A guide to the show A guide to the show

Transcription

BedTimes
MAY 2009
THE BUSINESS JOURNAL FOR THE SLEEP PRODUCTS INDUSTRY
Interzum
Cologne
A guide to the show
Ideas & resources
for keeping your
workers safe
Low-cost marketing
Talking to employees
about tough subjects
Build Mattresses with
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IT’S WHAT’S INSIDE
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Profiles
Non-wovens
Latex Foam
Foam Products
PowerStack Wire Foundations
InnerRest Fabric-Encased Coil Units
InnerACT Alternating Coil Innerspring
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MAY 2009
InSide
Features
22 For safety’s sake
To create a safe workplace, companies must strive—not just for a low injury
level—but for no injuries. Doing so improves morale, productivity and even the
bottom line. BedTimes gives you guidelines, ideas and resources for making your
plant as safe as it can be.
32 Sensitive talk
Given the troubled economy, companies increasingly find themselves having to
break bad news to employees. Human resource and communication consultants
offer tips for telling workers about salary cuts, benefit reductions and other
difficult changes.
Departments
16 Management Issues
Learn five ways to empower your
staff—and make yourself a better
leader in the process.
19 Marketing Report
If your marketing funds are in short
supply, concentrate on low-cost
methods of relationship marketing.
39 Interzum Cologne
A special section guides you through
Interzum Cologne, held May 13-16 in
Cologne, Germany. The guide features
extensive exhibitor profiles, maps of
the show venue and more.
5 Editor’s Note
7 Front Matter
13 Company Profile
20 Sales Talk
59 Media Relations
www.sleepproducts.org/bedtimes
65 Industry News
81 Factory Direct
85 Newsmakers
86 ISPA Advocacy
88 Calendar
89 Classifieds
90 Advertisers Index
92 The Last Word
BedTimes | May 2009 |
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EDITOR IN CHIEF
Julie A. Palm
336-727-1889
[email protected]
SENIOR WRITER
Barbara T. Nelles
336-856-8973
[email protected]
CONTRIBUTORS
Lee Froschheiser
Lin Grensing-Pophal
Pam Lontos
Kelley Robertson
Karen Saunders
Dorothy Whitcomb
ART DIRECTOR
Stephanie Belcher
336-201-7475
[email protected]
Vice President of Sales
Kerri Bellias
336-945-0265
[email protected]
Ad Production &
CIRCULATION manager
Debbie Robbins
336-342-4217
[email protected]
COPY EDITOR
Margaret Talley-Seijn
BedTimes deadlines
Editorial deadlines for the Industry
News and Newsmakers sections
of the July issue of BedTimes are
Monday, June 1.
Volume 137 Number 5
BedTimes (ISSN 0893-5556) is published
monthly by the International Sleep Products
Association. Periodicals postage paid at
Alexandria, Va., and additional mailing offices.
Editorial and advertising offices
5603-B W. Friendly Ave. #286
Greensboro, NC 27410
Phone 703-683-8371; Fax 703-683-4503
Administrative and ISPA offices
501 Wythe St., Alexandria, Va. 22314-1917
Phone 703-683-8371; Fax 703-683-4503
Postmaster Send address changes to
BedTimes, 501 Wythe St., Alexandria, Va.
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Contents © 2009 by the
International Sleep Products
Association. Reprint permission
obtainable through BedTimes.
Editor’sNote
Interzum Cologne
comes at prime time
M
any of our readers will be
attending Interzum Cologne,
held May 13-16 in Cologne,
Germany. You might even be reading
this magazine on the show floor: We
have bonus distribution of BedTimes
at the trade fair.
No one needs to tell you how difficult the economy is. But shows like
Interzum Cologne—valuable in the
best of times—are invaluable in the
worst of times. Now is when you are
rethinking every part of your business—the components you’re buying,
the suppliers you’re working with, the
types of mattresses you’re producing.
You’re looking for efficiencies and
ways to gain a competitive edge.
Interzum Cologne allows you to do
all that in one place and in just a few
days.
While putting together this issue of
BedTimes, we’ve had a chance to get
a sneak peek at what some exhibitors
will be showing during the fair. They
are rolling out new products and services designed to make your business
better. Take advantage of what they
have to offer.
And start making plans now to attend the International Sleep Products
Association’s next EXPO, which will
be March 3-6, 2010, in Charlotte, N.C.
ing live email and Web links that allow
you to access further information
from advertisers and others.
We’re posting BedTimes online at
the beginning of each month, allowing all of our readers to see the magazine earlier than they otherwise might.
We think the digital issue will be
especially useful to our international
readers, who sometimes experience
unavoidable delays in receiving their
copy of the magazine.
Past issues will be archived as we go
forward. Now, no matter where you
are—if you have access to the Internet—you’ll have access to BedTimes.
We’ve had valuable comments
from some readers. If you haven’t
already done so, check it out and tell
us what you think. As always, you
can email me at
[email protected].
In a related note, eventually we’d
like to be able to send all of our readers
a short email reminder when the latest
BedTimes has been posted online. We
have emails for many readers but not
all. To make sure we have your email
address, please send it to Debbie Robbins, our circulation manager, at
[email protected].
(We don’t share email addresses with
outside parties.) BT
Digital BedTimes
Last month, I told you that we are
posting the entire magazine online at
www.sleepproducts.org/bedtimes.
The platform we’re using is intuitive,
quick and easy to navigate, allowing
you to flip through the magazine in
much the same way you do the print
version.
But the digital version does have
some nifty additional features, includ-
Julie A. Palm
5
FrontMatter
Survey
Be cautious before cutting prices
Consumers may
change the way
they think about
your brand
By Julie A. Palm
I
t’s tempting to slash the price of
your products during a recession,
but companies should carefully
consider the ramifications before
doing so, according to new research
and marketing experts.
A recently released study by The
Futures Company, a global consumer research firm and consultancy,
shows that lowering prices—even
during an economic downturn—may
cause long-term damage to a brand’s
reputation as consumers wonder
about the reason for the discount: Is
something wrong with the product?
Is it inferior? Is it outdated?
When asked what they think
about a brand when its price is
lowered, 70% of consumers said,
“the brand is overpriced,” according
to the 2009 “Dollars & Consumer
Sense” study. Some 62% of consumers said they think “the product is
old, about to expire or about to be
updated and the company is trying
to get rid of it to make room for new
stuff.”
Conversely, those companies that
maintain their pricing structure
benefit from positive consumer impressions. According to the survey,
64% of consumers say they think
“the product is extremely popular”
and 64% say they believe “the product is already a good value.”
“Drastic price cuts…create a
double-barreled risk for brands.
First, such price cuts generally fail
to generate enough business to pay
for themselves, although clearing
inventory is of some value. Second,
they create long-term difficulties in
terms of consumer expectations,”
says J. Walker Smith, president of
the Yankelovich Monitor research
study and executive vice chairman
of The Futures Company, which was
formed through the recent merger
of Yankelovich in Chapel Hill, N.C.,
and London-based Henley Centre
HeadlightVision.
In fact, price cuts can have an unintended consequence. According to
the survey, the majority of consumers think that if a company lowers
prices, it will do so again. And they
may delay purchases, just waiting for
additional reductions.
During the past holiday season,
retailers across categories slashed
prices, advertising reductions of as
much as 70%, especially on apparel.
The results were not stellar. As The
Futures Company points out, recently released quarterly and annual
earnings results from a number of
major retailers showed “that markdowns, clearance pricing and other
significant price-cutting actions
have negatively impacted gross margins and other financial results.”
Paul Nunes, executive director of
research at Accenture’s Institute for
High Performance, agrees that automatic price-cutting isn’t the best
response to the recession.
“Although sales and discounts
seem to be the order of the day,
vendors have more opportunities
to maintain prices than they may
think. For example, there is often a
segment of loyal customers who do
not expect or need to be persuaded
with a discount to purchase. And
although there’s no end of grumbling, customers can be surprisingly tolerant of across-the-board
price hikes that they understand are
related directly to increases in raw
input costs, such as fuel for airlines
or milk for ice cream,” Nunes writes
in a Harvard Business blog at
www.harvardbusiness.org. Accenture is a management consultancy
with operations in 52 countries.
Not only can heavy discounting
encourage consumers to postpone
purchases while they await further
reductions, it also can make it difficult for companies to raise prices
in the future, Nunes says.
“Aside from the obvious profit
loss caused by hasty discounting,
there is the more pernicious real-
7
FrontMatter
ity that discounting and promotions
condition the buyer to expect lower
prices. This customer mindset makes
it hard to raise prices later when times
are better,” he writes. “In addition, in
what Accenture calls the discount trap,
a reduction in price requires a stiffer
increase just to bring the price back to
par—thus a 30% drop requires a 43%
increase. So customers are likely to
perceive future upward price adjustments as larger than the discounts.”
Nunes says companies should ask
themselves several questions before
deciding whether to consider price
cuts:
➤ Do customers still need your specific products? Do they have attractive alternatives they could purchase
instead?
➤ What benefits do your customers
gain by choosing your products over
8 | BedTimes | May 2009
➤ Learn more
The Futures Company’s “Dollars
& Consumer Sense” survey of
1,002 consumers over age 18 was
conducted by phone in January.
To learn more about purchasing
the full results, check
www.yankelovich.com.
(Yankelovich in Chapel Hill, N.C.,
and London-based Henley Centre
HeadlightVision merged recently
to form The Futures Company.)
your competitors?
➤ Do you offer unique services or
delivery capabilities?
The answers will help you segment
customers by their price sensitivity.
If you must discount, Nunes says,
companies can follow a number of
strategies. For instance, he says, “Be
mindful of the customer’s ‘paycheck
cycle.’ The Wall Street Journal recently
reported on how companies are successfully discounting based on how
close customers are to payday. All buying power is relative—and it can vary
greatly from week to week and even
from day to day.”
Companies like factory directs
could benefit from Nunes’ suggestion to offer customers options like
layaway.
“These payment-deferral programs are back, enjoying a revival
among some retailers like Kmart, for
example,” he writes. “And a new firm,
eLayaway, has updated the concept,
allowing customers to choose products from about 1,000 local retailers
online.” BT
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CompanyProfile
OMI lays claim to organic market
Mattress maker sets high manufacturing standards for itself
By Dorothy Whitcomb
A
t a time when overall bedding
industry sales have slipped by
double digits, Organic Mattresses Inc., a manufacturer of environmentally friendly sleep products,
says it is thriving and has high expectations for continued steady growth.
Capitalizing on an aggressive expansion program completed in 2008,
the company is opening new sales
territories and preparing to introduce
new products.
“Last year was a crucial year for
us. We doubled our physical size and
revenues and added new equipment
and personnel,” says Walt Bader, the
company’s president and co-owner.
Located in Yuba City, Calif., OMI
produces innerspring and latex mattresses, foundations and accessories
such as pillows, mattress pads and
comforters. Products are made with
100% organic raw materials, including
wool and cotton sourced in the United
States. To guarantee the purity of its
raw materials, the company limits its
vendors to farmers and producers
whose products have been certified by
recognized third-party organizations.
OMI also imports sustainably
harvested, powdered rubber tree
sap to produce the latex cores for its
mattresses. Because the nonblended,
Talalay-process cores are produced in
the United States, they do not have to
undergo fumigation, a requirement
for imported products, Bader says. In
addition, OMI turns to Forest Stewardship Council vendors for foundation lumber from sustainable sources.
“As far as I’m concerned, there
are no grades of organic. Organic is
organic. Kermit only comes in one
color,” Bader says.
Bader goes to great lengths to
Sensitive guy Walt Bader, president and
co-owner of Organic Mattresses Inc.,
discovered in the 1990s that his health
problems were caused by chemical sensitivities.
Pristine plant Organic Mattresses Inc. isn’t
just concerned about the components used
in its mattresses. The company maintains a
scrupulously clean manufacturing facility in
Yuba City, Calif.
Retail line The Organicpedic by OMI brand
was launched to be sold by dealers. At the
high end of the line is the Terra, which has a
suggested retail price of about $5,000 for a
queen size.
guarantee the purity of his company’s
finished products by keeping the
50,000-square-foot “eco-factory” free
of outside contaminants. Employees
aren’t allowed to smoke, wear fragrances or use fabric softeners when
laundering their clothing. They wear
white smocks and booties over their
shoes while they work. Compressed
air, used to clear away lint, is sterilized
to keep pollens and other contaminants from reaching the mattresses. As
a final measure, an ozone sanitation
chamber is used to eliminate any possible mold, yeast or bacteria.
Bader has received third-party
certification for OMI’s operations. In
December, it became the first mattress
manufacturer in the United States to
be named a certified organic processor
of fibers and textiles under the Global
Organic Textile Standard. It is the
only mattress manufacturer in North
America to receive GREENGUARD
certification for indoor air quality.
A personal mission
Chemically sensitive his entire life,
Bader began studying the effects of
environmental irritants early. But it
wasn’t until the early 1990s—when a
wide range of personal health issues
were traced to chemical exposures—
that he began an extensive search for
products made with natural ingredients. A professor of marketing at
Sierra College in northern California
at the time, Bader used his spare time
to find as many ways as possible to
reduce his daily exposure to chemically laced products.
“Mine was a life of avoidance and
substitution,” he says.
By 1998, he and his wife, Carol, had
identified enough products to found
Lifekind, an online catalog that sells
organic home, pet and personal care
products. When they wanted to add a
mattress line to the e-commerce site,
they couldn’t find what they wanted.
“There was no one out there producing mattresses to anything like the
standard we required,” he says.
The Baders decided the only way to
13
CompanyProfile
sell the bedding that they sought was
to manufacture it themselves. In 2003,
the pair founded OMI, which initially
produced only for the Lifekind catalog. Encouraged by response to the
products, the Baders have developed a
new line, Organicpedic by OMI, to be
sold by other retailers.
“We made a choice to follow the
$23 billion health food industry,”
Bader says. “The healthier lifestyle
mindset is firmly entrenched in the
country and organic is a choice for
consumers everywhere except retail
mattress stores.”
According to a 2007 manufacturing survey by the Greenfield, Mass.based Organic Trade Association,
U.S. sales of organics—both food
and nonfood
products—
rose 21% in
2006 over
2005, with
continued big
gains forecast.
“Although
the organic
industry has also taken a recessionary
hit, the market is out there, and consumers are just beginning to realize
that there is now an organic mattress
option,” Bader says.
Bader believes that educating both
consumers and retailers about the
advantages of his product is key to
OMI’s continuing growth.
“Our business model is the same
as every other mattress manufacturer
except for our product. Retailers have
to qualify their customers on price
first. Our mattresses sell on comfort;
purity is a bonus,” Bader says.
Organicpedic mattresses have
suggested retail prices for queen sizes
starting at about $2,000 for the Classic, a traditional 8-inch, two-sided
mattress with a 660-coil Bonnell innerspring unit.
At the high end, is the $5,000
Terra. It has a Talalay latex core, latex
comfort layers and a removable, twosided latex pillow-top that consumers
can flip from the smooth side to the
‘Although the
organic industry
has also taken a
recessionary hit,
the market is
out there.’
Branching out Organic
Mattresses Inc.’s product line
includes pillows, comforters and
pads, as well as crib mattresses.
sculpted side, depending on their
preference.
Retailers who understand that
organic consumers form a bottomup, almost grassroots, market see the
potential of the Organicpedic line on
their floors, Bader says.
“Most retailers are used to demand
being created from the top down by
commercials and advertising,” he says.
“In the organic mattress market, however, the customers are already there
and walk in retailers’ doors every day.
It’s a huge market and retailers who
take the time to educate consumers
and tell them what they’re buying can
take advantage of it.”
Bader thinks the contraction
of bedding sales in North America
may be working to his company’s
advantage.
“Now that sales are tight, retailers are beginning to think that they
do want that market and are looking
at promoting healthier lifestyles as a
sales tool,” he says.
OMI sells to retailers throughout
the United States and Canada, with
the heaviest concentration of accounts
on the U.S. coasts. Bader includes
ABC Carpet & Home in New York
and a number of high-end furniture
stores among his dealers, but says the
company’s biggest success has been
with sleep chains that have fewer than
10 stores.
Growth plan
Although Bader doesn’t divulge
specific financial information for
the privately held company, he says
that annual sales have been growing
steadily and he predicts continued
gains in 2009, based on the number
of new dealers OMI picked up during the company’s debut at the Las
Vegas Market in February. Traffic in
the 2,000-square-foot showroom
was brisk and post-market
sales have been strong: “We
were slammed at market with
the majors, the minors and
everything in between,” Bader says.
Bader’s optimism about the future
is tempered by the realities of the difficult global economic situation.
“The dynamics of the next five
years are pretty hard to forecast,” he
says. “I do believe that the consumer
will start to demand more validity
and, as that happens, the product
mix on retail floors will change.
We’ll be ready for that change.”
Readiness at OMI means offering
retailers and consumers increased
options. Two new mattresses are in
the pipeline, and Bader is working
with his vendors to develop variations of the organic cotton, wool
and rubber he uses.
Readiness also means creating a
well-trained, flexible work force—
another focus of his activity over the
past year. BT
ManagementIssues
Unlock the potential of your team
5 secrets to empowering your staff and being a better leader
By Lee Froschheiser
A
s the leader or manager of your
company, do you frequently
feel like things are spinning out
of control? If the answer is yes, you’re
not alone. All too often, employers
find themselves struggling to keep
pace with the day-in, day-out responsibilities of the job. Yet, it’s usually
their ownership of these responsibilities—and the fear of letting go of
them—that bogs down the workplace
and stifles overall success.
If letting go has been a challenge
for you, consider the following five
secrets to empowering your people
and becoming a better leader.
1
Find an accountability coach
Just as you would consult an
attorney about your company’s
legal issues, you should find someone impartial to assess and improve
your leadership style and to hold
you accountable. Tough as it may be
to let someone coach you and make
suggestions for change, this person
has one key mission—to help you
achieve your full potential as a leader.
Businesses that fail to see the value
of an accountability coach often have
trouble instigating crucial changes
on their own and are unable to take
their leadership and the company to a
greater level of achievement.
Ideally, you want to empower others and that’s accomplished through
training, coaching and supporting employees by providing them
resources and opportunities to learn
from mistakes. It’s also achieved by
trusting your employees and making sure their values align with your
company’s values.
Most importantly, you must demonstrate empowering behavior. All too
often, company owners or managers
say, “Hey, I want to be empowering!”
But when an employee asks for help,
they give her the answers rather than
require her to seek the solutions for
herself. Even worse, they do the employee’s job for her, wearing a big red
“S” for Supermanager.
If you’re doing everything yourself,
it’s likely that you’re wearing that big
red “S.” Shed this responsibility by
getting the right people around
you so you can delegate to your
team, hold each member
accountable and empower your staff.
3
Establish and maintain fundamental business practices,
policies and procedures In
everything you say and do, you must
stay focused on practical solutions. Ask
yourself what works and what doesn’t.
The answers to these questions will
uncover the secrets to running your
business effectively. They also will shed
light on six business fundamentals:
leadership, mission, vision, values,
strategies and goals. Ultimately, you’ll
2
Become an empowering leader To become an empowering
leader, you must first determine
what kind of leader you are today,
using what’s called the empowerment
pendulum. On a scale of 1 to 10, do
you lean toward the control side (1)
of managing your employees or more
toward the empowerment side (10)?
need to define, establish, implement,
track and evaluate each of these core
fundamentals. If this sounds like a
massive undertaking, relax: You won’t
be doing all the work. Instead, you’ll be
training and managing your team to
carry out these business fundamentals.
Through this effective leadership approach, you’ll be able to relinquish unnecessary control of the company and
turn your attention toward developing
the business instead.
4
Focus on the company’s vital
factors You know it’s important
to monitor your body’s health
with regular checkups that measure and
evaluate your vital signs. If you discover
that your weight or blood pressure is
too high, you change your diet and
exercise habits. This often has a domino
effect, improving other vital signs.
When it comes to a company’s
health, an effective leader should focus
on vital signs, or what’s called the company’s vital factors. These are the crucial
components that must be measured and
accomplished for an efficient system.
As a leader or manager, it’s your job
to define both the company’s and your
employees’ vital factors, determine how
to improve them and then teach your
team to do so, as well. This is most often
done by measuring and then creating
ways to improve. For instance, create a
planning checklist that outlines how to
fix each part of your company’s system.
As you repair the system, you’ll start a
chain reaction of change — the domino
effect that enables overall success.
5
Create passion with your
people This is the final secret to
unlocking your team’s power and
potential. Any leader can do this by
motivating and inspiring employees,
but a truly effective leader goes one step
further and requires accountability. As
mentioned, accountability is empowerment and empowerment breeds
passion. This boils down to measuring
employee performance and taking appropriate, timely action.
Many employers fail to demand
accountability out of fear or because
they view taking action as a negative.
They believe requiring accountability
means pulling the employee aside
to discuss why he isn’t improving.
But accountability also can—and
should—be a positive experience. For
example, when someone is doing a
specific task right, you can give positive feedback that holds the person
accountable.
Whether you’re delivering negative
or positive feedback, don’t wait until
performance reviews to hold someone accountable. At that point, your
feedback is usually too late. Instead,
impassion your employees with daily
feedback, whether it’s on the phone,
by email, in the hallway or during
other opportunities. Vital factor
meetings—when you’re discussing the
company’s health—can foster an environment that’s great for performance
checkups.
Always be on the lookout for ways
to proactively impassion your team.
Accountability is the most underused
tool of mangers, yet it’s probably the
most important. By learning to let
go of the reins a little and pass on
responsibilities to your staff, you will
unlock the power and potential of
your company. BT
Lee Froschheiser, president and chief
executive officer of Map Consulting in
Sherman Oaks, Calif. His consulting
firm specializes in transforming companies and accelerating the performance
of people, teams and organizations.
Clients include WebEx Communications, Cold Stone Creamery, Los Angeles
Clippers and KIA Motors. Froschheiser
also co-authored the book, Vital Factors: The Secret to Transforming Your
Business—And Your Life. For more
information, call 888-834-3040 or visit
www.mapconsulting.com.
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17
MarketingReport
Relationship marketing makes connections
You must stay in
constant contact to
build your business
those relationships by consistently
staying in touch.
Consistency is the key We can stay
connected to our customers and dealers by sending heartfelt cards like Joe
did or through phone calls, emails or
newsletters. We lose 10% of our influence every month that we don’t have
contact with our customers. Just a 5%
increase in customer loyalty could add
20% to 80% to your bottom line. A
disappointing statistic shows that 91%
of all real estate agents are forgotten
by clients within one to two years after
they close or represent a buyer on a
home because they did not stay in
touch.
By Karen Saunders
I
s the recession the only thing to
blame for your slowing sales? Sara,
a colleague of mine, thought so as
she watched her sales drop, along with
the rest of the economy.
I asked if she had recently cut back
on her advertising and marketing.
“Yes, I’m pulling in the purse
strings and limiting my expenses,”
Sara replied.
I asked if she was meeting new
people and developing relationships.
“No,” she admitted.
Well, that could be part of her
problem. History has shown us that
businesses often reduce—or completely cut—the money they spend
on marketing and advertising during
economic slowdowns. If you do that,
how do you reach your customers and
end-consumers? One lower cost way is
relationship marketing.
A telling tale
Joe Girard was listed in The Guinness Book of World Records as the
“World’s Greatest Retail Salesman”
for 12 consecutive years. Joe wasn’t
born with a silver spoon in his mouth.
He was abused as a child, lost jobs
as an adult and even went bankrupt.
He finally landed a job at a Chevrolet
dealership. There, Joe did very well,
personally selling more cars than most
dealerships. In fact, people stood in
line to buy a car from Joe. What was
his secret?
Joe practiced relationship marketing. Here’s how he did it: He sent
13 handwritten cards to each of his
clients and prospects every year—
one card every month and an extra
at Christmas. Some were cards of
appreciation and others offered tips
or giveaways, but they never pushed a
sale or discount. During his 15 years
with the dealership, Joe sent 13,000
handwritten cards. Recipients began
to anticipate getting a card from Joe
every month and he was the first
person on their mind when they were
ready to buy a car.
What can we learn from this story
and how can we expand upon it? Here
are a few strategic objectives we can
put in place now, so our businesses
can better withstand the impact of
economic downturns.
Develop strong relationships People
do business with people they know,
like and trust. It’s our job to make
this connection happen. To do that,
we must go beyond the superficial
and become genuinely interested in
our prospects and customers. For
instance, we can meet customers at
a coffee shop and get to know them
personally, without the usual business
discussions. I often do that. I make
mental notes about what is going on
in their lives, so I can refer to it the
next time we talk. Then I nurture
Commit to staying in touch Here
are a few ideas: Set up campaign
postcards to go out once a month
or develop a system for remembering birthdays or other significant
days. I use an online service that has
a phenomenal system for managing
my contacts, as well as printing and
mailing postcards and greeting cards.
I customize and personalize the cards
with my own handwriting-style font,
signature and photos. I have found
that a simple and sincere card can
make a huge impression on someone.
When we build strong networks
and nurture meaningful relationships with the people we serve, we
will garner unlimited contacts and be
less affected by economic slowdowns.
Start making relationship marketing
part of your efforts and watch your
company grow. BT
© 2008 Karen Saunders
Karen Saunders is owner of the design
firm MacGraphics Services in Aurora,
Colo., and an expert in graphic design
and relationship marketing. For more
information, call her at 303-680-2330
or check www.macgraphics.net.
19
SalesTalk
New strategies for a changing economy
Hone your skills
& narrow your
list of prospects
you don’t know, ask.
And don’t, under any circumstances, say “…and I will sell to anyone.”
This is the equivalent of selling to no
one. Sales guru Lee Salz recommends
that you limit your prospecting efforts to no more than 25 new customers with an additional 10 on the
back butner.
By Kelley Robertson
C
ompanies are cutting back,
people are tightening their
belts and many decisionmakers are holding off on major purchases. But, chances are,
your company hasn’t reduced
your sales quotas. Selling in a
difficult economy requires a
different approach than selling
during a robust one. Let’s look
at what you need to do to compete and keep your sales afloat.
Don’t believe everything
you hear: The slide in the
economy doesn’t mean that
your own sales have to sink.
Your mindset plays a tremendous role in your success.
While it’s difficult to maintain
a positive perspective during
times like these, it’s essential to
keep focused on your main objective. Associate with positive,
like-minded people and avoid
naysayers like the plague.
3. Focus your presentations Anytime you meet with a prospect or
even existing customer, make sure
that your presentation is focused on
his problem. Skip the nonsense about
how long you’ve been in business, blah, blah, blah. Instead,
concentrate on showing your
prospect exactly how his business
will benefit from selling your
mattress brand. If your product
will improve margins, tell them
by exactly how much. If you have
additional services that improve
their sales efforts, show your
prospect exactly how. Decisionmakers don’t stop making
purchases in difficult economic
times, but they do expect more.
4. Get closer to your customers Ideally, you already have a
great relationship with your existing customers. Now is the time
to further strengthen those ties.
Aggressively look for ways you
can help them solve problems
they may be experiencing in their
business. This doesn’t necessarily
mean selling more of your products. It could mean connecting
them with experts in different
fields, helping them on a project
or recommending other resources.
Too many salespeople cast a
wide net when prospecting,
with the hope of catching
anything that comes their way.
This approach isn’t a good
use of your time.
1. Tighten your prospecting
Too many salespeople cast a
wide net when prospecting,
with the hope of catching
anything that comes their way. This
approach isn’t a good use of your
time. Instead of cold calling dozens
and dozens of businesses, determine
your ideal customer and target dealers
that most closely match that description. If you don’t know who your
ideal customer is, look at your existing
customers. Who generates high revenue with high profit margins? What
problems do you help them solve?
Why do they do business with you? If
Once again, this reinforces the importance of narrowing your prospect list
instead of using a shotgun approach.
2. Broaden your campaign Jill
Konrath, author of Selling to Big
Companies, suggests that you use a
multitouch campaign after you identify your top prospects. Use a combination of emails, phone calls, targeted
letters, trigger events and networking
to connect with key decision-makers.
This takes planning and time—another reason you can’t effectively prospect
more than 25 companies at a time.
5. Become more visible Resist
the temptation to crawl into a cave
and hide until the economy recovers. Your customers may well forget
about you. Now is the time to increase your networking activities at
appropriate events. For instance, if
you’re attending Interzum Cologne
May 13-16 in Cologne, Germany,
make a point of going out to dinwww.sleepproducts.org/bedtimes
ner each night with some industry
colleagues you may not know very
well. And start making plans now to
attend the International Sleep Products Association’s Industry Conference and Exhibition, which will be
Nov. 4-6 in Bonita Springs, Fla.
(You can find details later this year
at www.sleepproducts.org/
industryconference.)
6. Fine-tune your sales skills As
a sales trainer, I always come back
to this and with good reason. The
skills you currently possess got you
where you are today but they won’t
get you much further. During times
of economic uncertainty, it’s essential
to refine your questioning skills. How
have your customers’ buying processes
changed? What new challenges are
they facing? What needs must your
customers have satisfied now?
In addition to death and taxes, one
thing you can count on is that the
economy will fluctuate. Right now, it’s
more challenging than it was just two
years ago. That doesn’t mean you can’t
reach your sales targets. Get smarter.
Get focused. Get busy. Get ready to
succeed in a tough economy. BT
© 2009 Kelley Robertson. All rights
reserved.
Kelley Robertson, author of The
Secrets of Power Selling, helps sales
professionals and businesses discover
new techniques to improve their sales
and profits. Receive a free copy of 100
Ways to Increase Your Sales by subscribing to his free newsletter at
www.kelleyrobertson.com. Robertson conducts workshops and speaks
at sales meetings and conferences.
Contact him at 905-633-7750 or
[email protected].
Resist the
temptation to
crawl into a cave
and hide until the
economy recovers.
…Now is the time
to increase your
networking
activities at
appropriate events.
21
Safety First
Creating an injury-free plant
A
By Barbara T. Nelles
ccording to the U.S. Bureau of Labor Statistics,
safety at mattress manufacturing plants has steadily improved since 2001. U.S. mattress manufacturers’ total case incidence rate*, as defined by the
Occupational Safety and Health Administration, dropped
from 13 in 2001 to 6.2 in 2008.
The industry’s improved record is reflective of an overall
trend toward better safety management, says Jesse Brazzell,
manager of safety services at the Safety Management Group
consultancy in Indianapolis.
“When I first started consulting 12 years ago, safety inspections in workplaces used to raise surprised, even hostile,
responses,” he says. “Now people seem to expect inspections
and that safe procedures will be in place.”
Mattress makers and safety experts BedTimes spoke
with agree that companies must strive—not for low levels
of injury—but for zero injuries. They cite an ethical duty
to create a “safety culture” within a company. The results
positively impact morale, product quality and—especially
important in times like these—the bottom line.
Simmons’ safety turnaround story is a case in point.
The Atlanta-based mattress maker had an OSHA incidence
rate of 17.6 in 2001—4.6 points higher than the mattress
industry’s average for that year. In 2008, Simmons’ total case
incidence rate was just 3.2—half the current industry average. (See story on Page 28.)
“The Simmons safety program has made good business sense with what it has returned to our bottom line.
For example, we brought our total incurred workers’
compensation costs down from $3.5 million in 2001 to
just $300,000 in 2008,” says Jonathan Dawe, Simmons
director of human resources for safety, health, wellness
and workers’ compensation.
What are the costs of on-the-job injuries and illnesses? In
addition to workers’ compensation, they can include higher
insurance premiums, medical bills, property damage, time
required to hire and train replacements, and overtime paid
to the injured employee’s co-workers.
* The total case incidence rate
is the number of OSHA recordable incidents (any occupational
injury or illness that requires
medical treatment beyond simple
first aid) in a given year. It is
determined by multiplying the
recordable incidents by 200,000
and dividing that number by the
total hours worked that year. (The
200,000 hours in the formula
represents the equivalent of 100
employees working 40 hours per
week, 50 weeks per year, and
provides the standard base for
incidence rates.)
BedTimes
| May
| 23
BedTimes
| May
20092009
| 23
Build a safety culture
Becoming a zero-accident or zeroillness workplace requires much more
than training supervisors in safety
regulations and handing out safety
booklets to employees. That was the
old way—and it wasn’t very effective,
safety experts say.
Company leadership, from the top
executives on down, must be committed to safety management and practices. Each supervisor and employee
must be on board. If a company appoints a safety leader, he or she must
be empowered—and motivated—to
get everyone else involved.
“Just like a good marriage, communication and involvement are key,”
Brazzell says. “A one-person safety
initiative never works.”
When safety becomes ingrained
in your company’s culture, “it will
work its way into all phases of your
manufacturing, with positive impacts
on your efficiency, quality, housekeeping and employee morale,” says Joe
Schmoeller, senior vice president of
operations at Kingsdown, a bedding
manufacturer based in Mebane, N.C.
“You’ll want to put your safety
programs in writing and support and
enforce them at every
level,” says professor Thomas Schneid,
director of Eastern
Kentucky University’s
online and on-campus graduate program
in safety, security and
emergency management in Richmond,
Ky. “You need to go
far above OSHA standards if you
want to reduce injuries, create a better
workplace and increase your profitability.”
OSHA has rigorous voluntary regulatory assessment programs in which
companies can choose to participate.
The Safety and Health Achievement
Recognition Program and the more
stringent Voluntary Protections
Programs require one to three years of
advance preparation. But involvement
in such programs isn’t a necessity if
you want to build an exemplary safety
management program.
It’s all in the timing
Anecdotal and even some statistical
evidence shows that certain times
of the week are more dangerous.
Here are some ways to mitigate:
➤ Monday morning It may be a
perfect time for a safety pep talk
to refocus employees who may
be distracted by the weekend’s
activities.
➤ Friday afternoon This is a good
time for a safety walk-through to
check up on housekeeping—and
make sure minds are on the tasks
at hand, not weekend plans.
➤ Operating on Saturdays? Think
twice. Fatigued employees may
be suffering the after-effects of the
previous night’s activities.
Englander Midwest and chairman of
Englander’s manufacturing committee.
“I highly recommend that small
and mid-size manufacturers work
with an outside company,” he says.
“It’s the only way to keep up with
regulations and make sure all your
paperwork is in order, too.”
Run a safer plant
“Controlling hazards” is a key phrase
in safety management. And those
hazards can change from day to day
or week to week. Is a new employee
flouting the safety code? Is a piece of
equipment malfunctioning, causing
employees to take dangerous shortcuts?
“A hazard can be an unguarded
machine, a shortage of personal
protection equipment or an employee
or supervisor whose attitude is that
it’s OK to break safety rules to get a
job done,” says Carl Potter, a certified
safety adviser and an advocate for
zero-injury workplaces in Tulsa, Okla.
It’s important to engineer physical
hazards out of your facilities, which
may mean bringing in a qualified
safety engineer to
“machine guard”
older equipment.
“We’ve guarded
spinning fly wheels on
quilt machines and
open rollers that feed
fabric stock into quilters,” Simmons’ Dawe
says. “We’ve put lots
of interlocks on safety
stops and changed
factory equipment design and layout—all sorts of things to
literally keep the hazards from coming
into contact with employees.”
Back strains and sprains are the
most common occupational injury in
mattress plants, according to manufacturers.
“We believe prevention is key. For
instance, for the past two years, we’ve
brought in a safety consultant to
coach employees on back safety,” says
Sirina Jacobson, director of quality
and safety at Hoffman Estates, Ill.based Serta.
Englander Midwest tries to limit
‘Do a daily walk-through. Then do
documented weekly walk-throughs.
You are looking for trip hazards, poor
housekeeping, machine guards removed,
employees not wearing personal protective
equipment, missing fire extinguishers, etc.’
“You can take your company to the
next level by sending a staff member
back to school for a safety degree,” Schneid says. “There are programs of study
available from the community college
level right through graduate school.”
Workplace safety regulations are
complex and constantly changing.
Bringing in an outside safety consultant makes sense for many smaller
manufacturers. They offer a different
perspective and a “new set of eyes” to
spot unnoticed safety issues.
Englander licensees have relied on
safety compliance consultants, says Ed
Ciolkosz, president of Chicago-based
strenuous lifting, pushing and tugging
through better plant design and the
use of conveyor belt systems, Ciolkosz
says.
His 95,000-square-foot plant has
rubber floor coverings in work areas
to decrease foot, leg and back strain
and he purchases precut components
when possible to reduce the use of
electric cutting equipment.
Forklift accidents are another
potential plant mishap. Supervisors
should enforce safe driving rules
and formally train all operators in
maneuvering and backing up within
the facility.
When feasible, rotating workers’
assignments can help fend off carpal
tunnel syndrome and other repetitive
stress injuries. It also may alleviate
feelings of boredom and monotony,
which can lead to accidents.
Supervisors must enforce consequences when workers neglect to wear
personal protection equipment, such
as gloves, eyewear, hearing protection,
masks, hard hats and steel-toe boots.
“Because it always comes around
to your people,” Potter says. “You can
retrofit old equipment with safety
guards, but if someone puts tape over
a switch or a chip of wood in a machine to keep it running, you have a
horrendous injury waiting to happen.”
Serta encourages give-and-take at
its facilities with an open-door policy
Safety resources
Associations
Nonprofit Risk Management Center
Free fact sheets, forms and training checklists for workplace safety, including Lockout/Tag-out Procedures, Fleet
Safety Checklist and Accident Analysis Fact Sheet
www.nonprofitrisk.org
American Society of Safety Engineers
www.asse.org
Canadian Association of Provincial Safety Councils
Offers safety information and training
www.nationalsafetycouncils.ca
National Safety Council
A safety research, education and advocacy group
www.nsc.org
Online
Free safety checklists and a laundry list of safety
discussion guides
www.toolboxtopics.com
Safety Training Lesson Plans
www.safetylessonplans.com
SAFESTART/SAFETRACK
Industry- and job-specific training materials
and workshops
www.safestart-safetrack.com
Coastal Training Technologies Corp.
An international, multilingual
online training resource covering
all health and safety topics
www.coastal.com
on safety matters.
“Communication is No. 1 when it
comes to safety,” Jacobson says.
Supervisors can’t look the other
way or cut someone a break when a
safety rule is broken—the practice will
lead to more rule breaking. Strive to
use positive reinforcement instead of
resentment-causing punitive measures.
“We use a progressive discipline
process,” Dawe says. “You try to coach
and improve those who are not performing and you recognize, reinforce
and reward good safety behaviors in
others.”
Make sure fully stocked first aid
kits are readily available and employees know where they are located.
Publications
EHS Today
The latest news about health and safety in office and
industrial settings
www.ehstoday.com
Industrial Safety & Hygiene News
www.ishn.com
Occupational Health & Safety
www.ohsonline.com
Legal Liability: A Guide for Safety and Loss Prevention
Professionals
By Thomas D. Schneid and Michael S. Schumann
Zero! Responsible Safety Management by Design
By Deb Potter with Carl Potter
www.safetybooks.com
U.S. government
OSHA
Detailed information about federal workplace safety
regulations in the United States is available at the U.S.
Department of Labor’s Occupational Safety and Health
Administration Web site, www.osha.gov.
There, you’ll also find:
➤ An easy-to-use alphabetical listing of safety and health
topics, including all workplace hazards and how to
mitigate them
➤ Job Hazard Analysis white paper with complete
information on how to conduct a workplace hazard
assessment and safety audit
➤ OSHA Hazard Awareness Advisor tool
Department of Labor
The U.S. Department of Labor’s Bureau of Labor Statistics
has an online tool for computing an injury incidence
rate, www.bls.gov/iif/osheval.htm.
When an accident or near miss
happens at a facility, communicate
it throughout the company and do
a thorough investigation to find out
why it happened.
“You need to educate employees that most accidents are caused
by rushing, fatigue, frustration or
complacency—by critical errors such
as your eyes not being on the task or
putting yourself in the line of fire,
losing your traction, your balance or
your grip,” Dawe says.
It’s smart to have the head of the
company or someone in upper management sit down with an injured employee to discuss the accident, experts
say. It shows concern for the employee
and demonstrates that the company
really cares about safety.
Take whatever corrective measures
are necessary to prevent similar accidents and communicate your actions
to all employees.
Regular inspections
Safety audits, inspections and walkthroughs must be part of any effective
safety management program.
“Do a daily walk-through. Then do
documented weekly walk-throughs,”
consultant Brazzell
says. “You are
looking for trip
hazards, poor
housekeeping,
machine guards
removed, employees not wearing personal protective equipment, missing
fire extinguishers, etc. Generate
a list of items to fix by the following
week. And identify people who need
retraining.”
In addition to regular inspections
and audits conducted by each plant
administrator, Serta conducts twiceyearly surprise inspections at each of
its facilities, Jacobson says. Englander’s
safety consultants conduct monthly
walk-throughs or safety audits at its
facilities.
“They’re bilingual, which is important since a majority of our work force
is Hispanic,” Ciolkosz says. “We began
conducting emergency evacuation
drills. They check fire extinguishers
and all safety equipment. They even
examine air quality and noise levels
and hold regular safety meetings with
employees.”
Simmons plants receive OSHA recognition
In recent months, six Simmons manufacturing facilities have been recognized by the
U.S. Occupational Safety and Health Association for their workplace safety
and health efforts.
The company’s plant in Aurora, Colo., achieved OSHA’s Voluntary Protection Program Merit status. Facilities in Honolulu; Kansas City, Kan.; and
Waycross, Ga., earned placement in OSHA’s Safety and Health Achievement Recognition Program, while a plant in Agawam, Mass., earned SHARP
recertification. A Simmons facility in Los Angeles received the Golden Gate
Partnership Recognition Award for Safety.
“Safety is a huge priority at Simmons at every level,” says Steve Fendrich,
president and chief operating officer of the Atlanta-based bedding manufacturer. “It is budgeted and planned for and woven into all that we do. There is
a direct correlation between our dedication to safety and the overall quality
of our product.”
“It has been a nine-year journey to get where we are today,” says Jonathan
Dawe, Simmons director of human resources for safety, health, wellness and
workers’ compensation.
Dawe credits the company’s record on safety to a complete overhaul of its
safety systems, as well as its widespread involvement in OSHA’s cooperative
safety programs: All 18 of its domestic manufacturing plants participate. Facilities in Charlotte, N.C.; Phoenix; San Juan, Puerto Rico; and San Leandro,
Calif., have received special OSHA certifications in the past.
Create a committee
Forming a safety committee at every facility
is a cornerstone of
safety management.
Choose representatives from all departments and levels—but
keep the group small
enough to be effective—
and select an odd number to
aid in decision-making. The committee should include employees from
the factory floor, an individual with
safety training and a management
representative.
Keep the safety committee’s assignments simple and focused.
“For example, if you’ve had a recurrence of a hand injury in the plant,
the committee can examine the problem and come up with a solution,”
Brazzell says. “Or they can review and
revise policies on something like the
use of personal protective equipment.”
Ongoing training
Companies need to put everything
in writing and make employees
familiar with safety rules during
orientation and ongoing training.
“We try to inject elements of fun
and real-life stories into our ongoing face-to-face training,” Jacobson
says. “It includes open dialogue,
feedback and a variety of teaching
materials.”
Many companies break safety
training into monthly sessions that
are repeated year to year.
“We hold monthly safety meetings at each plant covering a different OSHA topic, such as hazardous communication, blood-borne
pathogens, Lockout/Tag-out training and many other safety issues,”
Schmoeller says.
Short topics can be highlighted
each week, for instance, at a Monday
safety briefing on the plant floor.
Review an accident or incident from
the previous week at one of your facilities or go over some safety rules.
Insurance companies are a good
resource for safety training. They
may offer videos on a number of
topics, as well as provide OSHA
training certifications. Insurers also
will perform periodic safety walkthroughs to help
identify hazards.
Management’s aim
should be to constantly
remind employees
about the importance of
following all safety rules
and to reinforce safe
behaviors.
Kingsdown adds a financial incentive by tracking each
facility’s safety record and considering the results when rating plants
for year-end bonuses, Schmoeller says.
One way to help employees recognize their stake in a safe, healthy work
environment is through awards,
recognition, even fun and games.
Some mattress makers’ employees play a variety of safety games
that hinge on the facility’s safety
performance. Serta raises
safety awareness and encourages safe behavior
with safety bingo and
other events. (Safety
bingo games can
be purchased online
from a number of suppliers.)
Employees at Simmons facilities
engage in a variety of safety games
and contests for prizes including cash,
luncheons and trophies.
Remain vigilant
It’s never a good time to ease up on
the safety function. Unfortunately,
in an economic downturn, “safety
first” can become “safety—first to
go,” Brazzell says.
“Historically, we’ve seen fluctuations in injury rates during times
like these,” Schneid says. “Right now,
I have a gut feeling that the economy
is going to have a real impact on
safety. ”
“You must build sustainability
into your safety program, because
the job of safety never ends.” Dawe
says. “At the end of every day, you
want every employee to go home
safely to their family.” BT
Are you prepared for an OSHA inspection?
If an inspector arrives…
The National Federation of Independent Business advises
companies to take the following steps to ready themselves for a possible inspection by the U.S. Occupational
Safety and Health Administration:
Certified safety consultants and OSHA offer these tips on
what to expect from a safety inspection:
➤C
reate an effective safety and health program, spelling out all policies and procedures related to occupational safety and health hazards that are designed
to protect employees.
➤D
on’t file your safety plan away. Communicate
it in writing and through ongoing training of all
personnel.
➤R
eward employees who maintain a safe work
environment. Correct those who don’t.
➤ Conduct regular safety inspections.
➤R
ecord and review all injuries to determine
how they happened and how to prevent them
in the future.
➤M
ake sure there are employees who
are able to render first aid on-site
and that adequate first aid supplies
always are available.
➤ The inspector will begin by describing the extent of
the inspection. It may include employee interviews, a
physical inspection of the workplace and a review of
records.
➤ An inspection may last three to four hours or several
days, depending on the size of the facility and the
scope of the inspection.
➤ Be prepared to answer questions with written evidence
of policies, procedures and practices. Emphasize
that your safety and health program is enforced with
discipline.
➤ Ask if the inspection is a random visit or the result of
an employee complaint.
➤ Accompany the inspector during his or her inspection.
Answer questions but don’t volunteer
information.
➤ Photograph or videotape everything
that is inspected or photographed by
the inspector.
➤C
onduct regular site maintenance.
Make sure ventilation and other
systems operate properly.
➤ When possible, immediately correct
any safety violations noted by the
inspector.
➤ When employees receive safety training, have them sign a sheet that describes the information they received.
Keep those sheets in your records.
➤ When finished, the inspector
will offer an overview of noted
hazards, but will not offer specifics
about any citations. OSHA sends
citations in the mail.
➤P
roperly document any safetyrelated disciplinary action to better
protect the company in the event
that a future incident draws OSHA
scrutiny.
➤ Businesses have 15 working days to
participate in an informal conference
with an area OSHA director or to file
a notice of contest.
Tough
Talks
How to break bad news to employees
2 | BedTimes
32
| BedTimes| May
| May2009
2009
B
By Lin Grensing-Pophal
y the beginning of this year, a quarter of
employers had frozen salaries and a fifth
were thinking about doing so, according
to a survey of 400 employers conducted
by Mercer, a global outsourcing and consulting
firm. Those that were considering giving raises
said their workers shouldn’t expect significant
gains in 2009, with an average salary bump of
just 3.1% planned.
This is a significant change from 2008 when,
for instance, only 5% of respondents said they
would hold salaries firm.
Other companies are suspending 401(k)
matches, making workers shoulder more of the
cost of health insurance, eliminating bonuses
and cutting back or eliminating other benefits.
It’s no surprise that these difficult economic
times are forcing changes that directly affect the
employees of companies large and small. And
there’s also no doubt that financial worries are
creating anxiety for employers and employees
alike.
According to a recent online poll conducted
by VitalSmarts, a corporate training and organizational firm based in Provo, Utah, 80% of respondents said their stress levels have increased
since the start of the recession. And 46% said
that stress has increased the intensity level of
their everyday conversations with friends, family and co-workers.
This is the environment in which managers
find themselves communicating and, unfortunately, much of the news they have to share isn’t
particularly good. When it comes to information
about salaries, bonuses and benefits, in particular, employees are especially sensitive.
What should managers be doing to ensure
that the conversations they’re having are appropriate, timely and effective?
BedTimes| May
| May2009
2009
|3
BedTimes
| 33
Start talking
Celia Couture of CC Consulting in
Tewksbury, Mass., is a business and
management consultant who has been
working with corporate executives and
human resource professionals on how
to best deliver news regarding salary reductions, freezes and other cost-cutting
measures.
A common—and significant—problem in many companies, Couture says,
is that they reduce instead of increase
communication during difficult times.
Even if managers don’t have all the
answers, they need to share with workers what they do know and explain what
steps they are taking.
Kerry Patterson, co-founder of VitalSmarts and co-author of Crucial Conversations: Tools for Talking When Stakes
are High, notes that in the absence
of information, rumors fly. Employers need to regularly fill the void with
facts—whether that news is good, not so
good or dire—to avoid misperceptions.
“When there’s a lot of anxiety, people
are waiting for the other shoe to drop
and they’re getting information through
any means they can,” Couture says.
And if you don’t know exactly what
your company’s future holds, say that.
The important thing is that you be
forthright, says Debra Condren, a New
York-based business psychologist.
What you should be doing all the time
Whether your company is experiencing good times or bad, there are certain rules that always
apply when discussing compensation matters with your employees.
Suzanne Bates is president and chief executive officer of Bates Communications, a communications coaching firm in Wellesley, Mass., and author of Motivate Like a CEO: Communicate Your Strategic Vision and Inspire People to Act.
She offers six fundamentals for communicating with employees about salaries,
raises and bonuses:
➤ S tart early If salary increases and bonuses are tied to performance—and,
in great organizations, they are—you need to start early in the year and
let employees know what’s ahead for the company. “They should have a
general idea what’s going on in the business, where things stand, how the
year might go and what your plans are,” Bates says.
➤ S et clear expectations Nothing motivates people more than telling them
precisely what they have to do to get a raise, promotion or bonus. “People
want to apply their talents, contribute in an important area and be a valued part of the organization,” Bates says.
➤G
ive regular feedback It’s discouraging to work hard all year, thinking
you’re doing a great job and then get blindsided at bonus or raise time
when you don’t receive the compensation you think you deserve. Use
regular performance reviews as an opportunity to connect with employees
and to provide candid, targeted feedback about how they’re doing compared to the expectations you’ve set.
➤ Be honest and forthcoming You have to be candid with your team and each
individual about what’s happening in the business. “People will be motivated to work hard even without a pay increase if they believe you’re all in it
together and heading in the right direction,” Bates says.
➤ Be a leader who motivates “The leader who can align people with a powerful
vision and mission for a company will have a loyal work force,” Bates says.
“People who are working with purpose and passion are highly motivated. This
is how you harness the energy and talent of the organization.”
➤R
emember that compensation isn’t everything “While raises and bonuses
are one way to measure success, people also want to brag that they work
for a great company,” she says. “They want to be involved in fascinating
projects. They want to learn new skills and they want to work with people
they respect and enjoy.”
“You may have to say, ‘I don’t know
what’s going to happen, but I’m working
like the dickens to figure it out,’ ” she says.
“You also may wish to add, ‘I’m not
sleeping well. I know you’re not. But I’m
fighting. Whatever happens, I promise
to be honest with you along the way and
to keep you informed.’ ”
Milan Yager, executive vice president
of the National Association of Professional Employer Organizations in
Alexandria, Va., and an expert in issues
related to employee benefits, agrees.
“Secrecy and delay in the delivery of
bad news may result in serious repercussions,” Yager says. “Rumors take hold
as employees talk to each other. Facts
become distorted and there is a resultant
loss of trust in management.”
Most of the time, managers aren’t
purposely keeping quiet.
“I think companies are often so
focused on the issue at hand and trying
to figure out how to save money now,”
Couture says. There can be a tendency
for managers, and even human resource
staff, to bury their heads in the sand and
hope problems will go away.
“Even while they realize that this is illogical thinking, there is still a sense that
‘if we don’t talk about it, it will go away,’ ”
Couture says.
Instead, Couture says, managers
should be making themselves more
available and visible than ever and asking,
“What are the best mechanisms we can
use to talk with employees about this?
How can we allay their concerns? How
can we help them to be less anxious?”
“Hiding behind a memo doesn’t do
it. You have to make yourself available,”
she says.
Tell it all & tell it now
As with many communication challenges, the best advice is to share information quickly and completely, or, put
more simply, tell it all and tell it now. As
Patterson says, “We don’t want to die a
death of a thousand cuts.”
“Communicating to employees as
soon as information becomes available
gives the opportunity for employees
to contribute in some way,” Yager says.
“Employee cooperation can help to save
a company from disaster.”
The fact is that employees know
they are working in a tough economic
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Before you walk into the meeting…
No one wants to be the one to tell employees that they have to take a salary cut or
won’t be getting expected benefits or bonuses. Kerry Patterson, co-founder of
VitalSmarts, a corporate training and organizational firm in Provo, Utah, and
co-author of Crucial Conversations: Tools for Talking When Stakes are High,
tells managers to keep these four tips in mind during difficult conversations:
➤ Control yourself first Get over the fact that employees may want to shoot
the messenger—and that may be you. You don’t have to accept the blame,
but you do need to realize that your employee is feeling horrible and is
looking to gain any kind of control over the situation. If you don’t deal
with your own natural tendency to become annoyed or upset, you’re liable
to say the wrong thing and make the situation worse.
➤ Share the pain If employees become angry, acknowledge their pain.
Express your honest concern: “I’m sorry. This must be a big blow for you.”
Don’t tell them that everything will be fine in the long run. When someone is upset, they want empathy, not a lecture.
➤ Actively listen To let employees know that you are really listening to their
concerns, don’t jump in with quick answers or corrections to their false
statements. Instead, paraphrase what they just said. Let them know that
you’re being careful to understand them and their specific concerns.
➤ Buy time When people hear bad news, adrenaline drips into their blood
and they start responding with strong emotions and weak thinking.
Adrenaline takes time to dissipate, so don’t rush to give a careful explanation of the facts or discuss the future until the other person is emotionally
ready to do so. Show concern and actively listen until the other person has
calmed down.
environment and most are interested
in knowing how their companies are
weathering the storm.
“Companies are often reticent to
give people the whole picture because
they’re afraid people will just panic,”
Couture says. Often, the opposite is
true. Information gives people a feeling
of control and allows them to “stay
focused on trying to help make the
company successful.”
Managers also may be worried about
their best employees leaving during
difficult times—another reason, they
think, to hold information close to their
vests. But Couture notes that most employees will stick it out, particularly in
this economy, when other jobs are not
readily available.
“Too many so-called leaders, desperate to buy time or to delude themselves
about what is really going on in the
business, sugar-coat the truth,” Condren says. “Or they out and out lie—to
themselves, to their employees and to
their backers.”
But, she says, “Leaders have a
moral imperative to be honest with their
employees, even if doing so impels employees to jump ship for a more secure
position.”
What to say & how to say it
When talking about compensation, it’s
best if the first message comes from
the top, the experts say. Managers can
then explain details to smaller groups of
workers and individuals.
Couture offers one good scenario:
“The CEO puts out a strategic communication to everybody that says, ‘Here’s
what the economy is doing to our company as a whole—these are the things
that we’ve talked about and now your
individual general managers will tell you
the impact it’s going to have on you.’ ”
When handled this way, “employees are focused less on waiting for the
other shoe to drop, because they’ve
got plans. They know what to expect,”
Couture says.
Patterson agrees: The message needs
to come first from the top of the company and then from direct supervisors.
But it’s also important how that message
is crafted.
Initially, a company needs to develop
and convey a rationale for whatever
decisions are being made. It is not
enough, he says, to simply say what is
happening. You also must explain why
it’s happening.
“Rule No. 1 is to always have a ratio-
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nale before you deliver any bad news.
If you don’t have a rationale, don’t be
delivering bad news,” Patterson says.
Patterson’s advice isn’t simply theoretical. His company recently met with
employees to talk about its vulnerability
during the economic downturn and
how that might impact staff.
“We brought everybody together and
said we were choosing not to do any
layoffs, at least at this time,” Patterson
says. “Our rationale was that we value
people. We don’t want them to suffer
and we don’t want to do layoffs now
only to need to rehire later.”
Instead, VitalSmarts may have to
lower or eliminate bonuses. Patterson
admits that this news prompted some
grumbling, but, because the decision
was conveyed along with a values-based
rationale, employees understood.
Following the high-level discussion, managers and supervisors should
carry details of the message back to
their departments. Specific impacts
on individual employees should be
delivered by the direct supervisor in a
one-on-one setting.
If there is any light on the horizon,
it’s a good idea to point to it during all
of these meetings. For instance, if the
salary message is grim, focus on what
your company still offers employees,
says Laura Browne, a speaker and corporate trainer in the Phoenix, Ariz., area
who specializes in communication and
management issues.
Finally, ask for employee input to
engage them in the process of saving additional money, capturing market share,
diversifying product lines or finding
other ways to improve the bottom line.
The majority of your work force is interested in helping the company succeed.
A foundation of trust
Companies that already have established
a climate of open and honest communication are best equipped to share tough
news with employees. Others need to
start working now to develop trust.
“The word that keeps coming to
me is ‘empathy,’ ” Couture says. “Have
empathy for how big a deal this is and
how big a sacrifice it may be, especially
for senior workers. Older workers don’t
have the recovery time that younger
workers may have.”
Browne agrees.
“Even though employees want
higher salaries, they realize that the
economy is tough and they appreciate companies that treat them with
respect during difficult times, even if
they can’t give them more money,” she
says.
“There’s this cultural shift occurring in companies so that even in this
really difficult economic time people
seem to be coming together,” Couture
says. But, she adds, “That is only going
to happen if companies really have a
good value system in place and can
now translate what those values really
mean in terms of action.”
Condren offers this final guidance:
“As a leader, keeping your integrity
intact during periods of upheaval will
anchor you. Let transparency guide
everyone involved. You’ll sleep better
at night and so will your team.” BT
Exhibitor Directory
May 13-16, 2009
Cologne, Germany
39
Welcome
To the ISPA Bedding Centre at Interzum
We encourage you to
visit these ISPA
member companies
exhibiting at
Interzum, located
throughout Halls 9.1,
10.1 and 10.2
(Refer to the floor
plans in this directory
for exact locations.)
*Denotes ISPA Bedding
Centre Exhibiting company
2009 Interzum Ex
Alphabetical listing (as of 4/6/09)
EXHIBITOR NAME
COUNTRY
Bodet & Horst GmbH & Co. KG
Germany
Boyteks Tekstil AS
Turkey
Chamay Mattress Manufacture (Foshan) Co. Ltd.*
China
D.R. Cash Inc.*
United States
Englander Sleep Products LLC*
United States
ESCO (Edge-Sweets Co.)
United States
Gateway Systems
United Kingdom
Global Systems Group
United States
Gribetz International
United States
Lady Americana*
United States
Latex International
United States
Leggett & Platt Inc.
United States
Nahtec
Germany
Natura World*
Canada
Porter International
United States
Simalfa
United States
Simmons Engineering Corp.*
United States
Sunds Velour A/S
Denmark
Therapedic International*
United States
Wright of Thomasville Inc.*
United States
xhibitor Directory
PRODUCT CATEGORIES
HALL
STAND #
Fabrics, Knit; Ticking
Hall 10.2
F040-G041
Fabrics, Knit; Fabrics, Woven; Ticking
Hall 10.2
C020, D021
Fabrics, Knit; Fabrics, Woven; Mattress Materials, Hard Goods
Hall 10.2
F059
Machinery & Fixtures
Hall 10.2
E050
Foam, Latex; Foam, Polyurethane
(including Visco); Mattress Materials,
Hard Goods
Hall 10.2
E051
Foam, Polyurethane (including Visco); Machinery & Fixtures;
Mattress Disposal/Scrap Recycling
Hall 9.1
C069
Engineering Services/Consultants; Hall 9.1
Machinery & Fixtures; Parts, Supplies & Tools
C010, C020, D010
Engineering Services/Consultants;
Hall 9.1
C010, C020, D010
C010, C020, D010
Licensing Opportunities
Hall 10.2
F055
Accessories, Soft Goods; Foam, Latex
Hall 10.2
G010-H011
Machinery & Fixtures; Mattress Materials, Halls 5.2, 7, 9.1 Hall 9.1: C010, Hard Goods
C020, D010
C010, C020, D010
Accessories, Soft Goods; Consultants, Business; Licensing Opportunities
F051
Hall 10.2
Machinery & Fixtures; Parts, Supplies & Tools C010, C020,
D010
Adhesives; Foam, Latex; Foam, Polyurethane (including Visco)
Hall 10.1
E078
Hall 10.2
F053
Fabrics, Knit; FR Components; Ticking
Hall 10.2
G073
Licensing Opportunities; Mattress Materials, Hard Goods
Hall 10.2
F057A
Accessories, Soft Goods; Labels
Hall 10.2
F057
sleepproducts.org/bedtimes
The International Sleep Products
Association is proud to support the ISPA Bedding Centre at
Interzum, creating a “show within
a show,” focusing on the mattress
industry. Make your time at Interzum more productive and efficient by visiting the ISPA Bedding
Centre in Hall 10.2, which features
a selection of components, supplies and services from some of the
most innovative companies from
around the world. ISPA members
showing mattress machinery can
be found in Hall 9.1, and ticking
and soft products in Halls 10.1
and 10.2.
Whether you are looking for a
new supplier, exploring licensing
agreements or researching the latest production technologies, you’ll
find that ISPA member exhibitors
offer what you need. If you’re
new to Interzum, the ISPA Bedding Centre is the perfect starting
point, offering a friendly spot to
have a refreshment, to get your
bearings and begin your exploration. If you’re a veteran, the Centre
provides a familiar focal point for
your visit and a good place to take
a break from the busy exhibit floor.
The ISPA Bedding
Centre is located
in Hall 10.2
BedTimes
BedTimes
| May
| May
2009
2009
| 41
|3
Exhibitors
ISPA Bedding Members
Bodet & Horst GmbH & Co. KG
Boyteks Tekstil AS
Gewerbegebiet 9
Elterlein, D-09481
Germany
Phone: 49-37349-6970
Fax:
49-37349-69710
Web: www.bodet-horst.de
Email: [email protected]
Contact: Gerd-Hermann Horst,
general manager
Hall 10.2, Stand F040-G041
Products: Fabrics, Knit; Ticking
1 OSB 8. Cadde No. 30
Kayseri, 38070
Turkey
Phone: 90-352-322-05-88
Fax: 90-352-322-05 89
Web: www.boyteks.com
Contact: Ihsan Onder Honi, area sales coordinator
Hall: 10.2, Stand C020, D021
Products: Fabrics, Knit; Fabrics,
Woven; Ticking
Bodet & Horst is the world’s largest
knitter of mattress tickings, with
manufacturing plants in Germany,
Slovakia and the United States.
The company is well known for its
complete range of knitted tickings—
from single and double jersey, terry
and velours to double jersey with
filling—and for its innovations. Its
world-famous product Medicott®
prevents the development of mold
and mildew. Further innovations
include Comfort Streeetch with
unique elasticity; Shenergy, life in
balance to regain physical and mental
strength; and Pressless, a specialized
spacer fabric. Also offering readymade mattress and tricot covers,
Bodet & Horst claims to be the service
provider of the international mattress
industry.
Boyteks Tekstil AS is among the
world’s leading jacquard woven and
knitted mattress ticking producers,
producing 40 million meters of woven
and knitted ticking per year to meet
your requirements as a mattress
producer. At Boyteks, we produce
jacquard woven fabric, knitted fabric,
velour, supreme and terry fabric. We
know no bounds in new designs and
R&D studies, presenting more than 50
quality types with the certificates from
well-known accredited laboratories
around the world. Some of the fabrics
in Boyteks’ special collection include
Kashmira, Milky, Safe & Clean,
Orgacare, Poweraction, ClimaSmart
and many more. At Interzum
Cologne, we will be highlighting
Thermocool, our revolutionary
adaptation in mattress ticking,
and Biocare, which is our original
challenge against electromagnetic
radiation waves and, thus, increases
sleep quality.
Chamay Mattress
Manufacture (Foshan)
Co. Ltd.*
256, Highway 325 Longjiang Shunde
Foshan, Guangdong, 528319
China
Phone: 86-757-2322-6808
Fax:
86-757-2322-3490
URL: www.chamay.com.cn
Contact: Eric Ho, general manager
Hall 10.2, Stand: F059
Products: Fabrics, Knit; Fabrics,
Woven; Mattress Materials, Hard
Goods
Foshan Chamay has been a major
producer of mattress ticking since
1986. We now offer a weaving (warp
knitting, circle knitting, woven)
machine, printing machine, washing
machine, dyeing machine and
finishing machine. We also have
automatic plate machines. Our
company’s objective is to provide the
best service to our customers. Our
main markets include the United
States, Canada, Africa, South Africa,
Middle East, Asia and China.
* Denotes ISPA Bedding Centre exhibiting company
Special Advertising Section
Exhibitors
D.R. Cash Inc.*
Englander Sleep Products LLC*
ESCO (Edge-Sweets Co.)
P.O. Box 130
Fairdale, KY 40118
United States
Phone: 502-366-0407
Fax:
866-927-9034
Web:
www.drcashinc.com
Contact: Amy Cash, president
Hall 10.2, Stand: E050
Products: Machinery & Fixtures
P.O. Box 88
Olive Branch, MS 38654-0088
United States
Phone: 662-895-3800
Fax:
662-895-3366
Web: www.englander.com
Contact: Kevin L. Toman, president
Hall 10.2, Stand E051
Products: Foam, Latex; Foam,
Polyurethane (including Visco);
Mattress Materials; Hard Goods
2887 Three Mile Road N.W.
Grand Rapids, MI 49534-1319
United States
Phone: 616-453-5458
Fax:
616-453-6227
Web: www.edge-sweets.com
Contact: Jennifer Petzak,
marketing director
Hall 9.1, Stand C069
Products: Foam, Polyurethane
(including Visco); Machinery &
Fixtures; Mattress Disposal/
Scrap Recycling
D. R. Cash Inc. offers engineering
solutions and machinery for the
mattress and textile industries. With
more than 50 years of experience,
our engineering staff is available for
your custom machinery projects.
We also offer a large line of standard
equipment, including tape-edge
machines, sewing heads, filling
machines, bagging machines, panel
cutters, box-spring presses, bagging
forks, material carts, air flotation
tables, remanufactured machinery
and more. Our parts department
can supply spares for many different
models of new and older equipment.
Please visit our exhibit in the ISPA
Bedding Centre for more information.
Become an Englander licensed manufacturer. Englander, a leading U.S.
mattress company, has been devoted
to “better sleep, by design” for more
than a century. We combine old-world
craftsmanship with state-of-the-art
design to provide the ultimate in sleep
comfort. Englander is now offering
manufacturing licenses to selected
companies around the world. We
are committed to supporting our
international partners around the globe.
ESCO (Edge-Sweets Co.) is the
leading manufacturer of foamcutting equipment for the United
States bedding industry. The ESCO
range includes automated production
lines for handling and cutting foam
buns. ESCO slitters and band saws
cut foam to appropriate sizes for
mattress production and are designed
to work with the full range of typical
materials, including polyurethane
foam, latex and visco-elastic. ESCO’s
range of convoluters for high-end
mattress applications are designed
to convolute up to 14 inches of
standard polyurethane foam and 6
inches of visco-elastic. ESCO is the
only U.S. manufacturer of high-end
CNC contour cutting machines for
unlimited shaping applications,
including pillows, mattresses and
general furniture shapes.
Gateway Systems
Gribetz International
Unit 3 Northgate Terrace
Northern Road, Industrial Estate
Newark Notts NG24 2EU
United Kingdom
Phone: 44-1636-676194
Fax:
44-1636-611367
Web: www.gateway-systems.co.uk
Contact: David Elsdon,
general manager
Hall 9.1, Stands C010, C020, D010
Products: Engineering Services/
Consultants; Machinery & Fixtures;
Parts, Supplies & Tools
#1 Leggett Road
Carthage, MO 64836
United States
Phone: 800-326-4742
Fax:
954-846-0381
Web: www.gsgcompanies.com
Contact: Russ Bowman, president of sales
Hall 9.1, Stands C010, C020, D010
13800 N.W. Fourth St.
Sunrise, FL 33325-6207
United States
Phone: 800-326-4742
Fax:
954-846-0381
Contact: Russ Bowman, president of sales
Hall 9.1, Stands C010, C020, D010
Global Systems Group®, a division
of Leggett & Platt®, offers all the
machinery required to assemble
mattresses, box springs and other
bedding-related products. The
industry’s leading machinery
manufacturers—Gribetz
International, Porter International,
Gateway Systems, Spuhl-Anderson
and Nähtec—have been gathered into
a single resource for the convenience
of the mattress producer. With more
than 100 GSG machinery choices,
bedding companies can confidently
select the right equipment for their
needs. Over 20 worldwide locations…
Over 100 machine models…Over
125 years of collective company
histories…Thousands of machines
at work in the field. All represented
by one company—Global Systems
Group.
Gribetz International® is the world’s
leading manufacturer of quilting
machines and other equipment
related to the bedding, home textile
and apparel industries. Gribetz
offers a complete range of products
designed to modernize and automate
the handling, sewing, quilting and
cutting processes. Gribetz has been an
innovator in the mattress industry for
decades and offers the most complete
lineup of quilting machines around
the world. Revolutionary quilting
patterns and processes have been
shaped by technology developed at
Gribetz. Gribetz equipment improves
manufacturing capabilities, from
mattress quilting to packaging.
Gateway Systems, based in the United
Kingdom, is a branch of Global
Systems Group®. Specializing in
mattress-making solutions for more
than 20 years, Gateway Systems offers
compression tufting machines, handle
systems, sergers, automated tapeedge machines, panel cutters/slitting
machines and border measure/cut
machines. Gateway’s Mattress Master
202-PE is the latest generation of
automated tape-edge machines and
includes the heavy-duty Pfaff 5625
sewing head that is exclusive to GSG.
45
Exhibitors
Lady Americana*
Latex International
Leggett & Platt Inc.
3920 West I-40 Service Road
Oklahoma City, OK 73108
United States
Phone: 800-869-9480
Fax:
405-951-1379
Web: www.ladyamericana.com
Contact: Sarfraz Shaikh, vice
president of marketing &
international licensing
Hall 10.2, Stand F055
Products: Licensing Opportunities
510 River Road
Shelton, CT 06484-4517
United States
Phone: 203-924-0700
Fax:
203-924-0699
Web: www.latexintl.com
Contact: Kevin Stein, vice president of marketing & research & development
Hall 10.2, Stand G010-H011
Products: Accessories, Soft Goods;
Foam, Latex
#1 Leggett Road
Carthage, MO 64836
United States
Phone: 417-358-8131
Fax:
417-358-6667
Web: www.leggett.com
Contact: Pat Loch, vice president of sales & marketing
Halls 5.2, 7, 9.1
Products: Machinery & Fixtures;
Mattress Materials, Hard Goods
Innovation Redefined™
Pre m i u m Be d d i n g
Better Sleep Every Night
Lady Americana® is one of the finest
leading mattress manufacturers in the
United States and around the world.
Endorsed by the North American
Federation of Chiropractic Networks,
it is the only mattress scientifically
proven to provide deeper and more
restful sleep. A one-stop shop for
visco memory foam, latex, traditional
spring and adjustable mattresses,
Lady Americana® is on a mission to
provide technologically advanced and
comfortable beds at great values while
leaving the smallest environmental
footprint through the Eco-Comfort®
initiative. Learn more about our
licensing opportunities and how you
can be a partner in providing “Better
Sleep Every Night.”
Latex International (LI) is the
world’s only producer of both
molded Talalay latex pillows and
mattress cores. LI is launching
internationally its patent-pending
Celsion™ temperature-regulating
Talalay latex, which helps sleepers
maintain a consistent body
temperature throughout the night.
LI is also introducing its new line of
RejuveNite® 100% natural Talalay
latex pillows. The company also
offers its classic Talatech® latex in
eight firmness levels, EverCloud®
quiltable latex and NuFORM®
slow-recovery latex. LI is capable of
compression packing our latex sleep
products for economical worldwide
shipment. Visit us in Hall 10.2,
Stand G10-H011 to see and feel the
Latex International difference.
Leggett & Platt, the leading global
supplier of residential and commercial
furnishings components, is
exhibiting in Hall 5.2, Hall 7 and
Hall 9.1. Hall 5.2 features L&P
Office Components International
and Hall 7 features L&P Home
Furniture Components and L&P
Adjustable Sleep Systems, offering
the widest range of adjustable
sleep systems in the world. Hall 9.1
features L&P Global Systems Group
(manufacturing machinery for the
bedding industry worldwide) and
Spuhl AG, manufacturer of bedding
industry machinery.
Exhibitors
Nähtec
Natura World*
Porter International
Carl Zeiss Str. 18
Bietigheim-Bissingen 74321
Germany
Phone: 49-71429-0410
Fax:
49-71429-04110
Contact: Volker Wissing,
general manager
Hall 9.1, Stands C010, C020, D010
1 Natura Way
Cambridge, ON N3C 0A4
Canada
Phone: 519-651-2006
Fax:
519-651-1891
Web: www.naturaworld.com
Contact: Michael Pino, director of international sales
Consultants, Business; Licensing
Opportunities
462 Boston Street, Unit B-1
Topsfield, MA 01983-1200
United States
Phone: 800-343-8138
Fax:
978-213-9958
Contact: Todd Nechtem,
vice president of sales
& marketing
Hall 9.1, Stands C010, C020, D010
Nähtec is one of Europe’s innovative
technology leaders in bedding and
automotive sewing applications. This
Germany-based company is a part of
Global Systems Group®, a division of
Leggett & Platt. The popular mattress
handle machines, zipper machines
and other automated mattress sewing
equipment are gaining popularity
among GSG customers around the
world. The creative engineers at
Nähtec can also provide customized
solutions to customers in need of
specialized assistance.
Natura World is a manufacturer
of natural, “green” and organic
mattresses, toppers, pads, comforters,
pillows and sheets using cuttingedge technology. Our sleep systems
sustain a healthy lifestyle by delivering
what people need most—a good
night’s rest. Natura’s interactive sleep
systems are made from the highest
quality sustainable raw materials with
meticulous attention to detail. All of
our mattresses, toppers, pillows and
duvets are designed to create sleep
systems that interact and harmonize
with the changing needs of the human
body, creating a sleep environment
that’s both healthy and luxuriously
comfortable. From latex to wool to
cotton, Natura’s products naturally
give way to healthy, eco-friendly
havens that consistently deliver on
their promise.
Porter International, a member of
Global Systems Group®, which is a
division of Leggett & Platt, builds,
sells, and services sewing machines
for the bedding, automotive and
home textile industries. Specializing
in sewing room operations, Porter is
the industry leader with more than 65
years of experience. Porter supplies
the bedding industry with superior
machines for flanging panels, border
systems and multitasking assembly
systems, like the GPT-1000AP Ruffler.
We fulfill our commitment to the
modern factory through new product
research, advanced technology
developments, ergonomic designs and
new ways to streamline the flow of
goods through automation.
Simalfa
Simmons Engineering Corp.*
Sunds Velour A/S
15 Lincoln St.
Hawthorne, NJ 07506-1423
United States
Phone: 973-423-9266
Fax:
973-423-9264
Web: www.simalfa.com
Contact: Darren Gilmore,
chief executive officer
Hall 10.1, Stand E078
Products: Adhesives; Foam, Latex;
Foam, Polyurethane (including
Visco)
1200 S. Willis Ave.
Wheeling, IL 60090-5819
United States
Phone: 847-419-9800
Fax:
847-419-1500
Web: www.simcut.com
Contact: Erin O’Brien,
sales & marketing
Products: Machinery & Fixtures;
Navervej 3-5
Sunds 7451
Denmark
Phone: 45-97-14-1322
Fax:
45-97-14-2827
Web: www.sunds.com
Contact: Steffen Romer,
key account manager
Hall 10.2, Stand G073
Products: Fabrics, Knit; FR
Components; Ticking
Simalfa water-based adhesives offer
the greatest value on the planet.
Period. Simalfa has been increasing
profitability for clients with cuttingedge “green” technology. Our
success has been in offering instantbonding water-based adhesives, the
simplest delivery system available
and advanced technical assistance.
Our patented Free Flowing System
renders complicated delivery
methods such as pressurized systems
and pumps useless. At the same
time it keeps valuable floor space
for what it is intended—production.
No matter what your needs, from
automation to efficiency controls,
we can show you how to maximize
production speed while minimizing
costs. GREENGUARD certified.
Simmons Engineering Corp. is
an international company that
is ISO 9001:2000 certified and
that is recognized worldwide as a
manufacturer of knife blades for
the fabrication of foam. Simmons
manufactures single- and doubleedge knives, V-tooth and scallop
blades, from 3mm to 100mm wide.
Other edge types and specialty
blades, which may include special
tooth configurations, holes or slots,
are available. Our blades can help
you reduce dust and finish a cut
without visible lines or markings.
Blades are available welded, cutto-length or coiled. Simmons
Engineering welcomes distributor
applicants that service the foam,
leather, wood, cork, plastic,
cardboard and packaging
industries.
Sunds Velour A/S could be your
future partner for mattress ticking,
FR-treated fabrics or ready-made
zipped mattress covers. Our
know-how and expertise with
circular knitted tricot and velour
fabrics dates to 1972 and covers all
production processes, from knitting
to dyeing to printing to finishing.
The head of our operations is
based in Denmark. All steps of
production take place in Ukraine at
our 200,000-square-foot production
plant, which currently employs 650
people. Let Sunds help you turn
your foam mattresses or pillows
into an attractive and commercial
end product. Meet us at Interzum
Cologne in Hall 10.2, Stand G073.
49
Exhibitors
Therapedic International*
Wright of Thomasville Inc.*
103 College Road East
Princeton, NJ 08540-6611
United States
Phone: 609-720-0700
Fax:
609-720-0797
Web: www.therapedic.com
Contact: Gerry Borreggine, president &
chief executive officer
Hall 10.2, Stand F057A
Products: Licensing Opportunities;
Mattress Materials, Hard Goods
P.O. Box 1069
Thomasville, NC 27361-1069
United States
Phone: 336-472-4200
Fax:
336-476-8554
Web: www.wrightlabels.com
Contact: Joanne Bennett, account
executive & designer
Labels
Therapedic International is a top
10, U.S.-based mattress licensing
company with over 50 licensees that
manufacture the Therapedic brand
throughout the world. The company
was founded in 1957 by Gerald
Gershaw. Today, at age 84, Gershaw
has returned to the company he
founded, serving as its international
director. He works directly with
Gerry Borreggine, president and
chief executive officer, to open
new licensees, many of which are
located outside the United States.
Therapedic has developed many
exciting merchandise and marketing
concepts over the past five years,
including a brand partnership with
Kathy Ireland Home by Therapedic.
For more details, see us at Interzum
Cologne, visit our Web site at
www.therapedic.com or call
609-720-0700.
Great label ideas! The team at
Wright of Thomasville has the
passion and expertise to help
you reach your goals: creative
design, worldwide reputation and
experience, distribution anywhere
in the world. Iron-on…Sew-on…
Woven…Pressure-sensitive…
Embroidery…Dome…Roll…
Heat-transfer thermal imprinted…
Law/FR compliance…Top-ofbed bolsters…Foot protectors…
Banners…Posters…Large-printed
graphics…Showroom solutions…
Display stands and easels. Our
staff of experienced graphic arts
professionals is prepared to meet
your marketing and branding needs.
To find out more about our great
label ideas, contact us at
[email protected]
or visit our new Web site,
www.wrightlabels.com.
You are here
Köelnmesse Exhibit complex
Hall 10.2
ISPA
Bedding Centre
Halls 9.1 & 10.1
◆
◆ ◆
◆
Entrance to
Halls 10.1
and 10.2
BedTimes | May 2009 | 51
Where to find it
Aisle B
Aisle D
Aisle C
Aisle A
Escalator
Aisle E
Aisle G
Aisle F
Escalator
Sunds
Aisle H
Hall 10.2
ISPA
Bedding
Centre
Escalator
Aisle A
Aisle B
Aisle C
Aisle D
ISPA
Bedding
Centre
Aisle E
Bodet
&
Horst
Aisle F
Aisle H
Aisle G
Escalator
Escalator
Boyteks
Tekstil
Aisle A
Escalator
Escalator
Aisle B
Aisle C
Aisle E
Aisle D
Escalator
Aisle F
Latex
Int’l
Aisle G
Aisle H
Entrance to Messe Boulevard
Exhibit complex
Escalator
East Entrance
This map detail has been turned 90o
Hall 9.1
Aisle A
(Edge-Sweets)
Aisle B
Aisle D
Aisle C
ESCO
ISPA Bedding Centre
Foshan
Chamay
Therapedic
Aisle A
Aisle B
Aisle D
Aisle E
To Hall 10.1
Aisle F
Aisle C
Wright
of
Thomasville
Lady
Americana
D.R. Cash
Leggett
&
Platt*
Englander
* Leggett & Platt
companies include:
Gateway Systems
Global Systems
Group
Gribetz Int’l
Nahtec
Porter Int’l
Aisle C
Leggett
&
Platt*
Aisle D
Leggett
&
Platt+
Aisle A
Natura
World
ISPA
Lounge
Aisle B
Simmons
Engineering
Messe Boulevard
sleepproducts.org/bedtimes
BedTimes
| May
2009
|3
BedTimes
| May
2009
| 53
Where to find it
Exhibit complex
Escalator
Hall 10.1
Simalfa
Aisle E
Aisle D
Aisle B
Aisle A
To Hall 9
Escalator
Aisle E
Aisle D
Aisle B
Aisle A
Escalator
Escalator
Piazza
Escalator
Aisle E
Aisle D
Aisle C
Aisle B
Aisle A
Escalator
East Entrance
LATEX SYSTEMS CO.,LTD.
100 % NATURAL LATEX FOAM
Offer your sleep a natural side
Located at the heart of the largest reserve of latex in the world. We
manufacture a unique range of high value added natural latex cores and
sheets. Our French-Thai expertise, combine with your bedding market
experience, is the answer to people concern about comfortable and
environmental friendly products
“Natural Latex provides a Healthier,
more regenerative night’s sleep”
Latex Systems Co.,Ltd. (Factory & Office)
Ladkrabang Industrial Estate, Bangkok Thailand.
Tel : + 66 2 326 0886 - 7, Fax : + 66 2 326 0292
Email : [email protected], website : www.latexsystems.com
www.latexsystem.com
Agent for North America:
Crismor International, Inc Tel: 951-369-4971
7 zone for perfect body’s adjustement
ISPA
Nearly a Century of Leadership, Industry Service
Bringing Together the International
Bedding Community
ISPA Mission ISPA is dedicated to protecting and enhancing the
growth, profitability and stature of the mattress manufacturing
industry.
ISPA Vision The mattress industry is strong, viable and viewed
positively by all constituents.
S
the year that can help boost productivity, decrease costs,
and increase awareness of regulatory and legislative issues. A
recently upgraded online BedTimes Supplies Guide brings a
world of mattress component and services suppliers to your
fingertips around the clock.
Members are offered the opportunity to display ISPA’s
logo on their sales literature, company stationery and other
materials highlighting their affiliation with the mattress
industry’s leading trade organization. And members receive
a beautiful personalized membership certificate suitable for
display.
To find out more about what ISPA can do for you and your
business, visit the ISPA Web site at www.sleepproducts.org or
contact ISPA headquarters at 501 Wythe St., Alexandria, VA
22314-1917 USA, Phone 703-683-8371; Fax 703-683-4503;
Email: [email protected].
ince 1915, the International Sleep Products Association
has served as the focal point for the mattress community,
bringing together companies and individuals with common
goals and aspirations. Today, more than 700 ISPA members
around the world experience the benefits of working together
in the mattress industry’s trade organization.
ISPA represents producers of mattresses and foundations,
ranging in size from multinational manufacturers to small,
family-owned operations. ISPA is also the trade organization
for suppliers of components, supplies, machinery and services
BSC Mission The BSC is devoted to educating the public about
for the mattress industry. These include ticking, foam, thread,
the importance of sleep to good health and quality of life, and
labels, innersprings, machinery and much more. This diverse
about the value of the sleep system and sleep environment in the
membership gives ISPA the strong credibility and influence
pursuit of a good night’s sleep.
necessary to speak with a united voice on issues that affect the
ince 1979, ISPA’s Better Sleep
industry.
Council has been devoted
ISPA’s strategic plan guides the association’s programs
to educating consumers about
and its development of products and services to meet the
how sleep is linked to health
needs of its members. The ISPA EXPO, the ISPA Bedding
and quality of life, and the importance of a quality mattress
Centre at Interzum, ISPA’s annual Industry Conference &
to a good night’s sleep. The BSC has a strong consumer
Exhibition, monthly BedTimes magazine, Sleep Savvy magazine
education program consisting of an educational Web site at
for retailers, ISPA Advocacy Connection newsletter, exclusive
www.bettersleep.org, strategic partnerships and coalitions
statistics, and members-only information on the ISPA Web site
around the world, widespread media coverage and the
are just a sampling of the services ISPA provides that can help
popular reference brochure, “Better Sleep Guide: Better
you and your company grow.
Mattress, Better You.” All keep the mattress top of mind
ISPA provides valuable data to help members operate
with consumers. Another important component of the BSC
their businesses more efficiently. ISPA’s BedTimes Bulletin
program is consumer research. This information is critical
weekly e-newsletter keeps members apprised of the latest
to developing effective strategies for moving consumers into
regulatory developments, news and other important issues
the marketplace for a new mattress and for breaking down
that impact the way they do business. The new ISPA Advocacy
the barriers to purchase. Recently the BSC, in conjunction
Connection newsletter helps members understand developing
with the European Bedding Industries Association and the
laws and regulatory actions that can affect their businesses
Better Sleep Council Canada, sponsored a sleep research
and bottom lines. A comprehensive package of financial and
study, which provided scientific support that a new mattress
operational surveys and statistics, tailored specifically for
can improve the quality of life for consumers. Through
mattress manufacturers, provide valuable benchmarks for
a sophisticated mix of these programs
operating costs, personnel and management
and public relations activities, the BSC
compensation, and sales potential. ISPA
www.sleepproducts.org/join
reaches millions of consumers each year
also offers a comprehensive educational
Log on today to see what ISPA
with targeted messages about sleep and
program, addressing the special needs of
membership has to offer your
mattresses.
mattress manufacturers with seminars,
mattress business!
In 2002, the BSC launched its flagship
workshops and conferences throughout
Better Sleep Council
S
and Member Value
publication, Sleep Savvy magazine, targeted at the mattress
retail community. Each month Sleep Savvy reaches 24,500
bedding retailers with information to help them better
understand consumer trends and attitudes, offer successful
selling ideas and retail business insights, and provide tips
on helping customers make the sleep-health-mattress
connection. Complete issues of the magazine are now online
in an easy-to-use digital format. For more information, visit
www.sleepsavvymagazine.com.
Sleep Products Safety Council
SPSC Mission To provide consumer information, support
research and promote activities that advance the safety of sleep
products.
T
he Sleep Products Safety Council
is a safety division of ISPA. For 20
years, the SPSC has been the catalyst
for a broad range of research and
education activities aimed at reducing hazards associated with
sleep products. The SPSC embodies the mattress industry’s
longstanding commitment to make mattresses that will provide
consumers with a safe and restful night’s sleep. For more
information, visit the SPSC Web site at www.safesleep.org or
email [email protected].
ISPAEarth™: The Mattress Industry’s
Sustainability
Initiative
I
SPAEarth™ is a multifaceted
effort to improve the
environmental impact of the
mattress industry’s operations
and products and to raise the
public’s perception of our overall social responsibility. As
“green” manufacturing and sustainability rapidly become
recognized as critical to society’s future, the mattress
industry is seeing more attention toward “going green”
by nongovernmental organizations, consumer advocates,
environmentalists and the government. ISPA has taken the
lead for the industry by establishing ISPAEarth™, the industry’s
first comprehensive sustainability initiative. Plans are under
way to develop a mattress component recycling program to
improve the recycling of used mattress materials, an issue for
the industry for many years.
ISPA EXPO Trade Fair
E
very two years, the ISPA EXPO offers
mattress manufacturers and suppliers
the largest and most comprehensive
event in the mattress business. The EXPO
features the industry’s premier trade
show, with nearly 200 exhibitors from
around the world showcasing the latest mattress machinery,
components, supplies and services. The event includes tours
of American mattress factories for non-U.S. manufacturers
and an unparalleled lineup of educational, social and
networking opportunities. ISPA EXPO 2010 will be held March
3-6, 2010, in Charlotte, N.C., U.S. For more information, visit
the ISPA Web site at www.sleepproducts.org/ispaexpo or
email [email protected].
BedTimes Magazine
T
he only trade and business journal dedicated exclusively
to the sleep products industry, BedTimes focuses on
topics most important to mattress manufacturers and
suppliers around the world—new products, legislative and
regulatory updates, business issues, manufacturing and
marketing trends, and more. BedTimes covers the major
bedding markets and trade shows throughout the world,
including ISPA EXPO and Interzum Cologne. Each month’s
issue is now available online in an easy-to-use digital format
at www.sleepproducts.org/bedtimes. The magazine’s
December issue contains the BedTimes Supplies Guide, the
only comprehensive listing of suppliers for the mattress
and sleep products industry. The guide also can be found
online at www.bedtimessuppliesguide.com. ISPA members
receive discounted advertising rates. Contact Kerri Bellias at
[email protected].
www.sleepproducts.org Web Site
I
SPA’s user-friendly Web site provides all of ISPA’s products
and services at your fingertips, including a worldwide
membership directory, free publication downloads, updates on
advocacy and regulatory issues, industry statistics and more.
The site posts breaking industry news, event information and
Web exclusives from BedTimes magazine. A substantial part of
the content is available exclusively to ISPA members.
501 Wythe St., Alexandria, VA 22314-1917
Phone 703-683-8371 • Fax 703-683-4503
Web www.sleepproducts.org
Email [email protected]
57
Green
Innovation
in the Bedroom!
Eco-smart bedding in 5
unique shades of green.
• Go green on any budget, Green
mattresses starting at $299
• Anti-microbial, allergen and chemical
free bedding for the whole family
• Natural & Organic mattresses, toppers &
pads, comforters, pillows, and mattress
protectors – even pet beds!
W W W. N AT U RAWOR L D.COM
Green Bedroom Specialists for 15 years – Let us show you how to go green!
MediaRelations
Do’s & don’ts for dealing
with the media
report” instead of giving out the information during radio, TV or print
media interviews. You can point
journalists to that information as a
way for them to double-check facts,
but provide them the Web link, brochure, etc., to make it easier.
DO consider your interview as a way
to show how valuable you and your
ideas are. That’s the best possible
advertising for your business.
4
Good practices can
lead to good PR
By Pam Lontos
A
s a business owner or manager,
you probably know how important publicity is to the success of your company. But the truth is,
many entrepreneurs, high-level executives and even marketing managers
make crucial mistakes when dealing
with the media. The good news is, by
being aware of the more common do’s
and don’ts of dealing with reporters
and editors, there are many steps you
can take to avoid the pitfalls.
Reporters, editors and producers—
whether they work for television,
newspapers, Web sites, magazines or
other forms of media—are deluged
with requests from hopeful business
owners, corporate public relations
professionals and other people seeking coverage. Their days are spent
meeting deadlines while doing everincreasing amounts of work, all the
while constantly communicating with
those publicity-seekers.
If you’re ready to receive the publicity your business deserves, here are
several tried-and-true ways to get the
most out of your media contacts:
1
DON’T call the journalist and then
forge ahead with whatever is on
your mind.
DO ask if the reporter or editor is
on deadline. Journalists’ time is as
important as yours and their deadline pressures are horrendous. If
they are on deadline, ask for a good
time to call back.
2
DON’T emphasize self-promotion
over news.
DO make sure you have valuable
information to share with viewers or
readers.
DO give value-added tips, advice
or information so that you will
help improve people’s lives (i.e., the
importance of sleep), offer insights
(i.e., how stress interferes with
sleep) or entertain (i.e., a list of odd
sleeping habits). If you can achieve
that goal every time, the media will
make time for you and may even
actively pursue you for interviews
and articles.
3
DON’T say, “The answer is on our
Web site/in our brochure/in the
DON’T ask the reporter to send you
the article so you can review and
approve it in advance. Most news
outlets have policies prohibiting
that. Prior review of every article by
every person interviewed is too time
consuming and would essentially
halt production. Additionally, if you
are one of several people being interviewed, it is generally not appropriate for you to review facts about
or comments by your competitors.
DO provide your contact information for follow-ups and make yourself available to clarify any confusing
points or answer additional questions. Offer to help the journalist
check facts or review small sections
of the article for accuracy.
5
DON’T forget to prepare for interviews or fail to familiarize yourself
with the readership or audience. DON’T assume everyone should
be interested in every tiny detail of
your subject just because you are.
DO make sure your subject matter
appeals to the target audience. If you
are calling an editor at Better Homes
& Gardens magazine, make sure
you’re pitching an article that fits
with the homey, consumer-oriented
material the magazine specializes
in. Read the Web sites you want to
be quoted in; watch the interview
shows where you want to be a guest.
59
MediaRelations
6
snooze, you may lose the chance for
an interview.
DON’T nag the reporter.
DO space out your calls so you don’t
become a pest. Email is the best way
to connect with most journalists,
who often rely on it as a way to get
work done quickly. And make sure
to give them a reasonable length
of time—at least a day or two—to
respond to you.
9
DON’T call a magazine a week before a big holiday with your holidaythemed idea.
DO remember that magazines publish issues months in advance. Time
your pitches well.
7
DON’T assume that the reporter or
editor remembers who you are.
DO keep in mind that they deal
with multiple sources and many
different subject matters. Immediately identify yourself by name or
by topic before launching into the
purpose of your call—even if you
spoke to the same journalist the
week before.
10
8
DON’T delay returning calls from
reporters or fact-checkers. DO understand that journalists
are on deadline and often need to
speak with you immediately. If you
DON’T leave your contact information off your news releases or email.
DO err on the side of giving too
much information. Put all contact
information on your news release.
Send a follow-up email with the
same information. Speak slowly
when leaving a phone message, particularly when you give your phone
number.
MediaRelations
11
DON’T just talk about what’s important to you during an interview.
DO answer the questions asked. You
need to be responsive to the questions asked by the interviewer or she
may get frustrated and choose not to
use you as a source again.
DON’T give out information unless
you’re sure of it. Know for a fact that
the information you’re giving out is
accurate.
12
DON’T demand that the article
mention your company or your
specific products—unless, of course,
that’s the point of the story.
DO be happy that you are being
interviewed.
DON’T try to control the outcome.
You’ll seem pretentious—or worse—if
you try to put conditions on the interview, such as insisting that you are the
first person quoted in the story or the
only expert mentioned.
13
DON’T ask for a correction unless it’s
absolutely necessary. If there is a significant error, most media outlets will
want to correct it immediately. But it’s
generally not a good idea to complain
if the journalist leaves out a point
you thought was important or quotes
someone else more than you.
14
DON’T immediately contact the
reporter’s boss—usually the editor in
chief or managing editor—if you’re
unhappy with the story.
DO talk first to the reporter to explain
why you’re displeased and do it
respectfully. The journalist may have
an explanation that will change your
feelings. Always try to work out the
difficulty directly with the journalist.
If you still aren’t satisfied, then you
might want to consider calling the
reporter’s supervisor. BT
Pam Lontos is president of PR/PR, a
public relations firm based in Orlando, Fla. She is author of I See Your
Name Everywhere and is a former vice
president of sales for Disney’s Shamrock
Broadcasting. PR/PR has placed clients
in publications such as USA Today,
Entrepreneur, Time, Reader’s Digest
and Cosmopolitan. For a free publicity consultation, email [email protected]
or call 407-299-6128. To receive free
publicity tips, go to www.prpr.net.
How to get your news into BedTimes
By Julie A. Palm
BedTimes magazine covers bedding industry news and trends
from around the world and we rely on mattress manufacturers and their suppliers to help us gather that
information.
Much of the news we publish about individual companies falls into two sections:
➤O
ur Industry News department includes stories about
new products, mergers and acquisitions, financial
results, facility construction, business expansion, and
marketing and advertising initiatives, among other
subjects.
➤O
ur Newsmakers department features articles about
new hires, promotions, retirements and other personnel changes.
Deadlines for those sections are generally the first
day of the preceding month. For instance, the Industry
News and Newsmakers deadline for the July issue is
Monday, June 1. Deadlines are posted on the BedTimes’
Web site, www.sleepproducts.org/bedtimes, and appear on Page 5 of every issue.
We also interview companies for in-depth feature
stories on trends, such as rising raw materials costs,
innovations in components, advances in plant practices and more. (You can see our editorial calendar at
www.sleepproducts.org/bedtimes.) We often put out a
call for information and sources for those stories a few
months before the articles are scheduled to appear. We
typically make those announcements on the Web site,
in the weekly BedTimes Bulletin e-newsletter and in the
monthly Editor’s Note on Page 5.
Sending us your news and information is easy. We
prefer to receive news releases and photos via email at
[email protected]. You also may call at
336-727-1889. If you need to put something in the
mail, send it to BedTimes, 5603-B W. Friendly Ave.
#286, Greensboro, NC, 27410.
We look forward to hearing from you.
63
IndustryNews
1800mattress.com files for Chapter 11 protection
In U.S. Bankruptcy Court in New York, bedding retailer
1800mattress.com won court approval to convert its
bankruptcy case from an involuntary Chapter 7 proceeding to voluntary Chapter 11 protection. A week
earlier, on March 17, a group of three creditors had
petitioned the court to force the retailer into involuntary Chapter 7 bankruptcy for nonpayment of debts.
The creditors included mattress manufacturer Sealy and
Comfort Solutions licensee Blue Bell, as well as a New
York landlord.
The group’s petition was precipitated by an announcement earlier in the week that the Long Island
City, N.Y.-based multichannel retailer had signed a letter
of intent to sell the company to an investor group led by
mattress industry executive Ken Mazda.
The court granted all six of 1800mattress.com’s
proposed first-day motions. These included approval for
$550,000 of debtor-in-possession financing provided
by rival mattress retailer Sleepy’s, which is seeking to
acquire the company through the Chapter 11 process—
1800mattress.com had reached a tentative deal to sell
the company to Bethpage, N.Y.-based Sleepy’s for $2.1
million.
The financing enables 1800mattress.com to fulfill obligations associated with operating its business, including making payments to suppliers and other business
partners for goods delivered and services provided after
the start of the Chapter 11 process.
The sale to Sleepy’s is subject to approval of the
bankruptcy court after completion of competitive bidding procedures.
Sleepy’s has said in a statement that it would invest
in the growth of the 1800mattress.com brand. But franchise operators have expressed concerns. One, Consolidated Mattress and Amalgamated Mattress in Stoughton,
Mass., has voiced strong opposition to the sale.
The bankruptcy proceedings do not immediately
impact Connecticut franchisee Rectangle Corp. in
Windsor, which is “a completely separate company with
a healthy balance sheet, a warehouse full of inventory,
and our own reputation for superior quality, service and
value to our customers,” said President Stephen Perry.
The company has separate contracts with mattress
manufacturers, is current with all payments, and operates its own fleet of trucks for delivery, its own warehouse and retail showrooms, and will continue to fulfill
orders placed.
The same can be said for Consolidated Mattress and
Amalgamated Mattress, the franchise operator for parts
of New England, Philadelphia, central and southern
New Jersey and Florida.
The latter is challenging the sale of its franchisor to
long-time rival Sleepy’s and offered debtor-in-possession
financing of its own “without the onerous restrictions
Sleepy’s placed on the funds in its proposal,” the company said.
U.S. puts tariff on Canadian lumber
U
.S. Trade Representative Ron Kirk
has announced a 10% customs
duty on softwood lumber products
imported from the Canadian provinces of Ontario, Quebec, Manitoba,
and Saskatchewan. The wooden bedframe components used to manufacture most mattress foundations in the
United States are made from Canadian softwood lumber.
The duties come in response
to a ruling by an arbitration panel
convened under the U.S.-Canada
Softwood Lumber Agreement. The
panel ruled that Canada violated the
agreement by miscalculating quotas,
thus limiting the amount of lumber
Interzum Short
Englander seeks licensees
that these provinces could export to
the United States.
The U.S. Trade Representative rejected Canada’s proposed
corrective action under the order as
insufficient and, in turn, announced
the new tariff.
Englander, a mattress licensing
group based in Olive Branch,
Miss., will be attending Interzum
Cologne to meet with potential
licensees. The company is offering
manufacturing licenses around
the world, particularly in Asia,
Canada and the Middle East.
“Englander has been devoted to
‘better sleep, by design’ for more
than a century,” said Kevin Toman,
Englander president. “We combine old-world craftsmanship with
state-of-the-art design to provide
the ultimate in sleep comfort.”
65
IndustryNews
Therapedic inks deal with Stylution
L
icensing group Therapedic International and home furnishings producer Stylution have signed a wideranging deal that includes importation
of finished mattresses from China
under the Therapedic brand and a
licensing agreement allowing Stylution
to represent Therapedic throughout
China, Japan and other parts of the
Far East.
The first wave of goods in the Chinese import program will arrive June
15 and carry the name ComfortTouch
by Therapedic. The value-priced
foam and encased-coil mattresses
will be roll-packed for shipment to
the United States, Australia and other
markets.
The partnership stems from a
meeting between Jack Chen, chief
executive officer of Dongguan, China-
based Stylution, and Norman Rosenblatt, board chairman of Princeton,
N.J.-based Therapedic. Rosenblatt’s
pursuit of an original equipment
manufacturing program evolved into a
much larger plan after Gerry Borreggine, Therapedic president and chief
executive officer, and Ed Scott, Stylution USA president, became involved.
“Therapedic now has the strongest
and most prestigious partner representing our brand in the Far East,”
Borreggine said. “Jack, Ed and the entire Stylution team have put together
a compelling product and value story
for Therapedic to take to marketplaces
throughout the globe.”
“We have big plans for the Therapedic brand,” added Chen, who also is
a licensee of the Musterring, Auping
and Restonic brands in China.
Interzum
CT Nassau rolls out products
CT Nassau TapeTicking LLC is
exhibiting a range
of new tickings
and tapes during
Interzum Cologne. The company, based in Alamance, N.C.,
will offer woven and circular knit
panel fabrics, borders and mattress
tapes, all designed to work together
as a color-coordinated unit. New
fabric offerings include the Natural
Elements collection with cotton,
linen, bamboo and viscose fibers.
The Return to Elegance collection
features upscale woven damasks
and matelasses.
Shorts
Deslee showcases specialties
The DesleeClama Group, a provider of mattress fabrics headquartered
in Zonnebeke, Belgium, is featuring
a number of collections at Interzum
Cologne, including EcoFair, incorporating organically grown cotton produced under “acceptable”
working conditions; Reborn, made
of 100% recycled polyester chips
and available as woven or knitted
fabric; Bodyfit, a zoned knit fabric
designed to ease pressure points;
CelliantSleep, which the company
says will increase oxygen levels in
the body to improve sleep, boost
energy levels and speed healing;
and Thermic, a fabric with temperature-regulating properties.
Serta, Ergomotion team up
B
edding producer Serta has partnered
with Ergomotion, an adjustable bed
maker headquartered in Santa Barbara,
Calif., to produce the Serta Motion
Perfect Adjustable Foundation.
“The foundation is designed to appeal to a new generation of consumers
that may not have considered an adjustable bed before,” said Bob Malin, vice
president of licensing for Serta, which is
based in Hoffman Estates, Ill. “Today’s
consumers are concerned about health
and wellness, but they also want advanced features and an aesthetic appeal.
The new Serta adjustable foundation
delivers all of this.”
From the outside, the foundation
resembles a traditional box spring.
Features include a preset zero-gravity
position, variable massage options and
‘Aesthetically appealing adjustable’
The new Serta Motion Perfect Adjustable
Foundation, produced for Serta by
Ergomotion, is designed to look like a
traditional box-spring foundation.
the choice of a wired or wireless backlit
remote.
“Serta retailers can now offer a
Serta-branded power foundation that
will promote Serta mattress sales while
delivering more profit to their bottom
line,” said Kelly Clenet, Ergomotion
president.
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of
t4FMFDUJPOPGOPWFMUy materials: bamboo, cashmere,
silk, cotton, Coolmax, recycled polyester and more!
t%JòFSFOUGBCSJDXFJHIUTHUPH
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t$VTUPNJ[FEEFTJHOTFSWJDFT
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t*OIPVTFRVBMJUZDPOUSPMBOEJOTQFDUJPOMBCT
t-JHIUOJOHGBTUEFMJWFSZ
Maxime Knitting Mills is a North American custom
manufacturer of circular knits, serving major mattress
manufacturers on a global scale. For the last 25 years,
Maxime Knitting Mills has produced a variety of knit
solutions for manufacturers and strives to offer a wide
selection of knitted fabrics that reflect our highest
standards of quality and innovation.Through great
design and top quality materials, we proudly present
to you our complete collection of mattress ticking which
includes various styles, colors and materials.
V.P. Sales and Marketing] Lorne Romoff
[email protected]]Cell: 514-265-8782
%FTMBVSJFST4USFFU]4U-BVSFOU2VFCFD])/9$BOBEB
5FM]'BY]XXXNBYJNFLOJUUJOHDPN
67
IndustryNews
Eclipse signs new Midwest licensee
C
lare Bedding Mfg. has inked an
exclusive licensing agreement
to manufacture and sell the Eclipse
brand in six Midwestern states—
Illinois, Indiana, Iowa, Michigan,
Minnesota and Wisconsin.
Clare Bedding was among the
first licensees of the luxury Eastman House brand, signing that deal
about a year ago, said Stuart Carlitz,
Eclipse International and Eastman
House president. “This new agreement represents a growing trend
for the Eclipse/Eastman House
A FIRE RESISTANT MATTRESS
shouldn’t contain chemicals
THAT KEEP YOU UP AT NIGHT.
Firegard’s patented core spun yarn
doesn’t just make compliance issues
easier. It gives you open-flame barrier
fabrics with comfort and peace of mind
built into each mattress. You see, by
not using topical, flame-retardant
chemicals, it’s actually better for your
health. And that’s certainly something
no one will lose any sleep over.
brands. There’s a momentum here
in the U.S. that people involved with
ultra-premium Eastman House are
starting to turn to Eclipse, with its
patents and chiropractic endorsements, for moderate to premium
price points. There are benefits—a
nice counterbalance—to being
involved with both brands.”
“The addition of the Eclipse
brand will enable us to acquire
new dealers throughout the Midwest,” said Don Balsavich, Clare
Bedding president. “Its 104-year
heritage and patented features like
Spinal Zone set Eclipse apart from
other brands.”
Clare Bedding, located in Escanaba, Mich., also is a Restonic licensee. Eclipse and Eastman House
are based in North Brunswick, N.J.
Interzum Short
Bodet unveils Ultrasound
For more info, check out Firegard.com
At Interzum Cologne, Elterlein, Germany-based fabric
supplier Bodet & Horst will
unveil its new ECO collection, featuring polyester fibers
made from recycled bottles.
Other new ticking collections
include Lyrical, Light Play and
Ikebana. The company also
will demonstrate its Pressless, three-dimensional spacer
fabrics, now available in more
colors. Its new Ultrasound
material provides increased
comfort.
9MÒTUZSMZP/[[^PUZMÙZS
MATTRESS TAPE,
TICKING & BORDERS from CT NASSAU
For the first time ever, you can get mattress tape, panel fabrics, and borders — all designed and color-coordinated
from one source — CT Nassau. No other supplier brings together inspired woven and knitted ticking fabrics
and borders with the largest variety of mattress tape in one seamlessly color-matched unit. You never have to
worry about selecting coordinated tapes and fabrics because we’ve done it for you. Our mattress fabrics, borders,
and tapes match like they’re made for one another — because they are! Contact us at 1-800-397-0090 or
www.ctnassau.com to find out how we can make your mattresses look their best.
6557 Flotilla St, Commerce CA 90040
616 S. 55th Ave. Ste 103, Phoenix, AZ 85043
www.enriquezquilting.com Ph. 888.464.4275
Distributor for Texas, Arizona, New Mexcio, and California.
4101 S. NC 62, PO Box 39, Alamance, NC 27201
www.ctnassau.com
Ph. 1-800-397-0090
Photographs are not representative of final products’ colors.
IndustryNews
Sealy sales drop 21% in 1st quarter, profits up
B
edding major Sealy’s results
for the first quarter of 2009
included a profit of $4.7 million—
attributed to reductions in expenses
and cost-cutting measures—and a
sales decline of 21%, to $310 million
over the same quarter of 2008.
The Archdale, N.C.-based com-
pany reported that selling, general
and administrative expenses were
$96.7 million in the first quarter,
$19.5 million less than the same period a year ago. Sealy said it implemented cost-saving initiatives that
cut $7.9 million in fixed expenses,
“including actions to decrease salary
and fringe benefit-related costs and
reduced spending on discretionary
items.”
“We are taking further measures
to improve our profitability through
gaining market share, improving
gross margins, reducing expenses
and maximizing financial flexibility,” said Larry Rogers, Sealy president and chief executive officer.
“Furthermore, the vertical integration of our latex and innerspring
production provides Sealy with an
additional advantage during these
challenging economic times.”
Total domestic net sales for the
first quarter of 2009 were $234.8
million, compared to $281.3 million in the first quarter of 2008.
Wholesale domestic net sales,
which exclude third-party sales
from Sealy’s component plants,
were $231 million, compared to
$276.7 million in the first quarter
of 2008.
Sealy’s average unit selling
price decreased 0.1% and unit
volume declined 16.5%. However,
the company said it “experienced
solid sales growth” in its Sealybranded value products and that
its new Posturepedic product line
outperformed the rest of its U.S.
portfolio.
Sealy attributed a decline in
international sales to the weak
retail environment in Europe and
Canada. International net sales
decreased $35.4 million, or 32%,
from the first quarter of 2008 to
$75.2 million.
First-quarter gross profit was
$118.3 million, or 38.1% of net
sales, a decrease compared to
39.1% of net sales for the same
quarter in fiscal 2008. Sealy attributed the year-over-year decrease
in gross margin to a decline in
international gross margins, which
resulted from higher raw material
prices and deleveraging of manufacturing expenses.
IndustryNews
Simmons receives
debt extensions
Atlanta-based bedding producer Simmons announced that
it has reached agreements with most lenders and
holders of its $200 million in senior subordinated
notes to extend forbearance periods to May 31, with
an option to further extend forbearance periods
through July 31 under certain conditions.
The extensions provide Simmons with additional
time to seek new capital while it undergoes an
organized financial restructuring.
Simmons said it is working with key stakeholders
to design and implement the restructuring in a manner that maximizes value, preserves its relationships
with customers, and protects suppliers and other
constituents.
“We appreciate the confidence and support that
our lenders and note holders have demonstrated
by extending these agreements with us,” said Steve
Fendrich, Simmons president and chief operating
officer. “Our goal is to maintain smooth day-to-day
operation of the business through the restructuring process and beyond. I am pleased with Simmons’ performance and our products continue
to attract consumers in a very difficult economic
environment.”
Interzum Shorts
Innofa stretches product line
Innofa, a supplier of knit textiles for the mattress
industry, has developed a new double-knit fabric it
will show at Interzum Cologne. The shoulder and
hip zones of the fabric have greater stretch capability and thus provide more comfort than other
portions of the fabric, according to the company.
It is designed for use over visco-elastic foam, latex
and other materials. Innofa is based in Tilburg,
Netherlands.
Kingsdown rolls out new concept
Mattress maker Kingsdown, headquartered in
Mebane, N.C., will introduce its new Sleep to Live
brand during Interzum Cologne. The Sleep to Live
program encompasses a retail licensing program
and manufacturing opportunities, as well as
wholesale products and services. Sleep to Live is a
turnkey program that includes in-store displays, a
comprehensive advertising campaign and an array
of sleep accessories, according to the company.
Liberty Threads, N.A., Inc. Proudly Presents
“ULTIMATE FIRE BREAK”TM
(UFB)
Attention All Mattress Manufacturers
We would like to take this opportunity to introduce you to the newest member of the
Liberty Threads “Ultraflow” TM quilting and sewing thread family.
PATENT PENDING
Advances in fiber and process development have made the UFB thread the leading
edge technology with many advantages over existing F/R threads:
1. UFB is a natural color versus the yellowish fibers
currently available
2. UFB can be dyed in any shade
3. UFB quilts and sews like the bonded nylon used
previously
4. UFB has no significant adverse effect on equipment
5. UFB leaves no residue or fly waste on the equipment
6. UFB has superior tested sewing performance in
stitch formation
7. UFB is recognized under UL Category Code PHIX2
With each shipped order you will find enclosed a copy of the UL file number and a
copy of the Certificate of Manufacture that will assist each mattress producer with
their accountability requirements.
Please feel free to contact Liberty Threads at the numbers listed below for samples
and pricing.
Thank you for your interest, support and consideration in reviewing and use of
the newest recognized FR thread technology available for the Open Flame Resistant
Mattresses.
41-43 Meadow Street
P. O. Box 719
Winsted, CT 06098
Life, Happiness and the pursuit of LI BERTY !
Liberty Threads, N.A., Inc.
Ph: (877) 659-9996
(860) 379-2920
Fx: (860) 379-2925
Ink Ad:Layout 1
3/25/09
10:27 AM
Page 1
IndustryNews
Select Comfort posts
4th-quarter drop
A
In addition to our printed labels
we now offer . . .
P.O. Box 147 Whitewater, WI 53190
Phone (262) 473-4242 (800) 776-7046
Fax
(262) 473-3522 (800) 776-7044
www.ctlabels.com [email protected]
irbed maker and retailer Select Comfort posted a 31%
decline in sales to $131.1 million in the fiscal fourth
quarter of 2008, compared with the same quarter of 2007.
The Minneapolis-based company reported a fourthquarter net loss of $57.4 million, or $1.30 per diluted share,
compared to net income of $2.2 million, or $0.05 per
diluted share, for the comparable period the previous year.
Fourth-quarter results include $58.9 million in charges,
including $32.1 million in asset impairments for stores
and information systems, and a $26.8 million charge for
the establishment of a deferred tax valuation allowance.
Excluding these charges, the company would have reported
a net loss of $11.4 million or $0.26 per diluted share.
“2008 was a difficult year for the entire bedding
industry, and consumer sentiment weakened further in
the fourth quarter,” said Bill McLaughlin, Select Comfort
president and chief executive officer. “Despite this, we
achieved positive operating cash flow for the year as a
result of proactive and aggressive cost-reduction actions.
We implemented a series of initiatives to reduce fixed and
variable costs, maintain margins and improve sales consistency. These are expected to deliver approximately $80
million in cost savings in 2009.”
Additional cost-cutting measures for 2009 include closing 55 or more retail stores, reducing advertising spending and a greater concentration on cost-efficient direct
marketing tactics.
Sales in every channel were down for the fourth
quarter. Retail sales dropped 25%, with a 29% decline in
same-store sales. The company reduced its corporate work
force by 22% and shuttered five retail locations during the
same time period. Online and direct marketing revenues
declined 41% and 37%, respectively. Wholesale sales were
down 61% in the period.
Total net sales for 2008 were $608.5 million, a 24%
decrease compared to $799.2 million in 2007. The company reported a 2008 net loss of $70.2 million, or $1.59
per diluted share, compared to net income of $27.6
million or $0.57 per diluted share, in 2007. Excluding a
number of charges related to asset impairments and a
halted information systems installation, the company
would have reported a net loss of $22.6 million or $0.51
per diluted share.
Select Comfort delayed the reporting of its fourthquarter and year-end results, not issuing them till
March 19. Previously the company announced it had
obtained temporary waivers to comply with certain
ongoing bank covenants and was pursuing a range of
strategic and financing alternatives to enhance its shortterm and long-term financial flexibility.
Indiana retailer
in receivership
TBO LLC, which operated mattress stores in Indiana, has
been placed in receivership by a Marion County
Superior Court, The Indianapolis Star reported
March 19.
The Indianapolis-based mattress retailer was
founded in 1978 and operated a chain of 16 mattress stores in central Indiana as Today’s Bedroom
One, Mattress Gallery and Today’s Kids showrooms.
Paul Liberatore, Jeffrey Hanna and TBO LLC
were named in court papers as debtors to Huntington National Bank when they missed February and
March payments on $2.39 million in loans. Court
papers say that TBO’s debt is greater than its worth,
making it insolvent.
The receiver was charged with managing the
company’s finances and doing what is necessary to
recover monies owed to the bank and other creditors. A notice at the retailer’s Web site indicated that
all inventory was to be liquidated in a one-week
sale and the stores were to be closed permanently.
Interzum Shorts
Lava Textiles expands line
Lava Textiles, a family-owned circular knit supplier with locations in Wielsbeke, Belgium, and
Gastonia, N.C., is presenting a range of designs
and fabrics incorporating new yarns, colors and
finishes at Interzum Cologne. The company will
emphasize its Eco-range of organic cottons, natural blends and recycled polyesters. Lava’s other
specialty items include aloe vera, Silpure, Actigard and microencapsulation finishes, as well as
bamboo, Lenpur, cashmere, silk, CoolPlus, Ingeo,
kapok, milk and other fibers.
Wright showcases new solutions
Wright of Thomasville, a supplier of graphic
design services, point-of-sale materials and other
items based in Thomasville, N.C., will be showing eco-friendly products at Interzum Cologne,
including bamboo and bio-cotton printed foot protectors, as well as a full line of woven, satin and
embroidery labels and other showroom materials.
JoAnne Bennett, account executive, and Alex Con,
international rep, will be on hand to meet with
mattress makers.
75
IndustryNews
Eclipse offers new retailer program
B
edding maker and licensing group
Eclipse International has launched
a new program to simplify the mattress buying experience and guide the
consumer to a sleep system that is ideal
for her body type.
The keystone of the new effort is
an in-store guide for both consum-
ers and retail sales associates. Using
pressure-mapping studies performed
at the Eclipse headquarters in North
Brunswick, N.J., the program enables
the salesperson to guide the customer
to one of six types of sleep surfaces and,
specifically, the one that provides her
with optimal pressure relief. The six
MLS+
POCKET
ADVANCED
-Stay ahead
categories are Extra Firm, Gentle Firm,
Plush, Plush Pillow Top, Ultra Plush and
Ultra Plush Euro Pillow Top.
“It helps the retailer and also gives
the customer peace of mind because
they know that they are choosing the
right mattress for them,” said Dr. Jason
Hagman, a chiropractor and Eclipse vice
president. “When a person sleeps on
a bed that does not provide adequate
support for their body type, their back
and neck are forced into a position
that irritates the joints of the spine and
pinches on the sensitive nerves in those
areas. This inevitably leads to the person waking with tight muscles, back
pain, neck pain and even headaches.”
Shorts
Hall 10.1 B 44
13-16 may
U.S. bedding sales fall
Unit sales of bed sets in the
United States fell 15.6% in February, compared with the same
period last year, according to
the International Sleep Products
Association’s Bedding Barometer. Dollar values dropped
17.9% in February 2009 from
February 2008 and the average
unit selling price declined 2.7%.
For the year, both unit sales and
dollar values are down just over
17%. The Bedding Barometer is
a monthly sales trend report that
includes sales figures from 18
U.S. producers.
ClimaBed Topper
Ohio recycler opens
We are also introduc
ing the
brand new ventilated
topper with
Starsprings ClimaBe
d technology
www.starsprings.com
SWEDEN
BRAZIL
POLAND
U.S.A.
A second company in Ohio
is now dismantling used
mattresses and recycling the
reclaimed components. The
company, Northcoast Mattress & Recycling, is located in
Elyria. Another, Ohio Mattress
Recovery, operates in Willoughby. For a list of other
recyclers in North America,
check, www.sleepproducts.org/
sustainability.
Foamex relaunches Web site
F
oam producer Foamex International has redesigned its Web site to showcase the diversity
of its product line. The site at www.foamex.com
features easier navigation, improved graphics and
a more direct path to product information.
“The site’s new look, feel and usability are
now very much aligned with our position as the
industry’s technology leader and as the provider
of high-quality, commodity and specialty foams for diverse applications in the home,
health care, electronics, industrial, personal care and transportation markets,” said Jack
Johnson, president and chief executive officer of the Media, Pa.-based company.
The site showcases the company’s research and development capabilities, its accomplishments and its commitment to environmental stewardship. On the home
page, “Stories of Innovation” describe Foamex’s role in medical mattress improvements, safety foam for the transportation industry and more.
“In a very visual way, the Web site illustrates our solutions-oriented approach and
provides insight into our key technologies,” said Alvaro Vaselli, Foamex senior vice
president of foam products business management. “The intent is to engage visitors
from the markets and industries we serve so they’ll initiate conversations with us
about their business and product needs. That’s how the next generation of foam innovations begins.”
Short
A. Lava & Son expands knit line
A. Lava & Son Co., a Chicagobased supplier, has expanded its
line of printed warp-knit mattress
ticking. The line is stocked in
Chicago and includes more than
10 patterns that the company
says are “very low in price and
high on quality and consistency.”
“These knits present us with a
new opportunity to approach
companies we’ve not had the
chance to work with in the past,”
said Adam Lava, sales manager.
“We feel this new line will open
many new doors for us.” In addition to textiles, company supplies
foundations, zipper covers, contract quilting and other products
to the mattress industry.
77
IndustryNews
Green Idea
Natura offers ‘green’ Facebook giveaway
Natura World, a producer of natural and organic mattresses and other sleep
products, celebrated Earth Day on its Facebook page by giving away
one of its organic mattress sets.
Fans of the Cambridge, Ontario-based company were invited to
post pictures of their old mattresses and explain why they were in
need of a new bed. The winner was chosen in a random drawing held
on Earth Day, April 22.
“We have a healthy and growing community on Facebook and
we asked them to pull back the covers and share why they needed
a new bed,” said Ralph Rossdeutscher, Natura president. “In everything we
do—from manufacturing to shipping
to dreaming up
new products—
we practice
the highest
standards of
sustainability.
And we partner
with companies
who share our
eco-philosophies
to make it easier
for everyone to make
green, natural and organic choices.”
Interzum Short
Matsushita unveils new machinery
Machinery supplier Matsushita Industrial Co. Ltd., headquartered
in Osaka, Japan, is introducing a fully automatic system consisting
of the TECMIC Packed Coil Machine and TECMIC New Packed Coil
Assembling Machine PKTA-3R-UC during Interzum Cologne. The
company says the system can assemble a row of pocketed coils in 8
to 10 seconds.
Sustainable
Development
Tree Born Technology
•
•
Award winning recycling process
Recycling waste product into
clean, profitable alternatives
•
Using a renewable source of raw
material, that also maintains a
healthy planet on a daily basis
Natural latex, the sap of the rubber
tree “Hevea Brasiliensis”, is the basic
raw material used to produce all of
our latex bedding products.
Natural latex provides optimal comfort
and health benefits through greater
resilience and elasticity.
Responsible Care
Brands
•
•
•
The most eco friendly latex made in the USA
Innovation
Widest range of products with a high content of
natural latex
Hevealux has the highest content of natural
latex produced on a continuous production line
Custom tailored mold designs available
Latexco-US is part of the family owned Latexco
N.V. group based in Europe with over 50 years of
experience in serving the bedding industry
worldwide .
Latexco LLC:
975 Gerard Road, 30553 Lavonia, Georgia
Phone: + 1 706 356 8001 • Fax: + 1 706 356 8444
[email protected]
mail:
Sleep Comp West, a division of Latexco:
6725 8th Street, 90620 Buena Park, California
Phone: +1 714 522 4991 • Fax: +1 714 522 4900
[email protected]
mail:
www.latexco.com

www.sleepcomp.com
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FactoryDirect
In tough times, target your message
Tips for improving
direct marketing
By Barbara T. Nelles
E
conomic conditions are taking
their toll on consumers’ responses to all forms of advertising, including direct marketing efforts. Still
there is no better time to roll out new
direct mail and other direct-response
campaigns, marketing experts say. In
fact, engaging in direct marketing may
be critical if you want to continue to
reach consumers during tough times.
Direct marketing allows companies
to target previous customers—a very
important group in times like these,
when prospecting for new customers is especially difficult. Your previous customers know you and your
business and they are more likely to
respond to your value-driven offer.
Direct marketing is any type of
targeted communication that seeks
a direct response from consumers,
the results of which are collected in a
database for future analysis and use.
It can involve many different types of
delivery, including postal, broadcast,
phone, point-of-service and digital.
Direct mail is the most familiar. Digital is the fastest growing.
Whatever medium you choose,
there are several things to consider
when drafting your message,
according to Tony Attwood, direct
mail guru and founder of
Hamilton House Mailings plc in
Corby, England, and Lois BoyleBrayfield, president of direct marketing agency J. Schmid & Associates
Inc. in Kansas City, Mo.
1
Place your name, location and contact information in plain sight—it’s
the first thing a recipient looks for.
2
Headline a benefit such as “No
more backaches when you sleep
on a ______”—not lists of product
features.
3
Do support that headline benefit with a strong value story—
especially in today’s economy. Provide
facts and figures that underline value,
add a free gift or extra discount to
compel consumers to act.
4
Remember “you” and “free” are
the two most powerful words you
can use.
5
Put your most powerful words at
the beginnings of sentences and
paragraphs.
6
Include a call to action. Tell the
reader what you want her to do
and how to do it—and repeat it more
than once in your copy.
7
Announcements don’t make attention-grabbing headlines. “ABC
introduces the XYZ mattress” will not
work—nor will following it up with
your number of years in business and
the latest technology behind the XYZ.
8
If you’ve included a special offer,
articulate it in a clear, compelling manner. Try testing different
offers with different list segments.
Which offers worked in the past?
Can you brainstorm a giveaway that
will not impact your margins?
9
Beware of focusing the entire
message on having the lowest
price—it will only work if you really
are less expensive than everyone
else, which is a difficult promise to
make in a highly competitive category and economy. And it can have
unintended results, like starting a
price war in your market.
10
Consider posing a provocative question in the headline:
“Are these the 3 things you dread
most about mattress shopping?”
Recipients will read on just to see if
you got it right. Develop your question and provide your solution in a
paragraph or two, using a conversational—not promotional—style.
11
Make information easy to
understand and don’t assume
anything. Write in short paragraphs
and avoid fine print and disclaimers
81
FactoryDirect
Direct marketing
allows companies
to target previous
customers—a very
important group
in times like these,
when prospecting
for new customers is
especially difficult.
when possible. Recipients will scan
the text, not read word for word.
12
Inject some humor. It’s rarely
seen in direct mail but is a
great way to form a connection with
your audience. Perhaps open the
piece by discussing a mattress or
sleep-related issue that is a source
of annoyance—like waking up in
the morning with aches and pains—
then give readers a jolt by adding a
comic twist.
Dress up the design
What your direct marketing piece
looks like can be as—or even
more—important than what you
have to say. Karen Saunders, author
of Turn Eye Appeal to Buy Appeal:
How to Easily Transform Your Marketing Pieces into Dazzling, Persua-
sive Sales Tools, offers these tips for
designing effective direct marketing
pieces.
➤ Use powerful photography or art,
interesting colors and interesting
graphics, but use them sparingly.
➤ Include enough white space—it
aids legibility and gives the reader’s
eye a resting point.
➤ Take advantage of free or lowpriced clip art and stock photos that
are available online.
➤ Add dramatic contrast with colors, shapes, fonts and graphics.
➤ Create a consistent look throughout the piece. Repeat key design elements, such as bullets and headers,
using the same size, color and font.
➤ Know when to use serif and sans
serif fonts. Serif fonts have tiny
horizontal strokes attached to the
letters that help readers’ eyes flow
from letter to letter, so they are good
for the body copy in text-heavy
pieces. (The text in this article is a
serif font.) Bold sans serif fonts are
good for headlines (like the one on
this story) because they slow readers
down and grab their attention. BT
Baron Styles, Inc
Custom Quilting & Sewing
We do it all . . .
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U All Natural - Mattress Kits - 1633 Certified
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t'BY
visit our website
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Peter Jensen, VP/ Marketing & Sales
(604) 351-3613 • [email protected]
Canada: T(604)267-1307 • F(604)267-1327
[email protected]
China: T86-21-13901616782 F86-21-55128718
[email protected]
I
f your last direct marketing effort wasn’t as effective as you wanted, you
may not be able to blame the rotten economy and today’s tight-fisted
consumer.
Take a close look at your campaign, says Grant Johnson, chief executive officer and founder of direct marketing agency Johnson Direct in
Brookfield, Wis., and ask yourself the following questions:
➤ How important does your campaign or piece make recipients feel?
➤ Is the envelope/subject line/headline impossible to ignore?
➤ Do you give recipients a convincing reason to continue reading or
to interact?
➤ Do you make them feel “singled out” to reap exciting benefits?
➤ Do you announce an appealing offer that implies high value?
Something like “Valuable gift certificate for you” or “Free offer for
preferred customers”?
➤ Is the content—especially the opening paragraph—loaded with
“you” copy?
➤ Is the offer too loaded down with qualifiers, conditions and
disclaimers? Consumers “crave simplicity,” Johnson says.
Remember, consumers are bombarded by hundreds, if not
thousands, of media messages each day. If a direct marketing
piece doesn’t grab their attention immediately, offer them value
and make them feel special, you’ve wasted your money. BT
In a
recent,
independent
study:
92% of female
mattress customers
polled said that the
Purista™ freshnessenhancing treatment was a
feature they desired in their
mattress.
Contact us today to learn more
about how the Purista™ brand
can become a part of your
polyurethane and latex
foams solution.
Learn more at www.purista.biz or call 800.491.8375
83
Vintex Vinny is at it again and boy, can he stand the heat. He’s got
NEW FB14-99
This new addition to the
SoffTICK® mattress line is the talk
on his side – a Super Flame-Blocking,
amongst heroes and villains everywhere. How can something so
fluid barrier fabric like nothing else on the planet. It’s so strong it
strong also be so soft? The secret is lurking somewhere in
can protect a mattress core from flame penetration, it acts as a
North America – in the home of Vintex’s extrusion coated
permanent fluid barrier and it combats bacterial and fungal growth.
manufacturing technologies.
the
NEW
FB14-99
1-800-846-8399
www.vintex.com
NewsMakers
VyMaC names creative director
R
etail Marketing Services,
As creative director,
the in-house marketing
Aiello is responsible for
department of mattress kit
directing the production
supplier VyMaC Corp., has
of marketing and advertishired Art Aiello as creative
ing programs for VyMaC’s
director.
internal divisions, as well as
The position is a new
for external clients. Prodone for VyMaC, but Aiello
ucts and services include
Art Aiello
replaces Katrina Janes, who
product packaging, marketing collateral, custom deperformed some of the same
sign and point-of-service materials.
duties as marketing and advertising
“Art is very capable to lead the
manager. Janes left VyMaC to pursue a
charge in bringing much-needed
position outside of the industry.
Comfort Solutions
adds new exec post
Mattress maker and licensing group Comfort Solutions has hired Kevin
Damewood to fill a
newly created position,
senior vice president
of sales and business
development.
“Based on Kevin’s
Kevin Damewood
more than 25 years of
experience in mattress sales working in key
corporate and field posts for several of the
industry’s top producers, we’re confident
that his contributions to increasing the
company’s distribution and market share
will be significant,” said Dave Roberts,
president and chief executive officer of
Comfort Solutions, which is based in Willowbrook, Ill.
Damewood has held executive and sales
positions at several major mattress manufacturers. He was executive vice president
of sales at Spring Air before joining Comfort Solutions. Previously, he was divisional
vice president and vice president of sales at
Simmons. He began his bedding career at
Sealy, where he held a number of posts.
Damewood reports to David Binke,
Comfort Solutions executive vice president
of sales.
branding and value-proposition focus
to the factory-direct and independent
manufacturers and retailers,” said
Dave Young, chief executive officer of
VyMaC, based in Fort Atkinson, Wis.
Aiello has 15 years of marketing
communications experience and
joins VyMaC from the Glowac +
Harris + Madison marketing agency,
where he was an account executive.
He previously was marketing communications manager for Covance.
He reports to Young.
McAndrews moves to Mattress Firm
R
etail consultant and mattress industry veteran
Craig McAndrews has been named regional
sales manager for Mattress Firm, a Houston-based
national retail chain. He is responsible for a newly
created fifth sales region.
Most recently, McAndrew was co-founder and director of the training firm Innovate Retail and founder of The Retail Institute, a research group. Previously,
Craig McAndrews
McAndrews was vice president of sales at Simmons.
Prior to that, he owned and operated a Mattress Firm franchise in Arizona
that grew to 18 stores. He later sold it to corporate Mattress Firm. McAndrews
began his mattress industry career as a sales representative for Sealy.
“Craig has seen all sides of the business, from owning a franchise to retail
consulting. He is very familiar with Mattress Firm’s culture, which will aid in
his transition and ability to make an immediate impact on the business,” said
Steve Stagner, Mattress Firm president and chief operating officer.
McAndrews reports to Brian Bandarra, Mattress Firm executive vice president of sales.
Short
Specialty association adds board members
The Specialty Sleep Association, a mattress industry group, has added
two new members to its board of directors, Jeff Scorziell and Todd
Youngblood. Scorziell is president of Anatomic Global, a mattress
manufacturer based in Corona, Calif. Youngblood is president of Chili
Technology, ProSource Services International and T2International, all in
Mooresville, N.C. The association is led by Dale Read, editor in chief
and publisher of Bedroom magazine. Other board members are Michael Nermon, Ergo Customized Comfort; Mark Miller, Innomax; Dennis Boyd, Boyd Specialty Sleep; and Bart Dehaerne, Deslee Textiles.
85
ISPAAdvocacy
ISPA weighs in on federal proposals
T
he International Sleep Products Association recently has
explained the bedding industry’s position on a number of
regulations that impact mattress manufacturers, suppliers and
bedding retailers.
➤ Safety of children’s products ISPA joined a number of
manufacturing and retail groups requesting that the U.S.
Consumer Product Safety Commission delay enforcement of
new tracking label requirements for children’s products for one
year. The Consumer Product Safety Improvement Act requires
that, beginning in August 2009, manufacturers of children’s
products must place a permanent label or mark on the product
and its packaging that identifies the source of the product and
the date of manufacture, as well as more detailed information
on the manufacturing process, such as a batch or run number.
The CPSC currently has an open rulemaking to issue guidance on the labeling requirements, however, it is unlikely that
guidance will be finalized in sufficient time for manufacturers
Guess who just hitched a
ride back with you!
BED BUGS
LICE
FLEAS
ROACHES
VIRUSES
BACTERIA
to implement the labeling requirements. Because of this, ISPA
and the other groups asked for the one-year delay.
➤ Phthalates restrictions The CPSC is considering whether
mattresses for children age 3 and younger are considered
child care articles subject to phthalates restrictions and testing requirements set by last year’s Consumer Product Safety
Improvement Act. ISPA has submitted comments to the CPSC
stating that mattresses should not be considered child care
articles and, thus, should be exempt from these requirements.
➤ Canada’s open-flame standard Health Canada has
requested public comment on whether to make mandatory
a now-voluntary open-flame test method (S137) developed
by Underwriters Laboratories of Canada. The test method is
similar to the 16 CFR Part 1633 standard used in the United
States for mattresses.
ISPA submitted comments, urging Health Canada to make
its regulatory approach as similar to the United States and its
other trading partners as possible.
“In particular, ISPA urges Health Canada to establish
reciprocal arrangements with its trading partners such that
testing and recordkeeping conducted to meet the openflame mattress flammability standards administered by one
country are recognized as meeting equivalent or comparable
mattress flammability standards administered by another
country,” ISPA wrote.
For more information about these proposals and
ISPA’s positions on these and other issues, check
www.sleepproducts.org/advocacy or contact Chris Hudgins,
ISPA vice president of government relations, at
[email protected] or 703-683-8371, Ext. 1113.
Short
ISPA adds Canadian recyclers to directory
®
STERIFAB.COM • 1-800 359-4913
Do you know Canadian retailers that want to properly
dispose of customers’ used mattresses? The International Sleep Products Association has added three Canadian recyclers—in the provinces of Alberta, Quebec
and Saskatchewan—to its directory of facilities that
recycle mattress components. The directory, which can
be found at www.sleepproducts.org/sustainability,
now includes 14 mattress recycling facilities in North
America. If you are aware of other recycling centers
in your area that should be added to the list, contact
Ryan Trainer, ISPA executive vice president and general counsel, at [email protected] or
703-683-8371, Ext. 1118.
MARK
YOUR
C ALENDAR
!
Stay on Track
at ISPA EXPO!
...the only trade show in the world devoted
exclusively to the mattress industry!
�
�
�
Strengthen business connections
See products & services you need
Stay current on trends and industry news
For information about exhibiting,
contact Kerri Bellias,
[email protected]
or call 336-945-0265.
March 3-6, 2010
Charlotte Convention Center
Charlotte, North Carolina
USA
www.sleepproducts.org/ISPAEXPO
Calendar
May
May 5-7
Brazil Furniture Show
ITM Expo
São Paulo, Brazil
Phone 55-11-31516444
Fax 55-11-31514861
May 13-16
Interzum Cologne
Koelnmesse
Cologne, Germany
Phone 49-221-821-3387
Fax 49-221-821-3280
www.imm-cologne.com
June
June 2-5
ZOW Spain
Feria de Zaragoza
Zaragoza, Spain
Phone 49-521-96533-0
Fax 49-521-96533-99
www.zow.es
INDUSTRIAL THREADS
•
•
•
•
•
Helios PTFE Thread
and Bobbins
Dabond & UltraDee
Bonded Polyester
Ready-Wound Bobbins
Polymatic
Nylon, Star & Nylbond
ZIPPERS
HOOK & LOOP
FASTENERS
A Coats Distributor
1-800-USA-SEWS
1-800-872-7397
komaralliance.com
CHICAGO • DALLAS
LOS ANGELES • PHILADELPHIA
June 4-8
Furnex Egypt
Cairo International
Convention Centre
Cairo, Egypt
Phone 202-2527-1010
Fax 202-2527-1015
www.furnexegypt.com
July
July 15-18
AWFS Fair 2009
Las Vegas Convention Center
Las Vegas, U.S.
Phone 323-838-9440
Fax 323-838-9443
www.awfsfair.org
August
Aug. 19-22
Shenzhen International
Furniture Exhibition
Shenzhen Convention &
Exhibition Center
Shenzhen, China
Phone 86-755-83786188
Fax 86-755-83785652
www.chinafurnitureexpo.com
September
Sept. 9-12
Furniture China 2009
Shanghai New International
Expo Center
Shanghai, China
Phone 86-21-64371178
Fax 86-21-64370982
www.furniture-china.cn
Sept. 9-13
Habitare
Helsinki Exhibition &
Convention Centre
Helsinki, Finland
Phone 358-9-150-9717
Fax 358-9-142-358
www.finnexpo.fi/habitare
Fall fair The Habitare furniture show will
be Sept. 9-13 in Helsinki, Finland. The
18th-century Sveaborg is just one of the
attractions in the area.
Sept. 14-17
Las Vegas Market
World Market Center
Las Vegas, U.S.
Phone 888-416-8600
Fax 702-599-9622
www.lasvegasmarket.com
October
Oct. 1-4
ZOW Turkey
Istanbul Expo Center
Istanbul, Turkey
Phone 49-521-96533-71
Fax 49-521-96533-72
www.zow.com.tr
Oct. 17-22
High Point Market
International Home Furnishings
Center & other locations
High Point, N.C., U.S.
Phone 336-869-1000
www.highpointmarket.org
Classifieds
For Sale
TAPE-EDGE MACHINES, MULTINEEDLE AND SINGLENEEDLE 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.
REBUILT AND RECONDITIONED MULTINEEDLE
QUILTING MACHINES. Specializing in PATHE
precision parts and service. Technical consultants.
SEDCO. Phone 201-567-7141; Fax 201-567-5515.
TAPE-EDGE MACHINES, QUILTERS &
MISCELLANEOUS SEWING MACHINES.
Contact Frank Carlino, U.S. Mattress Machinery.
Phone 815-795-6942; Fax 815-795-2178;
Email [email protected].
For Sale
EMCO Compustitch Quilter with Quilt Rack
and Catwalk and Gribetz cutter
National serger and Table 1
Union Special serger and Table 2
Porter 1000 serger and table
Porter tape-edge
Many other miscellaneous items available.
Call Troy at 815-343-9984 for more details.
Place your classified ad today!
Reach mattress industry professionals around the world with your
advertising message through the BedTimes Classifieds. Rates: $3
per word for the first 100 words and $2.50 thereafter; minimum
charge of $75. “Blind” box number: $50 per insertion.
Ad copy and payment must be received by the first
of the month preceding publication. Send ads and payment to
BedTimes Classifieds, 501 Wythe St., Alexandria, VA 22314-1917.
Contact Debbie Robbins, advertising production manager, for additional information. Phone 336-342-4217; Fax 336-342-4116;
Email [email protected].
89
AdvertisersIndex
A. Lava & Son Co.
Steve Appelbaum
800-777-5282
(800-777-LAVA)
www.alavason.com
8
Ace Bed Co. Ltd.
Yong Sup Lee
82-43-877-1881
www.acebed.com
27
Amelco Industries Ltd.
Costas Georgallis
357-22-484444
www.amelco.com
80
American & Efird Inc.
Sandra Reynolds
704-357-2378
www.amefird.com
61
Arch Chemicals/Purista
Damali Noel-Lockett
770-805-3294
www.purista.biz
83
Atlanta Attachment Co. Inc.
Hank Little
770-963-7369
www.atlatt.com
Baron Styles
Dave Williams
262-473-7331
www.baronstyles.com
C2-1, 17
82
Bloomingburg Spring 66
& Wire Form
Vickie Schwarm
740-437-7614
www.bloomingburgspring.com
BLR
Martin Leroux
819-877-2092
www.blrlumber.com
35
Boycelik
Erol Boydak
90-532-274-3193
www.boycelik.com
64
Boyteks Tekstil AS M. Nebi Dogan
90-533-685-6041
www.boyteks.com
10-11
Goldberg Supply Co.
89
Sanford Pahk
718-321-9930
www.goldbergsupply.com
BRK Group
Jeff Miller
562-949-4394
www.brk-group.com
75
Russ Bowman
954-846-0300
www.gsgcompanies.com
C3
Chicago Tape & Label
Kristy Enger
262-473-0323
www.ctlabels.com
74
Hengchang Machinery Factory
Coco Pang
769-83307931
www.hcjixie.com
63
Costa International
Manuel Vazquez
305-885-9761
www.costa-international.com
89
Hickory Springs Mfg. Co.
Rick Anthony
828-328-2201
www.hickorysprings.com
CT Nassau John Bauman
617-661-0970
www.ctnassau.com
69
John Marshall & Co. Ltd.
Peter Crone
64-3-341-2004
www.joma.co.nz
12
Diamond Needle Corp. Abe Silberstein
800-221-5818
www.diamondneedle.com
66
Jomel Industries Inc.
Phil Iuliano
973-282-0300
www.jomel.net
72
Kenn Spinrad Inc.
Randy Weinstock
800-373-0944
www.spinrad.net
83
Keynor Spring Mfg.
Raymond Shao
604-267-1307
www.keynor.com
82
Komar Alliance
Herman Tannenbaum
215-441-9300
www.komar.com
88
Latex Green
Mithra Weerasinghe
905-840-0864
www.latexgreen.com
71
Latex International
Kevin Stein
203-924-0700, Ext. 347
www.latexintl.com
37
Eclipse International
15
Stuart Carlitz
800-634-8434
www.eclipsemattress.com
www.eastmanhousemattress.com
Edge-Sweets Co. (ESCO)
Kevin Ryan
616-453-5458
www.edge-sweets.com
Edgewater Machine Co. Inc.
Roy Schlegel
718-539-8200
www.edgewatermachine.com
38
9
Enriquez Materials & Quilting Inc. 31
Silvia Enriquez
323-725-4955
www.enriquezquilting.com
Flexible Foam Products Inc.
Michael Crowell
419-647-4191
www.flexiblefoam.com
18
2
Latex Systems Christophe de Laforcade
66-2-326-0886
www.latexsystems.com
55
Springs Creative Products Group 68
George Booth
803-324-6505
www.springscreative.com
Vertex Fasteners Inc.
Tom Fowler
847-329-8530
www.vertexfasteners.com
43
Latexco U.S. LLC
Kevin Callinan
866-528-3926
www.latexco.com
79
Starsprings International
Kai Christensen
46-513-17800
www.starsprings.com
76
Vibradorm GmbH
Daniel Alvarez Martinez
49-6061-94-44-10
www.vibradorm.de
78
Liberty Threads
Bobby Hegan
860-379-2920
73
91
25
Vintex
Customer Service
800-846-8399
www.vintex.com
84
Matsushita Industrial Co.
Yosuke Takeuchi
81-6-6774-6002
www.tecmic.co.jp
Subinas Confort S.L.
Javier Subinas
34-94-416-04-40
www.subinas.es
36
67
Weifong Industries Sdn. Bhd.
Tevin Na
603-8739-1990
www.getha.com.my
60
Maxime Knitting
Lorne Romoff
514-336-0445, Ext. 27
514-265-8782
www.maximeknitting.com
Sunds Velour A/S
Steffen Romer
45-60-210-410
www.sunds.com
Therapedic Sleep Products Gerry Borreggine
800-314-4433
www.therapedic.com
47
Wright of Thomasville
Area Account Executive
800-678-9019
www.wrightlabels.com
70
Tietex International Ltd. Wade Wallace
800-843-8390
www.tietex.com
C4
Natura World
Michael Pino
908-410-1257
www.naturaworld.com
58
New England Needles Inc.
Thomas Lees
800-243-3158
www.newenglandneedles.com
21
Noble Pine Products Co.
Steve Goldrich
914-664-5877
www.sterifab.com
86
P.T. RubberFoam Indonesia
Andreas Janssen
62-21-53662190
www.rubberfoam.co.id
62
SABA North America LLC
Jim Turner
810-824-4964
www.saba-adhesives.com
4
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50
Simalfa
Darren Gilmore
973-423-9266
www.simalfa.com
29
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SGS Consumer Testing Services
Brenda Ridenour
630-426-0129
www.us.sgs.com
Soltex Inc.
Larry Starkey
864-234-0322
www.soltexusa.com
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91
TheLastWord
How to help out RSAs
W
ant to motivate retail sales
associates to sell more of your
product? Keep making quality mattresses and don’t skimp on training
sales associates about your products’
features and benefits.
In a recent online survey conducted by BedTimes’ sister publication, Sleep Savvy, sales associates
reported that “feeling good about the
products” and “product training from
vendors” were among the factors that
most motivate them to do a good job
on the sales floor. The top motivational factors as ranked by the 225
respondents:
1. Co-workers who are honest and
ethical
2. Feeling good about the products
3. Feeling good about the company
4. Good working environment
5. Product training from vendors
Lack of sleep may have link to diabetes
People who average less than six hours of sleep a night may
be more at risk of developing diabetes, according to
a new study.
Researchers examined six years of health records
of nearly 1,500 people participating in the Western
New York Health Study and found that people who
slept less than six hours a night were more than 4.5
times more likely than their more well-rested counterparts to shift from normal blood sugar levels to
impaired fasting glucose levels.
A normal fasting blood glucose level is less than
100 mg/dL. A fasting blood glucose level between
100 mg/DL and 125 mg/DL is considered impaired
fasting glucose, commonly called prediabetes because people with the condition often develop Type 2 diabetes.
“This study supports growing evidence of the association of inadequate
sleep with adverse health issues,” says study researcher Lisa Rafalson, a National Research Service Award fellow and research assistant professor at the
University at Buffalo in New York.
Married women more rested
W
omen who are
happily married
sleep more soundly,
according to researchers at the University of
Pittsburgh reporting
in the January issue of
the journal Behavioral
Sleep Medicine.
The researchers examined findings
from the Study of Women’s Health
Across the Nation, a multisite, multiethnic study
of 2,148 women in the
United States.
Using a scale to measure marital happiness
and another to measure
sleep disturbances, researchers found that women who were
happy in their marriages slept better
than their less satisfied counterparts.
Workers distracted
by technology
Some 70% of human resource professionals report that employees are
too distracted at work, according
to a newsletter from the Society
for Human Resource Management, based in Alexandria, Va.
Technology is the culprit—the
Internet, handheld devices and
email all impact workers’ concentration. Too much email tops the
list of distractions.
The group recommends that
management screen company
email, set guidelines to reduce
internal emailing and restrict the
sending of personal emails.
Supporting you through all the challenges you face.
Working with all the needs of manufacturers around the globe.
Dependable machinery & service.
Financially flexible.
Ready for immediate response.
Rebuild or refurbish current equipment.
We hope to see your face at interzum.
Hall 9.1, Stand C010
800-326-4742
GRIBETZ INTERNATIONAL
PORTER INTERNATIONAL
954-846-0300
SYD-REN
SPUHL ANDERSON
www.gsgcompanies.com
GATEWAY SYSTEMS
GSG PARTNERS: TEKNOMAC
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MERELLO

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