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ISPA conference focuses on trends, competing

By David Perry -- Furniture Today, December 3, 2006

Orlando, Fla. — In the midst of a tough sales climate for mattress retailers, bedding executives met here to get an update on the latest industry trends and to pick up new strategies for competing in a global marketplace.

The International Sleep Products Assn.'s 91st annual conference, held here, drew more than 300 participants. The theme: Mattress Industry Best Practices — Competing in a Global Economy.

Attendees heard presentations on how to stay competitive, understand changing trends, reduce overall operating costs, and broaden international markets.

The conference included an expanded exhibition venue, and gave suppliers of fire-resistant materials and services another opportunity to meet with customers and potential customers.

Allen Podratsky, president of Global Supply Chain Partners, and David Osterman, a partner in the law firm of Goldberg Segalla, led discussions about how mattress producers can minimize business and legal risks as they refine their business strategies to meet the upcoming federal mattress flammability standard.

ISPA leaders said the conference met its objectives.

"This conference offered a great deal for every firm in the mattress industry," said Kerry Tramel, ISPA chairman and president of Lady Americana Associates. "In such a competitive market, it's worthwhile to meet periodically as an industry and to focus on the issues that affect us all. This was an excellent forum that allowed us to grow individually and collectively. Ultimately, we all prosper."

David Orders, vice president of Park Place and immediate past ISPA chairman, said, "It was great to see so much interest and participation, with great speakers that were full of helpful information, motivation and encouragement."

ISPA said attendance set a record for the event.

It kicked off with a welcome reception in the exhibit hall that showcased a wide variety of products and services offered by industry suppliers. Hank Little, president of Atlanta Attachment, said the event was "well organized" and resulted in "great new business opportunities" for his company.

The agenda began with a presentation by Tramel, who discussed ISPA's achievements and its strategic activities in support of industry growth.

Economist Dr. James Smith and Pat Cleary, senior vice president, communications, for the National Assn. of Manufacturers, were keynote speakers for the open business session, which focused on U.S. manufacturing and the world's economies.

Other speakers included Tom McLean of Kinsgdown, who provided an update on Better Sleep Council activities, and Thom Winninger, who addressed strategies to help companies create brand loyalty and stand out in the marketplace.

The conference was held just a few weeks after ISPA reported slower sales for the third quarter. ISPA's survey results indicated that dollars grew 6.9% in the third quarter, while unit shipments declined 3.1%.

But ISPA President Dick Doyle said the overall picture for the industry is one of progress.

"ISPA has published data on the domestic mattress trade since the early 1980s," Doyle said. "The overall picture is one of slow but solid growth for the bedding industry, with average annual dollar growth rates of 6.5% for the past 20 years."

ISPA is calling for an 8.5% growth rate in the dollar value of shipments next year, with units up 1.5%.

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