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BedTimes
|
The Business Journal for the Sleep Products Industry January 2016
SPECIAL
Delivery
Manufacturers expand
boxed bed offerings to
reach changing
consumer preferences
Adhesives create new bonds
to seal today’s mattresses
Everything you need to plan
your ISPA EXPO 2016 trip
Malouf preserves company
culture amid rapid growth
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BedTimes
Editorial Director
Mary Best
336-500-3816
mbest@sleepproducts.org
Digital Editor
Barbara Nelles
336-420-7234
bnelles@sleepproducts.org
Associate Editor
Beth English
336-575-4365
benglish@sleepproducts.org
Associate Editor
Jason Schneider
336-337-7347
jschneider@sleepproducts.org
Ar t Director
Stephanie Belcher
336-201-7475
sbelcher@triad.rr.com
Vice President
of Adver tising Sales
Kerri Bellias
336-945-0265
kbellias@sleepproducts.org
Ad Production Manager
Debbie Robbins
571-482-5443
drobbins@sleepproducts.org
Circulation Manager
Mary Rulli
336-491-0443
mrulli@sleepproducts.org
Copy Editor
Julie A. Palm
Administrative and ISPA offices
501 Wythe St.
Alexandria, VA 22314-1917
Phone 703-683-8371
Fax 703-683-4503
Volume 144, Number 1
BedTimes (ISSN 0893-5556;
Permit 047-620) is published monthly
by the International Sleep Products
Association. Periodicals postage paid
in Alexandria, Virginia, and additional
entry offices.
Postmaster: Send address changes to
BedTimes
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Alexandria, VA 22314-1917
Contents © 2016
by the International
Sleep Products
Association.
Reprint permission
obtainable
through BedTimes.
bedtimesmagazine.com
Contributors
| Gary James
Gary James is a freelance writer
based in Chapel Hill, North
Carolina. He spent more than
20 years with Furniture/Today,
serving as case goods editor and
special project editor, directing the editorial content of
Leather Today, Bedding Today,
SOHO Today, Global Textiles Today and other
industry supplements, sections and features.
He also has served as managing editor for a
variety of other business publications, including
Automotive Executive, Computer Entertainment
News and eCommerce Business. James wrote about
equipment maintenance in the August issue of
BedTimes. He can be reached at gejames1010@
gmail.com or 919-929-8978.
| Dorothy Whitcomb
Dorothy Whitcomb has worked
in the home furnishings industry for more than 25 years.
As a contributing editor and
freelance journalist, she has
covered business and design
trends, as well as a diverse
range of products. During the
course of her career, she has come to specialize in profiles of companies and industry
leaders. Whitcomb is a regular contributor
to BedTimes and wrote a profile of Creative
Ticking in the December issue. She can be
reached at dwhitcomb@me.com or 410-8200456.
| Kate Zabriskie
Kate Zabriskie is the
president of Business
Training Works Inc.,
a Maryland-based talent development firm.
She and her team help
businesses establish
customer service strategies. Her articles and
interviews have appeared in Entrepreneur and
Details magazines, MSNBC, Fox News Live
and Cosmo Radio. She can be reached at
kzabriskie@businesstrainingworks.com.
QETC.
Deadline
The deadline for the News and Newsmakers departments of the March issue
of BedTimes is Tuesday, Feb. 2. Submit all
news releases and photos to Mary Best,
BedTimes editorial director, at mbest@
sleepproducts.org, and Barbara Nelles,
digital editor, at bnelles@sleepproducts.
org. Questions? Call 336-500-3816.
Making history
Is your company celebrating a major
milestone in its history? Have you been in
business for 25 years? Fifty years? Even
100 years or more? BedTimes profiles
companies celebrating significant anniversaries. If you have a story to tell,
contact Mary Best, BedTimes editorial
director, at mbest@sleepproducts.org.
Questions? Call 336-500-3816.
Get your own copy of BedTimes
Are you reading a copy of BedTimes borrowed from a colleague? Get your own
subscription and make sure you never
miss an issue. If your company is a member of the International Sleep Products
Association, you can receive unlimited
subscriptions for as many employees as
you’d like at no charge. (Nonmember
mattress manufacturers can receive one
free subscription per facility.) To sign
up, visit www.bedtimesmagazine.com.
Questions? Contact Mary Rulli, BedTimes
circulation manager, at mrulli@sleepproducts.org or 336-491-0443. Sign
up now and have BedTimes delivered
directly to you!
Corrections
BedTimes strives to present accurate
information and we take mistakes seriously. When an inaccuracy is brought to
our attention, we correct the error in the
online edition in which the error occurred
(www.bedtimesmagazine.com). We also
run a correction—typically on this page
of the magazine or in the News section—in the next print edition. To report
an error, email Mary Best, BedTimes editorial director, at mbest@sleepproducts.
org, or call 336-500-3816.
January 2016 BedTimes
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6ISITÒUSÒATÒSTANDÒ
a strong bond
patent
pending
Inside
Q
Departments
9 | Brief Sheet
Q Discover Pantone’s 2016 colors of the year
Q Words to watch for concise communication
Q October mattress sales show slight drop & more…
13 | Profile
Malouf The Logan, Utah-based supplier of bed linens,
pillows and sleep accessories emphasizes managing
growth, fostering a caring company culture and
marketing through innovative outreach.
20 | ISPA
Q BSC spokeswoman gives tips to USA Today readers
Q San Antonio, Texas, passes used mattress ordinance
Q Check out a library of resources at BedTimes online
& more…
22 | Sustainability
34
Q
|
Q Get acquainted with new MRC staff members
Q Find customer education resources
55 | Management
Features
Getting millennials off to a good start Try these
three steps to bring your new hires up to speed and
prevent potential problems.
25
59 | News
ISPA EXPO 2016
All the information you need to map out your trip
to the largest machinery and components show for
the mattress industry. This year’s event is March
9-12 in Orlando, Florida.
|
9
75 | Newsmakers
QE.S. Kluft adds two new positions
Q Dirk Smith named Mantua EVP of sales
Q Talalay Global hires Botello for component sales
34
Signed, sealed, delivered
& more…
More manufacturers expand their boxed-bed
offerings to meet the rising demand for easily
shipped mattresses.
|
47
Bonding time
Today’s adhesives are sticking faster and
holding stronger than ever to address
manufacturers’ needs for more automation and
faster packaging time.
Q Therapedic expands to Africa
Q Boyteks expects a positive 2016
Q Charles P. Rogers introduces new models & more…
80 | On Sleep
QInterrupted sleep worse than lack of sleep
QTips for getting the best rest—even when you
55
have a cold
QS
leep apnea treatments lower blood pressure
& more…
Q Plus
07 | Note
76 | Advertisers
77 | Classifieds
79 79 | Calendar
80
5|
Note
Your bed . . .
on your doorstep
I
Jason Schneider
Associate Editor
n these modern times, the convenience of having the world
at our fingertips is something
we take for granted. With a few
taps on our smartphones, tablets—
even smartwatches—we can look up
the most obscure information, find
a restaurant, get directions or read a
hefty novel.
And—a growing trend—we can
order our mattresses online and
have them delivered to our door.
In the past couple of years, following the lead of Casper and other
startups, an increasing number
of retailers are offering beds to go: compressed,
rolled and packed into boxes fitting UPS and FedEx
standards, cutting shipping costs and speeding up
delivery.
And for mattress shoppers who want to visit a
store and leave with a mattress right away, now they
can. Programs such as Soft-Tex’s DreamSmart helps
retailers compete with online merchants by offering
compressed, boxed mattresses that consumers can
put in their trunk and take home.
Taking it a step further, a few manufacturers are
offering “white-glove service,” in which boxed beds
are brought in and set up, and old bedding is taken
away.
In this issue of BedTimes, Gary James writes
about the boxed-mattress phenomenon, beginning
on page 34.
On page 44, read more about the equipment
needed for boxed beds—machines that compress,
roll and pack in ways to provide the consumer with
a convenient, affordable and fast alternative to the
“traditional” mattress-buying model.
How are you responding to this new segment of
the bedding industry? Over the next year, we’ll be
taking a look at the innovations in components and
constructions, business models, and how online
retailers and components suppliers are climbing
aboard the boxed mattress bandwagon. If you’re
interested in being a part of it or sharing your
thoughts, email Mary Best, BedTimes editorial
In the past couple of years,
an increasing number of
retailers are offering beds to
go: compressed, rolled and
packed into boxes fitting UPS
and FedEx standards.
director, at mbest@sleepproducts.org.
We also expect to learn more about the boxedmattress trend this month at the Las Vegas Market,
Jan. 24-28, at World Market Center, where we anticipate related product introductions, and at ISPA
EXPO, March 9-12, in Orlando, Florida, where we
expect suppliers to introduce machinery and components to streamline production of these products.
If you haven’t yet registered for ISPA EXPO,
there’s still time. Visit www. ispaexpo.com, and read
more about what to expect from the industry’s largest machinery and component show on page 25.
As we begin the new year, we’re looking forward
to hearing more about (and reporting on) the traditions and trends, the innovations and inspirations,
that keep the bedding industry going. Here’s to a
successful 2016! ■
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Brief Sheet
Rose Quartz and Serenity
Pantone announces a duo for Color of the Year
F
or the first time, Pantone
has selected two shades for
its color of the year—Rose
Quartz and Serenity. The pale
pink and light blue colors reflect consumers’ desires to seek
mindfulness and well-being as an
antidote to modern stress, according to the company.
“Joined together, Rose Quartz
and Serenity demonstrate an inherent balance between a warmer
embracing rose tone and the
cooler tranquil blue, reflecting
connection and wellness as well
as a soothing sense of order and
peace,” says Leatrice Eiseman,
executive director of the Pantone
Color Institute.
Rose Quartz (13-1520) conveys compassion and a sense of
composure, the company notes on
its website. Serenity (15-3919),
like the blue sky, brings feelings
of relaxation. In a video introducing the colors, the company used
words such as balance, calming,
wellness, compatible, duality and
tranquility.
Pantone says the two colors
work well with other midtones
including greens and purples, rich
browns, and all shades of yellow
and pink.
eople read every
day, but with attention spans shortened to
140 characters or fewer,
it helps to trim the fat.
To help get your
message across, Jennie
Haskamp, in a Business
Insider article, recommends eliminating these
words to get your point
across more succinctly.
1
THAT
Most of the time, it’s
not necessary. If you
read a sentence with
the word and it works
without it, delete it.
2
WENT
This is an opportunity
to write more descriptively. “There are any
number of ways to move
from here to there—
drove, skated, walked,
ran, flew. Pick one,”
Haskamp says.
M
attress sales decreased by 2.9% in
October, while the wholesale dollar value of those sales grew by 0.7%,
compared with the same month in 2014,
according to the Bedding Barometer,
a monthly report of U.S. mattress sales
published by the International Sleep Products Association. The average unit selling
price grew 3.7%, compared with October
of last year. Year-to-date unit sales and
the wholesale dollar levels of those units
increased by 3.9% and 6.9%, respectively,
compared with 2014 levels. Year-to-date
AUSP also rose 2.9%.
For the period of August 2015 to
October 2015, unit sales increased by
1.8%, wholesale dollars grew by 6.1% and
the AUSP increased 4.2% over the same
months in 2014.
HONESTLY
When you use honestly to add emphasis,
you inadvertently imply
that the rest of your
words are untruths.
Academy Awards acceptance speeches,
social media, and
pregame shows and
postgame shows.
“Newsflash: If everything is amazing,
nothing is.”
4
8
Eliminate these words to get to the point
P
Mattress sales dip
3
ABSOLUTELY
This word is redundant. Saying something is absolutely
necessary doesn’t
make it more necessary.
5
VERY
Very, while intended to magnify a verb
or adjective, simply
makes it less specific.
“If you’re very happy,
be ecstatic,” Haskamp
writes. “If you’re very
sad, perhaps you’re
melancholy or depressed. Woebegone,
even. Very sad is a lazy
way of making your
point.”
6
REALLY
“Unless you’re a
Valley Girl visiting from
1985, there’s no need to
use really to modify an
adjective. Or a verb. Or
an adverb. Pick a different word. And never
repeat really, or very, for
that matter. That’s really,
really bad writing,” she
says.
7
AMAZING
This is one of
those overused words.
While it means “causing great surprise or
sudden wonder,” it’s
in corporate slogans,
ALWAYS
Unless you’re giving
instruction or commands, stay away from
absolutes. Always is
rarely true.
9
10
NEVER
See: Always.
LITERALLY
Remember the
meaning of the word.
Literally means literal,
actual. Typically when
people use the word,
they mean figuratively.
11
JUST
Unless you’re
using the word as a
synonym for fair or
equitable, it’s not useful.
Many times just is a filler
word and it makes your
sentence weaker.
12
MAYBE
This word communicates uncertainty
and makes you sound
uninformed.
13
STUFF
This word serves
as a placeholder for
something better.
“If the details of the
stuff aren’t important
enough to be included
in the piece? Don’t
reference it at all.”
14
15
THINGS
See: Stuff.
IRREGARDLESS
“This doesn’t
mean what you think
it means. It means
regardless. Don’t use
it. Save yourself the
embarrassment.”
9|
Brief Sheet
The power of (Internet) connected things
H
ave you heard of the Internet
of Things (IoT) or Internet
of Everything (IoE)? Those terms
refer to devices or objects that are
connected to the Internet, such as
your smartwatch, Fitbit, or even
your refrigerator, according to Bernard Marr, contributor to Forbes
magazine. These devices collect
and transmit data via the Internet,
contributing to big data.
The following are 17 statistics
Marr curated that show how
smart, connected devices are
transforming the world and the
competitive forces in business.
1. If this is a new idea for you,
you’re not alone. Marr says 87% of
people haven’t heard of the term
‘Internet of Things’.
2. The familiar ATMs were some
of the first IoT objects. They went
online as early as 1974.
|
10
BedTimes January 2016
3. “In 2008, there were already
more objects connected to the
Internet than people,” he says.
4. This year it is estimated there
are 4.9 billion connected things.
5. By 2020, it’s predicted the
number of Internet-connected
things will reach or even exceed
50 billion, he says.
6. It’s estimated we will have 6.1
billion smartphone users by 2020.
7. “The IoT will connect many of
the devices we have in our homes,
from smart thermostats to smart
fridges,” Marr says.
8. Also by 2020, expect a quarter
of a billion vehicles to be connected to the Internet.
9. Cars that can drive on their
own already exist—“Google’s
self-driving cars currently average
about 10,000 autonomous miles
per week,” he says.
10. And what about wearable
devices? “The global market for
wearable devices has grown 223%
in 2015, with Fitbit shipping 4.4
million devices and Apple selling
3.6 million Apple Watches,” he
notes.
11. Internet-connected clothing
isn’t far behind. A predicted 10.2
million units of smart clothing will
ship by 2020.
12. “Today, the market for Radio
Frequency Identification tags, used
for transmitting data to identify
and track objects, is worth $11.1
billion,” he says. “This is predicted
to rise to $21.9 billion in 2020.”
13. Machine-to-machine connections will grow as well. By 2024,
M2M connections are predicted to
grow to 27 billion.
14. GE believes that the IoT will
add $10 to $15 trillion to global
GDP in the next 20 years, he says.
15. A total economic impact is expected up to $11 trillion by 2025,
according to estimations by the
McKinsey Global Institute.
16. “Having a connected kitchen
could save the food and beverage
industry as much as 15% annually,”
he says.
17. CISCO estimates the IoT
could make $4.6 trillion for the
public sector and $14.4 trillion for
the private sector over the next 10
years, Marr notes.
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Profile
Redefining
the art
of sleep
Malouf’s company
culture fuels business growth
BY DOROTHY WHITCOMB
F
Driving force Left to
right: Jake Neeley,
director of marketing
communications; Sam
Malouf, chief executive
officer and founder;
and Mike Douglas, vice
president of sales, are
encouraging company
growth through a
culture focused on giving
back to the community.
ueled by a passion for their products and
propelled by a young, committed workforce, executives at Malouf are focused
on managing the company’s dramatic
growth, while laying the groundwork for
planned future expansions. The award-winning, Logan, Utah-based company is building a new state-ofthe-art headquarters, adding warehouse space and
rapidly hiring additional staff. They are doing all of
this while challenging themselves to never lose sight
of their core values and commitment to product
individualization.
The company, which supplies premium bed
linens, pillows and sleep accessories, was founded
in 2003 by Sam and Kacie Malouf, who were newly
wed at the time and looking for a path forward.
Theirs is the classic American story of building a
business from scratch in the garage. In their case,
however, the garage was a two-bedroom apartment.
From shopping trip to growing business
He was in graduate school, while she was looking
for something to take her mind off the frustrations
of a post-college job search. A sheet-shopping expedition set the stage for founding the kind of business neither of them imagined possible at the time.
“We were appalled at the price of sheets and
thought there had to be a better way,” Sam Malouf
says. “We began by sourcing overstocks and overruns of European bed linens through a textile brokerage. We bought sheets at lower-than-wholesale
prices and then resold them.”
Their timing was impeccable. High thread-count
sheets were just becoming the rage, and, within
six months, the pair began producing 600-threadcount, dobby-striped sheets in Egypt.
“We were making it up as we went along and
all of the chips were on the table all of the time,”
Malouf remembers.
Today, he is the chief executive officer of a company that has grown exponentially over the past four
years, while Kacie Malouf, with five young children
at home, has moved into a consulting role.
In 2011, Malouf still only had two employees. Today, it has 120 and is recruiting more. The
company’s account roster has grown by 400% over
that same period, fueling revenue growth of about
1,000%.
“A few things contributed to our dollar growth,”
Malouf says. “We broadened and deepened our
product mix and began selling more product to our
existing customer base. We also began hiring help.
About three years ago, we did our first tradeshow
and have since expanded to a total of four permanent showrooms. Our Las Vegas showroom is said to
be the busiest space in the entire market.”
Meeting challenges and making a difference
Rapid growth is, in fact, the biggest challenge the
13 |
Profile
Top: Culture of caring
Malouf team and
community members
assemble Comfort
Kits for breast cancer
patients. The kits
contain a Malouf pillow,
socks, pajamas, a
meal, lavender oil and
a handwritten note of
encouragement.
Bottom: In the bag A
team of six graphic
artists manages
Malouf’s award-winning
packaging and displays.
The company offers 10
collections of sheets,
including vintage wash
French linen.
|
14
company faces. “We’re a young, inexperienced company with a different approach. We’re not industry
veterans, but homebred, scrappy newcomers trying
to make a difference,” Malouf says. “How do you go
from 10 to 20 key accounts to hundreds? How do
you service that many customers on a just-in-time
basis? As we grow, things change, but how do you
adapt to that effectively?”
Jake Neeley, director of marketing communications, believes that the youthfulness of the company’s workforce is an advantage. “We’re breaking
the norm on the millennial worker,” he says. “The
average age here is mid-20s, but people are selfmotivated and work hard. We have a fresh mindset
and it’s a huge advantage.”
“The great thing is that all of the challenges that
we’re having—sustaining growth, developing great
new products, expanding our distribution capacity—
are the ones we want to have,” adds Mike Douglas,
vice president of sales.
All three point to the company’s culture as a key
component of Malouf’s business plan and the lynchpin that holds its rapidly growing team together.
“Our goal is to provide individualized sleep
solutions to everybody. We’re not a one-size-fits-all
kind of company,” Malouf says. “We want to make
products for all income levels, material preferences
and sleep preferences.”
Encouraging employees and philanthropy
The company’s culture, which also focuses on
employees as individuals, grew organically from
the way it was founded. It’s a culture that promotes
“healthy living, great food, having fun and giving
back to the community,” its website says.
“I have no experience being a business owner,”
Malouf says. “This is it. A lot of things we do were
born and bred out of being small, working closely
with friends and then transitioning them into a
larger company.”
Employees play on company teams and celebrate
holidays and birthdays together. Because healthy
food is important to everyone, a company chef
prepares lunch for the Logan-based staff. “About 80
of us eat together every day,” Malouf says. “It brings
people together on a social level and allows for communication and collaboration.”
Philanthropy also plays an important role in the
culture. The company regularly donates products
and employees to help raise funds for nonprofit
organizations, including those that support abused
and neglected children, children in foster care,
men’s health issues, lung disease and the environment.
Creating Comfort Kits for breast cancer patients
is the company’s most recent initiative. Launched
by Neeley in 2014, the kits, which contain a Malouf
pillow, socks, pajamas, a meal, lavender oil and a
handwritten note of encouragement, were initially
sent to 100 women.
In 2015, the company turned creating the kits into
a community event where Malouf employees and
community members worked together to create 1,500
kits, enough for every newly diagnosed breast cancer
patient in Utah that year. The company’s goal for 2016
is expanding the program to other states by drawing on
its network of furniture and mattress retailers.
Meeting all sleepers’ needs
What’s good for employees and the community,
Sam Malouf believes, is also good for business. “Our
culture is one of the most talked about and lucrative
in the industry,” he says. “People knock on our door
because they want to work here. From an efficiency
and long-term productivity perspective, we don’t
want to lose employees. There are benefits to be
gained from mutual commitment.”
When Malouf opens its new headquarters in
spring 2016, those benefits may shine even brighter.
(See story on page 16.)
The company manufactures its products in
China, Egypt, France, Italy, India, Portugal and the
United States. It currently offers bed linens, pillows,
toppers, protectors, bed sets and frames. “Unitwise, protectors are our best-sellers, but dollarwise, sales are pretty evenly split across categories,”
Malouf says.
Ten collections of sheets in 13 sizes and multiple colors range in price from $69 to $499 for a
four-piece queen-size set. Fabric choices include
Tencel, brushed microfiber, cotton percale, vintage
wash French linen, Portuguese flannel, rayon from
bamboo, Egyptian cotton and Italian cotton.
All cotton sheets are woven from extra long
www.bedtimesmagazine.com
Profile
staple Egyptian cotton and available in thread
counts ranging from 200 to 600. The Italian cotton
collection is guaranteed for 10 years. Guarantees on
other collections range from three to five years.
“Our fitted sheets have deep or really deep pockets with thick elastic, and flat sheets are oversized,”
Douglas says. “All fit adjustable beds, split kings and
split California kings.”
The extensive pillow line reflects the company’s
commitment to meet each individual sleeper’s
needs. A latex collection offers seven distinct
constructions that range in price from $39 to $129.
There are nine pillow constructions in the filled and
down collection, which sell for $24 to $119.
A memory foam collection offers seven pillows
ranging from $29 to $139, while a gel memory foam
collection includes 11 distinct pillows priced from
$34 to $159. A travel collection includes 12-inch by
16-inch pillows and neck rolls that echo the most
popular constructions in the full-size collections.
These range in price from $14 to $49.
Pregnancy and body pillows are Malouf’s newest
offerings. This four-pillow collection sells for $39 to
$119.
Malouf offers four varieties of latex and memory
foam toppers. Prices for these range from $99 to $399.
Comforters made from down-blend, down-alternative
or down-alternative with a microfiber cover are also
available and priced from $49 to $179.
Two bed-in-a-bag offerings, which include a
comforter, two pillows and a sheet set, are priced
from $99 to $199. Other products offered by Malouf
Amenities abound at Malouf’s new headquarters
S
cheduled to open in spring 2016, Malouf’s new headquarters in Logan, Utah, is by any measure a stunning
accomplishment. Its design and function speak not
only to the dramatic growth the company has experienced
over the past four years, but to the value-driven culture that
company officials believe helped to foster that growth.
The 220,000-square-foot facility will consolidate all of
the company’s administrative functions, which are currently
spread through three buildings totaling 65,000 square feet.
“The new building is constructed almost entirely of glass and
designed to foster collaboration,” says Sam Malouf, chief
executive officer. “It is the crescendo of our culture.”
Although all employees will have their own work area, the
building’s open space floor plan means that 90% of them will
not be in separate offices. Ten small offices and eight conference rooms are available when privacy is required.
Malouf has put its commitment to environmental stewardship front and center at its new headquarters. A 972-panel
rooftop solar array will generate 314 kilowatts annually,
enough power to meet about 80% of the company’s energy
needs. Eight electric vehicle-charging stations also will be
available to employees.
“Our team has fostered a culture of progressive thinking
and cares about making a positive impact on the community,” Jake Neeley, director of marketing communications, says.
“Using solar energy to power the building is the equivalent of
offsetting annual greenhouse gas emissions by taking 67.7
cars off the road.”
Amenities abound at the new headquarters. The company
chef will soon cook a daily lunch for all employees in a full
commercial kitchen instead of making do, as he currently
does, in a repurposed office. The dining room has walls of
glass framing views of snowcapped mountains so that everyone can enjoy lunch together.
Other amenities include a training room with a 160-inch
|
16
Food for thought Malouf’s company chef prepares lunch every
day for the Logan, Utah-based staff. ‘It brings people together on
a social level and allows for communication and collaboration,’
says Sam Malouf, chief executive officer.
TV and a two-level gym that includes a full-size basketball
court and locker rooms. In good weather, employees can
take advantage of trails that run through the 30-acre campus or cast a line from the dock on a fish-stocked pond.
When the headquarters is completed, previous administrative buildings will be used for warehouses, supplementing
the company’s current West Coast warehouse space in Tremonton, Utah. Warehouse and distribution facilities servicing
the eastern United States are located in Lenoir, North Carolina. There Malouf operates three buildings that total 485,000
square feet.
“We have over 1.5 million square feet of warehouse
space,” says Mike Douglas, vice president of sales. “We make
sure that we own it, control it and have everything ready to
go so that we can have any product to the consumer in three
days or less.”
Profile
include matelassé bed skirts, bed frames and frame
accessories, bed bases and lavender aromatherapy
spray.
Developing new products is an ongoing effort.
“We have a research and development team that focuses on identifying product opportunities, factory
expertise, formulations and pricing economies,”
Malouf says. “They work closely with our teams in
China and India. A natural direction for us is to get
into more top-of-bed and fashion bedding.”
Innovative outreach
Malouf’s customer base includes independent sleep
shops, small sleep chains and furniture stores. The
company also sells direct to consumers on its website. “We have some big-box customers, but it’s not
substantial,” Malouf says. “All in all, we have about
2,000 accounts.”
The company distributes its products throughout
the United States and has made inroads into Canada
and Mexico. Plans to expand Canadian sales, Malouf
says, are in the works.
Private-label sales for retailers and mattress
manufacturers, which currently are about 20% of
total annual sales, are another segment he hopes to
grow substantially.
Douglas heads the internal sales team, which
includes seven sales managers. They, in turn, supervise 60 independent sales representatives. These
reps play a key role in “educating our customers
that there is a better
way to sell and there
really are products
out there that fit
their customers
better than one-sizefits-all options,” he
says.
The reps work
consultatively with
retailers to evaluate
their customer base,
mattress lineup and
the effectiveness of
their program. “We
help them see how
our products can be
an important add-on
that can produce as
much profit as they
earn on mattresses,
while making the
overall experience
better for the end
consumer,” Douglas
says.
The company prides itself on creating point-ofpurchase materials and displays that help customers select products that are right for them. “We are
known as having the best packaging and display and
merchandising ability in the industry,” Malouf says.
“We have a team of six graphic artists who manage
our display and packaging needs, and we’ve won
three awards this year. It’s a high investment, but
it’s worth it.”
A robust Facebook page and a sleek, easy-to-use
website that reflects the company’s youthful energy
currently form the core of outreach efforts. “We
mostly connect with retailers at trade shows. We
have hundreds of people in our showrooms at any
one time,” Neeley says. “We took 34 people to the
last Las Vegas Market and we were busy the entire
time.” The company has permanent showrooms in
Las Vegas; High Point, North Carolina; New York;
and Tupelo, Mississippi. It also has temporary showrooms at the Orlando Furniture Market and the
Minneapolis Furniture Market.
In order to reach millennials, Neeley plans to
“double down on social media.” By reaching more
deeply into that market, he is confident that within
10 years Malouf will have become a nationally recognized brand.
Douglas shares that confidence. “In five years, we’ll
be on the national radar for end consumers,” he says.
“In 10 years, we’ll be a nationally recognized brand
and known for our charitable efforts.” ■
■
BRIEFLY
Company
Malouf
Specialty Bed linens,
pillows and sleep accessories. The company’s goal is to meet the
individualized needs of
all types of sleepers.
Founded Malouf was
started in 2003 by Sam
and Kacie Malouf.
A sheet-shopping
expedition led them
to begin sourcing
overstocks and overruns of European bed
linens through a textile
brokerage, then reselling them.
Ownership The
company is privately
held by founders Sam
and Kacie Malouf; Sam
Malouf serves as chief
executive officer; Kacie
Malouf is a consultant
to the company.
Learn more www.
maloufsleep.com
On display Malouf has
permanent showrooms
in Las Vegas (pictured);
High Point, North
Carolina; New York; and
Tupelo, Mississippi. ‘We
mostly connect with
retailers at trade shows.
We have hundreds
of people in our
showrooms at any one
time,’ says Jake Neeley,
director of marketing
communications.
17 |
ISPA
BSC SPOTLIGHT
Cralle tells USA Today readers
the secret to fighting the flu
T
erry Cralle, health
and wellness
spokeswoman
for the Better Sleep
Council, the consumereducation arm of the
International Sleep
Products Association,
appeared on the pages
of USA Today on Dec.
11, advising readers on
ways to arm themselves
with sleep to battle the
cold and flu war. Check
out a few of her tips
on page 80. Cralle is a
registered nurse and
certified clinical sleep
educator based in Fairfax, Virginia.
Terry Cralle
Did you know?
T
ISPA supports San Antonio
ordinance on used mattresses
I
n early December, the San Antonio City Council unanimously approved an ordinance to
protect shoppers by regulating the sale of used
and refurbished mattresses.
Earlier in the year, the state of Texas ended its
program regulating mattress sales.
“Too often, sellers of used or refurbished
mattresses do not disclose that the product has
been previously used,” a city of San Antonio news
release stated. “In the most egregious cases,
sellers have sold used mattresses after portraying them as new. These
mattresses create numerous sanitary concerns and can contain bed
bugs, allergens, dust mite feces, mold spores and bodily fluids.”
San Antonio mattress sellers now are required to have properly
cleaned used mattresses, register with the city and display a sign in
their store that notifies customers they sell refurbished mattresses.
Mattresses will have a tag that identifies it as used and cleaned. Sellers
also must have buyers sign a document acknowledging they understand they are buying a used mattress.
The International Sleep Products Association supported this ordinance. “Customers should be properly informed of whether the product
they are buying has been previously used and, if so, it has been properly sanitized,” said Chris Hudgins, ISPA vice president of government
relations and policy. “This ordinance will revive these important protections for San Antonio’s citizens.”
he BedTimes website (www.bedtimesmagazine.com) houses a library of stories that can serve as invaluable resources
to help you stay abreast of critical topics
affecting the mattress industry and make
informed decisions about your business. A
few examples include:
■ “The Fractured Landscape of Chemi-
cal Regulation”: What you need to know
about tighter restrictions on the use,
labeling and reporting of chemicals in
consumer product. (Originally appeared
in the February 2015 issue.)
■ “This is a Test”: How to work with testing
labs to build safe and better products in
the midst of a constantly evolving regulatory environment. (Originally appeared in
the September 2014 issue.)
■ “Certifications Explainer”: What product
seals, labels and standards mean and
why they are important to show consumers your products meet certain environmental or quality standards. (Originally
appeared in the November 2012 issue.)
We encourage you to bookmark the site and
visit it often. We want to be your go-to place
for detailed, informed analysis of mattress
manufacturing.
ISPA EXPO 2016—are you ready?
T
he world’s only
tradeshow exclusively for the mattress
industry takes place
in Orlando, Florida,
|
20
March 9-12, at the
Orange County Convention Center. In
one place, you’ll meet
the suppliers who can
fulfill your equipment,
component and service
needs. Network with
industry professionals and attend special
seminars to get inspired
and learn new ways to
grow your business this
year. 2016 promises to
be the biggest exhibition
yet—don’t miss out! To
learn more, check out
the ISPA EXPO section
beginning on page 25 in
this issue of BedTimes.
Sustainability
MATTRESS RECYCLING
Council expands staff
Customer education
materials available
T
T
he Mattress Recycling Council, a nonprofit organization created by the mattress industry to oversee state recycling
programs, has hired three staff members.
Erin Bowers joins MRC as a marketing
specialist to augment the council’s marketing
and communications efforts. A graduate of the
University of Florida, she most recently worked
as a marketing assistant for Red Top Cab in
Arlington, Virginia.
Paris Ghoslton is a customer service specialist and retailer liaison to educate retailers and
consumers about the benefits of MRC. She
holds a bachelor’s degree in biological sciences from the University of AlabamaHuntsville and a master’s degree in sports management from the University of
Tennessee. Previously, she worked as an assistant program manager for Washington Sports Club.
Fendi Nixon is responsible for accounts payable. The Washington, D.C., native received a bachelor’s degree in accounting from Coppin State University
and previously worked as an accounts payable specialist for a U.S. government
contractor.
All three are newly created positions.
|
22
he Mattress Recycling Council has created information cards and posters for
California and Connecticut retailers explaining their states’ mattress-recycling fees and
directing consumers to learn more about the
program at byebyemattress.com. Manufacturers are encouraged to spread the word to
retailers that these resources are available at
mattressrecyclingcouncil.org/resources.
WHERE THE MATTRESS INDUSTRY’S PEOPLE, PRODUCTS AND POSSIBILITIES CONNECT
MARCH 9-12, 2016
ORANGE COUNTY CONVENTION CENTER
ORLANDO, FLORIDA | USA
ISPAEXPO.COM
Register by
February 19
and Save!
25 |
Your EXPO for your business
Imagine nearly 3,400 of your customers, colleagues and competitors from
over 50 countries assembled in one place... A wealth of your industry’s
knowledge and latest trends... Every product and service your business
could possibly need, all on the largest exhibit floor in EXPO history...
Imagine ISPA EXPO 2016.
Where else can you
accomplish so much to
benefit your business in
just four days?
MEET THE RIGHT PEOPLE
at a gathering of industry suppliers and
producers from around the world.
LEARN FROM THOUGHT LEADERS
and expand your industry knowledge through our
educational sessions.
GET INSPIRED
as you discover the industry’s innovations and
explore the latest product launches.
SHOP AND COMPARE
on a show floor where you can touch, try and examine
thousands of mattress products and services.
EXHIBIT FLOOR HOURS
Wednesday, March 9 .......... 9:00 a.m.–5:00 p.m.
Thursday, March 10 ............ 9:00 a.m.–5:00 p.m.
Friday, March 11 ............... 10:00 a.m.–5:00 p.m.
Saturday, March 12 .......... 9:00 a.m.–12:00 p.m.
|
26
If the mattress industry is your industry,
you can’t afford to miss ISPA EXPO 2016.
Schedule at a Glance
TUESDAY, MARCH 8
9:00 a.m.–5:00 p.m.
Registration Open
4:30 p.m.–5:30 p.m.
ISPA Women’s Network Reception
WEDNESDAY, MARCH 9
7:00 a.m.–5:00 p.m.
Registration Open
8:00 a.m.–9:00 a.m.
Differentiate...or Die
9:00 a.m.–5:00 p.m.
ISPA EXPO Exhibit Hall Open
12:00 p.m.–1:00 p.m.
Lunch & Learn—
Say Hello to Bye Bye Mattress
5:00 p.m.– 6:30 p.m.
Welcome Reception
ISPA EXPO 2016 EVENT SPONSORS
THURSDAY, MARCH 10
7:00 a.m.–5:00 p.m.
Registration Open
8:00 a.m.–9:00 a.m.
The New Diversity—
Engaging the Generational Workforce
9:00 a.m.–5:00 p.m.
12:00 p.m.–1:00 p.m.
Lunch & Learn—Content is King!
5:00 p.m.–7:00 p.m.
Private Exhibitor Appointments
BO-BUCK MILLS, INC.
FRIDAY, MARCH 11
7:30 a.m.–5:00 p.m.
Registration Open
8:00 a.m.–10:00 a.m.
ISPA Industry Breakfast
featuring Greg Schwem
10:00 a.m.–5:00 p.m.
4:00 p.m.–5:00 p.m.
Happy Hour on the Show Floor
5:00 p.m.–7:00 p.m.
Private Exhibitor Appointments
SATURDAY, MARCH 12
8:30 a.m.–10:00 a.m.
Registration Open
9:00 a.m.–12:00 p.m.
www.ISPAEXPO.com
27 |
LEARN. DISCOVER. MASTER.
At ISPA EXPO, the industry’s leaders from around the globe convene to learn from each other. Don’t miss out on these
valuable opportunities to expand your understanding of your customers, your competition and your business. You never
know what might inspire your next innovation!
DIFFERENTIATE...OR DIE
Sam Geist, Business Management Expert
& Best-Selling Author
Wednesday, March 9
8:00 a.m.–9:00 a.m.
Transitional times and new players in
the market negate the “business as
usual” approach. They offer the perfect
opportunity to adopt a bold plan that
differentiates you and your organization
from the competition. Learn about viable
options to create effective differentiation, to grow your
organization, to enhance your profitability and to “loyalize”
customers who are now clearly in the driver’s seat.
LUNCH & LEARN—
SAY HELLO TO BYE BYE MATTRESS
Presented by
Wednesday, March 9
12:00 p.m.–1:00 p.m.
Bye Bye Mattress is the consumer-facing brand created by the
Mattress Recycling Council (MRC). The MRC was created to run
the newly minted mattress recycling programs in California,
Connecticut and Rhode Island. Learn about mattress recycling
from the viewpoint of regulators, operators, retailers and PR
experts. Hear how the industry is responding to these programs
and how MRC is using consumer outreach to promote the
industry and its recycling efforts.
Sponsored by
THE NEW DIVERSITY—
ENGAGING THE GENERATIONAL
WORKFORCE
Jason Young, President, LeadSmart Inc.
Thursday, March 10
8:00 a.m.–9:00 a.m.
The workplace is filled with generational
differences and associated challenges
between Traditionalists, Boomers,
Generation Xers, and the newest group,
the Millennials. Each generation learns,
values, thinks, and develops differently
and must be led differently. Yet each
has common ground, which managers can leverage and build
upon. Learn how to lead the various generations in a way that
helps create and sustain a high-performance workplace.
LUNCH & LEARN—CONTENT IS KING!
Presented by
Thursday, March 10
12:00 p.m.–1:00 p.m.
Content marketing is not just a buzzword—it’s a strategic approach
focused on creating and distributing valuable, relevant content. It
is the art of engaging with your customers and prospects without
selling or pitching your product—and it’s not always that simple.
Blogs and other social media outlets, traditional media, B2B and B2C
are all avenues for content marketing. Learn from industry experts
including bloggers, trade media and sleep experts how to make the
most out of content marketing to get your message heard.
Sponsored by
|
28
MEET. CONNECT. COLLABORATE.
Even in our hyper-connected online world, nothing surpasses the power of face-to-face meetings. Shaking hands and
looking someone in the eye creates a memorable impression and forges a real-world bond. Take advantage of the many
opportunities at ISPA EXPO to build and strengthen relationships with your customers and colleagues from around the
world—and to have a little fun!
ISPA WOMEN’S NETWORK RECEPTION
Tuesday, March 8
4:30 p.m.–5:30 p.m.
An event exclusively for women from all sectors of the
mattress industry! Relax and enjoy light refreshments while
you network, catch up with old friends and meet new ones.
WELCOME RECEPTION
ISPA INDUSTRY BREAKFAST
Wednesday, March 9
5:00 p.m.– 6:30 p.m.
Join us for a one-of-a-kind Orlando welcome! Enjoy
fun, food and drinks while you mingle with friends and
colleagues at this entertaining opening reception.
Friday, March 11
8:00 a.m.–10:00 a.m.
Sponsored by
Work, Laugh, Repeat
Keynote Speaker: Greg Schwem
Nationally Syndicated Columnist & Author
Greg will entertain you with a humorous look
at today’s corporate environment along with
down-to-earth and practical advice about real
work issues.
NEW! HAPPY HOUR ON THE SHOW FLOOR
Friday, March 11
4:00 p.m.–5:00 p.m.
Mix, mingle and enjoy refreshments while you
continue to browse the show floor.
Sponsored by
29 |
ISPA EXPO 2016 EXHIBITORS
As of Dec. 8, 2015
A.Lava & Son
Adalar Kimya San Tic Ltd.
Advance Fiber Tech. Corp. (AFT)
AEC Narrow Fabrics
Agru America, Inc.
American & Efird LLC
Aquila Textiles, Inc.
Arpico 100% Natural Latex
Ateja/Grace Trinity Inc
Atlanta Attachment Co., Inc.
Atlanta Parts Depot - division of Atlanta Attachment Company
Aydin Tekstil
Barrette Wood USA Inc.
Baumer of America, Inc.
Bechik Products, Inc.
BedFax
Bekaert Textiles USA
Bo-Buck Mills, Inc.
Boycelik Metal San. ve. Tic. A.S.
Boyteks Tekstil Sanayi ve Ticaret AS
Brighi Tecnologie Italia s.n.c.
BRK Tape and Textiles
Bruin Plastics Co Inc
C³ Corporation
Cadence Keen Innovations
CAF Labels, Inc.
Card Clothing & Services, Inc.
Carpenter Company
CertiPUR-US Foam Certification
Changshu DAFA Warp Knitting Co., Ltd.
ChemTick Coated Fabrics, Inc.
CLASS (Culp Lava Applied Sewn Solutions)
Coats plc
Colortex USA
Comersim SAU
CT Nassau
Costa International
Cranston Trucking & Logistics
Creative Ticking
Culp Home Fashions
Custom Built Plastic Pallets
D.R. Cash Inc.
DesleeClama North America
Diamond Needle Corp.
DMM Bedframe Lumber
Dogus Ofset Matbaacilik San. Tic. Ltd. Sti
Dolphin Pack
Duncan Ticking, Inc.
Duvalli Mattress Ticking
Earnhardt Manufacturing
East Grace Corporation
Eclipse International & Eastman House Licensing
Edge-Sweets Company
Elektroteks Elektrik Tekstil San. ve Tic. Ltd. Sti.
Element St. Paul
Elfa International
Elite Foam
Enkev Group bv
Enriquez Materials & Quilting Inc.
Entex Textil, S. L.
Ergomotion
Fecken-Kirfel America
Fine Cotton Factory, Inc.
First Film Extruding, LLC (div. of Balcan Plastics Ltd.)
FMA Trading LLC.
Form Sunger ve Yatak San Tic. As.
Foshan Ruixin Nonwoven Co., Ltd.
GelBeds LLC
|
30
Global Systems Group
Global Textile Alliance, Inc. (GTA)
Govmark Testing Services
Green Foam
GuangZhou LianRou Machinery & Equipment Co., Ltd.
Hangzhou Shengtai Latex Co.,Ltd
Hangzhou Tianye Jacquard Co., Ltd.
Hangzhou Xiaoshan Dejiang Weaving Co., Ltd
Hangzhou Xinyada Fabric Co.,Ltd.
Healthcare Co., Ltd
Hengye Machinery Co.,Ltd of Dongguan City
Henkel Corporation
Herculite Products, Inc.
HongXiang Software Furniture Co., Ltd
Hot Melt Technologies, Inc.
HSM
IDEAL Fastener Corporation
Industrias Marves S.A. de C.V.
Infinitus (China) Company Ltd
Infinity Sleep Support Systems
Innocor Foam Technologies
Innofa USA
Integrity Software Solutions
Interzum
Iskeceli Celik Yay Tel Yan Urunleri San Tic Ltd Sti
James Cash Machine Co., Inc.
Jiangsu Wellcare Household Articles Co., Ltd
Jomel Industries / JSR
Jones Fiber Products, Inc.
Jowat SE
Jumpsource
Kaytekstil Vatka Kece Makina ve Mobilya Iml. San. Tic. Pa2. Ltd.
Kibo Uluslararasi Dan. Muh, Ic Ve Dis Tic. Ltd. Sti.
Kisbu Teknik Tekstil San Ve Tic A.S.
Knickerbocker Bed Company
Komar Alliance
Latex Global
Latex Systems Co. Ltd.
Latexco US
Lava
Leggett & Platt Bedding Group
Lenzing
Lien A - Vietnam
Lucerne Textiles Inc.
Macau TaiWa Machinery
Markwell Florida
Masias Maquinaria
MatTech Inspections
Mattress Recycling Council
Maxime Knitting
Mert Yatak Ve Tekstil Makinalari Iml. San. Tic. Ltd. Sti.
Metal Matris
MFI International
Middleburg Yarn Processing Inc.
MidWest Nonwovens
Milkay Teknik Tekstil San. AS
Milliken & Company
Mitsan Mak Ins San Ve Tic A.S.
Plastic Monofil/Montrose Molders
Mountain Top Foam
Monks International N.V.
Ningbo New Haiyan Belt Industry Co., Ltd.
Ningbo Shuibishen Home Textile Technology Company Ltd.
Nomaco
OHM Systems Inc.
Ozen Iplik Sewing Thread Manufacturing
P.Bjerre Inc.
P.F. Industries Inc.
Pacific Spring Inc.
Polyester Fibers LLC
Pratrivero USA Inc.
Precision Blades, Inc.
Precision Textiles
Precision Fabrics Group
Punteks
PureCare
QAI Laboratories
Quarrata Forniture USA
Radium Foam / Vita Talalay
RC Fil Non-Tex, S.L.
Resortes y Alambres S.A. de C.V.
Response Computer Group, Inc.
Rock Island Industries
SABA North America
Savare Specialty Adhesives LLC
Sefox Adhesives
Shanghai Xinyuan New Material Technology Co., Ltd.
Shaoxing Chuangcheng Home Co.,Ltd
Shaoxing Fengrui Machinery Manufacturing Co., Ltd
Shaoxing Huajian Mattress Machinery
Simalfa
Simmons Knife & Saw
Sleep Support Systems International Ltd
Selfa
SMI Inc. dba TechniThread
Spec-Tex Inc.
Springform Technology Ltd
Springs Creative Products Group
Spühl GmbH
Standard Fiber LLC
Sunds Textiles A/S
Sunkist Chemical Machinery Ltd
Supreme Quilting Ltd.
Suzhou Nuoyiman Industry Co., Ltd
Talalay Global
Texas Pocket Springs
The Dow Chemical Company
The Reynolds Company
Therapedic International
Tianjin Richpeace Computer & Machinery Co., Ltd.
Tietex International, Ltd.
Total Bedding Solutions LLC
Supernal Recliner Beds
UL
United Mattress Materials, Inc.
Upaco Adhesives
UT+C
Vertex Fasteners
Viking Engineering
Vintex Inc.
Visdeltex SL
Vita Nonwovens
Wellcool Cushion Technology Co., Ltd.
Wenzhou Chuangkang Household Products Co., Ltd.
Wenzhou Jiatai Latex Product Co.,Ltd
William T. Burnett & Co., Inc.
Wright Global Graphics
Xsensor
Yilisi Furniture Co.,Ltd
YRC Freight Inc.
Z Wood Products Co. Inc.
Zhejiang Qiangchun Latex Manufacturing Co., Ltd
Zhejiang Seemorething Home Co.,Ltd
Zhulian International Group Co., Ltd
Zibo Hengfu Metal Products Co., Ltd
Zibo Senbao Furniture Co., Ltd
ENJOY ORLANDO HOSPITALITY!
ISPA EXPO 2016 will take place in Orlando, Florida, a city that’s highly affordable, simple to navigate and easy to get to.
As the #1 destination city in the United States, Orlando also offers much to do after hours.
SAVE ON HOTEL ROOMS IN ORLANDO!
Take advantage of discounted rates negotiated by ISPA through OnPeak, ISPA’s official housing provider.
Get the lowest rates at the best hotels.
All hotels are conveniently located near the convention center.
Priority Access – Our hotels set aside rooms exclusively for EXPO attendees.
Use and earn your own hotel reward points. You’ll still qualify when you book through OnPeak!
t
t
t
t
Visit www. ISPAEXPO.com and click on Hotel/Travel to book today!
#ISPAEXPO
www.ISPAEXPO.com
31 |
SLEEP, DELIVERED
The booming
boxed-bed
business
Manufacturers
meet
consumers’
desire for
easily shipped
mattresses
■
COMING UP
B
edTimes will examine boxed mattress
trends and innovations in upcoming
issues this year. Topics will include a look at
components used in and construction of
boxed mattresses, business models, and
how to enter this category either as an
online retailer or a components supplier.
To be a part of this series or to share your
insights, email Mary Best, BedTimes editorial director, at mbest@sleepproducts.org.
|
34
BY GARY JAMES
esponding to new competition from
Casper and the dozens of other dot-com
startups that have arrived on the scene in
the past two years, an increasing number
of bedding manufacturers are rolling out
or ramping up programs designed to serve consumers’
growing desire to purchase mattresses that can be delivered—or taken home—in a box.
Beginning in 2015, a ballooning number of vendors
introduced beds that ship compressed, folded and
rolled. Most boxed beds are packaged to conform to
standards set by small parcel carriers such as UPS and
FedEx, and can thus be shipped to the consumer at
little cost. Enso Sleep Systems, Gold Bond, King Koil,
Organic Mattresses Inc., Restonic, Rush Mattress,
Soft-Tex, Therapedic International, Wolf Mattress Corp.
and many others recently began offering a boxed-bed
option. They join the ranks of established players, such
as Boyd Specialty Sleep, Innocor Comfort, Naturepedic
and South Bay International, which continue to expand
their boxed-bed presence.
Major manufacturers, too, such as Serta Simmons,
Sleep Number and Tempur Sealy International, are on
board with a boxed offering meant to be sold either instore or online. And category pioneer BedInABox.com
continues in the business, selling direct via its website
and distributing to a range of retail partners.
“The model of distribution for sleep products is
changing rapidly,” says Jerry Epperson, managing director of Richmond, Virginia-based investment banking
firm Mann, Armistead & Epperson Ltd., about the
trend. “In the past, the consumer would walk into a
store, make a purchase and arrange for delivery. Now,
they can conduct the entire transaction at home in
their pajamas using a computer or phone. They never
have to even enter a store, and the mattress will arrive
at their doorstep in just a few days.”
Consumers who don’t mind getting dressed and going outside can drive to a mattress store, do a rest-test,
and fit their purchase neatly into the trunk of their car.
R
35 |
Top: Wheel easy SoftTex’s DreamSmart
mattress-in-a-box
line is designed with
packaging that
provides detailed
information about
product features. This
model’s box includes
built-in wheels for easy
transport. Soft-Tex is
based in Mooresville,
North Carolina.
Bottom: Sleep sooner
Broyhill is among the
retailers participating in
Boyd Specialty Sleep’s
My Mattress Now
program. The program
drop-ships mattresses
directly to consumers
once orders are placed
in store or through a
store website. Boyd is
based in St. Louis.
The importance of ‘take with’—too
Brick-and-mortar store shoppers are who Soft-Tex
had in mind when it developed DreamSmart. Known
for its strong presence with sleep accessories in the
big-box store channel, Soft-Tex developed a line
of compressed, boxed mattresses to help furniture
stores and specialty sleep shops better compete with
online merchants. The program, which started to
ship in August, includes two tiers of products—a
“take with” value solution and a luxury lineup.
“Most of our retail partners are looking for an
e-commerce-friendly mattress so they can be in the
game with the business-to-consumer companies like
Casper, Yogabed, Saatva and Luxi,” says John Timmerman, director of mattress and e-commerce sales
for Mooresville, North Carolina-based Soft-Tex.
The value segment of the DreamSmart line
includes five models with thicknesses ranging from
6 inches to 10 inches. Priced at $799 for a queen,
these products are aimed at consumers who would
like to take their new mattress home with them. The
luxury lineup, also compressed and packaged in a
box, features two 12-inch mattresses with a “cooling”
panel fabric.
For larger retailers who want more personalized branding, Soft-Tex also offers a custom product
“where they can design products with unique fabrics,
feels and even retail packaging,” Timmerman adds.
DreamSmart ships to retailers on a container,
less-than-truckload or common carrier basis. With
a minimum floor plan commitment, Soft-Tex will
drop-ship the product directly to the retailer’s customers.
“We’re trying to give furniture retailers a solution
to keep their business from eroding,” Timmerman
says. “There’s a certain group of consumers, particularly millennials, who are more interested in value
and instant gratification than they are in finding the
very best product.”
Rush Mattress, a small bedding supplier based in
High Point, North Carolina, launched a mattress-ina-box at the city’s October furniture market. Called
GameChanger, the program features 90 SKUs of
shippable sleep products, including memory foam
and memory gel mattresses. According to Chief
Executive Officer Mike Rush, the products feature a
Most boxed
beds are
packaged to
conform to
standards set
by small
parcel
carriers such
as UPS and
FedEx.
|
36
‘They never
have to even
enter a store,
and the mattress will arrive at their
doorstep in
just a few
days.’
proprietary Let It Breathe construction that enables
beds to decompress in less than a minute after being
removed from the box.
Rush expects the line to be popular for both
e-commerce and in-store programs, particularly special promotions such as back-to-school sales.
“We expect to entice some new types of retailers
to try this line as a cash-and-carry item,” he says. “In
addition, this program will enable traditional bedding stores that don’t sell mattresses online to enter
this huge, fast-growing market.”
Denny Boyd, president of St. Louis-based Boyd
Specialty Sleep, agrees that retailers “need to wake
up and address this new threat by being proactive
and expanding the range of options they offer.”
On being buzzworthy
At this month’s Winter Las Vegas Market, Boyd is
introducing new marketing tools for retailers to help
promote Boyd’s boxed My Mattress Now direct-ship
program, which launched in 2014. These include
ad slicks, radio and TV spots, and online marketing
support.
The customer base that brick-and-mortar retailers
most risk losing by not having a mattress-in-a-box
program is millennials, vendors say.
According to a recent study by Stifel, a St. Louisbased investment banking firm, 27% of millennials
currently in the market for a new mattress say they’d
rather buy online than in a store. To put the power
and influence of this generation in perspective, there
are 80 million millennials in America, representing
about a fourth of the entire population, with $200
billion in annual buying power, according to a January 2015 feature at Forbes.com.
“Many of these customers will go to one of the
new startups,” Boyd says. “But there’s no reason
why furniture and bedding stores shouldn’t be the
ones capturing this business. They can offer a better
product at a lower price and the fact that they have
an actual store means that consumers can come in
and try the mattress before they buy.”
My Mattress Now allows retailers to drop-ship
mattresses directly to consumers’ homes with an
upcharge of $20 per order. Most orders are shipped
same-day via UPS and FedEx from Boyd’s deep stock
of inventory at its 60,000-square-foot warehouse in
St. Louis or its 320,000-square-foot facility in Los
Angeles. Products reach consumers in one to four
days.
Designed for specialty sleep shops and furniture
stores, My Mattress Now requires retailers to carry
at least one Boyd Specialty Sleep mattress on their
floor in order to participate. The program is not
available to Internet-only retailers. To support each
sale, Boyd offers a toll-free number backed by a large
staff of knowledgeable customer service specialists.
All of the buzz generated by those dot-com mattress startups has its benefits, says Gary Reach, vice
president of marketing at Innocor Inc., which manufactures and markets mattresses, pillows and mattress toppers through its Innocor Comfort division in
West Long Branch, New Jersey. “It has built a higher
level of awareness among consumers and generated
excitement both in the industry and with the public,
creating new opportunities to build our business.”
One of the first producers to introduce a mattress-in-a-box nearly 10 years ago, Sleep Innovations
merged with polyurethane foam manufacturer Flexible Foam Products in 2014 to become Innocor Inc.
The online-only Dream Bed
O
n the retail side, a new offering from brickand-mortar retailer Mattress Firm, The
Dream Bed, is available online only, and
includes two models—the Original memory foam
model, priced at $829 for a queen, and the $999
Dream Bed Cool. Backed by a “180 Day No Nightmare Guarantee,” The Dream Bed is delivered to
most U.S. cities within two business days.
Mattress Firm’s website describes the convenience of the direct-delivery and setup process
this way: “(The Dream Bed) is shipped in our unique
pack and roll box, which allows for easy mobility and transport. Just put the box where you want
your bed, place the mattress on the solid surface you have
chosen you want your bed to live, and watch your bed unroll
and fully expand.”
The result: “A wildly comfortable bed at a great value
that can be ordered online and shipped quickly,” said Ken
Murphy, president of Houston-based Mattress Firm, in a
statement at the time of the line’s launch.
|
38
Sweet dreams Backed by a
‘180 Day No Nightmare Guarantee,’ Houston-based Mattress Firm’s The Dream Bed is
delivered to most U.S. cities
within two business days.
Service
Custom
Quilting &
Custom-Cut
Foam
“Where Bedding
Companies’ Dreams
Come True”
Mattress
Components
• Custom Quilting and Custom-Cut Foam.
We cut, compress and roll foam reducing expenses
• Large inventory of in-stock products. All your mattress
components under one roof
• Extensive assortment of fabrics
• Same day/next day delivery (depending on location)
• Conveniently located in Florida servicing
all the southeastern United States,
the Caribbean, Central and South America
United Mattress Materials
Booth 1737
March 9-12, 2016
440 West 20th Street
Hialeah, FL 33010
T: (305) 888.6222
F: (305) 888. 6226
www.unitedmattressmaterials.com
Top left and middle:
Blissful bed South
Bay International’s
Blissful Nights line
of boxed beds
includes the popular
9-inch-thick Blossom
Model, delivered to
the consumer in an
attractive box with
wheels. South Bay is
based in Fontana,
California.
Top right: Seasonal
snoozing Rush Mattress’
new GameChanger line
of boxed mattresses
includes this plush,
two-sided ‘seasonal’
mattress. One side
features cool latex for
summer use; the other,
for winter, a warmersleeping standard
memory foam. Rush is
based in High Point,
North Carolina.
Today, its Innocor Comfort
division sells sleep
products through a
“who’s who” of leading big-box chains,
including Kmart,
Macy’s, Sam’s Club,
Sears and Target. The
company’s mattress
brands include Novaform, sold exclusively
through Costco, and Sleep
Innovations, an Amazon program. The company also provides
boxed-beds under the Serta license.
“These are fantastic products but, for a long time,
consumers were skeptical,” Reach says. “Shoppers
would see a mattress in a box in one of the warehouse clubs and be nervous about its quality. But
Casper, Tuft & Needle, Leesa and others have come
into the marketplace with a lot of funding behind
them, and that’s changing the game. They’ve brought
a new legitimacy to the category that is benefitting
everyone who offers this type of product.
“But, when it comes to a mattress, one size
definitely does not fit all. Similarly, not all foams are
equally compressible. We do a lot of testing to determine what types of foams and constructions work
best when squeezed into a box.”
When it comes to returns, Innocor Comfort
maintains a customer service team to handle
consumer questions and, if a return is necessary,
expedites that process based on the policies of its
retailers.
Beyond unboxing
Fontana, California-based South Bay International,
known for its private-label programs, has been providing boxed mattresses to retailers since 2007. Today, it offers more than a dozen different boxed-bed
models under the Blissful Nights brand. Offerings
|
40
include a range of step-up products with “distinct
features and benefits,” says CEO Daniella Serven.
Bed profiles run up to 14.5 inches, with a latex
component of no more than 2 inches, for optimal
recovery, she adds.
“We’re constantly looking at ways to get our
products into the smallest box possible,” Serven
says. “But it’s equally important to make sure
our products recover properly when un-boxed.
The two goals go hand-in-hand.”
For e-commerce retailers, South Bay offers
two types of delivery: drop-ship for individual
mattress orders and white-glove for adjustable
bases and base-bed combinations. South Bay uses
FedEx for drop-ship deliveries and a white-glove
logistics partner with warehousing capabilities for
in-home service.
“With our white-glove service, where beds are
carried into the home and set up rather than simply
dropped off at the threshold, we call each consumer
ahead of time to confirm the delivery process,” Serven says.
At that point, South Bay or its retailer’s customer
service agent will confirm the size and features of
the product. “It’s a scripted call to make sure that
if the customer has clicked ‘king size’ when placing
their order, that king is really what they want.”
A similar discussion takes place if a consumer is
unhappy with the bed once it arrives. “If they need
to return a mattress because it’s too firm or too soft,
we’ll arrange for a swap. Our goal is to save the sale
and keep the customer, even if it means sending out
a new bed.” In that case, the discarded mattress is
either donated or destroyed, Serven says.
Well-heeled appeal
Therapedic International’s new EcoGel Flex boxedbed program, “test marketed to promising reviews”
in August, is being formally launched this month
at the Las Vegas Market, says Gerry Borreggine,
president and CEO of the Princeton, New Jerseybased licensing group. “It’s the crème de la crème of
bed-in-a-box programs; all models feature a highdensity gel memory foam layered with high-resiliency
transition and base foams.”
Beds are floored on an adjustable base and consumers rest-test and order both base and mattress from
the retailer, which in turn will schedule a white-glove
delivery, including set-up and removal of old bedding.
The pieces ship directly from a manufacturer’s fulfillment center to the consumer.
Since the retailer never has to touch the product,
this approach will cut down on damage and returns,
Borreggine says. “The fewer times you have to handle
a heavy product like this, the less chance there is that
something will go wrong. Shipping direct makes the
delivery process much simpler and easier to execute
for retailers.”
The “white glove to your bedroom” delivery will be
included in the price of the mattress/base set. Retail
prices run from $1,999 to $3,999, depending on the model.
According to Borreggine, higher resiliency foams recover much faster when
unboxed than lower quality models. To confirm EcoGel Flex’s level of performance,
the beds underwent more than 200,000 cycles on a Rollator machine, as well as
Cornell testing.
While millennials have been the typical target of mattress-in-a-box programs,
EcoGel Flex is designed to appeal to a different demographic, Borreggine says.
“We’re aiming for an older, well-heeled consumer who is willing to pay for the quality of the product and the convenience of the store-to-bedroom service.” ■
Comfort inside
Innocor Comfort’s Sleep
Innovations boxed-bed
line includes Taylor, a
12-inch gel memory
foam mattress shipped
in a colorful, wheeled
box. Innocor Comfort
is based in West Long
Branch, New Jersey.
Buying a mattress feels complicated,
®
with BedFax it’s simplified.
Help both your customer and RSA with the sales process.
The BEDFAX ® program is about Transparency In Marketing.
Surveys show that nearly 1 in 3 mattress buyers
wants to know the contents of the mattress.
There is a new level of comfort when
contents are listed and verified.
The Specialty Sleep Association’s BEDFAX ®
is a third-party voluntary industry “verification”
system that allows manufacturers to identify the
contents of their mattress products and
help the customer clarify her buying process.
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43 |
Stop, drop and roll-pack
Top left: New
technology A rendering
of C3 Corp.’s new
CF1596 machine shows
a design which will help
coil and spring bedding
producers compete
in the e-commerce
market. C3 is based in
Appleton, Wisconsin.
Top right: Keep
rolling Leggett & Platt’s
Global System Group’s
TK-381/1 machine is a
flexible, multipurpose
roll-pack system with
automatic wrapping
and compress-androll technology. Global
Systems Group is based
in Carthage, Missouri.
Top facing page: Speed
machine Atlanta-based
Atlanta Attachment Co.
Inc.’s 1390HCA machine
can compress, roll
and wrap up to three
mattresses per minute.
The machine’s features
include variable
compression height
settings, a built-in roll
holder and a patented
serial bus control
system.
|
44
A
s demand for boxed beds grows, demand also
has exploded for fast, efficient mattress compression and roll-packing machinery. These
machines perform a range of rapid maneuvers—
some fold, some don’t—compressing, squeezing
and rolling mattresses to fit compact boxes, without
damaging bed components.
In the machinery halls at Interzum Cologne
2015, every bedding maker had roll-pack machinery
on its wish list. And there was much to see from
exhibitors such as Atlanta Attachment Co. Inc.,
based in Lawrenceville, Georgia; Dolphin Pack, with
headquarters in Affi, Italy; Gruppo Grassi, based in
Montemurlo, Italy; Leggett & Platt’s Global Systems
Group, based in Carthage, Missouri; and Sala Macchine Speciali Srl, based in Serengo, Italy.
“Compression and roll packing are changing the
way bedding companies compete in e-commerce,”
says Joe Van De Hey, founder and chief executive
officer of C3 Corp., headquartered in Appleton,
Wisconsin. “With today’s new equipment, producers
can place a quality mattress into a compact package
and ship it directly to consumers within a matter of
days.”
The growing demand for boxed beds has led
Leggett & Platt’s Global Systems Group to develop
new machines to help producers serve this market.
The company’s Teknomac Roll Pack line includes
the TK381/1 model, a flexible, multipurpose machine. The TK381/1 performs four different functions, allowing customers to compress and roll-pack
mattresses; wrap and compress mattresses into the
flattest potential thickness; wrap mattresses in an
uncompressed state; or wrap mattresses with partial
compression. The high-speed unit can roll up to
three foam or innerspring mattresses per minute.
In addition, GSG has introduced a work cell
to help companies sew their own mattress covers
rather than sending them out to a contract cut-andsew contractor. Three machines—the Heavy Duty
Porter Zip Cutter, the POM-500 Edge Closer and the
NC1199-1 Long Arm Zipper Sewing Workstation—
allow mattress makers to create the sewn cover
looks popular on all-foam, boxed beds.
“The market shift toward the mattress-in-a-box
style of bedding has created an opportunity for product developers and marketers to think ‘outside the
box’ and get involved in markets far beyond their
normal geographic limitations,” says Paul Block,
vice president of sales strategy and product planning
for GSG. “Many of GSG’s machines are beneficial
to mattress manufacturers, whether they’re pure
mattress-in-a-box providers or not, so many of our
products have already been experiencing good demand. However, we are getting even more inquiries
from products with this very purpose in mind.”
According to Block, there are some important
steps that need to be taken when setting up this type
of program.
“Producers need to be very careful to choose the
proper materials that will recover to uncompressed
standards,” he says. “They need to choose fabrics for
their covers that will recover from compression to a
smooth, unwrinkled state. And they need to choose
fill materials that will reset to their original sizing
tolerances after compression.”
Block recommends that customers considering
boxed-bed products visit the GSG’s state-of-the-art
testing facility at its headquarters. “It is equipped
with our line of machinery so we can do exacting
tests to determine material performance and find
the right combinations of materials that should be
used.”
Block adds that the types of mattress construcbedtimesmagazine.com
tion that lend themselves to boxed bed construction include foam
core, pocketed coil, foam-encased pocketed coil and the new L&P
Quantum Edge Steel Perimeter Units.
Atlanta Attachment’s line includes the 1390HCA machine,
which can compress, roll and wrap up to three mattresses per
minute for e-commerce shipping. The machine’s features include
variable compression height settings, a built-in roll holder and a
patented serial bus control system. The 1390HCA can be used to
automatically wrap with conventional bagging or compress with
optional turn, fold and roll-pack modules.
“Keeping up with changes in market conditions and providing
solutions is what Atlanta Attachment Co. Inc. does for our customers,” says Hank Little, president. “Mattress-in-a-box technology
is good for the e-commerce market, but also benefits traditional
brick-and-mortar locations by reducing both the storage and shipping costs of mattresses.”
To help manufacturers meet growing demand for boxed beds,
C3 offers three machines: the patent-pending CWU2000, which
laterally and vertically compresses and rolls foam mattresses to fit
in a box without a fold; RCR 1000, which rolls foam mattresses to
length; and CF1596, a new machine designed for use with spring,
coil and foam mattresses that folds and rolls.
Previewed at an event held at C3 headquarters in November,
the CF1596 is a compression roll-packing machine with auto bagger, roll-to-length and fold-and-roll capabilities. By compressing
before the fold, coil beds without border wire “will now be able to
compete in the e-commerce market space,” Van De Hey says.
With foam beds, C3 machines can generally get a queen- or
king-size mattress to fit in a 19 x 19 x 44 or 20 x 20 x 40 box—the
“sweet spot” for obtaining the best shipping rates, he adds.
Van De Hey says that lower density foams of 1.5 or less can
sometimes cause problems with recovery. “The lighter foams may
experience ‘compression set,’ where they don’t completely recover.
We’re seeing a number of producers move to 1.5-, 1.8- or even
2-pound densities, because they hold up better under pressure.”
With any mattress, the less time a product spends in the box,
the more successful the recovery is, he says. “Certain foams can’t
handle compression very long. It’s best to ship them out to the
consumer quickly and not have them sit in a warehouse month
after month.”
Because performance may vary from model to model, C3
encourages customers—and prospective customers—to bring
their mattresses to the company’s Wisconsin facility for testing.
“Anyone who wants to test a mattress can come in and try out our
machines,” he says. ■
Englander
American Furniture Manufacturing, Inc.
Highland House Furniture
Air Tech FX
Johnson City Bedding
Albany Foam and Supply, Inc.
The Bed Boss
Carolina Mattress Guild
Allied Aerofoam
Dorel Home Products
American Bedding Mfg., Inc.
Geo-Mattress
Drexel Heritage
Saatva
Kolcraft
Moonlight Slumber
Sensorpedic
Applause Source
Old West Mattress Company
Malouf
Steinhafel’s Bedding
If you’re not on THE LIST*
you may be losing sales.
Simmons
Serta
BedinaBox
Sleep Innovations
Kingsdown
Casper
Nature’s Sleep
Corsicana
Eastman House
Zinus
Noctova Sleep
Southerland Bedding
Ethan Allen
Ashley Sleep
Five Star Mattress
Spring Air
King Koil
Lady Americana SW
PuraSleep
Symbol
4Sleep
White Dove
Sinomax
NovosBed
Restonic
Therapedic NW and NJ
Wickline … and 300 more!
CertiPUR-US® certi
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emissions for indoor anic Compound)
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Look for the CertiP
UR-US® seal!
*See certipur.us/listings
Mattress shoppers are using our list of participating bedding
retailers and manufacturers to make purchasing decisions. If
you’re not listed, you do not have permission to use our logo
(even if you are buying certified foam) until you submit the
required paperwork. It’s quick, easy (and free) to get listed
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www.certipur.us
45 |
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Adhesives
MAKING IT STICK
Seal of approval Today’s adhesives deliver easier, faster,
stronger bonding / BY BETH ENGLISH AND JASON SCHNEIDER
W
hen it comes to putting a mattress
together, adhesives play an essential role
in making things stick.
But, in recent years, changes in mattress construction have required adhesives to change
their tack. Mattress components now are more varied
than ever and bed makers have come to depend on two
main classes of glues—water-based and hot melt—to
hold it all together.
“Adhesive chemistries for applications in mattress
manufacturing have come a very long way in the last
20 years,” says Steve Adams, business manager for
UPACO Foam Fabricating Adhesives Group in Richmond, Virginia.
UPACO, which is a division of Nashua, New Hampshire-based Worthen Industries, has worked with foam
suppliers and mattress manufacturers to develop a line of
hot melts and water-based adhesives that meet these new
challenges in mattress manufacturing, Adams adds.
Whether one-component or two-component
chemistries, roll-on or sprayable applications, today’s
improved adhesives offer faster dry times, better bonding strength, cost efficiencies, improved flexibility and
increased application ease, industry suppliers say.
These improvements couldn’t come at a better time.
“The industry has moved from simple spring construction to foam encasement and all-foam builds with
more complex combinations that require more gluing—we’re also seeing more automation,” says Harry
Bajakian, national sales manager for Hawthorne, New
Jersey-based Simalfa.
Jim Turner, president of SABA North America,
headquartered in Kimball, Michigan, agrees that
mattress construction and components are changing.
“There’s been a major increase in the roll-coating process and more all-foam units. There are new fibers and
foam types, which are more difficult to bond.”
Speed stick
Of major importance is the need for speed.
The increased use of foam comfort layers in beds,
the rising popularity of all-foam models and the
intense competition within this just-in-time industry
has heightened the demand for fast-curing glues. They
help manufacturers move product rapidly off the production floor and into roll-pack or bagging machines—
and onto the delivery truck, en route to customers.
When it comes to speed, the latest water-based
formulations give hot melts a run for their money and
are more fast-drying than ever. But the two glues have
their own distinct uses in mattress and foundation
construction, suppliers say.
The newest hot-melt adhesives continue to be
popular for bonding foams, pocket coil assemblies,
fabrics and fibers, says Friederich Braetzkus, director
of product management at Jowat Corp., based in Archdale, North Carolina.
“Hot melts can be desirable for their fast holding
power, no need for drying and their lack of overspray,”
UPACO’s Adams says. “However, hot melts typically do
not perform well with viscoelastic or gel foams. Also,
improperly formulated hot melts can be considered
‘noisy’ as they can make a crackle sound when the
consumer moves on a mattress while sleeping.”
What’s in store for the future? Ever faster, automated production lines.
“We have noticed an increasing interest in the
automation process, as well as the development of
innovative materials that might be very challenging to
bond, (such as) foams with phase-change material and
pocketed microcoils, etc.,” says Paolo Campitelli, U.S.
sales and technical service manager for Milan-based
Savare Specialty Adhesives.
“Our remarkable experience with automatic gluing
lines in Europe has been a key factor to help our U.S.
customers in the automation process, while our topperformance products have proven to have excellent
bonding strength with the most challenging substrates,” Campitelli added.
Adhesives suppliers predict that, whether manufactured on an automated production line or hand assembled and sprayed, the demand for compressed and
roll-packed mattresses will continue to grow, and, with
that, the need for a high-tack, flexible bond with quick
Dry run The Sababond
2611, introduced by
Kimball, Michiganbased SABA North
America in 2014, is a
heat-activated rollable,
complemented by an
infrared drying process
that makes it possible
to immediately rollpack a mattress.
47 |
Adhesives
Web design Simalfa’s
Overspray Free line
of products dispense
adhesives in a weblike pattern (left)
instead of a traditional
water-based adhesive
spray pattern (right).
The Hawthorne, New
Jersey-based company
touts its Overspray Free
line as an innovation
that offers instant tack
and fast drying, while
eliminating overspray
through chemistry, both
one- and two-part
formulations.
drying times will continue.
“It’s a logistical efficiency,” SABA’s Turner says.
“I think the growing e-commerce segment is a
great business model, and I believe we’ll start to see
more roll-packed mattresses at the retail level. Why
deliver a bulky mattress when you can throw one in
the back of someone’s trunk?”
Water-based new wave
Water-based adhesive suppliers promote recent product innovations, which focus on faster dry times and
innovative application methods that are faster and
more economical.
Simalfa has more than 150 formulations to choose
from, along with a variety of application methods. Specializing in water-based adhesives, the company touts
its Overspray Free line of products as an innovation
that offers instant tack and fast drying, while eliminating overspray through chemistry (both one- and twopart formulations).
Instead of applying adhesives in a mist pattern, the
Overspray Free adhesives are dispensed in a web-like
pattern.
“These proprietary formulations do not require any
specialized spray guns or delivery systems and remove
all operator and equipment variables that contribute
to overspray,” Bajakian says. “We’ve also been focusing
on adhesives that complement automation and can do
historically nontraditional things like achieving an extraordinary instant bond while only being applied via
one-sided application. This takes less time, simplifies
the adhesive application in an automated environment
and allows the line to move much faster.”
Bajakian says Simalfa anticipates a continued
boom in online foam mattress sales and will present
new products at ISPA EXPO that address those needs.
“There’s really nothing in a mattress plant we can’t do.
Simalfa can be used for foam-encased, all-foam, pillowtop and quilter applications.”
SABA is introducing two new rollable adhesives
with high-assembly tack this month.
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Adhesives
“It has unbelievable initial tack,” Turner says. “You
can build a foam-encased mattress via a roll-coating
process and the initial adhesive strength will hold. It’s
never been done before.”
The product will use up to 50% less adhesive than
typical roll-coat products, which, while it doesn’t
eliminate dry time, does reduce it significantly. It also
presents a cost savings to manufacturers and optimizes
assembly convenience, Turner says.
In the future, Turner sees a major increase in rollcoating processes as online retailers produce more
all-foam mattresses. “(Roll-coating is) a clean, simple
process, especially for an all-foam mattress,” Turner
says. “It’s really grown over the last several years.”
SABA launched a heat-activated rollable in 2014,
Sababond 3611, which is 75% solids and is complemented
by an infrared drying process, which further reduces
moisture content.
“We are able to eliminate enough water from the
adhesive film to immediately roll-pack or pack in plastic,” he says. “It’s been a really big addition.”
In 2015, SABA launched its Zero Overspray
solution, offering a spray gun—both automatic and
manual—that doesn’t use air to atomize the adhesive
from the spray gun.
Sticky solutions Savare
Specialty Adhesives,
headquartered in
Milan, offers a variety of
hot-melt adhesives to
mattress manufacturers.
‘Our product range
includes specialty
adhesives for difficult
substrates, automatic
processes and noiseless
applications,’ says Paolo
Campitelli, Savare’s
U.S. sales and technical
service manager.
“We’re constantly focusing on new development
and adapting to an evolving market,” Turner says. “We
find a need and fill it.”
One of UPACO’s latest products is SprayClean, a
water-based adhesive that virtually eliminates overspray fog.
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49 |
Adhesives
On target SABA
North America’s Zero
Overspray solution offers
a spray gun that doesn’t
use air to atomize the
adhesive, eliminating
overspray.
“A typical water-based adhesive that uses
compressed air for atomization has a transfer efficiency in the neighborhood of 35% to
50%,” Adams says. “The rest (50% to 65%)
is lost as overspray fog that carries throughout the facility. SprayClean has a transfer efficiency of 95%. This is due to the fact that
the adhesive spray droplets are much larger
than the droplets generated with air-spray
methods, so they can’t float (away).”
UPACO also has a mattress-building adhesive testing laboratory in Richmond, Virginia, where chemists can assemble a mattress as it’s done in a factory. This allows
the company to test new formulations for
the many properties that mattress manufacturers require, such as good initial strength,
fast dry rate and permanent bonds.
“Our chemists, therefore, have the ability
to perform real mattress testing in our facility and develop the best products possible
before we present them to a customer,”
Adams says.
Some like it hot melt
Jowat Corp. keeps its focus on hot-melt
applications, which continue to grow in
mattress and foundation construction.
In addition to working with the mattress
industry, Jowat serves the furniture, packaging and automotive industries. In the world
of mattress assembly, hot-melt adhesives are
used to adhere a range of bed components
to one another—from foams to fabrics to
pocket coils to fibers.
“We have a well-rounded portfolio,”
Braetzkus says. However, the development
of new foam materials has created challenges
for hot-melt adhesives; Jowat responds with
noise-free varieties for manual and automatic
mattress assembly. In North America, solventbased mattress assembly adhesives have nearly
disappeared. Braetzkus predicts mattress assembly adhesives will be 50/50, hot-melt and
water-based adhesives, in the future. Each has
its place, he says.
Savare Specialty Adhesives, which has
a production plant in Delaware, Ohio, also
offers a range of hot-melt adhesives to mattress makers.
“Our product range includes specialty
adhesives for difficult substrates, automatic processes and noiseless applications,”
Campitelli says. “Savare formulations allow
our customers to achieve an uncompromised and consistent quality with very low
|
50
Adhesives
Left: Fog-free UPACO
Foam Fabricating
Adhesives Group in
Richmond, Virginia,
a division of Nashua,
New Hampshire-based
Worthen Industries, has
introduced SprayClean.
The water-based
adhesive virtually
eliminates overspray
fog and has a transfer
efficiency of 95%, due to
droplets that are bigger
and don’t float away.
Right: Lab results With its
mattress-build adhesive
testing laboratory in
Richmond, Virginia,
UPACO chemists can
test new adhesive
formulations for initial
strength, fast dry rate
and permanent bonds.
adhesive add-on levels.”
By partnering with customers and co-suppliers to
develop specific products any time a new technical
challenge arises, Campitelli says, the company keeps
mattress manufacturers from having to adapt their
process and materials to the glues available.
“By developing the right adhesive for the specific
need,” he adds, “we enable the customer to build the
mattress they want the way they prefer.”
In recent years, Savare has introduced some unique
adhesives to the U.S. market that have delivered
significant performance improvements, Campitelli
says. “Our customers have experienced exceptional
cost savings driven by the excellent bond strength and
superior quality that has enabled huge add-on reductions (of 30% to 40%).”
Most recently, Savare’s research and development
team is focusing on the development of improved nonoise adhesives for use in the bed’s top comfort layers
and in pillow-tops. ■
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52
Management
YOUNG EMPLOYEES
Bridging the generation gap Three steps for getting
the most from millennials / BY KATE ZABRISKIE
“Did you see what she wore to work today? What was she
thinking? This is a corporation, not a club! How does he
not know to bring a notebook and a pen to a meeting? Do
I have to tell him everything? What would make her think
it was OK to party with the clients until 3 in the morning?
Does this woman have no understanding of boundaries?
Did you know his mother called HR to find out when he
would be getting a raise? Unbelievable!”
I
f you have new employees fresh out of school in
your workplace, some of that may have a familiar
ring.
So what’s happening? Are the new hires
prompting those reactions just bad hires? Are you just
unlucky? Probably not.
Rather, the source of the surprises most likely has
to do with training (or the lack of training) related
to workplace expectations. Before you say “but they
should know,” don’t waste your breath. Maybe they
should know, but they don’t. New hires are called new
hires for a reason. They are freshly minted employees
who don’t know much about the workplace because
most of them haven’t been in it that long.
Think about it: If the shoe were on the other foot
and you found yourself in some kind of Freaky Friday
hell, do you think you would flawlessly understand
today’s high-school or college social codes? Dream on.
As someone with more experience than the people
you hire, you have a responsibility to get them off to a
good start. By consistently following three steps, you
can short circuit many of the problems people encounter when they start working with new hires.
Step One: Understand something about them.
Millennials, as a generation, are different from those
who have come before them. More than a few still
live at home and don’t plan on leaving soon. If they
borrowed money for school, they may already owe as
much as what amounts to a mortgage. That doesn’t
mean they’re clueless about life outside of the nest, but
their circumstances are probably very different from
yours at the same age. Assume nothing.
Next, you must understand these people grew up
surrounded by ever-present technology and in an era
of instant answers. Sure, you may have had an Atari
or Nintendo, but it’s not the same thing. They had and
still have Google. They are used to being able to find
information and find it quickly. Raised in an era of
parents as friends and instant answers, many of these
individuals have no problem questioning authority. In
the workplace, you may see a new hire ask questions
and interact with senior leaders in ways you don’t
expect.
Another difference between millennials and other
generations is how they view praise. As children, this
generation played on sports teams where everyone
received a trophy just for showing up. They also were
rewarded and recognized with ribbons and certificates
at school for being polite, having integrity and displaying common courtesy. Millennials expect feedback
larded with praise, whether merited or not.
Longevity in an organization is another difference
between this generation and others. Years ago, it was a
major taboo to job jump or have gaps on a resume. You
will find this generation will gladly take six months off
to go hiking along the Appalachian Trail or volunteer
overseas. Strangers to delayed gratification, they aren’t
saving those activities for retirement, and they don’t
expect to spend a lifetime with a company. Instead of
pretending that millennials will be part of your team
for a decade or more, look for ways to make the most
of the time you have together while they are.
They are
freshly minted
employees
who don’t
know much
about the
workplace
because
most of them
haven’t been
in it that long.
55 |
Management
Step Two: Spell out
everything.
Millennials are not the Amazing Kreskin. Do not rely on
their clairvoyant powers. Most
of them don’t have any—for
that matter, most don’t know
who Kreskin is.
Again, assume nothing.
Take workplace dress, for
example. There was a time
not too long ago when women
wore pantyhose to work and
wouldn’t consider crossing the
office threshold in open-toed
shoes. That was then. These
days, if you offer no guidance,
some will cross the threshold
in shoes you wouldn’t wear
outside your house. And when
the parade of fashion crimes
starts, you will have no one to
blame but yourself. You need
to tell people that, contrary to
what they may see online or in
a magazine, the flip-flop is not
the new Ferragamo.
Once you’ve thought about
the basics, you’ll need to anticipate the times when the new
employee will interact with
people outside your organization. Is the new hire attending
a client function with you? If
so, it makes sense to review
your expectations before you
head out the door. Whereas
most people might do fine on
their own, that’s not the point.
If you expect a certain set of
behaviors, you need to make
clear what they are.
Step Three: Use praise, and
do it often.
Most people like praise. As
mentioned earlier, the difference between millennials and
other generations is they are
used to getting it.
To get the most out of your
new hires, you must learn how
to give feedback more often.
A word of caution: Millennials know when they are being
patronized just as well as the
next person, so choose your
words wisely. At this point, a
lot of them will have figured
out that the trophy thing wasn’t
such a hot idea. Instead, you
are going to have to pay attention and recognize good work.
It’s more time consuming, but
if you put in the effort, you will
probably see more of what you
want to see.
Do not rely solely on feedback on the fly. The reality
is it’s easy to get busy. Make
the time to have structured
conversations with your new
hires about their development.
Thinking about skipping this
step? Don’t. Regularly scheduled one-on-one meetings will
ultimately benefit the new hire,
the organization and you.
Final thought
Developing any employee takes
time, and working with new
hires has its own set of challenges. There are few shortcuts
along the road to success in the
workplace.
How much effort you put
into another person is certainly up to you. But think
back to your first days in the
workplace. If someone spent
the time to mentor you early
in your career, you were lucky.
If you didn’t have that opportunity, don’t you wish you
had? ■
WHEN YOU CAN MAKE
MORE FROM A MATTRESS
IT’S YOU WHO GETS
A BETTER NIGHT’S SLEEP
You now have an opportunity to give all your customers a better chance at a great night’s sleep. You also have the opportunity
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JANUARY 2016
|
56
IMM COLOGNE, JANUARY 18-24, 2016 HALL 9, B-0008
LVFM, LAS VEGAS, JANUARY 24-28, 2016 SPACE C-1579
News
Therapedic brand expands into southern Africa
M
attress licensing
group Therapedic
International, with
headquarters in Princeton, New
Jersey, has inked a licensing
arrangement with KDV Bedding
Pvt. Ltd. in Harare, Zimbabwe.
The deal gives KDV the right to
manufacture Therapedic-branded products for distribution
throughout much of southern Africa, including Angola, Botswana, Malawi, Mozambique, South
Africa, Zambia and Zimbabwe.
In business since 1998, KDV
claims a 40% market share in its
home country.
The agreement marks the top
10 bed brand’s return to Africa
following a 20-year absence, said
Gerry Borreggine, Therapedic
president and chief executive
officer. “We are hopeful that we
have found the right partner to
present our products and grow
there,” he added.
“This is a unique opportunity
for us to increase our profile
by partnering with Therapedic.
We are the leading brand in
Zimbabwe, and we believe that
Therapedic can become the leading bedding brand in southern
Africa,” said KDV CEO Vikas
Charles P. Rogers models
incorporate microcoils
Point of relief The Powercore Estate Nano
and Nano2 mattresses use pocketed
microcoils and Talalay latex cushion layers
to provide pressure-point relief.
N
ew York-based, factorydirect Charles P. Rogers
has added the Powercore Estate
Nano and Nano2 mattresses to
its collection.
The models build on the company’s Powercore Estate 5000,
7000 and 9000 series beds, using
pocketed microcoils and Talalay
latex cushion layers “to build a
mattress that senses individual
body contours and provides targeted levels of support for instant
pressure-point relief,” according
to a news release.
Powercore is an extremely
durable innerspring unit with
progressive support that uses
more turns and more wire.
The Nano model has one layer
of microcoils and two layers of
latex; the Nano2 has two layers of
coils and three layers of latex.
Pricing for the Powercore
Estate Nano and Nano 2, the
mattress-only, is $2,399 and
$2,799, respectively. Beds are
sold at the company’s website
and two factory showrooms in
the New York area.
In business since 1855,
privately held Charles P. Rogers
sells high-end mattresses, bedding and bed frames directly to
consumers and to the hospitality
segment.
Patel. “This partnership will
help us raise the standards of our
product range, and increase the
expectations of the market for
quality bedding products in our
areas of operation.”
Therapedic has more than 50
licensees on six continents and
has significantly increased its
brand awareness and distribution
in the previous five years, according to a news release.
New partnership Gerry Borreggine, president and chief executive
officer of Princeton, New Jersey-based Therapedic International
(left), presents plaque to Vikas Patel, CEO of new licensee KDV
Bedding Pvt. Ltd. in Harare, Zimbabwe.
Therapedic turns up heat on
Bed Bath & Beyond accessories
T
herapedic
International,
with headquarters in Princeton,
New Jersey, has
added a collection of heated
products to its
slate of Therapedic sleep
accessories
sold exclusively
at retailer Bed
Bath & Beyond.
Products include
plush heated
Wrapped up Therapedic’s heated cape
blankets and
is available exclusively at retailer Bed
throws, heated
Bath & Beyond.
travel blankets, a
car-seat warmer, a heated wrap and a heated cape, and
a faux-fur heated throw.
“The many different styles and sizes of the new line
make heating products more stylish, comfortable, safer
and versatile than ever,” said Gerry Borreggine, Therapedic president and chief executive officer. “All of the products have been ETL certified to meet safety standards and
are equipped with a five-year warranty in alliance with our
unwavering commitment to quality sleep products.”
The new line of heating products is available in a
variety of different textures and color choices, including
black, taupe, ivory, grey, sand, chocolate and garnet.
59 |
News
Boyteks predicts prosperous, busy 2016
T
icking, upholstery and carpet supplier Boyteks Tekstil, a division of
Boydak Holding, with world headquarters in Kayseri, Turkey, announced
that 2015 was a year of strong sales growth
and presented its 2016 outlook. The
company forecasts continued growth with
major investments in infrastructure and
said it plans to attend a record number of
trade fairs around the world.
“We continue to be the pioneer in this
sector globally through our ongoing, consistent strategies, efficient operational skills
and effective risk management,” said Boyteks
General Manager Mustafa Yildirim. “We are
now ending the year of 2015 with a growth
rate of more than 20%. Our Boyteks-branded
products became a top preference for bed-
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|
60
Preparing for a good year From left,
Boyteks Tekstil General Manager Mustafa
Yïldırım with Boydak Holding board
member Fethi Ünal and Board Chairman
Hacı Boydak look forward to 2016.
800-373-2478
AgruAmerica.com
ads@agruamerica.com
Georgetown, SC
ding and furniture manufacturers in more
than 100 countries. We rank among the top
10 companies in Turkey in the category of
branded exports.”
Boyteks is investing upwards of $37
million in its operations in 2016, Yildirim
added. “Our investments shall be in the areas of upgrading and modernization of old
machinery, construction investments and
modernization. We have already doubled
the (floor space) of the Bursa upholsteryfabric facility, which was previously
25,000 square meters (26,900 square
feet). We will be able to achieve a 25%
manufacturing increase through machinery investments in this factory.”
The textile supplier also plans to beef up
various departments, including research and
development. Its sales team travels to customers in more than 50 countries, annually.
In addition to being an active member
of the International Textile Marketing Association, Boyteks is scheduled to participate in a marathon of trade shows in 2016,
according to Yildirim. “We will be participating in 16 international trade fairs
with our three product groups (including)
Heimtextil and Domotex in Germany in
January, and then we are (participating)
in ISPA EXPO, Interzum Guangzhou and
Domotex Asia, and afterwards Evteks in
Istanbul and MoOD in Brussels. Our sales,
marketing and collection teams are getting
ready for these trade fairs.”
We look forward to meeting you at
ISPA EXPO
Booth: 955
March 9-12, 2016 Orlando, Florida USA
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187 Route 36 East, Suite 101
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www.innocorfoamtechnologies.com
foam@innocorinc.com
844-824-9348
© 2015 Innocor, Inc. All Rights Reserved.
News
Palmpring
opens new
flagship store
P
almpring USA, a
manufacturer and retailer of natural latex and
coconut coir mattresses,
based in Los Angeles,
has relocated its flagship
retail store from Wilshire
Boulevard in Los Angeles
to 110 W. Green St. in
Pasadena, California. The
new showroom features
the company’s eponymous mattress brand, as
well as Three Happy Coconuts bedding—targeted to families with young
children, and a selection
of sleep accessories.
“We are really proud
to make Pasadena our
new home,” said Camilla Kim, Palmpring USA
chief executive officer.
“This community has
many 'green' enthusiasts,
including young families
and individuals pursuing
a very healthy way of life
(who) desire high-quality
organic bedding.”
Relief Bed’s first focus is area homeless
S
eattle-based Relief Bed International, an
organization founded in 2015 by industry
veteran Scott Smalling, has begun its work of
distributing comfortable, portable bedding to
needy populations. It partnered with Sleepless
in Seattle, a local group that for the second year
in a row distributed bedding and comfort kits to
the homeless in Kings County. In addition, Relief
Beds were delivered to the homeless in San Francisco, in partnership with nonprofit Lava Mae,
which operates mobile hygiene units.
“I reached out to (Lava Mae founder) Doniece
Sandoval after seeing her story on the news,”
Smalling said. “She is a wonderful person with a
superb mission. In short, she has taken decommissioned municipal buses and wrapped them
beautifully with her messaging and, most importantly, created two huge and private bathrooms
with shower, sink and toilet. She has scheduled
stops in San Francisco to provide showers. …
This provides a great sense of dignity for (the
homeless) and refreshes their spirits. We all
know how good a shower feels if you haven’t
taken one for a while.
“This was my first experience in the field
with the homeless and I was honestly transfixed
by their stories and how close we all are to this. I
met a 55-year-old man who recently was on a senior tennis tour throughout South America and
Europe, experienced some health problems—
then the bottom dropped out. (There was a)
94-year-old evicted from her home and an MBA
from Stanford, and many more (such) stories.”
Relief Bed is now a registered trademark
and is in the process of becoming a tax-exempt
nonprofit 501(c)(3) organization in the United
Top: Respite and dignity Decommissioned
municipal buses fitted with private shower, sinks
and toilets provide relief to San Francisco’s
homeless through scheduled stops.
Bottom: Helping hand Relief Bed founder Scott
Smalling (left) distributes his portable bedding to
the needy in Kings County.
States. Find more information at the ReliefBed.
org website.
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News
Innocor launches ‘Fitting’ website
and ‘Awkward’ holiday campaign
Perfect fit
Innocor’s Sleep
Innovations
mattress brand
offers a 'Find
Your Fit' feature
for consumers.
I
nnocor Inc., a supplier of flexible polyurethane foam and
finished foam sleep products,
has launched a new website for
its flagship Sleep Innovations
mattress brand. The new site
has a “Find Your Fit” feature to
help consumers select the best
mattress, topper or pillow to fill
their sleep needs when shopping
online for sleep products. Once
consumers have found their fit,
the site directs them to a Sleep
Innovations retailer.
“We believe a perfect
night’s sleep starts with a customized mattress,” said Carol
Eicher, Innocor president and
chief executive officer. “Over
the years we have listened to
our customers and their needs
and believe that one size does
not fit all. We want to provide
people with an easy, convenient way to shop for a new
bed while giving them peace of
mind that they are truly getting
the best mattress, pillow and
topper. We take great pride
when our customers tell us
they found their fit.”
Coinciding with the site
launch, Innocor kicked off a
“No Place Like Home” holiday
campaign, in partnership with
actor Ashley Rickards, star of
MTV’s original comedy series
“Awkward.” On a variety of social media platforms, Rickards
asked other young adults to
share funny stories of sleeping arrangements during visits
home for the holidays.
Every time the hashtag
#SInoplacelikehome was used
on Facebook, Twitter or Instagram, through Dec. 31, users
were automatically entered
into Sleep Innovations product
giveaways, and the company
donated $1 toward StandUpForKids.org, a nonprofit that
helps homeless and at-risk
youth.
Naturepedic announces latest
sustainability certification
N
aturepedic, a manufacturer of certified-organic mattresses and sleep accessories, with headquarters in
Chagrin Falls, Ohio, has earned the Rainforest Alliance’s
Forest Stewardship Council Chain of Custody certification
for the natural latex used in its products. Natural latex is
produced from the sap of the rubber tree (hevea brasiliensis). This FSC certification ensures that forestry products meet rigorous environmental, social and economic
criteria to protect land, ecosystems and workers.
Naturepedic uses third-party certifications to substantiate the wellness and environmental claims it makes
for its product line. The company employs an in-house
certification, legal and marketing team that carefully
researches, reviews and applies for certifications and endorsements by reputable third-party organizations.
“We are extremely pleased to have received this FSC
certification as a testimony to our commitment to the
global environment,” said Naturepedic founder and
environmental engineer Barry Cik. “Naturepedic already
occupies the rare position of holding both Global Organic
Textile Standard and Global Organic Latex Standard
certifications.”
The company also has earned 10 awards and honors
from baby, child advocacy, family and parenting organizations.
In 2015, Naturepedic was named a Champion of
Change by Practice Greenhealth, an organization promoting sustainable and "greener" solutions in the healthcare industry. Naturepedic’s organic pediatric pads are
used in more than 100 U.S. hospitals.
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65 |
News
Casper adds sleep accessories line to offerings
T
rendsetting online mattress retailer Casper, whose 2014
launch garnered considerable media attention and has
since spawned dozens of competitors, has added a select
group of pillows, sheets and a duvet cover to its one-sizefits-all mattress offering. The New York-based company said
the sleep accessories’ components and construction are the
result of "considerable research and consumer testing," according to the company.
The pillow uses two types of synthetic fiberfill in a dualcomponent design and is available in standard and king sizes,
retailing for $75 and $85, respectively. The pillow’s separate
“buoyant filled core” slips inside a zippered, all-cotton filled
outer pillow case. Both the cotton-covered filled core and the
cover are machine washable.
The 100% cotton sheets and duvet cover use long-staple,
California-grown Supima cotton and are available in white or
white with Casper gray. Bed linens are available in standard
sizes. A set includes two pillowcases, one flat sheet and one
fitted sheet, and retails for $180 in queen. The coordinating
queen duvet cover is $140.
“After months of experimentation and many sleepless
|
66
nights, our engineers arrived at these fundamentals of sleep,”
said Jeff Chapin, Casper co-founder and chief product officer. “We analyzed thousands of variations and worked closely
with Casper Labs, a dedicated innovation unit of our most
enthusiastic customers, who tested prototypes and influenced
final iterations.”
Casper boasts more than 100 full-time employees, 100,000
mattresses sold and more than $100 million in sales since
launching in April 2014, according to a news release. Plans
are in the works for expanding to Europe.
News
ADFC offers free Down and Feather Marketing Toolkits
N
ew York-based trade
group the American
Down and Feather Council, a
section of the Home Fashion
Products Association, is distributing free, downloadable
Down and Feather Marketing
Toolkits aimed at consumers
and members of the home
furnishings industry.
The first two marketing
toolkits—"The Natural Benefits
of Down and Feather" and "The
Health Benefits of Down and
Feather"—feature marketing
materials giving ADFC members, bedding retailers/buyers
or consumers, educational materials on the benefits of down
and feather products.
Each kit has a down and
feather infographic, point-
|
68
The lowdown on down Industry members dealing in down and
feather products are invited to download, customize and share
ADFC's toolkits on their own websites or through social media.
of-sale signage, customizable press releases, images
and more. They are updated
throughout the year and each
has a specific theme.
A central mission of the
ADFC is to help maintain and
improve the quality of down
and feather products sold
through its Labeling Compliance Program. Created in
2006, the program establishes
strict regulations for the U.S.
down and feather bedding
industry and ensures that any
product with the ADFC Seal of
Approval has been tested and
certified in accordance with
standards set forth by the International Down and Feather
Bureau.
Industry members dealing
in down and feather products
are invited to download (http://
downandfeathercouncil.com/
marketing-toolkit.html),
customize and share ADFC’s
toolkits on their own websites
or through social media, as well
as with staff and customers.
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News
Jowat | your partner in bonding
SSA relaunches Bedfax
contents labeling for mattresses
'What's in your mattress?' The Bedfax mattress contents labeling program allows
manufacturers to inform consumers about mattress components.
Adhesives for the
Mattress Industry
Permanent ƒ Fast ƒ Quiet
Jowat offers a variety of adhesives
for the mattress industry that covers
• Pocket Coil Assembly
• Mattress Assembly
• Foam Lamination
• Hot Melt for Mattress Ticking
• Hot Melt for Incontinence Materials
Jowat –
One supplier for all
system components.
Jowat Corporation
5608 Uwharrie Rd.
Archdale, NC 27263
Phone +1 336 434 9000
Fax
+1 336 434 9173
www.jowat.com
|
70
T
his month, during the Winter Las Vegas Market, Jan. 24-28, the Specialty Sleep Association
will unveil the revamped, trademarked “What’s In Your Mattress?” Bedfax mattress contents
labeling program. The voluntary program allows manufacturers to fully inform consumers
about mattress content, providing specifics on all components, from cover to core. The program
is now focused solely on product contents labeling, and not on “green” product claims.
“After years of hearing from consumers wanting to know exactly what is inside their mattress, as well as reading critical magazine and news articles demanding greater consumer transparency for mattress shoppers, we have carefully constructed a detailed consumer disclosure
label program that will, in fact, tell a consumer what is in her mattress,” said Dale Read, SSA
president. “We welcome mattress manufacturers to participate in this valid, third-party industry
verification program. This is a very reasonably priced program that offers a cost-effective way for
a mattress manufacturer to list their contents for a single mattress model, or their entire product line, if they so choose. It is a valid, third-party method for manufacturers to declare ‘What is
in Your Mattress’.
“When concerned consumers pressure retailers to fully disclose the contents of a mattress,
our contents label transparency program (is ready and waiting).”
While the new labeling program is no longer a green labeling program—the SSA has retired
its Environmental & Safety Program—Bedfax does allow manufacturers to make specific green
claims on the right-hand side of the contents label, if they have filed appropriate documents
with the SSA confirming current, detailed certifications and testing documents to validate all
claims.
In order to assure 100% credibility under the new Bedfax program, participating manufacturers agree in writing in the program application to allow the SSA to pull a participating mattress model at retail, at the manufacturer’s expense, and have the bed’s contents fully tested by
a third party testing laboratory for contents and supporting documentation.
For more information, visit www.bedfax.org.
News
SHORTS
Malouf comforts cancer patients
Care and comfort A handwritten letter
with words of hope is included in each of
Malouf’s comfort kits for breast cancer
patients.
Sleep accessories supplier Malouf,
with headquarters in Logan, Utah,
has expanded its comfort kit initiative
for breast cancer patients. This year,
Malouf employees and community
members assembled 1,500 kits for
distribution to every newly diagnosed
breast cancer patient in Utah.
Among the items in each box is a
Malouf pillow, pure lavender oil from
Health Fusion, Lazy One pajamas, Altra
socks, a meal from Modern Table and a
Reminderband bracelet.
“The crown jewel of the kits is a
handwritten letter offering words of
hope to the recipient,” said project
organizer Jake Neeley, Malouf’s marketing communications manager. “It is
an incredibly rewarding project to be a
part of. We have an awesome group of
highly engaged people who selflessly
give their time, money and effort to
help those diagnosed with breast cancer in our area. It’s inspiring to see this
come to fruition and know that by offering our support, we can offer hope
to someone who’s just been delivered
difficult news.”
Storis offers software updates
Your customer will
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*OPVSFYQFSJFODFUFNQFSBUVSFJTUIFEJTSVQUPSPGTMFFQ
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|
72
Retail software provider Storis, with
headquarters in Mount Arlington, New
Jersey, announced its eponymous software now is certified for the Microsoft
Windows 10 Pro operating system on
both PC and touch-enabled devices.
In addition, Storis received certification
with QuickBooks 2016 Pro and Premier
editions and is certified with the Payment Card Industry Security Standards
Council’s Payment Application Data
Security Standard. “We have a rigid
certification process to ensure that
our software application, companion
modules, third-party integrations and
compatible hardware function seamlessly,” said Melissa Ocampo, senior
manager of quality assurance. “This
process is completed each time new
technology is released to the public.”
PureCare assists animal shelter
Fairfield, New Jersey-based PureCare,
a protection product and sleep accessories supplier, will donate 10% of sales
proceeds from November through midFebruary to the Foothills Animal Rescue
in Scottsdale, Arizona. “Pets are cherished members of our customers’ families,” said Jeff Bergman, president and
chief operating officer. “Over two-thirds
of pet owners snuggle up to their pets at
bedtime. This is just one of the reasons
PureCare is committed to designing elements to create a healthy sleep environment for the entire family.”
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Newsmakers
E.S. Kluft hires new Canadian sales lead, promotes Sievers
E.
S. Kluft & Co.,
with headquarters in Rancho
Cucamonga, California,
has created two new positions to meet sales and
training needs. Valerie
Stranix is sales and distribution lead for the Kluft,
Vispring and Aireloom
brands in Canada. Pamela
Sievers, who has been
with Kluft for nearly a
decade, now is director of
key account development
and field education.
Stranix, hired by the
Flex Group of Spain,
which owns E.S. Kluft
and Vispring, reports to
David Binke, Kluft chief
executive officer. She
coordinates Vispring ef-
forts with Hugh Landes,
vice president of North
American operations.
Stranix, a 20-year
bedding industry veteran, acted as principal and was an active
shareholder in the 1990s
for Spring Air Sommex
Corp., after acquiring
the Canadian division
from its U.S. parent
company, Consolidated
Bedding Inc. In 2012,
Stranix and her peers
acquired the assets of
Natura World and integrated the brand into
their portfolio. Prior to
that, she was the sales
and marketing leader for
Spring Air Canada.
“Stranix has been a
Valerie Stranix
leader in the mattress
industry for years and
will be a great asset to
our team,” Binke said.
“Her vast knowledge
and relationships within
the Canadian market
will play a vital role in
our continued success.”
As director of key account development and
field education, Sievers
Mantua Mfg. names Smith
executive vice president of sales
M
and new business
antua Mfg.
development of the
Co., headMantua and Rize
quartered in Walton
brands across 25
Hills, Ohio, has
western states.
hired Dirk Smith
as vice president of
Most recently,
sales for the western
Smith was vice
region. He reports to
president of sales for
Neil Dwyer, executhe southwest region
Dirk Smith
tive vice president
with Boyd Specialty
of sales.
Sleep. Prior to that, he held variSmith is based in Dallas
ous field and district sales posts
and has responsibility for sales
with mattress major Sealy.
■ ARE YOU A NEWSMAKER?
Have you hired someone new? Earned a promotion yourself?
Let us know. The deadline for the Newsmakers department
of the March issue of BedTimes is Tuesday, Feb. 2. Submit all
news releases and photos to Mary Best, BedTimes editorial
director, at mbest@sleepproducts.org, and Barbara Nelles,
digital editor, at bnelles@sleepproducts.org.
Questions? Call 336-500-3816.
is responsible for supporting the company’s
national accounts sales
team and spearheading
all training and education opportunities for
the company’s internal
team and retail partners.
She reports to Dominick Azevedo, Kluft
vice president of sales/
national accounts.
Sievers joined the
company in 2006 as a
key account representative responsible for
Macy’s, Bloomingdale’s
and RC Willey Home
Furnishings in the
western United States.
Previously, Sievers
worked for Spring Air
California, supporting
the marketing efforts
for the company’s Back
Supporter and Chattam
& Wells brands.
“As our company
has been gaining new
accounts and floor space
with our current retail
partners, we wanted to
create a more comprehensive training program for
our sales reps,” Binke said.
“Pam has been a valuable
asset to our sales organization—and company—for
almost 10 years. She has
a great track record with
these key accounts and
her ability to develop and
implement sales training
programs has been a key
component to the company’s growth.”
Talalay Global hires Botello
S
helton, Connecticut-based
Talalay Global has appointed
Jose Botello director of West
component sales, a new position
for the company. He reports to
Jeff Gober, executive vice president.
Botello is responsible for further developing the western part
of the United States for Talalay
Jose Botello
Global, working more closely with
current customers and new business development targeting regional manufacturers.
Most recently, Botello was a territory account manager
with FXI. Prior to that, he held a California sales territory
with Carpenter Co.
“Jose has a great understanding of our business and
how manufacturers work with components to make
unique and successful products,” Gober said. “He is a real
asset to our team.”
75 |
A D V E R T I S E R S
A. Lava & Son Co.
Steve Appelbaum
800-777-5282
(800-777-LAVA)
www.alavason.com
52
Agru America
60
Brittany Gardner
800-373-2478
American Law Label
62
Rocco Bruno
520-546-6200
www.americanlawlabel.com
Aquila Textiles Inc.
Howard Silver
877-343-4716, Ext. 2
Atlanta Attachment
Co. Inc.
Hank Little
770-963-7369
www.atlatt.com
Aydin Tekstil Tic
ve Paz AS
Tunc Akyurek
90-533-930-25-68
www.aydintekstil.com.tr
Boyteks Tekstil AS
Aydin Aydin
90-352-322-0588
www.boyteks.com
58
8
15
18-19
C3 Corp.
Mark Desjardin
920-749-9944
www.c3ingenuity.com
67
CertiPUR-US
Certification Program
Michael Crowell
828-455-6192 www.certipur.us
45
Cranston Trucking
64
& Logistics Services
Dianne Francin
877-282-5282
www.cranstontrucking.com
CT Nassau
Tape-Ticking LLC
Taber Wood
800-397-0090
www.ctnassau.com
54
Deslee Clama
North America
Craig Dunlop
864-472-2180
www.desleeclama.com
C4
|
76
Diamond Needle Corp.
66
Abe Silberstein
800-221-5818
www.diamondneedle.com
John Marshall & Co. Ltd.
Peter Crone
64-3-341-2004
www.joma.co.nz
Englander Sleep
Products
Kevin Toman
508-965-9289
www.englander.com
Jomel Industries Inc.
48-49
Phil Iuliano
973-282-0300, Ext. 106
www.jomel.net
Savare Specialty Adhesives 63
Paolo Campitelli
614-255-2648, Ext. 304
www.savare.com
Jowat Corp.
Friederich Braetzkus
336-434-9000
www.jowat.com
70
Simalfa
Darren Gilmore
973-423-9266
www.simalfa.com
Lalan Eco Latex
Pvt. Ltd.
Justin Kumar
94-773-078058
www.eco-latex.com
57
Sociedade Têxtil Vital
74
Marques Rodrigues, Filhos SA
Eng. Antonio Faria
351-253-523-459
www.vitaltecidos.com
Enriquez Materials
& Quilting Inc.
Silvia Enriquez
323-725-4955
www.enriquezquilting.com
12
6
Flex 2000 Produtos
Flexiveis S.A.
Luis Osorio
351-256-581-940
www.flex2000.pt
41
Form Sunger ve Yatak
AS (Form Foam)
Arif Emre Olmeztoprak
90-352-322-1020
www.formsunger.com.tr
23
Gentherm
Josh Micklos
678-464-5494
www.gentherm.com/en/
page/bedding
72
Global Systems Group 66, C3
Mike Miller
800-343-8138
www.gsgcompanies.com
Great Lakes Forest
Products
Jeremy Wassner
574-389-9663
www.glfp.net
50
Guangzhou LianRou
Machinery & Equipment
Co. Ltd.
Ken Cai
86-20-32022222
www.lianrou.com
21
HSM Solutions
Rick Anthony
828-328-2201
www.hsmsolutions.com
24
Innocor Foam
Technologies
Jacqueline Hunter
732-749-2281
www.innocorinc.com
61
2
SABA North America
Jim Turner
810-824-4964
www.saba-adhesives.com
4
53
Latex Systems Co. Ltd.
37
Pathumporn Treevitsavavet
66-2-326-0886
www.latexsystems.com
Spinks Springs
Darren Marcangelo
44-774-863-1919
www.spinks-springs.com
Macau Commercial
42
& Industrial Spring Mattress
Mfg.
Nelson Wu
853-28473105
www.macauinnerspring.com
SSA BEDFAX Consumer
43
Disclosure Contents Label
Program
Dale Read
443-221-7534
www.bedfax.org
MPT Group Ltd. Andrew Trickett
44-1706-878-558
www.mptgroup.com
Therapedic International C2-1
Gerry Borreggine
800-314-4433
www.therapedic.com
32-33
Nova Sünger ve
Yatak San. Tic. AS
Tunc Akyurek
90-533-930-25-68
www.novasunger.com.tr
64
Pacific Spring Inc.
Victor Nguyen
626-272-8882
www.angkorspring.com
71
P.T. RubberFoam
Indonesia
Andreas Janssen
62-21-29661351
www.rubberfoam.co.id
68
Quan Li Spring
Hardware Co. Ltd.
Mandy Huang
86-757-81869838
www.gdquanli.com
10
69
United Mattress Materials 39
Inc.
Saul Santos
305-888-6222
www.unitedmattressmaterials.
com
UT&C
Pat Flippin
336-255-3307
www.unitedtandc.com
77
Worthen Industries/
51
UPACO Adhesives Division
Steve Adams
804-275-9231
www.worthenindustries.com
Wright Global Graphics
Area Account Executive
800-678-9019
www.wrightlabels.com
11
XSENSOR Technology
Corp.
Stephen Anstey
866-927-5222
www.xsensor.com
56
C L A S S I F I E D S
For Sale
For Sale
■ TAPE-EDGE MACHINES, MULTINEEDLE AND SINGLE-NEEDLE
QUILTERS, long-arm label machines, sergers, etc.
Contact Victor LeBron, American Plant and Equipment.
Phone 864-574-0404; fax 864-576-7204; cell 864-590-1700;
email apesales@americanplantandequipment.com;
Web www.americanplantandequipment.com.
■ FLAT BORDER WIRE AUTOMATIC CLIPPING ASSEMBLY and
round border wire automatic clipping assembly. $20,000 for
both. Contact: Germain Horace, 514-946-3707.
■ REBUILT AND RECONDITIONED MULTINEEDLE QUILTING
MACHINES. Specializing in PATHE precision parts and service.
Technical consultants. SEDCO. Phone 201-567-7141;
fax 201-567-5515.
■ HUGE STOCK OF PARTS AVAILABLE FOR SPUHL F65
COILERS and Spuhl AM 115 Assemblers. For more information
and pricing, please call or email: North America 204-7720000 or saquality@yahoo.com; or U.K. 44(0)1282786379
or mick.rob27@yahoo.co.uk.
BedTimes
The Business Journal for the Sleep Products Industry
Information +
Action =
SUCCESS
Act now—subscribe
to BedTimes
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Reach mattress industry professionals around the world with
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THE DIFFERENCE IS
IN THE POCKET!
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UPHOLSTERY
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UNITED TEXTILES + COMPONENTS
w w w. u n i t e d t a n d c . c o m
77 |
SAVVY REST
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JANUARY 24-28, 2016
JANUARY 24-27, 2016
LAS VEGAS MARKET
THE PAVILIONS AT LAS VEGAS MARKET
#LVMkt
REGISTER TODAY!
LasVegasMarket.com/Register
Calendar
| JANUARY
Jan. 12-15
Heimtextil
Frankfurt Exhibition Grounds
Frankfurt, Germany
Phone: 49-69-75-75-0
heimtextil@messefrankfurt.com
www.heimtextil.messefrankfurt.
com
| MARCH
March 5-8
Export Furniture Exhibition
Kuala Lumpur Convention
Centre
Kuala Lumpur, Malaysia
Phone: 603-6270-9332
info@efe.my
www.efe.my
Jan.18-24
IMM Cologne
Koelnmesse Exhibition Complex
Cologne, Germany
Phone: 773-326-9920
info@koelnmessenafta.com
www.imm-cologne-special.com
March 9-12
ISPA EXPO
Orange County Convention
Center
Orlando, Florida
Phone: 336-945-0265
kbellias@sleepproducts.org
www.ispaexpo.com
Jan. 24-28
Las Vegas Market
World Market Center
Las Vegas
Phone: 888-416-8600
info@lasvegasmarket.com
www.lasvegasmarket.com
| FEBRUARY
Feb. 25-28
Tupelo Furniture Market
Tupelo Complex
Tupelo, Mississippi
Phone: 662-842-4442
tfm@tupelofurnituremarket.com
www.tupelofurnituremarket.com
Top: ISPA EXPO March 9-12
in Orlando, Florida
Middle: Interzum Guangzhou
March 28-April 1 in
Guangzhou, China
Bottom: Las Vegas Market
Jan. 24-28 in Las Vegas
March 28-April 1
Interzum Guangzhou
Pazhou Complex
Guangzhou, China
Phone: 86-20-8755-2468, Ext. 12
k.lee@koelnmesse.cn
www.interzum-guangzhou.com
| APRIL
April 16-20
High Point Market
International Home Furnishings
Center & other locations
High Point, North Carolina
Phone: 336-869-1000
info@highpointmarket.org
www.highpointmarket.org
| JULY
July 31-Aug. 4
Las Vegas Market
World Market Center
Las Vegas
Phone: 888-416-8600
info@lasvegasmarket.com
www.lasvegasmarket.com
79 |
On Sleep
Sleep apnea treatments effective
in reducing blood pressure
S
leep apnea causes a host of medical
problems, but taking steps to treat the condition helps reduce blood pressure, which also
reduces cardiovascular risk, a recent study confirms.
Researchers from the University of Zurich, Switzerland,
analyzed systolic and diastolic blood pressure of participants who were using continuous positive airway pressure or
mandibular advancement devices against a control group,
according to study published in the Journal of the American
Medical Association. They also looked to see if the treatment
options yielded different results.
MADs push the jaw and tongue forward to keep the
airway open during sleep, according to WebMD.com. With
CPAP, patients wear a mask hooked up to a device that produces mild air pressure to keep the airway open.
Researchers found that both CPAP and MADs reduced
blood pressure, and neither was more statistically significant
than the other.
Expert tips on fighting colds and flu
Sleep quality more
important than quantity T
I
f anyone has had a newborn in the house, they know that
repeated night awakenings are tough. Now research from
Johns Hopkins Medicine in Baltimore shows just how tough.
The study, published in the journal Sleep, examined three
types of sleep conditions on 62 men and women. Participants
were subjected to either forced awakenings, delayed bedtimes
or uninterrupted sleep for three nights. Researchers then measured participants’ positive and negative emotions.
On the first night after a delayed bedtime or eight forced
awakenings, study participants showed similar low positive
moods and high negative moods. On the second night, differences between the groups grew stronger: The group with forced
awakenings had a 31% drop in positive mood, while the delayed
bedtime group had a 12% decline.
Researchers noted that sleep fragmentation was more
detrimental to positive mood than increasing negative mood,
according to a news release from the university.
In looking at the sleep stages of all the groups, researchers found that those who were woken throughout the night had
shorter periods of deep, slow-wave sleep, which related to a
reduction in positive mood, lower energy levels and muted feelings of sympathy and friendliness, the release notes.
“When your sleep is interrupted throughout the night, you
don’t have the opportunity to progress through the sleep stages
to get the amount of slow-wave sleep that is key to the feeling of
restoration,” says Patrick Finan, the study’s lead author and assistant professor of psychiatry and behavioral sciences at Johns
Hopkins School of Medicine.
|
80
erry Cralle, health and
wellness spokeswoman for
the Better Sleep Council, the
consumer-education arm of the
International Sleep Products
Association, offered USA Today
readers ways to increase their
“
A
day without
odds in the fight against colds
and flu with restorative sleep.
(See related story page 20.)
Below are a few of her tips to
get the best rest—even if you
do have a cold.
■ Avoid alcohol and medications that contain alcohol.
■ Raise the head of the bed or
try a wedge pillow to make
breathing easier.
■ Stay hydrated.
■ Take a hot bath or shower
before bed.
■ Moisturize the air with a
humidifier or vaporizer.
■ Drink chamomile tea before
bedtime.
■ Banish your bed partner to
the guest bedroom.
■ Change sheets and pillowcases frequently.
a nap is like
a cupcake
without frosting.”
—Terri Guillemets
F L AT PAC K
U
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R O L L AC K
O M P RE S SE
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NC
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Mattress Packaging
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automated film-wrapping system has been added
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machine. This eliminates the need for hand-bagging
the mattress prior to compression. You can either
conventionally package mattresses, compress and
seal mattresses for flat-packing, or compress and roll
pack mattresses, including auto-loading into retail
boxes – ALL ON THE SAME SYSTEM!
SP RI N GS
FOA M S
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them all!
There are three ways to wrap a mattress on the TK381/1, but there’s only one
way to get all the details you want – contact your GSG representative!
See this and many more GSG systems at the 2016 ISPA EXPO in Orlando!
800-343-8138
417-237-6254
www.GSGcompanies.com
* Some items shown here are optional features. Contact your GSG representative for complete details.
What about your New
Year’s resolutions?
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www.desleeclama.com

Read the full article here!

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