How did a family business with zero commissioned sales explode into a $70M regional powerhouse? The culture secret that’s changing mattress retail…
What if everything you thought about retail sales was wrong? In this episode, Mark Kinsley sits down with Michael Fiacco, the second-generation owner who transformed Old Brick Furniture from a local legacy into a 2023 Retailer of the Year, now with 11 stores across upstate New York and New England. Discover why Michael refuses to pay commission, never runs “sales” (except for his secret 6-hour event), and bets big on a team-first culture—even when industry veterans said it would never work.
If you’ve ever wondered how to get employees truly invested, why “lowest price, always” builds fierce customer loyalty, or how to launch into new markets without losing your core values, this episode is for you. Michael reveals how his unique approach to service, culture, and real estate (plus a few laundromats and a recruiting firm!) drives both rapid growth and work-life balance—for his team and his family.
Industry pros and sleep enthusiasts alike will hear actionable strategies about:
- Driving word-of-mouth through legendary service (not expensive ads)
- Creating a team culture that eliminates high-pressure tactics
- Why real estate is the “unfair advantage” fueling expansion
- The hidden power of in-stock mattresses for immediate sales
- How to survive market downturns without discounting your brand
Stay tuned for insights that challenge conventional wisdom and could change how you think about selling sleep.
Timestamps:
- 00:56 – The “No Commission, Team Culture” Advantage Revealed
- 03:39 – Why Service Trumps Advertising (and Pays Off More)
- 07:16 – Real Talk: How Team Bonuses Actually Work
- 09:33 – The Work-Life Revolution for Salespeople
- 12:42 – From Mom’s Consignment Shop to $70M Retailer
- 15:07 – How Real Estate Became Michael’s Secret Weapon
- 19:20 – The Mattress Business: 23% of Sales, 100% Strategy
- 22:22 – Why Inventory Speed Wins Mattress Customers
- 24:43 – Old Brick’s No-Sale, No-Gimmick Marketing Playbook
- 26:41 – The Rochester Experiment: Opening Store #11
- 33:24 – The Little “Warehouse” Detail That Changed Everything
Connect with The FAM Podcast:
🔗 LinkedIn: https://www.linkedin.com/company/the-fam-mattress/
📱 TikTok: https://www.tiktok.com/@forallthingsmattress
📸 Instagram: https://www.instagram.com/forallthingsmattress/
📘 Facebook: https://www.facebook.com/thefamnews
🎵 Spotify: https://open.spotify.com/show/4wvSqPZaxehCSmwRpByLi4
🍎 Apple Podcast: https://podcasts.apple.com/us/podcast/the-fam-podcast-with-mark-kinsley/id1452601818
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