What do you do when your best friend, business partner and podcast co-host gets a big job at the largest mattress retailer?
Celebrate him with a huge toast and roast in Vegas, baby!
This week, Quinn and Kinsley recap Vegas market: who is winning, what is coming down the pipeline, and what can you expect for Fall 2022 and beyond.
They also discuss key topics about how to help manufacturers win at markets (hint: they set up questions retailers are looking to answer and address how you can equip the retailer to get to yes on your merchandise), and what manufacturers can provide in terms of strategies for marketing and selling key products once they hit the sales floor.
FULL TRANSCRIPT
Mark Kinsley
It was a brand new experience for Mark Quinn, the Vice President of merchandising one of the merchants for the largest Sleep Shop in the country. This was his first market in that new role. How was it different? What did it look like? What was his experience? It’s all taking shape and the Dos Marcos show begins right now.
Mark Quinn
What’s up my brother Kinsley How are you buddy?
Mark Kinsley
Oh, Mr. Quinn Mattress Firm Mark Quinn, this is just I’ve been waiting for this episode because you were boots on the ground, your first market diving in one of the merchants for the biggest Sleep Shop in the country. And it has to be a different experience when you’re the girl everybody wants to take to the dance.
Mark Quinn
I don’t know about that. But we certainly have a good sized chequebook. But first I want to start off talking about Vegas by thanking you because you came to me with an idea you wanted to celebrate my move to Matt firm and and I was totally against that. Absolutely not. And he talked me into it because of your strong opinion. Throwing it back on me we always believe we need to celebrate the big moments in life. And that was certainly a big moment for you. And it was your wanting to toast me and my capture that. But it’s also a great reason to bring people together. So you crushed my soul with some of the crap you made fun of me for I was grateful though. You spread it around Mike Magnus and a little bit on my brother, Jeff Quinn. Like there were plenty other people. Trent, Randy Berger and Lil Trent was there. So you spread it around. But it was really funny. And I said two quick things and then I’ll let you comment on it from your perspective. But number one, thank you to Englander for hosting it and feeding us the tequila. And what is it Sheila, who’s your
Mark Kinsley
person whose base is there Susan?
Mark Quinn
Susan does such a great job. So thank you Susan to she made it so great for everyone. Thank you to Matt for him, obviously, and the team there for bringing me on board to be able to do it. But also, you know, in your just your willingness to do that and organise it mark, and our friendship and just I don’t know, man, it was just so awesome. So thank you for making that happened. My brother and sister happened to be there because they were at Marquette. So it was cool to have them there. But the best part of all, was the people that showed up, I was so shocked. You know, one of the downsides of doing something like that is you’re like, okay, like 10 people are gonna like show up and we’ll take tequila shots, I was fully prepared. That was going to be a huge like, having the fam together in that way was awesome. Not at all what happened 130 People ish showed up. And it was so fun to be with our people and to have that moment together. So thanks for doing that.
Mark Kinsley
It was absolutely my pleasure. I mean, as I was writing the roast, because just for people that don’t know, it was a toasted roast. And so we toasted mark. And of course, I roasted mark. And like you said, I turned a turned toward the audience a few times to make sure and get a little roasting of the audience, which was really fun. And you’re right, as we looked at the LinkedIn invite, it went from 10 people to 20 to 50 to 100 to 115. And I knew out of the 115 RSVPs on the LinkedIn invite. We were going to get a lot more than that. So we ended up with about 150 people in the showroom. And it was funny throughout the entire day, people were excited about the roast and toast. And they kept asking me I had many people ask me now this is open mic, right because I got a lot of stuff to say about Quinn Exactly.
Mark Quinn
There’s no doubt and I’m glad it wasn’t we would have been there for like five hours if we had like turned it open to everyone as much crap as people probably have on me. But you know, like even our sponsors, right, Josh and this guy is from qualify and outward and Leah and so Bruce malkinson They’re from x sensor and so many of the guys like for them to get to be there and kind of enjoy that moment with us was awesome. And yeah, I don’t know. And then Mattress Firm people like my team. We were there and everywhere we went that whole day people were like oh the toast Fenris and mattress from people were like, what’s this? Like? We didn’t know about that. Like, why didn’t you invite us and I’m like, because it’s awkward, like to do send that thing out to everyone that mattress may come to this event where they’re gonna be like, toasting me like, it was just so weird for me too. But anyway, so it was kind of funny, but Well, I’m
Mark Kinsley
gonna, I’m gonna do you study here. So at the end of this episode, just people keep listening, because we grabbed video, and audio, of course of the entire roast. So just keep listening to this show. And you will get to experience the roast for yourself. And I have to say, before anybody listens to it, I want to thank Mattress Firm, I want to thank TempurPedic I want to thank Casper I want to thank good bed.com I want to thank all the people that got the spotlight put on them as part of the roast, it was all in good fun, and I hope it makes you smile. And we had I definitely had a blast riding the ropes. Because I looked at it. I’m like, this is the most important speech of my life, because it’s my best friend. It’s my podcast co host I’ve done over 370 episodes with it’s this big new job, and I can’t let anybody off the hook, I have to bring the rest.
Mark Quinn
Now you did great. And I think the comment I tried to make at the end of it was like you and I, we’ve talked about it many times get to do our work life together in a lot of ways, not all of it, but a lot of it. And that’s what it’s really about. And it’s like getting to share those things and those experiences and having success together and failure together and working hard together. And we get we’re so grateful. I know both of us for having that time together. And that was our chance to get to share those moments too, with the rest of the fam and all the people in the category that are all trying to elevate sleep to the highest level and improve everything for everyone. So love that love, love to be with everybody,
Mark Kinsley
for sure. And here I want to I want to get you to talk about your experience and market because it’s very unique. Whenever you’ve been on the supplier side, the manufacturer side, and now you’ve moved over to the retail side. But before I do that, I do have to mention one person specifically his name’s Terry Smith, he came to the toast and roast with Rachel Woo. And they were awesome to be there and hang out with us. He’s listened to the show for a long time, actually used to work with Mattress Firm. And I say that to tee up his coming back the next day to meet me. So I was talking to the customer in the Englander showroom, they’re sitting up there at the bar talking to Susan. And all of a sudden when I was free, Terry comes over. And he had the most explosive, dynamic, wound up volcanic Hello of all time, he was literally spinning in circles jumping up and down. He picked me up he spun me around. He was waving his hands and just yelling and screaming. And he had told Susan ahead of time, he is never going to forget meeting me and I guarantee you I won’t and I knew that he was no matches for a person because enthuse a sale is the transfer of enthusiasm. And this guy had enthusiasm. There’s literally a picture that Rachel took while he was doing it. I didn’t know if I was being attacked or praised. It was the funniest thing I’ve ever seen. And then after all that I didn’t even tell him this. They gave me a package with some Stance Socks in it. And Terry had tracked me down to give me the Stance Socks. Well, oddly enough, I had come to Vegas with only three pairs of socks, I forgot to pack two extra pairs of socks. And it’s like, here’s Terry Smith, this energetic Angel, him and Rachel that gave me the socks that complete I wear the E T Sox on the last day home. So I thank them so much. It was experience after experience like that. Tell me so thank you, Terry. Thank you, Rachel, you’re raising and they wanted to do the same thing to you. But if we would have both been I think Terry could have handled both of us, by the way, picked us up, spot us around? No doubt.
Mark Quinn
I don’t know if he could have found me as fast as we’re moving. But
Mark Kinsley
yeah. And so speaking of that energy and enthusiasm, what was your experience like going into the showrooms as the on the merchant side?
Mark Quinn
Yeah, I guess I would start that off by saying I had some field, right, because I’ve been to market enough. The biggest impact was like my sense of team with that Mattress Firm people. We had probably 15 people there, but we had people there from visual display and sales and marketing and the merchant team and, you know, just it’s not lost on me like you know, I’ve been there for three months and you know, I know people and stuff, but being there with them, this sense of inclusion, this sense of team what and and Phillip are doing and Phillip busker are doing to kind of bring the merchant group together and build, you know, build a winning team with the right people. I mean, it’s just so exciting. So I loved being there with that group of people. It was really, really cool to do that together. They’re really fantastic people. And then the other part was like going into the showrooms obviously, like we, there’s so many people to see because you know, I have a large kind of responsibility with private brand mattresses and accessories and everything under bed and visual merchandising and just a lot of people to go see. And it was tough to get everywhere. And so the first day Kinsley literally had not built in anytime for restroom breaks, built in no time for food at all. We literally didn’t have a meal until probably like 7pm that night. And so a little learning for that for me. So that was probably the biggest thing. And then, and then really going into showrooms and thinking about how I can be more intentional about when I go into showrooms, like you know, maybe on the front part of Vegas and and saying, Hey, look, this is what we’re looking for specific, specifically. And then here’s the block of time we have so that everybody understands. And for me, it’s like keeping the time because you’re trying to see so many people and you hate it. Like there’s a lot of people Kinsley that I didn’t get to go see. And there’s guilt in that for me because I’m like, Oh my gosh. You know, Brent Behrman, with puffy? You know, he’s like, Hey, come in. I mean, I love Brent. And we know him from the exits Thursdays, but I just, you know, I couldn’t make it in. So there’s a lot of things like that. So I hate that part of it. But it’s so fun to go into showrooms people are so excited about what they have. That’s new, and then to get, you know, to get to hear that from them. And it’s Yeah, I don’t know, it was just so much fun. Yeah, but because Sure, with Mattress Firm, Philip said, Hey, man, you know, when you’re here, you’re going to end up you know, people anyway, so it’s going to be tough to move around. He’s like, he just got to tell people, Hey, I’m sorry, I’m late. I’m late. I’m late. And so I found that was probably a big challenge too. But overall, incredible experience lots of fun. And, you know, the whole test centre as was the the exclamation point to go?
Mark Kinsley
Well, take me take me a little deeper here, because I’m interested. And I think people will find it interesting. Sure. When you’re on the manufacturer side, or the brand side of things, like you said, you’re really excited to share what’s new, what’s different, and how you think it should be sold. But when you came into market this time, did you have very specific products or projects you are working on? And you are going to find the manufacturers or the suppliers that you thought could fill in that slice or show you something to support that programme? How did you think about it on the merchandising side? How do you how do you approach it? What’s in your field of view?
Mark Quinn
Yeah, great question. So it’s a mix of that, right? So it’s stuff you already have a need for. So you’re trying to solve a problem or a merchandising opportunity. So there’s that part. But it’s also like new to world, right. And so that’s what I keep trying to tell people, you know, come at me and at mattress firm with innovation, come out come at us with new to market. You know, in your product development pipeline, we want to see all that. And so Vegas is a great place to what the whistle, what it’s not, is a place to do a deep dive on any of it right, we have 20 minutes. So what we’re trying to do is set up, if you think about it, Kinsley like there’s an elevator speech. Right? And that’s short. And you and I’ve talked about many times, well, it’s difficult to do to have an elevator speech, because it’s it’s 30 floors, right? And you have just a minute or two. So it’s tough to consolidate or simplify what you do into an elevator speech. So our time at market, it’s 20 minutes, right? So much better than that. But it’s still you have to be concise and intentional about what you’re saying. So the best steps we had, people were really respectful of the time we had meaning they knew we had to move fast. They got into a quickly always went a little bit of chit chat and just you know, catch up and say, Hey, how’s it going? But they got right into it? And then you know, the differentiation, right? What are you going to do to be sticky? To be memorable? Like, what are your products? Like? What is the innovation? What is unique? And that’s the real stuff that will remember, like going out of that. And so yeah, I think it’s a combination of those things. It’s specific needs. Plus, we want to see, hey, what’s the new stuff you’re working on? Like, we want to know all of that too, because that’s where we want to go. We want to take, take blaze new trails and take new paths.
Mark Kinsley
Whenever you look at a product or an innovation in the moments when you’re navigating market like that, and I know is your your first time under this new role. Are you looking at that pitch that 20 minute pitch to include? Here’s how your RSA is could sell this or do you really want to focus more on like product innovation, and we will figure out how to get that to cascade down to the RSA training level and to eventually stick with the consumer
Mark Quinn
Yeah, you know, I think some of the better presentations are when people think about everything from your perspective, right? I try to do that even on the buying side now, right? Like, what are they going through as a manufacturer? And, you know, what are the challenges that they have? Or how can we help them, you know, in their company by selling to us, like, I’m so it’s empathy. And so when we go in, and someone has a new product pitch, for instance, and they’re thinking through it on our side, so they, they would say something like, Hey, we know you have, you know, 1000s and 1000s, of sleep experts, and we think this is how we could train them to sell the product better in the market, or, you know, they come to us with a product display, and they say, Hey, here’s the product, but here’s how we can make it to monitorable point of sale, like those guys are thinking through and thinking around the problem. It’s not just a product, it’s not just a price, like there’s a lot of stuff we have to consider. So what are the things that we need to make something successful? And so I can always appreciate when someone has thought through those things, even if it’s not right, or it will work or, you know, the ideas a little bit off, you know, there’s respect in the fact that that effort was made. And so there is some empathy. And the people that have done business with us maybe have better perspective, people that have been in retail, they under kind of stand that kind of understand that as well. But yeah, I’d say it’s like people who are looking at it 360 degrees, and creating not just the product solution, but you know, how do you train on it? How do you integrate it into what you currently do? All of those things matter a lot. So it’s nice when people think through those things,
Mark Kinsley
I think this is actually a really healthy discussion that we’re having for a variety of reasons. But if you’re listening, and you have a product to pitch to Mattress Firm, at some point in the future, it would be helpful to know hey, what can I do to support you the best and maximise the time we have together. And I think you’ve touched on some really key things like honour the time that you’ve been given, make sure that it’s, you know, a little bit of chit chat and then high impact in terms of what the presentation of the product and how it works and the price is and then thinking about it, like you said in a 360 view, to help Mattress Firm and mattress firms own environment, properly merchandise, demonstrate and sell that product. And if you can show that pretty quickly, then you’re gonna walk away knowing they really did think about it from my perspective, instead of spec card and price an item and just some of the basics there. So this is helpful because whenever you do go back, you know you talk about the elevator pitch, well the elevator pitch during the summer market, the elevators move pretty quickly but elevators during the winter market don’t move as quickly because that place is usually packed so it’s going to be even harder for you to get around. And you’re going to want to make very good use of your time and and the other thing is just saying if you get Quinn around noon time make sure and have some barbecue there and feed the man we can’t have him waiting till seven o’clock the night,
Mark Quinn
hey, I don’t discriminate and other kinds of food barbecues always good. In closing this one up kids I just want to say to you know, everybody’s selling to Mattress Firm if you have in the past, you know, we’re grateful like I don’t I don’t think people maybe understand that as much as it’s true. We know that we you know, we need we need great partners and you know the people that we got to go in and see and that whether they’re selling to us or not, we appreciate the time you give us we appreciate the effort you make on our behalf we appreciate you know what you guys are doing inside of your own companies to serve us and create cool products to sell but you know we can’t do it without you so for everyone that gave us time and and brought us their best appreciate you guys.
Mark Kinsley
And one thing that I could not do without you is this podcast or this roast that people are about to hear. So without further ado you can watch this if you’re watching on video. If you’re not just listen it’s just gonna be what it is. And this was the roast and toast of Mark Quinn in the Englander space during summer market 2022 Quinn thank you for letting me highlight your accomplishment and just chop you down like a tree just a little bit
lovingly towards loving but
Mark Quinn
sometimes you need to be chopped down Kinsley it was a chop down but a build back up so it worked.
Mark Kinsley
Alright brother man Hey, love ya and great job on your first market and thank you to everybody that that helped us along the way Shut up to the toaster roast. Without further ado, here we go. Okay, does everybody have a drink opened up? Okay, we’re good. All right, it is seven o’clock somewhere mark the ground. Okay, so first of all, I want to thank everybody for coming out here to answer one of the questions that also came up is no just because marks Java matches for the DOS Marco show does continue. We’re not breaking up. Not that we were a couple to begin with. So, I want to thank everybody for coming out to celebrate my friend Mark wins new job at Mattress Firm. The first thing he said to me is, I don’t want you to do this. I really don’t want you to do this because, you know, he’s, he’s introverted. He’s a little standoffish. I mean, you don’t hear him before you see him very often. But I gotta say it was. It was really hard. For me. It’s really hard. Though, it’s hard when I was thinking about how to Rattus Quinn, because we’re in this file folder full of fat and safe material. But I thought maybe a good starting point was this newspaper clipping that his mom saved? Thank you so much to Quinn’s mom for saving this one that says could never silent for the Mustangs now this is a picture of mark when he’s 17 years old, announcing a baseball game for the Mustangs and let me just put it in context for you. Baseball is by tw Lawrence baseball is the only sport where seven minutes of action is squeezed into two and a half hours. Teams have gone to great expense to keep fans entertained during the non action periods of the game Chicago has haircare and the Kingwood Mustangs are spared no expense and giving us mark when Mark first came to my attention when I heard him announced the king would game and he said the pitcher Hutchinson had chalked up seven strikeouts in one inning. Seven strikeouts in one inning. Mark also had problems with runs, balls, outs and other minor details. This voice of the Mustangs is a junior at Kingwood High School and is president of his class he loves girls pop music, and the King Wood Mustangs. Quiz tools of the trade include a tape recorder with baseball music and a microphone a Dolly Parton cassette, essential and a genuine enthusiasm and spirit he transmits to the crowd. A lot has changed.
He also announces basketball in the powers that be at any brains.
Mark Kinsley
They would let him try his hand at pigskin time. So, Mark, and I’ve had many misadventures throughout the years. You know, we’ve seen a Super Bowl winning quarterback Jim McMahon and a Speedo. We have been to a Willie Nelson concert, we became auctioneer’s. Thank you, Roger. We’ve written a book together we’ve spent over $100,000 to login to class money to make a hybrid mattress rap video. I think adjusted for inflation that’s like even $34,000 It’s been a hell of a ride and you know it’s great to see many of his friends here today to celebrate him that people think I saw Brian Baxter around here. Look at all avocado, California. Cool. There he is. Hey, Brian. Baxter I knew that guy for years and I thought he had some rare condition where his hair would not grow over a quarter of an inch. And he shows up looking like Howard Stern and Bob Dylan had a love child. So you turn it back a little bit ago it was Jim nation walking around was Jim nation Gen nation the only man in the matches business his name can double as a fitness franchise. Connection come on down and Jim nation get rid of the gym nation. I think I’m actually gonna start that I’m gonna spell it J I M
for average gyms across this great nation, gym nation. Jim recently moved to Florida. He’s doing well.
Mark Kinsley
Roger Mankiewicz I know this on good authority Roger Maga, which has raised $1.4 million dollars since he walked in the building today. Mark D sharp MC three could be here but I want to everybody just clear up the room real quickly. He’s not on meth. He is not. Cocaine. It’s a little easier to get Vegas. Man Magnuson you may recognise, Mike Magnuson is crotch from the good bed.com videos. A great angle Cassidy. Thank you for really a low angle. We all appreciate that. It’s a small target. Oh, yeah. Yeah, we I gotta say those edge support shots. Yes. Thanks to the England rich right If you don’t review us I forgot we don’t sell online I gotta say though I really I’m glad you’re here because you know I just still feel the emotion from that speech you gave it the furniture today bedding conference. I mean this is a real stimuli here. didn’t show up that issue but you know it is the magazine The Papa John’s delivery guy was there you were there. Yeah, he was in Florida. It is good to see magazine here because I know he loves the opulent hotels and the like the really nice hotel rooms so we had this time the desert in motels you upgrade Cassidy to the youth hostel El Rancho Chinatown Best Western I gotta tell you that I’ve never seen somebody that makes so much money off Casper be so cheap sea trip ranneberger out there just being full unretired announcement there on the fan Thank you Trent shirts over there looking like a hot tamale hold its breath too long I got one more for him because this guy needs an SPM 9000 He looks like he fell asleep day Trump Welcome to the woman to the party. Little strand we’ve been hanging out there on here really aggressively but here you know hey look if I need a podcast co host at some point. Will you step in for Quinn? Oh no doubt. I just need another dummy when I have recorded more than 370 episodes of the dose Marco show we give it up many of you in this room have been on the show. It’s been great many of you haven’t you’re talking about me. I haven’t been on the show yet. That many shows it’s amazing to me that my mark went still can’t get his microphone to work. He shows up almost every show as if else and sabotage this technology. Just looking around like what’s going on that attention all the details but the hell did this? Were like a bad kung fu movie for like six months. Like, we’re gonna go that’s where your show mattresses. It’s gonna be really fun. Reach out quick. What do you think about that? We’re crushing it. I mean, that was after like 300 episodes. It’s amateur hour. Still. Nobody’s passionate? I think it’s, I think you can focus, right? I think you can focus I mean, I get the text messages from my phone to say I’m focusing right now on driving. Right now I’m focused on driving and so I’m always thankful for that. But I gotta say I literally have seen this man focus so I know you can do it when we were at leggett and Platt. We had a photoshoot where half dressed couples came in and demonstrated 50 to six positions on an adjustable bed 52 He was dialled in
nothing goes wrong. The push the guy so one point here it’s a straddle than saddle
Mark Kinsley
straddle. So you know something about straddle is Apple will trip. Yeah, speaking of speaking of sex, we, we were here in Vegas at one point years ago, sex or sleep research trying to find the best mattress for sex and for sleep. We had a hybrid mattress covered up in a blind study and then we had a TempurPedic. And, you know, the hybrid did win. The one for the best for sex and sleep like 80% of people, but I have to say, to compete it did pretty well. That ruining people’s desire to have babies. I can’t go to repeat, though. They love it. Look, people figured it out. They moved to the floor. They went to the guest bedroom, which the couch was all figured out. You know being near Vegas also reminds me of some late night conversations that I had during that time. We were like three o’clock in the morning. We were at the Paris we were smoking cigarettes and just talking about the future of the industry to smoke 12 years ago smoking away. And trust me I felt really bad. I didn’t feel bad for it because I’ve been hearing Have a parent’s right outside magazine. I just got sticky carpet mills ever walking around with Nacho crumbs on his cargo shorts. Well over the years we have had many deep conversations we have and quince he’s a little bit emotional. He’s a bit of crier. So I’ve made him cry many times on my own but he, he does cry. He’s gonna cry today at some point more than a, like a drunken college girl in the light of taco bell when it closes. That’s when cracking I know it hurts does that when it closes, you’re drunk and you’re in college. Experience, live experience. But I have to say speaking of speaking of tears, it’s really good to see Mattress Firm back here in the same room with TempurPedic. You remember that break up? There’s tears there. Right? Cheerful somebody. Somebody was crying after that deal. But hey, look, they’re back together. And they’re doing it’s almost just like Ben and JLo. They came out here to Vegas to get married. Right? Just like any celebrity couples, surely it’s gonna last forever. Good day bears. Good day. Quinn’s got a wife. Her name is Bridget trust me. She is a patient woman, a patient woman. She even dresses. She picks out a lot of shirts for him to have quails on them. That wails on them. And I keep telling him no, it’s not a sperm whale and stop talking about the blowhole. It’s not what you think. But it happens. She buys some shirts, and each morning, she brings out the closet. She puts it on over his head. And he does hands up mark. She puts it on this little spin and they flashes his best winning smile in the mirror is off Thursday but one thing happens is there’s never been it’s not been to like right here that I’m like maybe Bridget likes it. Or or or maybe Quinn is trash Oh just a little weak and this new chest tattoo. He got his love button. Marchesa just a little trace of that chest that’s you. You know, it’s but you got to watch. He’ll show it to you. If you didn’t know about he will show you the chest that soon. But I gotta warn you about something. This is what happens. Just show it to you. And then he’ll, he’ll ask you to touch it. And then you’ll say trace it with your finger and then they’ll get a faraway look in his eyes and they’ll say slow down. Faster. Stop right there. Okay, so don’t let a tricky Dolan do that to you. Okay, guys, this is thank you so much for coming out. I do want to toast my best friend. And the guy that I love so much mark when it reminds me of a quote by Groucho Marx when I think about you, Groucho Marx says when you end up in jail, when you end up in jail, a good friend is going to be there trying to bail you out. A great friend is going to be in the sale next year. Same Damn, that was fun. Let’s Let’s raise a glass. I need your help on this one. Because the official does Marcos toast is going to happen now. And I need you to repeat after me. Here’s the great sleep. And living your best life. Cheers, everyone. Cheers to you. Oh, here we go.
So all I can say is thank you for being here. How many of you are here because you want to
sell me something? Like, right? Like I kind of get that right. Yeah. The only guy who’s honest about a way in the back of my friend here. That’s good. I want to say like look around the room. The cool part of it is like the one of the honestly, the the best things I ever hear about people talking to Mark and I about the podcast or the fan is that they think us oddly enough, right? What do we get feedback on the show? It’s always the Thank you. It’s a thank you for what you’re doing inside the category. It’s a thank you for the content you’re putting out. It’s a thank you for power. We’re trying to give all of you all of us, but information and stuff to like get better. And that’s what it is. That’s what we’re about. That’s why we built the fam. And that’s why this fam. So the Kinsey always says to me, we’re you know, it was something we wrote in the book is that we’re all on the same ocean, maybe in the same store but in different boats. So I just want you to look around and think about it for a second. Like if we’re all better together. Then what happens to this category? Right? So the impact of this moment on me is to go You guys are awesome. Like you will never I understand that the impact you have on us, and how grateful we are, for you guys paying attention to what we do. That’s the only reason we do it is because of you. And so and so that’s what I would say, this is the fam, this is why we do it that come together have some silly fun. And I love the fact that I know that for me, it’s been a great thing. It’s brought me so much joy, I just want to call up my brother Jeff and my sister Carrie, who are here, I love you. But I’m so glad to get to do business with my family. So that’s pretty cool. And then into mark in so whenever you’re building a business, whenever you’re looking inside of your own companies, like it’s cool to succeed, but it’s way fucking cooler. To succeed with people, with people you care about to be on that journey to fail to succeed, to reinvent that is life. That I get to do it with him all the time. So so grateful for you and your friendship and everything that means and to you guys for being here and taking 30 minutes out. You are awesome. So I want to chose you and you right now so here is a toast to this fam may it live long and may us all grow together so that this industry goes together so that human beings understand that sleep can change their life You guys are the best things for Kevin is really very freaking cool. Great moment from you. Thank you so much.
