On the one hand, terrorist cells continue to break out, the middle class is shrinking, and corporate greed seems worse than ever. Let’s face it: the front-page news is bad. On the other hand, there is increasing use of sustainable energy in the world, more funds are being donated to charity and more people donate their time. And underneath the din of negative media there is a sense of compassion and understanding…when we look for it.

A Sustainability Surge

Here is some good news from Green Money Journal: “In the early years of the sustainable investment industry, most companies did not recognize sustainability as a materially relevant concept. As time passed, some companies warmed to the concept. Today, the paradigm has shifted again and many companies embrace sustainability. The Governance & Accountability Institute reported that 72% of the S&P 500® published sustainability reports in 2013; this is up from 52% in 2012 and from 20% in 2011.”

Cynically, we could say that most of the companies are doing it just to paint a prettier picture of themselves. There is no doubt some truth in that, but it leads to the question: why is having a sustainability report suddenly prettier than not having one? That’s what this post is about.

All change takes time. It took time to win independence from England. It took time to free the slaves. It took time to win voting rights for all Americans, but “the pace of change is accelerating,” says management consultant Ichak Adizes.

The Urgency of Openness

The demand for transparency underlies much of this change. The culture is demanding it, and even though technology companies promote transparency to serve themselves, there is no stopping the trend. There are still secrets, but they’re gradually getting smaller and more contained. Individuals will always have human secrets that may never be discovered–lies, affairs, desires, and so forth—though it’s getting more difficult to hide them. Because the internet casts no shadows, the pace of those blowups is increasing.

Governments and many organizations and institutions are facing a greater demand for transparency. It makes their secrets harder to maintain. If you consider banking, mining, health care and lobbying groups, the sheer volume of secrets they hold is overwhelming. However, over the course of a generation or two, the climate that sustains secrecy and hypocrisy is undeniably changing. Consumers and citizens have a much lower tolerance for lying and for misleading statements from leaders.

A Savvier Public

Younger generations seem to be more adept at challenging the status quo, and these challenges matter. More of us just want to be told the truth. We can deal with reality, even if it’s unpleasant. We can make adjustments and improvements if we know the truth. However, we can’t do much with fiction, or gross exaggerations or understatements.

As more young people and more well-informed people of all ages populate the workforce, organizations slowly change. It’s unavoidable. The groundswell of support for creating a more just society with conscientious policies about the environment is mounting, day by day and year by year.

We may not see it over the course of a few years or even 10, but within a generation powerful changes are coming, and they’re undeniable.

At Savvy Rest we promote transparency by using independent laboratories to run our VOC and materials testing. We also have GreenGuard test our natural latex mattresses—in their entirety, not just individual components—to ensure that our products meet the GreenGuard GOLD standard. Transparency matters to us as much as to our customers.

The post The Push for Transparency appeared first on Savvy Rest.

There were many positive impressions, but first among them was Radium’s commitment to excellent products. Production planning and engineering take a front seat to sales and marketing. Consistency and quality matter most—from the raw materials they purchase all the way through packing and shipping. One reason for this focus is that the Netherlands is a very small country, about the size of the state of Maryland. This makes them very dependent on trade, and on importing most products from other places. It seems to be embedded in the culture to engineer the best quality possible in order to create loyal, repeat customers.

From Past to Present

In 1935, Joseph Talalay developed the most open, ventilating and flexible foam in the world, but it was not until 1961 that Radium began to produce Talalay. As Vita is the most experienced Talalay producer, Radium joined the Vita group in 1991. This combined history has given them many years to refine their process and their products, and their investments in research and development continue. Radium is the only company that makes Talalay as Joseph Talalay intended it.

This manufacturer is constantly exploring ways to improve natural latex as well as to increase their commitment to health and the environment. Most bio-rubber projects around the world are in too-early stages to be useful yet for organic mattresses. Although the use of guayule as an alternative to rubber trees will take time to become commercially viable, Radium is already working on it. Guayule production will one day give people in desert climates where it grows the means to live. And it will also utilize the most available local resource—sand.

Another example is Radium’s cradle-to-cradle certification, the most environmentally-friendly and health-protective certification available. In a nutshell, cradle-to-cradle means that their latex is made without “substances known or suspected to cause cancer, birth defects, genetic damage, or reproductive harm.” And, at the end of the product’s life, the latex can be reused as virgin material (rubber) in a new production process.

A Closer Look

Under a magnifying glass, the most visible difference between natural Talalay and natural Dunlop is that the Talalay has a round, open cell structure that is very consistent. These cells are created during a complex eight-step process. The result is that this natural Talalay is more elastic, durable, and better ventilating than any other foam.

We watched as the supple latex made its way smoothly on conveyor belts through the rinsing process and into the driers. Cutting, stacking, and wrapping were all fluently handled; when we receive it, it is very well packed and in good condition, ready to be customized into your own natural mattress.

As you might expect from a company like Mercedes or BMW, Radium also has stringent quality control standards. We saw them in the factory and in the workers; we see the results every day in the materials we receive. That’s what Savvy Rest wants for our customers—only the finest-quality natural mattresses, made from the finest materials available.

The post Visiting Radium Foam: Natural Latex, Netherlands Style appeared first on Savvy Rest.

Charlottesville was abuzz with excitement when His Holiness the Dalai Lama (HHDL) came to town. He has long-term ties with this community because his translator of many years teaches at the University of Virginia.

During his first presentation, given at a historic theater, His Holiness talked about the value of meditation in support of good health. Afterward, he addressed over 3000 enthusiastic listeners in the downtown’s outdoor pavilion with a talk entitled “Compassion as a Global Value.”

The Dalai Lama’s message was the universal theme of compassion and the value of perceiving our similarities rather than our differences. He noted in particular the similarities among religions. Afterward, there were plenty of copies of his latest book to be found.

At the end of his address, HHDL took several questions. Most notable for us was the last: “Given the demands on your time, the stresses of flying around the world, representing an entire tradition, and speaking in different time zones, how do you take care of your health?”

His simple answer? “Good sleep.”

He went on to describe how (amazingly, considering his schedule) he keeps to a very disciplined routine. He finishes his work day around 4:00 pm and goes to bed at 7:00 pm. This gives him time to relax, eat, meditate, and prepare himself for bed. He then rises at 3:30 am and follows his morning routine, including meditation and prayers, until 7:00 when he has breakfast.

Although His Holiness did not talk about religion or mysticism during his remarks, he did say he enjoys eight or nine hours of good sleep every night. We hope the Dalai Lama is dreaming of peace on a comfortable, natural mattress.

The post How Does the Dalai Lama Sleep? appeared first on Savvy Rest.

In 2003 I was the general manager of a futon store in Charlottesville, Virginia, and was thinking about starting a business of my own. My wife and I were looking for a used car, and found one we liked in Richmond–about an hour and a half away.

As we set off to drive back in separate vehicles, I suggested she listen to a delightful NPR program, The Savvy Traveler. When we met for a break a short way from home, she said excitedly, “There’s the name of your new business! The Savvy Sleeper.”

It took a minute for my mind to catch up with what she said, but then it clicked.

I always thought of myself as smart, but not brainy. At that time I had been struggling for years with sleep problems, particularly waking up too early and feeling chronically tired. All the while I was trying different natural therapies and remedies, and being fairly analytical about each experiment. The word “savvy” inspired me. Learning about good sleep hygiene, as the experts call it, doesn’t require genius; it’s about creating the best conditions that help us let go of the manifest world and enter the world of sleep, where we release all control. But to do that, especially as we age, calls for becoming “sleep savvy.”

You can’t drink coffee before bed, have a big fight or revved-up excitement before you hit the sheets. Folks like me who have trouble sleeping can’t watch dramatic TV, write email, or do anything that keep our minds going full blast. Kicking these bad bedtime habits is one of many “savvy” ways of improving sleep. So “The Savvy Sleeper” became the name of our new mattress store.

As our business evolved from a small retail shop into a major manufacturer of natural latex mattresses, we realized we needed a new name. Though I loved “The Savvy Sleeper,” it didn’t seem to fit a national business with a national presence. My wife and our staff consulted many people–including some of the first dealers who had placed their faith in our products.

In the end, we’re glad we chose “Savvy Rest.” Deeper, more regenerative rest is what we want to bring to this world. And another truth is, we all want to be savvy, don’t we? We all make some choices we regret, but in the end most of us try to become more savvy about the things that are most important to our health and our loved ones’ well being. In our sleepy corner of the world, “Savvy Rest” just felt right.

The post Savvy Rest’s Name appeared first on Savvy Rest.

There were machines of all sorts—for making springs, spinning yarn, weaving and knitting and rolling and unrolling fabric, and all sorts of fabric cutting devices.

There were foam suppliers of every ilk (and ick), and makers of specialized foam saws, sewing and serging machines, and this embroidery machine (second image at right). There were fabric suppliers, shippers, companies that specialize in burn testing, as well as companies that help manufacturers pass the burn test. We could have bought our own burn testing lab on the spot if we’d wanted (but didn’t have room in the garage). Specialty manufacturing software for the furniture industry was also demonstrated.

Everything for Every Body

ISPA is active in all major arenas that affect the sleep industry. They host the industry’s biggest trade show in the U.S. every even year and in Cologne, Germany in odd years.

Everything related to the bedding industry is available. Two years ago gel beds were the new rage. Now many companies are showing various versions. Gel beds are made of a web of synthetic material. Manufacturers have combined their gels with foam, memory foam, latex, and other materials. Skipping this category made our hike through the show easier—we were concerned only with materials for our organic and natural mattresses, and how we can function better as a company.

Italian company Orsa’s glass display was interesting. The colored blocks are different densities of memory foam. During part of the day a young man was reading on one side of the display. We never saw either the male or female model leave the display, and we also never caught them napping!

Seanan made sure to attend a presentation on mattress recycling. Savvy Rest has already begun this important practice but it was good to learn more about the current state of recycling across the bedding industry.

We also enjoyed the latest updates from our current suppliers of latex and organic wool. As leaders in the natural mattress industry, it’s up to us to be aware of the latest product developments. We came home inspired with several new ideas—stay tuned!

The post An Inside Look at ISPA appeared first on Savvy Rest.

This blog post appealed to the editor of Sleep Savvy, our industry’s trade journal, who featured it as a guest editorial.

Nudging. Maneuvering. Manipulating. Schmoozing. Bamboozling. CLOSING. How great might it feel to give all that up, and sell even more successfully and happily?

I’m an odd “authority” when it comes to pitching consumers. I lived in a yoga community for 20 years. I didn’t watch TV or read magazines, and with an allowance of $1 – $3 per month, I rarely bought anything. When that chapter ended, with no resources and a family to support, I thought, “Maybe I can sell, if that’s what it takes.” So I signed up to sell satellite TV. (Natural fit, right?) Boy, did I tank. Things went better when I worked in a futon store, but I still didn’t feel like myself. Eventually I opened a small mattress store, and a few years later, founded Savvy Rest. We manufacture fine natural latex mattresses and we’ve done quite well—landing repeatedly on the “Inc. 500/5000″ list of America’s fastest-growing companies.

Back then, though, there was still this “selling” thing to take care of. I was baffled. What did I know about convincing people to pull out their wallets? The idea was anathema. Still, I needed to succeed. I listened to tapes and read books and blogs about selling, but something wasn’t sitting right. The techniques and programs I read about seemed manipulation based. The goal was always to take control, “close” the sale or maximize profit, and seldom seemed to reflect real concern for a customer’s needs. Not to mention that the whole role-playing thing was beyond me. 

What did I know about closing? My yoga life had been all about opening—opening the heart to others, and opening the mind to the present moment. But maybe an unconventional background could still lead to a successful sales philosophy. I kept returning to what I knew, and ultimately found that what works for me, and for Savvy Rest, is what we call “Selfless Selling.” Here’s how it works.

Selfless Selling is a matter of intention. The first question in a sales situation is to yourself—is my goal to close a sale or to genuinely serve and have an authentic relationship with a customer?

It’s easy to check. Just relax and observe your thoughts when you’re with a customer. To the degree that you are tensely thinking about closing the sale or getting that profit or SPIF, to that same degree you’re not really present with your customer. Here’s a pressure-relieving thought: profit should be a by-product of your products’ benefits and your relationship with your customers, not the goal itself.

The truth is, it’s hard to have an authentic relationship with someone if you want something from them. And the more strongly you want something from someone, the more tense you become.

The inspiration behind Selfless Selling is that the only goal is to relax and have an authentic relationship with your customer. The relationship itself is the reward, and that liberates you both. What is best to fulfill their needs? Your customer is a human being with human needs. No one wants to be manipulated. If the products and information you offer meet the needs of your customer in that present moment, a sale will be the natural outcome. When everything is aligned, including some factors you can’t control, everything will unfold as it should.

If you make a sale just to score that sale, a few things happen that aren’t covered in most how-to-sell programs:

• You miss the opportunity to have an authentic relationship with another human being.
• Your customer misses the opportunity to have an authentic relationship with you.
• There is nothing in the experience that a customer might “pay forward” to another human being.
• You make no difference in someone’s life other than to sell them an object.
• You make no difference in changing the dominant values in our culture or our world.

There are several ways to practice Selfless Selling. For me, the best starting place is to relax, and then to recognize the vulnerability of a person who is coming into the store. After all, I am asking this individual, someone who doesn’t even know me, to lie down on a bed. Most people feel a little awkward; some may even be in pain. Then, I ask a few gentle questions and try to empathize with the need the person has, as if she or he were my family member, my friend, or my neighbor.

When I treat all customers this way, some of them will purchase; some won’t. Just as if I used manipulative sales techniques—some will buy; some will not. But if I treat everyone selflessly, I can stay relaxed. And I’m never left feeling that I’ve taken advantage of someone’s vulnerability. It certainly simplifies things. No mental contortions, just being present, trying to help, and getting myself and my fears of succeeding or failing —”closing” or “not closing”—out of the way. I believe that when customers experience this kind of encounter, odds are good that when they leave one of our stores, they’ll feel very differently about their mattress shopping experience.

It helps to remember that we are all vulnerable, and we are vulnerable together. Why forget this truth just because we are selling something? Selflessness is a powerful practice. The hardest part is letting go of all the contortions and techniques that so many salespeople are taught and earnestly practice. When you drop all that, it is very freeing.

Selfless Selling makes us all happier. Not just our customers, but our salespeople, too.

The post Selfless Selling: A Manufacturer’s View appeared first on Savvy Rest.

…One Giant Leap for Artificial Foams

In the 1960s, a group of NASA engineers was asked to design a customized seat for each astronaut that would relieve pressure from the massive gravitational (or “G”) forces the astronauts endured during takeoff and landing. The engineers soon realized that because of their intense, ongoing training, astronauts’ bodies continued to change over time. An individual, custom-formed seat would have to be modified for each astronaut for every flight, and that was impractical.

Ultimately, engineers invented a material that could adapt to any space-bound body: visco-elastic, or “memory” foam. Industrial foam formulas have changed over the past 30 years or so, and most are guarded as proprietary secrets. But all memory foams, even those containing some biological material such as soy, start with a petroleum base. Petroleum itself is natural, but memory foam production results in a highly synthetic material.

Hidden Dangers

Squashed forcefully against their seats, astronauts in flight quickly appreciated how well memory foam eased the extreme pressure on their limbs. When manufacturers began to market it for mattresses, however, the material presented problems for sleepers:

• Memory foam “sleeps hot” (heat trapped between a sleeper and the foam triggers the form-to-shape reaction)
• After a few years memory foam becomes less effective at relieving pressure, even while retaining its shape
• Health issues, such as headaches and asthma, have been attributed to the foam’s chemical off-gassing
• Memory foam is responsive on a mattress top, but when low-quality materials are used in lower layers, back support can be inadequate
• Flame retardant chemicals are usually added to enable memory foam mattresses to pass federal fire safety requirements. Recent medical research is raising alarms over the toxicity of these chemicals

A Natural Alternative

Many consumers who are disenchanted with memory foam are choosing natural latex mattresses instead. Latex is derived from rubber trees that grow in tropical climates. The industry originated in Brazil, but today most commercial rubber is processed in India, Indonesia, and Sri Lanka.

All foams—latex, visco-elastic, or polyurethane—have some qualities in common:

• They all relieve pressure.
• They are all poured in molds and can be cut and shaped with a foam saw.
• They all have a variety of commercial uses.
• They are all used in mattresses in various ways.

There are, however, important differences. This chart summarizes the qualities of the various foams used in mattresses.

The post The History of Memory Foam appeared first on Savvy Rest.

That has changed!

Making It Official

The natural Dunlop latex we receive is the purest latex available in the world. Although the rubber trees on our supplier’s plantations have always been grown organically, the plantations themselves are now also certified organic according to USDA standards. We are delighted with this achievement, as many people value objective certification. We’re also pleased to see how fast worldwide interest in organic materials is progressing. As ever, at Savvy Rest we specify, order and use only natural latex in our mattresses. And to share the evidence with our customers, we continue to confirm through independent testing that our mattress core material is natural latex, not a synthetic blend.

Baking Basics

Even though the rubber trees are grown organically, however, latex still needs to be processed into a usable form. The thick, sticky serum from a rubber tree can’t be baked directly into foam rubber, any more than one could put a cup of milk into the oven expecting a custard to come out.

As purity testing shows, even natural latex (and ours is as natural as it gets) is about 95% percent pure rubber. To make the sap into foam, the manufacturing process requires small amounts of sulfur as the primary vulcanization agent, and zinc oxide as an accelerator. These are both natural ingredients.

Necessary Additives

The vulcanization process also requires adding minute amounts of synthetic chemicals. Which ones? Latex manufacturers still regard that information as proprietary and realistically, that probably will not change in the short term. But we can tell you that the presence of the tiny amounts of additives necessary to turn raw sap into supple, comfortable foam is not something to fear. What’s “tiny”? Their volume is referenced in micrograms per cubic meter, which is like a fraction of a grain of sand. More importantly, as you can see in the test results, “volatile organic compounds” (“volatile” means unstable, which means they off-gas) are routinely tested for. Note the designation “ND” for the vast majority, which means: Not Detected.

Beware “Zero” Claims

If a manufacturer, salesperson or web site tells you that their latex production process uses zero chemicals, consider this Wikipedia article on vulcanization. As it states, if one tried to make natural latex without using an accelerator, the resulting product would be of poor quality.

Some of our customers are chemically sensitive and need the purest materials in existence. And some people have a true latex allergy. For people with these concerns, it’s a good idea to pick up a sample from a Savvy Rest dealer, or order natural latex samples from us. You could also take the latex to an allergist or immunologist for consultation if you are concerned about allergy. You could even hire a materials testing lab—but it would be hard to do better than those we already use.

Safe Sleep

We hope this news of organic Dunlop latex certification will help to build confidence for anyone who has strong concerns about what’s in the products they eat, wear, and sleep on. We’re with you—the same concerns inspired us to develop Savvy Rest organic mattresses in the first place!

The post Is Natural Latex Organic? appeared first on Savvy Rest.

Many mattress companies these days are advertising latex with five, even seven “zones” of varying densities. Here, we consider what latex zones are and are not, and why they are mostly irrelevant to sleep comfort.

When a layer of latex is made without zones, it is intended to feel consistent from side to side and head to foot. There’s always minor variability, but latex without zoning doesn’t vary much within each piece.

To make latex with multiple zones, a manufacturer varies the pin pattern in the mold, usually from head to foot (not side to side), and usually on the top or bottom of the mold.  The mold has pins or steam pegs that stick up from the bottom, and the latex is poured around the pins. The holes in natural latex show where the pins were.

Where more pins are located, there are more holes and less latex, which creates a softer feel. With fewer pins, more latex is distributed, producing a firmer feel. The difference in density and ILD, or indentation load deflection, can be scientifically measured.

The question is: even though the zones are visible, do they really improve the sleeping surface? Here are three issues to consider.

Height of the sleeper and zone dimensions

How tall are you and how tall is your partner? It’s uncommon for partners to be exactly the same height; and if you aren’t the same height as your partner, the different zones in your mattress would meet your bodies in different areas.

For example, the shoulders and hips of someone who is 5’2” would lie on certain zones, and the shoulders and hips of their 6’ 1” partner would rest on different zones.

Actual differences in zones

We have examined zoned latex made by multiple manufacturers. In the same sheet of latex, there’s normally little difference from a firmer zone to a softer zone. Often one zone feels no different from another. Differences in firmness will vary more from one piece to another than they do from zone to zone in the same piece.

Support versus pressure relief

How many zones does your body have, and how should those areas feel?

Most of us are heavier in the shoulders and hips, so it makes sense that we need more support in the shoulders and hips in order to stay aligned.

True enough, but some people need more pressure relief in those areas because that’s where the most pressure is created. You can’t have both support and pressure relief in the exact same spot.

Many advertisers may tell you that their mattress offers both support and pressure relief; but the truth is more nuanced: the more supportive foam is in any particular area, the less pressure relieving it is.

The post Zoned Mattresses — Do They Matter? appeared first on Savvy Rest.

Necks are vulnerable. Just carrying around the weight of your head all day creates pressure in the cervical vertebrae and connective tissues. Your head is about eight percent of your body’s mass. If you work at a desk or use repetitive body motion during the day, your head and neck may not be held in an ideal position. The position of your neck during sleep should create as little strain as possible so those fatigued muscles can relax and recover. 

The goal is to keep your body well aligned at night. When you’re lying down, your spine should be straight with one vertebra aligned above the next. If you happen to do yoga, you could consider this a horizontal version of the pose called “The Mountain.”

When you add a pillow to your sleeping pose, good neck alignment is easier said than done. There are many variables involved; here we’ll explore them in more detail.

Height and Weight of the Individual

A 6’4” football player who weighs 260 pounds will need a more supportive pillow than a petite 5’ 2” woman who weighs 110 pounds. That’s because his larger, heavier musculature exerts more downward force than hers will. So, for him to stay aligned (all other factors being equal), he needs a firmer pillow, and she’ll need something softer.

Back, Stomach or Side Sleeper?

When you sleep on your back, you can usually get by with a small pillow. If you’re on your stomach, you may need none at all. A side sleeper needs a well-stuffed pillow for good neck support; it should fill in the entire space between your shoulder and the side of your head.

Mattress Softness

This makes the biggest difference in choosing a pillow’s thickness or height. For instance, if you sleep on your side on a very firm mattress, you’ll need a thick pillow. If you sleep on your back and love to “sink” into to a soft mattress, you may need no pillow at all. If you sleep on your stomach, you probably will be better off with either no pillow or a fairly low one so your neck won’t be forced into an angle.

Pillow Shape and Material

Most formed bed pillows come in two primary shapes: soap shaped (a simple rectangle, like a bar of soap) and contoured. A contour pillow has high curved edges to provide extra stability and support for the neck and a depression in the center to cradle the head. Formed pillows are solid; some people find it more difficult to adjust to a pillow they can’t change. Other pillows are filled with either fiber or batting. The fill or contents of many styles can be shifted around to adjust to changes in your position during the night.

The right pillow is an often-overlooked but very important piece of a comfortable sleeping system. Choose your new pillows with care and use the old ones for a pillow fight!

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