The Western & English Sales Association (WESA) provides the world’s largest trade events for retailers, manufacturers, and sales representatives of the Equestrian Industry. In this podcast, we feature exclusive interviews and with noteworthy Western/English personalities, retailers, and exhibitors who you’ve always wanted to talk to! Don’t miss out on all the news for manufacturers and retailers of the Equine industry!
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60 recent
September 3, 202630 min
Dressing the West
What does a classic Western man actually look like? Larry Bitterman of Frontier by Lawrence Scott has spent decades answering that question. From his years on the East Coast to building a Western clothing business in Los Angeles, Larry has seen the industry change firsthand. Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Guest: Larry Bitterman, Frontier by Lawrence Scott - Website | Facebook | Instagram
August 13, 202627 min
Dealing with Sales Reps Effectively
This episode features Sarah Wieand, a sales representative at Shires Equestrian with over a decade of industry experience, to discuss "Dealing with Sales Reps Effectively." The conversation explores the evolving role of sales reps in today’s rapidly changing technological landscape, focusing on how retailers can better utilize their reps for success beyond simple order-taking, including inventory management and future industry trends. WESA Retail Roundup August 13, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook group Guest: Sarah Wieand of Shires Equestrian Presented By: Western English Sales Association Time Stamps: 00:54 - Meet sales rep Sarah Weint 02:29 - What Shires Equestrian sells 03:18 - Tech changes & rep role 04:33 - Social media, live sales, influencers 07:35 - Influence vs traditional ads 08:22 - Core role of a good rep 09:16 - Store visits vs Zoom calls 10:43 - How retailers can use reps better 12:57 - Inventory help & top sellers 14:24 - Communication challenges 16:37 - Common retailer mistakes 21:37 - First-time WESA attendee tips 23:46 - English/Western crossover & new products
August 6, 202627 min
178: Built to Sell
We're joined by Clifford Hand, co-owner of Recherché Furnishings, to talk about turning everyday materials into products customers connect with, unique selling proposition and the unique brand name. Tune in now! Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Guest: Clifford Hand is the co-owner of Recherché Furnishings | Facebook | Instagram | Pinterest
July 30, 202643 min
Financial Strategies Every Store Needs to Grow
Stop guessing your way through growth and start scaling with confidence! Join retail financial expert Christyne Gray, Founder of She Profits Now, for an eye-opening session designed specifically for independent retailers. Christyne reveals the high-impact financial strategies that transform struggling shops into profitable, sustainable operations. WESA Retail Roundup July 30, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook group Guest: Christyne Gray of She Profits Now Presented By: Western English Sales Association Time Stamps: 01:47 - Christine’s mission: normalizing retail finances 02:59 - Key metrics overview (16 metrics, focus on a few) 03:30 - Gross margin vs revenue obsession 04:23 - Inventory turn & sell-through basics 06:58 - Ideal inventory turns (5–6x) and planning 08:41 - Tack shop realities & slow movers (20% rule) 10:39 - Inventory optimization strategy & 80/20 policy 13:35 - Monthly reports: POS vs accounting system 18:32 - Proper bookkeeping for true gross margin 20:24 - DIY bookkeeping vs hiring specialists 26:29 - Planning buys for WESA & testing new categories 31:05 - Weather, economy, and seasonal risk (blankets) 35:26 - How She Profits Now works (subscription model) 39:41 - Data as the real business & closing contact info
July 23, 202629 min
A Bit of Innovation
English and Western may ride differently, but great horsemanship speaks the same language. Tom Hall, Founder of EXCELIS Performance Systems and Equine Performance Systems and Sarfraz Mian, CEO of Neue Schule join us to talk about bit innovation, what both disciplines can learn from each other, and why understanding the horse always comes first. Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Tom Hall, Founder of EXCELIS Performance Systems and Equine Performance Systems and Sarfraz Mian, CEO of Neue Schule Ltd. - Website | Instagram | Facebook
July 16, 202628 min
Retail Roundup: Retail on the Road
What happens when you take your store directly to the customer? Wendy Winn shares how mobile retail, educational clinics, and personalized saddle fitting have helped build customer trust, drive sales, and create lasting relationships with riders across the country. Listen in.... WESA Retail Roundup July 16, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook grou Guest: Wendy Winn of Winn Horses Presented By: Western English Sales Association Time Stamps: 02:01 - Wendy’s mobile journey 03:27 - Making money on the road 04:52 - Choosing the right products 06:58 - Profitable add-ons 09:37 - Community & authenticity 12:05 - Decline of local tack shops 13:57 - Invest in horsemanship education 16:05 - Year-round planning strategy 19:55 - Hiring the right mobile staff 22:28 - How to start going mobile 24:58 - Mindset & never giving up 25:56 - WinHorses platforms & programs 26:04 - Helping retailers & teams
July 9, 202619 min
176: A Craft that Can’t be Automated
Every Montana Silversmiths buckle tells a story and every buckle passes through 26 sets of hands before it reaches its new owner. Montana Silversmiths’ CEO, Jade Opfer, joins us to talk about preserving craftsmanship in an AI-driven world, the people behind the products, and why a brand rooted in the American West continues to resonate far beyond it. Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Guest: Jade Opfer, CEO Montana Silversmiths - Website | Instagram | Facebook | Pinterest | Youtube
June 25, 202633 min
Retail Roundup: Get Started in Private Label
Manufacturing consultant Jen Hegeman explores the essentials of white-label and private-label product development, providing actionable advice for brands navigating the complexities of launching their own product lines. WESA Retail Roundup June 25, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook grou Guest: Jen Hegeman from Jen X Designs Presented By: Western English Sales Association Time Stamps: 00:55 - Jen and Gamble the raccoon 03:16 - White label explained 05:13 - Private label overview 07:50 - Why volume and materials matter 08:08 - Case for in-house manufacturing 10:36 - Protecting innovation and IP 10:45 - Equine-safe materials vs human foams 13:22 - What products brands want to make 14:24 - Hidden costs and sampling realities 18:29 - COVID-era U.S. manufacturing story 21:19 - State of American cut-and-sew 23:06 - IP theft and enforcement limits 28:44 - How retailers find white-label options 31:37 - Inventory, color strategy, and close
June 18, 202622 min
From Ranch Roots to Retail Loyalty
For more than 40 years, Schaefer Outfitter has represented the grit, values, and traditions of the American West. What started with a need for better gear for working ranchers evolved into a beloved western brand with an incredibly loyal following. In this episode of Wisdom by WESA, Jason Smith shares the story behind Schaefer's enduring success, the lessons learned from generations of western customers, and why preserving western heritage matters now more than ever. Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Guest: Jason Smith, CEO & President Schaefer’s Outfitter - Website | Instagram
June 10, 202636 min
The Opportunity in the Dover Crash
Glenn sits down with Rose from Equus Now and Mary from Kerrits to unpack what the Dover Saddlery closures really mean for the equestrian retail industry. They explore how independent tack shops and small to mid-size manufacturers can turn Dover’s liquidation into opportunity through smarter inventory management, omni-channel selling, and stronger vendor–retailer partnerships. The conversation covers vendor credit risk, the role of private equity in niche equine businesses, using events and community-building to drive traffic, and practical strategies to keep core products in stock while still offering “good, better, best” assortments. It’s a must-listen for tack store owners, equine brands, and anyone navigating the changing landscape of horse retail. WESA Retail Roundup June 10, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook grou Guest: Rose Staeck from Equus Now Guest: Mary Hallissey, VP of Sales, at Kerrits Presented By: Western English Sales Association Time Stamps: 03:30 - Dover history & ownership changes 05:30 - Millers/Iselin collapse parallel 07:45 - Fire sale fears & real inventory picture 10:25 - Vendor risk, terms & big accounts 12:10 - Diversifying beyond Dover 13:05 - How local retailers capture Dover customers 14:50 - Events, community & vendor-supported promos 17:35 - Credit limits, communication & due diligence 21:20 - Private equity: good, bad & misunderstood 26:50 - Future of small tack shops & omni-channel 28:50 - What new shops should NOT do 31:50 - Core product, inventory tools & final takeaways
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