ALSO…Mark Kinsley and I have our first book coming out in December so if you want to sign up now, the first 100 people to get their copy will also receive DOS shot glasses so you can enjoy your favorite brand of tequila, which happens to be the official beverage of the Dos Marcos podcast. Sign up TODAY, just click HERE…it’s easy!

You’re at the airport and in a hurry to make it to your connecting flight but you have a problem. Your gate is at the other end of the terminal and you don’t have a lot of time. You see a moving sidewalk that will help carry you through the crowd and get you to your destination much faster so do you take it? Or do you just walk through the terminal pushing past the other travelers and risk missing your flight home?

Right now we have a HUGE opportunity that very few in our industry are taking advantage of, and that is making the connection of sleep to our personal health. The Mayo Clinic says, “Yes, lack of sleep can affect your immune system. Studies show that people who don’t get quality sleep or enough sleep are more likely to get sick after being exposed to a virus, such as a common cold virus. Lack of sleep can also affect how fast you recover if you do get sick.” Do you think this is relevant to your customers shopping for a mattress, sheets, pillows or adjustable bases? HELL YES IT’S RELEVANT especially right now. So why is it we aren’t making this a much bigger deal as an industry?

When you look at the landing page of your website are you talking about how your products can literally improve a person’s sleep health which can improve your ability to fight off a virus? How about your selling process, have you incorporated that idea into your conversation with the consumer? Do you talk about sleep health in your brochures or in your social media channels?

There is a moving sidewalk right in front of us that will give us some extra momentum to carry us to our destination and cut through the clutter, but we are choosing to stay in the slow lane, fighting the traffic just like we always have. Why?

I love a good gut check so try this one out. If McDonald’s got a call from their research and development people saying that eating one Big Mac a day would help to improve your immune system so you could fight off a virus, would their marketing message change? I bet it would.

One of the most important issues facing people today is their health. They fear for the safety of their family and are looking for every way possible to protect themselves and we have a product solution that is totally relevant to that conversation, so why aren’t we having it? (This is a miss for me also. We haven’t changed anything with the websites for Spink and Co or Sherwood either so we have to figure out the right way to address the opportunity.)

Remember that we are in a fight. Not with each other, but with new cars, vacations, wood floors, and painting the house. The consumer has a limited amount of disposable income so where are we on their list? We move up on that list if we can make a compelling case and using sleep health to frame our conversation with the consumer makes sense. I think that consumers would appreciate a little education on how sleep can help them live their best lives don’t you?

The post The Sleep Health Wave. Are You Missing Out? first appeared on Q's Views.

Ever since Kinsley and I started working with the Nationwide Marketing Group we have been exposed to some things that have had a profound impact on me.

1. It all started when I met Jeff Rose at a dinner that I was invited to by my good buddy Jason Mehl, formerly of Metro Mattress. They introduced us to Mike Whitaker and things started to evolve in a great way. Then I met Tom Hickman, got reconnected to Chad Fisher, was introduced to the best bigfoot actor ever Johnny Lamp, had dinner with Dean Hanby, did a podcast with Jennifer Danko and have worked closely with the awesome crew at PrimeMedia. Later we met Amy Croom and Rob Stott and started to work with them on their sponsorship with Dos Marcos, and the circle continues to grow. All of this to say that every single person we met inside of this organization was 100% committed to serving their member; the rock stars of this industry also known as the independent retailer.  Kinsley and I have learned a lot after spending time with some of these business owners and that exposure has really influenced where Dos Marcos is today.
2. Many of the independent retailers out there have a major advantage in their markets. For some they just don’t realize that or if they do, they don’t fully understand how to capitalize on it.
3. One of the best ways to grow as a person or a business is to look at the best practices of others that are where you want to be. The PrimeTime events have taught me how important it is to network inside of this industry. Retailers are hungry for knowledge and they depend on each other when it comes to good information that can help them grow their companies.
4. There is a real spirit of abundance in the middle of it all. People wanting to help each other get better and we have tapped into that in a big way.

When Kinsley and I were at the PrimeTime event in New Orleans, we gave a speech at Mattress University about driving foot traffic to the retailer’s doors. During that talk, we asked all 400 people in the room to tell us about a successful marketing event that they actually used to generate traffic to their stores. They wrote them down on note cards and passed them in, and those ideas that have inspired us to write a book.

We can’t share the name of it just yet but I can tell you that the book is complete, in the hands of our publisher and it will likely drop the first week of December. We will have a paperback, digital version, and an audiobook all ready to go at the same time so no matter how you like to enjoy a book, we’ve got you covered. I’ve always wanted to write a book so this is a solid checkmark on the bucket list and I’m really excited to share it with this audience.

So what’s it about? Consider the following questions.

• Is your business a place that sells things to your customers, OR, do you have a large following of raving fans that prefer you over all others? Fans that will consistently shop with you no matter what, even if you are a little more expensive?
• Do you have a deep understanding of how your customers see you? How do your employees see you? Are you clear on how you want to be seen? Why does it matter and how can you leverage this perspective to bring you to a place you have never been?
• How well do you connect with the people you do business with? Why is this one of the most important things you should be focused on as you push past 2020?
• What are the levers you should be pulling to grow your company? Are you missing any?
• What does the future of retail look like and are you ready for it?
• Are the people in your company creative enough to bring in a consistent stream of new ideas? How do you create that culture?

Answers to these questions fill the pages of our new book and they are based on real-life examples from over 70 different independent retailers that are killing it in their markets every single day.

The stories in this book will surprise and delight you, they will make you laugh, they will make you uncomfortable, they will touch your heart, and hopefully, they will inspire you to use something you’ve read to make a meaningful change to your own business.

If you would like to add your name to the list for updates on the book, you can do that at THIS LINK. The people that sign up will get an advance email with details on the drop date and if you are one of the first 100 people to buy the book at the special rate, we will send you a signed copy along with two INDESTRUCTIBLE Dos Marcos shot glasses so check it out.

The post Podcasters, Speakers, and Authors? first appeared on Q's Views.

These are some crazy times we are living in wouldn’t you say? In the Dos Marcos podcast that published yesterday, I make the comment that “just because you have the power to be an asshole, doesn’t mean you SHOULD be an asshole.” Suppliers from all over are having trouble getting their products to people. The stupid COVID illness has shut down factories, people don’t want to come back to work because they are getting a nice fat government check, and the demand spike has made it tough for the guys in the factories out there to keep up with production.

There are a lot of things going wrong right now and when life hits us hard our reaction to that is important. The point of the blog today is to have us all take a minute to pause on what is going on, how we are handling it, and what it will all mean down the road. Ask yourself a few questions:

• Are you making decisions that consider the people in your world first and profits second? We all have to manage to the bottom line there is no doubt, but compassion and empathy should serve as our guiding light.
• Are the decisions you’re making right now the best for your business long term or are you playing the short game? There may be things that we need to do to get us through where we are but can they be undone when things return to some sort of “normal”?
• If you want to know how good you are in developing and nurturing relationships, now is a good time to see the fruits of your labor. Do you treat your suppliers with respect and appreciation? Do you treat your customers with respect and appreciation? If we have done a good job of nurturing those relationships they could buy you some favor with your supplier or maybe even the grace you need when you fall down with your customer. If you are in a “transactional” relationship then you could suffer the fate of that reality.
• Inspiration or intimidation? What kind of leader are you right now? Stress is a tough thing to deal with, especially when it could mean the failure of your business. Some get pissy and float around the office beating up the team for different results. Others see an opportunity, excite the troops, and find a way to lead their people into battle looking for the win.
• Real leaders will show themselves in times like this. Some will look for rocks to hide behind. Others will step up and look for creative solutions to the complex problems facing them, and drive forward no matter what obstacle is in the way. Which one is leading your group?

I understand that relationships don’t always fix the problem. Sometimes you have to use a boot instead of a carrot. Some things are just flat out of your control and you can’t Marry Poppins your way through every situation.

HOWEVER, we can get to the other side and feel great about how we got there which oddly enough, usually delivers the best outcomes. Funny how that works.

The post How Are You Playing The Game? first appeared on Q's Views.

When I first started in the industry Sealy was #1 by a large margin. Simmons was #2 and Serta was trailing at a distant 3rd. I began working for Serta in 1996 and got there in time to be a part of the massive growth under CEO Ed Lilly and later Bob Sherman. Serta eventually took over as #1 because of a laser beam focus around one simple idea. “Find creative solutions to the complex problems that our customers are facing.” At some point, Serta wandered off the path and Sealy came roaring back into the top spot.

As of 2019 Sealy is back at #1, up 12% in 2019, Simmons is second and Serta has fallen to the #3 spot. So how did this happen? The loss of Big Lots for Serta/ pickup by Sealy, and the re-entry at Mattress Firm for Sealy were a few of the factors, but here are some additional thoughts.

Leadership: SSB had Bob Sherman running the show, then Gary Fazio, followed by Michael Traub and later David Swift so there was a lot of transition over the years with each guy implementing his own plan. Then SSB lost or pushed out the two top sales exec’s that really made their growth happen, John Rachid and Bill West as well as a few others, and reduced the salesforce at one point by 200 something people. At the same time you had Scott Thompson take the helm at TSI and this guy is a full out savage, gun slinger, and deal maker. If you doubt me on that just look at how he handled the Mattress Firm situation and I think you’ll agree. Rick Anderson was a constant since 2006 as TSI’s president, now being followed by Steve Rusing who is a well thought of industry veteran with a strong track record. Changes in leadership are very costly so maintaining consistency over time will create a big advantage for those able to pull it off. SSB is now in a groove with a solid team and they are adding key players so there is no doubt that this market share battle will continue on.

Brand Clarity: 1+1 doesn’t always equal 2. Serta and Simmons have not been great at differentiating their products. So much so that according to some of the retailers I’ve talked to over the years, having them both on a floor doesn’t always make sense. Back in the day, if you were to ask retailers or even their own sales force what each brand stood for and what made them uniquely different, you would be hard pressed to get a solid answer from anyone. Tempur-Pedic owns memory foam. Sealy has something for everyone, top to bottom. And Stearns and Foster is a widely distributed luxury brand with great history. Now you can stir into that mix Sherwood who specializes in strong private label programs, and Spink and Co, a great craft beer/bed that is grown on a farm in England with exclusive distribution. Overlap or fuzzy definitions within your brands will hurt you. Trying to extend your brand into spaces that don’t make sense are also counter productive. TSI has been very smart in how they define who they are and what they offer their retail partners. Thanks to Melanie Huet, SSB’s Chief Marketing Office, I think they are going to figure this part out as they focus more on the consumer and carve out a unique space for all of their brand offerings.

Leverage: Let’s face it, brand equity is leverage and nobody has more of it than Tempur-Pedic. Tempur-Pedic is the only brand in our industry that has created real preference. Others have built some awareness but that just isn’t the same thing. The most important thing for retailers right now are door swings and Tempur-Pedic delivers those which makes them a pretty big deal.

In an interview with with Furniture Today Scott Thompson had the following to say. “We are truly honored, but there won’t be any big celebration. We will keep doing what we have been doing: pushing to improve every day everywhere around the world. We know that whatever we did yesterday is not good enough to win tomorrow.” Given the dynamic space we find ourselves in I think that Scott has it right. Change is a constant and the companies out there that can adapt will win the day. One thing though Scott, if I were you I would assemble the team at your favorite watering hole, put on a sombrero, and partake in the official beverage of the Dos Marcos podcast; tequila shots for everyone!  You guys have earned it.

The post Sealy Takes Top Spot first appeared on Q's Views.

Somewhere close to 300 people were in attendance for the funeral at St. Martha’s, my parents church in Kingwood, Texas, which shocked me given the scare around the corona virus. Ladies from the church volunteered to decorate the church and the reception hall, a neighbor created a small piece of art in memory of mom that my father was able to duplicate and give to close friends and family. My dad’s best buddy Grant Chapman, his wife Betty and his two kids Chris and Kerry, along with his cooking team called the Holy Smokers, prepared lunch for over 100 people at the reception and nobody let us pay for anything. Dozens of people cooked meals and brought them to the house and cards, donations to my mother’s charity, flowers, text messages and phone calls came in to my dad Nick, sister Cari, brother Jeff and myself to express their condolences. The love and support was felt in a very meaningful way.

All of this happened the way it did because my mom was an amazing lady that gave a lot of herself to people. She worked as a volunteer with Family Time, a shelter for abused women for over 17 years, and was incredibly generous to her friends and family. She was definitely the “go to” if you needed to talk through a problem. As for the impact she had on me, that would be impossible to put into words. She listened to me, supported me in all things, kicked my butt when it was necessary, and loved me like only a mother can. Her influence in my life has helped me become the person I am and any success I have experienced along the way can be directly tied back to how she raised me.

I was sad when she died, but more than that, I was grateful for the fact that she was my mom and for the influence she has had on me, my wife Bridget and my kids Gabby and Nick.

The overwhelming response to her death was the result of her connection to people. Investing in our family, friends and co-wokers and creating strong relationships with others is what it’s all about isn’t it? What impact are we making on those around us? How will people FEEL when we leave this earth? What good have we done? What will the ripple effect from our life be?

My mothers life will impact others long after she is gone because of what she did when she was here. My pastor once told us that we have to be mindful of the dash. The dash between the date you were born and the date that you die. What will we do with our dash?

Love and miss you mom! I will see you again.

My brother Jeff (Todd), has never written a poem in his life but the passing of our mom inspired this writing.  I think he did a terrific job of sharing his heart and what we all feel about who she was.

Sweet Dee

From humble beginnings with love in her heart

She met a man and fell from the start

The Bulldog inn is where it all began

and he walked her to class like a fine young man

They didn’t have much but they made it work

and that’s when Dee learned how to be a damn good cook

They had three children Cari, Mark, and Todd

Raising them right as children of God

The kids made nicknames for all they loved

Sweet Dee was hers a gift from above

Dee filled our hearts with love to the sky

The kids left the nest to learn how to fly

Grandkids came next 2 of each kind

More love to give and let Sweet Dee shine

A mother, A sister, and a wife extraordinaire

Every role she played she did it with care

17 years she gave of herself

To those in need and not much wealth

A smile, a laugh, a quick-witted jab

She gave this life all that she had

Her health went south but she fought a good fight

Until God was ready to use her light

The reception in heaven will be so grand

with your Mom & Dad to hold your hand

If a life is measured by those you touch

Sweet Dee did that in spades and I think that’s enough

Jeffrey Todd Quinn

The post My Mom first appeared on Q's Views.

My boss Jeff VanTuyle took me into downtown Chicago to meet with Tom Lore the buyer (RIP Tom), and I was nervous as hell. The doors open on the elevator and we walk to the buyer’s office and there she was.  The assistant buyer, Bridget Gordon, was sitting at the desk right outside of Tom’s office and she was incredibly beautiful. Blond, 22 years young, and totally off-limits because you can’t date the assistant buyer of an account that is purchasing over $30 million worth of mattresses from you. Right?

I was a good boy and didn’t make any moves on Bridget. Really. I swear. We became great friends over the next year but there was definitely a spark under the surface; I could tell, she totally wanted to date me. (That’s how I remember it anyway, Bridget recalls that differently.) :-) As any good rep would do, I took her out to dinner at the finest restaurants in Chicago, we went to shows and took horse-drawn carriage rides through the city at night covered by a blanket, sipping on hot chocolate. Typical rep/buyer relationship. Then it happened. Over the July 4th weekend, about a year after the day that we first met, Bridget met me at Navy Pier with a few of her friends for the fireworks show, and let me just tell you that the fireworks didn’t end when the music did. We had our first kiss in a taxi after that, eventually told our bosses that we were in love, and the rest is history.

There’s no doubt the support I get from my wife has helped me to become the person I am. She is always there for me and is my biggest fan and because of that, I’ve been able to do some pretty cool stuff in my business and personal life. So thank you, Bridget Quinn, for marrying me 20 years ago and making my life so much more meaningful. I can’t wait for the next 20 years.

The post For Better. For Worse. ForEVER! first appeared on Q's Views.

One of the things I like most about working with Mark Kinsley is the fact that I can bring an idea to him, fully thought through with a solid strategy and he always adds something to it that I had not thought of. No matter how good we all are, we are almost always going to be better after we listen to our team and get a different perspective.

Next week on Wednesday, May 20th at 10:30 central Mark and I are going to host a Dos Marcos Campfire Conversation Zoom call that will be open to anyone that would like to attend. We will be talking about how different retailers are operating now to keep consumers safe while maxing out the sales opportunities. We will also discuss marketing messages that are working and the best way to handle your social media these days. If you want to listen in or share some of your thoughts consider this your official invitation.

Maybe you’re stuck. Maybe you’re concerned. Maybe you want to help other retailers think through where they are, but whatever the reason we would love to have you join in and talk about where things are and most importantly where things are going.

If you want to participate then just hit THIS LINK and it will deliver you to the place where you can sign up.

If you get something from the experience then you will be happy to know that we are planning to continue this for the next 6 weeks so get ready for some mattress industry fellowship!

We’ve decided that pants are optional, so come as you are; we will supply the marshmallows.

The post Better Together first appeared on Q's Views.

How is it that people are able to dig down and tap that creative energy now versus before the virus hit? Maybe it’s because some people have more time to work on these projects. So you’re bored in the house and you’re in the house bored (warning, there are some expletives in that link so click and beware), saying to yourself, “What can I do now? I finished Netflix, the house is clean, kids are busy and nothing is open!”  So the combination of extra time and a need to entertain yourself is opening up some doors so don’t miss this opportunity to explore.

We are about to be in a street fight for the consumer dollar coming out of this shit show, so the details are going to matter in a very big way. What if…

• You develop a new product that will excite people and fill an unmet need?
• You think more about your operational process and find new ways to cut cost out of what you do?
• You think of a new way to sell to your customers that not only surprises and delights them, but builds a raving fan base that tells their friends about your business/products?
• You not only figure out ways to max out your presence on the internet but you build or improve your ability to convert consumer interest into sales.
• You task these types of projects to key people in your organization, be specific as to what you want the outcome to be but give them a very wide space to operate in, and give them a VERY HANDSOME reward if they bring back something good.

Creative thinking is free and the payout could be massive. Everybody has a creative brain you just have to tap it, but if yours isn’t as good as you would like, then bring in some people that can light the fire. Be inspired and reap the benefits.

The Blair Witch Project was a film made back in 1993 with a budget of $60,000 that ended up grossing $250 million worldwide. For any of you thinking that to drive big results you need big budgets, that just isn’t true. If you have some extra time spend it thinking outside the box and see what happens.

The post Endless Possibilities first appeared on Q's Views.

She won’t get the chance to put on her brand new dress for prom or host the big dinner we were planning for her friend group at our house. Her graduation ceremony likely won’t happen either so there won’t be a walk across the stage, hat toss at the end, and party to follow. She won’t even get to hug, say goodbye, and cry with her best buddies standing in the empty hallways that last day of school. Gabby is really sad about it all and we get it. Is this anything like losing your business or a job? Not to most of us, but to her class it certainly is.

This is one of those things that you have to figure out as a parent in terms of how you coach them through the valley. Bridget and I agreed that we should let her be sad and morn the loss of what “could have been” because she has every right to those feelings. But, we also don’t want her to settle into a pity party. To Gabby’s credit, she has handled this so well she has inspired me in many ways so I wanted to share her story with you to say this…

I know that I have written blogs like this in the past with a similar feel and punch line but given where we are I think that this is worth repeating. We are all going to experience some amount of stress, sadness, anger, frustration, and worry given what all has taken place in the last 30 days. We are human and entitled to feel those things but we don’t’ get to stay there very long.  If we do, the circumstances we find ourselves in; most of which are out of our control, will consume us, and drag us down to the point where we can’t recover which is not an option.

So have some moments, cry some tears if it takes you there, lean on your relationships for support, be grateful for what you have, and then flush it and get ready to flip the switch into ass-kicking mode. Make your decision to figure this out, work on strategy, and get ready for battle.

To my daughter: It’s hard as a parent to see you sad and robbed of a senior year that should have been much better than what you’re getting, but the tough parts of life will give you the grit you need for things to come. You never cease to amaze me with your positive attitude and ability to put things into perspective so thank you for the light that you shine into all things. I am so incredibly proud of who you are.

The post Senior Year first appeared on Q's Views.

We’ve all had trials in our life. For some of us, this might be the worst thing we have ever faced, but for others maybe it’s not as bad. In my world, I handle the valleys pretty much the same way.  I try to first focus on the positive things going on in my life, assess the situation and create a strategy to help myself and others find a way out. Then, I set my mind to do battle with the problem. Digging out of this one is going to suck, there is no doubt, but whenever I’ve been put in the fire, there has always been learning and opportunity mixed in with it all. We just have to figure that part out.

Today is Easter Sunday which is perfect timing for this particular holiday. If you believe, then you know that Jesus died for us on Friday, but he beat death today rising from the dead. There is promise in that for all of us. There is hope that even in the worst possible times that Jesus is capable of pretty much anything.

So today I will gather my family, watch our church service online, pray big prayers with HUGE expectations that things get better soon, and eat a great meal knowing that God never said it would be easy, but he did say he will always be with us no matter how bad things get. So ask for His peace today and know that my family will be praying for all of you.

Happy Easter everybody. Here’s to better days ahead.

With love from the Quinn’s.

The post We’ve Got This first appeared on Q's Views.