Wisdom by WESA

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Episodes

232

Latest episode

Oct 2026

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About the show

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

October 15, 202630 min

Influencer Marketing, Can it Help You?

Influencer marketing can be a powerful tool for retailers but finding the right creator, setting expectations, negotiating deliverables, and measuring results can be challenging. Anne Hawkins of Lasso joins us to break down how retailers can build influencer partnerships that actually work. WESA Retail Roundup October 15, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook group Guest: Anne Hawkins of Lasso Presented By: Western English Sales Association

October 8, 202615 min

181: Rebuilding a Western Legacy

What does it really take to rebuild a heritage brand and keep it relevant for the next generation of horsemen and women? Adam Trenk, CEO of Genuine Billy Cook Saddles, joins us to share the behind-the-scenes story of rebuilding one of the Western industry's best-known saddle brands. Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Guest: - Adam Trenk, CEO, Genuine Billy Cook Saddles | Instagram

September 24, 202623 min

Running a Successful Tack Shop without Online Sales

Aiken Saddlery owner Amy Hebert joins Glenn on the WESA Retail Roundup to share how a long-established Aiken, South Carolina feed and tack business is stepping into the world of e-commerce. Amy talks about the history and growth of Aiken Saddlery, how 70% of their business is feed, hay, and shavings, and why launching an online store—focused first on smaller, easier-to-ship items and in-store pickup—is the next logical step amid Aiken’s booming horse community. She also discusses the challenges of shipping, competition with big online retailers, and integrating loyalty programs as they bring a very local, service-driven business into the digital age. WESA Retail Roundup August 13, 2026: Host: Glenn the Geek, Host of Horses in the Morning Facebook: Retail Roundup Facebook group Guest: Amy Hebert of Aiken Saddlery in beautiful Aiken, SC . Presented By: Western English Sales Association

September 17, 202619 min

From the Outback to WESA

What happens when Australian country style meets the American Western market? Vanessa Challacombe of Little Spurs & Co. joins us to talk kids’ Western wear, going global, and what international brands can bring to U.S. retailers. Links: Hosts: Jennifer Hebert, Morgan Nicole Zipperlen Contact: Sophia Jagella, WESA Marketing Specialist Guest: - Website | Facebook | Instagram

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