Dos Marcos

The last two weeks of 2021 have arrived and there is no better way to end the year than to pay homage to some of the amazing industry leaders and professionals who joined us on the Dos Marcos Show. In the debut episode of the best of Dos Marcos, we bring back six nuggets of wisdom we felt were worth repeating as we ponder the lessons learned from the past year. We discussed how to action plan during uncertain times, we learned how to find and retain talent, which has become of essential importance during the national labor shortages that will continue into 2022.  We discussed how changing is not a necessary component of business because surviving is not mandatory. We hosted industry powerhouses Mike Whitaker, Former President of Sleep Train Hernani Alves, and Ashley Homestore and Furniture Land executive Justin Barnes and pay our respects to men like Eric Garcia in Costa Rica who showed us what true customer service looks like.   Join us as we travel down memory lane! --- Send in a voice message:

Shipping delays are nothing new in 2021 and unfortunately, the supply chain issues are likely to bleed over into 2022.  With the world trying to return to normal, some may ask why? What is causing the back-up?  The short answer is there isn't just one answer. Multiple, individual issues compound upon one another to affect the supply chain. Take for example a little known law known as The Jones Act. Enacted in the 1920's, the maritime law lays out some pretty specific requirements for shipping within the United States. Add in the higher cost associated with these requirements and you've got U.S. businesses searching abroad for cheaper shipping options. Yet, going abroad adds time into the shipping process, and even if it is cheaper, there's still the lingering pandemic issue which individual countries are trying to control--some with very lengthy quarantine rules.  In today's episode, we highlight some of the Audio Stories recently produced over at FAM.news that are likely to affect your holi

Perhaps the biggest industry news hitting mattress newsstands this past week was Casper being acquired by a private company for a fraction of their IPO price. Weighing this move against other shifts in companies such as Purple and Nectar, it got us to thinking—are these digital disruptors of the industry missing the mark? The value of a fresh set of eyes and diversity in any industry cannot be underscored enough. Companies will always be better off having new ideas at the table, and often those new perspectives come from individuals with varied backgrounds. Yet, even as valuable as a diversity of thought is, insider wisdom cannot and should not be dismissed—especially within the mattress industry. In today's episode, we discuss these "digital disruptors," what are they doing well to shake up the norm, who is succeeding, and which traditional brick-and-mortar brands are taking a hybrid approach between physical and digital. Plus, we consider what the secret ingredient may be that many compa

Empower local leaders. Empower families. Those two key concepts are the driving force behind Help One Now, a non-profit organization working in developing countries to help end extreme poverty. The mission is simple: if you empower families through education and entrepreneurship, you can change the world. So how does this apply to your retail business? In this episode, we chat with Chris Marlow, CEO of Help One Now, and show how you can apply the same principles of hyper-focus on being a neighbor in your own community and providing solutions to unique problems faced in your area. Plus, don't miss the end where we surprise Chris and offer a way for you to be involved! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

The price of wood, steel and other raw materials skyrocketed in the midst of the pandemic. And while some prices are returning to a normal range, many predict we will never see pre-pandemic pricing. Yet, what about shortages of raw materials? Will foam and other mattress assembly pieces ever return and be consistently in stock? We chat with Michael Faus, Senior Vice President at the Carpenter Company—also known as the world's largest producer flexible polyurethane foam, processed polyester fiber and comfort cushioning products—and discuss 2022 predictions and how companies can stay supplied. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

The FAM is growing in a big way. The legend, Ray Allegrezza, is joining The FAM to lead our coverage of the furniture category! Say hello to our new Editor at Large.  This also means the FAM's name is evolving to: Furniture And Mattress For more than 20 years Ray was the Editor-in-Chief for Furniture Today. While he joins The FAM as Editor at Large, Ray will continue in his role as the Executive Director for the International Home Furnishing Representatives Association. We are so excited Ray is bringing his wisdom, enthusiasm, and expertise to our young and vibrant FAM. In this episode, we discuss our expansion into furniture and give you a sneak peek into Ray's first (huge) interview. Plus, find out what Ray has observed in our industry and hear his predictions for the future. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

“Don’t get lost in what it is that you sell, as opposed to the solution that you have to offer.” These are the words from Tom Murray, Executive Vice President and Chief Marketing Officer for Tempur Sealy, Inc. (TSI). In this show, Murray discusses how to grow your retail mattress businesses and what distinguishes the bedding category from so many other industries. Murray started out in technology with ADT and TomTom before transitioning to TSI in 2018. Being an outsider in the industry gives him a unique perspective when it comes to customer optics and retail strategy. In this episode we discuss: Building the TSI brand The importance of continuing education and focusing on the power of sleep Tracking, technology, and driving the category forward How to make a meaningful difference Consumer education and how mattresses can deliver a better night's sleep --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Supply shortages are not the biggest issue facing retail sales associates. Yes, supply chain problems are affecting RSAs. But a big issue that leaders are only whispering about is the inner-conflict RSAs face. They’re not confident pushing a $799 mattress that now needs to sell for $999 due to price increases. In this episode, we discuss 5 strategies you can use to help RSAs adjust to the new reality. 1) Read Jeff Scheuer’s article “How to Explain Price Increases to Mattress Customers“ 2) Be on the lookout for product innovations. 3) Hold training meetings to discuss these price changes and what to do in the selling process. 4) Help your team understand how to build value in the products you sell. 5) Apply the Scrabble Technique. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

If we asked you the top three things consumers want out of their retailer, what would your answer be? We're betting engagement, trust and advocacy aren't what immediately came to mind, but they should be.  In this episode, we're joined by Jesse Kostuhoski, Vice President of Retail Development for the Furniture and Appliance Mart in Stephens Point, Wisconsin. He is a 25 year + industry veteran, including spending more than 15 years in retail stores and almost a decade with Serta. Based on his unique perspective, it is clear he has a pulse on the consumer and what their core needs are. We also chat hiring and the current issues with finding good help. Lack of help is a pervasive problem that is currently affecting every industry and we discuss how hiring an employee goes beyond their skillset, but must also include a discussion on goals and dreams--both for the employee and you as their employer. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Understanding the heart of your consumer seems like an easy task, yet, truly connecting with the hearts and minds of your customers can be a mental game. Right now people in all walks and seasons of life are exhausted. They are frustrated by the ongoing pandemic and the constant political barrages associated therewith. People are aching for a sense of normalcy and anxious by the thought that "normal" may never really return. So how do we, as an industry, fit in and meet people right where they are? How do we turn the necessary task of shopping for a mattress or picking out a piece of furniture into an experience of comfort and joy this season? In this episode, we discuss the state of the consumer and how investing in the emotional connection can do good for the soul and for the bottom line. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Is cryptocurrency the money of the future?  Not likely. However, just because it isn't set to take over the as the official dinero of financial transactions doesn't mean you shouldn't pay attention to its influence. For those unaware, cryptocurrency, also known as bitcoin, is a digital currency--used my blockchain technology-- that can be used to pay for online goods and services. And now, in some parts of the country, it may be available for use to pay for mattresses at your local furniture store. Listen in as we visit with the superhero of sleep, Andrew Schlesser, and discuss how he sees crypto being used well and poorly in the industry. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

They're two of the most visible mattress brands in the bedding business, but their approaches are different. In this episode, the guys from GoodBed.com joined Dos Marcos to talk about how Casper and Purple are approaching the market.  --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Put yourself in front of the judges on the hit ABC show, Shark Tank. Mr. Wonderful, also known as Kevin O'Leary, offers you the million dollar investment you are asking for if you can answer the following question: "What is the #1 skill needed to be successful in mattress sales?"  Do you know the answer? If you don't, listen in and learn how his perspective changed over the last year and how this skill may be easily learned, but it can take a lifetime to master.  --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Purpose. Training. Fun. Those are the secret ingredients that make the Miskelly's culture so successful. In this episode, we recap Quinn's visit to Miskelly's Furniture--discussing how they rolled out the red carpet for his arrival and then discussing how our name ended up in lights. We also overview the secret ingredients to their culture and how you can implement them little by little and create a lasting impact for both your employees and your customers.  --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Happy Labor Day to our fellow mattress mates! Today, we rounded up several of our favorite Audio Stories recorded over on our parent company, The FAM. Do you know what an Audio Story is? Audio Stories are the first of its kind. Over at The FAM we say that you can listen you every story because reading is optional. Every written piece of content has an audio component for you to listen in. Don't like reading? We've got you covered. Find us wherever you get your podcasts. Prefer to read? No problem! All articles are available and viewable from any electronic device.  Listen in on some of our favorite Audio Stories  --- Send in a voice message: https://anchor.fm/mattresspodcast/message

It has been a whirlwind between Primetime by Nationwide Marketing Group and Vegas Market; and those are just the two we chose to attend. Simultaneous to Vegas Market, several buying group shows were also held and with the combination of the pandemic slowing down foot traffic and the uptick in trends of consumers buying more and more online without ever test driving furniture and appliances in store, it made us question: are market shows becoming a thing of the past? In this episode, we recap our travels, discuss takeaways from Vegas Market, assess how the rise in the Delta varient may have played a role in attendance and, best of all, discuss our exclusive consumer research from over 2000 participants and how you can get the information. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

The industry is changing and in many ways for the better; for many, the changes are a welcome relief. In other ways, new challenges have arisen. The most predominant challenge is the shopping habits and patterns of the consumer and their view of purchasing major investment pieces--like mattresses--online. In this episode, we are sharing insights on consumer data and our exclusive research. We are weighing in on: What channels people are purchasing mattresses from; What percentage of people no longer feel the need to test their mattress before buying; What price points people are comfortable buying online. We explore all of this and future research to be revealed. If you want first dibs on the information, make sure you're subscribed over at The FAM (or just click that hyperlink) or text us your name and email to 843-627-2672! --- Send in a voice message: https://anchor.fm/mattresspodcast/message

What's your marketing budget for the year? Thousands? Tens or hundreds of thousands? Perhaps even millions? What if Nectar could double your foot traffic? Would you convert some of your ad spend dollars to them on the assurance of higher sales? Many would say yes, but how would it work? In this episode, we're chatting the Nectar strategy on investing in brands and relationship development and how retailers are benefitting from the marketing shake-up. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

What does the Englander mattress line expansion, mask mandates and summer market all have in common? For one, they are all happening in Las Vegas at the summer market, August 22nd-26th. We chat three big topics on this episode, starting with the 14 new mattresses Englander is adding to their line-up that will be available and on display in-person at the Vegas Market in showroom C-1596. We also discuss everyone's favorite varient and how summer events, such as Nationwide's Primetime and Vegas Market, are going to be affected. Plus, listen in to the story where Quinn coins the term "puke and rally" and applies it to everyday life. --- Send in a voice message: https://anchor.fm/mattresspodcast/message

Do you get a good night's sleep? Would you know it if you didn't?  Recently, Mattress Firm hit the road with its newest "unjunk your sleep" campaign, designed to target consumers and fit them with them with their perfect mattress. This week, we're dissecting the campaign, discussing its intent, questioning what inhibits consumers from finding a mattress that best suits their personal needs, and identifying thoughts from those outside the industry.  --- Send in a voice message: https://anchor.fm/mattresspodcast/message