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BedTimes The Business Journal for the Sleep Products Industry April 2012

Women: The big

Influencers

ISPA proposes national mattress recycling effort Controlling the costs of workers’ compensation


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BedTimes Editor in Chief Julie A. Palm 571-482-5442 jpalm@sleepproducts.org Associate Editor Barbara Nelles 336-303-1114 bnelles@sleepproducts.org Managing Editor Mary Best 571-482-5432 mbest@sleepproducts.org Ar t Director Stephanie Belcher 336-201-7475 stephanie@jimmydog.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 Betsi Robinson Administrative and ISPA offices 501 Wythe St. Alexandria, VA 22314-1917 Phone 703-683-8371 Fax 703-683-4503 Volume 140, Number 4 BedTimes (ISSN 0893-5556; Permit 047-620) is published monthly by the International Sleep Products Association. Periodicals postage paid in Alexandria, Va., and additional entry offices. Postmaster: Send address changes to BedTimes 501 Wythe St. Alexandria, VA 22314-1917 Contents © 2012 by the International Sleep Products Association. Reprint permission obtainable through BedTimes.

www.bedtimesmagazine.com

Contributors |

Joelle K. Jay

Joelle K. Jay is an executive coach specializing in leadership development. She is the author of The Inner Edge: The 10 Practices of Personal Leadership, which shows leaders how to improve their effectiveness by learning to lead themselves. Her newsletter, Inner Edge Insights, offers articles, exercises, tips, quotes and success stories from other leaders to help you excel. To register to receive the newsletter, visit www.theinneredge.com and click on “Newsletter” or email info@theinneredge.com. Jay wrote about ways to work through your to-do list more efficiently in the November 2011 issue of BedTimes. For more information about her, check http://joellekjay.com. | Phillip M. Perry Phillip M. Perry is an award-winning writer who has published widely in the fields of business management, workplace psychology and employment law and is syndicated in scores of

n

magazines nationwide. He is past editor of a leading communications magazine and served as business editor of a major industry newspaper. He is the author of Management, Retailer’s Complete Guide to Bigger Sales and China Business Directory. Perry wrote about the best ways to deliver bad news to employees in the January issue of BedTimes. He can be reached at phil@pmperry.com or 212-274-8694. | D  orothy

Whitcomb

Dorothy Whitcomb is a freelance journalist and editor whose work has appeared in a wide range of business and general interest publications. For 25 years, her primary focus has been the home furnishings industry. She writes about businesses, trends, products and design, specializing in profiles of companies and industry leaders. She wrote a profile of mattress manufacturer Zedbed in the March issue of BedTimes. She can be reached at dwhitcomb@hughes.net or 410-820-0456.

Coming up

Deadlines The deadline for the News and Newsmakers departments of the June issue is Tuesday, May 1. Submit news releases and photos to jpalm@sleepproducts.org. Questions? Call 571-482-5442. ISPA EXPO 2012 BedTimes will showcase new products and trends seen at ISPA EXPO 2012 in the May issue. Look also for our exciting video wrap-up of the show, online at www.bedtimesmagazine.com. 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.) Fill out the subscription card in the back of this issue or 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 will correct the error in the online edition in which the error occurred (www.bedtimesmagazine.com). We also will 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 Julie A. Palm, BedTimes editor in chief, at jpalm@sleepproducts.org.

April 2012 BedTimes

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Inside ■

Departments

9 | Brief Sheet ■ A roadmap for turning failure into brilliance ■ Cover letters still valuable when hiring ■ Bedding sales take another turn upward ■ Steps for cooling down hot tempers & more…

13 | Profile

22 ■

41 | News

| 22 Women’s expanding role

| 30 Reining in workers’ comp costs Rising insurance premiums are an unwelcome expense for manufacturers and suppliers, who already are dealing with lower margins. Plus, workplace injuries mean the loss of productive workers. Consider these steps for controlling costs and claims of workers’ compensation.

17 | Skills Rescue yourself from the false dilemma of thinking that you’re limited to choosing between two alternatives with these lessons in “both/and” logic.

Features

Women continue to make major buying decisions for their households, but a new study shows their growing role as “influencers” who sway the opinions of their friends and family.

Ken Hinman Having left the glamour of luxury consumer products, this senior vice president of sales and marketing turned his passion for brand building toward Jamison Bedding.

■ Companies report solid sales in recent quarters ■ Blue Ocean Sleep & Breckle Matrazen partner ■ Paramount Sleep hosts U.S. Commerce

Secretary & more…

17

9

50 | ISPA ■ ISPA proposes national mattress recycling

legislation

55 | Newsmakers ■ Shelly Ibach taking helm of Select Comfort ■ Hilding Anders under new leadership ■ Kingsdown appoints Frank Hood president

& more…

64 | On Sleep ■ How much sleep do kids really need? ■ Alzheimer’s disease linked to poor sleep & more…

Plus

07 | Note 60 | Calendar 39 | ISPA Chairman’s 62 | Advertisers Message 63 | Classifieds www.bedtimesmagazine.com

30 April 2012 BedTimes

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PATRON: HRH THE PRINCE OF WALES


Note

Women changing the game— at polls & in stores

A

Julie A. Palm Editor in chief

www.bedtimesmagazine.com

confession: I follow politics more closely than is probably healthy for someone who isn’t running for office herself. I minored in political science in college and, in my household, Election Day— especially in a presidential election year—is as much a holiday as the Fourth of July or Thanksgiving. During the 2008 presidential campaign, I knew on most days where in the country my favored candidate was going to be stumping. It can be that bad. Every election cycle, the pundits and political talking heads point to a specific demographic group that a candidate must win over to get elected. Several cycles ago, it was soccer moms. We still hear about their importance. In 2008, it was hockey moms and Joe the Plumber-types. Thus far, there doesn’t seem to be a clever moniker for the must-win group of 2012, but we’re starting to hear plenty of discussion about this being another Year of the Woman. Arguably, every year in American politics is the Year of the Woman because, overall, more women than men go to the polls. Marketing political candidates is not so different from marketing any product, whether it’s a shampoo or a mattress. You need a quality product, a solid marketing plan and a consistent brand message. Most importantly, you need to give women a reason to choose your product. Simply put, whether we’re talking about politics or consumer products, women matter. This month’s cover story (see Page 22) looks at women’s shifting—and growing—role in the consumer marketplace. It’s based on “Game Changers: Women Defining the New American Marketplace,” a study conducted for public relations firm Fleishman-Hillard and Hearst Magazines. According to the new research, women continue to take a lead role in almost all household purchasing decisions. When it comes to bigticket items such as mattresses, married and partnered

women say decisions are made jointly with the men in their lives. But even then, it’s women who typically initiate the product research and shopping process. What’s particularly interesting in the study is women’s growing role—in part thanks to social media—as “influencers.” According to the report, more than four in 10 women agree that they “regularly influence friends and family to buy or not buy a particular product or service” and more than half say it’s their “responsibility to help friends and family make smart purchase decisions.” Today’s American woman “is a consumer, broadcaster and amplifier of ideas in the marketplace; expect these recommendations and word-of-mouth dynamics to continue intensifying,” the report says. “In the final analysis, today’s American woman has changed the game. She calls the shots and makes the decisions. Her leadership is expanding, not diminishing. Any marketer or advertiser who continues to pretend otherwise does so at their own peril.” ■

Whether we’re talking about politics or consumer products, women matter. April 2012 BedTimes

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Brief Sheet Go ahead: Make a mistake

■ WINNERS

“T

he problem with the rat race is that even if you win, you are still a rat.”

S

ometimes mistakes are a good thing. “Everyone makes mistakes—every entrepreneur, every business leader, every employee. The mark of a great company isn’t that it avoids failures—that’s impossible—but that it has the wisdom to take full advantage of them,” wrote Paul Schoemaker, author of Brilliant Mistakes: Finding Success at the Far Side of Failure, in the article “How to Make a Brilliant Mistake” on Inc.com Jan. 23. Schoemaker says a brilliant mistake consists of two factors: something goes awry and the benefits gained are more valuable than the cost of the mistake. “The brilliant part lies…in recognizing that (the first) is necessary for (the second) to occur. You want to increase the chance of the (first and second) occurring together. When they do, you could have a brilliant mistake on your hands,” Schoemaker wrote. The experience of a company in Ann Arbor, Mich., illustrates the point. To encourage employees to learn from mistakes, the president asked managers to share their failures at a monthly meeting, where he awarded a Golden Egg trophy—a L’eggs pantyhose plastic egg. Initially, employees were mortified to win the trophy, but eventually they began showcasing it. “This naturally prompted conversations with visitors about how managers were able to convert egg on their face into omelets rich with insight and learning,” Schoemaker wrote.

www.bedtimesmagazine.com

& LOSERS

“I A generational thing: Gen Y most hopeful about economy

C

onsumer confidence is rebounding more quickly among some age groups than others. According to BIGinsight’s recent Consumer Intentions & Actions survey, Gen Y (born 1980-1994) is the most hopeful group, with 36.7% believing the economy will bounce back to prerecession strength. Close on its heels is Gen X (1979-1993), with 35.8% optimistic. Baby boomers (1946-1964) and Silents (1925-1945) are more skeptical about economic recovery, with only 29.5% and 26.8%, respectively, expecting a recovery back to prerecession levels. But strangely, the survey indicates Gen Y is the generation most likely to feel uncertain about the future of the U.S. economy (37.5%). BIGinsight, a research firm based in Worthington, Ohio, speculates that this seeming contradiction is because younger members of Gen Y were too young to have experienced the robustness of the prerecession economy. Who’s most pessimistic? Nearly 40% of Silents aren’t hopeful about a rebound; 37.9% of boomers felt the same way.

—Lily Tomlin

f you see the bandwagon, it’s too late.”

—James Goldsmith

“T

here are winners, there are losers and there are people who have not yet learned how to win.”

“I

—Les Brown

believe that if one always looked at the skies, one would end up with wings.” —Gustave Flaubert

“O

ur greatest glory is not in never failing, but in rising every time we fail.” —Confucius

Mattress sales grow by 18.5% U

nit sales of mattresses (both mattresses and foundations) in the United States jumped an impressive 18.5% in January when compared with the same month in 2011, according to the Bedding Barometer, a monthly sales report from the International Sleep Products Association. The value of those units also posted healthy gains. The wholesale dollar value rose by a robust 29% over January 2011 and the average unit selling price was up 8.8%. Final sales statistics for 2011 will be published later this spring in ISPA’s annual report.

April 2012 BedTimes

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Brief Sheet

It’s a mad, mad world

B

eyond developing a thick skin, there is a systematic, down-to-earth approach to dealing with angry people. Kelly Gurnett, aka Cordelia, who runs the blog Cordelia Calls It Quits, offers these strategies to diffuse volatile situations of all varieties—from impossible clients to co-worker meltdowns.

■ Kill ’em with kindness. “It’s hard to maintain a good rage when you’re faced with someone who insists on remaining calm, polite and reasonable,” Gurnett says. Be nice, let the person vent, show you are on his side and offer comforting words, such as, “Let’s see what we can do to fix this.” ■ Be firm. While being patient and empathetic, remember the boundaries of acceptable behavior. “Some people use anger as a battling ram, hoping to get their way simply by beating their opponent into submission,” Gurnett says. “Make it clear that they won’t achieve anything by being hostile. If things get out of hand, don’t be afraid to tell someone that if they can’t conduct themselves professionally, you will hang up or walk away.” ■ Resist the urge to fight back. It’s often hard to hold your ground and be understanding when someone is cursing and insulting you. But don’t inflame the situation by giving as good as you’re getting. Remove yourself from the situ-

ation if you start to lose your temper. “If it’s a phone call, transfer the call to someone else who can field it or ask to call the person back when you can both discuss this more rationally,” Gurnett says. “If it’s an in-person confrontation, simply say you need some air before you lose your cool and excuse yourself.” ■ Try to respect the person. Avoid talking down to someone who’s throwing a temper tantrum. It only makes things worse. Everyone has bad days so try to talk to the person “as if they’re a reasonable, respectable adult—even if they’re acting like a screaming toddler,” Gurnett says. ■ Listen for the real problem. “Oftentimes people aren’t angry people for the reason we think they are,” Gurnett says. “Your client may be complaining about a $2 surcharge on an invoice, but deep down, what’s really bothering him is that you haven’t been returning his calls as promptly as you should.” Get to the root of the problem with comments such as, “It sounds like you’re upset with _______” or “So what you’re saying is, you’d like to see_______.”

■ Speak slowly. Talk in a soft, measured tone. If you speak too quickly, the other person can become more nervous, frustrated and frantic. ■ Don’t take it personally. Try not to feel crushed because you’re someone’s verbal punching bag, especially if you didn’t create the problem. “Remind yourself that the person isn’t mad at you directly—they’re mad at your company, at the stress of the project, at the fact that they didn’t get enough sleep last night,” Gurnett says. “Distance yourself from any feelings of resentment that will only add to the negativity.” ■ Apologize, genuinely. If the problem is your fault, own up to it and don’t make excuses. We all make mistakes. “Just apologize, genuinely and promptly, and ask what you can do to rectify the situation,” Gurnett says. “In some cases, that will make you look more professional than anything else.” ■ Let it go. Sometimes even the most seasoned professionals can’t de-escalate every person’s ire. “Just know you did your best and try not to let it get to you,” Gurnett says.

Cover letters still alive and well

T

hink cover letters are passé when applying for a job? A new survey conducted for staffing service OfficeTeam suggests you might want to think again. More than 91% of executives polled said cover letters are valuable when evaluating job candidates. In addition, 79% of respondents indicated it still is common to receive cover letters, even when applicants submit resumes electronically. “Although the job application process has increasingly moved online, the importance of a cover letter shouldn’t be underestimated,” says Robert Hosking, executive director of OfficeTeam, which has headquarters in Menlo Park, Calif. “It often is the first opportunity to make a positive impression on hiring managers. Professionals can stand out from the crowd by using the cover letter to demonstrate their knowledge of the company and explain why they are the best fit for the role.” The survey was based on telephone interviews with more than 1,000 senior managers at companies with 20 or more employees.

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BedTimes April 2012

www.bedtimesmagazine.com


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Profile

Hinman makes leap into mattresses at Jamison Bedding Veteran marketer applying lessons learned in cosmetics, luggage to new industry

W

By Dorothy Whitcomb hen Ken Hinman joined Jamison Bedding two years ago, it looked to some friends and colleagues as if he were abandoning a long, successful career in luxury consumer products to start all over again in another, less glamorous industry. For 21 years, Hinman had led the sales and marketing efforts of global cosmetics and fragrance brands, including Elizabeth Arden, Revlon and Christian Dior. For 10 years prior to moving to Jamison, he served as vice president of global sales, marketing and design for Hartmann, a U.S. manufacturer of luxury luggage and leather goods. During all that time, he hadn’t given much thought to mattresses. But since the shift, Hinman sees more similarities than differences among the product segments in which he has spent his career.

Dedicated dad Ken Hinman spends as much time as he can with his two children, Anna and Kenneth Jr. He says he takes seriously his role as a ‘safety net’ for them.

www.bedtimesmagazine.com

Not so different after all “There are significant carryovers between retail cosmetics and luggage and the bedding industry,” he says. “Women are the primary purchasers in each and, to be successful, you have to get into the psyche of women and appeal to them.” Other carryovers came as more of a surprise. “Jamison, Hartmann and Elizabeth Arden are actually very similar. Each has a long history, a singular identity and a passion for quality,” Hinman says. “They are all iconic American brands. I didn’t know until I joined Jamison how strongly I’m pulled toward luxury American brands.” Regardless of the product segment Hinman is working

in, he brings with him a passion for whatever it is that he’s doing. And today, he’s passionate about mattresses. “The most frustrating part of my job is teaching other people how to be passionate about beds,” he says. “You can’t teach passion, but you can teach selling skills and sales makes me happy.” Helping remake a company In fact, Hinman was hired by Jamison to apply his passion for sales to repositioning and rebranding the 129-year-old bedding company, which has headquarters in Brentwood, Tenn. Two years ago, Frank Gorrell, Jamison president and chief executive officer, led an effort to revamp the family-owned business, which has a history as a regional leader in the consumer market and as a major player in the hospitality segment, supplying Marriott and Best Western hotels. After 12 months of self-study, April 2012 BedTimes

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Profile Higher profile In his role as senior vice president of sales and marketing at Jamison Bedding, Ken Hinman has helped the company make a bigger splash at the High Point Market in High Point, N.C., with a series of new product introductions and improved marketing materials.

n

Name Ken Hinman Company Jamison Bedding Location Brentwood, Tenn. Title Senior vice president of sales and marketing Age 51 Education Hinman earned a bachelor’s degree in business administration from the University of Mississippi in Oxford. Family Hinman is the proud father of a 15-year-old daughter, Anna, and a 13-year-old son, Kenneth Jr. He says he’s also the “proud parent” of Lily, a golden retriever.

market analysis, strategic planning and management changes, Gorrell turned to Hinman to implement a new plan, including a licensing deal with Spring Air. Hinman had helped remake both Hartmann and Elizabeth Arden and looked forward to the challenge of applying his experience to a new industry. “I’m really into brand building and have a passion for marketing,” he says. Shifting a company’s position in the market and redefining its brand, Hinman says, requires refining what already exists by adhering to a few key principles. “First, you have to know your brand and not ignore it or try to completely re-create it,” he says. “Then you have to recognize what drives consumer interest today. Put both of those things through the brand filter and start building.” The effort is not without potential pitfalls. n

Another SIDE

Hanging out with Liz While at Elizabeth Arden, a global fragrance and beauty products company, Ken Hinman launched fragrances for several celebrities and design houses. Of all those, it was Elizabeth Taylor who won his heart. Accustomed to high-maintenance celebrities, Hinman was struck by the icon’s down-to-earth demeanor. Although Taylor was in poor health, the launch of her White Diamonds scent required her to make frequent public appearances. She soldiered on and, in the process, earned Hinman’s respect. “She was charming, delightful, amazing and a really smart businesswoman,” he says. Bucket list “I’m a driven guy. If you don’t make a list of what you want to do, you don’t enjoy the fullness of what life can be,” Hinman says. Thanks to his bucket list, Hinman and his

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BedTimes April 2012

BRIEFLY

“Branding is about consistency,” he says. “The message needs to be the same everywhere. And you can never put anything above the brand—not your own ego, not personal success, nothing.” Settling into bedding For all of the similarities he sees between what he has done before and his current task, Hinman recognizes he is playing in a significantly different arena. “As a regional manufacturer, we don’t enjoy the benefits of multiple manufacturing facilities or large advertising budgets,” he says. “We don’t have the marketing voice that the big brands do.” To counter that, Hinman will use his experience— and his own strong voice. He says: “I’m not challenged by ideas and I’m lucky to have ownership that allows me to take risks and to try something new.” ■

daughter Anna are taking guitar lessons together and he has, over time, become a good pianist. Sometimes crossing items off his list requires flexibility: “I wanted to meet the Pope in Rome and I ended up in an audience of 10,000 people,” he says with a laugh, “but I did it.” Not-so-secret talent In college, Hinman earned spending money by singing in bars. He still sings and has a particular fondest for “singalongs of Handel’s ‘Messiah.’ ” “I’m a baritone who wants to be a tenor,” he says. “I love to sing.” On being a dad “My kids are the passion of my life,” Hinman says. “I love them unconditionally and I want to be their safety net. I had that and I think that I’m successful because of it. My parents allowed me to take risks and to be anything I wanted to be.” www.bedtimesmagazine.com


Skills ‘both/and’ logic

A new way of thinking Strategies for having

your cake and eating it, too / by Joelle K. Jay

The either/or fallacy Take a closer look at Stefano’s assumptions. When he was sacrificing himself, his health and his relationships for his job, he was assuming that he had to choose between different parts of his life to make it all work. ■ Either he could pursue the mattress industry’s top 100 retailers or he could get enough sleep. ■ Either he could travel nonstop or he could give up his career dreams. ■ Either he could be known for his customer service or he could have a life. Many of us make these kinds of assumptions about the decisions we face. This is known as the fallacy of either/or thinking—looking at life through a black-and-white lens. ■ Either I can make a difference or I can make money. ■ Either I can be relaxed or I can be accomplished. ■ Either I can be happy now or I can be happy later. Either/or thinking is an extremely restrictive, yet common, way of viewing the world. We can box ourselves into a corner believing we can either have this or that, and we force ourselves to make a choice. Not so. If you pay attention to your usual thought patterns, you can learn to change the ones that limit you or hold you back.

If you pay attention to your usual thought patterns, you can learn to change the ones that limit you or hold you back.

www.bedtimesmagazine.com

D

o you believe you can have everything you want? A lot of people have given up on the idea. They assume their lives are limited to a series of trade-offs, so they end up making difficult choices that really aren’t necessary. Take Stefano. He was a top sales representative who used to travel constantly, worked nonstop and was starting to feel bitter and jaded. To succeed at his career, he thought he had to sacrifice everything else. He ate on the road, barely got enough sleep and never had time to relax and enjoy his family and friends. In his mind, being successful meant foregoing the things that brought meaning to his life. But that’s a very limited view. There’s another approach to life that would be more fulfilling and sustainable, while still making it possible to be the successful professional he wanted to be.

The power of both/and thinking For Stefano, the sacrifice of a successful career had taken its toll long enough and he was ready to quit. He called it “retiring,” but anyone could see Stefano didn’t really want to leave the job that he loved. He just figured if he wanted a better quality of life, he was going to have to make a choice. What if there were another possibility? What if he could continue to work and excel while improving his quality of life? When Stefano opened up to this idea, suddenly a new world of possibilities appeared. Maybe he could lengthen his business trips—even by a day—so he could both complete his sales calls and have time to catch his breath and take some time for himself. Maybe he could get some administrative help so he could both meet sales quotas and get out from under the rest of the paperwork. Maybe he could come up with creative options for redesigning his schedule (redistribute the work, work from home, get an intern, etc.) so he could both keep up with the fast-paced culture of the busiApril 2012 BedTimes

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Skills ness and lead the way to a higher quality of work and life. This is the kind of creative thinking that can free us from the sacrifice. This is both/and thinking because it helps you see new possibilities—possibilities that will enable you to have it all. Both/and thinking means combining ideas for a more streamlined, holistic approach. Just look at how a simple change in wording can shift your perspective. Either/or: Either you can work a less crazy schedule or you can keep your job. Both/and: You could both work a less crazy schedule and also keep your job. Either/or: Either you can retire or you can stay busy and active. Both/and: You can both retire and also stay busy and active. Either/or: Either you can exercise and rest or you can fulfill your responsibilities. Both/and: You could both exercise and rest and also fulfill your responsibilities. As you read these sentences, can you see how both/and thinking opens up the possibilities? By practicing it, you’ll start to see differR

ent aspects of your life overlapping to create real synergy. Then the momentum will take on a life of its own. Having it all You can learn to practice more expansive thinking—how to be more, do more and achieve more by thinking in powerful ways. Ask yourself, “How can I pull together the different aspects of my life to be both a better leader and also lead a better life?” Use this simple exercise to steer yourself away from either/or thinking and toward broader, both/and ways. Notice where you are forcing yourself to make a decision. Example: “Either I can have this or I can have that.” Identify the two things between which you are forcing yourself to choose. Example: Work or rest? Make money or have fun? Get ahead or enjoy my life? Bring together those trains of thought into a single sentence. Example: How can I have both work and also rest? When you embrace this kind of thinking, you will become the person you want to be—and be able to do what you want to do. Now that’s having it all. ■

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BiOH Bed Times Ad_final_paths.indd 1

2/8/12 10:55 AM


Women

are Changing THE Marketplace

I

Their role as ‘influencers’ grows

n American households, women serve as chief executive officer, chief financial officer, chief operating officer, chief purchasing officer and, increasingly, chief influencer. And when they head into the marketplace to make buying decisions, they don’t leave any of those hats behind, according to a new report, “Game Changers: Women Defining the New American Marketplace.” The report details the results of the “Women, Power & Money” study launched by global public relations firm Fleishman-Hillard in 2008 and repeated several times since then. The latest survey, “Wave Four,” was done in conjunction with Hearst Magazines and was conducted in September 2011 by Ipsos Mendelsohn.

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Women remain primary decision-makers in their households—although they share that responsibility as the ticket price of items climbs. It’s a role they relish—and one that’s only grown in importance since the studies began in 2008. “Her leadership style is collaborative,” the latest report says. “She readily shares decision-making responsibility and the credit that goes along with it. But her leadership style is also evolving and is now less about ‘doing it all herself’ and more about ‘leading the team.’ ” When making purchasing decisions, the overall economy remains a concern for women, and their choices typically are utilitarian and practical. In most products, they seek value, quality, performance

How women shop for home furnishings

T

he “Wave Four of Women, Power & Money” study looked at how women gather information and make decisions about a variety of product categories. The following reflects their answers when asked about their habits and preferences regarding shopping for home furnishings and decor.

Top information resources for women Friends, extended family and colleagues.................................................... 60% Spouse or partner............................................................................................... 58% In-store information or retail sales associate............................................. 57% Brochures and catalogs.................................................................................... 57% Internet................................................................................................................... 50%

Information women use to make decisions Price........................................................................................................................ 68% Quality of craftsmanship.................................................................................. 59% Quality of materials............................................................................................ 46% Warranties and guarantees............................................................................. 26% Ratings/reviews from actual owners and users.......................................... 16% Figures are the percentage of women selecting each option.

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and substance over style. Perhaps the most significant change in how a woman functions in the American marketplace is in her increasing role as “influencer.” “Her social circles have expanded, beginning with social networking sites, and extending to a broader perspective that highly values gathering and disseminating information,” study authors say. “…She is a consumer, broadcaster and amplifier of ideas in the marketplace. Expect these recommendation and word-of-mouth dynamics to continue intensifying.” Looking at the survey results in more detail: Stressed but empowered The aftermath of the recession and slow economic recovery have raised stress levels among American women. In 2008, 19% of women described themselves as stressed. In 2011, that number had nearly doubled to 33%. As the study says, “Economic stress remains both top-of-mind and deeply felt.” ■ 75% of survey respondents agree, “I shop differently now than I did before the recession.” ■ 71% agree, “Life is more complex today than it was before the recession.” ■ 58% agree, “Financially, I am worse off now than I was before the recession started.” Despite those worries, women generally feel empowered. When asked to describe themselves, the 12 adjectives women most often chose were decidedly positive—caring (76%), friendly (76%), kind (73%), family-focused (72%), thoughtful (72%), helpful (71%), intelligent (63%), smart (61%), knowledgeable (57%), generous (57%), independent (56%) and happy (55%). Notably, in the new survey, women were more likely to describe themselves as ambitious (50% in 2011; 37% in 2008) and decisive (43% in 2011; 38% in 2008). Leading the team According to the report, the woman remains the agenda-setter in most American households, keeping both the big picture and the day-to-day details in mind. “But her leadership style is less about ‘doing it all herself’ and being Ms. Independence. Instead, it is a more collaborative and thoughtful approach, one in which she leads the team (at home and away) in developing and executing the agenda,” study authors say. “She readily shares both the decision-making responsibility and the credit that goes along with it.” According to the study: ■ Two-thirds of married women say decisionmaking is shared in their household. ■ For purchases of small-ticket items, women’s influence is great. Nearly 90% of women agree, “I am the one most responsible for purchasing household goods and services.” ■ For purchases more than $500, roughly 85% of women say the buying decision should be joint. www.bedtimesmagazine.com


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68% agree, “If a friend or family member recommends a product, I am likely to try it.” Social networking is important to American women, with 73% saying they use Facebook and 65% reporting that they are a friend/fan of a company, brand or product on Facebook, according to the report. A significant number also use LinkedIn, Twitter, Google+ and other services. “There’s no denying the impact of online social networks, but it is important to put their impact into context. Her online social networking represents only a portion of what she does online, and of course, what she does online is only a portion of her life,” survey authors say. “…In-person communications—in social gatherings, at work, in retail contexts—remain by far the most widely used methods for communication and influence.” As evidence, 52% of women said they had provided information or a recommendation in-person at a social gathering in the previous six months and 39% had done so in-person at work. By contrast, only 15% had shared information using a social networking site and only 6% has posted an online review or blog in the previous six months.

The woman remains the agendasetter in most American households, keeping both the big picture and the day-to-day details in mind.

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“Women who are the primary decision-makers do find the job more stressful and tiring, perhaps because they typically bring more thoughtful and nuanced approaches to the job,” the study says. “Women who are primary decision-makers cite a host of reasons for holding the job, from greater enjoyment of the process to simply doing it better.” Expanding her influence Both face to face with friends, colleagues and family and through social media channels, today’s American woman receives, processes and disseminates an enormous amount of information about products. “Simply put, she is becoming an even more important influencer in the marketplace,” the survey says. Half of women say, “I regularly influence friends and family to buy or not buy a particular product or service.” That’s up from just 31% in the 2008 survey. It’s a role they take seriously. Some 54% agree, “I feel it is my responsibility to help friends and family make smart purchase decisions.” And 71% agree, “Today, I feel confident in my being a trusted source of information to others.” American women listen to others, as well. Some 79% agree, “Having someone I know and trust make a purchase recommendation for me is a great comfort.” Another 76% agree, “I have purchased or not purchased a particular product or brand because of something a friend or family member told me” and

Pragmatic & practical When it comes to purchasing decisions, today’s American woman is decidedly pragmatic. “In general, her purchase criteria are substantive, practical and value-oriented,” study authors say. When asked to list the brands they admire in a

Why women are the deciders Women cite a number of reasons why they take on the role of primary decision-maker: ■ To save money ■ Their partner doesn’t want to do it ■ They make better decisions ■ Nobody else will do it ■ They have more available time ■ They enjoy being in control ■ They save time ■ They care more ■ Their spouse or partner made

poor decisions in the past

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variety of categories, respondents chose solid, reputable brands over those that are trendier or offer more luxury. Among the most cited brands of automobiles were Ford, Chevrolet, Toyota and Honda. Old Navy, Kohl’s and Macy’s topped the list when asked about apparel. In other categories, respondents cited Tylenol, Kraft and General Mills. “Her practical marketplace approach also underscores why she admires particular brands. Across virtually every category, ‘good’ and ‘quality’ are the terms she uses most, with price typically close behind,” the report says. “But good quality at a good price (in other words, value) is generally her top consideration.” Changing the game Though the study finds broad similarities among segments of women, particularly in the role as influencers, report authors caution against looking for a one-size-fits-all solution to reaching female consumers. It’s incumbent upon manufacturers and retailers to know their own customers and to target product features, product selection, pricing, merchandising and advertising to them. But there is no doubt that, in the final analysis, women continue to change the dynamics of the American marketplace. “She calls the shots and makes the decisions. Her leadership is expanding, not diminishing,” the study concludes. “Any marketer or advertiser who continues to pretend otherwise does so at their own peril.” ■

Helping her decide The top 10 types of information women say companies could provide to help them make the best purchasing decisions: Price..................................................... 74% Quality of materials............................. 38% Ratings/reviews from actual .............. 33% owners and users Quality of craftsmanship..................... 29% Warranties and guarantees................ 24% Quality of service................................. 22% Elements of design and style............... 20% Ratings/reviews from experts.............. 19% Direct comparisons ............................ 18% to competitor’s choices The brand or company’s heritage...... 16%

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■ Key take-aways for manufacturers ■ Be substantive. Since the economy crashed, women have taken a prac-

tical, utilitarian approach to their purchases. According to the “Wave Four of Women, Power & Money” study, they favor “substance over sizzle” and prefer “a solid ‘good’ choice over a more expensive ‘great’ choice.” Reaching female consumers “requires communicating quality and value and building brands that authentically deliver on these core dimensions,” study authors say. ■ Realize the power of recommendations. A key finding of the study is that

women are increasingly “influencers”—providing product recommendations and acting on those from other women. “Certainly online social networks play a role, but are only a piece of the puzzle. The more fundamental change has been the growing role of word-of-mouth to women’s mindsets and lifestyles, both online and offline,” the report says. ■G  et specific. “Marketers must understand specific segments of women

and the needs of those targets on a category-specific basis,” the study says. “Everything from preferred information sources to preferred decision-making styles differ by segment and by category. ‘One size fits all’ is an illusion, in clothing and in life. Women realize this; marketers must, as well. There is no single way to talk to women.” (Read more about women’s thoughts on purchasing home furnishings on Page 24.) ■ Stop pretending. Women may graciously say that household decision-

making is shared, but, in most cases they are the ones initiating the product research and buying process—and their preferences influence final decisions. ■ Look out for her needs. Women make purchasing decisions based on in-

formation and collaboration, considering everything from price and value to expert and consumer reviews to spousal and family preferences. They often put their own needs last. If, as a manufacturer, you put their needs first, you’ll be one of the few who do. ■ Give credit where credit is due. Manufacturers should acknowledge not

only a woman’s leadership in decision-making but also her superiority in the role. “It’s not just a job she has taken on because of a lack of other volunteers. She relishes the role. She does it better than men. And her widening spheres of impact are making her leadership felt more widely than ever before,” study authors say. ■ Get used to it. “Her leadership is

intensifying, not diminishing,” the report says. “Her circle of influence is growing, not shrinking. …Don’t expect a sudden turnaround in gender relationships or marketplace dynamics when an economic upswing occurs.”

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Today’s American woman receives, processes and disseminates an enormous amount of information about products.

About the survey

I

n September 2008, global public relations firm Fleishman-Hillard launched “Women, Power & Money” with the goal of creating the definitive study of women in America. The survey found that women had taken control of the American household in terms of decision-making. “Wave Two of Women, Power & Money” was conducted in November 2009 and focused on how women’s lives changed in the wake of the economic crisis and election of President Barack Obama. In January 2010, “Wave Three of Women, Power & Money” found American women showing grace under economic pressure and even thriving despite adversity. In 2011, Fleishman-Hillard partnered with Hearst Magazines for “Wave Four of Women, Power & Money.” The online survey was conducted by Ipsos Mendelsohn Sept. 8-15, 2011, among 1,270 women in the United States age 25 to 69 with an annual household income of $25,000 or more. For comparison purposes, 263 men were surveyed, as well. Full details of the survey, including in-depth profiles of high-income women, Hispanic women, word-of-mouth leaders and other segments, are available. For more information, contact: Nancy Bauer Deputy general manager/senior partner Fleishman-Hillard 404-739-0109 nancy.bauer@fleishman.com Marlene Greenfield Vice president/executive director of research Hearst Magazines 212-649-4401 mgreenfield@hearst.com

is a

for mattress manufacturers Why? Our readers say BedTimes is their source for ➤ New & innovative equipment ➤ The latest research on consumers needs & wants ➤ Classified & product advertising ➤ Mattress disposal & recycling

➤ Up-to-date news about the industry ➤ FR & regulatory information ➤ Coverage of suppliers & new products ➤ Ideas & industry trends

Our readers are your customers. Advertise in BedTimes. Contact Kerri Bellias, 336-945-0265 or kbellias@sleepproducts.org

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Controlling Smart ways to insure and protect employees

By Phillip M. Perry

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the cost of workers’ compensation

W

orkers’ compensation insurance, long a burr under the employer’s saddle, is gaining new attention in the drive to protect profits. Business owners are getting hit with premium increases for the first time after years of virtually level costs for the nation’s oldest social program. “We are entering a new environment of rising workers’ compensation costs,” says Peter Burton, senior division executive for state relations at the National Council on Compensation Insurance in Boca Raton, Fla. “It is estimated that employers are seeing premium increases in the 2% to 5% range as their renewals come up.” Why the increase? More workers are having accidents, which are costing more to return them to health. “Most states have experienced ‘loss cost’ increases over the past year,” Burton says. “That’s a change from the virtually flat or decreasing (cost) environment of previous years.” The term “loss cost” refers to the average statewide cost of lost wages and medical payments for injured workers. Higher loss costs translate into higher insurance premiums.

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P

It is estimated that employers are seeing premium increases in the 2% to 5% range as their renewals come up.

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remiums on the rise A rising accident rate may seem surprising, given the many safety programs instituted by employers in recent years. “Workplaces are safer than they were 50 years ago,” says Daniel C. Free, president and general counsel of Insurance Audit & Inspection in Indianapolis. And that’s good because—at least until recently— controlling the number of accidents has gone a long way toward capping premiums. Unfortunately, a number of factors have come together to reverse the favorable trend. Among them is a population that’s getting older, heavier and subject to more injury. “People used to retire in their 50s or 60s,” Free says. “Now they often stay in the workforce longer. Studies show that people who are older and overweight are more prone to slips and falls and lifting accidents, and take longer to heal.” Other cost drivers abound: Injured workers today are treated with more sophisticated medical procedures and more costly prescription drugs. And, as the economy emerged slowly from the recession, employers began hiring new workers who were not as cognizant of safety procedures and whose lower experience levels led to more on-the-job injuries. Finally, states are bringing more conditions under the workers’ comp umbrella. “Some procedures, such as knee replacements, might not have been covered a few years ago but are now common,” Free says. “And a growing number of states are covering nonphysical injuries, such as mental stress.” It’s all coming together to boost the doctor’s share of the workers’ comp bill. “Historically the indemnity portion of workers’ comp costs (the replacement of a portion of lost wages) was higher than the medical portion,” Free says. “Now the reverse is true: Rising medical costs are driving the increase in workers’ compensation premiums.”

E

rring on the side of caution Rising insurance costs are unwelcome to employers already under pressure to produce more with less. Workplace injuries affect far more than insurance premiums. An absent worker, after all, no longer contributes to profitable operations. “Your employees are your most important business asset,” Free says. “You can replace computers if you have to. But your employees are hand-picked.” What’s the best way to help cap workers’ comp costs? The safety programs that have played such a vital role in past years remain the most promising resource today. “The best thing you can do is take steps that will improve safety,” Free says. “That means training people in procedures that can reduce injuries, such as how to lift heavy boxes or use a computer keyboard safely. It may also mean purchasing safer equipment.” A big component is engaging your workforce. “Get people thinking about safety,” Free says. “It has to come from the top down. Make the employees feel you care about them. Every time there is an accident, enlist the help of your employees in figuring out what caused it and see if it can be fixed.” Pay special attention to new workers who may not have absorbed all of the safety instructions they have been given or who have not honed the skills requisite to injury-free activity. Establish safety groups that bring employees and managers together so they will become more mindful of good practices. And explain how a safe work record contributes to an employer’s lower workers’ compensation premium. Incentive programs also can help. Establish financial rewards for employees any time you go through a set period of time without injuries. A safe workplace is good for employees because it contributes to job retention. Need help? “Most insurance carriers have trained safety and loss prevention professionals who will visit your workplace and make suggestions,” Free says. “They can help a lot.”

B

ack to work It’s important to get injured employees back to work as soon as you can. “Experience shows that for every dollar you spend on benefits for an injured worker, you will be charged $3.50 in premiums over the years,” says Norman A. Peterson, president of Norman Peterson & Associates, an Ashland, Ore.based consulting firm that specializes in back-to-work issues. Injuries lead to increased premiums because medical expenses affect your experience modification rating, or “x-mod.” If you experience higher-than-average claims, your premiums will increase and vice versa. Generally speaking, smaller employers who pay www.bedtimesmagazine.com


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Workplace injuries affect far more than insurance premiums. An absent worker, after all, no longer contributes to profitable operations.

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less than $5,000 in annual premiums for three years running are exempted from x-mod calculations. But the threshold and rules vary by state. And even exempted employers will benefit from low accident rates because more employees will be productive participants in the workplace rather than spending time at home recovering from accidents. While accident victims are off work, be sure to call and ask about their recovery. “Keep in very close contact with the injured employee,” Burton says. “Check in often. Show you are concerned and see what you can do to keep the person’s spirits up. Make sure the right medical care is being offered. The worst thing that can happen is a disconnect between the employer and an injured employee that does not lend itself to a prompt rehabilitation and return to work.” Let employees know that someone is worried and they are needed. Your business will benefit even if a returning employee can perform only light duty. “Employees who come back to work early go to their doctors less and take fewer prescription drugs,” Peterson says. “Their minds become fully engaged at their work when they aren’t sitting at home thinking about their injuries.” Develop and implement a light-duty program designed to

blend injured workers back into the workforce as early as possible. Consider appointing an injured worker as a safety coordinator. “Have him write a report on how the injury occurred and how it can be avoided in the future for all workers,” Peterson says. “Then have him bird-dog the solution.” This will heighten the profile of safety. The more employees think about safety, the fewer accidents you will incur. “Start to think of an injured worker as a resource,” Peterson says.

C

ombating fraud Fraud can be expensive in terms of rising workers’ compensation premiums, the court time required for appeals, and the time and expense needed for hiring replacement employees. “The great majority of claims are legitimate,” Burton says. “Most are compensable and correctly filed. But there are occasional outliers and they can be costly to the employer. In a time when everyone is competing in a global economy, the costs of fraudulent claims can make an employer less competitive.” How can you prevent such claims? “One of the best things you can do is use good interviewing techniques when hiring new employees,” Burton says. Interviews should assess the work

www.bedtimesmagazine.com


background and history of the applicant and the person’s attitude toward work. “Also, educate managers to be mindful of things that might be suspicious,” Burton says. “And educate your employees and managers on these topics. Make sure they understand that any time you add more costs to a business, it makes the business less competitive and may result in an employer eliminating positions due to increased expenses.”

To learn more about workers’ compensation

H

ow do you report workplace injuries and file claims? How do you decide what doctors the injured workers can see? What are the requirements for notifying workers of their rights and responsibilities? What size employer is exempt from experience modification rating calculations? The answers will vary by state. You can obtain information about your state’s laws by logging onto the U.S. Department of Labor website, www.dol.gov. Under “Browse by Topic,” click on “Workers’ Compensation” and then click on “State Workers’ Compensation Boards.” Finally, click on the link for your state. The Insurance Information Institute also has posted helpful articles at www.iii.org. Click on “Workers’ Compensation” under “Business Topics” at the bottom of the page.

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Should you fight a fraudulent claim in court? “If the employer has substantial evidence, either through investigation or surveillance, certainly it would be beneficial to challenge a claim,” Burton says. “Hopefully the workers’ compensation commission will make the right determination. Bear in mind that most claims are nonetheless legitimate.” What’s ahead? Workers’ compensation fills a vital need for employers who are protected from lawsuits by injured workers. At the same time, the system makes sure employees receive compensation for a portion of lost wages and medical costs because of workplace injuries. The workers’ compensation system isn’t subject to the same cost controls as the health insurance industry and injured workers don’t pay deductibles. For these reasons and many more, premiums are likely to increase in the years ahead. “No one knows what will happen once health care reform takes hold,” Free says. “One might think that the legislation will cause claim costs to go down because everyone will be insured. But there is a lot of uncertainty out there. Whatever happens, we can expect workers’ compensation costs to become an even greater concern in the future.” ■

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ISPA Chairman’s Message

ISPA EXPO in only one word: Wow! A

lmost 110,000 square feet of exhibits, hundreds of displays and vendors, many industry leaders and one rock ’n’ roll band—all at one sparkling event. ISPA EXPO 2012 was an extraordinary success, according to those who attended. If you attended the show March 14-17 in Indianapolis, I hope you shared in the success that so many enjoyed. If you weren’t among those in attendance, we need to talk. You need to be at EXPO. Held every two years, this is a “can’t miss” event for the mattress industry. All the new ideas, the machinery, the materials, the styles, the relationships and the fruitful conversations—which seem to occur spontaneously along the way—combine to make ISPA EXPO worth every minute of being there. It doesn’t matter if you are—or aren’t—a member of the International Sleep Products Association. Everyone is welcome and everyone benefits. I feel that I’m in a fair position to judge and critique EXPO. During my career, I have seen the show through the eyes of a retailer and then as a supplier and now as a mattress manufacturer. It has been valuable to me through every iteration of my career. ISPA EXPO has benefited me each and every time I have attended. And now, in my position as chairman of ISPA, I look at it from yet another perspective. For many years, I coached both of my children in youth athletics. Along the way, they would often come home with the same complaint: “Dad, why are you so much harder on me than you are on the other kids on the team?” My answer was simple: “People are more critical about the people (or the things) they love, because they care more about www.bedtimesmagazine.com

them than others.” I love this industry and I care about ISPA. Both do good for people, like me, who make a living in the mattress business. As a spectator and participant in EXPO, I was happy with the results of being at the show. And, as a leader of ISPA, I was proud of my association’s success. I hope to see you in 2014 at the next ISPA EXPO in New Orleans. ■ Gerry Borreggine is president and chief executive officer of Therapedic International and chairman of the International Sleep Products Association. He began his career in 1977 as an executive with sleep products retailer 40 Winks and joined Therapedic in 2003. Borreggine became active in ISPA more than 20 years ago when he was the first retailer asked to join the board of the Better Sleep Council, ISPA’s consumer education arm. April 2012 BedTimes

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News

Select Comfort sales rise 27% in fourth quarter

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Sales and marketing costs in the fourth irbed maker and retailer Select quarter increased to $82.8 million, or Comfort reported net sales of $189 n BRIEFLY 43.8% of net sales. This compares with million for the fourth quarter of Select Comfort’s quarter $68.6 million—or 46.1% of net sales—in 2011, an increase of 27% over the same Net sales $189 million the prior-year period. period in 2010. Net sales for 2011 increased 23% The increase was driven by companyOperating income $20 million to $743 million, compared with $606 milcontrolled comparable sales growth of Gross profit margin 62.9% lion in 2010, driven by company31%. Average retail sales per store during controlled comparable sales growth of 2011 reached a record $1.7 million, a 33% 26%. The company reported earnings per improvement over the prior-year period, diluted share of $1.07 in 2011, an 88% increase, compared the Minneapolis-based company said. with $0.57 per diluted share in 2010. Operating income was $20 million during the fourth quarOn a full-year basis, gross profit margin improved 80 basis ter and operating margin during the period improved 290 bapoints, from 62.5% in 2010 to 63.3% in 2011. It was driven by sis points, from 7.7% in 2010 to 10.6% in 2011. This operating performance resulted in earnings per diluted share of $0.27, a favorable product mix, pricing actions and manufacturing efficiencies, the company said. 108% year-over-year improvement. It included a $1.9 milThe company expects to increase earnings per diluted lion nonrecurring net decrease to income-tax expense related share by 23% to 31% percent in 2012. This assumes companyto the favorable resolution of tax matters from prior years. controlled comparable sales growth of at least 15% and a net Gross profit margin was 62.9% of net sales in the fourth increase in store count from 381 to between 400 and 410. quarter, compared with 63% in the prior-year period.

Culp sales up in fiscal third quarter

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ulp Inc., a textile supplier with headquarters in High Point, N.C., announced that net sales for its fiscal third quarter of 2012 were $60.5 million, a 17% increase over the third quarter of fiscal 2011. The company’s fiscal third quarter ended Jan. 29. Mattress fabric sales rose 24% and upholstery fabric sales were up 9% over the same period a year ago. Net income declined 25% to $1.8 million, or $0.14 per diluted share, from $2.4 million the prior-year quarter. Pretax income was $2.9 million, or 4.8% of sales, compared with $2.9 million, or 5.6% of sales, for the third quarter of fiscal 2011. “We are very pleased with the continued momentum in our sales for the third quarter of fiscal 2012,” said Frank Saxon, Culp chief executive officer. “This positive trend reflects both improved industry demand and the success of our sales and

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marketing initiatives, along with the benefits of our innovative designs and lean global manufacturing platform. Both of our businesses had a strong sales performance in what is typically a slower quarterly period due to scheduled holiday plant shutdowns. Overall, our operating margins have continued to be affected by higher raw material costs and a stronger Chinese currency compared with the same quarter a year ago.” Culp said its financial position remains strong, with cash, cash equivalents and short-term investments totaling $23.6 million and total debt of $10.1 million as of Jan. 29—even with stock repurchases of $5.4 million, capital expenditures of $3.7 million and debt repayments of $2.4 million. As of Feb. 27, the company had repurchased 624,459 shares of Culp common stock for $5.4 million, or 4.7% of shares outstanding at the beginning of

its share repurchase program announced in June 2011. Ticking sales for the third quarter were $34.7 million, compared with $28 million for the third quarter of fiscal 2011. “Our mattress fabrics business delivered an outstanding sales performance in the third quarter,” said Iv Culp, president of Culp’s mattress fabrics division. “Demand for mattress fabrics was better than expected and the results clearly demonstrate our ability to respond to customers with expanded production capacity and a flexible manufacturing platform. The mattress industry is evolving into a more decorative business with growing consumer demand for better bedding and a higher quality mattress fabric. Culp has been at the forefront of meeting this demand with an innovative and diverse line of products in every major category, supported by exceptional customer service.” Sales of upholstery fab-

n

BRIEFLY

Third-quarter snapshot Total net sales $60.5 million Mattress fabric $34.7 million sales Upholstery fabric sales

$25.7 million

Net income

$1.8 million

rics were $25.7 million, a 9% increase compared with $23.7 million in the third quarter of fiscal 2011. Sales of Chinaproduced fabrics, which include sales of Culp Europe, were $22.6 million in the third quarter of fiscal 2012, up 9.2% over the prior-year period. Sales of U.S.-produced fabrics were $3.1 million, up 5.5% from the third quarter of fiscal 2011. The company projects that its overall sales in the fourth quarter of fiscal 2012 will increase 8% to 13% with pretax income expected in the range of $4.5 million to $5.4 million. April 2012 BedTimes

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News

Vista Medical launches ‘smart’ airbed

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ressure-mapping technology supplier Vista Medical, which has headquarters in Winnipeg, Manitoba, has introduced BodiTrak Smart Beds and point-of-sale systems. The BodiTrak Smart Bed is a multichamber airbed that employs Vista Medical PatienTech patented elastic, breathable pressure sensors in the top comfort layer. The bed’s sleep surface goes beyond

pressure mapping to continually adjust pressure and comfort levels in response to a sleeper’s movements, the company said. Vista Medical describes the beds as “changing the entire experience of sleep from a passive-response system of support and comfort to an interactive and automated response system based on proven, patented technology from the medical bedding field.”

“When the Smart Bed system senses that the sleeper is entering a sleepdisruptive breathing pattern such as snoring, it can encourage the sleeper to move into a better body position by adjusting the bed or bed frame,” said Andrew Frank, Vista Medical vice president of sales and marketing. “The system’s software can also provide information on the quality of a person’s sleep experience by recording numerous sleep-related parameters, such as respiration, body position and body movement.” The beds debuted at the winter Las Vegas Market.

SHORT

Wright ‘assists’ at Vegas market

Wright Global Graphic Solutions, based in Thomasville, N.C., offered its Wright Assist program—an at-market concierge service to help showrooms prepare and install signage and other point-of-sale materials— at the winter Las Vegas Market. The company also introduced a collection of budget-priced twill and microfiber top-of-bed accessories. The Budget Twill body pillow and foot protector retail from $32.50 to $48. The Budget Micro products retail from $41 to $58.50. Color choices include black, natural and navy. “Our new budget top-of-bed POP offers our customers an additional means to keep costs down on showroom displays, without compromising on presentation,” said Greg Wright, Wright Global Graphic Solutions president and chief executive officer.

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News

Restonic inks deal with India licensee L

icensing group Restonic Mattress Corp., with headquarters in Duluth, Ga., has established a long-term partnership with existing licensee Restonic India-Peps Industries Pvt. Ltd. in Coimbatore, India. The 25-year agreement outlines the two companies’ cooperation in sharing information on best practices, product innovation and emerging technologies, and facilitates the development of sleep products specifically tailored to the Indian market. Ron Passaglia, Restonic president and chief executive officer, traveled to India in February to finalize the deal. “Our association with one

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of the world’s largest mattress companies, Restonic Corp., has helped us offer Indian customers innovative mattress constructions,” said K. Madhavan, Peps Industries managing director. “Sharing patented innovations, like the Marvelous Middle and HealthRest brands, has provided Indians with mattresses that offer extra support and prevent muscular compression. The association will help us develop sleep comfort products to meet international standards and cater to the ever-changing needs of consumers.” Peps Industries is an innerspring mattress producer and distributor with four manufacturing plants. It also owns three

Great Sleep Store retail outlets in the state of Kerala and has plans to expand its retail operation across India during the next several years. “Peps’ vision for India creates the perfect long-term partner for Restonic because of their understanding and commitment to the marketplace,” Passaglia said. “The management team has excellent experience in the mattress industry, and we are happy to be a part of the team in India.” Long-term commitment The deal signed between Ron Passaglia, Restonic Mattress Corp. president and chief executive officer (left), and K. Madhavan, managing director of Restonic India-Peps Industries Pvt. Ltd., will extend the two companies’ partnership for more than two decades.

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News

Blue Ocean Sleep & Breckle Matrazen form alliance

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an Diego-based Blue Ocean Sleep—a company founded in 2010 by Jim and Mike Malkiewicz, members of the family that owned and operated former mattress maker Wickline Bedding Co.—has entered into a partnership with mattress producer and foam pourer Breckle Matrazen, headquartered in Bietigheim-Bissingen, Germany. The two companies will manufacture and distribute “unique, European-style” foam bedding in Europe and the United States and, eventually, in Asia and Australia. “The timing for our partnership couldn’t be better,” said Jim Malkiewicz, Blue Ocean Sleep president. “Breckle Matrazen has long been a leader in foam mattress construction within Europe. Combine that with Blue Ocean’s experience, unique designs and the increasing demand for foam sleep systems in the United States—it just made good business sense to confirm our partnership now.” “We are excited about working together with Jim and Mike and the Blue Ocean Sleep team,” said Michael Breckle, Breckle Matrazen president. “They bring a fresh perspective on American luxury to the European market. Coupled with our ability to provide the German engineering for which we are

Proud partnership Principals of Blue Ocean Sleep and Breckle Matrazen celebrate their joint effort to manufacture and distribute foam mattresses. Pictured from left: Andreas Breckle of Breckle Matrazen; Mike Malkiewicz and Jim Malkiewicz, both of Blue Ocean Sleep; and Michael Breckle of Breckle Matrazen.

well known, this is a win-win for both companies.” One of the products from the partners is the Activcor Advanced Comfort System, a new foam bedding line for the U.S. market. Foam columns, which act like pocket springs, are engineered to absorb motion and provide support. The bed was originally marketed in Europe under the La Pur brand name.

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April 2012 BedTimes

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News

Paramount, Commerce secretary tout U.S. manufacturing

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“We want to make sure that attress maker Paramount American manufacturers can Sleep recently hosted Seccontinue to build it here and sell retary of Commerce John Bryson it everywhere. That’s exactly what at its facilities in Norfolk, Va., for companies like Paramount Sleep a talk about manufacturing and are poised to do,” Bryson said. how the Commerce Department In January, Paramount Sleep can help businesses build prodbecame the first national matucts in the United States. tress company to be Made in “This family-owned company USA Certified. The Made in has a great American story. It USA Certified seal, which is started in the Depression in a Honored hosts Several Paramount Sleep executives bestowed by an independent furniture store basement—they greeted Secretary of Commerce John Bryson and third-party certification comsaid there was nowhere to go Norfolk, Va., Mayor Paul Fraim during a factory visit pany, signifies that a manufacbut up,” Bryson said. “Like many Jan. 25. Pictured from left Jamie Diamonstein, Richard tured or assembled product has businesses here in Norfolk, the reDiamonstein, Fraim, Bryson, Arthur Diamonstein and gone through an auditing and cent recession hit them, but they Richard Fleck. certification process to confirm pressed on. Today, they manuthat the product was manufactured and/or assembled in facture high-end products using about 90% U.S. content.” Bryson’s visit Jan. 25 followed the day after President Barack the United States using U.S. labor, and that each component of the product was manufactured or assembled in the Obama’s State of the Union address, which highlighted the United States. importance of manufacturing to the U.S. economy.

2011 mattress industry

Annual Cost Survey for U.S. & Canadian Producers Make the most of your ISPA Membership… Participate in the Cost Survey! Benchmark your company’s operating expenses against your peers by participating in ISPA’s Annual Cost Survey. Participation is free and is a key ISPA member benefit funded by your annual dues. Your report is a valuable tool that will provide information to help you identify weaknesses, control costs, and improve financial performance. Find out what it takes to be considered a "high profit" firm, and whether your company falls in that category.

The survey closes on April 30th and results will be available in early July, so act now!

If you are a U.S. or Canadian manufacturer member and you have not received your questionnaire, please contact us right away. Call Jane Oseth at 571-482-5434 or email joseth@sleepproducts.org.

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© Springs Creative Products Group, LLC

Thanks to all who visited us at ISPA 2012. For samples or more information on the best in performance products for sleep, please give us a call. It’s What’s Next. Now.™ by Springs Creative. www.springscreative.com • 803-324-6505


News

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oyteks, a mattress fabric supplier headquartered in Kayseri, Turkey, has signed a deal with 3M, a diversified technology company based in St. Paul, Minn., to offer Scotchgard mattress fabrics worldwide. “The Scotchgard technology offered by Boyteks to its customers provides the most effective and environmentally friendly protection for removing stains,” Boyteks said in announcing the agreement. “It puts an end to the fear of stains such as oil, lipstick, ketchup, coffee, sweat and red wine. Scotchgard makes sure that mattress ticking remains as clean as the first day. Thanks to Scotchgard’s superior protective formula, it’s possible to remove

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stains on mattress ticking using only a cloth.” Mattress fabrics treated with Scotchgard remain soft and retain their breathability, the company said in a news release. Scotchgard says on its website that “reformulated Scotchgard Brand Protector products... have enhanced environmental, health and safety benefits that pass regulatory reviews of the U.S. Environmental Protection Agency and other environmental agencies around the world.” The Scotchgard products fit with Boyteks’ goal of offering “healthy and environmentally friendly fabrics,” the company said.

Attendance up at Vegas market

SHORT

Boyteks to offer Scotchgard fabrics

Officials at International Market Centers, owners of the World Market Center in Las Vegas, reported “a significant uptick in attendance” at the winter Las Vegas Market held Jan. 30–Feb. 3. It was the strongest show in three years, with increased traffic, increased order writing and “scores of new showrooms,” organizers said. While specific attendance figures were not provided, the market reported a 14% increase in “attending companies” over the 2011 winter market, a 23% increase in buyers as compared with the summer 2011 market and a 58% increase in mattress buyers over the summer 2011 market. IMC also reported more international buyers, particularly from Canada, Latin America and the Middle East.

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News

FXI shields mattresses, travelers from bedbugs F

oam products supplier FXI previewed its Bed Bug Defense Shield at the winter Las Vegas Market. The patent-pending product from the Media, Pa.-based company is a set of flexible mats that helps protect mattresses, furniture and luggage from bedbug infestations. It begins shipping in June. The mats do not contain pesticides but are impregnated with a natural substance, diatomaceous earth, which coats and suffocates pests that crawl through it. To protect a bed set, the mats are laid edge to edge beneath the mattress or foundation. The product is the result of months of testing and research and was found to prevent bedbugs from spreading or reproducing within sleep environments and other parts of the home, the company said. “The only thing worse than having bedbugs is trying to get rid of them,” said Diane Adams, FXI senior vice president of consumer products. “Prior to now, the process of getting rid of bedbugs could take as long as a year and cost thousands of dollars. The Bed Bug Defense Shield offers permanent protection and is an effective part of a bedbug remediation program.” Travelers can avoid transporting bedbugs home by placing their luggage on a mat when they arrive at their hotel. Students heading off to college are another target market for the new product, which is sold in sets of varying sizes.

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Protective product The new Bed Bug Defense Shield from FXI is marketed directly to consumers and is designed to protect homeowners, travelers, students and others from bedbug infestations.

April 2012 BedTimes

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ISPA

ISPA proposes national program for mattress recycling

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he International Sleep Products Association has proposed federal legislation, the Used Mattress Recycling Act, to help create a national program for recycling used mattress parts. “The association is seeking a practical national system for used mattress recycling that will protect the industry from potentially damaging costs and inefficiencies that will result as multiple states pursue their own stand-alone legislation,” said ISPA President Ryan Trainer. The Used Mattress Recycling Act would establish a national mattress recycling system that would be an industry-led, efficient solution to the challenge of recycling used mattresses. The act would: ■ Create a Mattress Recycling Council. The new, nonprofit, volunteer-led group would represent the needs of manufacturers, retailers, consumers and government and would be charged with supporting the development of a robust national mattress recycling program. ■ Collect a single small, visible fee for mattress recovery at retail that would be remitted to the Mattress Recycling

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Council. Fees collected would be dedicated to funding legitimate mattress recycling operations and also to the oversight, management and administration of a national program. ■ Combat illegitimate mattress scavenging and “renovator” operations that are unsanitary and dangerous to consumers and the industry’s reputation. The legislation would task the U.S. Consumer Product Safety Commission with establishing a national product safety standard for the processing, labeling and sale of used and

renovated mattresses. ■ Operate with federal over-

sight from the U.S. Secretary of Commerce, the leader of a business-supportive, cabinetlevel federal agency. The program would be initiated only after members of the industry have had an opportunity to voice their opinions on the proposed national solution and voted on that proposal through an industry-wide referendum. The need for a solution As landfill space shrinks and disposal fees increase, a number of

states are considering legislation that would make the manufacturer financially responsible for the collection and recycling of their used products. This year alone, roughly 15 states are considering more than 50 bills to enact “extended producer responsibility,” or EPR, programs for various consumer products. A number of these present significant risks to the mattress industry. For example, the legislatures in Connecticut and Rhode Island are considering EPR recycling bills that specifically target used mattresses.

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ISPA ISPA is concerned that more states will address this issue. And, if legislation passes in one state, other states may use that legislation as a model for their own. EPR legislation will be expensive for the industry and its customers, especially if multiple states begin to implement their own programs. State-level legislation will place burdens on mattress manufacturers that sell mattresses in that state for disposal of mattresses that may have been purchased in another state. In addition, state mattress recycling legislation likely will require retailers to sell mattresses only from “authorized” manufacturers, adding considerable costs, inefficiencies and government bureaucracy and making it

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Complying with multiple state-level systems will be expensive for the industry and won’t take advantage of economies of scale that a national system can provide. difficult for new manufacturers to sell in that state. Complying with multiple state-level systems will be expensive for the industry and won’t take advantage of economies of scale that a national system can provide. State legislative update As mentioned, legislation recently has been introduced

in both Connecticut and Rhode Island that would require mattress manufacturers to set up EPR programs for discarded mattresses in those states. ISPA defeated similar legislation in Rhode Island in 2011. ISPA has met with lawmakers in both states to present the industry’s position on the need for a national recycling solution and its opposition to

state-by-state laws. Trainer recently testified at the Connecticut Senate’s Environmental Committee hearing, opposing the proposed state legislation and arguing for a national solution. Connecticut’s governor has initiated a comprehensive study that will analyze the state’s current approach to waste management and make recommendations on how the state can reduce waste through improved materials management and lower costs for municipalities and consumers. ISPA has urged the Connecticut legislature to await the findings of the study before taking legislative action. Finally, ISPA helped form the Product Management Alliance, an organization representing the interests of manufac-

April 2012 BedTimes

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ISPA turers in many industries that oppose EPR-type legislation. ISPA expects environmental groups to continue to lobby for EPR legislation in these and other states. Therefore, there is some urgency to pursue a national solution, not local or state-by-state action. The need for leadership The mattress industry has a strong tradition of environmental responsibility. For instance, many companies use recycled steel in the production of innersprings, helping reduce the impact of sourcing new raw materials. The industry increasingly uses renewable materials in products. In addition, ISPA encourages companies to responsibly recycle used mattress materials and has demonstrated

leadership in helping companies identify potential uses for the materials they remove from old products. Meanwhile, the brand value of all companies in the industry is threatened because of the practices of unscrupulous companies that scavenge used mattresses, sew new covers on often filthy and dangerous old products, and sell them to unsuspecting consumers in an unhygienic, unsafe or dishonest manner. The industry must end this practice to protect both consumers and the industry itself, Trainer said. ISPA already is a leader in encouraging the development of a legitimate mattress recycling industry. Just seven years ago, there were only three or four legitimate recycling operations in

the entire United States. Today, there are nearly 30. There are precedents for industry-led recycling solutions such as the one ISPA is proposing. For example, a number of states encourage responsible recycling of car batteries, motor oil, tires, house paint and carpet using a similar visible fee-based system that takes disposal pressure off local governments and offers consumers a convenient

n

and environmentally responsible disposal system. “The EPR bills pose a real threat to the entire industry as more and more states look to industry to fund their usedproduct disposal costs,” Trainer said. “We call upon all mattress manufacturers and retailers to contact their elected officials to explain how state EPR approaches are wrong and a national solution is needed.” ■

LEARN MORE

Details of ISPA’s proposed federal legislation, the Used Mattress Recycling Act, were shared with the industry during ISPA EXPO 2012 in March and will be explained in upcoming regional meetings. For more information, check the weekly ISPA Insider e-newsletter or the ISPA website at www.sleepproducts.org.

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Newsmakers

Select Comfort taps COO lbach for top post

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Ibach was named COO in June 2011. Prior to that, inneapolis-based airbed maker and retailer she was executive vice president of sales and merSelect Comfort has announced that Shelly chandising. She joined the company in 2007 from Ibach, currently the company’s chief operatTarget Corp., where she was a senior executive. ing officer, will succeed Bill McLaughlin as president “Select Comfort is committed to setting a new and chief executive officer, effective June 1. Ibach also standard in sleep for the consumer. This transition has been named to the board of directors. McLaughlin in leadership underscores the board’s confidence will retire from the board June 1. in both the magnitude of the opportunity and the McLaughlin, who has led the publicly owned comstrength of the operating team,” Valette said. “Shelly’s pany since joining it in 2000 as president and CEO, Shelly Ibach deep experience in retail, brand and product—comwas instrumental in the creation and launch of the bined with her talent for developing high-performing, customerSleep Number brand in 2001, the company said. He was named centric teams—make her the right leader to build on the strong to the board of directors in 2004. foundation established by Bill.” Most recently, McLaughlin led the company through a sucIbach has been one of the key architects of the company’s cessful turnaround in 2009 and 2010, which positioned Select strong performance during the past three quarters, the company Comfort for growth. His plans include serving as a mentor to said. other companies with growth potential, the company said. “I’m excited to assume leadership of the company during such “Words are not enough to thank Bill for his years of dedicated an important time in our evolution,” Ibach said. “Sleep Number’s and principled leadership,” said Jean-Michel Valette, chairdifferentiated products, ownership of all consumer touch points man of the Select Comfort board. “It’s been Bill’s belief in the and mission-driven team mean we are in the unique position to company and product, commitment to the customer and focus offer an unparalleled brand experience for customers. By fully on people and culture that ensured we are now in a position to leveraging these attributes, we can transform a large, undifferentake full advantage of our opportunity to help transform the way tiated industry and become an iconic brand.” America sleeps.”

Pettersson takes helm at Hilding Anders

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nders Pettersson has been appointed chief executive officer of bedding conglomerate Hilding Anders. He’s also been named to the board. He replaces Gunnar Johansson, who joined the Malmö, Sweden-based company in May 2011 to serve as interim chief executive. “Gunnar Johansson arrived at Hilding Anders nine months ago to develop and begin the implementation of a more value-driven strategy for the company,” said Fredrik Arp, chairman of the board. “He has done an excellent job. Now that his assignment is complete, he is handing it over to a permanent successor.” Johansson will remain on the board as a nonexecutive director. Pettersson previously spent two years leading Capital Safety Group, which was sold in November 2011 by its private-equity owner Arle Capital Partners. From 2002 until

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Pettersson is described by Hilding Anders as “an experienced and proven international business leader with a successful track record in durable consumer and branded goods companies.” “I believe this is a business with excellent future potential,” Pet-

tersson said. “Our focus will be to accelerate sales growth and build a more resilient business that responds quickly to changes in our business environment.” Hilding Anders operates in 40 markets through more than 30 subsidiaries in Europe and Asia. Its manufacturing facilities produce about 7 million mattresses a year.

Anders Pettersson

2010, he served as chief executive of Thule, where he developed the business, driving sales and profitability and executing a series of international brand acquisitions, according to a news release. “I am delighted that Anders Pettersson has agreed to join Hilding Anders,” Arp said. “I have known him well for many years. He is a strong and inspiring leader. I am confident that Anders is the right person to lead the business into a new phase of growth and continue the global development of the company.”

Therapedic licensee hires sales executive

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herapedic of New England, a division of manufacturer Restmore Inc. in Brockton, Mass., has hired Tom DiGiovanna as a sales executive. His responsibilities include all sales development functions and account management for the Therapedic brand in the New England territory. Therapedic International in Princeton, N.J., licenses the Therapedic brand. Previously, DiGiovanna spent 22 years in numerous sales positions at Sealy where, most recently, he was senior territory manager. He began his career as a department store buyer. “We are pleased to have Tom on the Therapedic team in New England,” said Norman Rosenblatt, Restmore chief executive officer. “His expertise and contacts in the area will be a strong addition for us.”

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Newsmakers

Hood to lead Kingsdown; 2 VPs promoted M attress maker Kingsdown Inc., headquartered in Mebane, N.C., has appointed Frank Hood president. He joined the company in 2008 and previously was senior vice president, chief information officer and president of the company’s Sleep to Live Institute. Hood replaces Bob Hellyer, who left Kingsdown in February. Before joining Kingsdown, Hood was senior vice president of Quiznos. Prior to that, he was senior vice president of Krispy Kreme Doughnuts Inc. “I want to thank Bob for his contributions to our company this past year and wish him the best in his future endeavors,” said Eric Hinshaw, Kingsdown chairman and chief executive officer. “When you look at the sleep products industry today, the successful brands

Frank Hood

Joe Schmoeller

are ones being led by people from outside the industry who are able to bring a fresh and new perspective on how we present ourselves to the consumer. Frank is one of these people. His background in technology and experience in implementing strong marketing programs at Quiznos and Krispy Kreme have given us enormous insight into how we can continue to grow our company and brands. I am very excited about his expanded role with us.”

Kevin Damewood

The company also promoted Joe Schmoeller to executive vice president and chief operating officer and Kevin Damewood to executive vice president of sales and marketing. Previously, Schmoeller was senior vice president of operations, overseeing production, supply chain management and distribution. He joined Kingdown in 1997. Prior to that, he spent 17 years with Carpenter Co. Damewood joined Kingsdown

in 2010 as senior vice president of U.S. sales. He has more than 27 years in the mattress industry, serving in sales and marketing roles at Sealy, Simmons and Spring Air. “Combining Frank’s vision with Joe and Kevin’s trade experience and relationships allows Kingsdown to provide its customers with a very powerful combination of service and skill,” Hinshaw said. In his new role, Hood said his focus will be to better align Kingsdown with the company’s science of sleep message and its diagnostics program. “Our bedMATCH technology has revolutionized the way bedding is sold because we were the first to use science to help a consumer find the right mattress and pillow for their body type,” he said.

Smith, Bailey tackle new marketing, sales duties at Simmons

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tlanta-based Simmons Bedding Co. has expanded the responsibilities of company President Tony Smith to include oversight of North American marketing efforts. The company also has promoted Brad Bailey to executive vice president of sales. Smith, who joined Simmons in September 2010, is credited with implementing a sales force effectiveness program to improve dealer communications and service. He also defined career paths for sales associates who aspire to leadership roles within the company and contributed to Simmons’ recent rebranding strategy and new retail marketing efforts. “I am very pleased to have Tony take the helm of our marketing department in addition to his current duties,” said Gary Fazio,

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experience, combined with a proven track record of success, make him uniquely qualified to ensure that both functions work toward a seamless execution of our consumer marketing efforts, on and off the retail floor.” Bailey, who reports to Tony Smith Brad Bailey Smith, has 14 years with Simmons chief executive officer. Simmons. He most recently served “His deep functional and industry as senior vice president of national

accounts. During his Simmons career, he also has held posts as senior vice president of sales operations and regional vice president. “Brad is a talented sales executive who has strong relationships with our dealers and sales force. His contributions to Simmons have been significant,” Fazio said. “I look forward to Tony and Brad playing important leadership roles.”

Ergomotion taps Vera for executive post

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djustable bed base manufacturer Ergomotion has hired Leo Vera as chief operating officer. The position previously had been unfilled. The Santa Barbara, Calif.-based company said Vera’s experience in international industry, manufacturing, finance and operations were assets to Ergomotion’s expanding global business. Most recently, Vera was managing director for a global division of Pyrotek, a privately held sales and engineering company. Prior to that, he was a regional controller for the company. He also has extensive experience as a business consultant for international clients in the automotive, contract manufacturing and biotech sectors. “Ergomotion is having a profound impact in the marketplace by partnering with the leading original equipment manufacturers of the bedding industry, much the same way that snowboarding changed the landscape for snow sports in the ’80s,” Vera said.

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Newsmakers

Englander Northwest Wick returns to Mantua Mfg. F hires sales director T ualatin Sleep Products in Tualatin, Ore., the Englander licensee for the Northwest, has named Jon Mullinax director of sales and marketing. Mullinax has more than a decade of mattress industry experience. Previously, he owned and operated eight America’s Mattress stores in Seattle. Prior to that, he was Southeast vice president of sales at Simmons. He began his career in sales at Serta. Mullinax reports to John Hagglund, Tualatin president. “We are excited and pleased that our customers will benefit from Jon’s experience, professionalism and the robust knowledge he brings from his previous positions in retail and manufacturing,” Hagglund said. Of the new post, Mullinax said, “Tualatin Sleep Products has a rich history in the Northwest for product innovation, sales achievement and quality, and I look forward to leading this distinguished sales team to even greater levels of success.”

rame and base supplier Mantua Mfg. Co. has rehired Jeff Wick to the newly created position of vice president of sales for the Eastern region. He is responsible for leading the regional sales team in the sale of bed frames and the launch of the Walton Hills, Ohio-based company’s Rize adjustable base. Wick is a mattress industry veteran who spent five years with Mantua as vice president Jeff Wick of national accounts from 2006 to 2011. Most recently, he was a regional vice president of sales for International Bedding Corp. Previously, he led a mattress industry consulting business. Prior to that, he spent 10 years in sales with Sealy, where he rose to vice president of national accounts. He began his career as a buyer for a major department store chain. Wick is based in Greensboro, N.C., and reports to Neil Dwyer, Mantua executive vice president of sales and marketing “We are pleased to have Jeff join our executive staff at a very exciting time for Mantua,” Dwyer said. “We are experiencing a great deal of growth, due in large part to the Rize adjustable bed program. Jeff’s wide range of experience in the mattress industry and his past experience with Mantua make this a natural choice.”

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The Aurora Sleep Total Package 1. T otally merchandised Pillow selection of Memory Foam, Latex, Down & Fiber. 2. P  romotional pricing from $9.95! 3. F REE DISPLAY Available with initial order. Takes just 16 sq ft in bedding dept. 4. P  rofessional Training Program. 5. Aggressive Dealer Adv. Program.

A: YES, an Aurora Pillow may improve your customer’s life! Call Aurora Sleep Products today 407.331.9800 or contact us at Ali@AuroraPillow.com visit us on the web at www.AuroraPillow.com

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Newsmakers

New CEO tapped AEC strengthens dyeing, finishing to lead Sanitized AG M S

Urs Stalder

anitized AG, a licensor of antimicrobial technology used on mattress fabrics, has named Urs Stalder chief executive officer. Previously, Stalder was a member of the executive management team and marketing manager—a role he will continue to play at the Burgdorf, Switzerland-based company. Stalder succeeds company owner Niklaus Lüthi, who remains chairman of

the board of directors. As CEO, Stalder “will pursue a strategy focused on innovation and the development of new technologies, paired with a strengthening of Sanitized AG’s current comprehensive services,” the company said. Under his leadership, the company also will concentrate on opening new market segments. Stalder has been with Sanitized for 20 years. In his previous roles, he was responsible for the launch of a number of products and helped grow the credibility and reach of the brand.

attress industry supplier AEC Narrow Fabrics has named Jake Welch technical manager for dyeing and finishing and Greg Edwards finishing manager. The two bring more than 50 years of textile experience to the Asheboro, N.C.-based company. In the newly created post, Welch will provide technical expertise and direction for the company’s North Carolina and San Salvador, El Salvador, dyeing and finishing operations, as well as research and development efforts. He reports to Robert Lawson, AEC president. Previously, Welch was director of raw materials for Cupid Foundations. Prior to that, he held dyeing and finishing posts with Georgia Narrow Fabrics and Premier Narrow Fabrics. The latter two positions included extensive work in Honduras. Edwards is in charge of all dyeing and finishing operations in North Carolina. He reports to Rodney Smith and replaces Tom Norman, who is no longer with the company. Most recently, Edwards was with S.C. Elastic, a supplier of elastic to the U.S. government. He has substantial experience in managing precision dyeing and finishing for military contracts. “We are fortunate to have Jake and Greg join us at AEC,” Lawson said.

City of Hope to honor Seaman, Sherman

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ity of Hope will recognize furniture and bedding industry leaders Jeff Seaman and Bob Sherman with its Spirit of Life award during the April High Point Market in High Point, N.C. This year’s event will be at 6 p.m. Sunday, April 22, at the Grandover Resort in Greensboro, N.C. The Los Angeles-based research, treatment and education center for cancer, diabetes and other life-threatening diseases presents the award annually to home furnishings industry executives in recognition of business leadership and philanthropic achievements. Seaman is chief executive officer of furniture retailer

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Rooms To Go, headquartered in Seffner, Fla. Sherman is CEO of mattress major Serta, based in Hoffman Estates, Ill. Both are being honored for raising funds and awareness for City of Hope within the industry. “It is a privilege to be part of this incredible industry and witness how our support is making a tremendous impact in the lives of patients and families all over the country,” Sherman said. “The national home furnishings industry has been a longtime supporter of City of Hope’s innovative medical research and lifesaving programs,” said Kevin O’Connor, chairman of City of Hope’s Spirit of Life initiative.

April 2012 BedTimes

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Join ISPA...The Voice of the Mattress Industry™

Calendar | APRIL April 13-15 China International Furniture Exhibition Shanghai World Expo Pavilion Shanghai Phone 86-21-5032-0628 sh-byexpo@163.com www.furnitureshanghai.com April 21-26 High Point Market International Home Furnishings Center & other locations High Point, N.C. Phone 336-869-1000 dawn@highpointmarket.org www.highpointmarket.org April 24-27 Interzum Moscow Interkomplekt VVC All-Russian Exhibition Centre Moscow Phone 49-221-821-2932 m.zoellig@koelnmesse.de www.interzum-moscow.com

July 30-Aug. 3 Las Vegas Market World Market Center Las Vegas Phone 888-416-8600 info@lasvegasmarket.com www.lasvegasmarket.com

| JULY July 19-22 Furnitex Melbourne Exhibition Centre Melbourne, Australia Phone 03-8672-1200 furnitex@net.au www.furnitex.com.au July 27-29 Malaysian Furniture & Furnishings Fair Kuala Lumpur Convention Centre Selangor, Malaysia Phone 603-6140-1202 enquiry@mf3.my www.mf3.my

| AUGUST Aug. 8-12 Decorex Joburg Gallagher Convention Centre Johannesburg Phone 27-11-549-8300
 www.decorex.co.za | SEPTEMBER Sept. 11-15 Furniture China 2012 Shanghai New International Expo Centre Shanghai Phone 86-21-64371178 furniture@ubmsinoexpo.com www.furniture-china.cn Sept. 12-16 Habitare Helsinki Exhibition & Convention Centre Helsinki Phone 358-40-450-3250 info@finnexpo.fi http://web.finnexpo.fi/Sites2/ Habitare11/Habitare/en/Pages/ default.aspx Sept. 25-26 Bed Show 2012 International Center Telford, England Phone 44-845-055-6406 or 44-175-679-9950 info@bedfed.org.uk www.bedshow.co.uk

ISPA is dedicated to protecting and enhancing the growth, profitability and stature of the mattress industry.

OUR COMMITMENT ADVOCACY BUSINESS OPPORTUNITIES INDUSTRY RESOURCES CONSUMER EDUCATION

Top Habitare Sept. 12-16 in Helsinki Middle China International Furniture Exhibition April 13-15 in Shanghai Bottom Las Vegas Market

July 30-Aug. 3 in Las Vegas

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www.sleepproducts.org


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

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AFT Corp. Rick Brumfield 800-631-1930

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Agru America Inc. 42 Tammy Drake 843-221-4121 www.agruamerica.com Atlanta Attachment C2-1, 29 Co. Inc. Hank Little 770-963-7369 www.atlatt.com Atlantic Thread & 33 Supply Co. Inc. Vincent Diaz 800-287-4624 www.atlanticthread.com Aurora Sleep Products 58 Ali Court 407-331-9800 www.aurorapillow.com Bloomingburg Spring 63 & Wire Form Co. Inc. Vickie Schwarm 740-437-7614 www.bloomingburgspring.com BLR Lumber Martin Leroux 819-877-2092 www.blrlumber.com

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Boyçelik Metal AS Erol Boydak 90-532-274-3193 www.boycelik.com

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Boyteks Tekstil AS Deniz Boydak 90-352-322-0588 www.boyteks.com

20-21

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Buhler Quality Yarns Corp. Victor Almeida 706-367-9834 www.buhleryarns.com

C l a s s i f i e d s 38

Cargill Industrial Oils 19 & Lubricants Kelsey Ness 952-984-9118 www.experiencebioh.com Diamond Needle Corp. 58 Abe Silberstein 800-221-5818 www.diamondneedle.com Duroflex International George Mathew 415-990-4343 www.latexglobal.com

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Eclipse International/ 11 Eastman House Stuart Carlitz 800-634-8434 www.eclipsemattress.com www.eastmanhouse mattress.com

Global Systems Group C3 Russ Bowman 954-846-0300 www.gsgcompanies.com

Orsa Foam S.p.A. Monica Rossi 033-160-9111 www.orsafoam.it

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Hengchang Machinery Factory Ren Ying 86-769-8330-7931 www.hcjixie.com

Pacific Spring Inc. Victor Nguyen 626-272-8882

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49

Hickory Springs Mfg. Co. 2 Rick Anthony 828-328-2201 www.hickorysprings.com John Marshall & Co. Ltd. Peter Crone 64-3-341-2004 www.joma.co.nz Kenn Spinrad Inc. Randy Weinstock 800-373-0944 www.spinrad.net

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n TAPE-EDGE MACHINES, MULTINEEDLE AND SINGLE-

n REBUILT AND RECONDITIONED MULTINEEDLE QUILTING

SABA North America LLC 4 Jim Turner 810-824-4964 www.saba-adhesives.com

SEWING MACHINES. Contact Frank Carlino, U.S. Mattress Machinery. Phone 815-795-6942; Fax 815-795-2178; Email usmattmach@hotmail.com.

Simalfa Darren Gilmore 973-423-9266 www.simalfa.com

MACHINES. Specializing in PATHE precision parts and service. Technical consultants. SEDCO. Phone 201-567-7141; Fax 201-567-5515.

n TAPE-EDGE MACHINES, QUILTERS AND MISCELLANEOUS

Place your classified ad today Reach mattress industry professionals around the world with your advertising message through the BedTimes Classifieds. Rates: $3 per word for the first 100 words and $2.50 thereafter; minimum charge of $75. “Blind” box number: $50 per insertion. Ad copy and payment must be received by the first of the month preceding publication. Send ads and payment to BedTimes Classifieds, 501 Wythe St., Alexandria, VA 22314-1917. Contact Debbie Robbins, advertising production manager, for additional information. Phone 571-482-5443; Fax 703-683-4503; Email drobbins@sleepproducts.org.

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Springs Creative 47 (Firegard Brand Products) Scott Frisch 803-324-6505 www.springscreative.com

Edgewater Machine Co. 15 Inc. (EMCO) Roy Schlegel 718-539-8200 www.edgewatermachine.com

Lenzing Fibers Inc. Nina Nadash 212-944-7898 www.lenzing.com

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Therapedic International Gerry Borreggine 800-314-4433 www.therapedic.com

Enriquez Materials 53 & Quilting Inc. Silvia Enriquez 323-725-4955 www.enriquezquilting.com

Midwest Quality Bedding Inc. David Pritchett 855-586-4252, Ext. 15 www.mqbedding.com

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Tietex International Ltd. Wade Wallace 800-843-8390 www.tietex.com

Foshan Ruixin Nonwoven 48 Co. Ltd. (Rayson Global) Himy Lee 86-757-85806388 www.raysonchina.com

Monchis SA de CV Ramon Zablah 818-336-1736 www.monchis.com

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Foshan Yuantian 34 Mattress Machinery Co. Ltd. William Chan 86-757-85613993 www.yuantian.en.alibaba.com

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@charterinternet.com; Web www.americanplantandequipment.com.

P.T. RubberFoam 51 Indonesia Andreas Janssen 62-21-53662190 www.rubberfoam.co.id

Latex Systems Co. Ltd. 12 Kitti Charoenpornpanichkul 66-2-326-0886, Ext. 204 www.latexsystems.com

New England Needles 54 Inc. Tom Lees 800-243-3158 www.newenglandneedles.com

For Sale

8

C4

Xidengbao Mattress 18 Machinery (Guangzhou) Co. Ltd. Feng Xiaojin 86-20-26275665 86-20-26292923 www.china-mattress machine.com

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April 2012 BedTimes

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On Sleep Troubled sleep tied to Alzheimer’s

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oor sleep may be linked to a higher risk of developing Alzheimer’s disease, according to recent research that will be presented at the American Academy of Neurology’s 64th annual meeting in New Orleans April 21-28. “Disrupted sleep appears to be

associated with the build up of amyloid plaques—a hallmark marker of Alzheimer’s disease—in the brains of people without memory problems,” says Dr. Yo-El Ju, study leader at Washington University School of Medicine in St. Louis and a member of the American Academy of Neurology.

Researchers tested the sleep patterns of 100 people age 45 to 80 who weren’t suffering from dementia. Half of the group had a family history of Alzheimer’s disease. A device was placed on participants for two weeks to measure sleep. Researchers also analyzed sleep diaries and questionnaires. Scientists discovered that 25% of participants had evidence of amyloid plaques, which can appear years before the symptoms of Alzheimer’s disease begin. The average time a person spent in bed during the study was about eight hours, but, due to short awakenings in the night, the average sleep time was 6 1/2 hours. The study found that people who woke up more than five times per hour were more likely to have amyloid plaque build-up compared with people who didn’t wake up as frequently. The study also found that those people who slept “less efficiently” were more likely to have the markers of early-stage Alzheimer’s disease than those who slept more efficiently.

Dear Sleep, I know we had problems when I was younger… but I love you now. —Anonymous on Facebook

Kids losing snooze time—just like their parents and grandparents

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arents have long fretted over the amount of shut-eye their children need and are getting. Researchers at the University of South Australia in Adelaide tracked more than a century’s worth of recommendations about children’s sleep and compared them with how much kids actually slept over the years. The findings were published in the March issue of Pediatrics. The research team combed through 32 sets of sleep studies dating from 1897 to 2009. On average, children’s daily sleep fell about 75 minutes over the decades, while sleep guidelines decreased about 70 minutes—an almost identical amount. Kids consistently slept about 37 minutes less than recommended. Authors of the study noted that regardless of time period, parents and doctors blamed “modern life” and overstimulation for preventing children from getting the sleep they needed. Researchers also found that there hasn’t been consistent, empirical evidence to support most sleep recommendations for

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children. Still, there is a simple way for parents to determine if their kids are well-rested. “You will know that your child is sleeping enough if they wake up on their own rather than being awoken,” Dr. David Gozal, an expert in childhood sleep problems at the University of Chicago, told Reuters. “If they don’t get up on time, make them go to bed earlier.”

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Tietex International Ltd. 3010 North Blackstock Road, Spartanburg, SC 29301, USA 864 574 0500 Tietex Asia, Ltd. Laem Chabang Industrial Estate 208 Moo 3, Toong Sukhla Sriracha District Chonburi Province 20230, Thailand 66 38 400947 Tietex Europe BV P.O. Box 178 5688 ZK Oirschot Netherlands +31 (0) 499 574 114

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A BETTER W AY TO A B E T T E R FUTURE

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