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10240 W 29th St N #112 Maize Rd and West 29th St N 555 S. Hoover Rd. Ste #1600 Dugan Exit Off Kellogg 2413 N Greenwich Rd, Suite 115 K-96 and Greenwich by Cabela's & Target 119 N 72nd St 1/2 Block North of Dodge 2820 Richard Joseph Blvd. I-44 & Rangeline Rd. Next to Cracker Barrel 1750 S Sheridan, Just N of 21st St 4206 Centerplace Drive Suite 718 Between Best Buy and Sports Authority 4298 S. Parker Rd. 10800 East 45th Ave. I-70 & Havana St.Let friends in your social network know what you are reading aboutTwitterGoogle+LinkedInPinterestPosted!A link has been posted to your Facebook feed. Log InSubscribed, but don't have a login?Register your digital access.The game plan was simple: John-Thomas Marino would dismiss those who laughed and slammed the door in his face after listening to his idea. He was pitching a single-product company based on crafting and selling a high-quality foam mattress comprised of original components and charging a low price.
As he drove to factories and suppliers throughout Southern California, along the East Coast and in the Southeast U.S. pitching the concept, Marino realized many thought he and his business partner, Daehee Park, were nuts.A few, however, were willing to hear Marino out.“The ones who laughed and slammed the door on me, we didn’t work with them. The ones who didn’t, we did. Well, some of them laughed, too… but they were interested and willing to go along for the ride,” Marino said.In 2012, Marino and Park started their venture with $6,000 in savings between them.More than three years after Marino and Park launched Tuft & Needle, their direct-to-consumer company has grown into a serious business that is no joke.In Tuft & Needle’s first full operational year in 2013, it generated $1 million in net revenue, then $9 million the following year, Park said. For 2015, the Phoenix startup is on track to generated $40 million to $75 million. .Their staff has grown to 80 employees from the 10 they had in 2014.Today, the ones who laughed and slammed their doors on Marino “… are banging on our door to get in,” he said.
For six months before starting Tuft & Needle, Marino and Park worked for a Palo Alto, Calif., startup, where they were surrounded by the high-energy buzz of a high-tech universe. They soon realized this world was not for them.“We saw a lot of companies doing cool apps but aren’t doing anything impactful,” Park said. “J.T. and I wanted to grow a business that required a more thoughtful and methodical decision.”When Marino and his new wife endured a negative shopping experience at a traditional storefront — a pressured purchase of a $3,300 mattress that proved uncomfortable and came with an impossible return policy — the seed was planted. Park had similar experiences.After researching the industry, they discovered that a mattress that cost thousands of dollars could be made for about $300. They quit their jobs, pooled their savings and made a go of it. Park had a home in Phoenix and commuted to Palo Alto during the week. He yearned to return to the Valley full time. They based their young company here.
Marino rented a car and drove to the major factory and supply hubs. They felt the message would be best communicated face-to-face.Doing away with the hovering sales routine from a commissioned salesperson was just the start. Marino and Park rejected suggestions to charge more so their product wouldn’t seem cheap and gimmicks such as infusing lavender in the mattresses or offering a multi-year refund program. Marino and Park also refused investor funding.AZCENTRALPhoenix startup to fill historic Grand Avenue building“If you have investors, you are held accountable to them. We wanted to be accountable to our future employees and future customers,” Park said. “Those were the reasons we wanted to start our own company and that continues to be a unique stance we take.”The Tuft & Needle mattress uses foam the company invented — it's neither memory foam nor latex. It's designed to be a single firmness to be universally comfortable, combining pressure relief, support and breathability, and the product is manufactured in the U.S.The companies that wanted to help Marino and Park supplied the materials and services and put them on payment plans to make the leap easier.
They figured they had four months to make Tuft & Needle sustainable. They did it in three.Prices range from $350 for a twin to $750 for a California king. Purchases directly from Tuft & Needle come with a 100-night sleep trial. Amazon purchases carry a 30-night trial. The mattresses are delivered in a box.All returns are made to a charitable organization. If a consumer is unable to find one, Tuft & Needle will help locate one and coordinate the return. The refund is processed in full after the it receives proof of the donation receipt.Travis Shumake visited the showroom and liked the comfortable mattress at a bargain price. He was surprised when the expected hard sell never came. Shumake was told he could go home, think about it and purchase one online.“Everything was so unexpected. It seemed so easy … just lie in this bed and we’re not going to push you to buy this. They believed in this process and didn’t need a gimmicky deal or to push it on me,” Shumake said.He purchased two Tuft & Needle mattresses for his Phoenix home and one as a Christmas gift for his sister in Colorado.
Shumake said he feels like he’s sleeping on a brand new bed every night. A dozen of his friends now own a Tuft & Needle mattress.“It feels like a little mom-and-pop shop with this original indie-feel company. That’s what’s so attractive about it,” he said.Marino was earning his degree in computer engineering when he met Park, who earned his degree in cybersecurity, when the Pennsylvania natives met at Penn State University. Their post-graduation careers separated them geographically, but they were reunited in California where they came up with their business concept.AZCENTRALTempe online mattress company thrivesThe Phoenix showroom doubles as a retail space. Additional locations are slated to open in Gilbert and downtown San Francisco in 2016.Marino and Park soon will move the company's Phoenix headquarters and showroom to the O.S. Stapley buildings on Grand Avenue near Seventh Avenue at the edge of the local business and arts district just west of downtown. The buildings, built in 1917, were listed in 2012 on the Phoenix Historic Property Register.By 2014, buzz surrounding Tuft & Needle was in high gear, with business segments in Fortune and CNN and Fox.