How I Built This with Guy Raz Advice Line with Bobby Trussell of Tempur-Pedic
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Dec 18, 2025 
Bobby Trussell, the founder of Tempur-Pedic and author of The Logic That God Exists, shares entrepreneurial wisdom with early-stage founders. He discusses his unexpected journey from horse racing to creating a household name. Bobby offers valuable advice on business expansion, emphasizing the importance of focusing on core products and community-building. He also tackles fundraising strategies for startups, urging entrepreneurs to demonstrate traction and seek initial support from friends and angel investors.
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From Horse Racing To Memory Foam
- Bobby found memory foam through a horse-racing contact and gambled everything to bring it to the U.S..
- That leap turned into Tempur-Pedic and eventual public-company success.
Test Broadly, Follow Early Signals
- Throw mud at the wall to see what sticks and watch for clear early signals of demand.
- When chiropractors quickly ordered pillows, Bobby used that signal to scale distribution by mailing offers.
Prove Replicability Before Franchising
- Replicate your successful location before franchising; open a second site to gather data on replicability.
- Build systems, manuals, and supply chains first because franchising is a different business.