CEO of Englander, a top-15 US mattress company founded in 1894. Furniture Today called him one of its “20 People to Watch,” and Home Furnishings Business recognized him as one of its “Forty Under 40.” Mark Quinn is the Co-Founder of Spink & Co, Farm-Grown Beds, and the VP of Key Accounts and Marketing for Sherwood Bedding. He’s a top industry blogger at Q’s Views and holds pioneering patents in biometric sleep-space technology. Together, they co-host Dos Marcos, The Galaxy’s Greatest Mattress Podcast (, with more than 185 episodes and hundreds of thousands of listens. 

Could Sleep Unlock The Cure for COVID-19?

This week is different. Quinn found an article that’s so important for the mattress industry, we wanted to make sure you heard it. 

On December 21, 2020, The Atlantic Magazine published “The Mysterious Link Between Covid19 and Sleep,” a piece that highlights how melatonin could be a knight in shining armor in the fight against a raging pandemic. 

The article digs into studies about how melatonin and sleep could unlock a cure and alter the long term effects of COVID. Currently there are eight clinical studies reviewing the correlation between sleep and COVID-19. 

In our industry, it’s important we continue highlighting the health benefits of sleep and connect them to the products we sell. It’s a revolutionary time to increase our relevance with consumers. But, we have to be intentional about telling that story. 


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How To Earn A Customer’s Trust In Your Own Market

The following is adapted from Come Back to Bed.

Are you running a retail store that simply offers consumers a place to buy stuff? Or have you built a business that has become the preferred place to shop in your community?

One is purely transactional. The other has the potential to capture hearts and minds, drive sales, and deliver higher margins. In order to make people fall in love with your business, you need consumers to know more than what your business sells. They also need to know who you are and why you’re in business. 

Making meaningful connections with your customers comes down to one important thing: trust. When you establish trust with your consumers, you gain an advantage over your competitors and therefore, can grow your business to be even stronger. The following tips provide several practical ways to build a brand people trust. 

Be Authentic 

Authenticity is about aligning with who you really are. Don’t sponsor the baseball team just because you think it’s a good way to get your name out there. Sponsor the team because you care about the kids in your town and you want to give them a chance to play sports. 

Know your brand. Sometimes this begins with identifying what feels most natural to your business. If riding an elephant around your car lot screaming “Sale!” isn’t your thing, don’t do it. Consumers have become more equipped at knowing when a brand isn’t being authentic. Being dishonest about who you are or trying to be something you’re not puts you at risk of losing the trust of your customers. 

Tell your story and promote your business in your voice. Fly your flag and you will find your fans.

Be Intentional About Telling Your Story

Humility is an excellent quality. There seems to be too little of it. But when it comes to sharing who you are and why you exist, blow your horn and blow it loudly! 

For some, this isn’t easy. Maybe you’re not a bragger, or you don’t think your story matters. But customers don’t want to know what you sell, they want to know who you are. Telling your story gives you an opportunity to show off what makes you unique. More than that, it’s an opportunity to tell your customers why they can trust you. 

Conduct Your Business with Integrity

Trust is the cornerstone of any strong relationship and you can’t have trust if you play games with your pricing, if you mislead people in your advertising, or if you hard-close customers to get the deal. 

When you take your car to a mechanic and they fix the problem without charging you because it was a minor issue, do you trust them, tell your friends about them, and go back to them? Do you even consider a different mechanic the next time your car is making “that noise”? Trust is what keeps customers coming back. 

If you earn people’s trust, you have a significant advantage over your competitors.

Know Your Purpose 

Trust is what will make the difference between your business being a place where people shop once or twice and it being a place they don’t want to live without. 

Consumers make buying decisions based on emotion, not logic. If they genuinely like your company, you have a shot at getting them into your store when the time comes to buy what you’re selling. If people love your company, you’re even more likely to get their business. 

It all comes down to purpose. 

If you are in business to sell stuff and make a profit, you can be successful on some level. If, on the other hand, you are in business to help people solve their problems, then you are playing a different game. The latter will give you an advantage over your competitors because investing in connecting and building trust is the best way to build a brand people know and love. 

For more advice on building a brand, you can find Come Back to Bed on Amazon.

Mark Kinsley is President and CEO of Englander, a top-15 US mattress company founded in 1894. Furniture Today called him one of its “20 People to Watch,” and Home Furnishings Business recognized him as one of its “Forty Under 40.” Mark Quinn is the Co-Founder of Spink & Co, Farm-Grown Beds, and the VP of Key Accounts and Marketing for Sherwood Bedding. He’s a top industry blogger at Q’s Views and holds pioneering patents in biometric sleep-space technology. Together, they co-host Dos Marcos, The Galaxy’s Greatest Mattress Podcast (, with more than 185 episodes and hundreds of thousands of listens.

Action Planning In Uncertain Times

It’s a new year! 

Typically, this event would usher in new resolutions, fresh goals, and some untouched challenges to tackle. We would grab a fresh piece of paper, pull a new pen from the box, and inhale a breath of fresh air before getting started.  Yet, given the recent year that  just departed, many of us aren’t going through the traditional pomp and circumstance a new year brings—2021 just doesn’t “feel” like new.

As we sit here on January 4th, we mustn’t let any emptiness of our circumstances deter us from making goals for our personal lives and most certainly our businesses. Strategy is still important, now more than ever and understanding how to tackle the coming year with both the mental fortitude to forge on as well as the adaptability to embrace whatever comes at a moment’s notice will be more valuable than ever. So, as we look towards 2021, whatever your circumstances may be, memorize the following and sear it onto your heart:

Action is the answer, always. 

The way things used to be are gone forever. Even if we return to some modicum of normalcy in the coming months, everything has changed. Retail is forever altered. Doing things because “we’ve always done it this way” is gone. Sitting around hoping, and wishing and praying never has been, and never will be, sufficient. Without a concrete idea of what you want, your year won’t reach its fullest potential. And you’ve got to give yourself some flexibility in the route you take. Because things will probably change. Again. 

Decide what you want, plan a course of action to achieve it, make a list and refer back to it as you hustle. When in doubt, action is the answer. 


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Adam Levene On Virtual Shopping Made More Human

Adam Levene is the founder of Hero, a virtual platform that’s making online shopping more human. Used by brands like Nike, Levi’s, and Faherty, Hero works to bridge the gap between online and physical stores.

We first came across Hero when Kinsley was shopping on Faherty and noticed an icon that, when clicked, popped up what looked like an Instagram story. A guy said hello and talked about the brand. When that story wrapped up another guy starting describing his favorite shirt and a bubble appeared where the user could click on that shirt and buy it. Even though all this was happening on a website, it was a wonderful and very human experience.

Levene joined us to talk about trends in virtual shopping and where the connection between digital and physical commerce is headed.

As more customers shop online, how will brands need to adapt—and what will customers demand from the online and in-store shopping experience?

We dig into lots of trends. What’s a KOL in China and how many billions of dollars of products are sold through videos? How will financing and SMS marketing adapt? Find out about ghost kitchens, dark stores, and the new models that may soon impact furniture and mattress retailers. And why would you have something that looks like a nice store in a low rent district that attracts little foot traffic?

Levene has insights that may make you rethink where the world of harmonized retail is headed.


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RETAILERS: If you Don’t Stand Out, You May Have To Close Down

The following is adapted from Come Back to Bed.

The coronavirus pandemic has brought about many challenges for retailers. Even before COVID-19, being a retailer meant charting rough waters and navigating challenges caused by the rise of ecommerce. The sad truth is that not all retailers have made it through and there are many still struggling. 

For those of you who are wondering how you can navigate the current environment, the number one thing you can do to survive is: decide to be different. 

Why is being different important? We live in an attention economy. If you capture people’s attention, you make profits. Fail to make people look and listen, and business will suffer. Being different can set you apart from your competitors, it establishes your unique value and strengthens your connection with customers.

If you’re wondering where to start, here’s what you need to know first in order to be different. 

Why Being Different Works 

The human brain is wired to ignore almost everything mundane. Everyday events get processed like canned goods on a grocery clerk’s conveyor belt. But the moment something surprises our brains, we stop and pay attention. 

In most situations, our brains are on autopilot. Walk to the fridge, grab the jelly, spread on bread, blah, blah, blah. Our brains are constantly guessing what’s next, and they’re really good at making predictions. 

When something comes along that interrupts that schema, our senses focus and our attention jerks toward the new element. If you’re spreading jelly on the bread and a bird bashes into the plate glass window, you’re going to look. And if that bird is colored like a rainbow, you’re going to inspect it. 

You inspect the bird because the crash startled you. It was scary. As your mind registered there was no real threat, a mystery began playing in your head. What is a rainbow-colored bird doing in this part of the country? What kind of bird is it? Mysteries are open loops. Brains hate open loops. We want to close those loops. Open loops mean the outcome is unknown. If the outcome is unknown, it could be either threatening or desirable. 

Being different works for the same reason. It catches the attention of potential customers and forces them to pay attention. When they’re intrigued by what they see, they’re more likely to engage, creating the opportunity for you to form connections that will support your business’s growth and success. 

Grab Attention and Create Connection  

Being different matters for two main reasons. The first is because normal and mundane gets ignored. If you don’t grab people’s attention, they won’t listen to anything you have to say. Maybe you want to tell people how a high-quality mattress can deliver better sleep and change their lives. You want to talk about your sixty-two-year-old family-run business and why it should matter to shoppers. You want consumers to know about same-day delivery, financing options, and your friendly people. No one will listen to any of that unless you first grab their attention. And to do that, you have to be different. 

The second reason is because a unique brand deepens your connection to people and insulates your company from competition. Rick Anderson is the former President of Tempur-Pedic North America. In September of 2019, Anderson was a guest on our Dos Marcos mattress podcast and cited a staggering statistic: strip away all of its assets and the Tempur-Pedic brand is valued at $3.5 billion. That’s just the brand! 

Deciding to be different is the first step to building your brand. A strong brand creates a moat around your business. The store down the street can always beat you at something. They can peddle knockoff products. They can undercut your prices. But brands are nearly impossible to knock off. And when built properly, brands create trust. 

Choosing to Be Different  

Deciding to be different is a conscious choice. It’s about reimaging a path forward, making new choices, and putting new plans into place.

When making a new decision, you first need to become conscious of current choices. 

Right now you’re choosing your mindset. You’re selecting where to put your time. You’re choosing to do what used to work. You and your business are a result of your choices. There’s nobody else to blame. 

At this moment, you’ve chosen to operate your business the way it’s operating. You’ve chosen to live in your house. You’ve chosen to drive a certain vehicle. That car may not be your first choice, but you did choose it. You and only you are responsible for the decisions you make. 

Odds are, leading up to this point, nobody forced you to do anything. You need to accept responsibility for every single thing that’s happened thus far. And if something happened that was completely out of your control, forgive and move on. 

Before you can make meaningful change, you must come to grips with this fact. You get to decide. Once you decide, you must own your choice. 

Simply put, choosing to be different requires you to do things differently. 

Show Your Uniqueness   

Our brains are wired to ignore the expected. This applies to how we process our commutes and the ads we see on TV. If you’re going to get noticed in the current retail environment, you must wake people from their sleep-like state and grab their attention. Being different is how you do this. 

Once you decide to be different, take action to show how you’re unique. It’s possible you may receive criticism, but don’t let that stop you. Those who stand out earn reactions and feedback. Some will be negative, some positive. The worst outcome is getting no reaction at all. 

Most importantly, remain authentic in how you choose to be different. Authenticity is essential to building trust with your customers. When you decide to be different and do so in a way that’s authentic, you are building a brand that will set you apart and put you ahead of the competition. 

For more advice on building your business, you can find Come Back to Bed on Amazon.

Mark Kinsley is President and CEO of Englander, a top-15 US mattress company founded in 1894. Furniture Today called him one of its “20 People to Watch,” and Home Furnishings Business recognized him as one of its “Forty Under 40.” Mark Quinn is the Co-Founder of Spink & Co, Farm-Grown Beds, and the VP of Key Accounts and Marketing for Sherwood Bedding. He’s a top industry blogger at Q’s Views and holds pioneering patents in biometric sleep-space technology. Together, they co-host Dos Marcos,The Galaxy’s Greatest Mattress Podcast (, with more than 185 episodes and hundreds of thousands of listens. 

The Guide To Celebrating Your Accidental Career

Do you work in retail? Do you love what you do? How has this year affected how you define success? 

This week, we chatted with Ron Thurston author of Retail Pride: The Guide To Celebrating Your Accidental Career on what success looks like (especially in 2020) and the actions it takes to be successful in retail, regardless of the category. 

Success does not necessarily equal sales. Yes, selling product is necessary to keeping a business going, but as Thurston pointed out, “There’s no one resource, there’s no one platform that says, ‘if you do this, then you will be successful’.”  Success is a mixture of factors and just because your work doesn’t deliver a sale today doesn’t mean it was a meaningless exercise. 

Additionally, the impact you have on people goes further than you will ever know. In our conversation, Thurston mentioned fellowauthor Brett Russo who details her journey through IVF in her book, The Underwear In My Shoe. Russo writes an entire chapter on how, during her lowest days, she would go to into one of Thurston’s Intermix stores and try and on clothes because the salespeople always made her feel beautiful and empowered. 

How you treat people on normal of days leaves an impact far greater than the sale and you may never even know about it—until someone like Russo writes a book. Every interaction is an opportunity to create delight in someone’s life. 


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Where Is The Mattress Industry Heading

The following is adapted from Come Back to Bed.

For more advice on navigating the future of the retail industry, you can find Come Back to Bed on Amazon.

Even before COVID-19, few industries had been more disrupted than the mattress business. 

For decades, people shopping for a mattress visited a retail store. They’d test a few beds, pay for the mattress, strap that white rectangle to the top of their station wagon, and head home. 

The business model for mattresses stayed constant because beds are bulky and hard to move. Manufacturers would ship products to a retailer’s warehouse, and retailers would sell to consumers, who hauled the mattress home or had it delivered. There weren’t many ways to skip a step. 

But today, technology and the rise of ecommerce have changed the mattress industry for good. People no longer need to go to a physical store to purchase a mattress. And now, with the coronavirus pandemic further exacerbating these trends, we’re forced to wonder where the industry will go from here. How will traditional mattress retailers survive? 

The key to a path forward is to adapt. But before we can navigate the future, we need to understand how we got to the present state of the mattress industry.  

Tech Disrupts Mattress Industry 

In terms of industries e-commerce has massively disrupted, books and beds are both near the top of the list. 

Amazon began selling books online in 1995 and has since wiped out major brick-and-mortar retailers. Today, Amazon is the number one seller of books and roll-packed mattresses in the United States. 

While working at Leggett & Platt, the world’s largest manufacturer of mattress innersprings and bedding components, we often pondered this question: What component technology would disrupt springs? Few people thought innovations in mattress compression, packaging, and shipping would forever alter the coastline of mattress country. 

A company called BedInABox was an early pioneer in selling compressed mattresses online. Later, Tuft & Needle took the concept of shippable mattresses to a new level. Then came Casper, a money-raising, brand-building juggernaut that followed Tuft & Needle into the online mattress retail business. Casper raised millions of dollars from big-name investors like Leonardo DiCaprio, 50 Cent, and Ashton Kutcher. With all this attention, the brand generated $1.8 million in sales in its first two months. 

Online upstarts understood the shift to a consumer-centric world. Their founders felt the pain customers experienced when shopping for a mattress. By limiting selection and creating a convenient way to shop, they drew adoring fans to mattress websites that promised better sleep at a better price, shipped to your door. 

Soon after Tuft & Needle and Casper launched their perfect mattress business model, the floodgates for look-alikes and imitators burst. Brands like Nectar, Saatva, Leesa, and Purple entered the roll-pack mattress space. The list of newbies mushroomed from a dozen or so startups to more than 175 online brands in less than seven years. And all this awareness and advertising around mattresses came at the ideal time when people’s attitudes toward sleep were changing. 

Data Propels Shifts Around Sleep

We all know that sleep is important for our health. But not until fairly recently could we evaluate the effects of sleep in real time.

At 2:39 a.m. on Thursday, January 4, 2018, an earthquake struck near the historic Claremont Hotel in Berkeley, California. The 4.4 magnitude temblor shook the San Francisco Bay Area and jolted people awake. 

Developers working at Fitbit received a flood of data from people wearing fitness-tracking devices. When the earthquake rumbled through Berkeley, the number of people awake jumped from 8 percent to 52 percent.

Farther from the epicenter of the quake, data showed more people stayed asleep. 

Those following the sleep space saw something interesting unfold from this. For the first time ever, people had quantifiable data attached to sleep. That glimpse into the unknown may have sparked an interest in and desire for a better night’s rest. 

Today, the attitude toward sleep continues to shift. The public is beginning to learn that their sleep needs are biological. Professional sports teams have hired sleep coaches, and athletes are celebrating the performance benefits of sleep. We’re also exposed to more data about our sleep through smartphones and fitness trackers. 

The growing appreciation for sleep and the products that have an impact on it is good for the mattress industry—an amazing mattress that fits your body has incredible benefits. A more positive attitude, weight loss, better focus throughout the day, improved memory, better sex life, reduction in illness, and a more beautiful appearance are all by-products of a healthy sleep life. How many products in the world can deliver that same list of benefits?

Today’s Industry Leaders 

The landscape for digital disruptors has changed. Tuft & Needle merged with the world’s largest bedding manufacturer, Serta Simmons Bedding (SSB). Casper filed for an IPO and took its company public. Purple went public and has experienced success thanks to its great marketing and sleep tech, while Nectar is aggressively expanding into brick and mortar. 

The two brands that may be the best predictors of the future of the mattress industry are Sleep Number (formerly Select Comfort) and Tempur-Pedic. Sleep Number seems to have written a playbook for how direct-to-consumer brands may be built in the future. The adjustable air mattress company operates approximately six hundred stores and its annual sales surpass $1 billion. It also owns its manufacturing, distribution, and retail operation, and has led the way toward integrating biometric measurement technology into its products, a project we helped with in its early stages. This is a true D2C company that combines online and physical retail to create an end-to-end customer experience that outpaces the market. 

As for Tempur-Pedic, like Sleep Number, Tempur-Pedic started out by telling its story using long-form infomercial advertising. Tempur-Pedic’s message was incredibly convincing, and its customer base was happy with the product. This led to Tempur-Pedic becoming the “most recommended brand” in the mattress industry.

Adapting for the Future 

While direct-to-consumer brands disrupted the industry, my experience has shown me that the majority of people still want to try a mattress before buying. Today, several big brands continue to thrive, competition abounds, and a lack of credible review sites complicate the search process. 

For brick-and-mortar retailers looking for ways to stand out and attract store traffic, these business conditions might seem impossible to navigate. However, where challenges exist there is also opportunity. 

The key to surviving in the future is to adapt. We can’t remain nostalgic for how things used to be. Instead, it’s time to get creative and take action. Those who look at the current challenges as an opportunity will be the companies that come out on top as the future of the mattress industry continues to unfold. 

For more advice on navigating the future of the retail industry, you can find Come Back to Bed on Amazon.

Mark Kinsley is President and CEO of Englander, a top-15 US mattress company founded in 1894. Furniture Today called him one of its “20 People to Watch,” and Home Furnishings Business recognized him as one of its “Forty Under 40.” Mark Quinn is the Co-Founder of Spink & Co, Farm-Grown Beds, and the VP of Key Accounts and Marketing for Sherwood Bedding. He’s a top industry blogger at Q’s Views and holds pioneering patents in biometric sleep-space technology. Together, they co-host Dos Marcos,The Galaxy’s Greatest Mattress Podcast (, with more than 185 episodes and hundreds of thousands of listens.

Airbnb’s $100 BIllion IPO and the Value of Personal Connection

It’s been a week since our book debuted and became an Amazon Bestseller. You can check it out here, “Come Back to Bed: Attract More Foot Traffic And Make People Fall In Love With Your Store.”It got us to thinking—what ideas out there are ripe for the taking? 

In this episode we discussed how Airbnb took a simple concept (open your home to a stranger) and turned it into a multi-billion dollar business. 

Airbnb most likely looks nothing like what the founders envisioned, but they saw a need and filled it and filled it in the most personal way possible. 

Think about it: what is more personal than inviting someone into the sanctity of your home? It’s a personal approach that’s worked and made Airbnb more valuable than Hilton, Marriott and Intercontinental combined. So what can we learn? 

As we have connected with people since the book’s debut, we’ve found that the ideas inside are serving people beyond the mattress and furniture industry and this connection is music to our ears. We certainly don’t pretend to be experts in the restaurant business, clothing, florist or fitness space, but the ideas generated by people in our industry transcend our category. When you boil it all down, we’re all people working to serve other people. Whether it’s to meet the need of a service or product, our overarching goal is to make a personal connection that keeps the customer, client or member coming back again and again. We can drive foot traffic all day, but meeting needs in a personal way is what will turn a shopper into a purchaser and a purchaser into a champion of your business. 


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Hosted by Mark Kinsley and Mark Quinn.