Dos Marcos

After 25 years as a Human Resources Executive, Dale Kreienkamp heard the words no employee wants to hear, "Your name is on the list." Those six words signaled his involuntary departure from a company he had spent the better part of his career investing in, and to his new status of unemployed.  Undeterred, Dale went through the normal stages of unemployment grief (which, as he tells us, is a real thing people don't talk about), but then regrouped and in doing so wrote a book entitled, "How Long, Oh Lord, How Long." The book is a compilation of devotions for those who find themselves unemployed, those in the land of unemployment and unsure when it will end, those who want to support unemployed family and friends, and for leaders looking to get better. As we chatted with Dale, one consistent theme emerged: your outlook will shape how you face hard times. Although no one ever wants to go through difficult life transitions, they are inevitable. How you proceed is half the battle. Now, as a consultant assistin

Mark Quinn said it best, "We don't want retailers to survive. We want them to thrive."  In this week's episode, we reveal the name of our new book, "Come Back to Bed: Attract More Foot Traffic And Make People Fall In Love With Your Store. " As your Sleep Industry Guides, Dos Marcos has traveled the mattress universe looking for tried-and-true foot traffic drivers. Over the years we've gathered dozens of ideas that have been implemented by real retailers. But the book is more than a list of ways to attract foot traffic; Dos Marcos will show you how to build a brand people love, connect with people in a meaningful way, and truly differentiate your business from the competition.  Here's a taste of what's inside the book, a snippet from Chapter 3 that touches on why mattress and furniture stores have to change and adapt to be here tomorrow.  "We live in an attention economy. If you capture people's attention, you can get paid. Fail to make people look and listen and business will suffer. Offer the

During his childhood, Wes Roberts lived in a hotel in Devil's Lake, North Dakota. Early on, Wes' dad taught him and and his legendary cousin, Mattress Firm co-founder Harry Roberts, the rules of the schoolyard—keep out of trouble, but know how to throw the first punch.  After learning the ins-and-outs of the hotel business, Wes began bartending and, eventually, opened up a bar  he operated for thirteen years and hosted up-and-coming names in the music industry. The bar business wasn't a permanent plan because he'd made a promise to his mom that he wouldn't raise a family in a bar. So, when Wes met his wife  after a car accident that dislocated and broke several bones, he sold the business and began selling furniture for Jack Smith at American Bed in Houston.  With a love of people and talent for communication, it wasn't surprising he met an Edward Jones agent who encouraged him to try his hand at financial planning. From there, he opened up the first Edward Jones branch in Alaska and event

Our guest today is Gui Peres. Born in Brazil, Gui came to the United States at age sixteen as a foreign exchange student. He loved the USA and eventually made his way here full-time, landed a job at a startup called Ergomotion, and now he's their Global Sales Director. And he happens to live a few miles from Oprah and Prince Harry.  In this week's episode, Peres tells us how Ergomotion is using research and insights to create the bed of the future and help their dealers make more money.  If you're in the mattress business, you may remember the early days of adjustable bases when consumers associated them with hospital beds. When Ergomotion began training their retailers on how to market and sell motion bases the narrative shifted away from the "old hospital bed" toward adjustables being a lifestyle product.   Now, the Ergomotion team is working on technology that tracks and monitors each person's biometric make-up to help them sleep better and live better.  If you're looking for more insig

It's the continuation of last week's episode, where we interviewed the founder of Austin's Couch Potatoes, Brian Morgan. If you haven't heard part 1 of this two part series, go back and grab a tissue as you do. It's an episode too good to skip.  In this week's episode, Brian starts off with explaining how he and his team had to pivot during the initial onset of Covid19. He discusses making over one million items of PPE (personal protective equipment) from items purchased for furniture construction and how he got a call from the Department of Homeland Security! He also touches on a heart warming and equally gut wrenching story about two murderers who came to work for him and their story of redemption.  This episodes ends on the highest of notes and its one we can't wait for you to hear.  Nationwide Marketing Group Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advoca

To get lunch, Brian Morgan used to order pizza during homeroom and sell it for $2 a slice to his classmates. In college, he sold plus-size lingerie on eBay and in 2010 he launched a church at Ground Zero in New York City. The founder and owner of Austin's Couch Potatoes is passionate about meeting the needs of people and building a business around those he brings into his ever-expanding family. It's rare to find a person whose story is so captivating that you have a hard time stopping the conversation, but we have it here. Brian’s journey coves so much ground we decided to break this episode into two parts. In part one, we introduce you to Brian—who he is, his approach to business, and the early days at Austin’s Couch Potatoes. It started by reselling scratch-and-dent furniture from Macy's on Craigslist before moving into their first brick-and-mortar location—an old bathtub manufacturing facility with no electricity or running water where Brian and his crew ended up living for three years. Brian used a coffee

Brad Parker is the founding partner of Doorcounts and the CEO of a six-store chain of La-Z-Boy Furniture Galleries located in the Portland, Oregon area. In the episode, we trace the origins of the first door counter back to Peter, a Russian transplant who spoke no English and put together an innovative ticker to monitor how many people walked into Brad’s stores. You’ll find out how Brad’s team became lean practitioners and implemented TWI Training (combining doing and teaching). Why does Brad have his team tie a Fire Underwriter’s Knot on the first day of TWI training? That conversation kicks in at the one-hour mark, so keep listening. Also, discover how Brad’s group generated 5,000 ideas in one year with less than 100 employees, implemented all of them, and won the Shingo Prize for Research (it’s a big deal). We cover surfing to work, sleeping in recliners, and our Wizard Academy connection. One thing we didn’t get to is the all-new foot traffic report you can get direct to your inbox. If you’re curious to f

Charlie Malouf is the CEO of Broad River Retail,  a top 50 retailer operating 24 Ashley HomeStores in North Carolina, South Carolina, and Georgia. He's purpose driven leader whose focus on culture and people shines through in his business.  The associates at Broad River Retail are called Memory Makers and the company holds an annual event called "Purpose 8/28" where they invite leaders to inspire their team and expand their perspective.  Charlie believes in the power of moments and focuses on how to win in transitions. Get your pen and paper handy because Charlie Malouf delivers ideas you can put into practice to become better in business and life.   Nationwide Marketing Group Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with tools, r

Dr. V has become a well-known figure in the mattress industry, even earning Furniture Today's Retail Giants of Bedding award in 2018.  The one-and-only Alan Vonderhaar recounts his early days going from the waterbed world to landing a job at Miskelly's—and eventually putting on a lab coat to create the character that became the face of Miskelly's mattress for the past 25 years.  At 22 years old, Vonderhaar found himself driving through Jackson, Mississippi and noticed a lack of waterbed stores. He went to Denny Boyd, his boss at the time, and told him he'd like to leave St. Louis and open a store in Jackson.  Vonderhaar opened Sunset Waterbeds and operated it for ten years before waterbed sales started going away and he found a permanent home at Miskelly's.  Thanks to Dr. V for sharing your story, passing along some of your wisdom, and for your friendship.  Nationwide Marketing Group Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing

Keith Moneymaker is the bearded Crossfitter with a big heart who’s selling sleep and changing lives in North Carolina. Moneymaker (yep, that’s his real name) is president of Sweet Dreams Mattresses & More with two locations in Southern Pines and Sanford, North Carolina. After Hurricane Mathew devastated parts of the Carolinas in 2016, Keith noticed months and months had passed and many families were still living in shelters and had a need for mattresses and furniture. He created the Dreams 4 All Foundation to give back and support the recovery efforts. We connected with Keith on Instagram (@dosmarcospodcast) and loved his heart for serving others and his effervescent energy. Nationwide Help Center Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thrive. Nationwide serves more than 5,500 independent retail members with too

During a live speech at Furniture Today’s first ever virtual Bedding Conference, Mark Kinsley and Mark Quinn recorded a podcast and gave the audience two big takeaways for 2020. You win in the transitions — and during transitions (like this one). When a customer steps out of their car and walks to the door of your store, that’s a transition. After a shopper selects their mattress, there’s a transition from that moment until they walk out the door with their receipt. In broader terms, there’s a massive transition taking place due to COVID and how retailers will adjust to new realities. Thoughtful businesses win in the transitions because that’s where there are opportunities for delight—or to address failures that can be fixed. Listen to the Jesse Cole episode for more flavor.  Media effect of stores. Doug Stephens introduced Dos Marcos to this idea this idea in his crystal ball podcast. When a brand places their products in a store, often the store acts more like a media outlet that introduces customer

Nectar's founders Ran Reske and Eric Hutchinson talk about how one the fastest growing bedding brands on the planet is moving into retail — and doing all they can to drive foot traffic. Nectar's creative advertising and product positioning has made the brand a standout in the crowded direct to consumer space. In this  interview, you'll see how this explosive D2C brand is picking  partners and investing huge amounts of money in strategic marketing.  About Nectar's Founders: Before Nectar, Eric started several companies including Madison Reed, a direct to consumer hair care brand. Ran (pronounced Ron) served in the Israeli army, played pro basketball, and worked at a venture capital fund.  The Nectar brand is part of Resident Home, which has a portfolio of brands includeing Dreamcloud, Awara, Bundle,  Level Sleep, and Wovenly. Nationwide Help Center Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers. For Dos Marcos listeners see

Can a mattress kill COVID? Dos Marcos chatted with team members from Serta Simmons Bedding about their new HeiQ Viroblock™ technology. On the show you'll hear from Sheri McGuire, Vice President of Advanced Technology, and Gregg Schweir who is Head of Innovation with SSB.  SSB partnered  with Switzerland-based HeiQ Group to create the antiviral mattress. HeiQ Viroblock technology has previously been approved by the European Medical Device Directive for antiviral use in medical personal protective equipment such as N95 equivalent mask. The big question now: if these mattresses end up on retail floors, what will salespeople be able to say? Can they make claims? Listen to find out more about a possible trend that could emerge in the mattress world.  Nationwide Help Center Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers. For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to

Get ready to feel the Burn! TSI's John Burn unveils new research showing how consumers have changed and how that'll impact mattress retailers.  What are the big trends? The concern for safety and security is shifting to a permanent behavior. The number two factor leading to shopper conversion is the combination of RSA quality and shopper privacy.  You'll have to listen to discover the number one factor.  There are more ‘Sleep Maximizers’ and ‘Discerning Decorators’ shopping for mattresses right now.  Coming up August 26th, TSI has a virtual get together for retailers where they'll expand on the research and show you how to capture growth now, while business is hot. Head to RetailHasChanged.com to register.  Nationwide Help Center Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers. For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegr

As consumer mattress demand takes on a runaway-train-pace,  manufacturers are experiencing supply chain problems. Spunbond material used for fabric-encased coils is being gobbled up for the medical PPE used to guard against coronavirus. Leggett & Platt has moved to a needle punch product that's more expensive and many suppliers are facing similar raw materials issues.   Foam, fabric, and sewing operations are all experiencing set-backs. Dos Marcos wonders, "Who would have predicted a scenario where mattress demand spiked amidst a global pandemic?"  Mark your calendar because Mark and Mark are set to do a live podcast with the co-CEOs of Nectar at 12 p.m. CST, Aug. 11th. And coming up at 1 p.m. Aug. 18, the duo is hosting a session during Furniture Today's virtual Bedding Conference.   Podium Welcome to our new sponsor, Podium!  Podium is the ultimate messaging platform. Podium consolidates text and messaging channels into one easy-to-use system. During COVID, mattress and furnitur

How do mattress retailers reclaim their position as experts in their marketplace? Jeff Giagnocavo's new book has answers and action items. Jeff is the owner of Gardner's Mattress & More in Lancaster, Pennsylvania. He's authored a new book called 7 Habits of Super Successful Mattress Retailers. It's a short book designed to be read in about an hour and put into action immediately. Jeff says mattress retailers can begin leveraging the habits outlined in the book to create the type of business they love owning.  The book also introduces the opportunity for mattress retailers to join the National Association of Sleep Better Specialists. Jeff said the goal of the association is for retailers to build and maintain their own 5-Star Authority Platform. Click here to get the book.  A special thanks to Jeff for putting so much energy and innovation into the mattress industry.  Nationwide Help Center Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent ret

Luis Lopez started his furniture and mattress business from an 8x8 booth at a swap meet outside Baton Rouge, Louisiana. Over time, he quadrupled his booth space and built up a loyal customer base. One day, his friend watched (mouth wide open) as Luis wrote a $10,000 ticket.  By the way, Luis didn't start speaking English until he was 18 years old. And while he was getting his furniture business started he was a server at Golden Corral, a salesperson at a furniture store, and was an estimator for a construction company. Since those humble beginnings at the swap meet, Lopez Furniture has expanded to three stores, is launching a new location in Las Vegas, and now employs most of his family.  Thanks to our sponsor Doorcounts for getting us connected to Luis. Be sure to listen to the story about how Mrs. Lopez, Luis' mom, reacted when they got rid of paper tracking and adopted Doorcounts.  Nationwide Help Center Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for inde

In part one with Andrew Gross, we talked to the bedding veteran about the best business book you've never read. It's called New Lanchester Strategy. Gross introduced us to a framework for how to think about market competition. In part two, Andrew discusses how to apply the principles of warfare to gain market share.  How do you operate if you're the dominant market player? Well, it's different than how you approach gaining market if you're a smaller business. Whether you're number three or number one, Andrew outlines strategies for taking bigger pieces of the pie. Here's a hint for smaller players: beat up on everyone who is smaller than you. About Andrew Gross Andrew held an EVP position at SSB and was a board member and SVP of marketing for Serta. During his time at Serta, the brand moved from #3 to #1 while doubling EBITDA. He and his team introduced iComfort gel-memory foam, widely considered the most successful new product in category history and ultimately a profitable $500MM+ franchise. Nationwide

Andrew Gross is a battled tested bedding veteran who held an EVP position at SSB and was a board member and SVP of marketing for Serta. During his time at Serta, the brand moved from #3 to #1 while doubling EBITDA. He and his team introduced iComfort gel-memory foam, widely considered the most successful new product in category history and ultimately a profitable $500MM+ franchise. When Andrew told us about the best business book most people haven't read—one he's used for years—we perked up. The New Lanchester Strategy introduces a framework for how to think about market competition. In this episode Andrew walks us through the three principles of Lanchester strategy and brings the topic to life with examples from the mattress business.  Be sure to subscribe and tune in for part two where Andrew talks about the future of the mattress business and how to apply Lanchester strategy.  Doorcounts [Our NEW Sponsor] Join us in welcoming our new sponsor, Doorcounts! Foot traffic is expensive. Do you know wha

Rob Stott hosts the Independent Thinking podcast, brought to you by Nationwide Marketing Group. In this episode, Rob turns the microphones around on Dos Marcos to get their thoughts on astronauts, post-COVID business recovery, and the future of retail.  Be sure to subscribe to the Independent Thinking podcast on iTunes, or wherever you get your audio fix. It's packed with great content dedicated to helping independent retailers thrive.  Thanks so much to Rob for having us on the show! Nationwide Help Center Nationwide has launched a BACK TO BUSINESS HUB packed with useful information for independent retailers. For Dos Marcos listeners seeking expert advice as they navigate the changing environment, we have an email address for you to use: help@nationwidegroup.org. Thank you to our headline sponsor Nationwide Marketing Group. As a member of Nationwide Marketing group, you instantly have access to over 200+ ambitious, entrepreneurial-minded advocates who are dedicated to helping your business thr