Mattress Mac's Secret Weapon: Why Delivery Drivers Outsell His Best Salespeople

Added: 2026-05-23

[00:00:00]We go into one furniture store and the guy immediately recognizes him.

[00:00:04]And so uh they're he's giving us the walk-through and he says, "But here's what I'm proudest of." And he goes he goes up and he opens the stuff over the warehouse. He says, "Do you know what you don't see out here? You don't see any any fire logos on those trucks because we use third-party people to to do all the all of our deliveries. And we save we've got an extra 3% on the bottom line by not having our own trucks. So as Mack and I are leaving, he says, "Are you thinking what I'm thinking?" Oh, I see. I wrote something down. Hold on a second.

[00:00:31]I want to make sure that this thing Okay. I'm going to try it again.

[00:00:35]Okay.

[00:00:36]I may not be able to get back up.

[00:00:38]Okay.

[00:00:39]I've only broken two things today so far, but we're not done.

[00:00:42]So anyway, he says, "What have you noticed that was kind of stupid?" I said, "It seems [clears throat] to me that for customer service, you would want to be doing the deliveries with your own people than have it the a third party do it because the third party doesn't care.

[00:00:56]They want to get in, drop it off, and get out." And he said, "Well, actually it's even better than that." He said, "Our number one sales people are our delivery people. So we come into your home and we deliver the bedroom suite and they notice the cracked pan on the TV. They say, 'You know, we've got that same TV on sale for $499. We could have it delivered to I can have it delivered here in the next hour.'" And he said, "The add-on business that we get by having our own delivery people," he said, "that's the most expensive 3% that that guy would save."