BedTimes Industry Insider: Trends and Technology Shaping the Sleep Products Industry
1. BedTimes
THE BUSINESS JOURNAL FOR THE SLEEP PRODUCTS INDUSTRY
JANUARY 2011
Rooted in bedding
A look at the industry’s unique pull on people
11 consumer trends
to watch in 2011
Putting smart phones
to work for you
2. Innovative Technology for the
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3. Mattress Production Industry Worldwide!
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5. InSide
JANUARY 2011
Feature
14 Staying power
“Once you go to work in the mattress business, you never leave.” You hear that
whenever bedding types gather. The industry is notable for the number of people
who spend decades working within it. BedTimes profiles veterans to learn how
they got into the mattress business—and why they’ve stayed.
Departments
8 Front Matter 5 Editor’s Note
Wondering what will shape the con-
sumer landscape in the coming year?
Try random acts of kindness, “urba-
33 Industry News
nomics” and pricing pandemonium.
Those are just three things to watch 45 Newsmakers
for in 2011, according to a global
research and marketing firm.
53 Employee Relations
11 Company Profile 61 ISPA News
Twenty-five years ago, Mike Hammer
bought a dying family-owned bedding
brand and, with the help of his own
family, brought the New Jersey com-
64 Calendar
pany back to life. Today, his sights are
set on taking Shifman Mattress Co.’s 65 Classifieds
luxury beds nationwide.
66 Advertisers Index
29 Marketing Report
Smart phones offer a wealth of
marketing opportunities—if your
68 Last Word
company is ready to take advantage of
them.
www.sleepproducts.org/bedtimes
BedTimes | January 2011 | 3
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10. FrontMatter
11 must-watch consumer trends for 2011
Think good hearts,
3 5
Pricing pandemonium Con- Online status symbols “Online
sumer demand for good deals, culture still is the culture and
good deals and special offers and discounts thus we’ll see a rise in online
good health is only increasing. And with more
consumers constantly connected,
status symbols in 2011,” according to
Trendwatching.com. “What started with
W
hat will consumers be thinking they can quickly find deals and com- showing off the number of visitors to
about, doing and buying in pare prices—then spread the news one’s Flickr pages or blog now encom-
the coming year? One of the quickly to their social networks. passes the number of one’s Facebook
world’s leading market research firms, “Always-on connectivity is chang- friends, Twitter followers, Foursquare
London-based Trendwatching.com, ing consumer spending habits in check-ins and a host of other metrics
points to 11 hot consumer trends. myriad ways. For example, coupon that indicate one’s ‘wiredness’. ”
clipping required planning and One new extension of the trend:
1
Random acts of kindness The dedication, hence wasn’t that popu- Status symbols that straddle the “real”
wretched economy has worn lar with consumers…but now is a and online worlds. For instance,
down consumers and they are near-effortless online activity. Fur- Twournal allows Twitter users to
looking for anything that makes them thermore, whipping out one’s smart transform their tweets and photos into a
feel a little better, according to Trend- phone at the counter, getting the physical, published journal.
watching.com. Companies that exude latest deal via GPS or barcode scan-
6
thoughtfulness and generosity meet ning is, well, smart. And therefore a ‘Wellthy’ Here’s a big one for
consumers’ need for an emotional lift. source of status rather than shame,” the mattress industry: “Grow-
And social media, which allows the report says. ing numbers of consumers will
companies to follow what’s going on in Specific subtrends to watch: the expect health products and services in
customers’ lives, makes spreading acts rise of buying groups, frequent 2011 to prevent misery—if not improve
of kindness easier. For example, Dutch member-only or “flash” sales, hyper- their quality of life—rather than
airline KLM used Foursquare to give local discounts and an increase in merely treating illnesses and ailments,”
passengers gifts at the airport. As soon dynamic pricing. Trendwatching.com says. “The consum-
as someone checked in at a KLM Four- erization of health means that more
4
square location, a KLM “Surprise Team Made for China “In 2011, consumers will choose products with
went online to find more background expect an increasing number embedded health benefits.”
information about the person, decided of Western brands to launch One example the reports cites is
upon a suitable gift and gave it to them new products or even new brands Sleep On It, a mobile app that allows us-
before they flew,” the report says. dedicated to consumers in emerg- ers to track their sleeping patterns. “The
ing markets,” the report says. “After free tool can determine what factors
2
‘Urbanomics’ “Urbanization all, it’s where the money is right now may be affecting their sleep and how
remains one of the absolute and Western brands are still favored much sleep they need each night to feel
megatrends for the coming over local ones, so the combination rested and energized.”
decade,” Trendwatching.com says, of perceived quality with a bit of local
7
pointing out that 3 billion people tailoring or exclusivity makes total ‘Social-lites’ This trend is “all
worldwide live in urban areas and that sense.” about discovery, as consum-
the number is growing. Companies setting the trend: ers become curators—actively
“Urban consumers tend to be more ➤ evi’s dENIZEN brand targets
L broadcasting, remixing, compiling,
daring, more liberal, more tolerant, Asian consumers with slimmer fits commenting, sharing and recommend-
more experienced, more prone to ➤ ior’s pricey Shanghai Blue Phone
D ing content, products, purchases and
trying out new products and services,” is available only in Shanghai stores experiences to both their friends and
according to the report. “In 2011, go ➤ onda, Nissan and GM are in-
H wider audiences,” Trendwatching.com
for products, services, experiences or troducing less expensive brands says.
campaigns that tailor to the very spe- in China to meet the needs of In 2011, a social media strategy is
cific—and often more refined, more emerging-market consumers who critical for companies. Consumers will
experienced—needs of urbanites have well-formed desires but less be talking about brands even more than
worldwide.” money to spend. ever—and you’ll want to make sure
8 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
11. your company has something (good!) full-on planned spontaneity,” Trend- and superior savings.
worth talking about. watching.com predicts. “Expect to see Why? “The number of consumers
consumers in 2011 rushing to sign up actively seeking out green products
8
Emerging generosity “In 2011, for services—the ‘planned’ part—that is reaching a plateau as mainstream
brands and wealthy individuals allow for endless and almost effortless consumers start to question the value
from emerging markets will in- mass mingling with friends, family, col- and efficiency of going green,” accord-
creasingly be expected to ‘give and care’ leagues or strangers-who-may-become- ing to Trendwatching.com. That means
versus just ‘sell and take.’ And not just friends-or-dates—the ‘spontaneity’ part.” brands need to do more to appeal to
in their home countries, but on a global eco-skeptical and financially strapped
10
scale,” Trendwatching.com says. Eco-superior “When consumers.
For instance, the report says, 86% of it comes to ‘green’ con-
11
global consumers believe that busi- sumption in 2011, expect Owner-less This could be
nesses need to place equal weight on a rise in products that are not only the year when the concepts
society’s interests and business interests. eco-friendly, but superior to pollut- of sharing and renting—
And some 80% of consumers in Brazil, ing incumbents in every possible way,” instead of owning—go mainstream.
China, India and Mexico expect brands the report says. That means products Consumer categories getting in on the
to donate a portion of their profits to that are eco-friendly but that also offer trend range from cars to clothing to
support good causes. superior functionality, superior design textbooks.
“For consumers, the appeal is
9 ➤ Learn more
Planned spontaneity “With life- obvious,” Trendwatching.com says.
styles having become fragmented, “Fractional-ownership and leasing-
with dense urban environments To read more about these trends lifestyle businesses offer the possibility
offering consumers any number of in- and to sign up for alerts and of perpetual upgrades to the latest and
stantly available options and with smart reports from research group greatest, the ability to maximize the
phones having created a generation Trendwatching.com, check number and variety of experiences and
who have little experience of making www.trendwatching.com/briefing. allow consumers to access otherwise
(or sticking to) rigid plans, 2011 will see out-of-reach luxuries.” BT
www.sleepproducts.org/bedtimes
BedTimes | January 2011 | 9
12.
13. CompanyProfile
Shifman aiming to become national brand
Producer targets high-end furniture, department stores for handmade beds
By Dorothy Whitcomb
W
hen Mike Hammer bought
Shifman Mattress Co. 25
years ago, he was betting that
he could turn the moribund company
around and capitalize on a key asset—a
history of turning out high-quality,
handcrafted mattresses.
Doing so, he believed, required two
All in the family Shifman Mattress
things. First, the company could never
Co. owner Mike Hammer (left) has
sacrifice quality for price. Second, it long relied on the help of
needed a network of strategic partner- relatives, including son Bill, to
ships with upscale furniture retailers run the business. The younger
and department stores. Hammer was named company
president two years ago.
The formula worked, though not
immediately.
When Hammer purchased the com-
pany from Robert and Burton Shifman, “We ran on fumes, but were able to Retailer relationships
grandsons of one of the founders, it triple business in the first four years, Shifman currently sells products to 38
had deteriorated badly. Shifman, based which made survival possible,” Hammer furniture stores and to all Blooming-
in Newark, N.J., hadn’t turned a profit says. dale’s department stores.
in years, its products looked dated and Today, the 117-year-old company “The growth of new accounts has
the company’s equipment only worked is thriving. After surviving the recent been staggering,” says Wayne Pezzino,
about half the time. An entrenched recession, it is once again opening new Shifman national sales manager. “In
work force made change almost impos- accounts and taking steps toward be- the past two years, we’ve opened more
sible. coming a nationally recognized brand. accounts than in the previous six years
“The favorite word around here “Our sales were up 30% in the first combined.”
was ‘no’, ” Hammer recalls. 10 months of 2010,” Hammer says. “We Shifman asks a lot of new accounts:
Hammer was stuck. In order to were expecting 20% and we will exceed Retailers must set aside enough floor
implement his business plan, he had to that for the year. This will be our big- space to display 12 mattress sets. They
change the company’s culture, upgrade gest year ever and we expect continued also must carry inventory commensu-
production capabilities and redesign growth in 2011.” rate with their monthly sales rate. But
product. He needed help—and his fam- The Hammers’ youngest son, Bill, the company provides strong marketing
ily agreed to provide it. joined Shifman in 1994 and became and co-op advertising support in return.
president two years ago. He is convinced All retailers receive a product DVD,
Family affair that his father’s early struggles and un- advertising slicks, postcards and point-
Hammer’s wife, Eileen, and their two wavering commitment laid the founda- of-purchase materials.
oldest sons, Robert and Mark, helped tion for today’s success. “We also bring, at our cost, every
run the business for five years so that he “I am fortunate to lead a company single sales associate and interior
could go on the road to sell. Drawing on that is based on building relationships and designer to the factory for a tour and
22 years of mattress industry experi- maintaining quality,” Bill Hammer says. direct training,” Pezzino says.
ence—first with Simmons Bedding Co. “Our commitment to strong relationships The factory tour is nonnegotiable.
and then with Stearns Foster—Ham- extends to every employee, every cus- The Hammers want their retail partners
mer shifted the company’s focus to tomer and every supplier. It means doing to have a full appreciation of what goes
high-end furniture retailers, offering business on your word and keeping that into a Shifman mattress and why it takes
them exclusive product and a traffic- word. It means honesty, no false promises between 7 ½ and 12 ½ hours to produce
driving marketing program. and always reaching for the best.” each one.
www.sleepproducts.org/bedtimes
BedTimes | January 2011 | 11
14. CompanyProfile
the layers of cotton, cashmere, silk and
wool that are the company’s signature.
Two-dimensional Belgian damask and
matelasse tickings are used throughout
the collection.
Mixing tradition with innovation
To meet other dealers’ requests, Shif-
man introduced Pure Comfort, its first
noninnerspring latex collection, in
2010. The three beds, each with a latex
core, have suggested retail prices
between $2,200 and $4,000.
But the heart of Shifman’s
business continues to be its two-
sided innerspring mattresses.
History in the making Shifman mattresses Beds in the top-of-the-line
still are made by hand in a 92-year-old plant Masters collection—with retail
in Newark, N.J. A recent renovation has prices between $3,000 and $6,000
given the company additional space for
warehousing and other functions.
for a queen set—contain thick
layers of cotton, as well as latex, to
provide comfort. The company
plans to remerchandise the collec-
“We share responsibility with the “I want the Shifman brand to be tion in 2011 to further enhance its
stores for sales and for the profitability represented properly and to be visible aesthetic appeal.
of the line,” Mike Hammer says. “In across the country,” he says. “We have to The company also makes the Ultra-
most of the stores that we’re in, we rank be able to show people that we build the Premium collection, with retail prices
first or second in terms of sales per best bed and offer it at the best price.” between $2,100 and $3,000, and the
square foot and profitability per square The company also has hired a public Quilted collection, with prices between
foot.” relations firm “to clean up our message $699 and $1,799.
and create a website that portrays the Shifman produces its entire line
Marketing matters image of a quality manufacturer,” Bill at its 92-year-old, 84,000-square-foot
Shifman executives believe that recent Hammer says. headquarters. An extensive renovation
changes to the company’s marketing Shifman’s new marketing program finished in 2008 added 40,000 square
strategy have improved its ability to get fits neatly with the company’s goal of feet to the facility, including new ware-
the Shifman story out to dealers and nationwide selling. house space. The project also allowed
consumers alike. Until recently, most of its retail ac- the company to reorganize production
In October 2009, Shifman debuted counts were in an East Coast territory flow.
its product at the High Point Market in stretching from Maine to Washing-
High Point, N.C. The company now has ton, D.C. But Shifman recently added What’s next
a permanent showroom in Hamilton accounts in the Atlanta, Chicago and Bill Hammer believes that Shifman’s
Court and shows at the April and Octo- Cleveland metro areas, as well as in commitment to quality and building
ber furniture markets. Florida. Bloomingdale’s stores in Arizo- strong relationships will continue to
“Before, we were putting product on na, California and Colorado help extend propel growth. When he looks to the
a truck and taking it to remote locations the brand’s reach even farther west. future, he sees Shifman as “a recogniz-
to show it to retailers,” Pezzino says. Shifman and Bloomingdale’s have able brand throughout the country”
“Then we’d have to tear it down and a relationship that dates to 1995. The and he is exploring the possibility of
take it back to New Jersey. Now we can mattress maker launched its newest distribution centers, an expanded trans-
get our name and product out there in a line for the retailer in December. The portation system and a new factory to
much more effective way.” 15 models in the Handmade collection support that goal.
Showing its product at market is one have suggested retail prices between Mike Hammer concludes: “I believe
part of a commitment Bill Hammer has $3,200 and $12,500 for a queen set. Shifman’s reputation will grow substan-
made to better align Shifman’s message Three of the groups within the collec- tially. Someone has to be the best and I
with the quality of its product. tion incorporate latex, in addition to believe that it’s this company.” BT
12 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
15.
16. Rooted in
14 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
17. by Barbara Nelles
Mattress business has unique pull
I
n this age of job hopping and professional
re-invention, the mattress industry is unusual
for the number of players who’ve stayed in the
bedding business for decades, if not their entire
careers.
That’s not to say that these veterans are immobile. It’s
not uncommon for bedding industry careerists to move
around, not only from company to company but among
the retail, manufacturing and supplier segments.
Why is it that so many in the industry sing the same
the industry
refrain—the one from that RB classic “You Really
Got a Hold on Me”? Is it the people, the product, the
opportunity for advancement, the chance to travel? Or
does someone just find that his skills and talents fit op-
portunities in the bedding business particularly well? It
seems it’s all that and more.
BedTimes talked to a handful of professionals rep-
resenting a variety of career trajectories and facets of
the industry. We asked them what pulled them into
the bedding business initially and why they’ve stuck
around so long.
www.sleepproducts.org/bedtimes
BedTimes | January 2011 | 15
18. JoAnne Bennett has just retired as an account Then you move the colors along to the banners, floor
executive with Wright of Thomasville, the Thomasville, graphics, POP, signage and headboard.
N.C.-based supplier of branding materials and solutions. “When I handled Kingsdown from 1978 to 2003, we
It was 1969 when she first went to work for company designed their original suede bolsters with embroidered
founders Bill and Tom Wright. A music and business crests and later the matching fabric foot streamers with
points and tassels. We were the first to
introduce the matching embroidered
streamers. Until then, the industry was
mostly using plastic foot protectors.
“My job has allowed me to make
so many friends and travel all around
the world. I developed and handled
accounts in Russia, Central and South
America and the Caribbean and at-
tended Interzum in Cologne, Germany,
to expand our global business.
“I believe it’s important to give
clients more than they ask for. They’ll
always have something in mind to be-
gin, but thousands of times through the
years I’ve said, ‘What if we did this?’ and
have seen their eyes light up in front of
me.
“One of the things I love about
Wright of Thomasville is the way they
major in college,
Bennett was hired
JoAnne Bennett turn you loose to excel at your own pace and be all that
you can be. You’re never held back. I consider myself the
by the fledgling
company to wear ‘My job has company’s biggest cheerleader.”
many hats—secre- Jerry Cook is the assistant plant manager at mattress
tary, bookkeeper, allowed me to maker Gold Bond in Hartford, Conn. The mechanically
customer service inclined son of a mechanically inclined dad, Cook en-
representative.
Under the guid-
make so many listed at age 18 in the U.S. Marines and spent four years
repairing jet fighters and helicopters.
ance of its found-
ers, Bennett grew friends and He’s the type of person who can take apart and
re-assemble any engine or piece of machinery. It’s an
with the company. ability that has served him well on the mattress produc-
Bill Wright, who travel all around tion floor. He has operated just about every machine
died in 2002, was used in the manufacturing process—from garneting to
her mentor and
taught her the
the world.’ tape-edging to baling and wrapping equipment.
In 1976, Cook began work at a Sealy plant in western
creative side of the Connecticut. By 1994, when the plant closed, he was
business. In 1978, lead worker on the line and in charge of quality control.
she was given a sales territory and her success led to more Cook then spent 11 years at a King Koil (now Comfort
responsibility as the owners peeled off accounts and handed Solutions) licensee in Windsor, Conn., where he was
them over to her. tape-edge operator, department supervisor and, eventu-
Through the years, she has worked with just about every ally, assistant plant manager. In 2005, Gold Bond hired
mattress brand and was the creative spark behind a number Cook to manage mattress and box-spring production, as
of the company’s innovations in labeling and point-of-sale well as the receiving department.
materials. “With mattress manufacturing, everything seems to
“The bedding industry has changed dramatically since I come full circle. We’re about to start using eight-way,
first started. When beds turned all white that was a big chal- hand-tied box springs again. In the end, it’s amazing how
lenge and a great opportunity for us. You are starting with a little mattress manufacturing has changed through the
blank canvas. The all-white bed created a real need to make years. We still use many of the same machines and pro-
every label ‘pop’ and be different. Now we can use so many cesses. Of course, some machinery is more mechanized
colors. What a wonderful opportunity it’s been to let the now, but we’re still doing the same operations as we did
label shine. back then.
“Our design process begins with the product label. “There have been some product changes, like the use
16 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
19. It’s more than just a fling with GSG,
it’s a long-term commitment.
Darryl Oyler
The companies of Global Systems Group® have
proven to be reliable and trusted through decades of
Tony Garrett Micky Theriault commitment to the bedding industry. Gribetz, Porter,
David Elsdon Ed Grether Galkin, Gateway Systems, Spuhl-Anderson and Nähtec
have combined company histories over 250 years old.
Paul Block Joe Cherbuy
David Eidson Mario Rivera It takes a staff of dedicated people who love what
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Don Broyles
had the pleasure of working with any of these people,
you know how valuable their experience and personal
Russ Bowman Michael Miller
commitment is.
John Kelley Tom Colletta
Thomas Todd Steve Marcangelo
Terry Myers Todd Nechtem Thanks, gang. We appreciate all you do.
Bob Daly Dustin Smith
Rick Besette Robert Evans
There’s over 500 years of cumulative experience listed on this page.
See what all this industry wisdom can do for you at GSGcompanies.com
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20. of IB’s business. In 1997, he joined Therapedic Interna-
tional as president. Three years later, he left to become chief
operating officer and a minority owner of the Therapedic
Mid-Atlantic licensee. When that business closed in 2008, he
joined Hickory Springs in his current position.
“It’s a small industry and I like that. I often joke that
there are only 200 of us and we just rotate around. But
bedding is also the home of the brightest folks. Our guys
can out-market anyone, anywhere. I’m bragging, but in
tough times the bedding industry can outperform every
industry. They’re the ultimate marketers.
“Retailers ‘get it’ about mattresses. They understand
how important bedding is in the number of inventory
turns, the sales per square feet, the margins. They’re
Jerry Cook of encased
coils. They’re
‘With mattress a little more
tricky to work
with because
manufacturing, they can shift,
but they have
everything more durabil-
ity. And we’ve
seems to come done water
beds and air
mattresses
full circle.’ and learned
to work with
stretchy
knit ticking.
Today, we’re also working with a lot more foams in beds.
That’s much better for allergy and asthma sufferers in the
plant—unlike the days when we worked with so much Niles Cornelius quick to dedicate
cotton and even horse hair. floor space to mat-
“At one point early on in my career, I worked the end
of a wrapper. I held the record—for carrying 1,000 pieces
‘It’s a small tress sales. If you’re
a mattress rep, the
in 10 hours. Of course I’ve got no more neck and lost a
lot of hair! industry and I retailer is already on
your side.
“In a plant, it’s important to have a formula for your “Recycling
work flow and to treat people well—like human beings— like that. I old bedding is an
so you keep morale up and production up.” important subject
Niles Cornelius is general manager of Hickory at
often joke that for the industry
to address. The
Home, the consumer products division of Hickory, N.C.-
based Hickory Springs Mfg. Co. In the mid-1970s, he there are only International Sleep
Products Associa-
began his mattress career in sales at a department store tion has been on the
chain in Cincinnati. 200 of us and forefront of that.
In 1980, ready for an on-the-road sales position, Corne- It’s a hard thing to
lius began a nine-year stint with Ernie Wuliger’s Ohio-Sealy
Mattress Mfg. Co. (Wuliger was the architect of the Sealy
we just rotate do and it’s going to
take awhile.
consolidation of the 1980s.) Cornelius rose to sales manager
and was named regional manager when Wuliger acquired around.’ “I’m excited
about the growing
manufacturer Stearns Foster. interest in ‘power’
Then, from 1988 to 1997, he held a variety of vice presi- or adjustable bases.
dent posts at International Bedding. At the time, IB was the They’re becoming
largest Therapedic licensee and Cornelius ran that segment more accepted and
18 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
21. IT’S ONE THING
TO EAT SLEEP AND
, ,
LIVE YOUR PASSION.
Bob Bush, Sr. Did It For 66 Years.
Bob W. Bush, Sr. lived and breathed Hickory Springs. He was a Furniture Hall of Fame. He was awarded the Exceptional Service
man of strong convictions who supported those convictions in all that Award and the McMorran Memorial Award, which was given by the
he said and did. You always knew where he stood. He was always ISPA suppliers’ council. Bob also served as second president of the
thinking of ways to do things better, to be more creative, and to make AFMA Suppliers Council and in 2006, was inducted into the
the company stronger. Bob served on many boards that shaped and American Furniture Hall of Fame. The only thing that surpassed
defined the home furnishings industry including; the International Bob’s dedication and passion for the business was his commitment to
Sleep Products Association (ISPA), the Suppliers Division his family. In life and business there are good businessmen, good
of AHFA, the Polyurethane Foam Association, the family men and good men period: Bob Bush was all three.
Bienenstock Furniture Library and the American
www.hickorysprings.com
(828) 328-2201
22. provide the consumer with a lot of value. All of the bed- the product, the retailers. It was built by some pretty
ding brands are getting passionate about them. I also see spectacular entrepreneurs like Ernie Wuliger (who was
the way the industry is moving forward on top-of-bed, responsible for rolling Sealy licensees and Sealy owned-
with more elegant and high-end goods. It’s good for the and-operated plants into a single corporate entity during
consumer and good for us. the 1980s).
“FR was an incredible expense for the industry, in “The industry has done a wonderful job creating a
terms of time and money. But on the other hand, I see strong foothold and always being the leader in the home
the benefit to the consumer. We’ve made a safer product. furnishings sector in terms of sales training, advertising
So in the long term, it’s a blessing. creation and all the traffic-generating activities retail-
“The company I work for is incredibly family- ers need. With most beds produced domestically, it’s one
oriented. They treat employees as one big family and category of U.S. goods that will probably end up being
don’t stifle creative thinking. We are all an integral part exported to Asia.
and we aren’t held back. I just thrive. This is my dream “Looking back, I’m very proud of the effort from my
job.” Simmons team. In just four years, we increased sales by
over $300 million and improved margins by 12 points. I
Kevin Damewood is the senior vice president of don’t think any other ‘S’ brand has ever grown that
sales for bedding producer Kingsdown in Mebane, N.C. quickly.
His resume crisscrosses the country and includes several “I’ve been in this industry for a long time and have
mattress manufacturing majors. During his career, he’s made a tremendous number of friends on the retail and
been witness to some historic shifts in the industry, in- wholesale side. I like being part of an industry that is
cluding the consolidation of Sealy and the roll-up of the about better health, better comfort and better sleep and
am especially proud of the Kingsdown team’s
Kevin Damewood eagerness, accomplishments and RD in this
area.
“Back when I was a Sealy sales rep, I fell head
‘I like being part over heels for our plant’s controller. We dated for
a few months and one day abruptly decided to get
of an industry married at lunchtime. Afterward, we ate at Burger
King and I took her back to the office. Cindy is still
that is about my best friend and the love of my life.”
Sheri McGuire is director of supplier qual-
better health, ity for Atlanta-based mattress producer Simmons
Bedding Co.
better comfort She has a degree in textile engineering from
North Carolina State University and spent the
and better sleep.’ first 17 years of her career at Hoechst Celanese, a
chemical fiber supplier, and Western Nonwovens,
a now-defunct mattress industry supplier. At the
former, she was a manufacturing process engineer,
then manufacturing superintendent. At Western
Nonwovens, McGuire served as director of quality
and built and led the research and development
former Spring Air company. department. While there, she also devised and put in place
Damewood earned a degree in political science from structured quality systems. She joined Simmons in 2008.
the University of Massachusetts in Boston and began She’s had one patent granted and has seven pending.
his bedding career in 1978 as a buyer for Los Angeles “As a former industry supplier, I was familiar with the
department store Davidson’s. Then he accepted a ter- mattress market, but never did I imagine all the various
ritory selling beds for Ernie Wuliger’s Ohio-Sealy Mat- components and raw materials that go into producing a
tress Mfg. Co. and has been on the manufacturing side of mattress and the complexity involved. I really enjoy the
the business ever since. Damewood handled a succession diversity of it. It crosses from lumber to wire to fabrics to
of territories for various Sealy plants and eventually was foam to fiber to hot-melt glues and adhesives.
named sales manager. Simmons was his next stop, where “I was attracted to the industry because of the op-
he rose to senior vice president of sales and marketing. portunities it presented related to new FR regulations,
Then it was on to Spring Air as executive vice president the opportunity to contribute new ideas and help develop
of sales. After a brief stint at Comfort Solutions, he new products and the industry’s drive to produce a good
joined Kingsdown in 2010. product efficiently in terms of materials and process.
“Early in my career, I fell in love with this industry— There is a lot of focus on the consumer and understand-
20 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
23.
24. ing her needs—and also on understanding and achieving Gordon Morrison was raised in Atlanta, earning a
continuous cost improvements and continuous quality bachelor of arts degree from the city’s Oglethorpe Universi-
improvements. ty. From 1976 to 1994, he worked in sales for Conwed Corp.,
“My job at Simmons is to work with all raw materi- a former supplier of nonwovens and insulator pads to the
bedding industry.
He then became an independent sales representative cov-
ering the Southeast for four components suppliers: Komar
Alliance, a thread supplier in Elk Grove Village, Ill.; Hercu-
lite Products Inc., a maker of laminated and coated fabrics
in Emigsville, Pa.; Trace Industries, a cotton batting supplier
headquartered in Houston, Miss.; and High Point Fibers, a
provider of insulator pads and fill materials based in High
Point, N.C.
“There has been a tremendous amount of change in this
industry since I first started out—I could write a book. In
addition to globalization, consolidation, leveraged buy-
Sheri McGuire als suppliers on
developing quality
‘There is always systems and pro-
grams that yield
opportunity for consistent quality
for Simmons. For
improvement. example, it was
my responsibility
That has always
to work with our
foam suppliers
and qualify them
been my focus— on the Transflex-
ion production Gordon Morrison
continuous process when
Simmons intro- ‘Something my grandfather told
improvement.’ duced Transflex-
ion foam in 2010. me has stayed with me, “You can
“One of the
changes we’ve put always get another job, but you
in place over the past several years is that we rely on sup-
pliers to conduct quality testing of goods. We need 100% can’t get another reputation.”
assurance that they have robust lab-testing capabilities
because we expect our vendors to engage in continuous Integrity is so important and
quality control with respect to the raw materials they
supply to us. The highest, most stringent requirements I see a lot of it in this industry.’
are related to FR components. Therefore, we’ve had to
put a lot of systems in place to gain that assurance. It was
a rather big change. outs and the one-sided bed, manufacturing equipment has
“There’s never a dull moment in my job—whether it’s evolved and become more sophisticated, really impacting
regulatory requirements or consumer marketing needs production. It started with high-speed quilting. I remember
or changes related to Simmons’ manufacturing processes when chain-stitch quilting was first introduced. It increased
or suppliers’ processes. There is always opportunity for the speed of the manufacturing process and allowed manu-
improvement. That has always been my focus—continu- facturers to tack-and-jump and create entirely new looks
ous improvement.” and patterns on mattresses.
22 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
25. THANK
YOU
Leggett Platt
recognizes the veterans
of the bedding industry,
whose years of service and
commitment have truly
made an impact.
www.BeddingComponents.com
26. “Being a manufacturer’s rep for key uct—the integrity, the quality and inno-
suppliers gives me the opportunity to vation. I’m proud to go out and show it.
bring new ideas to the industry and Sometimes it doesn’t feel like a job and
work with mattress manufacturers to I couldn’t ask for a better boss. Johan
help them solve problems and come up Vanwelden, Lava’s general manager in
with innovations. I recently helped one Belgium, is fantastic.
company devise a new material. We call “The two very best parts of my job
it the ‘composite pad’—it’s a combo pad are the creativity of working with fab-
of all-natural cotton fiber used right over rics, designs and colors and the interac-
the spring unit. tion with customers. I have known some
“It’s been a spectacular journey for of them for years and enjoy spending
me and the ‘people’ part of my job is time with them and hearing their input.
what I love the most. Some of my cus- I convey their needs to Belgium, where
tomers are my best friends. I deal with we have very good designers. One of the
some really good, smart people who have key things I do is help Lava understand
had to be very resilient to survive some and interpret the American market and
of things we’ve been through in the past American tastes, which are quite differ-
10 years. ent from those in Europe, designwise.
“Something my grandfather told me “I’m proud of what we’ve accom-
has stayed with me, ‘You can always get plished—Lava’s presence in the U.S.
another job, but you can’t get another market. Our production is 100% domes-
reputation.’ Integrity is so im- tic. It wasn’t any one thing that
portant and I see a lot of it in
this industry. It’s one of the Ann Weaver I did. It’s been a team operation
since the beginning. Once we
reasons for my longstanding
relationships with the companies
‘If I had to look for the started bringing people on, it
was a chain reaction—and I
I represent and the manufactur-
ers I sell to.
perfect job in this industry, have a good chain.
“Being an ovarian cancer
“I learn something new in this I think I have it. I enjoy survivor has shown me what a
job every day. A plant owner or caring industry this is. Every
manufacturer will call and we’ll my job because I love the day when I was going through
discuss something. I’ll gain a better my treatment five years ago, I
understanding of the processes at product—the integrity, would get cards, calls and emails
a particular plant and how to help from people. Everyone was so
improve the flow of production at the quality and innovation.’ supportive. Surviving cancer
that plant. My approach is that it’s changes every aspect of your
very important to have a complete life. It completely changed my
understanding of the product and production at every level.” outlook. My doctor told me if I had waited six months
before coming in, I’d have been dead. You do learn to
Ann Weaver is vice president of sales and market- slow down and appreciate things more.”
ing for knit ticking supplier Lava USA in Waterloo, S.C.
Her career in textiles launched at Fryml Fabrics’ ticking Steve Willis is vice president of continuous improvement
division, where she worked for 10 years in production, and quality at Leggett Platt in Carthage, Mo. He has close
scheduling and inside sales. Through her work at Fryml, to 40 years with the company, the first 32 spent entirely in its
she met Bobby Raider, who became an important mentor. bedding division.
When Fryml closed, Raider, who was then director of Willis began work at LP in 1972 as an innerspring pro-
sales at textile supplier Tietex International Ltd., hired duction worker. After six years, he was promoted to quality
Weaver as a production scheduler. She spent 18 years control supervisor and from then on steadily ascended the
with Tietex and, during that time, was named national quality assurance ladder. In 1998, he implemented LP 9000,
account coordinator. When Tietex began marketing knit LP’s version of an ISO 9000 quality management system.
ticking manufactured by Lava, based in Wielsbeke, Bel- At the same time, he was named director of corporate qual-
gium, Weaver coordinated the business. ity assurance.
In 2006, she began working directly for Lava, helping Six years and two promotions later, he was appointed to
establish its U.S. operations, building a sales team and his current post.
managing U.S. production. Weaver married her former “I love working in quality assurance for a Fortune 500
Tietex boss, Ron Weaver, in 2002. company. The Bedding Group at Leggett Platt is our core
“If I had to look for the perfect job in this industry, I business and it’s where I got my start. Now I oversee man-
think I have it. I enjoy my job because I love the prod- agement systems and process improvements for the entire
24 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
27. Thank you for your
tireless support.
Peter B. Poulsen
P. Bjerre, Inc.
President
Peter B. Poulsen, anchor of our North American business for
any sales and service requirement from our valued customers.
Made in Germany
Since 1880
Mammut Germany: +49 2234 2180 | info@mammut.de
P. Bjerre, Inc.: +1 952 448 1935 | info@pbjerre.com www. mammut.de
28. corporation, putting project teams in place and interacting
with all the regulatory issues.
“Having the opportunity to work with Leggett Platt’s
many customers in mattress manufacturing has been a plea-
sure. I think it’s an outstanding industry to work in and
some of my best friends have been our customers. I’m ac-
tive in the International Sleep Products Association and
its Sleep Products Safety Council, too. The relationships
we build in this industry are fantastic.
“Early in my career, then-CEO Harry Cornell said
something in a speech at a manufacturing meeting that I’ve
carried with me ever since: ‘We are all partners in this busi-
ness.’ It sounded almost corny at the time, but it’s true on so
many levels. I’ve never forgotten it.
Steve Willis “Always in my job there are new issues to focus on—
every day, every week. I like that. Today, we are dealing
‘Early in my career, then-CEO with a range of regulatory issues in the bedding industry.
It’s my responsibility to make sure we meet those regula-
Harry Cornell said something tions and we’re always working to make improvements.
in a speech at a manufacturing Being in compliance with regulations means working
internally, working with legal counsel, working with the
meeting that I’ve carried with U.S. Consumer Product Safety Commission, our custom-
er base and, in some cases, with our suppliers.
me ever since: “We are all “One thing I helped create was LP 9000. We’ve re-
ceived a lot of praise for our quality management system.
partners in this business.” ’ To date, we’ve certified over 100 of our manufacturing
locations.” BT
26 | BedTimes | January 2011 www.sleepproducts.org/bedtimes
29. Eric Spitzer, a S A Icon!
S A Interna onal would directors followed by Chairman
like to take this opportunity to in 2001. Eric served as
recognize and thank Eric Spitzer Chairman for mul ple terms.
for his dedica on, valuable His wealth of ma ress industry
contribu on and con nued knowledge, exper se and a
success at S A . Eric's valuable perspec ve on the
journey within the industry company’s history and
began over 5 decades ago development were key to his
when he joined the family's one current posi on of Senior Vice
facility crib manufacturing President of S A
business, Slumberon Industries. Interna onal. His many years
Five years later he went on to within the industry have
buy his father out and provided him with many
nk
ul mately expanded the business rela onships that have
ha ou!
business to 5 facili es, become long-standing
T
manufacturing all size friendships. Those who can
ma resses. In 1981, as count themselves among them
Y
President and CEO, he made are lucky. So Eric Spitzer,
the decision to join S A business associate, family
as a licensee. He con nued on man and S A icon,
to hold an elected posi on on we thank you!
the company’s board of
www.springair.com
30. Atlanta Attachment Company
recognizes our RD Department’s
dedicated service, innovative designs
and desire to produce the
industry’s leading automated
sewing equipment.
han ky ou!
T
RD Department
to the
Website: www.atlatt.com
The Sudden Service™ Company
This equipmenT may be proTecTed by one or more of These paTenTs. oTher paTenTs may be pending: Atlanta Attachment Company
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