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BedTimes FEBRUARY 2010


Mattress recycling Industry putting old beds to bed

Product Watch: Bio-based foams A primer on ISPA’s stats program Trade show tax tips

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Certify your Peace of Mind Hickory Springs goes one step further for quality foam.

CertiPUR-US (CM) approved foams are: • Low emission (low VOCS). • Made without ozone depleters. • Produced without PBDEs. • Made without mercury, lead and heavy metal. • Made without formaldehyde. • Made without phthalates.

By complying with the CertiPUR-US (CM) voluntary testing, analysis and certification program, Hickory Springs confirms the proactive measures taken to verify that its flexible polyurethane foam not only provides durable comfort but is produced in a responsible, consumer-friendly manner.

How will CertiPUR-US benefit your company? • Focuses on current consumer concerns about foam involving health and indoor air quality. • Provides comfort and confidence, reassuring consumers about the foam in your sofa. • Provides a reference source website for your customer service staff. You don’t need an in-house expert on health regulations and concerns. • Demonstrates your commitment to a healthy home environment. Based on a similar program in Europe, CertiPUR-US provides added value to furniture manufacturers – and eventually consumers — offering peace of mind and answering questions typically asked by consumers. Hickory Springs is one of several founding members of the CertiPUR-US program, which was officially introduced in early 2009. To switch to Hickory Springs’ certified CertiPUR-US foam, call 1.800.438.5341 or visit Also see

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FEB 2010

InSide Features

9 Product Watch: Foams getting ‘greener’ Research and technological advances are allowing foamers and bedding manufacturers to include higher percentages of renewable oils in mattress constructions.

14 Laying mattresses to rest

The bedding industry is working on several fronts to find ways to dispose of used mattresses—all in an effort to reduce the environmental impact on landfills and keep used beds out of the hands of unscrupulous renovators.


7 Front Matter

Are the financial benefits of moving U.S. jobs offshore starting to dissipate? There is some evidence of that, but the debate on U.S. manufacturing continues.

49 Marketing Matters

Email marketing is a relatively inexpensive and certainly quick way of getting your message out. A consulting firm offers advice on making the most of your email campaigns.

56 ISPA News 59 Up Close 62 Calendar 65 Advertisers Index 67 Classifieds 68 The Last Word

55 Cost Management

Attending a trade show such as the upcoming ISPA EXPO comes with costs, including transportation and lodging. Careful record-keeping can help you take money-saving tax deductions.

5 Editor’s Note 27 Industry News 51 Newsmakers

BedTimes | February 2010 |


Resolve to save money in the new year by using SABA water-based adhesives

Want to save money this year? This is one NewYear’s Resolution you can keep. When choosing an adhesive supplier, SABA understands that quality, service and cost are requirements of top bedding producers. SABA’s waterbased adhesives are second to none and our dedication to customer service is unmatched. Only SABA provides its customers with the most efficient application system on the planet ensuring the lowest possible adhesive cost per mattress produced. So keep your NewYear’s Resolution to save more this year by using SABA adhesives.

Since we began working with SABA our adhesive costs have come down almost 20%. Using their monitoring system we can now track our costs and make adjustments faster. We also don’t have all the messy overspray that wasted adhesive and caused problems for our operators. We are very happy with the professional service we have received and would recommend SABA to others in the bedding industry.

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EDITOR IN CHIEF Julie A. Palm 336-727-1889 SENIOR WRITER Barbara Nelles 336-856-8973 CONTRIBUTORS Phillip M. Perry Dorothy Whitcomb ART DIRECTOR Stephanie Belcher 336-201-7475 Vice President of Sales Kerri Bellias 336-945-0265 Ad Production & CIRCULATION manager Debbie Robbins 336-342-4217 COPY EDITOR Margaret Talley-Seijn BedTimes deadlines Editorial deadlines for the Industry News and Newsmakers sections of the April issue of BedTimes are Monday, March 1. Volume 138 Number 2 BedTimes (ISSN 0893-5556) is published monthly by the International Sleep Products Association. Periodicals postage paid at Alexandria, Va., and additional mailing offices. Editorial and advertising offices 126 Parkview Lane, Reidsville, NC 27320 Phone 703-683-8371; Fax 703-683-4503 Administrative and ISPA offices 501 Wythe St., Alexandria, Va. 22314-1917 Phone 703-683-8371; Fax 703-683-4503 Postmaster Send address changes to BedTimes, 501 Wythe St., Alexandria, Va. 22314-1917 Contents © 2010 by the International Sleep Products Association. Reprint permission obtainable through BedTimes.

Editor’sNote ‘Greening’ mattresses from start to finish


or several years, BedTimes has been tracking consumers’ growing interest in “green” products. What those consumers— and manufacturers—mean when they talk about green is a matter of debate. Does it mean products are recyclable? Made with renewable or recycled components? Locally produced? Are they free of chemicals? Organic? Do they have a smaller carbon footprint? All of those questions have yet to be sorted out. What doesn’t need much further study is that consumers are receptive to manufacturers’ efforts to turn out more sustainable products using more environmentally friendly methods. This month, BedTimes looks at two aspects of the “greening” of the bedding industry. We start at the beginning of the production process with a Product Watch on bio-based (or natural oil) polyols and show how they are being used in mattress foams as the chemistry advances. (See story on Page 9.) In our cover story, we jump to the end of the mattress life cycle and examine what the industry is doing to keep these bulky products out of landfills. (See story on Page 14.) Recyclers continue to struggle to find a way to make breaking down mattresses and selling their components profitable. But new business models and machinery are making recycling more feasible. The International Sleep Products Association is a driving force in these efforts— from the creation several years ago of a Mattress Disposal Task Force to its current ISPA Earth Sustainability Initiative. (For more information,

check the Web site Supplies Guide corrections Two companies have noted errors in listings that appeared in the BedTimes Supplies Guide, published in the December 2009 issue of the magazine. BLU Sleep Products’ correct street address is 1597 Cunard St., Laval, QC H7S 2B4, Canada. MFI International-Competitive Crossborder Solutions was listed as supplying some incorrect products, including foot protectors. The company supplies the following in the “Accessories, Soft Goods” category: sheets/comforters/duvets, mattress pads/toppers, mattress protectors, pillow covers and pillows. In the “Mattress Materials, Soft Goods” category, the company offers dust covers, insulator pads, mattress covers, mattress kits and quilted covers. We apologize for the errors. Mattress manufacturers can find sources for machinery, equipment, supplies, components and services year-round in the online Supplies Guide at BT

Julie A. Palm BedTimes | February 2010 |





Pagina 1



FrontMatter Is it time to bring jobs back to U.S.? Debate on future of manufacturing continues


hough still significantly higher, the cost burden of manufacturing in the United States has fallen sharply from highs reached three years ago. In 2008, U.S. manufacturers spent 17.6% more on taxes, natural gas, employee benefits, torts and pollution controls than manufacturers in other countries. In 2006, that number was 31.7%, according to the Manufacturers Alliance/MAPI and the Manufacturing Institute. Does that mean it’s time to slow the flow of jobs out of the United States and even bring some aspects of manufacturing back? As part of the series “Deloitte Debates,” experts from global consulting firm Deloitte LLP tackle that question. “The fact that the gap closed…is meaningful change and some companies are looking hard at jumping on the repatriation bandwagon,” says Dmitri Shiry, a partner at Deloitte. “This is especially true for those where the intellectual property and quality risks of offshore operations offset the benefits of lower manufacturing costs. If the U.S. is going to re-

establish manufacturing as a catalyst for growth during the next cycle of economic recovery, that trend will need to continue and expand.” Manufacturing in the United States is growing more competitive, in part, because the cost of doing business is rising in other countries, Shiry says. For instance, health care costs are going up in Canada and the United Kingdom as supplemental private insurance gains popularity and China is adding pollution control requirements. “Another factor is that some costs in the U.S. are easing,” Shiry says. “Domestic manufacturers have managed benefit expenses by moving toward less expensive defined contribution plans. For some manufacturers, though, the double hit of high energy costs and taxes can trump all other considerations. And, unless policymakers align incentives to encourage the repatriation of jobs, today’s positive trends could be short-lived.” Todd Izzo, a partner in Deloitte Tax LLP, delves deeper into the tax issue. “Taxes can play an important role in encouraging companies to expand

in the U.S. If the U.S. were to adopt tax policies that encouraged domestic investment in capital and labor, such actions could further reduce the structure gap in costs between U.S. firms and their foreign competitors,” Izzo says. “Unfortunately, U.S. tax policy currently discourages repatriation of foreign earnings both through its imposition of tax on a worldwide basis and by its high rate on corporate income.” Izzo argues that the Obama administration and Congress should stop considering increases in business taxes and focus instead on “fundamentally reforming business tax rules to encourage investment in labor and capital.” When it comes to labor, U.S. manufacturers face another challenge, says Tom Morrison, a principal in Deloitte Consulting LLP. “The crisis is not about the availability of workers for jobs that require technical skills. It is about a mismatch of the availability of these skills where manufacturers want them most,” Morrison says. “This skills shortage is exacerbated by an aging work force and the increasingly global nature of business.” One solution is for companies to work in partnership with technical schools, community colleges and universities in their areas to create talent pipelines. “We believe these training and development partnerships will be critical for new skilled workers and ongoing training to keep the work force up-to-date,” Morrison says. “Companies and communities with plans and a commitment to skills development and retention will likely have a leg up.” BT

➤ Learn more To read the entire jobs debate, check debates/bringjobshome.

BedTimes | February 2010 |


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ProductWatch ‘Green’ foams grabbing the spotlight Renewable content in mattresses on the rise By Barbara Nelles


raditional flexible foam is the bubbly result of combining two parts petrochemical-based polyol with one part petrochemicalbased isocyanate—and a small amount of water. Otto Bayer is credited with inventing the chemistry in 1937 in Germany and little has changed in the underlying polyurethane chemistry of flexible foam. Till now. Fluctuating oil prices, a desire to reduce dependence on oil, concerns about climate change and consumer desire for “green” products have combined to spur research into polyurethane feedstocks from natural oil polyols. Today, foams made with NOPs have found their way into mattresses, pillows and toppers. And foamers say new highdensity and viscoelastic variations made from next-generation NOPs perform well with an even greater percentage of renewable content. “Green foams have become mainstream. This is no fad,” says Dimitri Dounis, corporate director of marketing and foam research at Hickory Springs Mfg. Co., a foam supplier based in Hickory, N.C. “We are taking the industry on a journey in a new direction, toward reduced energy consumption, reduced carbon emissions and toward greater sustainability. Each year we take bigger and bigger steps to get to a nonpetroleum-based composition.” NOPs were commercialized in flexible foams about five years ago.

They were first used in automobile seating, then upholstered furniture and then bedding. The first generation of these foams had an odor and, unlike petrochemicals, plant-based oils can turn rancid. Second and third generations of NOPs have been modified at the molecular level to

produce odorless foams. The source Four multinational companies are global players in NOPs; many others have smaller, regional roles. Agribusiness Cargill, with headquarters in Wayzata, Minn., manufactures BiOH polyols from soybeans at operations in North and South America. Dow Chemical, based in Midland, Mich., produces the Renuva family of polyols, also from soybean oil. Pittsburgh-based Bayer MaterialScience LLC produces castor oil-based polyol for the furni-

ture and bedding industries. BASF Corp., which has U.S. headquarters in Wyandotte, Mich., also uses castor oil to manufacture Pluracol BALANCE 50 polyol for furniture and bedding applications. Chemical companies began research and development of NOPs as early as the 1990s and say they continue to investigate a range of feedstocks. Seed oils such as soybean, castor, palm, rapeseed (or canola) and sunflower have shown the most promise, they say. Cargill’s BiOH polyols ( were commercialized in 2006, says Jessica Koster, BiOH Polyols marketing manager. The bulk of BiOH polyols’ business is currently in North America

BedTimes | February 2010 |



How ‘green’ is green?

What percentage of natural oil polyols in a flexible foam warrants a “green” claim? Is it 3% renewable content by total foam weight? 10%? 15%? It’s a subject of contention in the mattress industry. Umberto Torresan, global marketing manager for Dow Polyurethanes– Natural Oil Polyols, a division of Dow Chemical, says his company would like to see the bedding industry create guidelines to define what level of renewable content makes a product green. He also urges the foam industry to clearly label its products with precise information about sustainable content. “The amount of natural oil in a particular foam is currently not part of the information available to consumers,” Torresan says. “That is something that must change.” Dow, based in Midland, Mich., produces the Renuva family of NOPs. But determining and confirming how much renewable content a foam contains is not always easy. Foam suppliers BedTimes interviewed say that right now carbon-14 dating is the only way to check how much “new” (or renewable content) a competitor’s product contains. Other sustainability-related concerns center on the natural oil feedstocks themselves. The primary oils used in mattress foams—soy and castor—each have potential environmental and health impacts. Worries about soybeans largely revolve around losses to the Amazon rainforest due to crop cultivation and the amount of energy required to process a soy polyol, regardless of the source country. To mitigate concerns about deforestation, some chemical producers buy soy that’s only grown in the United States. “We make sure soybean oil we use doesn’t come from where people are exploited, the environment is destroyed or the food chain interrupted,” Torresan says. Castor oil is produced directly from the plant without molecular modification and its cultivation doesn’t require irrigation or pesticides. But castor is often grown in remote, arid regions and there is a concern that an oil extraction process using hexane can pose a health risk to workers. “It’s important to remember that bio-based foams are greener, but they are not green,” says Dimitri Dounis, corporate director of marketing and foam research at Hickory Springs Mfg. Co., a foam supplier based in Hickory, N.C. “My belief, though, is that nothing is impossible. One day, we could have a flexible foam that is all renewable content.”

where, she says, “the environmental mindset is stronger among consumers than it is in Latin America.” The company also ships to Europe and Asia. “Initially, some mattress makers were using BiOH polyols, but not talking about it,” Koster says. “They wanted to get comfortable with the product first. Now, they are taking credit for it and even designing

10 | BedTimes | February 2010

the entire bed around the soy-foam concept. It’s a huge win. Consumers are so interested in products with smaller carbon footprints.” Dow Chemical’s Renuva ( is “robust and customizable and especially geared toward specialty foams,” says Umberto Torresan, global marketing manager for Dow Polyurethanes– Natural Oil Polyols. “Renuva allows

Market moves Cargill commercialized its BiOH polyols, made from soy, in 2006. (Photo courtesy Cargill Inc.)

foamers to create a visco-elastic with up to 30% total renewable content by weight. We have our own method of breaking apart the soy oil molecules and putting them back together in a different way that allows you to use even more renewable content in a flexible foam.” Trends toward sustainability are driving interest in green foams, Torresan says. “The Obama administration is making a huge push toward alternative energy and renewable resources,” he says. “For instance, the U.S. Department of Agriculture’s BioPreferred program ( will soon come out with a BioPreferred label

Carpenter’s ‘renewal’ Carpenter Co. offers the Renew line of flexible foams for mattress manufacturing.

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Botanic Bed System TENCEL® fiber comes from Nature. It is of botanic origin because it is extracted from the raw material, wood. The applications for TENCEL® are exceptionally versatile. The fiber can be used in every aspect of sleeping – beginning with mattresses and mattress pads to bed covers and linens, all the way to lingerie. TENCEL®’s universality makes it possible to enjoy a completely botanic bed from nature. Perfect moisture management guarantees a pleasantly dry sleeping climate. Nothing is dreamier than that when you go to sleep in a botanic TENCEL® bed. Lenzing is world market leader among cellulose fiber manufacturers and produces TENCEL®, Lenzing Modal®, Lenzing FR® and Lenzing Viscose®.

Leading Fiber Innovation


Plant-based blocks Advanced Urethane Technologies incorporates castor oil into its Acella-Flex foams.

Changing formulations FXI Foamex Innovations has been supplying foams with renewable content for about three years.

for products that contain a “We use both castorcertain amount of renewand soy-based polyols and able content.” (You can folhave found that the second low news about the BioPreand third generations of ferred program on Twitter these products have a much using @BioPreferred.) improved performance,” “And then there is Vaselli says. “We experialmighty Walmart,” Tormented with other types resan says. In July 2009, the of oils, but have found that retailer announced plans the level of refinement to create a “worldwide susand consistency in the soy tainable product index” by and castor products yield surveying its 100,000 global the best results. We use as Marketing opportunities Hickory Springs Mfg. Co. created a Web site just to promote its Preserve brand of foams. suppliers about such things much of these plant-based as their greenhouse gas emispolyols as possible without sions, water use and solid compromising product perwaste production. The result“Second-generation renewable formance.” ing global database will be used to foams were released in 2008 and FXI’s Reflex Natural portfolio inhelp provide consumers with inforhave higher content percentages,” cludes Aerus Natural, a visco-elastic mation that will allow them to make he says. “Third-generation foams foam launched in 2008. more sustainable choices, according are in development now.” Preserve In 2007, Flexible Foam introto the retailing giant. foams are between 10% and 16% duced BioFlex with soy-based renewable content, according to the polyols. And in early 2008, the Mattress industry offerings company. foamer began using a percentage of In 2005, Hickory Springs began a FXI Foamex Innovations began soy polyol in all of its foam formucollaboration with Cargill to assist producing foams with renewable lations, says Michael Crowell, vice in the development of soy-based content in 2007 as part of a 15-yearpresident of marketing for the Spenpolyols for flexible foams. old commitment to become a cerville, Ohio-based company. “We poured the very first foam greener company, says Alvaro Vaselli, “We did it because the American using soy polyol in the first quarter senior vice president of foam prodpublic is very interested in green of 2006 at our Conover, N.C., facilucts for the Media, Pa.-based foam and natural products and because ity,” says David Duncan, Hickory supplier. The company has miniit’s a step toward reducing depenSprings national product manager mized emissions at its four largest dency on fossil fuels,” he says. for bedding foam products. The U.S. plants with its closed-chamber “We are continually working to company markets the foam under Variable Pressure Foaming process use more soy content,” he says. “We the Preserve brand and has launched and initiated a range of recycling recently completed our third trial a Web site, and energy conservation efforts. The with a new visco-elastic foam and Hickory Springs’ first renewable VPF process is used to manufacture recently had a breakthrough that foams were 5% to 6% renewable the company’s Reflex Natural line of will allow us to use as much as 20% content by weight, Dounis says. foams with bio-based content. soy polyol by weight. Currently,

12 | BedTimes | February 2010

the percentage is 3% to 12%. It’s a balancing act. If you put too much soy-based (content) in, you weaken the physical properties of the foam. The tensil, tear and elongation (or TTE) will drop.” Carpenter Co., a foam supplier based in Richmond, Va., offers Renew, a family of flexible foams for mattresses that contain between 3% and 12% plant-based content. The company has supplied this material to the furniture industry since 2007 and mattress makers since 2008. Foams sold in the United States are made with soy polyols, says Ed Malechek, Carpenter president. “We looked at castor oil and some others and we continue to pour some castor-based foams in Europe,” he says. The company has the capability to produce foams with bio-based content at all 12 of its

Read more ➤ “Global Warming: New Challenge for Polyurethanes?” ➤ “ Polyurethane,” and “Natural Oil Polyols,” ➤ “ USDA ‘BioPreferred’ Label Intended for Retail Shelves,”

pouring plants. Chicago-based Advanced Urethane Technologies manufactures Acella-Flex foams with sustainable content derived from castor oil. Acella-Flex is offered in a variety of foam types and densities—from 0.9 pounds to 6 pounds. The company introduced the foams to the mattress industry in 2008 though, as with other bio-based flexible foams, they were first used in upholstered

furniture applications. The amount of castor-oil derived polyol in a particular Acella-Flex foam typically ranges from 3% to 6% of the foam’s total content by weight, says Joe Progar, Advanced Urethane Technologies executive vice president of OEM sales. Newer foams will contain up to 10% natural oil polyols. Levels are determined by foam type and customer requirements. BT

BedTimes | February 2010 |


Mattress recycling

Industry finding useful ways to dispose of used beds

14 | BedTimes | February 2010


By Barbara Nelles

he sight of a filthy, old mattress lying on the side of the road is an ugly reminder of a problem. What happens to mattresses at the end of their useful life? Where do they go and who is responsible for disposing of them? Landfill operators hate bulky mattresses. They don’t compact well and their springs pop out and jam machinery. The mattress industry hates that too many used beds end up in the hands of unscrupulous renovators who perform a little cosmetic surgery and resell them as new, often violating federal flammability standards and exposing consumers to allergens and pests, such as dust mite waste and bed bugs. Mattress recycling is gaining supporters both inside and outside the bedding industry. They agree: It’s good for the environment and for the industry’s image. It’s also good for new mattress sales when it cuts off the supply of used beds to dishonest renovators. There are more than a dozen mattress recycling facilities in North America. (For a list, check and click the “Sustainability” tab.) The majority are run by nonprofits and most have found that financial viability depends on collecting a per-piece tipping fee. The going rate is $6 to $15 per unit. The market for reclaimed materials is unstable. Most recently, the recession pushed prices for scrap foam and steel down significantly.

BedTimes | February 2010 |


Recycling has ‘green’ appeal for consumers Consumers generally like the idea of their used mattresses being diverted from landfills and having the components recycled. “There is a marketing advantage to retailers in telling consumers you are being responsible for your waste stream,” Jonathan Harrison says. “Our research shows that consumers are open to paying a ‘green’ fee of $6 to $10 per unit to retailers for the disposal of their used mattress—as long as they have a guarantee that their old bed won’t be resold and it won’t end up in a landfill.” Harrison is director of operations for Rubicon National Social Innovations, a San Francisco-based nonprofit that helped Goodwill Industries in San Jose, Calif., open a small recycling facility. A 2009 SOLinc survey of 500 U.S. consumers who had purchased or were planning to buy a new mattress had similar findings. “Our study shows that consumers are already behind mattress recycling,” says Joe Paviglianti, a principal and Out with the old The International Sleep partner in Phoenix-based SOLinc, a Products Association is investigating the mattress recycling consultancy. “They possibility of using tire-shredding will choose one retailer over another machinery to recycle mattresses and if it is recycling used bedding. They foundations. don’t want their old mattress resold or landfilled.” SOLinc’s study also showed that many consumers are confused by the term “recycling.” “They associate it with renovation,” Paviglianti says. “We need better consumer education to explain that none of the reclaimed components are used in new beds.” Abdul Erdem, president of Montreal-based recycling company MattCanada, agrees. “Today’s consumer cares about where their mattress is going,” he says. “They are interested in mattress recycling. We want to see recycling become mainstream. It’s better for the environment and for the mattress industry.” Widespread recycling could improve consumers’ impressions of the entire mattress industry, some say. “Consumers deal with mattress disposal once every 10 years or so,” says Dave Rosenbrook, fleet facilities manager for Slumberland in Little Canada, Minn. “But when they do, it can be a real thorn in their sides and recycling can be a compelling story: ‘We’ll pick up and dispose of your old mattress in an environmentally friendly, safe manner.’ ” Or, as Barrie Brown, a former mattress retailing executive who is now a consultant, puts it: “If we did something really bold about mattress recycling, it could shake up the industry’s bad image among consumers.”

Some in the recycling and mattress industries support the idea of a universal product disposal fee collected at the point of sale—much like what is done in many states with used tires, large appliances, automobile batter-

16 | BedTimes | February 2010

ies, paint and other items. But others worry about increased government intervention. They prefer that the industry devise and manage its own solution. There is increasing agreement,

however, that within seven to 10 years, recycling of used mattress materials could become commonplace in North America. There is less interest in Europe, where mattresses are incinerated or burned for energy. But, in addition to driving down prices for used components, the recession has slowed momentum when it comes to the growth of mattress recycling: The flow of beds has slowed, recyclers have closed and demand for components has dried up. On a positive note, studies and anecdotal evidence show that a growing number of consumers are concerned about what happens to the mattresses they discard. Perhaps it’s the sight of those beds on the side of the road. ISPA’s involvement Promoting mattress recycling is one of the goals of ISPA Earth, the cradle-tocradle sustainability initiative of the International Sleep Products Association. “ISPA’s primary role is as a facilitator, promoting and encouraging mattress recycling,” says Ryan Trainer, ISPA executive vice president and general counsel. “We work to stimulate discussion and awareness of mattress recycling; act as an information resource on processes, procedures and equipment; and are helping interested entrepreneurs and organizations connect with existing operations.” One challenge for ISPA is budgetary constraints that prevent the association from fully funding all aspects of its recycling initiative, Trainer acknowledges. However, ISPA has done much work to date. In 2003, it created a Mattress Disposal Task Force to study the opportunities and

keep on


in the free world We are proud to welcome the newest members of the band:

Artaban International, Mexico and Restolex, India Who join our recently added members: Therapedic - Northern California (SleepRite Industries) Therapedic - Colorado (Sermano, Ltd.) Therapedic - Idaho (Everton Mattress) Therapedic - Florida (Regal Mattress) Therapedic - Mid-Atlantic (Cotton Belt, Inc.) World Market Center High Point Market Tupelo Market Therapedic - Pennsylvania (PA Bedding Company) Las Vegas Plaza Suites Building Building #3 Therapedic - Texas (Winco) Building B, Suite 822 Suite I-535 Space #3000 • 800-314-4433

New uses for old components ➤ Steel springs Reclaimed steel is bundled and sold as scrap to be remelted and poured into new steel components.

➤ Foam About 70% of the foam in mattresses can be ground and reused in carpet underlayment and moving pads. It’s also used as a biomass fuel source. Studies are under way to convert used foams back into polyols for new polyurethanes. ➤ Fiber Cotton fiber can be mixed with wood fiber, carded and used in engine oil filters. Cellulosic fibers may be incinerated. ➤ Wood The staples in foundations are a complication, but most wood can be chipped and used as landscape mulch, stuffing for pet beds or biomass fuel for waste-to-energy production. ➤ Fabric Tickings can be reclaimed and used in items such as pet beds. ➤ Shoddy pads They also can be used as a fuel source for waste-to-energy production.

lenges posed by mattress disposal and component recycling. It issued a thorough analysis of recycling and made detailed recommendations on how the industry should move forward. (The report is available under the “Sustainability” tab at ISPA also has provided limited assistance to a recycling operation and sponsored a design competition for reusing mattress components in creative ways. The association currently is exploring the efficacy of using tire-shredding machinery adapted for mattress recycling. These machines can shred an entire mattress or foundation in seconds. Afterward, a magnetized separation process is used to collect the metal. Many see such grinding as the best way to handle high-volume recycling and to prevent cast-off beds or their components from being reused by renovators. “The mattress industry is trying to solve the recycling problem, in part, because it’s the right thing to do,”

18 | BedTimes | February 2010

Trainer says. “But another important motivating factor is that we want to act now to avoid or lessen the costs and disruptions that might result if governments were to impose recycling obligations on mattress producers. California and other states are now considering legislation making manufacturers responsible for recycling a consumer product when it reaches the end of its useful life. Some of the options under consideration could be costly and impractical.” “I’m very optimistic that the right solution or solutions to recycling will be found because ISPA members back some sort of initiative,” says Steve Willis, staff vice president of continuous process improvement at industry supplier Leggett & Platt, which has headquarters in Carthage, Mo. “The best approach is to develop two to three options that will fit everyone’s needs. One thing is certain, we need to tackle this issue and make it work fiscally and physically.” An interesting model, Trainer says,

is the independent nonprofit Rechargeable Battery Recycling Program (, which funds the collection and recycling of rechargable batteries in North America. “Although the funding mechanisms that finance this program wouldn’t work well for the mattress industry, we can learn a lot from how they have solved some of the logistical problems of getting the used products to a recycling center,” he says. “They have enlisted retailers as important links in the collection process and promote their industry’s green efforts.” Less landfilling Mattress retailers are on the front lines of disposal. Many majors, including Toronto-based Sleep Country Canada, Phoenix-based Sleep America and Rooms To Go, with headquarters in Seffner, Fla., have implemented programs aimed at diverting mattresses from landfills. They donate lightly used beds to charity, do their own recycling or contract with recyclers. Retailers Slumberland and Art Van Furniture have invested in shredding machines to compact used bedding before taking it to the landfill. “We use a shredder from SSI Shredding Systems that allows us to grind up mattresses, box springs and unusable products and compact the material about 20 to 1,” says Dave Rosenbrook, fleet and facilities manager at Slumberland, which has headquarters in Little Canada, Minn. “But the industry as a whole needs to devise and manage a comprehensive solution,” Barrie Brown says. “Others talk about needing ‘a level playing field’ in order to begin, but if we do nothing, that may lead to government imposing a solution on the industry.” Brown is former president and chief executive officer of retailer Mattress Giant and now is a Dallasbased independent consult to smallbox retailers. Brown says he is a long-time advocate of mattress recycling and notes that Mattress Giant continues to send customer castoffs to recycler Conigliaro Industries in Framingham, Mass.

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SOLinc (Save Our Landfills), a mattress recycling consultancy based in Phoenix, is “working to find a scalable solution for retailers of all sizes,” says principal and partner Daryl Newton. “Fundamental to our mission is education of consumers, manufacturers, retailers and recyclers.” One client is Correctional Industries, a public/ private partnership based in Seattle that is establishing a recycling facility using prison labor. Lee Quinn, chief executive officer of Sleep Products Inc., a Restonic licensee based in New Albany, Ind., says his company takes possession and disassembles all of its retailer returns. It sells metal and foam to scrap dealers. “There may not be a single, ready answer to (industrywide) recycling,” he says. “It’s an expensive proposition. And in the current economic climate, people are concerned about every dime.” Mattress manufacturer Corsicana Bedding Inc., based in Corsicana, Texas, has started recycling its retailers’ used mattress pickups at no charge. In October, it opened Dream Green, a separate operation where it manually tears down beds. “In three months, we’ve kept about 1,000 mattresses out of landfills and out of the hands of renovators,” says Carroll Moran, Corsicana president. “I see a need for this and am trying to come up with a viable mattress recycling operation. Our goal is to at least be able to break even on collection, tear down and recycling.” “We are absolutely antirebuilding,” Moran says. “We’ve witnessed renovators selling old Corsicana mattresses as new—for more than they were originally sold for. Our industry needs a solution to this problem.” Mostly manual methods Most mattress recyclers manually “fillet” mattresses and pull apart the components.

20 | BedTimes | February 2010

At PPL Industries in Minneapolis, mattresses are dissected on roller tables using electric cutters. The operation is a subsidiary of Project for Pride in Living, a nonprofit that assists low-income families in the Minneapolis-St. Paul area. “Our goal is to not automate further than we have to and to just break even,” says Doug Jewett, PPL chief operating officer. “But material handling equipment is really important.” PPL has invested in balers, forklifts and power pallet jacks. PPL provides three to six months of job training for difficult-toemploy people—the homeless, immigrants or individuals recently

Renovators vs. recyclers

Whether sold or stolen, used beds find their way into the renovation market from curbside, loading docks, transfer stations, landfills and elsewhere. Industry representatives and recyclers that BedTimes spoke with estimate that 10% to 30%—most cite the higher percentage—of all discarded bedding finds its way to renovators. “The used bedding market is almost impossible to quantify,” says Barrie Brown, a former retail executive who is now a consultant. “The harsh reality is that there are stores everywhere selling these products and they give the whole industry a bad name.”

released from institutions. “We get complaints about the cost—$15 per mattress or foundation—but not from consumers. They’re on board with our program and what we’re trying to do,” Jewett says. Among those who say the perpiece charge is too high are retailers, municipalities and private waste haulers, he says. The PPL facility opened in July 2008, but had a sluggish start because of the economy. Only 4,000 pieces were recycled in 2009. PPL plans on lowering its per-piece price, broadening its reach to a seven-county area and conducting community awareness and collection campaigns. Goodwill Industries in San Jose, Calif., opened a small recycling facility in 2009 with the assistance of Rubicon National Social Innovations, a nonprofit with headquarters in San Francisco. Rubicon’s goal is to support the creation of businesses that provide training and transitional employment for “marginal” populations. It’s also involved with mattress recycling operations soon to open in Baltimore and Philadelphia. The San Jose Goodwill facility does both residential and commercial mattress pickups. “The dismantling operation is highly manual,” says Jonathan Harrison, Rubicon director of operations. “We fillet the mattress, but use a machine to remove springs from wood. Then we saw and bale the wood. We don’t use expensive grinders.” The largest mattress recycler in North America is the St. Vincent de Paul Society of Lane County, based in Eugene, Ore. It operates three facilities in California and Oregon that together process about 150,000 mattresses per year. There is a $6 tipping fee per unit. “Our crew at DR3 (which stands for Divert, Reduce, Reuse, Recycle)

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Containing critter concerns

As many recyclers will tell you, there’s a stigma about handling old mattresses and all the publicity about bed bugs has only added to it. Mattress recycling was spotlighted on the Discovery Channel’s hit program “Dirty Jobs” in September when host Mike Rowe visited a center run by St. Vincent de Paul Society of Lane County. Rowe spent considerable time being grossed out by just the thought of dust mites and bed bugs. In addition to having workers use gloves, wear protective clothing and wash their hands, Doug Jewett says his mattress recycling facility contracts with a pest control company to keep the premises free of insects. Jewett is chief operating officer of Project for Pride in Living in Minneapolis. All mattresses also are stored on roller carts lined with clean paper. “You watch for telltale signs on the paper—droppings, bed bugs, roaches,” he says. “Roaches are a big problem on bedding that’s been stored in damp places like garages.”

in Oakland can deconstruct a mattress in 10 minutes using a machine that shears off the top of the bed,” says Terry McDonald, St. Vincent de Paul of Lane County director. Components are bundled and baled, then shipped to companies across the country.

22 | BedTimes | February 2010

“Our community is supportive of mattress recycling and the good green jobs it produces,” McDonald says. “That’s important to our success.” Governments in California and Oregon also are supportive—and way ahead of the rest of the country

in terms of waste reduction initiatives, McDonald says. In 1990, the state of California mandated that municipalities reduce the number of products going to landfills and many cities put mattresses on that list. MattCanada, which is based in Montreal, has three locations in Canada, including a new facility in Halifax, Nova Scotia. The company designed and patented a mattress dismantler. (You can view it in action at MattCanada’s Web site, The company uses several other machines to strip, shred and compact materials, and offers free consulting services to anyone interested in starting a mattress recycling business. “The first couple of years were hard until we gained the trust of customers. We have 32 accounts from different sectors, including retailers Sears and Hudson Bay,” says Abdul Erdem, MattCanada president. “We aren’t making millions, but we’re surviving.” BT


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IndustryNews Simmons wins court approval of sale to Serta owners The U.S. Bankruptcy Court for the District of Delaware has approved a prepackaged restructuring plan for Atlantabased mattress maker Simmons. The decision allows Ares Management LLC and the Ontario Teachers’ Pension Plan to acquire Simmons and all of its subsidiaries, as well as its parent Bedding Holdco Inc. The investors own National Bedding Co., the largest manufacturer of bedding under the Serta brand name. When the announcement was made Jan. 5, it was expected that Simmons would complete the transaction and emerge from Chapter 11 bankruptcy by Jan. 20. The reorganized company will have significantly reduced its debt, from $1 billion to about $450 million. The plan provides for all trade vendors, suppliers, employees and

senior secured lenders to be paid in full. “Just as our lenders and note holders voted their confidence last fall, this favorable decision by the court further validates the viability of our plan and opens the door to an exciting future for our company, our employees, and all of our suppliers and our customers,” said Steve Fendrich, Simmons president and chief operating officer. Before the court’s approval, The Wall Street Journal reported that a group of government-linked Chinese financiers were encouraging Chinese bidders to challenge Simmons’ prepackaged restructuring plan and make a play for the company. Simmons discounted the report, saying it was not contemplating and had not solicited any alternate bids in China or elsewhere.

Las Vegas revamps market schedule


eginning this summer, the Las Vegas Market, a biannual market held at the World Market Center complex, will have a new schedule and structure to create “two multifaceted, mega-markets.” The summer furniture and mattress market, now scheduled for Aug. 2-6, will overlap with the debuting Gift + Home and Vegas Kids exhibitions, which will run Aug. 4-7. This year’s winter market was Feb. 1-5; the summer 2010 market had been set for Sept. 13-17. “Together, these events will attract the broadest possible range of buyers, exhibitors and designers to Las Vegas for extraordinary business opportunities,” according to the market authority. Organizers said they will schedule future summer markets for late July or early August, depending “on calendar and strategic considerations.” The next winter market will be Jan. 24-28, 2011, and is timed to coincide with the Surfaces floor covering expo and InspireDesign, the World Market Center’s new hospitality design show. Organizers said they plan to hold future winter markets in late January or early February. “At a time when all businesses require introspection and must challenge themselves to create more value, we are proud to embark on strategic decisions that, based on input from many of our partners, optimize sales opportunities for their businesses and expand channels of distribution,” said Robert Maricich, World Market Center president and chief executive officer. Market authorities said the new schedule and structure “will provide retailers an opportunity to see increased new product rollouts, cross-shop a diversified product platform, discover new vendors and place orders in order to have merchandise in their stores during the important fourth quarter.” Organizers also said the new schedule will “reduce potential industry conflicts.” Many mattress makers reported that they saw less traffic from East Coast retailers when the Las Vegas Market was held last September. They attributed the decrease, in part, to the fact that the October High Point furniture market was just a few weeks later.

Renovator recalls mattress sets


attress World, based in Dallas, has voluntarily recalled about 750 renovated mattress sets that fail to meet the mandatory federal open-flame standard, according to the U.S. Consumer Product Safety Commission. Included in the recall are renovated twin-, full-, queen- and king-size mattress sets sold in blue, white and taupe floral colorways. Only those with the following information on tags attached to the mattress and foundation are included in the recall: “Manufacturer: Mattress World. Date of Manufacture: May 29, 2009 through September 4, 2009. Prototype ID: MWQ or MWFOBXQ.” The mattress sets were sold at a variety of furniture stores in Arkansas, Louisiana, Oklahoma and Texas from May through September. They retailed for between $35 and $105. No incidents or injuries associated with the mattress sets have been reported. The CPSC recommends consumers call Mattress World at 877-819-0725 or email to receive a full refund.

BedTimes | February 2010 |



Therapedic adds upholstery licensee


executive officer. rinceton, N.J.-based “This is a strong promattress licensing group gram and a natural extenTherapedic International has sion to our mattress line,” entered into an agreement he said. “Plus, we’ve built with Edgecombe Furniture a quick-ship model that to produce sofas, love seats, helps retailers make quick chairs, sleep sofas and other sales and turn goods fast.” upholstery goods under the “We are excited about Therapedic label. the growth potential with Edgecombe is sister Therapedic and look forcompany of Therapedic’s ward to growing stronger mid-Atlantic licensee, Sleep as a part of the Therapedic Worthy. team,” said Bob Phillips, The new upholstery line Diving into upholstery Therapedic International has signed a licensing deal will incorporate Therapedic with Cotton Belt Inc.’s Edgecombe Furniture division to produce upholstered vice president of EdgeMemoryTouch visco-elastic furniture. Celebrating the partnership are Edgecombe and Cotton Belt execu- combe, which has headquarters in Pinetops, N.C. foams and Therapedic Pure- tives (from left) Bob and Ellis Phillips and Dan Alwine. Edgecombe and Sleep Touch latex inserts. available for shipment throughout Worthy are both divisions of Cotton All upholstery will be manufacNorth America, said Gerry BorregBelt Inc. tured in the United States and be gine, Therapedic president and chief

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Natura World marketing MediWedge in U.S., Canada Natura World, a maker of natural and organic bedding products based in Cambridge, Ontario, has obtained exclusive rights to manufacture and distribute MediWedge bed foundations in North America. MediWedge is a patented technology designed to improve sleep health and alleviate common sleep disturbances such as gastroesophageal reflux disease. “Natura World is committed to finding natural solutions to common sleep disruptions,” said Ralph Rossdeutscher, Natura World chief executive officer. “The Natura MediWedge foundation provides a healthy way to adjust your sleep environment. This small lifestyle change can dramatically improve sleep quality.” The foundation slightly elevates the head and shoulders, allowing gravity to help reduce nighttime reflux and ease breathing. It can be used beneath any type of mattress.

Shorts Magniflex debuts at Canadian market As part of a plan to grow its market share in Canada, specialty bedding producer Magniflex showed for the first time at the Canadian Home Furnishings Market Jan. 9-12 in Toronto. Magniflex, based in Prato, Italy, conducted a test launch with retailers in Montreal and Toronto last year. The company’s mattresses are distributed in 70 countries.

Relax The Back adds new Anatomic Global beds Mattress manufacturer Anatomic Global, with headquarters in Corona, Calif., is producing a new line for La Palma, Calif.-based retailer Relax The Back. PureRelax by Relax The Back joins PureFit by Relax The Back on the retailer’s floor. The beds contain Anatomic Global’s trademarked EcoMemoryFoam, an open-cell visco-elastic with renewable content; the Enhanced Anatomic Support System for pressure relief; and a LiveResponseFoam comfort layer.

BedTimes | February 2010 |



Classic Sleep expects quick emergence from bankruptcy


attress manufacturer and importer Classic Sleep Products, based in Jessup, Md., has filed for Chapter 11 bankruptcy in the U.S. Bankruptcy Court for the District of Maryland. It is seeking approval for the sale of company assets to a new entity, Classic Brands LLC. Classic Sleep Products’ long-time Chinese manufacturing partner would have an equity stake in the new company and has pledged $10 million in financing. Classic Sleep Products said there will be no disruption of service to customers, vendors or suppliers during the Chapter 11 process and the company expects to exit bankruptcy quickly. Under the proposed reorganization plan, current management will increase its majority ownership stake in the business with funding provided by JMX Capital Partners and a senior lender, CIT Financial. “We see this move as a very exciting opportunity to solidify Classic’s position as the leading value brand in the United States. This strong infusion of capital will strengthen our current business and position the company for dynamic future growth,” said Mike Zippelli, Classic Sleep Products chief executive officer. Zippelli said the filing was necessary in order to separate the mattress producer from its retail arm, Dormia Inc., which had operated more than 30 stores until shortly after its Chapter 11 filing 18 months ago. Classic Sleep Products sells its beds and sleep accessories under the Dormia, Space Age and Natural Expressions brands.

Mexican pad maker opens plant in U.S.

Marves Industries, a Mexican manufacturer of nonwovens and insulator pads for mattresses and furniture, is opening a manufacturing plant in Hildebran, N.C. According to a news release issued by the state, North Carolina will invest $1.75 million in the new facility, which is expected to bring 66 manufacturing jobs to Burke County. Marves will operate out of a former Bauer Industries facility, an acoustic padding company that abruptly ceased operation in February 2009. The Uruapan, Michoacán-based Marves says its new plant will be well-positioned to supply mattress makers in the eastern half of the United States. “The availability of the building, equipment and trained labor in Hildebran weighed heavily in the decision,” said Elias Gomez, Marves general manager.

30 | BedTimes | February 2010

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Hickory Springs buys Hi-Tech Foam Products

Industry components supplier Hickory Springs Mfg. Co. has acquired Indianapolis-based Hi-Tech Foam Products LLC. Hi-Tech fabricates foam in Mexico and China, supplying the appliance, automotive, medical and military sectors. Its core competencies include die cutting, precision fabrication, lamination and design. Terms of the deal were not disclosed. The company will operate as a wholly-owned subsidiary of Hickory Springs under the Hi-Tech Foam Products name. “The acquisition of Hi-Tech fits well with our strategic goals of growth and diversification,” said Don Coleman, president of Hickory Springs, which has headquarters in Hickory, N.C. Steven Andrasik, who transferred from Hickory Springs’ foam plant in Commerce, Calif., will manage plant operations. John Metaxas, Hi-Tech vice president of sales, remains in that capacity. Metaxas is a specialty foam-fabrication industry veteran with more than 15 years of experience.

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Short Retailer: 2009 good for foster charity Seattle-based retailer Sleep Country USA’s Foster Kids Program collected 87,785 donations of clothing, shoes, coats, school supplies and gifts, as well as $77,000 in cash to benefit foster children in Washington and Oregon. The Sleep Country USA Secret Santa Toy Drive alone yielded 8,581 holiday gifts. The retailer partners with 16 organizations in the region. “Foster children face setbacks that few can imagine,” said Terry Horsley, Sleep Country USA vice president of brand strategy. “I’m incredibly proud of our company and customers for supporting a program that shapes the future of our next generation.” Donations can be made at

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32 | BedTimes | February 2010

➤ FR & regulatory information ➤ Coverage of suppliers & new products ➤ Mattress disposal & recycling ➤ Ideas & industry trends

Gribetz to offer training during ISPA EXPO G

ribetz International, a division of Carthage, Mo.based Leggett & Platt’s Global Systems Group, expects to offer free, advanced training sessions on Gribetz quilting machinery at ISPA EXPO, which will be March 3-6 in Charlotte, N.C. The company plans to hold the classes March 5-6. Tune-up tips are designed to help mattress manufacturers boost the performance of their Gribetz quilters and make better use of the machines’ existing features. The training also will improve Overall Equipment Effectiveness, a lean manufacturing practice that increases production and maximizes capacity. Some of the information to be covered: ➤ Reducing downtime on quilters and panel cutters ➤ Tuning equipment for maximum productivity ➤ Details about advanced programming ➤ Setting up Gribetz BatchMode/AutoSchedule for production savings. Space in sessions is limited. To reserve your spot, call Gribetz at 800-326-4742 or 954-846-0300. Topics and ses-

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Masias offers panel recycling system M

asias Maquinaria SL, a producer of equipment that directly feeds opened fibers into quilting machines, also has developed machinery designed to recycle quilted mattress panels. Masias’ compact shredder recycles clean scraps resulting from

the production of quilted mattress panels, such as sewing selvages, as well as complete, quilted panels composed of ticking, fiber, foam and even fine interlining, according to the company, which has headquarters in Olot, Spain. The recycled materials can be con-

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veyed through direct feeding lines to quilting machines or vacuum cushion filling lines so that the components can be reused to produce mattress panels or sofa cushions. The new filling can be made exclusively from recycled materials or blended with virgin fibers.

Eclipse/Eastman take new showroom space in Las Vegas Eclipse International and Eastman House opened a new, larger showroom at the Las Vegas Market’s World Market Center in time for the winter furniture market Feb. 1-5. At close to 2,000 square feet, it is three times the size of the previous showroom. The growth of both brands necessitated the move to a larger space, according to the North Brunswick, N.J.-based bed maker and licensing group. The new showroom is on the 15th floor of Building C. New models on display from Eclipse incorporate its patent-pending Zoned Quilt Technology to provide lumbar support and reduce the likelihood of body impressions. Eclipse has added to its “green” mattress collection, which features organic cotton fabrics, foams with bio-based content and natural latex. Eastman House has rolled out inner-tufted and handtufted mattresses with tufted borders. The ultra-premium brand also added new models to its coil-on-coil collections, as well as a new box spring design.


Suppliers team up on FR marketing, distribution Creative Ticking, Springs Creative Products Group and Ventex have entered into licensing deals and marketing and distribution arrangements for TCF (Totally Chlorine Free) FR rayon-based fire barriers, yarns and finished products. “This technology, based on the cutting-edge Verifiber TCF FR rayon fiber, is the most exciting and innovative that we have ever introduced,” said Harrison Murphy, president of Great Falls, Va.-based Ventex. The company will offer a complete line of knitted tickings with built-in fire barriers, knitted sock-style interliners, and woven and nonwoven fire barriers. Creative Ticking, with headquarters in Gastonia, N.C., will coordinate the introduction of Tiotec Free TCF knitted tickings. “We now have access to an interlocking set of patents that enables us to offer the very best products



that can be made in this field. We have thousands of decorative designs to bring to market with the TCF fireblocking technology,” said Ron Sytz, Creative Ticking chief executive officer. Springs Creative Products Group will sell a complete line of TCF knitted interliners under the Firegard brand umbrella. “Not only are these new interliners the most ecofriendly in the marketplace, they have a chemical profile that limits the content of chemicals like antimony, lead, bromine, chlorine, melamine and are the first high-performance, halogen-free fire barriers that will change the way mattresses are designed,” said Scott Frisch, Springs Creative vice president. The products will be shown at the ISPA EXPO March 3-6 in Charlotte, N.C.

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FabricTech announces 2009 growth & new offerings


attress and pillow protection supplier FabricTech International saw record growth in the West and Midwest in 2009 and surpassed the 1,200-store count, according to the Cedar Grove, N.J.-based company. The privately held company’s products are available at retailers including America’s Mattress, Ashley HomeStore, R.C. Willey, Sleepy’s, Sit ’n Sleep and Value City Furniture. “Our goal over the last six months was to broaden our distribution nationally, growing from our traditional stronghold in the eastern U.S.,” said Jeff Bergman, FabricTech president and chief operating officer. “We added a new sales team and they have given us the ability to really provide the high level of service, training and support retailers want in order to develop their mattress

and pillow protection business.” At the winter Las Vegas Market, held Feb. 1-5, the company introduced a number of products. FabricTech Elite is a new line of machine-washable mattress and pillow protectors with Sanitized Silver fibers. The company says they are the first bed protection products in the United States to incorporate the technology. Silver is said to control

odor by killing bacteria on contact and protects against allergens, dust mites and moisture. FabricTech’s first infant-care product, the Crib Protector, is made with OmniGuard Ultra material. Two new pillow protectors with OmniGuard Ultra—one for small travel-size pillows and one for full-size hotel pillows—also are available.

Short United Feather teams with online retailer Pillow and fill supplier United Feather & Down, which has headquarters in Des Plaines, Ill., is supplying its premium down blend and down alternative fills to online retailer My Ideal Pillow (, based in Wilson, N.C. My Ideal Pillow is incorporating United Feather’s Lyocell Down, SpiralLoft and MicroMax fills in custom-made pillows that are created using a computerized pillow-fitting system.

BedTimes | February 2010 |




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3:00pm – 5:00pm

Speaker: Representative from U.S. Consumer Product Safety Commission (invited) Make sure you are up to speed on the current status of CPSC’s efforts to enforce the Part 1632 and 1633 mattress flammability standards. Also learn how the CPSC is implementing new safety requirements enacted in the Consumer Products Safety Improvements Act (CPSIA) and what impact they might have on your business in terms of the components you use, and how you test and certify your product. Separate ticketS required for educational SeSSionS – See regiStration form for detailS.

Wednesday, March 3 Roundtable: industry Forecast — What Will the Future Look Like? 2:00pm – 3:00pm Speakers: Jerry Epperson, Managing Director, Mann, Armistead and Epperson, Ltd. Michael Sherman, Ph.D., President, Association Research Inc. Given today’s challenging marketplace, anticipating the future is difficult — but more critical than ever. Be one of the first to hear an overview of the 2010 mattress industry forecast figures. Our experts will review the highlights and tell you what it may mean for your business. Understand how the forecast is prepared and how to use this valuable information to help make more informed decisions.

Thursday, March 4 Teaming with Retailers to improve the Customer experience 7:45am – 9:00am

Speaker: Mike Wittenstein, Chief Experience Architect Paying attention to the front line can improve your bottom line. As manufacturers, you can impact consumer perception of your brand by teaming with your retailers on the customer experience. In this session, Mike Wittenstein, an authority on customer experience with a successful track record at such brands as McDonald’s, Wingate Inns, IBM and Air Canada, as well as with aspiring brands, will show you the practical nuts and bolts of pulling together a customer experience design plan that improves your profitability and the profitability of your retailers.

Thursday, March 4 (continued)

Roundtable: Mattress Recycling & Disposal — opportunities and Challenges 2:00pm – 3:00pm Speaker: Representative from Rubicon National Social Innovations

Recycling is becoming an increasingly important issue for the industry as more communities refuse to accept used mattresses in landfills and some states consider whether to make mattress manufacturers responsible for taking back and recycling their used products. Hear about recent ISPA efforts to expand recycling and disposal initiatives, the potential opportunities and pitfalls, and how other industries are meeting similar challenges.

Friday, March 5 Roundtable: ‘Green’ — What Does it Really Mean? 2:00pm – 3:00pm Speakers: Industry ‘Green’ Task Force

Consumers’ attitudes toward ‘green’ products have significantly evolved. Many more are demanding assurance that the products they buy are truly ‘green’. Most manufacturers and retailers agree that any standard developed should be straightforward and easy for the consumer to understand. But what does ‘green’ really mean when it comes to mattresses and what should the scope of such a standard be? Hear about the current efforts to tackle these questions and more.

Separate ticketS required for roundtable and educational SeSSionS – See regiStration form for detailS. roundtableS free for iSpa memberS. no video or audiotaping of educational SeSSionS permitted.

40 | BedTimes | February 2010

iSpA expo 2010

Schedule at a Glance

Tuesday, March 2 8:00am – 5:00pm 3:00pm – 5:00pm

Registration Open PRe-cOnFeRence SeMInAR: Mattress Safety — What You need to Know

Wednesday, March 3 7:00am 9:00am 2:00pm 5:00pm

– – – –

5:00pm 5:00pm 3:00pm 6:30pm

Registration Open ISPA eXPO exhibit Hall Open ROundTABle: Industry Forecast — What Will the Future look like? WelcOMe RecePTIOn: The carolinas...From the Mountains to the coast, featuring the Insomniaczzz

Thursday, March 4 7:00am 7:45am 9:00am 2:00pm 5:00pm

– – – – –

5:00pm 9:00am 5:00pm 3:00pm 7:00pm

Registration Open SeMInAR: Teaming with Retailers to Improve the customer experience ISPA eXPO exhibit Hall Open ROundTABle: Mattress Recycling & disposal — Opportunities and challenges Private exhibitor Appointments

Friday, March 5 7:00am – 5:00pm 7:45am – 10:00am 10:00 – 5:00 2:00pm – 3:00pm 5:00pm – 7:00pm am


Registration Open Industry Breakfast featuring craig Karges, Illusionist

(included with your eXPO attendee registration)

ISPA eXPO exhibit Hall Open ROundTABle: ‘Green’ — What does It Really Mean? Private exhibitor Appointments

Saturday, March 6 8:30am – 10:00am 9:00am – 12:00pm

Registration Open ISPA eXPO exhibit Hall Open

Visit the ISPA eXPO Website to register and for the latest event details.

*Schedule subject to change. Additional fee for Roundtables and educational Seminars. See registration form for details. Roundtables are free for ISPA members.

iSpA expo 2010

Event Sponsors

BedTimes | February 2010 |


CHARLoTTe, NoRTH CARoLiNA, USA Centrally-located, extremely affordable and convenient ISPA EXPO 2010 is easily accessible by car, train or air and convenient to Charlotte Douglas International Airport, which handles nearly 600 flights daily. Charlotte is also within a 200-mile radius of the majority of North Carolina manufacturers who make up the “furniture capital of the world.” Charlotte’s Center City convention district boasts nearly 100 restaurants and eateries as well as scores of shopping and entertainment options. Walk along the bustling streets or step aboard the Historic Charlotte Trolley in the South End and experience the warmth and Southern hospitality visitors to the Queen City have come to know.

ReGiSTeR FoR iSpA expo 2010 ToDAY — iT’S eASY!

8 OnlIne: Use your credit card to register online at Sign up here for all EXPO events and make your hotel and travel reservations too.

2 FAX: Fax your completed registration form with full credit card payment to 1-508-759-4552. + MAIl: Mail your completed registration form and payment to: ISPA EXPO 2010, c/o CDS, 107 Waterhouse Road, Bourne, MA 02532 USA.

ReSeRve AT oFFiCiAL iSpA expo 2010 HoTeLS AND ReCeive DiSCoUNTeD RATeS!

Captivating and cosmopolitan, Charlotte has character to spare and an ambiance all its own!

42 | BedTimes | February 2010

Take advantage of low rates arranged with official ISPA EXPO 2010 hotels, all located within walking distance of the Charlotte Convention Center. Book your hotel online at or call 800-220-5918, M-F, 8am-5pm US Central Standard Time. International Travelers please call 1-312-527-7300.

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exhibiting Companies A. Lava & Son Co.

Diamond Spring Company - USA

Advance Fiber Tech. Corp. (AFT)


American & Efird, Inc.

D.R. Cash Inc.

American Nonwovens Inc.

Dunlap Sunbrand International

Apropa Machinery USA

Duroflex Limited

Arch Chemicals, Inc.

Eclipse International/Eastman House

Ateja Tritunggal

ESCO (Edge-Sweets Company)

Atlanta Attachment Co., Inc.

Edgewater Machine Co., Inc.

Avery Dennison Corporation — Fastener Division

Enkev Group


Entex Textil, S. L.

Baumer of America, Inc. Bechik Products, Inc. Bekaert Textiles USA Inc. Black Bros. Company BLR Bo-Buck Mills, Inc.

Enriquez Materials & Quilting Inc. Ergomotion Estes Forwarding Worldwide Everbright Manufactory Ltd. Fecken-Kirfel America Inc. Feutre National Felt Inc.

BoMei-Changfu Ltd.

First Film Extruding, LLC/ Balcan Plastics Ltd.



Bruin Plastics Co., Inc.

Flexible Foam Products, Inc.

C.J. Hodder Lumber Company

FMA Trading LLC

Carpenter Company

Foshan Ruixin Nonwoven Co., LTD.

Chamay Mattress Ticking Manufacture (Foshan) Co., LTD.

FXI Foamex Innovations

Chem-Tick Coated Fabrics, Inc.

Global Systems Group

Chung Tien Enterprise Co., LTD. Coats North America Costa International Creative Ticking CREDO O.O.O. CT Nassau Tape – Ticking CTL-Chicago Tape & Label Culp Home Fashions Demand Foam Cutting Deslee Textiles USA Inc. Diamond Needle Corp.

44 | BedTimes | February 2010

Galkin Automated Products The Govmark Organization, Inc. Harvard Manufacturing Enterprises, Inc. Henkel Corporation Herculite Products, Inc. Hickory Springs Mfg. Co., Inc. Ideal Quilting Limited Innofa Integrity Software Solutions Jacquard Textile James Cash Machine Co., Inc.

John Marshall & Co. Ltd.

Soltex, Inc.

Jomel Industries, Inc.

Spec-Tex Inc.

Jones Fiber Products, Inc.

Springs Creative Products Group LLC

Knickerbocker Bed Co., Inc.

Spuhl AG

Komar Alliance

Stork Twin City Testing

Lady Americana

Sunkist Chemical Machinery Ltd

Lampe USA Inc.

T.J. Beall Company Inc.

Latex International

Tai Wa Hong (Macau)

Latex Systems Co. Ltd.

Tekscan Inc.


Texas Pocket Springs

Lava USA

Thomson Research Associates, Inc.

Leggett & Platt, Inc.

Tietex International, Ltd.

Leigh Fibers Inc.

Transfer Master Products AKA Maxwell Adjustable Beds

Lenzing Liberty Threads N.A. Inc. Lucerne Textiles Inc. Luen Tai Group (HK) Limited Masias Maquinaria, S.A. Matsushita Industry Co., Ltd. Maxime Knitting Inc. Milliken & Company Monks International N.V. Nantong Healthcare Foam Series Co., Ltd

Uni-Source Textile Utopia Mattress, Inc. (Division of BedInABox) Vintex Inc. Vita Nonwovens William T. Burnett & Co., Inc. Wright of Thomasville, Inc. XSensor Technology Corporation Z Wood Products Co. Inc. Zhejiang Huajian Mattress Machinery Limited

Natura World Inc. OHM System P. Bjerre Inc. Performance Fabrics & Fibers Plastic Monofil Co. Ltd. Precision Custom Coatings Precision Fabrics Group, Inc. Radium Foam Vita Talalay Remex AG Response Computer Group, Inc. Restonic Mattress Corp. Richard Pieris Natural Foam, Ltd. SABA North America, L.L.C. Shanghai Latex Industrial Co. Ltd. Simalfa Simmons Engineering Corp.

Show Hours Wednesday, March 3 exhibit Hall Open

9:00am – 5:00pm

Thursday, March 4 exhibit Hall Open Private Appointments

9:00am – 5:00pm 5:00pm – 7:00pm

Friday, March 5 exhibit Hall Open Private Appointments

10:00am – 5:00pm 5:00pm – 7:00pm

Saturday, March 6 exhibit Hall Open

9:00am – 12:00noon

*As of January 7, 2010

BedTimes | February 2010 |


Attendee Advance Registration Form

March 3-6, 2010 Charlotte Convention Center

(Deadline: February 10, 2010)

Charlotte, NC USA



REGISTRANT INFO One registration per form. Photocopy form for additional registrations.  Mr.





First Name

Last Name

Badge Name

Job Title


ISPA Member Manufacturer ISPA Member Supplier Non-Member Manufacturer Non-Member Supplier/Other Spouse/Guest Non-Industry (LIMIT ONE PER REGISTRANT) Spouse/Non-Industry Guest Name:

Company Name Preferred Mailing Address–Street Address Street Address City


Zip Code/Postal Code

Country (IF





EXPO REGISTRATION Admission to exhibits, Welcome Reception & Industry Breakfast included. Manufacturer defined as the manufacturer of end-product mattresses. Advance Fees Full Fees



$105 $325 $175 $525






I am attending ISPA EXPO for the first time.  Yes  No BUSINESS (CHECK



Mattress Manufacturer Factory Direct Industry Supplier Financial/Investment Other


$80 $250 $150 $425


One ticket to the Industry Breakfast is included with your registration. You MUST select this box if you plan to attend.  Yes, I will attend Industry Breakfast on Friday, 7:45-10:00am






Final Decision Recommend Influence N/A

Corporate Off./Owner/President CFO/Financial Officer Vice President General Management Manufacturing/Production Mgmt. Purchasing Sales/Marketing Mgmt. R&D/Engineer Other:



Units per day:

 101-250  1000+

 <100  501-1,000







 American Express





Friday, March 5  I wish to purchase an extra ticket for my spouse/guest  $50 7:45-10:00am Industry Breakfast and Keynote


Thursday, March 4 7:45-9:00am

Teaming with Retailers to Improve the Customer Experience


Wednesday, March 3 2:00-3:00pm Industry Forecast – What Will the Future Look Like?


Full payment must accompany this form. Mail or fax (not both) completed forms with payment to: ISPA 2010, c/o CDS, 107 Waterhouse Road, Bourne, MA 02532; Fax: 508-759-4552. For assistance, contact ISPA at Note cancellation & refund policy. No wire transfers. (U.S.

Advance Fees Full Fees



 Company Check enclosed.

Tuesday, March 2 Mattress Safety – What You 3:00-5:00pm Need to Know

Thursday, March 4 2:00-3:00pm Mattress Recycling & Disposal – Opportunities and Challenges Friday, March 5 2:00-3:00pm “Green” – What Does It Really Mean?


Exp. Date:

Advance Fees Full Fees

 Free to Members




 Free to Members




 Free to Members







Card No. Name Printed on card: Authorized Signature:


 Please check here if you have a special need due to disability, and attach a written description of your requirements.

46 | BedTimes | February 2010

Full refund less $30 admin. fee if written request is received at ISPA by Feb. 10, 2010; no refund thereafter.


Date Rec'd.

Check No.

Amt. Paid

Source: BR2











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MarketingMatters Making the most of email campaigns How to get your message delivered & read


lot of companies are using email marketing to accomplish a variety of objectives— and a lot of companies are making critical mistakes. Some are even unknowingly opening themselves up to significant liability by failing to meet federal anti-spam compliance requirements. ProspectDB, an emarketing and database consultancy in Canoga, Calif., offers 10 ways to improve your company’s email campaigns. 1. Time delivery Be conscientious of the time, day, date and frequency that emails are delivered. There are many theories regarding the best time to send email. In general, Tuesday, Wednesday and Thursday are your best bets for business-tobusiness email. You want to get your message into recipients’ inboxes during working hours. Emails sent in the middle of the night are more likely to be viewed as spam by email filters. If you can tweak your settings to allow for a slight delay between each email, you’ll see better results. It’s also been shown that if you send 1,000 emails each day over 10 days, you typically will get better results than if you send 10,000 emails in one day. 2. Diversify and customize Use a variety of subject lines to make your emails look less like spam as they hit servers. By diversifying you also can target your message more specifically to particular types of companies, job titles, regions, etc. Targeted emails with customized content for specific sub-groups make messages more relevant to recipients.

3. Follow up immediately Don’t wait a few days or weeks to follow up on results from your campaign. If you got a response to an email you had sent out, you would quickly follow up. Your email campaigns should be set up to do the same thing. 4. Don’t look like spam Don’t put lots of text in ALL CAPS. Don’t use words like “free” or “discount” frequently—and never in the subject line. And don’t use the words “remove” or “unsubscribe” in your optout instructions. Instead, incorporate instructions on how to unsubscribe into a confidentiality agreement at the bottom of the email. 5. Check your spam score One service we recommend can be found at spamtest.html. A variety of others are available and we suggest using as many as possible. 6. Recognize tracking trade-offs The more you do to track things like open rates and click-through rates, the more likely your email is to be seen as unsolicited—and the less likely it is to reach its intended recipient. 7. Offer response options Give recipients the option to reply directly to the email they have received, go to a Web site or pick up the phone and call you. More options for responding equals more responses. 8. Use a dedicated domain If your company’s main Web site is www., don’t use that domain for your marketing campaigns. Instead, use a dedicated domain, such as, for

marketing campaigns. This prevents your primary company Web site from ever being affected by complaints. 9. Make email content personal The more that an email looks like one that recipients would receive from a co-worker, colleague or other professional, the more likely they are to open it. Start with the recipient’s name, end with a signature line and make sure the email comes from a person instead of an anonymous entity. 10. Be CAN-SPAM compliant To avoid violating federal anti-spam laws, don’t use deceptive subject lines, include a full signature line with address and phone number and provide opt-out instructions. For more information on CAN-SPAM compliance, check edu/pubs/business/ecommerce/ bus61.shtm. BT ProspectDB, headquartered in Canoga, Calif., helps clients obtain and use databases and lists for their research, sales and marketing efforts. Its services include off-the-shelf and custom-built databases, e-marketing consulting and database cleansing and analysis. For more information, email or call 877-591-3252.

BedTimes | February 2010 |



Many of todayâ&#x20AC;&#x2122;s mattress designs have become a bit over stuffed with body-impression prone foam and fiber. While these designs may look and even feel great on the retail floor, they tend not to hold up over the long run. And that can lead to unnecessary comfort returns. One way to guarantee exceptional, long-lasting comfort is to bring the pure conforming support and pressure relief of Talalay latex right to the surface of the mattress. No high-loft barriers, no quilt materials, no body impressions... just pure comfort that stands the test of time.

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NewsMakers Carpenter Co. promotes Malechek I

ndustry veteran Ed Malechek has been named president and chief operating officer of Carpenter Co., which is based in Richmond. Va. He previously was executive vice president. Stan Yukevich, former president, has stepped down from that post and now will serve as vice chairman of the board. He also will assist Malechek in the transition. Malechek is responsible for Carpenter’s operations in North America,

Natura adds CFO position

Mattress and sleep accessories manufacturer Natura World has hired Ted Sehl as chief financial officer, a newly created position. He reports to Ralph Rossdeutscher, president of the Cambridge, Ontario-based company. Sehl’s finance background includes positions at appliance manufacturer W.C. Wood Corp., and McDonald’s Restaurants of Canada. He serves on the board of directors of Hammond Mfg., a global manufacturer of electrical components and electronics. Sehl has a master’s of business administration degree, is a graduate of York University in Toronto and is a chartered accountant. “Like all of North America, Natura hunkered down during the recession, refining and focusing our growth. But we have continued to innovate, expand and grow in new directions,” Rossdeutscher said. “Ted will be a driving force as we march forward on the swift and steady course we’ve set for ourselves and the industry.”

including the Engineering Groups and the Reinhart Technical Center. Yukevich will continue to oversee corporate purchasing. Carpenter’s European operations are managed by Rolf Pötzsch, who will continue to report to Yukevich. Malechek has long been active in the International Sleep Products Association and its Better Sleep Council. In 2006, he was presented with ISPA’s Robert MacMorran Memorial Award.

Ed Malechek

Jamison sales VP retires; new hire takes reins


had Pettyjohn has retired from his post as vice president of sales and marketing for Jamison Bedding—a job he held for 30 years. His replacement is Ken Hinman, former vice president of global sales, marketing and design at Hartmann Inc. Pettyjohn continues to serve the Brentwood, Tenn.-based company as a senior consultant and will assist Hinman during a transition period. “We are going to miss Thad’s leadership, his extensive product knowledge and wisdom. We wish him much

success in a long-deserved retirement,” said Frank Gorrell III, Jamison Bedding president and chief executive officer. Hinman has more than 25 years of experience in sales management and product development. Most recently, he oversaw sales and marketing for Hartmann, a luggage and leather case producer. Prior to that, he was with Federated Department Stores, Elizabeth Arden and Revlon. He is a graduate of the University of Mississippi.

Furniture First: Muenkel moves to Serta Mattress manufacturing and retailing veteran Bob Muenkel has joined Hoffman Estates, Ill.-based Serta International as director of sales development. Before joining Serta, he was director of mattresses for Furniture First, a purchasing cooperative of U.S. furniture retailers with headquarters in Harrisburg, Pa. Prior to that, he was a key account manager with Sealy. He also spent more than a decade with sleep specialty chain Sleepy’s, eventually becoming vice president of sales. “This newly created position will focus on sales training nationally for Serta,” said Bill Hartman, Furniture First president. “Bob has been a strong advocate for our membership and has worked hard to produce results for all our supplier partners. I know Bob is excited about this opportunity and we wish him well in his career.” Furniture First is currently seeking a director of mattresses to replace Muenkel.

BedTimes | February 2010 |



Beverly Knits grows its Creative Ticking team Creative Ticking, the mattress fabric sales unit of Beverly Knits, has announced a number of personnel changes. Textile veteran Jerry Pratt joined the Gastonia, N.C.headquartered company as president. Previously, he was president of Bodet-Horst USA and, prior to that, he was vice president of knits/purchasing for Blumenthal Print Works. “We are fortunate to have Jerry leading our team with his talent, skills and 35-plus years of experience in knitted and woven fabrics,” said Ronald Sytz, Beverly Knits owner and chief executive officer. Steve Gravlee is Creative Ticking’s vice president. He has 28 years of experience in woven, nonwoven and knitted fabrics. In addition to administrative duties, Gravlee is responsible for in-house sales accounts. Previously, He was vice president of sales at Performance Fabrics and Fibers. He spent 18 years with Tietex. Gravlee reports to Pratt. Elizabeth Stuart, who has 22 years of experience in her field, was hired as a fabric designer. She is responsible for concept, pattern and color development, as well

as the direction of the company’s four open lines. Ray Gregory has been named vice president of technical service and quality control. He has 30 years of experience in yarn manufacturing and with woven and knitted fabrics. His other responsibilities include managing some national accounts and overseeing product development. Previously, he was with Blumenthal Print Works and China Grove Textile. Barbara Sponseller is customer service manager. She has 30 years of fabric manufacturing experience and handles customer service functions, including orders and delivery. Previously, Sponseller was with Fabrictex Inc. She reports to Gravlee. Dan Schrein is serving as sales representative for most North American accounts. Schrein was with Tietex for three years, spent 16 years in sales at Burlington Industries and, prior to that, worked in mattress manufacturing. He reports to Pratt. John Lungal and FR Systems are now representing Creative Ticking in Canada. Lungal also is an agent for other Beverly Knits products sold in Canada.

Hickory’s Bobby Bush Sr. dies B

obby W. Bush Sr., a retired 50year veteran of industry supplier Hickory Springs Mfg. Co., died Jan. 2. He was 78. Bush spent his entire career with the Hickory, N.C.-based company, retiring as executive vice president of sales. A statement from the company described him as “the chief architect in the foundation and success of Hickory Springs. He was always thinking of ways to do things better, how to be more creative and how to make the company stronger.” “His compassion for all those he met was evident. He was more than just a sincere guy, he was always your greatest supporter,” said Don Coleman, a longtime family friend and Hickory Springs president. “We have lost a true pioneer in our business and in the industries we serve.” Throughout his career, Bush

52 | BedTimes | February 2010

Bobby W. Bush Sr.

served on a number of association and organization boards, including the American Furniture Hall of Fame, the Bienenstock Furniture Library, the suppliers division of the American Home Furnishings

Alliance, the International Sleep Products Association and the Polyurethane Foam Association. He received two of ISPA’s highest honors, the Robert MacMorran Memorial Award in 1989 and the (Russell Abolt) Exceptional Service Award in 1998. In 2006, he was inducted into the American Furniture Hall of Fame. Bush graduated as a ranking cadet from Riverside Military Academy in Gainesville, Ga., and received a degree from Duke University in Durham, N.C. He is survived by his wife, Jane; two sons, Bobby Bush Jr. and Jimmy Bush; five grandchildren; and two great-grandchildren. In lieu of flowers, memorials may be sent to the Riverside Military Academy, the Hickory Choral Society in Hickory or the Catawba Science Center in Hickory.

Sleep Products’ John Quinn dies

Bedding industry veteran John D. Quinn of Sleep Products Inc. in New Albany, Ind., died Jan. 4, following a long battle with cancer. He was 77. The Quinn family entered the mattress business in 1924, running and building Kentucky Sanitary Bedding. In 1958, the family started Sleep Products Inc. as a Restonic licensee. “Sleep Products Inc. thrives today because of their commitment to honesty, fairness, integrity and an ability to conduct themselves with high standards for more than 50 years,” said Ron Passaglia, Restonic president. Quinn served as president and chief executive officer of the company and, most recently, as chairman. He was active in the Restonic organization, serving on the board as chairman and treasurer. “He worked tirelessly for the betterment of Restonic as a mentor to new licensees, ambassador to international licensees and chairman of several search committees when Restonic was seeking new leadership,” Passaglia said. “John was well respected throughout the industry and will be missed by all.” Quinn served in the Air Force during the Korean War. Survivors include his wife, Mary Lou; three sons, Lee, Bob and Tom; a daughter, Ellen; 13 grandchildren; and five great-grandchildren. In lieu of flowers, the family suggests memorials be made to the American Cancer Society.

Short Tempur-Pedic expands board Mattress and pillow producer Tempur-Pedic, based in Lexington, Ky., has expanded its board to 11 members and elected Evelyn S. Dilsaver to serve as a director and member of the Audit Committee. After joining Charles Schwab Corp. in 1991, Dilsaver held various management posts, including president and chief executive officer of Charles Schwab Investment Management from 2004-07. Dilsaver, a certified public accountant, also serves on the boards of Aeropostale Inc., Blue Shield of California, HighMark Funds and Tamalpais Bancorp.

BedTimes | February 2010 |


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CostManagement Taking right tax deductions can pay off Many travel expenses related to ISPA EXPO could qualify By Phillip M. Perry


rade shows are great for finding new products, sparking fresh ideas and making profitable contacts. But they do come with costs—plane fare, car rentals, hotel bills, meals—that add up. One way to reduce a trade show’s impact on your bottom line is by deducting all appropriate, allowable travel costs as business expenses on your income taxes. Here are some ideas for you to consider as you plan your trip to the ISPA EXPO, held March 3-6 in Charlotte, N.C. Qualified shows Before you can deduct any expenses related to attending a trade show, you must first determine if the event qualifies. For readers of BedTimes who are planning to attend the ISPA EXPO, the answer is most likely “yes.” “If a trade show serves a legitimate business purpose then the related travel expenses are tax deductible,” says Patrick Anderson, a principal in Anderson Economic Group in Lansing, Mich. Tax experts recommend retaining documents to support a claim that a trade show serves a legitimate business purpose. Options include an event agenda showing business-oriented seminars, an exhibitor list, business cards and information picked up from vendors. Meal expenses “You can deduct meals when you are traveling overnight away from home or if the meal is business related,” says Andrew Benedict, tax manager at RGA Advisors in New York. However, only 50% of the meal cost is deductible. (The other 50% represents an expense you would have even if you weren’t on a business trip, the Internal Revenue Service reasons.)

And take it easy on upscale restaurants. “You cannot deduct meals if the expenses are lavish or extravagant,” Benedict says. “They must be reasonable, even though there is no fixed dollar amount established.” To take any deductions, keep records of the dollar amount, the time and place and the business purpose of the meal. Per diem rates Itemizing expenses while traveling can be a chore. You can save yourself some effort by opting for standardized deductions, or per diems. These are available in two categories. The first is lodging. The second is meals and incidental expenses. “If you are taking a lot of employees to the show, using the per diem expense can simplify your record keeping,” says Abe Schneier, technical manager at the American Institute of Certified Public Accountants in Washington, D.C. “It also helps you control expenses since you can tell your employees what the per diem rate is and ask them to try to limit their budgets to that amount.” Even if you’re using the per diem method, you still need to keep records showing the time, place and business purpose of your travel. Per diem rates are revised periodical-

➤ Learn more You can get more detailed guidance on deducting business travel expenses from the Internal Revenue Service’s Publication 463, “Travel, Entertainment, Gift and Car Expenses.” To get a copy, check and enter “Publication 463” in the search box.

ly and are listed in IRS Publication 1542, “Per Diem Rates (for Travel Within the Continental United States).” For current rates, check and enter “Publication 1542” in the search box. Other travelers What about spouses or part-time workers who are traveling to the trade show? “Generally you cannot deduct travel expenses of a spouse who does not play a substantial business role,” Anderson says. “This is a common area of abuse and one at which the IRS looks closely.” Expenses for part-time workers are deductible if their presence is needed for your business. “The regulations are no different for full-time or part-time employees,” Anderson says. “Just remember to go back to the fundamental rule: Expenses are only deductible if the travel serves a business purpose.” Careful records Keeping receipts is only part of the record-keeping process. You also must properly document your expenses. “The IRS typically requires contemporaneous records for expenses related to travel, meals and entertainment,” Benedict says. “For each day’s business expense, you need to record the business purpose, the time and the place in some kind of log. Such notation should be made at or close to the time you actually incurred the expense.” Store all these records in a safe place where you can access them easily if the IRS ever questions your travel expenses. Benedict says: “The biggest mistake business owners make is not making an adequate record the same week the expenses were incurred and then trying to reconstruct the events a year later.” BT

BedTimes | February 2010 |


ISPANews Charting the mattress industry’s health ISPA statistics program evolves to meet member needs


urveys repeatedly show that accurate industry statistics are one of the most important benefits of membership in the International Sleep Products Association. Many dedicated industry participants and ISPA staff work hard to provide monthly, quarterly and annual data, as well as regular industry forecasts and other reports that members can use to help manage their businesses and plan for the future. But many ISPA members don’t fully understand the program’s processes. At the ISPA Industry Conference and Exhibition held in Florida in November, Bill Creekmuir, chairman of the ISPA Statistics Committee and Simmons chief financial officer, explained to attendees how data is collected and compiled and answered attendees’ questions. A multipronged program ISPA’s statistics program includes the monthly and quarterly Bedding Barometer, an annual report and semiannual industry forecasts. The Bedding Barometer reports wholesale U.S. sales activity for 18 U.S. mattress manufacturers monthly and quarterly. In 2008, those producers accounted for 45.5% of the units and

56.3% of the wholesale revenue of the full domestic mattress market. Participating companies are Corsicana Bedding, Comfortaire, Comfort Source, Fraenkel Bedding, Jamison Bedding, Kingsdown, Omaha Bedding, Park Place Corp., Park Place (Pa.), Res-

tonic, Sealy, Select Comfort, Simmons, Southerland, Standard Mattress Co., Tempur-Pedic and two companies that wish to be unidentified. Serta began participating in January. The Bedding Barometer does not estimate data. Only the actual data—aggregated for all companies in the monthly sample—is published. Each year, ISPA produces the Mattress Industry Report of Sales and Trends, which includes comprehensive current and historical data and analysis of the U.S. mattress industry in terms of unit shipments, sales revenues and average unit selling

Sales, dollar values up in November The U.S. mattress industry enjoyed double-digit growth in both unit sales and dollar values in November, according to the International Sleep Products Association’s Bedding Barometer. When compared to the same month in 2008, total unit sales (mattresses and foundations) rose 11.1%. The wholesale dollar value of those shipments increased the same 11.1%. The average unit selling price was up 0.1%. Unit sales for 2009 (January through November) were down 7.8% when compared to the same period in 2008. Dollar values were down 10.3% and the AUSP dipped 2.7%, according to the report.

56 | BedTimes | February 2010

prices, as well as import and export trends for 25 of the largest mattress manufacturing countries compiled by CSIL Milano-The Centre for Industrial Studies. The ISPA report is based on an annual survey of more than 300 companies, including nonmembers. In an effort to put the mattress industry’s performance in context and examine macroeconomic factors that affect the industry, ISPA’s statistical reports also include data on the larger furniture industry and the broader U.S. economy from sources such as the U.S. Census Bureau, U.S. Bureau of Economic Analysis, U.S. Bureau of Labor Statistics, Federal Reserve, International Trade Commission, National Association of Realtors and Standard & Poor’s. ISPA’s statistics program also includes industry forecasts that estimate market conditions for the current year and two years out. The forecasts generally are issued in the spring and fall of each year, though in fall 2008 ISPA issued a third forecast when the economy began its steep decline. Each forecast is based on an

econometric analysis using a national economic forecast prepared by the University of Michigan and economic data that history has shown influence mattress sales. The forecast also reflects the consensus of the Statistics Committee, which is made up of leading mattress producers, suppliers and industry experts. How the program improves ISPA has been providing industry statistics since the mid-1980s. In both 1999 and 2004, the association conducted major reviews—aided by outside auditors and consultants—of the statistics program’s methodology. The 1999 audit found that the ISPA program was well grounded in statistical sampling theory and computational methods and was conducted appropriately. In 2004, ISPA conducted a special survey to validate shipment data as reported by participants in the monthly survey. The check confirmed the integrity of the data submitted to the program. The independent research firm that ISPA retains to compile the industry’s statistics routinely reviews the statistical data that individual companies report for reasonableness and consistency. For instance, when a company submits numbers for the monthly Bedding Barometer, the data is compared with historical data for that company to see if there are any unusual patterns. In addition, current shipments and 12-month rates of change for each company are compared with peer companies in the sample to understand trends. If reported data appear to be inconsistent or unusual, the research firm calls the respondent and asks for verification of the submitted data. The reported data also is compared to external sources, such as Census Bureau figures, that might highlight inconsistencies. As the mattress industry evolves,

Manufacturers, suppliers help ISPA grow in 2009 The International Sleep Products Association welcomed nearly 60 new members in 2009. They are Advanced Urethane Technologies; Air Quality Sciences; Airbed Advisors LLC; American Niagara; Apropa Machinery Ltd.; Ashoka Foam Group; Bedding Solutions Asia Pte. Ltd.; Boyteks Tekstil AS; Candia-Strom; CFS Ltd.; Chili Technology LLC; Clark Foam Industries LLC; CREDO O.O.O.; Demand Foam Cutting; Deye Enterprises LLC; Domtar Inc.; Earnhardt Mfg.; Everbright Manufactory Ltd.; Farnsworth Logistics; Foshan Ruixin Non Woven Co. Ltd.; Global Textile Partners; Infinity Property Partners LLC/ZEES; Jacquard Textile South America S.A.; Jiangsu AiDeFu Latex Products Co. Ltd.; Kurt Salmon Associates; Lemoyne Sleeper Co. Inc.; Luen Tai Group (HK) Ltd.; Mitch Javidi Consulting; Nantong Healthcare Foam Series Co. Ltd.; NVC Logistics Group; Organic Mattresses Inc.; Piedmont Mattress Equipment; Priotex; P.T. Quantum Tosan International; Remex AG; Response Computer Group; Reverie/Ascion; Sanitized AG North America; Selther Mfg. S.A. de C.V.; Shandong Helon Textile Science & Tech. Co. Ltd.; Silver State Industries Mattress Factory/Lovelock Correctional Center; Siong Bee Industries Pte Ltd.; Sleeper Bedding & Comforter Factory; SOBHA Developers Ltd.-Division Interiors; Steinhafels Bedding Inc.; Studio Moderna SA; Suenolar SA; Sustainable Latex Innovations; T.J. Beall Co.; Tai Wa Hong; TANASAY Mattress; Thomson Research; Vintex; Vi-Spring Ltd.; Wenzhou Jiatai Latex Products Co. Ltd.; and XSENSORr Technology Corp.

the Statistics Committee routinely recommends changes to improve the reliability and usefulness of ISPA’s statistics program. For instance, in response to the growth in specialty bedding, the quarterly version of the Bedding Barometer was adjusted to report separate unit and sales trends for innerspring and noninnerspring (foam/air/hybrid flotation/other support system) mattress categories. (The data for specialty bedding was combined because of the small number of major suppliers of those products. By adding the products together, no single company has an overwhelming market share that could make it easy to identify its size. As sales and shipments of these products increase and the number of companies offering these types of mattresses expands, the Statistics Committee will revisit the issue.) Other recent enhancements include making historical mattress industry

data—going back to the mid-1970s— available on the members-only part of the ISPA Web site ( and adding foreign market data prepared by CSIL Milano, a European research firm. In the interest of accuracy, adjustments to historical data occasionally must be made. The Statistics Committee’s general policy is to revise previously published data if the data is inaccurate by more than 1%. BT

➤ Learn more For more information about the International Sleep Products Association’s statistics program and its reports, check and click on the “Industry Statistics” tab at the top of the home page. You also can find a “Frequently Asked Questions” section there.

BedTimes | February 2010 |


Latest Technology for Bedding Scraps Recycling What Could You Do With Your Scraps?

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UpClose Bedding veteran returns to rise again Mesner excited about reopening Colorado factory By Dorothy Whitcomb t’s tempting to cast Lester Mesner as a character in a rags-to-riches Horatio Alger story. Tempting, but not entirely accurate. Although Mesner knows what it means to be poor, he’s not ready to describe himself as rich. Lucky, maybe. Blessed, certainly. But Mesner has too much work to do—and too many people relying on him—to start counting money anytime soon. Mesner, president of newly formed Colorado Mattress Co., joined the bedding industry in 1984 when he took a job as sales manager at Spring Air Mattress of Colorado. He was 33 years old and had been supporting himself since he was 16. By the time he was 18, Mesner was working as the night shift manager in a convenience store and going to school during the day. “It was hard, but I was making more money than my father at the time and my only desire from that point on was to make enough money to support myself and a family,” he says. A few years later, through sheer persistence, Mesner parlayed a sales clerk position at Macy’s into a job as bedding buyer. “It wasn’t the mode to hire someone without a college degree for the job,” he says. “I got it because I didn’t give up and a guy stuck his neck out for me.” Eventually he landed the sales job at Spring Air. Given Mesner’s own assessment of his abilities, his career path may seem counterintuitive. “I don’t consider myself to be a good salesperson and I’m an absolutely terrible public speaker,” he says. What Mesner says he can do is


Around the world An avid traveler, Lester Mesner’s dream is to take a leisurely trip across the globe.

pay attention and work hard. Taking his cues from a retiring Spring Air sales manager, he determined that the best way to be successful was to “give customers what they wanted, not what you wanted to sell them.” He says he tackled his fear of public speaking by “swallowing hard and speaking from my heart.” Gaps in his education were closed by “never being afraid to work and by putting in the time.” His efforts paid off. In 1995, Mesner, who had risen to vice president of sales, purchased Spring Air Mattress of Colorado from Dallas Yeargain, who founded the company in 1949. “When I bought the company, we were doing about $9 million in sales,” Mesner says. Mesner ran the company until 2007, when he and other licensees accepted a buyout offer from corporate Spring Air. At the time of the purchase, the manufacturer’s annual sales approached $17 million.

In August 2008, Spring Air closed the Colorado facility, putting all of Mesner’s former employees out of work. In May 2009, corporate Spring Air collapsed, shuttering other plants and laying off thousands. (It later re-emerged as the licensing group Spring Air International.) Mesner wasted little time. By July, he and three partners had reopened the 50,000-square-foot Denver facility. After upgrading manufacturing equipment and hiring back most former employees, Mesner began producing mattresses in October. This time, however, he has decided to bypass licensing agreements. “When my oldest and best customer said that he would like to buy from me again, I figured we could grow from there without locking ourselves into paying fees and royalties,” he says. And grow is exactly what Mesner intends to do. “I want to be a bigger and better mattress company than when I was

BedTimes | February 2010 |



with Spring Air,” he says. “I don’t want to be just a supplier; I want to be a partner.” Holiday spirit Mesner loves dressing up and playing Santa Claus. He has fond memories of huge Christmas parties he has hosted for the families of his staff. Shopping for gifts for his employees’ children and then presenting them with a jolly “ho-ho-ho” brings him great satisfaction. The nurturing type Mesner describes himself as a provider. “I love to take care of my kids and grandkids in the way my own parents couldn’t take care of me while I was growing up,” he says. “I also like to take care of my employees, who work very hard and should be rewarded for their work.”

➤ Bio in brief Name Lester Mesner Company Colorado Mattress Co. Title President Location Denver Age 59 Family Mesner and his wife, Arlene, have been married for 20 years. Their blended family includes five grown children and seven grandchildren.

The joys of travel “I’ll go anywhere,” Mesner says, ticking off the places he’s been and listing countries he wants to visit. He is planning a 14day river cruise through China in July but his real dream is a leisurely

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trip around the world. “The world has a lot to offer and travel gives me perspective on the way people live, which challenges my assumptions,” he says. Strengths and weaknesses “If I tell someone I’m going to do something, I do it,” Mesner says. Groups, however, make him nervous and he would rather spend time with people one-on-one. Live and let live Mesner bases his relationships on two simple premises: “We’re all created equal and we all have different ways of doing things.” He adds, “I think I get along with most people because I try to listen to them and don’t push my beliefs on other people or judge them.” BT

Pacific Spring Inc. An American company importing springs from Cambodia 6.5” H 312 Bonnel units 7” H 336 Bonnel units 8” H pocket units

Pacific Spring Inc. Victor Nguyen, VP of Marketing & Sales 6418 E. Washington Blvd. Commerce Ca. 90040 Tel: (626) 272-8882 • Fax: (626) 226-4166 Email:


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Calendar February

Feb. 1-5 Las Vegas Market World Market Center Las Vegas, Nev., USA Phone 888-416-8600 Feb. 2-6 Istanbul Furniture Fair CNR EXPO Istanbul Istanbul, Turkey Phone 90-212-465-74-75 Feb. 3-5 Australian International Furniture Fair Sydney Exhibition Centre Sydney, Australia Phone 613-9654-7773

62 | BedTimes | February 2010


â&#x17E;¤ March 3-6 ISPA EXPO Charlotte Convention Center Charlotte, N.C., U.S. Phone 703-683-8371 March 9-12 International Furniture Fair Singapore/ASEAN Furniture Show Singapore Expo â&#x20AC;˘ Singapore Phone 65-6569-6988 March 19-22 ZOW Shenzhen Shenzhen Convention & Exhibition Center Shenzhen, China Phone 60-3-2094-2880

March 22-26 Movelsul Brasil Bento Goncalves Exhibition Center Bento Goncalves, Brazil Phone 55-54-2102-6800 March 27-30 Interzum Guangzhou/ China International Furniture Fair China Import & Export Fair Pazhou Complex Guangzhou, China Phone 86-20-8755-2468

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AdvertisersIndex A. Lava & Son Co. Steve Appelbaum 800-777-5282 (800-777-LAVA)


AFT Corp. Rick Brumfield 800-631-1930


Atlanta Attachment Co. Inc. Hank Little 770-963-7369

C2-1, 43

Edgewater Machine Co. Inc. Roy Schlegel 718-539-8200


Masias Machinery SL Sonia Ortiz 34-972-239-150


Enriquez Materials & Quilting Inc. Silvia Enriquez 323-725-4955


New England Needles Inc. Thomas Lees 800-243-3158


Pacific Spring Inc. Victor Nguyen 626-272-8882


Plastic Monofil Joe St. Martin 802-893-1543


P.T. RubberFoam Indonesia Andreas Janssen 62-21-53662190


Quilting Inc. Mark Gibney 800-358-0153


Global Systems Group Russ Bowman 954-846-0300

24-25, C3

Baron Styles Dave Williams 262-473-7331


Hengchang Machinery Factory Belinda Lau 769-83307931

Bloomingburg Spring & Wire Form Vickie Schwarm 740-437-7614


Hickory Springs Mfg. Co. Rick Anthony 828-328-2201

BLR Martin Leroux 819-877-2092


Jacquard Fabrics India (Pvt.) Ltd. J. Vijaya Kumar 91-422-2625527

Boyteks Tekstil AS M. Nebi Dogan 90-533-685-6041


John Marshall & Co. Ltd. Peter Crone 64-3-341-2004

BRK Group Jeff Miller 562-949-4394


Kenn Spinrad Inc. Randy Weinstock 800-373-0944


Costa International Daniel Vazquez 305-885-9761


Latex International Kevin Stein 203-924-0700, Ext. 347


Creative Ticking Jerry Pratt 704-861-1536



Diamond Needle Corp. Abe Silberstein 800-221-5818


Latex Systems Kitti Charoenpornpanichkul 66-2-326-0886, Ext. 204


Dow Polyurethanes Umberto Torresan 989-638-7832


Leggett & Platt Mark Quinn 417-358-8131

Eclipse International/Eastman House 31 Stuart Carlitz 800-634-8434 Jerry Gershaw 561-542-4490

Lava USA Inc. Ann Weaver 864-998-4892 Lenzing Fibers Inc. Nina Nadash 212-944-7898







SABA North America LLC Jim Turner 810-824-4964


Simalfa Darren Gilmore 973-423-9266


Springs Creative Products Group George Booth 803-324-6505


Therapedic International Gerry Borreggine 800-314-4433


Tietex International Ltd. Wade Wallace 800-843-8390


Vita Nonwovens Dennis St. Louis 336-431-7187


Wright of Thomasville Area Account Executive 800-678-9019


BedTimes | February 2010 |


Classifieds For Sale TAPE-EDGE MACHINES, MULTINEEDLE AND SINGLENEEDLE QUILTERS, long-arm label machines, sergers, etc. Contact Victor LeBron, American Plant and Equipment. Phone 864-574-0404; Fax 864-576-7204; Cell 864-590-1700; Email; Web REBUILT AND RECONDITIONED MULTINEEDLE QUILTING MACHINES. Specializing in PATHE precision parts and service. Technical consultants. SEDCO. Phone 201567-7141; Fax 201-567-5515. TAPE-EDGE MACHINES, QUILTERS & MISCELLANEOUS SEWING MACHINES. Contact Frank Carlino, U.S. Mattress Machinery. Phone 815-795-6942; Fax 815-795-2178; Email EMCO Compustitch Quilter with Quilt Rack and Catwalk and Gribetz cutter; National serger and Table 1; Union Special serger and Table 2; Porter 1000 serger and table; Porter tape-edge. Many other miscellaneous items available. Call Troy at 815-343-9984 for more details.

For Sale EMCO HIGH-SPEED QUILTING MACHINE, Atlanta Attachment E.T. ruffler and other miscellaneous items. Contact Thomas at 601-693-3875 for more details.

Employment Opportunities Production and Operations Manager for growing mattress plant in Philadelphia. Must have prior experience with mattress production, supply requisition and inventory control. Basic computer knowledge is ideal but not vital. Although proficiency in both English and Spanish is preferred, Spanish is not essential. Email resume to or fax to 215-203-8706.

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. Phone 336-342-4217; Fax 336-342-4116; Email

BedTimes | February 2010 |


TheLastWord Not-so-breaking news on foam

Curing poor customer service

An alert reader in The Villages, Fla., sent BedTimes a story from the San Francisco Chronicle that was reprinted in his local paper and headlined “Memory foam now available in mattresses.” Writer Zahid Sardar begins the article, “Memory foam, a staple of ergonomic office furniture padding, has found its way into mattresses.” BedTimes was convinced the story was a blast from the past, but it quotes sources the reporter spoke with during the September Las Vegas Market. Hmmm... Maybe we should all check out this newfangled component.


hen it comes to improving customer service, it might help to first acknowledge that you don’t really know your customers, says Bruce Temkin, vice president and principal analyst at Forrester Research, in a Dec. 29 post on “When market research teams require long lead times and expensive projects to answer questions about customers, too many organizations go without this insight,” he writes. “But the path to customer experience success requires significantly deeper customer insight.” Temkin suggests companies create a “voice-of-the-customer program with a crossfunctional team that focuses on four components: listening to customers, interpreting the feedback, reacting to the insights and monitoring results from actions over time.”


“We are rapidly becoming overwhelmed.” — Paul Wenning, a member of the board of health in Franklin County, Ohio, talking about bed bug infestations

Making cows more comfortable It’s not an idea we recommend for residential use, but BedTimes likes the creativity and resourcefulness shown by Champagne Edition Inc., a producer of cow beds based in Alberta, Canada. Marketed under the name Cozy Cow, the mattresses are made of recycled tire “crumbs” encased in a durable synthetic fiber. To manufacture the mattresses, the company shreds some 500,000 tires each month, according to the Web site The beds are anti-fungal, anti-microbial, anti-bacterial and nonabrasive. Other benefits include increasing animal comfort, decreasing veterinary bills and improving the quality and production of milk. Apparently, as with humans, a well-rested cow is a happy cow.

68 | BedTimes | February 2010

Thatâ&#x20AC;&#x2122;s the exciting sound of the economy revving up in 2010. Our industry may have been running under caution in 2009, but be ready for full throttle green flag action in 2010! We cordially invite you to the GSG pit to view our lineup and take a test drive with our team.

See top value mattress machinery in GSG booth 2625



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BedTimes Feb 2010  

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