Are you Are you Are you

Transcription

BedTimes
|
The Business Journal for the Sleep Products Industry September 2011
Are you
LinkedIn?
Using the
social network
to benefit
your business
Building morale
by focusing
on happiness
Vegas showstoppers
to View online
1) Download your QR Barcode
Software from your App Store
2) Scan the code with
your mobile device
3) Learn more about our Quality Service Pledge
online at http://atlatt.com/corporate/pledge.html
Atlanta Parts Depot® is a division of Atlanta Attachment Company®
© 2011 Atlanta Attachment Company. All rights reserved.
11081071211
**Contact sales for the recommended spare parts list
and the model workstations covered.
Atlanta Attachment Company®
362 Industrial Park Drive
Lawrenceville, GA 30046
1-866-885-5100
Comfortable.
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See why so many leading bedding manufacturers
(and consumers) prefer Preserve®, the first
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Choosing Preserve® foam delivers an unprecedented level of comfort and consistent support while conserving our increasingly
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products manufactured by Hickory Springs under the company’s environmental initiative, EarthCare Inside. For more details,
call (800) 438-5341 ext. 4507 or visit www.preservefoam.com
PO Box 128 • Hickory, NC 28603
(800) 438-5341 Ext. 4507
www.preservefoam.com
www.hickorysprings.com
www.earthcareinside.com
© 2011 Hickory Springs Mfg. Co.
BedTimes
Editor in Chief
Julie A. Palm
571-482-5442
[email protected]
Associate Editor
Barbara Nelles
336-856-8973
[email protected]
Ar t Director
Stephanie Belcher
336-201-7475
[email protected]
Vice President
of Adver tising Sales
Kerri Bellias
336-945-0265
[email protected]
Ad Production &
Circulation Manager
Debbie Robbins
571-482-5443
[email protected]
Copy Editor
Margaret Talley-Seijn
Volume 139, Number 9
BedTimes (ISSN 0893-5556;
Permit 047-620) is published monthly
by the International Sleep Products
Association. Periodicals postage paid
in Alexandria, Va., and additional
entry offices.
Administrative and ISPA offices
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Contents © 2011 by the
International Sleep Products
Association. Reprint permission
obtainable through BedTimes.
www.bedtimesmagazine.com
Contributors
|
Lin Grensing-Pophal
Lin Grensing-Pophal,
who holds the designations accredited
business communicator
and senior professional
in human resources, is a
business journalist with
15 years of experience
in organizational communication. Her articles appear regularly in a broad
range of trade and professional publications. She
specializes in human resources, employee relations
and marketing communications and is the author of
Human Resource Essentials and The Complete Idiot’s
Guide to Strategic Planning. She wrote about using
employees as brand ambassadors in the July issue of
BedTimes. She can be reached by email at
[email protected] or call
715-723-2395.
|
Nathan Jamail
Nathan Jamail, author
of the best-selling
Playbook series of books
for sales professionals,
also is a motivational
speaker, entrepreneur
and corporate coach. As
a former executive for
Fortune 500 companies
and owner of several small businesses, Jamail travels
the country helping individuals and organizations
achieve maximum success. His clients include
Fidelity, Nationwide Insurance, Hartford Group,
Cisco, Stryker Communications and Army National
Guard. He wrote about the value of prospecting
calls and face-to-face meetings for sales professionals in the August 2010 BedTimes. For more
information, check www.nathanjamail.com or
call 972-377-0030.
| D
orothy
Whitcomb
Dorothy Whitcomb is
a freelance journalist
and editor whose work
has appeared in a wide
range of business and
general interest publications. Her primary
focus for the past 25
years has been the
home furnishings industry. She writes about busi-
nesses, trends, products and design, specializing
in profiles of companies and industry leaders.
She wrote a profile of Niles Cornelius, general
manager of Hickory Springs Mfg. Co.’s Hickory
Springs Home division, in the August issue of
BedTimes. She can be reached at dwhitcomb@
hughes.net or 410-820-0456.
n
Coming up
BedTimes Supplies Guide
If you are an industry supplier who wants
to be included in the annual print edition
of the Supplies Guide, you need to make
sure your information is correct in the
online guide at www.bedtimes
suppliesguide.com. The information we
have online on Friday, Sept. 23 is what will
be published in the December BedTimes.
To update or upgrade your listing, contact
MultiView, our Supplies Guide partner, at
[email protected] or 972-402-7000.
Editorial deadlines
Deadlines for the News and Newsmakers sections of the November issue are
Monday, Oct. 3. Email news releases and
photos to [email protected].
Questions? Call 571-482-5442.
Are you an industry expert?
BedTimes welcomes articles written by
people working for mattress manufacturers or supplier companies who have
expertise in a particular area.
Some guidelines:
■ The article needs to address general industry issues/topics. It shouldn’t be a marketing piece for a specific company and
can’t promote one company over others.
■ We reserve the right to edit all submissions for length and clarity and to ensure
that they conform to BedTimes’ editorial
style.
■ The article must carry the byline of a
specific individual, not a company name.
We will include a contributor’s bio in the
issue in which the article appears, listing
the writer’s title, credentials and company
affiliation.
If you have an idea for an article, contact Julie Palm, editor in chief, at jpalm@
sleepproducts.org or 571-482-5442.
September 2011 BedTimes
3|
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Inside
■
Departments
9 | Brief Sheet
■ 10 things that make you happier at work
■ Mattress sales tick upward
■ Game makes killing bedbugs fun &
more…
13 | Profile
Earl Kluft Raised in the family bedding
business, this mattress producer has made a
name for himself as a leader in luxury mattresses.
17 | Employees
Boosting morale When you can’t change
circumstances, help change your employees’
perspectives.
20
■
43 | News
Features
■ Companies report good second quarters
■ Spring Air & Jamison partner
■ Therapedic expands in Australia & more…
17
| 20
Making connections
57 | Newsmakers
LinkedIn is the Facebook of professional
networking. BedTimes shows you how to use
it—not only to help your career but your
company, too.
■ Southerland reorganizes executive team
■ International Bedding adds three
■ Hickory Springs names new VP & more…
62 | ISPA
| 30
Trending now
■ BSC offers cure for teenage ‘zombieitis’
■N
ew course focuses on product safety &
At the summer Las Vegas Market, the
emphasis was on new ways of using gel
for cooling and comfort, flashy
point-of-purchase materials, ever-expanding
accessories programs and improving air
flow via new constructions and components.
■
more…
68 | On Sleep
62
■ Sleep helps athletes score
■ Research ties poor sleep to weight gain &
more…
Plus
07 | Note
64 | Calendar
66 | Advertisers
67 | Classifieds
5|
QUALITY BEDFRAME LUMBER MANUFACTURER
CERTIFIED WOOD
SLEEP BETTER WITH
PEACE OF MIND
Bois Le Roux is now FSC® certified, as part of our effort to remain a leader in business
development and contribute to the sustainable management of the environment.
Our FSC certified wood is another added value to our bedframe lumber and our company.
• Rigid, lightweight, resistant products providing better support that extends
mattress life.
• Deal closely with the mill.
• Our production is 100% bedframe lumber.
• Two separate production lines for more versatility and greater productivity.
• Fast delivery, thanks to our warehouses in the US and a loyal carrier working
with us for over 10 years.
Bois Le Roux Inc.
www.blrlumber.com
Phone: 819-877-2092
Toll Free from USA: 888-877-2098
Email: [email protected]
Note
The thing
that could get
consumers
thinking about
their pillows
I
Julie A. Palm
Editor in chief
f you ask a group of mattress industry insiders
to name a company that has significantly altered the mattress manufacturing and retailing
landscape in the past 20 years, one name will
come up more than others: Tempur-Pedic.
Competitors and analysts can debate the
strengths and weaknesses of the company’s products or business model, but there’s broad agreement
that Tempur-Pedic has changed the industry—and
done it largely through its considerable marketing
muscle.
With its full line of foam mattresses maturing,
Tempur-Pedic this summer turned its attention to
giving its pillows a complete makeover. The company added fresh white covers to most models,
replaced boxes with clear plastic totes that have
consumer-friendly zippers and handles, and simplified its product descriptions and messaging. At
the Las Vegas Market in August, it rolled out three
new traditional designs to complement its array of
molded and filled pillows.
Mike Mason, director of brand development for
the Lexington, Ky.-based company, says TempurPedic spent about two years talking to consumers
and created some 600 pillow prototypes before making the recent changes.
One thing the company has learned: 68% of
Tempur-Pedic pillow owners say their experience
with their pillows influenced a later mattress purchase. As Mason put it: “Pillows are a gateway” to
Tempur-Pedic mattresses.
With suggested retail prices from $99 to $399,
pillow sales add a nice chunk of change to not only
Tempur-Pedic’s bottom line but to those of its dealers, as well.
Of course, Tempur-Pedic isn’t the only company to realize the power of pillows. BedTimes has
chronicled how a number of mattress manufactur-
ers, components suppliers and makers of other sleep
accessories have found success by expanding into
the category.
But Tempur-Pedic is unusual because of that
marketing muscle I mentioned earlier—and Tempur-Pedic is planning an ad campaign that focuses
on pillows.
Consider this: A campaign built around the
company’s Ergo adjustable bases is credited, in part,
with increasing the percentage of Tempur-Pedic
beds sold along with adjustable bases from 19.4% in
2010 to 28.6% this year.
Tempur-Pedic spent about
two years talking to
consumers and created
some 600 pillow prototypes.
Clearly, a Tempur-Pedic marketing push will
boost sales of its own pillows. The interesting question is, what will it do for the larger category? Even
more interesting to consider: What would happen to
the category if other manufacturers started committing serious marketing money to their own pillow
programs?
Consumers, by and large, think about their pillows as often as they think about their mattresses—
not often at all. A few well-done campaigns could
very well change that. ■
7|
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LAVA USA INC.
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Brief Sheet
10 keys to job satisfaction
6
Control You’ll be happier
at work if you have control over how and when
you do the tasks that are your
responsibility.
7
Organizational
support “Workers want
to know their organization cares about them,” Dean
says. “This is primarily communicated through things like
how bosses treat us, the kinds of
fringe benefits we get and other
subtle messages.”
W
hether starting a new
job or celebrating 20
years with the same
company, most people are
looking for ways to be happier
at work.
Jeremy Dean, a lawyerturned-psychologist who is currently a researcher at University College London, explains the
factors that create job satisfaction on his PsyBlog
(www.spring.org.uk).
1
A lack of hassles Physicians are more likely
to say the worst part
of their job isn’t performing
difficult procedures or giving
bad news to patients. It’s administrative duties, Dean says.
Day-to-day irritations, especially those that are beyond our
control, are hard on morale.
2
Perceptions of fair
pay “The bigger the
difference between what
you think you should earn
and what you do earn, the less
satisfied you’ll be,” Dean says.
“The important point here is
that it’s all about perception. If
you perceive that other people
doing a similar job get paid
about the same as you then
8
you’re more likely to be satisfied with your job.”
3
Feeling a sense
of achievement
“People feel more satisfied with their job if they’ve
achieved something. In some
jobs, achievements are obvious, but for others they’re not,”
Dean says. Pay attention to
those times when you know
you’ve made a difference, however small.
4
Feedback “When it
comes to job satisfaction, no news is bad
news,” Dean says. “Getting
negative feedback can be
painful but at least it tells you
where improvements can be
made.” Of course, receiving
regular positive feedback goes a
long way toward being happier
at work.
5
Complexity & variety
People are most satisfied in jobs that
keep them engaged.
Work that is too
easy or repetitive
quickly gets boring.
Work-home overlap
Trouble at home can spill
over into work and vice
versa. Looks for ways to keep the
domains separate.
9
Honeymoons &
hangovers “People
experience honeymoon
periods after a month or two in a
new job when their satisfaction
shoots up,” Dean says. The hangover comes about six months
into the job.
10
Personality
matters “Some of
us are more easily
satisfied—or dissatisfied—than
others, no matter how good—or
bad—the job is,” Dean says.
“Still, some jobs do seem better
suited to certain types of people.”
Small businesses
say social media
not vital to them
M
ore than half of small
businesses use some
social media, but only 12%
say it’s critical to marketing
their companies or products, according to a new
survey from Hiscox USA, a
business insurer based in
Virginia Beach, Va.
Of the 53% of small businesses that employ social
media, 19% use Facebook,
15% use LinkedIn and 4%
use Twitter.
Nearly a quarter of small
businesses (24%) use social
media when they have time,
but 14% say they don’t
know enough about social
media platforms to use
them effectively. (See story
on Page 20 to learn more
about using LinkedIn to
improve your business.)
The survey queried 304
decision-makers at U.S.
companies with 1 to 249
employees. It was conducted
in May by Opinium Research.
Mattress sales continue climb
U
nit sales of mattresses (both mattresses and foundations) in the United States inched up 1.1% in June when
compared to the same month in 2010, according to the
Bedding Barometer, a monthly sales report
from the International Sleep Products
Association. But the wholesale dollar
value of those units grew 9.5%
and the average unit selling price
increased 8.3% when compared
to the prior-year period.
9|
Brief Sheet
Women:
Quality
matters
most
W
hen it comes to
brand loyalty,
women around
the world focus most on
quality, according to a
new survey from Nielsen.
Women in 20 of 21
developed and emerging countries examined
by Neilsen’s Women of
Tomorrow study listed
quality as the most important of 12 factors that
drive brand loyalty. Only
women in the United
Kingdom cited trust as
more significant.
Quality products and
good value also are key
factors driving women
into stores when shopping for a variety of
products.
“Women tell Nielsen
that quality, not price,
drives long-term brand
loyalty,” says Susan Whiting, Nielsen vice chairwoman. “Though price
and value are important,
particularly to attract an
initial purchase decision,
marketers need to take
note that long-term positioning must emphasize
quality to earn her trust.”
The study by the New
York-based information
and measurement company was conducted from
February to April using
a variety of survey methods. It questioned 6,500
women in 21 developed
and emerging countries
throughout Africa, the
Asia-Pacific region, Europe, Latin America and
North America.
“B
usiness is like
riding a bicycle.
Either you keep
moving or you fall down.”
Take that! Game wipes out bedbugs
P
rotect-A-Bed,
a maker of
mattress and pillow
protection products
that normally takes
bedbugs seriously,
is having a little
fun with the insects, offering Bed
Bug Plague, a new game for iPhones.
In Bed Bug Plague, the enemy is a continuous rush of bedbugs
that are trying to make their way across the screen to infest a bed.
Players try to stop the bugs by building towers along the insects’
path. The towers inflict damage and, if powerful enough, will
eradicate the bugs. The game has several levels, progressing from
bedrooms to a dorm room to a rental property to a hotel.
As part of the game launch, Northbrook, Ill.-based
Protect-A-Bed offered players a chance to win Apple gift cards by
registering on the website www.bedbugplague.com/game.
The game is part of Protect-A-Bed’s Bed Bugs 101 iPhone app, a
bedbug reference guide that includes descriptions of the bugs and
tips for recognizing bedbug problems. It’s available at no charge
from the iTunes App Store.
■ BEST BUSINESS APPS
Mobile devices increasingly serve as offices-on-the-go. CNNMoney.com’s Michal Lev-Ram compiled a list of top
applications for businesspeople.
1. expensify.com/mobile Logs mileage, files expense reports, scans receipts.
2.webex.com/mobile Online conference tool for joining meetings, sharing documents, chatting with other
participants.
3. tripit.com/uhp/mobile Itinerary app keeps track of flights, car rentals and hotel reservations.
4. roambi.com Transforms data into charts and graphs for your mobile device.
5. box.net/features/mobile Allows you to share and view files to collaborate on documents and spreadsheets.
|
10
BedTimes September 2011
QUILTING
Join us as we welcome
our two newest licensees:
• Vogue Bedding in Surrey, BC, Canada
• Dutch Craft Bedding in Celina, TN
ZONED QUILT TECHNOLOGY
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Worldwide Patent Pending
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We are proud to introduce the latest evolution of Spinal Zone® Sleep Technology
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SELECT U.S. AND INTERNATIONAL TERRITORIES STILL AVAILABLE.
CALL TODAY FOR LICENSING INFORMATION.
Stu Carlitz | toll free: 800 BEDSHOP (233-7467) mobile: 215.715.9677 e-mail: [email protected]
A World of Sleep Since 1905
www.eastmanhousemattress.com
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Craftsman Quality | Affordable Value | Patented Features | Limited Distribution
UNITED STATES KOREA TAIWAN CHINA AUSTRALIA NEW ZEALAND UNITED KINGDOM IRELAND SOUTH AFRICA MALAYSIA INDONESIA U.A.E. SINGAPORE PHILIPPINES
*Research results were documented in two separate scientific studies conducted by the Director of the Exercise Physiology and Human Performance Laboratory of West Virginia University.
Profile
Kluft
creates
a life of
luxury
Bedding producer
has a real passion
for high-end product
D
By Dorothy Whitcomb
Top right
A good place ‘The high
rollers are back and
people who want a
good night’s sleep are
spending money,’ says
Earl Klluft, owner and
chief executive officer
of E.S. Kluft & Co.
n
escribed by colleagues as the “King of
the Multitaskers” and in the media as
the “Wizard of Ahhhs,” mattress manufacturer Earl Kluft is a complex man
with a straightforward goal—make the
best product possible.
As far as Kluft is concerned, it takes a lot of multitasking to create beds that draw ahhhs—for both their
luxurious feels and their price tags, which can reach
five digits.
Kluft learned a commitment to quality and attention
BRIEFLY
Name
Earl Kluft
Title
Owner & chief executive officer
Company E.S. Kluft & Co.
Location
Rancho Cucamonga, Calif.
Age
63
EducationKluft earned a bachelor’s degree in business administration
from Chapman University in Orange, Calif., in 1971.
FamilyEarl and Pamela Kluft have been married for 27 years and
have three adult children. He says their two pugs are
important parts of the family, too.
to detail early by observing how his family ran its business, Deluxe Bedding in Commerce, Calif.
“Even before I started working there at 14, I remember my dad taking me down to that little original factory
and just hanging out,” he says. “I found it fascinating. I
loved going there and I loved to help.”
Although his family expected him to join the business after he finished college, Kluft went on the road,
selling school furniture for Virco Mfg. Corp. It was a gutsy
decision for a young man who had been groomed since
childhood to step into the bedding business his grandfather founded in 1946. Kluft returned to the fold when his
father offered him a 5% share in the company.
“It was never really about the money,” he says. “It was
about building the business and making a great product.
The company is like its own organism and I’ve never
really felt that it was actually mine. I feel like I’m the
caretaker or a steward. The company actually belongs to
the people who work here and the customers.”
Kluft became president of Deluxe Bedding in 1985
and, by 1990, he was its sole owner. He led the company during a time of dramatic growth, much of that
spurred by its Spring Air license. As Spring Air California, Kluft’s company was the organization’s largest
franchisee, a position it held for more than 25 years.
Kluft was actively involved in building the licensing
group’s business and brand, playing a key role in product development and serving as the group’s chairman
in 1992-93.
In 1996, he launched Chatham & Wells, a high-end
line he describes as “the genesis of modern-day luxury
bedding.”
“The industry really took notice,” he says. “It
changed everything in the luxury bedding market.”
Kluft sold Spring Air California and the Chatham &
13 |
Profile
n
Another SIDE
Gift of giving In June, City of Hope’s National Home Furnishings Industry chapter presented Earl Kluft with a lifetime
achievement award in recognition of his support of the
cancer research and treatment center in Duarte, Calif. Over
the course of more than four decades, the industry group
has raised some $43 million for City of Hope through events
such as golf and tennis tournaments. “Cancer is important to
all of us, but City of Hope also does important research into
heart disease, HIV/AIDS, stem cells and diabetes,” Kluft says.
“It feels good to give back and to help people. My wife says
that she wishes we could add another zero on every check
we contribute.” The Klufts also donate to summer day camps
for underprivileged children and organizations that support
Israel.
A new high E.S. Kluft & Co.’s Palais Royale bed was featured
in a newspaper article in June 2010 as the most expensive
bed made by an American company. The reporter interviewed Kluft extensively for the piece, which explored the
larger luxury bedding market. The Palais Royale, with a suggested retail price $33,000 for a king size, includes 10 layers
Below
Family business, family man
As a teenager, Earl Kluft
(center) went to work in the
bedding business his
grandparents founded in
1946. Today, his own family
includes (from left) daughter
Michelle, wife Pamela,
daughter Julie and son Alex.
|
14
Wells brand in 2003 to the former
Spring Air Partners, bringing a
close to that decades-long relationship. A year later, he jumped
back into bedding, founding E.S.
Kluft & Co., which specializes in
the type of luxury beds Kluft loves
to make.
Long fascinated by the
handmade Aireloom mattresses
once favored by Hollywood
celebrities, Kluft purchased the
70-year-old brand from Eastman
of cashmere, mohair, silk, New Zealand wool, horsehair, natural latex and certified organic cotton in the mattress and a
box spring made of hand-tied coils. It takes 10 workers about
three days to make a single bed set. “To build something that
good was the crowning achievement of my career,” Kluft says.
Small wonders Kluft treasures his collection of handmade
Swiss timepieces. Called “complicated watches,” they contain
thousands of parts and perform multiple functions. “I love
looking at them and winding them but I don’t keep them
under glass,” he says. “I use them.”
Favorite retreat The Post Ranch Inn, a luxury hotel set in
beautiful Big Sur, Calif., is a favorite place to get away from it
all. “I love to walk out among the trees and get totally involved in watching nature,” he says. “I lose myself in it.”
Being Earl Kluft “My left and right brain work simultaneously
and my mind never stops racing,” Kluft says. He has channeled his energy and creativity into building successful businesses and community involvement. And he knows that he’s
up to the most daunting of tasks. “I’m a survivor,” he says. “No
matter what happens, I’ll find a way to survive.”
House in 2004.
“When we bought the brand,
it was down to $2 million in
sustainable sales, but I really
believed in it,” Kluft says. He
breathed new life into the brand
and, in 2010, E.S. Kluft posted
$25 million in Aireloom sales.
Kluft believes future growth will
remain strong.
“Our star account has been
Bloomingdale’s and I just got the
hotel brand business at Macy’s,”
Kluft says.
Kluft’s eponymous brand,
which sets an even higher standard for luxury, also is thriving. Its
six handmade collections added
another $15 million in sales to the
2010 bottom line. With $4 million
coming from other brands, the
company’s total annual sales for
last year topped $44 million.
“The luxury business is
healthy compared to other segments of the market,” he says.
“The high rollers are back and
people who want a good night’s
sleep are spending money.”
Still, Kluft acknowledges the
challenges of operating today.
“This has been a rough year.
We’re only even with last year’s
sales,” he says. “The scary part
about being a businessman in this
environment is that the economy
is fundamentally not fixed.”
Kluft is betting, however, that
the future will be better and he
continues to position his company
for growth. In June, he purchased
an 86,000-square-foot manufacturing and distribution center in
Denver, Pa., from Park Place Corp.
The facility augments Kluft’s
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says. “This new facility changes
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Employees
IMPROVING MORALE
It’s all about perspective Managers
should foster feelings of gratitude / By Nathan Jamail
advantageous—trying to change reality or trying to
change people’s perspectives?
In difficult times, a company may hire a motivational speaker to talk to employees. Afterward,
audience members are indeed inspired and leave the
speech eager to make the best of their own personal situations. Why is that? What happened was a
change of perspective.
When a leader is faced with low employee morale, her job is to hold her team members accountable by teaching them to be grateful. Gratitude leads
to employee success and happiness, even if workers
aren’t necessarily satisfied with all of the circumstances they face.
Gratitude
leads to
employee
success and
happiness.
M
any times in business, much as in
life, a person’s perspective shapes
his attitude more than any actual
situation does.
You’ve probably heard a manager say something like this about her company,
“The morale of the team is down because of recent
company changes—cuts in benefits and employee
layoffs.” The issues are real and the effect they have
on people are real, as well. I don’t want to diminish
emotions tied to such situations.
However, if that manager is looking to improve
morale, the key is to change her team’s perspective.
Because, the fact is, a company can spend all of its
time focusing on problems and trying to cope with
new circumstances and still have its employees
experience negative emotions.
Which do you think is more productive and
Focus on gratitude
We all have things to be grateful for, but more often
than not, we forget to think about the good and
focus on the bad.
Consider this: In a doctor’s office, a young couple
is disappointed to find out they are having a baby
girl instead of a baby boy. Across the street, there’s
another young couple in a hospital, grateful for
the six hours they have with their newborn infant
before she dies.
It’s no different in the business world. At one
company, a worker is upset and feels like he’s not
being treated fairly because of his company’s financial struggles. The company has taken away
company cars and
increased workloads
to make up for
employees who’ve
been laid off.
Another company has just
closed and the
husbandSeptember 2011 BedTimes
17 |
Employees
‘It doesn’t
do any
good to
sympathize
with
employees
when they
complain.’
and-wife couple who ran it are trying to figure out
where they are going to live. They can’t pay their bills
and have filed for bankruptcy protection. It’s all
about perspective.
Smart parents around the world tell their children to be grateful for what they have because there
is always someone else who has it a lot worse. And,
by the way, those “someone elses” often have a better perspective.
Sympathy isn’t the solution
Although it may sound counterintuitive, it doesn’t
do any good to sympathize with employees when
they complain about workloads, loss of benefits or
even pay cuts. In fact, bad morale is actually created
when leaders and workers start to sympathize with
each other regarding corporate struggles or the
unfairness of a job.
Leaders who sympathize are trying to show
compassion and empathy for their team members
because they want to improve morale. Instead, they
unwittingly end up confirming reasons why morale
should be bad.
To improve morale, leaders must help to change
their team members’ perspectives. This isn’t a cold
or insensitive approach. Leaders must respect that
a person’s feelings are real, but can point out that
those feelings may not be necessary or helpful. The
leader’s job is to give employees hope and understanding, not sympathy.
For instance, when employees complain about
workload increases after others have been laid off,
a manager should discuss how they now have the
opportunity to step up even more than before. Don’t
do this in an insincere, “you can do it” cheer. Adopt
a genuine tone that acknowledges what the new
situation requires from the team. Each person then
has to decide if he is committed and willing.
Difficult times don’t cause bad morale, a lack
of gratitude does. Managers need to take a look at
their team and know they are the only ones who can
change attitudes. Morale is a result of the actions—
or lack of actions—taken by managers and employees. By adopting a positive attitude, employees win
and the company wins, which will benefit employees in the long run. Every decision is a choice. A
person can stay, complain and be miserable. A person can leave and hope for something better. Or a
person can truly change his perspective, be grateful
and move forward with a purpose.
State of happiness
Someone once said that if your goal is to be happy,
you’ll never be happy. People say it all the time, “My
goal is to be happy.” What do they mean? Are they
unhappy now or are they happy and hoping to stay
that way?
There’s the adage that money can’t buy you happiness and you’ve probably heard the addendum,
“Yes, but it can buy the things that make a person
happy.” Deep down, everyone wants to be happy.
But people aren’t happy because they are successful.
They are successful because they are happy.
A great leader must encourage team members to
focus on being happy. And if someone isn’t happy,
he should find a new place to work.
Keep in mind that being happy doesn’t mean
being satisfied. Both life and business are games of
competition with oneself. As people, as managers
and as workers, we should always strive to be better.
When people stop trying to improve or learn, they
get bored.
In fact, satisfaction is a major contributor to low
morale. Satisfaction is like quicksand. A person can
fall into a pool of it and get sucked down until a
good leader challenges him to pull himself out.
If your company is having a morale issue, look at
the happiness and satisfaction levels within. Challenge yourself and your team to get happy and never
be satisfied. n
|
18
L inked I n
Putting
to work
|
20
Use the social network to help your career & company
LinkedIn isn’t the only business-related
social media site, but it’s arguably the
most well-known and popular, with
some 100 million members in more
than 200 countries and territories.
David Nour, chief executive officer of the Nour Group
Inc. in Atlanta, works with corporate clients on their
strategic relationships and has researched more than
400 social networking sites in 22 categories, including advocacy, customer service and knowledge management. Many, he says, are “still science projects.”
Others lack critical mass or are struggling with revenue models.
But Nour—and plenty of others—think LinkedIn is an effective social network and
one that has particular relevance for businesspeople. The site often is associated
with hiring and job searches, but LinkedIn provides other benefits for professionals
and their companies—everything from discussion groups for sharing ideas to company pages that promote your business.
By Lin Grensing-Pophal
21 |
W
here to begin
If you’re new to LinkedIn, getting started
is relatively easy, says Jan Wallen, a New
York-based sales and LinkedIn expert
and author of Mastering LinkedIn in 7 Days or Less.
The first step is to create a profile. Think of it as a
sales and marketing piece for you and your business,
Wallen says. Tell people what you and your company
can do for them, as well as what differentiates you
from others who provide similar products and services.
The profile is part of your “personal brand,” says
Bill Corbett Jr., principal of Corbett Public Relations
in Floral Park, N.Y. It should adequately reflect who
you are and be consistent with the rest of the information you share on LinkedIn. Consistency is the key to a
strong brand for products—and for people.
“Include as much pertinent information as you can,” Corbett
says. It’s not necessary to be
entirely business-focused.
n
FAST FACTS
n LinkedIn has 100 million members in 200-plus countries and territories.
n More than half of LinkedIn members are located outside the United
States.
n LinkedIn is available in nine languages: English, French, German, Italian,
Portuguese, Spanish, Russian, Turkish and Romanian.
n LinkedIn counts executives from all Fortune 500 companies as members.
n More than 2 million companies have LinkedIn company pages.
n More than 80% of LinkedIn users influence buying decisions at their
companies.
n LinkedIn members have more trust in the professional information they
receive on LinkedIn (82%) than Twitter (28%) and Facebook (23%).
n LinkedIn users are 97 times more likely to have a college or post-
graduate degree than nonusers.
n The average household income for LinkedIn members in the United
States is $88,000.
Sources: LinkedIn and C. Thomas Smith III, an integrated marketing expert whose blog
(http://ctsmithiii.wordpress.com) covers communications and social media-related issues.
|
22
“I like to recommend to clients that they include
things that are part of their personal interests and lives
beyond their businesses,” he says. “When people read
these profiles, they can find a connection.”
Be sure your profile is “100% complete,” filling out
“Summary,” “Specialties,” “Education,” “Experience,”
“Recommendations” and other sections. (As you add
information, a graphic on the right-hand side of the
page will tell you how complete your profile is—30%,
70%, etc.) Post a recent photo of yourself.
Time spent creating an effective profile is time well
spent, says Wayne Breitbarth, author of The Power Formula for LinkedIn Success. Breitbarth, once a skeptic, is
now an outspoken advocate for the use of LinkedIn by
business professionals.
“Fill out everything,” he says. “With LinkedIn, there
is no question that more is more.”
Greater detail helps people find you and, on the
flip side, makes it easier for you to find others through
LinkedIn’s advanced search options.
“Advanced search helps you zero in on who you are
looking for, whether you’re a hiring manager looking
for new employees or a business development executive looking for the right person to network with,”
says Jacob Weinfeld, a marketing associate with
InktelDirect in Miami Lakes, Fla.
When your profile is complete, search
engines rank it more highly, improving
your visibility and credibility. Searchability, in general, is key to creating a
strong LinkedIn presence. You want to be
found by those in need of your products,
services or expertise.
Ensure that your profile contains the
words others are likely to be searching
for. What keywords should you use?
Start by thinking of the words and
phrases that people are likely to
employ when looking for whatever it is you have to offer. Take
a look at the profiles of your
competitors and colleagues to
see what terms they’re using.
You’ll also want to create a company page. These
typically contain a brief description and quick facts
about your business. When people search for your
company, they’ll see all of their connections who are
linked to your business, as well as profiles of your
new hires and employees.
A
ll about connections
Speaking of connections, the greater your
number of connections on LinkedIn, the
more powerful your networking capabilities.
An easy first step in building connections is
simply to go to the “Contacts” tab at the top of your
home page and click on “Add Connections.” You can
either manually enter the email addresses of people
you know or use a LinkedIn feature that will search
your email address book.
The first step
is to create
a profile.
Think of it as
a sales and
marketing
piece for you
and your
business.
As you build your network, LinkedIn will suggest
other people may want to link to. You’ll see these
recommendations on the right-hand side of your
home page in a box titled “People You May Know.”
Connections also can be nurtured through traditional networking efforts, Corbett says.
“I like to bring the real world into the cyber
world and then back out again,” he says. “If I go
to a networking event, I’ll collect all my cards and
contacts and immediately link in with those people
I met by adding them to my contact database.”
Corbett notes that contacts on LinkedIn can
be easily downloaded for use outside of the social
network. From the “My Connections” page, click
on “Export Connections” on the bottom right-hand
side and follow the instructions.
When you reach out to someone you want to
connect with, you’ll see a box that is prepopulated
with an invitation to that person. Experts suggest
deleting the boilerplate copy and writing a message
that is more specific and meaningful—one based on
your existing relationship with the person or one
that explains specifically why you’d like to connect.
People you send invitations have the option to
accept, reject or simply ignore your request. You’ll
have the same options as people reach out to you.
S
tay active
The status update area—the blank box
next to your photo at the top of your home
page—is where you can post new information and updates about your professional activities
or company news.
This update will pop up for all of your
first-degree connections to see on their home pages.
First-degree connections are those people you are
directly connected to. Regular status updates will
boost your ability to appear in relevant searches.
G
oing deeper
If you do only what the experts have outlined thus far, you and your business will
likely benefit from using LinkedIn. But
advanced options offer even more opportunities and
are equally easy to use.
Questions & answers “Possibly the best tool on
LinkedIn for executives is the Q&A forum,” Weinfeld
says. “A well-thought out question or answer offers a
great way to share information while establishing you
and your company as a thought leader on a particular
topic.”
To participate in the forum, go to the menu bar at
the top of your LinkedIn home page, click on “More”
and then click on “Answers.”
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LinkedIn do’s and don’ts
L
auren Iacono, director of digital strategy for PAN Communications in Boston, works with clients who want to raise their profiles as thought leaders or
generate more leads—or often both. She offers these LinkedIn tips:
Do’s
n Do encourage customers and colleagues to write recommendations for
you and your company on your personal profile page.
n Do establish yourself as an expert in the mattress industry by comment-
ing on relevant discussion threads in industry-related groups and offering insights on the LinkedIn questions-and-answers forum.
n Do connect with a wide variety of people. You never know where you
might encounter a new customer, partner or opportunity.
n Do post a recent headshot as a profile photo.
n Do update your profile regularly to keep it current.
n Do personalize your LinkedIn URL. (For example, social media consultant
David Nour of the Atlanta-based Nour Group Inc. uses www.linkedin/in/
davidnour. You can do this under the “Edit Profile” option.)
Don’ts
n Don’t be overly promotional in a group discussion. It’s appropriate to
mention your company or a particular product if it’s relevant to the
discussion, but don’t make an overt sale pitch. Aggressive marketing is
off-putting.
n Don’t comment in discussions if you are uncertain of the audience.
n Don’t go to a meeting with a prospect without first checking him out on
LinkedIn. Learn about his background and interests to establish common ground and better know how you can meet his needs.
n Don’t forget to carefully check spelling and grammar before you post.
You want to put your best foot forward in this professional setting.
The question-and-answer forum provides a way
to both search for information about specific topics
that relate to your business and to ask questions about
particular concerns you have.
Categories (found in a box on the lower right-hand
side of the page) address a broad
range of issues, including administration, business operations, law
and legal, marketing, product
management, technology, sustainability and more.
In addition to using this Q&A
feature to gather input, many
LinkedIn users build their own
visibility by responding to posted
questions. Participants who ask questions have the option of rating the best
answers. Having your response selected
as one of the best is another way to
create credibility and become known as
a go-to resource.
Experts suggest you scan the questions
that people in your network have posted
and look for those in industry-related
|
26
forums, as well. Every week or so, pick one or two
to answer. Responding regularly to questions helps
people in the industry and your specific segment
start to see you as an expert.
Groups This feature offers the ability to interact
with LinkedIn members across a broad range of
categories and interests. Groups operate under the
same principles as chat rooms and forums found on
other Internet sites.
A big advantage of joining LinkedIn groups is
that when you do, the members of those groups will
come up in your search results, Breitbarth notes.
Many people don’t realize, he says, that search
results you receive on LinkedIn show only names of
your first-, second- and third-degree contacts. The
more groups you join and the more people that participate in these groups, the broader your searchable
network becomes.
For that reason, Breithbarth recommends joining
some very large groups. Select the “Group” option
from the drop-down menu on the right-hand side
of the top of your home page (just to the left of the
search bar). Leave the search bar blank, click on the
magnifying glass symbol and you’ll see a list of these
groups. The first—“Job Openings, Job Leads and
Job Connections”—has about 470,000 participants.
That’s a big group.
While these giant-size groups hold value from a
search and connection-building perspective, they
probably aren’t the types of groups that you’ll participate in regularly.
Smaller, more focused groups allow you to connect with like-minded people. Moderated groups—
those actually supervised by a human being—tend
to be less prone to spam. Rules guide the group’s
behavior; participants who don’t follow the rules
may be banned.
To find groups of interest to you, simply search
under “Groups” in the drop-down menu on the
right-hand side of the top of your LinkedIn home
page. When you enter a search term, the names of
relevant groups will appear—the groups with the
most members listed first. LinkedIn also will recommend groups for you. (Click on the other “Groups”
tab on the main navigation bar at the top of your
home page and then click on “Groups You May
Like.”)
One of the first groups you may want to join is
one created by the International Sleep Products Association.
Experts suggest limiting yourself to three groups
to focus on at any one time.
“You can join more than 50 groups, though if
you try to be active in many groups, it dilutes your
impact,” Wallen says.
E
ffective interaction
Before jumping in to post, share or respond
to comments in groups or forums, get a
sense of the types of discussions and comwww.bedtimesmagazine.com
Always
remember
that
LinkedIn is a
professional
networking
site.
7
ments that are most common, that
generate positive responses and
that turn people off.
Initially, Breitbarth says,
LinkedIn users often are challenged by coming up with what
to talk about.
“It feels sort of weird,”
he says. “You think,
‘Why would anyone
want to hear my
stuff?’ Yet in face-toface interactions we
share all the time.”
Breitbarth suggests
getting ideas from the
posts of others and
then responding to
those posts. Another
tip: When reading journals, perusing websites,
participating in conferences or attending trade shows, be
alert to information that members of your network
might also find interesting.
“You’ll find a certain number of people in your
audience that would love to hear the same information
and appreciate you bringing it to them,” he says.
Try to build an audience of like-minded people so
that your comments have relevance. Focus is important. In some cases, this might mean establishing
more than one profile. You might choose to establish a
profile that you use as a representative of your business
and another that you use as a member of a professional
networking group.
Above all, Breitbarth says, always remember that
LinkedIn is a professional networking site. And, be-
laws of social media
Daniel Morell, managing director of InSync Marketing, a social media firm based in Andover, England,
has compiled seven laws of social media he shares with his
clients.
1
The law of giving The businesses that do best in the
world of social media are ones that give useful, valuable
things—not pushy sales messages—to people.
M
anaging time
Finally, using LinkedIn and
other social media sites
requires effective time
management. Social networking can be a huge drain,
if not used strategically. Have a goal in mind in terms
of your engagement and monitor your results, Corbett
suggests.
“I believe in establishing a specific amount of
time you will devote to social media,” he says. He also
recommends establishing and tracking specific goals to
determine whether that time is being spent effectively.
“If you’re achieving your goals, you can spend more
time,” he says. “You have to monitor your results and
adjust your time accordingly.” ■
4
The law of action To borrow from Nike, “Just do it!” Businesses that do the best in social media are the ones
that are constantly getting involved, responding quickly and
implementing changes based on customer feedback.
5
The law of candor Honesty is the best policy. Trying to
be a perfectionist will do you more harm than good:
No company is perfect. Admit your faults, be honest when
things go wrong and allow negative feedback about the
company to stay up on social media sites.
2
The law of listening Social media is a two-way conversation. Listen first; speak second. Companies increase
profits and productivity by listening to what people have
to say and responding based on customer wants. It’s an
outside-in, rather than inside-out, approach.
6
3
7
The law of greater purpose Businesses that are purely
driven by the bottom line can’t survive in the social media realm. Making money is always a primary objective, but
it’s important that your company convey a greater purpose,
cause and culture.
The law of talent “All talk and no walk” fails in the world
of social media. You can’t rely on clever marketing. Your
product has to be good and your service has to be great.
|
cause of that, participants should be cautious in using
tools that share updates across several platforms—
automatically posting your tweets to LinkedIn, for
instance.
“People are bringing way too many Twitter and
Facebook-type updates over to LinkedIn and that is
turning businesspeople off,”
he says. “People are on
LinkedIn to see worthy
information that had
better be very closely
aligned with business
objectives and thoughts—
not about where you ate
breakfast or went on vacation.”
Send too many off-topic
or trivial messages and your
connections may choose
the option of ignoring your
future updates, diminishing
the value of your network.
28
The law of unity Unite and conquer. Social media is
about connections and groups. Your focus should be on
developing a culture and community around your company
and products.
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Cool gels, flashy POP, plush toppers
help wow summer marketgoers
Top right Tempur-Pedic At Tempur-Pedic, retailers
found a lot of pillow talk. The Lexington, Ky.-based
company added three traditional shapes to its
pillow lineup, bringing total molded and filled
choices to about a dozen SKUs. The
selection includes knit and woven covers in
white or cream, with prices ranging from $99 to
$399. All are dressed in new packaging—clear
plastic totes with handles and zippered access.
Tempur-Pedic plans to launch a pillow-only
national ad campaign soon, said Mike Mason,
director of brand development.
Below Comfortaire Greenville, S.C.-based airbed
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warmest—bed, the new iC900+. Retailing for
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he temperatures may have shot past the
100-degree mark in Las Vegas during the
furniture market Aug. 1-5 but exhibitors and
retailers stayed cool in the World Market
Center. Most showrooms reported good traffic for
at least the initial opening days. Market officials
pointed to a 3% increase in the number of overall
buyers and a 23% jump in international buyers over
last summer’s show.
Among the key market trends BedTimes spotted:
■ Various formulations of gel—from poured layers
to infused foams—made headlines at the show.
It’s a cool, pressure-relieving component, mattress makers said, especially when combined with
visco-elastic or latex comfort layers.
■ Ready to spice up bland retail spaces and engage
tech-savvy consumers, illuminated digital
point-of-sale signage and gadgets were everywhere, as was vivid lifestyle imagery on posters,
headboards and giant wall decals.
■ Accessories were big, too, as manufacturers
sought to assist retailers in improving average
tickets. There were toppers with an assortment
of high-end foam and fiber fills and new pillow
programs, as well as entire accessories collections
and displays.
■ In some showrooms, it was all about air flow as
manufacturers focused on improving the breathability of foam mattresses by adding open-cell
visco-elastics, foams cut and contoured to help
move air through the bed and special ventilationaiding fabrics.
On the following pages, BedTimes presents an
overview of market introductions and highlights new
products that illustrate some of these trends.
* Unless otherwise noted, all prices are suggested
retail for queen-size sets.
|
30
Market
31 |
Top left Spring Air International The Boston-based bedding maker has
ensured that the body-contouring support features of the all-foam Sleep Sense
BioMax bed are plain to see. The specialty sleep line carries the Level II seal of
the Specialty Sleep Association’s Environmental & Safety Program. Its
polyurethane foams are CertiPUR-US certified and its latex and panel ticking
satisfy the Oeko-Tex Standard 100. The four models retail for $1,299 to $2,199.
Top right Simmons The Atlanta-based manufacturer introduced the AirCool
Sleep System, part of “Project New,” a package of enhancements to its specialty
sleep lines. The system provides better ventilation of foam beds via specially
engineered foams and spacer fabric borders. Simmons also launched
eye-catching digital point-of-sale tools, MicroGel gel-infused memory foam,
the sleek NuFlex adjustable base (retailing for $1,699 in queen) and contoured
memory foam—part of its Independent Response Technology.
Middle left Pure LatexBLISS Granulated Talalay latex, or latex “down,” fills two
new reversible toppers from Pure LatexBLISS. They retail for $400 for a
low-profile version and $500 for a high-profile version. The Atlanta-based
producer also introduced an innerspring mattress featuring wrapped coils
encased with Talalay latex. In two profiles, it retails for $1,400 and $1,600.
n
See MORE
Check out additional sights and sounds
from the August Las Vegas Market. We’ve
posted a video report by BedTimes
Associate Editor Barbara Nelles online
at www.bedtimesmagazine.com.
|
32
Bottom left Therapedic International The licensing group launched the specialty
collection EcoTouch “in response to consumers’ desire for quality,
environmentally friendly beds and retailer demand for competitive price points,”
said Gerry Borreggine, president and chief executive officer of the Princeton,
N.J.-based company. EcoTouch features an engineered foam core composed
of layers of high-density polyurethane and open-cell visco-elastic, each with
plant-based content from soy. Four models retail for $1,699 to $2,999.
Top left Restonic At Restonic, the top-of-the-line
ComfortCare Select made its first major market
appearance, dressed in silver and white and draped
with a shimmery, molten foot streamer and
pillows. The bed from the Buffalo, N.Y.-based
licensing group features 800 wrapped coils,
Marvelous Middle technology, high-end foams
and zoned support. The top Doria model retails for
$1,499.
Middle left E.S. Kluft & Co. Inspired by European
divan beds with toppers, Rancho Cucamonga,
Calif.-based E.S. Kluft & Co. has created the A3
Series. Each three-piece bed set includes a
ComfortTop topper, a mattress available in three
firmness levels and a base. Components include
high-end latex and gel-infused foams, wool, organic cotton and wrapped coils. A3 prices start under
$3,000. Toppers were found throughout the Kluft
showroom, including reversible button-on toppers
on some new Monogram Series beds. The company
says ComfortTops soon will become a standard
feature in every line.
Bottom left Gold Bond Hartford, Conn.-based
mattress maker Gold Bond showcased a new
ventilated, pressure-relieving EcoSense bed. The
all-foam, smooth-top mattress has “Cool Response”
gel-infused memory foam in its top comfort layer
and is covered in a supple stretch knit. Three models
retail for between $1,099 and $1,499. Gold Bond
also added several models to its Sacro-Support
encased coil line and unveiled a redesigned
Premier Series two-sided collection.
n
Newcomers & new Showrooms
The Las Vegas Market continues to attract
mattress and sleep accessories producers.
Companies making their Las Vegas debut this
summer included mattress producer Carolina
Mattress Guild, marketing specialist Wright of
Thomasville and sleep accessories supplier
Guard Master. Paramount Sleep showed its line
in a space at the Monte Carlo Resort & Casino.
Others, including Boyd Specialty Sleep and Pure
LatexBLISS, expanded their presence into larger
showrooms. Representatives cut the ribbon on
Ergo Bedroom, a multiuse showroom that will be
open year-round to the public.
|
34
Top right Kingsdown Blu-Tek, a new all-foam collection from Mebane, N.C.based Kingsdown, made waves on the show floor with its striking point-ofpurchase materials and color-blocked borders. Blu-Tek’s Cool Support
Technology includes a number of horizontal and vertical ventilating features:
channel cuts, pinhole designs in support layers and in the edge support, and
a 3-D fabric on panels. Beds combine polyurethane, visco-elastic and latex
foams, as well as poured gel in the top models. The four-bed line retails for
$1,499 to $2,999.
Top right Comfort Solutions Playful puppy imagery helps communicate
Willowbrook, Ill.-based Comfort Solutions’ key marketing message for its
eXtended Life line of extra-durable mattresses: “Saggy puppy good. (Saggy
mattress bad.)” The company also rolled out a limited edition Laura Ashley
collection aggressively priced—starting at $599—to help retailers capitalize
on late summer promotions. The Laura Ashley beds are dressed in rose or silver
and feature foam-encased innersprings and zoned foams in super-soft or
firm feels.
Bottom left International Bedding The mattress maker redesigned its Europa
collection with fashion-forward fabrics in sage and chocolate, premium foam
comfort layers and foam-encased wrapped coils. The five new models from the
Fort Lauderdale, Fla.-based company retail for $799 to $1,599. Also new were
nine “great value” beds with retails from $399 to $899 appearing in the
American-Pedic, Classic and other collections.
Bottom right Serta The mattress major accented
accessories with a new Sleep To Go program for
retailers that includes a large two-sided display
case designed to hold an array of pillows, sheets,
blankets and protectors. Retailers can customize
the exact accessories mix. The company,
headquartered in Hoffman Estates, Ill., also added a
fifth model to its popular iComfort line. It features a
layer of gel-infused latex and retails for $2,999.
35 |
Top left Paramount Sleep Showing at the Monte Carlo Casino & Resort,
Paramount Sleep highlighted its Boutique Hotel collection. The beds feature
open-cell memory foam to improve air flow and pocketed innersprings. The
grouping is being marketed to both retailers and hotels. The seven-model line
retails for $799 to $1,499.
Top right Sealy The mattress major’s luxury Next Generation Stearns & Foster
line stood out on the show floor with fresh styling—upholstery borders, a
vertically stitched foundation, top-panel jumbo medallion, upgraded
components (including a 100% latex core in one model) and a new
marketing campaign designed to connect with consumers on an emotional
level. The brand from the Trinity, N.C.-based company has been regrouped into
Core, Estate and, now, Lux Estate, collections. It retails for $1,300 to $2,699.
Bottom right Englander The Olive Branch, Miss.-based licensing group rolled
out Egel, a three-bed specialty sleep collection with contemporary styling and
point-of-purchase materials to match. The beds retail for $1,499 to $2,100 and
have zones of blue gel injected in the visco-elastic comfort layer. “We’re thrilled
because this new national program has been a real hit at the show,” said
President Kevin Toman. “The POP and look and feel of these new beds really
appeal to that all-important younger demographic.”
n
NEXT SHOW
Las Vegas Market
Jan. 30-Feb. 3
World Market Center
Phone 888-416-8600
[email protected]
www.lasvegasmarket.com
|
36
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Top left Suite Sleep The maker of “luxury organic sleep systems”
put the emphasis on zippered pillows with covers woven from
organic cotton and then filled with organic wool, kapok or finely
shredded 100% natural latex. Angela Owen, owner of the Boulder,
Co.-based company, sells retailers extra fill by the pound so that
pillows can be customized to each sleeper. They retail for $129.
Bottom left Natura World Cambridge, Ontario-based Natura
World unveiled a contemporary, smooth-top mattress collection,
NaturaSleek, with a cream-colored stretch knit cover and Dunlop
latex core. The beds include a layer of NaturaWool to ease
pressure points and wick away moisture. Prices for the four-bed
line range from $1,799 to $2,999.
Top right Boyd Specialty Sleep The St. Louis-based mattress
producer displayed a redesigned patent-pending platform Bonus
Base with handsome arched legs and a silver-and-brushed nickel
finish that retails for $199 in queen. Boyd also added latex
toppers, as well as two new beds to its Natural Flex latex mattress
collection. The mattresses, at 12 inches and 13 inches, retail for
$799 and $999, respectively. An attractive new Natural Flex
point-of-sale display is available to retailers.
Bottom right Anatomic Global Specialty sleep producer Anatomic
Global, which is headquartered in Corona, Calif., entered the
adjustable category with two styles of bases. They feature
color-matched upholstery, wireless remotes, massage
function and lumbar support options, as well as a unique method
for anchoring the mattress to the base. The company also
unveiled Shoreline, a five-bed line of aggressively priced
visco-elastic mattresses that retail for $499 to $1,499.
|
38
ISPA Chairman’s Message
ISPA: Our
industry’s
insurance
policy
By Gerry Borreggine
B
enjamin Franklin founded America’s first fire company in
1737. It was Franklin’s idea that a club or society of “active
men, whose business is to attend all fires, whenever they
happen” was necessary in colonial Philadelphia.
Leather buckets, strong bags, baskets, hooks and ladders were the
tools of the colonial firefighters.
Soon thereafter, Franklin started America’s first fire insurance
company. This became necessary because in colonial times, house fires
were commonplace, as a result of the heating methods of the day. A fire
company could hardly protect the entire city, so they needed a marker or
signal to identify which houses where insured and which weren’t. This
gave the fire company a clear indicator as to which fires they needed to
respond to and, ultimately, fight.
Franklin’s fire company, the Union Fire Co., went by the simple
motto, “An ounce of prevention is worth a pound of cure.” Lead plaques
with the fire company’s logo and the homeowner’s insurance number
were affixed to the front of houses—both mansions and modest row
homes—to identify the insured houses to the fire company.
As callous as it may seem, one can only imagine how many colonial
homes burned to the ground without an attempt by the local fire company to extinguish the blaze, due to the fact that those homes were not
part of the fire insurance network.
Many of you may be wondering, “What in the world do Ben Franklin’s
fire and insurance companies have to do with ISPA?”
Well, it’s much more than just the civic pride I feel about my hometown and one of America’s favorite sons. It has quite a bit to do with the
mattress business and the trade association that represents the interests
of the entire mattress industry.
It has been said many times that the International Sleep Products
Association is very much like an insurance policy for the members of the
association and that it also acts as an agent for the nonmembers in our
industry—both the big (mansions) and the small (row homes).
ISPA is the industry’s watchdog on Capitol Hill, ensuring that the
mattress industry has a unified and salient voice with our nation’s policy-
|
40
makers. Time and time again, ISPA has led the fight to allow our industry
to operate on a level playing field when it comes to doing business both
in the United States and abroad.
Many times that effort goes unnoticed, as it’s often unheralded. It’s
considered another day on the job by ISPA and its staff. Perhaps there
isn’t enough drum banging going on at ISPA headquarters, but that unassuming approach does not change the fact that this association is working tirelessly, 24/7 for an industry in dire need of an advocate.
Where would this industry be today if not for the efforts of its association advocate in response to the numerous and onerous fire regulations
and laws that a number of states were about to enact several years ago?
How about the association’s unified effort to ensure that the industry—all the industry, members and nonmembers alike—were apprised
of the FR laws and properly educated in ensuring the industry’s compliance with such laws?
Recently, there was a bill in the New York Legislature, which would
have required every retailer to segregate the used mattresses it picked up
on deliveries and put them in separate trucks, apart from the trucks the
dealer used to deliver the new product to consumers’ homes. In its typically understated fashion, ISPA went in, lobbied, cajoled and convinced
lawmakers that this was an unreasonable bill, which, if enacted, would
add hundreds of dollars to the consumer’s purchase price of new mattress sets.
Do you think ISPA is an insurance policy worth having? I certainly
do, which brings me to the value proposition of ISPA membership.
How, in good conscience, could any manufacturer do business in this
industry and not support or be a member of ISPA?
When I assumed the chairmanship of ISPA in March, I publicly stated
that my primary objective was to convert ISPA from an exclusive association to an inclusive one. I said that ISPA management, for several years,
had taken a misguided path. That is now behind us. My predecessor,
Don Wright, presided over a healing period in which the association was
shaken up, changed and, ultimately, corrected.
Now, we look to unify and move forward for the benefit and betterment of the entire industry.
If you have any questions to ask me regarding these matters,
I am open to discuss them with you privately and personally. My personal
email is [email protected] and my cell phone number is
609-605-0535. I want to talk to you.
Leaders lead and firefighters put out fires. I don’t want anybody’s
house to burn on my watch.
Call me.
Gerry Borreggine is president and chief executive
officer of Therapedic International and chairman
of the International Sleep Products Association.
He began his career in 1977 as an executive
with sleep products retailer 40 Winks and joined
Therapedic in 2003. Borreggine became active
in ISPA more than 20 years ago when he was the
first retailer asked to join the board of the Better
Sleep Council, ISPA’s consumer education arm.
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News
M
attress major Sealy, with
headquarters in Trinity,
N.C., reported net sales
of $321.3 million in the second
quarter of fiscal 2011, an increase
of 10.6% compared to the same
prior-year quarter.
Total U.S. net sales also
increased 10.6% to $253.4 million from the second quarter of
fiscal 2010. International net sales
increased $6.5 million, or 10.5%,
from the second quarter of fiscal
2010, to $67.9 million. Excluding
the effects of currency fluctuation,
international net sales increased
6.3% from the second quarter of
fiscal 2010. Sealy attributed the
gain primarily to increased sales in
Argentina, Canada and Mexico.
Gross profit increased by $3.5
million to $125.1 million from the
prior-year quarter.
Income from operations
decreased by $4.7 million to $22.4
million. Included in the result
is $12.7 million of incremental
costs associated with the launch of
n
BRIEFLY
Sealy’s second quarter
Net sales $321.3 million
U.S. net sales $253.4 million
International $67.9 million
net sales
Gross profit $125.1 million the Next Generation Posturepedic
line, including price discounting
for the old line, manufacturing
startup costs and national advertising expenses.
Net income from continuing
operations for the second quarter
was $0.8 million, or $0.01 per
diluted share, compared with $3.7
million, or $0.03 per diluted share,
in the prior-year quarter.
Adjusted EBITDA (earnings
before interest, taxes, depreciation
and amortization) in the second
quarter decreased 18.7% to $32.8
million from $40.3 million in
the prior-year period. Adjusted
EBITDA margin decreased to
10.2%, compared to 13.9% in the
second quarter of 2010.
“We were pleased with our
operational and financial performance in the second quarter,
which allowed the company to
deliver double-digit sales growth
over the prior year, as well as
sequential growth in gross margin,
income from operations and adjusted EBITDA. We accomplished
these results even as we saw conditions for the industry become
more challenging than expected,”
said Larry Rogers, Sealy president
and chief executive officer.
“The balance of the year is
shaping up to be more challenging, but the ongoing success of our
broad product portfolio affirms
the confidence we have in our
ability to drive improved financial
performance—with expected
continued revenue growth and improving gross margin and adjusted
EBITDA results in the second half
of 2011,” Rogers said.
SHORT
Sealy’s second-quarter sales rise 10.6%
Denver Mattress aids
charity for orphans
Denver Mattress Co.
raised $200,000 for the
Tim Tebow Foundation, which supports
orphanages around
the world. Through the
“Your Dreams Improve
and So Do Theirs”
campaign, Denver
Mattress donated
$15 for every mattress sold from May
19 to June 22. The
company reached its
initial donation cap
of $100,000 so quickly
that it increased the
goal to $200,000.
“Denver Mattress
Co. was thrilled to
be able to go above
and beyond what
we had originally set
out to do,” said Dan
Visser, president of the
Denver-based factory
direct.
Select Comfort reports net sales up 16% in recent quarter
M
inneapolis-based airbed
maker Select Comfort reported net sales increased 16% to
$161 million in the second quarter
of fiscal 2011, compared to $139
million in the second quarter of
2010. The increase was driven by
company-controlled sales growth
of 20% over the prior-year period.
Net income for the quarter
was $11.3 million, or $0.20 per
diluted share, as compared to
net income of $6.2 million, or
$0.11 per diluted share, in the
second quarter of 2010—an 82%
improvement.
Operating income of $17.6
million and an operating margin
of 10.9% both represented
the best second-quarter performance in company history,
according to Select Comfort.
“We’re pleased that focused
execution against our strategic
priorities is continuing to result in
strong operational and financial
performance, as demonstrated in
our second-quarter results,” said
Bill McLaughlin, Select Comfort
president and chief executive
officer. “Specifically, we sustained
double-digit comparable sales
growth and strong margins, which
allowed us to report record-setting
second-quarter operating income.”
Gross profit margins in the
second quarter of 2011 increased
130 basis points to 63.5% of net
sales, compared with 62.2% in the
prior-year period.
The increase reflects a strong
product mix, manufacturing efficiencies and pricing actions,
the company said.
Sales and marketing costs for
the quarter increased by 12% to
$70.5 million, representing 43.7%
of net sales. This compares to $63
million, or 45.3% of net sales,
in the prior-year period. Media
investments in the second quarter
totaled $20.1 million, 25% higher
than a year ago.
Cash flows from operating
activities were $34 million for
the first six months of 2011,
compared to $29 million in the
prior-year period.
Driven by increased investment in stores and information
systems, capital expenditures
for the first six months of 2011
increased to $9.6 million, compared with $1.7 million during
the same period last year. As of
the end of the second quarter,
cash, cash equivalents and marketable debt securities totaled
$98 million and the company
had no borrowings under its
revolving credit agreement.
“During the second half of
the year, we should continue to
drive profitable growth as we
accelerate awareness and
consideration of our brand,”
McLaughlin said.
n
BRIEFLY
Second-quarter numbers
Net sales $161 million
Net income $11.3 million
Operating income
$17.6 million
Operating margin
10.9%
43 |
News
Tempur-Pedic sees sales rise 30% in second quarter
M
attress and pillow producer
Tempur-Pedic posted net
sales of $342.2 million in the
second quarter of fiscal 2011, up
30% from $263 million in the
second quarter of 2010.
The Lexington, Ky.-based
company reported net income
of $53.1 million in the second
quarter, compared with $33.5
million in the second quarter
of 2010. Earnings per diluted
share were $0.76 in the second
quarter of 2011, up from
$0.46 in the prior-year period.
On a constant currency
basis, net sales increased 25%.
Net sales in the North American segment increased 29%
and international net sales
rose 34%. On a constant currency basis, international net
|
44
n
BRIEFLY
Second-quarter snapshot
Net sales $342.2 million
Net income
$53.1 million
Gross profit margin
52.9%
Operating profit margin
24.2%
sales increased 18%. Mattress sales increased
30% globally—up 28% in
North America and 37%
internationally. On a constant
currency basis, international
mattress sales increased 20%.
Pillow sales grew 25% globally—up 19% in North America and 31% internationally.
On a constant currency basis,
international pillow sales
increased 15%.
Gross profit margin in the
second quarter of 2011 was
52.9%, compared with 48.7%
in the second quarter of 2010.
Tempur-Pedic attributed the
gain to a favorable product
mix, improved efficiencies in
manufacturing and fixed-cost
leverage related to higher production volumes, partially offset by higher commodity costs
and new product launches.
The company’s operating profit margin was 24.2%,
compared with 20.5% in
the second quarter of 2010.
The increase was driven by
improved gross profit margin,
partially offset by increased
marketing investments,
Tempur-Pedic said.
“We are pleased with our
second-quarter performance,”
said Mark Sarvary, TempurPedic chief executive officer.
“We executed well on new
product rollouts across the
globe, broadening our appeal
to consumers. Productivity
programs continue to expand
our margins and our strategic
investments in advertising
are driving awareness and are
already driving growth.”
Looking to the remainder
of 2011, Tempur-Pedic expects
net sales to range from $1.37
billion to $1.4 billion and
earnings per share to range
from $3.07 to $3.14 per diluted
share.
News
Spring Air & Jamison sign licensing deal
S
pring Air International and Jamison Bedding have inked a
licensing agreement that allows Jamison to make and market
Spring Air-branded products in Indiana, Kentucky and Ohio.
Under the deal, Jamison will do business as Spring Air Midwest.
Jamison, based in Brentwood, Tenn., will produce Spring Air
and flagship Back Supporter products from its 100,000-squarefoot factory in Gallatin, Tenn.
“Jamison is a strong, well-respected bedding producer in its
own right and, in terms of business values like innovation and
quality, we are well aligned,” said Rick Robinson, president of
Spring Air, which has headquarters in Boston.
Jamison will cover territory previously serviced by a plant in
Columbus, Ohio, that closed last year. Spring Air factories in Boston and Toledo, Iowa, have been filling the gap since then.
To manage the Spring Air rollout, Jamison has expanded
the responsibilities of territory manager Drew Bryson to include
Indiana, plus northern Kentucky and, initially, Ohio. Jamison is
seeking a sales representative to cover northern Ohio, said Ken
Hinman, Jamison senior vice president of sales and marketing.
“This is an exciting venture between two long-standing mat-
tress brands that value their heritage and take pride in both their
people and products,” Hinman said. “The synergies that exist in
this new arrangement will enable us to maximize our raw materials purchasing, leverage our delivery systems in new markets
and increase factory productivity. We also see the strength of
the Spring Air brand and its emphasis on smart marketing and
meaningful innovation as major opportunities for us.”
Jamison will
continue market‘This is an exciting venture
ing its own mattress
brands, including
between two long-standing
Arbor, Crest, Oceania and TLC, as well mattress brands that value
as the Hypnos line
their heritage.’
of licensed products. The company
also is a major supplier to hotel chains Marriott and Best
Western.
Spring Air has 14 manufacturing facilities in the United
States and operates in 33 countries.
45 |
News
Slumbercare expands Therapedic brand in Australia
S
lumbercare Bedding Pty.
Ltd., a Therapedic International licensee in Australia,
has increased its territory to
include the state of South
Australia. The company previously had been manufacturing,
marketing and distributing
Therapedic-branded bedding
throughout the state of Victoria
and in the southern portion of
New South Wales.
Slumbercare, with headquarters in Oakleigh South,
joined the Therapedic network
in 1998.
“Slumbercare is our strongest licensee on the continent
and we are looking forward to
them duplicating that success
in other parts of the country,” said Gerry Borreggine,
|
46
president of the Princeton,
N.J.-based licensing group.
“Australia is a key market for
us and this expansion will help
maximize the potential of our
brand there.”
Slumbercare Managing Director Con Apostolidis added:
“We are privileged to take on
the Therapedic International
license for South Australia
and operate with the same
philosophy and strategies that
have brought Victoria success
with the brand for the past 13
years.”
Therapedic also has licensees in Canada, Dubai, Ecuador,
Guatemala, Ireland, Israel, Jamaica, Jordan, Korea, Malaysia,
Mexico, Morocco, New Zealand
and Trinidad.
Growing partnership Slumbercare Bedding Pty. Ltd. and
Therapedic International have enjoyed a licensing deal for 13
years. Celebrating an expansion of the relationship are (from left)
Norman Rosenblatt, Therapedic chairman; Con Apostolidis, Slumbercare managing director; and Gerry Borreggine,
Therapedic president.
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|
48
New lows Spinks Springs has rolled out new low-profile
pocketed springs. The HD spring unit shown here is only ¾-inch
tall.
U
nder the Spinks Springs brand, Harrison Spinks Components Ltd.
is offering the patented Posturfil and HD pocketed springs to the
global bedding industry.
The Posturfil pocket spring offers “exceptional levels of comfort
by utilizing a high pocket spring count that not only enhances and
supports the contouring properties of the application but equalizes
the weight of the user, thus reducing pressure points,” according to the
company. Posturfil springs are 1½ inches tall and are available in five
different tensions. Spring counts are equivalent to more than 1,000
springs per queen-size mattress.
The HD spring is just under ¾-inch tall. Spring counts are equivalent to more than 2,000 springs in queen size. The products can be
used individually or layered together.
The springs are produced in an 80,000-square-foot plant in Leeds,
England, and are roll-packed for cost-effective shipping, the company
said. They were showcased at Interzum Cologne in Cologne, Germany,
in May.
Leeds-based Harrison Spinks Components is part of the Harrison
Spinks family of businesses. Harrison Spinks is a leading producer of
luxury mattresses for the U.K. market.
Furniture industry cruise to benefit cancer center
SHORTS
Your ToTal Source.
Except as otherwise noted, all marks used are trademarks and/or registered trademarks of Henkel and/or its affiliates in the U.S. and elsewhere. ® = registered in the U.S. Patent and Trademark Office. © Henkel Corporation, 2010. All rights reserved. 6991 (12/10)
Henkel Has You Covered.
City of Hope’s National Home Furnishings Industry chapter
is sponsoring a “Northeast Cruise for Hope Around Manhattan” fundraiser on Sept 10. City of Hope is a research,
treatment and education center for cancer and other
life-threatening diseases in Duarte, Calif. The cruise is
being held in honor of Simon Kaplan, president of Crest
Furniture. Sponsors include mattress major Sealy in Trinity,
N.C.; upholstery maker Rowe Furniture in Elliston, Va.; and
purchasing cooperative Furniture First in Harrisburg, Pa. For
more information, check www.cityofhope.org. To register, contact Beth Ida Stern, City of Hope senior director of
development, at 213-241-7192.
1800Mattress.com helping homeless
Online and phone mattress retailer 1800Mattress.com
is sponsoring a donation and discount program to
benefit the nonprofit organization A Good Night Sleep
News
Boyd earns patents for mattress
& pillow selection system
T
he U.S. Patent and Trademark Office has issued Boyd Specialty Sleep two patents related to the mattress producer’s
in-store mattress and pillow selection system, Sleep Metrics.
Boyd developed Sleep Metrics in 2008. Using a diagnostic
air mattress, touch-screen kiosk and computer system to gather
information about a customer’s body type, sleep style and special
needs, Sleep Metrics allows retailers to help their customers
select the right mattress and complementary accessories, such as
pillows, mattress protectors and massagers.
“Ultimately, the Sleep Metrics system creates a more consultative and professional experience for the shopper and enhances
the selling skills and success of the
retail sales associate,” said
Dennis Boyd, president of
the St. Louis-based
company.
The new patents are U.S. No.
7,937,238 and
7,937,239.
Another
patent for
the system
(U.S. No.
7,467,058)
was issued in
2008. The latest
patents bring to more
than 30 the total number
of patented products,
components, processes or
systems that Boyd Specialty
Sleep has created since its founding in 1977.
and its “Drive to 500,” an initiative to provide a minimum of
500 beds to clients and partners of the charity this year. A
Good Night Sleep supplies beds and sleep accessories to
people making the transition from homelessness to permanent housing. Through Sept. 30, shoppers who make donations of $25 or more to the organization receive slidingscale discounts on mattress purchases. 1800Mattress.com
kicked off the drive by sponsoring a “Bedder Dream Big”
fundraising event in Los Angeles July 23.
Anatomic Global doubles its MEGA Group dealers
Anatomic Global, a foam mattress maker based in Corona,
Calif., has doubled the number of MEGA Group USA member
retailers carrying its products. Thirty members of the home
furnishings and electronics buying group, which has headquarters in Germantown, Tenn., now sell a range of Anatomic
Global’s Comfort by Design and EcoSeries mattresses, toppers and pillows.
49 |
News
IMC finishes purchase of High Point buildings
IMC now owns 18 buildings
I
|
50
with more than 11.5 million
gross square feet
Home Furnishings Center and
eight Market Square complex
properties in High Point. It already owned the World Market
Center in Las Vegas.
“We are pleased that this
unprecedented combination of
properties is complete and that
these attractive assets have come
together under one structure and
management team,” said Robert
Maricich, IMC chief executive officer. “With the addition
of these five premier facilities
to our portfolio, we can now
devote our focus to our primary
mission—creating the most effective, efficient and compelling
platform for our industry.”
Magniflex expands with new strategy
SHORT
nternational Market Centers
has completed its acquisition of five furniture and home
accessories showroom buildings in High Point, N.C. They
include Showplace, Showplace
West and three buildings on
North Hamilton Street.
Financial details of the
transactions, which were announced May 3 and completed
in late July, were not disclosed.
With these sales completed,
IMC now owns 18 buildings with
more than 11.5 million gross
square feet in High Point and Las
Vegas, the two largest furniture
and home accessories markets in
the United States. IMC has headquarters in both cities.
Last spring, the IMC
purchased the International
Mattress producer Magniflex now has placement in more than 120 retail locations in the
United States, in part because of a new strategy focused on placing products on the floors
of contemporary furniture and specialty mattress dealers. “We are gaining nice traction
focusing on independent furniture dealers,” said Marco Magni, global sales director for the
company, which has headquarters in Prato, Italy. “We believe a key to the success of the
program is that these dealers have a loyal customer following, have experienced RSAs who
are knowledgeable about our products and are excited to have something unique, like
Magniflex, in their bedding department.”
News
Hickory Springs’ Panama Jack line debuts
B
each lifestyle brand Panama Jack has launched its first home
furnishings line, the Panama Jack Home Collection, at retailers nationwide. The collection features 11 mattress-and-frame
futon ensembles from Hickory Springs Mfg. Co., a furniture and
mattress industry supplier with headquarters in Hickory, N.C.
“We call this product ‘convertibles’ because the futon has
evolved to be a much more stylish, high-quality and versatile
product,” said Dwayne Welch, Hickory Springs executive vice
president.
The futon collection features solid wood frames and two
mattress options—an 8-inch version made of fiber and Hickory
Spring’s Preserve bio-based foam and a 10-inch version that
incorporates an innerspring unit. Suggested retail prices range
from $699 to $1,299.
In addition to Preserve, the line features eco-friendly components, including recycled steel in the innerspring unit and
recycled cotton in the cotton-poly blend coverings. Four of the
top models feature hand-woven rattan and wicker embellishments in the frame.
“Panama Jack is a brand that is youthful and adventurous but
FR Materials (Fire Retardant)
Barrier / Filler Cloth / Thread
Quilt Backing
Filler Cloth
Flange
Mattress Bags
Staples & HogRings
Insulator Pads
Threads
Adhesives
Ticking
Staple & HogRing Guns
Springs
Warehouse / Showroom
Miami, FL 33166
[email protected]
Fresh futons Hickory Springs Mfg. Co. and Panama Jack have
teamed up to create an 11-model line of mattresses and
frames they’re calling ‘convertibles.’
also resonates with 50 year olds who know the name from when
they were children. This partnership is part of our commitment
to elevate the category and help RSAs sell a more fashionable,
higher-end product for use in the living room, den or vacation
home,” Welch said.
Panama Jack, which offers products from sunglasses to rum
to furniture under its brand, is based in Orlando, Fla.
Productos Retardantes
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Gold Bond ups institutional sales
R
enewed efforts in the contract
market and a fresh selection of
beds specifically designed for that
sector are paying off with new business from customers in education,
hospitality and health care, said
mattress manufacturer Gold Bond.
“While retail continues to be a daily struggle, the contract market has a steady
need for product and, candidly, is better funded,” said Bob Naboicheck, president
of the Hartford, Conn.-based company. “It made strategic sense for us to renew
our ties to this market and that strategy has paid off.”
Gold Bond has modified its top-performing value lines—the two-sided SacroSupport and its Comfort collection—to conform to the requirements of contract
customers.
“We are offering a range of new products designed for the comfort, quality and value that our contract customers want today,” Naboicheck said. “Their
needs cannot be met from buying from the largest, most promoted brands. What
they care about is getting the highest quality specifications at the most competitive prices.”
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52
Ergo opens year-round space in Vegas
S
pecialty sleep veterans Michael Nermon and John Shaw have opened Ergo
Bedroom, a multiuse showroom in the World
Market Center in Las Vegas that is open to
the public year-round and to the trade during
furniture markets in winter and summer.
During the recent Las Vegas Market in
August, Ergo featured mattresses by Swedenbased producer Carpe Diem and U.K. maker
Vi-Spring.
“The Ergo Bedroom showroom establishes
a new model for manufacturers to market
their bedding products in a more conducive
environment,” said Nermon, founder and
president of Ergo Customized Comfort, a
specialty bedding retailer based in Irvine, Calif.
“The support we have received from our suppliers and the World Market Center has been
tremendous. Everyone is working together
to create an ideal setting that all facets of the
marketplace can enjoy—suppliers, retailers,
designers and consumers.”
Ergo Bedroom is in Building C-184 of the
World Market Center.
New market model Ergo
Bedroom’s showroom in Las
Vegas is open to the public, as
well as the trade. Among the
brands it featured during the
summer furniture market was
Vi-Spring. Seen together during
the show were Michael Nermon
(from left), owner of Ergo
Bedroom; Terrence Bachor,
Vi-Spring director for North
America; Mike Meehan,
Vi-Spring managing director;
and Dr. Neil Stanley, sleep expert
with the Sleep Consultancy.
News
Fabrictech: Allergens nothing to sneeze at
M
attress and pillow protection
supplier Fabrictech International sponsored a seminar on bedroom
allergens and health in August as part
of the Las Vegas Market’s continuing
“One Good World Series” of seminars
and presentations. The series was
established in 2010 and focuses on
health and sustainability issues in the
home furnishings industry.
Sean Bergman, vice president of
sales and marketing for the Cedar
Grove, N.J.-based company, spoke
about allergies and asthma triggers in
bedrooms, citing a wealth of existing
research.
Fifty-five percent of American children have some type of allergy and 20
million Americans have dust mite allergies, Bergman said.
Retailers can assist consumers in addressing indoor allergens and disturbed sleep by
carrying mattress and pillow protection products. Such accessories also help supplement ticket sales and increase dealer margins, Bergman said.
U.K.’s FIRA amends FR standards
T
he U.K.’s FIRA International has amended
two furniture and mattress flammability
standards, both addressing the flame-resistant
polyester fabric that covers filling materials.
The revised standards are:
■ BS 7177: 2008 + A1: 2011, specification
for the resistance to ignition of mattresses,
mattress pads, divans and bed bases. This is
the main U.K. standard for assessing the FR
properties of complete mattresses for all applications, domestic and contract use.
■ BS 7176: 2007 + A1: 2011, specification
for the resistance to ignition of upholstered
furniture for nondomestic seating by testing
composites. This is the main U.K. standard
for assessing the FR properties of contract
furniture.
The amendments were made to ensure
that the fabric specification is identical to that
contained within the U.K.’s Furniture and
Furnishings (Fire) (Safety) Regulations 1988,
as amended in 1989, 1993 and 2010. “This is a relatively minor amendment
and should have no effect on any test results
already achieved,” said Phil Reynolds, principal technical manager for FIRA, a testing and
certification organization based in Stevenage,
England. “The update has been made to ensure
consistency across testing approaches and to
maintain the highest standard in fire safety
testing.”
The amendments went into effect Aug. 1
and are available for purchase at
www.fira.co.uk/standards-plus-database.
For more information, contact FIRA at
44-1438-777-700 or [email protected].
NVC
Logistics Group
53 |
News
SHORTS
Kingsdown makes ‘Extreme’ donation
Mattress maker Kingsdown, with headquarters in Mebane,
N.C., participated in episodes of the ABC television program
“Extreme Makeover: Home Edition” shot in Fayetteville, N.C.
The manufacturer donated mattress sets for the TV program’s
projects at a homeless shelter for female veterans, as well as at
a private home. “We are thrilled to share in the excitement these
projects are bringing to residents of Fayetteville and Fort Bragg,”
said Eric Hinshaw, Kingsdown chairman and chief executive
officer. “Extreme Makeover: Home Edition” can be seen on
Sundays. The episode featuring Kingsdown is scheduled to air in
October.
Sealy offers ‘Inflation Buster’ beds
In a special promotion that launches at retailers during
the Labor Day holiday weekend, mattress maker Sealy is
promoting a collection of “Inflation Buster” Sealy brand
beds. “We know budgets are tight in this tough economy,”
said Jodi Allen, chief marketing officer of the Trinity, N.C.based company. “We wanted to create a superior bed at
a low cost that drives business for our customers, while
offering an incredible value to consumers.” The innerspring
mattresses are available in firm, plush and euro-top de-
|
54
signs and all include memory foam. They have suggested
retail prices of $699 for a queen set.
Serta ‘adopting out’ sheep for charity
Serta, a mattress producer based in Hoffman Estates, Ill.,
is sponsoring “Adopt-a-Sheep for the Fight Against Cancer,” a fundraiser to support City of Hope. City of Hope is
a research, treatment and education center for cancer
and other life-threatening diseases in Duarte, Calif. Serta
will make a donation to City of Hope for every consumer
who “rest tests” or purchases an iComfort bed at a participating retailer. Those consumers will go home with a
free, limited edition Counting Sheep plushie. The special
promotion will run Oct. 1 through March 31.
Restonic ‘making dreams come true’ with contest
Buffalo, N.Y.-based licensing group Restonic will choose
the grand prize winner in its “Supporting Dreams” contest
this month. Six finalists received $500 after submitting videos explaining why Restonic should support their dreams.
The grand prize winner will tour a Restonic factory and
design his or her dream mattress. Restonic has used the
contest to build web traffic.
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PATRON: HRH THE PRINCE OF WALES
Newsmakers
Int’l Bedding broadens sales staff
I
Bed line. She
nternational
has nearly 22
Bedding has
years of experihired three
ence in sales
sales profesmanagement in
sionals to fill
both wholesale
newly created
and retail sales.
positions across
Previously, she
the United
States. All three Steve Baumberger
Ann Stephenson was a retail sales
Pat O’Brien
coordinator for
report to Dennis
manager
for
Mattress
Giant
and
Perry
Ellis
International,
serving
Straily, vice president of sales
Macy’s
and
Dillard’s
department
will
be
responsible
for
other
for the Fort Lauderdale, Fla.stores. Prior to that, Stephenson
strategic sales initiatives. He has
based mattress maker.
was a territory sales executive
12
years
of
experience
in
the
Steve Baumberger has been
for Sealy. She also has held sales
mattress
industry.
Most
recently,
appointed territory manager
management and merchandising
he
was
a
vice
president
of
the
for southern California. He is
posts with Tommy Hilfiger USA
Osprey Group Inc., a landscape
responsible for leading sales
and Abercrombie & Fitch.
installation and maintenance
growth for all IB brands. Previ“Each of these executives
firm. Previously, he was with
ously, he was vice president at a
brings a wealth of sales, manageSpring Air, serving in a number
real estate brokerage firm. Prior
ment, marketing and business
of sales capacities, including
to that, he was owner and presidevelopment expertise to our
dent of Baumberger’s Furniture.
vice president of sales for
company from both inside and
e-commerce and contract busiDuring his career, Baumberger
ness. He also has held sales posts outside the mattress industry,”
also has worked as an operations
Straily said. “Based on their
with Serta and Simmons.
manager for Midwest Wireless
years of experience and their
Ann Stephenson has been
Inc. and as a manager for Dania
proven track records, we’re
hired as a territory manager and
Furniture.
extremely excited about their apis responsible for retail accounts
Pat O’Brien, based in Florida,
pointments to the IB team.”
in Texas that carry the Dr. Breus
has been named key account
Bookbinder joins retailer Mattress Giant
S
leep shop chain Mattress Giant, which
has headquarters in Addison, Texas, has
added industry veteran Mike Bookbinder to
its management team.
Bookbinder was named executive vice
president of merchandising and marketing.
He reports to Michael Glazer, Mattress Giant
president and chief executive officer.
“Mike Bookbinder is an extremely talented
executive who will be a terrific addition to our
Mattress Giant team,”
Glazer said. “With his
passion for the business and his experience
in growing retail sales,
I have no doubt he will
quickly be a significant
contributor to the
growth and profitability
Mike Bookbinder
of Mattress Giant.”
Most recently, Bookbinder was with mattress maker and licensing group Comfort
Solutions, where he served as senior vice
president of sales. The majority of Bookbinder’s career has been in retail. He spent
11 years with bedding chain Sleepy’s in a
number of senior sales and marketing roles.
He began his mattress industry career at City
Mattress, where he rose to president.
“I am very excited to become part of the
Mattress Giant team,” Bookbinder said. “I
look forward to returning to my retail roots
and believe that my background will allow me
to help Mattress Giant grow its business.”
At Mattress Giant, Bookbinder replaces
Dominick Azevedo, who left the retailer in
May to lead Advanced Sleep Concepts.
Hickory Springs
names new VP
for wire products
A
s part of a companywide realignment,
Hickory
Springs
Mfg.
Co. has
promoted
Tim Becker
to vice
president
of its Wire
Tim Becker
Products
Group.
In the new role, Becker
has responsibility for the
company’s Spring Plant
and Bedding Products
division and oversees HS
Wire Technology. He reports to Jimmy Bush, senior
executive vice president
of Hickory Springs Wire
Products Group.
Becker joined Hickory
Springs in 1997 as a sales
and product manager. For
the past 12 years, he has
been general manager of
HS Wire Technology. Before
that, he was a sales manager for Laclede Steel.
“Tim’s extensive experience in wire technology made him the natural
choice for overseeing our
Spring Plant and Bedding
Products division,” said Lee
Lunsford, Hickory Springs
executive vice president
and chief operations officer.
“His expertise will be a valuable resource for continuing
to develop and diversify the
wire, spring and bedding
products that are the foundations of our business and
our industry.”
Hickory Springs is based
in Hickory, N.C.
57 |
Newsmakers
Roles change at Southerland as Corbin departs
M
attress producer Southerland Inc., with headquarters in
Nashville, Tenn., has reconfigured its top management
team.
Steve Russo has been named chief executive officer and
chief operations officer. He continues as chairman of the
board. Previously, Russo held the title co-president, along with
David Corbin.
Corbin has resigned from Southerland to pursue an opportunity in a different industry.
“We have appreciated David’s leadership and vision, which
have taken the company forward, and wish him well in his
future endeavors,” Russo said.
Bryan Smith has been promoted to president and will re-
Veteran sales exec Reardon dies
J
eremiah Reardon, a former sales executive who devoted his entire career to the mattress manufacturing
industry, died July 1 in New Bedford, Mass., after a battle
with cancer. He was 70.
Reardon retired in 2006 after more than 45 years in the
industry. The majority of his career was spent with Sealy
and Serta factories in the Northeast. He worked his way
up through the ranks, beginning as a sales representative for a Sealy factory in Randolph, Mass., and eventually
earned the title vice president of sales.
He then spent 10 years with Serta in an executive sales
and marketing post. He retired from Serta in 2004, but
quickly re-entered the business when he accepted a position at Restonic, working for longtime industry colleague
Kevin Toman, who led the licensing group at the time.
“Jeremiah was a special person and I have received so
many positive comments about his sincerity and kindness from his former colleagues throughout the country,”
Toman, now president of mattress licensing group Englander, told BedTimes.
Survivors include his wife, Mary; two daughters, Alexis
and Christine; five sons, Brian, Edward, Joseph, Matthew
and Sean; two brothers, Kevin and Timothy; two sisters,
Rosalie and Denise; eight stepchildren; and many grandchildren, great-grandchildren, nephews and nieces.
Memorials may be made to the American Cancer
Society, 5 Manley St., West Bridgewater, MA 02379 or to
the St. Vincent de Paul Society, c/o St. Mary’s Church, 783
Dartmouth St., Dartmouth, MA 02748.
|
58
main chief financial officer of the company. Previously, he was
executive vice president. Smith also has been elected to the
board.
Scott Miller has been named executive vice president.
His previous title was executive vice president of sales. In the
new post, Miller broadens the scope of his responsibilities to
include marketing services, as well as sales.
“Our executive team has an excellent balance of customer
focus, industry experience, product and market knowledge,
and operational skills,” Russo said. “We are well-positioned to
execute our business model and create meaningful customer
value.” Southerland is an employee-owned company with
facilities in Nashville, Oklahoma City and Phoenix.
Industry charity honors
trade group director
J
essica Alexander,
executive director of the National
Bed Federation, a U.K.
mattress industry trade
group, has been named
Businesswoman of the
Year by a furniture industry charity.
The award was one
of three Women in Furnishing honors handed
out by the Furniture
Industry Trust at its
second annual awards
ceremony held in June
at Furniture Makers
Hall in London. The
Furniture Industry Trust is a
London-based charity that assists current or former furniture
industry members and their
families when they experience
financial or personal crises.
Alexander has worked for
the National Bed Federation
since 1987 and was named
executive director in 2006. The
trade group is headquartered in
Jessica Alexander
Skipton, England.
“Jessica’s hard work has driven the organization forward
and her inspiring campaigns,
such as National Bed Month
and the new annual Bed Show
(which will enter its second
year in September) has helped
maximize awareness and
increase membership considerably,” said a news release
announcing the award.
ISPA Certificate in Product Safety Analysis
The International Sleep Products Association (ISPA), in partnership with the Center for Supply Chain Management
Studies at the John Cook School of Business at Saint Louis University and ADK Information Services, LLC, presents the
first ever university level Certificate in Product Safety Analysis program.
The program is intended for product safety managers and will be held at
Saint Louis University's John Cook School of Business in St. Louis, MO on December 5-6, 2011
This course features industry experts in the areas of product risk assessment, compliance and regulation, and supply
chain management. It allows a unique networking opportunity for product safety managers to meet their colleagues
and discuss issues and current trends in the product safety field.
Students will receive general course materials, as well as access to the 160-page ADK Risk Assessment Manual©, a
self-audit tool that provides safety personnel with a validation process for each step in the product safety system of
their company.
Course elements include:
Risk management
Product hazard analysis
Regulation and compliance
Making effective presentations on hazard analysis topics
Supply chain management
Product safety issues and trends
The workshop concludes with group presentations, examination and the presentation of a Certificate in Product
Safety Analysis from the Center of Supply Chain Management Studies at Saint Louis University and ISPA.
Tuition for the 2-day program is $1650 for ISPA Members and $2200 for Non-ISPA Members
(overnight accommodations and travel excluded)
For discounts on registering multiple employees from the same company, call 703-683-8371 for details.
ENROLL TODAY
space is limited
https://www.adksafetyinfo.com/ispa_order.aspx
For more information, contact ISPA at [email protected]
or ADK Information Services, LLC at 314-361-4464 or [email protected]
The Certificate in Product Safety Analysis is offered by the Center for Supply Chain Management Studies at Saint Louis University and
the International Sleep Products Association, and is made possible through the support of ADK Information Services, LLC.
Newsmakers
SHORTS
H.P. Market Authority names president
The High Point Market Authority has
appointed Tom Conley president and
chief executive officer. He replaces
Brian Casey, who left the organization last spring. Conley previously was
owner of TPC & Associates in Chicago,
a convention and trade show services
business, which he launched in 2009.
Before starting his own firm, he was
Tom Conley
president of the Toy Industry Association. Conley also has served as president of the Steel
Service Center Institute, the International Travel Management Partner and the National Housewares Manufacturers
Association. The High Point Market Authority is the official
sponsor of the biannual furniture market in High Point,
N.C.
rulemaking and enforcement proceedings for consumer
products, including mattresses. Kameros previously was
general counsel and director of compliance at the lobbying firm Cassidy and Associates. Before that, he served 19
years as a federal prosecutor with the U.S. Department of
Justice.
Sears Canada names Sealy Canada top supplier
Sealy Canada has been selected as Supplier of the Year
for 2010 by Sears Canada, besting 7,000 suppliers that
provide a wide array of products to the retailer. This is the
second time that Sealy Canada has been named Supplier
of the Year. It also received the honor in 2004. Sears Canada also honored 74 suppliers as its Partners in Progress
for 2010 and selected eight of those as Category Suppliers of the Year. Sealy Canada has received a Partners in
Progress award for eight consecutive years.
CPSC hires new compliance director
The U.S. Consumer Product Safety Commission has
named Andrew Kameros assistant executive director of
compliance and field operation. In the position, he oversees product safety recalls and plays a significant role in
NOBODY TAKES
“SLEEP TIGHT AND DON’T
LET THE BED BUGS BITE”
MORE SERIOUSLY.
It’s likely you haven’t thought about that
phrase since you were a kid. However, it’s
shaping the way Pristine® manufactures
bedding fabrics. Now that bed bugs are
becoming a national epidemic, we’ve
developed barrier fabrics used for mattress
encasements and pillow covers that have
been proven to effectively block bed
bug bites. Pristine’s one-of-a-kind nonlaminated fabrics allow air and moisture
vapor to pass through while also creating a
barrier to bed bugs and irritating allergens.
pristinefabrics.com
Pristine is a registered trademark of Precision Fabrics Group, Inc.
To learn more about how Pristine® Bedding Fabrics can protect your bottom line, simply contact
Traci Broughton, Pristine Product Manager at 1-888-733-5759 or email [email protected].
|
60
Newsmakers
Group to honor Serta’s Sherman, retailer Seaman
C
ity of Hope’s National
Home Furnishings
Industry chapter will honor
two mattress and furniture
industry leaders, Bob Sherman
and Jeffrey Seaman, at its annual Spirit of Life benefit gala
next year.
Sherman is chief executive
officer and president of Serta,
a mattress producer based in
Hoffman Estates, Ill. Seaman
is co-founder of retailer Rooms
To Go in Seffner, Fla. City of
Hope, based in Duarte, Calif.,
is a leading research, treatment and education center
for cancer, diabetes and other
life-threatening diseases.
Both men will receive the
Spirit of Life award, City of
Hope’s most prestigious honor,
in recognition
of their
business
and philanthropic
accomplishments.
The benefit gala will be April
22 in Greensboro, N.C., coinciding with the High Point
furniture market.
In just over two decades,
Sherman is credited with
building Serta into the second
largest bedding manufacturer
in the United States with annual sales exceeding $800
million. Sherman is active in
numerous charitable organizations and, most recently, was
honored
by A
Silver
Lining
Foundation, an
organization that
ensures access to diagnosis and
treatment for breast cancer
patients.
Seaman and his father, Morton, founded Rooms To Go in
1991, introducing the concept
of displaying and packaging
furniture in complete room
settings. Seaman supports numerous charities, particularly
those that aid hospitals and ill
children and those that fight
racism and discrimination.
“Bob Sherman and Jeffrey
Seaman have dedicated their
professional and personal
lives to helping others,” said
Kevin O’Connor, chairman
of the Spirit of Life gala and
president and CEO of Samson
Marketing. “It’s only fitting
to honor these two leaders
who have paved the way in
the home furnishings industry
with their tremendous support and commitment to our
mission. Their influence gives
us greater hope that cures can
one day be found.”
To purchase tickets for the
Spirit of Life event, contact
Beth Stern at [email protected].
To register online or for more
information, check
www.cityofhope.org/nhfi.
61 |
ISPA
R.I. recycling bill
dies without action
T
he Rhode Island Legislature adjourned in
July without passing a bill that would have
required mattress manufacturers and retailers
operating in the state to participate in an “extended
producer responsibility” program.
An EPR program makes manufacturers responsible for funding and operating a system for collecting and disposing of consumer products at the end
of their useful lives.
The Rhode Island bill would have required the
mattress industry to develop an EPR program for
mattresses discarded in the state.
The International Sleep Products Association and
other manufacturing groups had opposed the bill.
“This is a significant victory for our industry,” said
ISPA President Ryan Trainer. “ISPA supports efforts
to promote the proper disposal of used mattresses,
but the Rhode Island legislation would have set a bad
precedent. ISPA believes that used mattress recycling
efforts must develop
and evolve on their
own, without the
interference of costly
and impractical
state mandates.”
Congress makes industry-supported
C
ongress approved a bill in August to amend portions of the Consumer Product Safety Improvement Act that the International Sleep
Products Association and other groups said were burdensome to manufacturers.
This marks the first changes to the CPSIA since it was passed in 2008.
According to ISPA, the bill makes a number of changes that should
benefit mattress manufacturers. The legislation:
■ Requires the U.S. Consumer Product Safety Commission to assess the
costs associated with its third-party testing requirements for products,
including children’s mattresses
■ Adds new protections to promote accuracy in the consumer database
created by the CPSIA
■ Revises the CPSIA’s lead and phthalates restrictions.
Since the CPSIA was enacted, ISPA has lobbied both Congress and
the CPSC to implement the law’s sweeping provisions in a manner that
would not impose needless burdens on U.S. manufacturers.
“ISPA applauds Congress for finally altering several provisions of
the CPSIA that imposed costly and redundant requirements on manu-
BSC has cure for teen ‘zombies’—
enough sleep on a good mattress
I
n a back-to-school campaign that began in August, the Better Sleep Council is
warning that teenagers are exhibiting symptoms of “zombieitis”—otherwise
known as sleep deprivation—at unprecedented rates.
The cure? Between nine and 10 hours of sleep on a quality mattress.
The “Stop Back-to-School Zombieitis” campaign was developed to warn
parents and teens about the dangers of zombieitis. Sufferers exhibit symptoms
such as irritability, depression, anxiety, apathy and decreased brain function.
Heading back to school is an exciting time for students, but it means an
adjustment to teens’ sleep schedules. Teenagers are known for late nights
and sleeping in during the summer break, so starting school can be a difficult
change. Too often, parents overlook the importance of transitioning to a new
is a must-read for mattress manufacturers
Why? Our readers say BedTimes is their source for
■ New & innovative equipment
■ The latest research on consumers’ needs & wants
■ Classified & product advertising
■ Up-to-date news about the industry
■ FR & regulatory information
■ Coverage of suppliers & new products
■ Mattress disposal & recycling
■ Ideas & industry trends
Our readers are your customers. Advertise in BedTimes.
Contact Kerri Bellias, 336-945-0265 or [email protected]
|
62
ISPA
changes to consumer protection law
facturers, but did not
n LEARN MORE
improve consumer
safety,” said ISPA
To read the latest on advocacy efforts by the
President Ryan TrainInternational Sleep Products Association on
er. “This victory for our
behalf of the mattress industry, click on the
industry will add more
“Advocacy” tab of the ISPA website,
common sense to the
www.sleepproducts.org.
consumer product
rules that the mattress
industry must meet without compromising product safety.”
Trainer praised ISPA members for their efforts in revising the CPSIA.
“The grassroots support of ISPA members who contacted their
elected officials was key to this bill becoming a reality and demonstrates what can be accomplished when an industry works together for
the common good,” he said.
The legislation passed by large margins in both the House and the
Senate. President Barack Obama signed the bill into law on Aug. 12.
sleep schedule and sleeping on
a quality mattress when doing
their back-to-school planning,
according to the BSC.
“Lack of sleep has been
associated with a decrease in
mental aptitude in multiple
studies and is one of the most
basic needs for memory function,” said Karin Mahoney,
director of communications for
the BSC, the consumer education arm of the International
Sleep Products Association.
The American Academy of
Sleep Medicine recommends
teens get nine to 10 hours of
sleep a night and a mattress is
vital to reaching that goal. Fortunately, parents overall seem to understand the
role of a good mattress. In a recent BSC survey, 89% of parents of teenagers say
they believe a quality mattress helps their teens get a good night’s sleep.
n
Get the latest
For more on the campaign, check the Better Sleep Council’s website,
www.bettersleep.org, or these social media channels:
■ www.stopzombieitis.com (campaign microsite)
■ facebook.com/stopzombieitis
■ twitter.com/stopzombieitis
■ youtube.com/user/stopzombieitis
ISPA, university
team up for course
on product safety
T
he International Sleep Products Association has
partnered with the Center for Supply Chain Management Studies at the John Cook School of Business
at St. Louis University
and ADK Information Services LLC to offer the first ‘Mattress
university-level Certificate
in Product Safety Analysis. manufacturers
The program is
have a long
intended for product
safety managers and other history of being
professionals responsible
proactive on
for product safety management and compliance.
product safety
Classes will be held at St.
Louis University’s John
issues.’
Cook School of Business
in St. Louis Dec. 5-6.
The course features experts in product risk assessment, compliance, regulation and supply chain management. It also allows a unique networking opportunity for product safety managers to meet colleagues
and discuss issues and trends in product safety.
“Mattress manufacturers have a long history of
being proactive on product safety issues,” said ISPA
President Ryan Trainer. “We congratulate St. Louis
University for developing the first university-level
course in this field and are proud to offer a customized version of this program specifically tailored to the
needs of ISPA members and the rest of the mattress
industry.”
St. Louis University is known in the consumer
product field for its Certificate in Product Safety Management course, which attracts students from different
segments of the consumer product manufacturing and
retailing sectors. This is the first program developed by
the university for a specific consumer product manufacturing industry.
For more information on the program or to register,
contact Mary Helen Uusimaki,
ISPA vice president of membership and communications, at
703-683-8371 or mhuusimaki@
sleepproducts.org
or ADK Information Services at
215-589-9231 or
info@adksafety
info.com.
63 |
Calendar
|
SEPTEMBER
Sept. 14-18
Habitare
Helsinki Exhibition &
Convention Centre
Helsinki, Finland
Phone 358-9-150-91
[email protected]
www.finnexpo.fi
Sept. 6-10
International Furniture Market
Malaysia Agro Exposition
Park Serdang
Kuala Lumpur, Malaysia
Phone 603-8024-7736
[email protected]
www.ifm.net.my
Sept. 14-17
Furniture China
Shanghai New International Expo Centre
Shanghai, China
Phone 86-21-64371178
[email protected]
www.furniture-china.cn
| OCTOBER
Oct. 22-27
High Point Market
International Home Furnishings Center & other locations
High Point, N.C., U.S.
Phone 336-869-1000
[email protected]
www.highpointmarket.org
| DECEMBER
Dec. 2-4
Seena Magowitz Celebrity Golf Classic
Arizona Biltmore
Phoenix, U.S.
Phone 602-524-7636
roger@seenamagowitz
foundation.org
www.seenamagowitz
foundation.org
Above High Point Market
Oct. 22-27 in High Point, N.C.
Right Seena Magowitz
Celebrity Golf Classic
Dec. 2-4 in Phoenix.
|
64
to the
Mattress industry!
Networking
Education
innovation
saVe The
DaTe!
March 14-17, 2012
IndIana ConventIon Center
Indianapolis, Indiana, USa
www.ispaexpo.coM
The only trade show in the world devoted
exclusively to the mattress industry.
a d v e r t i s e r s
A. Lava & Son Co.
Steve Appelbaum
800-777-5282
(800-777-LAVA)
www.alavason.com
24
Amelco Industries Ltd.
Andreas Georgallis
357-22-484444
www.amelco.com
16
Atlanta Attachment C2-1, 29
Co. Inc.
Hank Little
770-963-7369
www.atlatt.com
Bloomingburg Spring & Wire Form
Vickie Schwarm
740-437-7614
www.bloomingburg
spring.com
64
BLR
Martin Leroux
819-877-2092
www.blrlumber.com
6
Eclipse International/
11
Eastman House
Stuart Carlitz
800-634-8434
www.eclipsemattress.com
www.eastmanhouse
mattress.com
Edgewater Machine Co. Inc.
Roy Schlegel
718-539-8200
www.edgewater
machine.com
25
23
Boyteks Tekstil AS
Deniz Boydak
90-352-322-0588
www.boyteks.com
15
Costa International
51
Daniel Vazquez
305-885-9761
www.costa-international.com
Enriquez Materials 19
& Quilting Inc.
Silvia Enriquez
323-725-4955
www.enriquezquilting.com
Foshan Ruixin Nonwoven 54
Co. Ltd.
(Rayson Global)
Himy Lee
86-757-85806388
www.raysonchina.com
Global Depot Pty. Ltd.
41
Darren Nelson
61-7-3883-3031
www.globaldepot.com.au
Global Systems 49, C3
Group
Russ Bowman
954-846-0300
www.gsgcompanies.com
45
Diamond Needle Corp.
61
Abe Silberstein
800-221-5818
www.diamondneedle.com
Hengchang Machinery Factory
Ren Ying
86-769-83307931
www.hcjixie.com
Duroflex International
George Mathew
415-990-4343
www.latexglobal.com
Henkel
Tim Brown
614-483-1149
www.henkelna.com
48
|
66
61
OHM Systems Inc.
Catherine Anbil
513-771-0008
www.ohmworld.com
67
Integrity Software 52
Solutions
Bill Seres
604-574-7900, Ext. 101
www.efreedomis.com
Pacific Spring Inc.
Victor Nguyen
626-272-8882
50
Islatex
Evelio Alvarado
502-2279-7159
www.islatex.com
FoamPartner
47
41-55-253-63-03
www.foampartner.com
Boyçelik
Erol Boydak
90-532-274-3193
www.boycelik.com
Hickory Springs Mfg. Co. 2
Rick Anthony
828-328-2201
www.hickorysprings.com
33
Precision Fabrics
60
Traci Broughton
336-510-8009
www.pristinefabrics.com
www.therapeutic
bedding.com
John Marshall & Co. Ltd. 56
Peter Crone
64-3-341-2004
www.joma.co.nz
Quilting Inc.
Dave Pritchett
614-873-6667
www.quiltinginc.com
46
Kenn Spinrad Inc.
Randy Weinstock
800-373-0944
www.spinrad.net
Radium Foam
Cees Zielman
31-43-32-88-774
www.radiumfoam.nl
39
64
Latex Systems
27
Kitti Charoenpornpanichkul
66-2-326-0886, Ext. 204
www.latexsystems.com
Lava Textiles
Ann Weaver
864-998-4892
www.lavatextiles.com
Leggett & Platt
Mark Quinn
417-358-8131
www.leggett.com
P.T. RubberFoam 44
Indonesia
Andreas Janssen
62-21-53662190
www.rubberfoam.co.id
8
SABA North America LLC 4
Jim Turner
810-824-4964
www.saba-adhesives.com
37
Simalfa
Darren Gilmore
973-423-9266
www.simalfa.com
12
New England Needles Inc. 55
Thomas Lees
800-243-3158
www.newengland
needles.com
Therapedic International 42
Gerry Borreggine
800-314-4433
www.therapedic.com
NVC Logistics Group Inc. 53
Robert Feeney
201-256-8038
www.nvclogistics.com
Tietex International Ltd.
Wade Wallace
800-843-8390
www.tietex.com
C4
C l a s s i f i e d s
For Sale
Business Opportunities
n TAPE-EDGE MACHINES, MULTINEEDLE AND SINGLE-
n Turnkey Retail Mattress manufacturing BUSINess.
NEEDLE QUILTERS, long-arm label machines, sergers, etc.
Contact Victor LeBron, American Plant and Equipment.
Phone 864-574-0404; Fax 864-576-7204;
Cell 864-590-1700; Email [email protected];
Web www.americanplantandequipment.com.
A 2,320-square-foot building in historic downtown
Melbourne, Fla. Real estate and mattress manufacturing
equipment for $399,000. Contact Robert Lukow, Premier
Properties, at 321-749-1100 or
[email protected].
n REBUILT AND RECONDITIONED MULTINEEDLE QUILTING
Employment Opportunities
MACHINES. Specializing in PATHE precision parts and service. Technical consultants. SEDCO. Phone 201-567-7141;
Fax 201-567-5515.
n TAPE-EDGE MACHINES, QUILTERS AND MISCELLANEOUS
SEWING MACHINES. Contact Frank Carlino,
U.S. Mattress Machinery. Phone 815-795-6942;
Fax 815-795-2178; Email [email protected].
Place your classified ad today!
Reach mattress industry professionals around the world with
your advertising message through the BedTimes Classifieds.
n Sales Rep Wanted. We are looking for a sales rep
for Restonic Mattress, based in British Columbia, to serve
the Canadian provinces of Alberta, British Columbia and
Saskatchewan. Seeking someone with a sales background in
the furniture field who is covering these areas currently
or is interested in doing so. Send resumes to
[email protected].
For rates, deadlines and additional information, contact
Debbie Robbins, advertising production manager.
Phone 571-482-5443; Fax 703-683-4503;
Email [email protected].
Check out BedTimes online!
➩ Complete issues—
all articles and
advertisements—
posted every month
➩ No special software to
download
➩ Easy, intuitive
navigation
➩ Read BedTimes
anytime, anywhere
you have Web access
➩ ‘Live’ email and Web
links provide access to
more information
Take a look!
67
On Sleep
Study: Sleep boosts
athletic performance
G
etting more sleep can improve the performance
of competitive athletes, according to a small study
published in the July 1 issue of the journal Sleep.
The study involved 11 players on the Stanford University
men’s varsity basketball team and was conducted during
two basketball seasons from 2005 to 2008.
Players maintained their normal sleep-wake schedule
for a baseline period of two to four weeks, sleeping less
than seven hours per night, on average. Then, over the
next five to seven weeks, players tried to lengthen the time
they spent sleeping, reaching nearly 8½ hours a night.
With more sleep, the athletes recorded higher shooting
percentages and faster sprint times. The athletes also reported faster reaction times, decreased levels of daytime
sleepiness and improvements in mood.
Based on the research, lead author Cheri D. Mah, a
researcher at the Stanford Sleep Disorders Clinic and
Research Laboratory in Stanford, Calif., offers these tips
for athletes:
■ Prioritize sleep as a part of your regular training
regimen
■ Get more sleep each night for several weeks before a
competition
■ Maintain a low sleep debt by getting at least seven to
nine hours of sleep nightly (teens and young adults need
nine hours or more)
■ Keep a regular sleep-wake schedule, going to bed and
waking up at the same time every day
■ If drowsy, take brief 20-30 minute naps during the day.
|
68
Give the people what they want
I
t’s no surprise that a survey sponsored by the candy
bar 3 Musketeers would find that, if given a choice,
people would like to eat more chocolate. But BedTimes
was pleased that survey respondents also voiced a strong
desire for more sleep.
According to the 3 Musketeers “More or Less” survey,
some 90% of Americans
want more chocolate,
more vacation and
more sleep. We can only
imagine how happy
respondents would be to
eat chocolate in bed on
vacation! On the other
hand, Americans would
prefer less reality TV, less
political bickering and
fewer new technologies.
The survey of 1,040
men and women age
18-64 was conducted by
Impulse Research.
Research links lack
of sleep to weight gain
P
eople who aren’t getting adequate sleep take in additional calories, according to a new study—the latest to tie sleep deficits to
weight gain.
Researchers at medical centers and universities in New York and
Winnipeg, Manitoba, studied 30 men and women age 30-49 who regularly slept between seven and nine hours a night. Participants’ sleep
was then randomly altered so they slept either four or nine hours for
five nights. Food intake and energy expenditures were measured.
By the end of the study period, participants consumed about 300
more calories a day during their “short” sleep cycle than their “habitual” sleep cycle. And most of those increased calories came from
saturated fat. Participants’ total energy expenditure didn’t change
significantly with their sleep cycles.
“Our data show that a reduction in sleep increases energy and fat
intakes, which may explain the associations observed between sleep
and obesity,” the researchers wrote. “If sustained as
observed and not compensated
by increased energy expenditure, the dietary intakes of individuals undergoing ‘short’ sleep
predispose (them) to obesity.”
The research was published in
the August issue of the American
Journal of Clinical Nutrition.
Introducing Clings.
™
Say bye-bye to the slipping, sliding, bed-making blues.
Now you can sing a happier tune. with Clings, mattresses finally behave themselves. No more shifting and shuffling. No
more wobbling and wiggling. Simply apply our proprietary fabric to the mattress bottom or to decking – either way, the
mattress snuggles neatly to the foundation. Bed linens and dust ruffles stay tucked. and bed makers everywhere thank you.
THE GENTLE HOLD
I
N
N
O
V A T
E
ECo faBRICS, CoTToNS, pRINTS, jaCquaRdS, poLyESTERS, BLENdS, STITChBoNdS, waRp kNITS, fILLER CLoThS.
Tietex International Ltd., 3010 North Blackstock Road, Spartanburg, SC 29301, 864.574.0500 www.tietex.com
MATTRESS SOLUTIONS

Are you Are you Are you

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