Wisdom by WESA

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Episodes

227

Latest episode

Aug 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

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 MorningFacebook: Retail Roundup Facebook groupGuest: Sarah Wieand of Shires EquestrianPresented By: Western English Sales AssociationTime Stamps:00:54 - Meet sales rep Sarah Weint02:29 - What Shires Equestrian sells03:18 - Tech changes & rep role04:33 - Social media, live sales, influencers07:35 - Influence vs traditional ads08:22 - Core role of a good rep09:16 - Store visits vs Zoom calls10:43 - How retailers can use reps better12:57 - Inventory help & top sellers14:24 - Communication challenges16:37 - Common retailer mistakes21:37 - First-time WESA attendee tips23:46 - 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 ZipperlenContact: Sophia Jagella, WESA Marketing SpecialistGuest: 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 MorningFacebook: Retail Roundup Facebook groupGuest: Christyne Gray of She Profits NowPresented By: Western English Sales AssociationTime Stamps:01:47 - Christine’s mission: normalizing retail finances02:59 - Key metrics overview (16 metrics, focus on a few)03:30 - Gross margin vs revenue obsession04:23 - Inventory turn & sell-through basics06:58 - Ideal inventory turns (5–6x) and planning08:41 - Tack shop realities & slow movers (20% rule)10:39 - Inventory optimization strategy & 80/20 policy13:35 - Monthly reports: POS vs accounting system18:32 - Proper bookkeeping for true gross margin20:24 - DIY bookkeeping vs hiring specialists26:29 - Planning buys for WESA & testing new categories31:05 - 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 ZipperlenContact: Sophia Jagella, WESA Marketing SpecialistTom 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 MorningFacebook: Retail Roundup Facebook grouGuest: Wendy Winn of Winn HorsesPresented By: Western English Sales AssociationTime Stamps:02:01 - Wendy’s mobile journey03:27 - Making money on the road04:52 - Choosing the right products06:58 - Profitable add-ons09:37 - Community & authenticity12:05 - Decline of local tack shops13:57 - Invest in horsemanship education16:05 - Year-round planning strategy19:55 - Hiring the right mobile staff22:28 - How to start going mobile24:58 - Mindset & never giving up25:56 - WinHorses platforms & programs26:04 - 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 ZipperlenContact: Sophia Jagella, WESA Marketing SpecialistGuest: 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 MorningFacebook: Retail Roundup Facebook grouGuest: Jen Hegeman from Jen X DesignsPresented By: Western English Sales AssociationTime Stamps:00:55 - Jen and Gamble the raccoon03:16 - White label explained05:13 - Private label overview07:50 - Why volume and materials matter08:08 - Case for in-house manufacturing10:36 - Protecting innovation and IP10:45 - Equine-safe materials vs human foams13:22 - What products brands want to make14:24 - Hidden costs and sampling realities18:29 - COVID-era U.S. manufacturing story21:19 - State of American cut-and-sew23:06 - IP theft and enforcement limits28:44 - How retailers find white-label options31:37 - 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 ZipperlenContact: Sophia Jagella, WESA Marketing SpecialistGuest: 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 MorningFacebook: Retail Roundup Facebook grouGuest: Rose Staeck from Equus NowGuest: Mary Hallissey, VP of Sales, at KerritsPresented By: Western English Sales AssociationTime Stamps:03:30 - Dover history & ownership changes05:30 - Millers/Iselin collapse parallel07:45 - Fire sale fears & real inventory picture10:25 - Vendor risk, terms & big accounts12:10 - Diversifying beyond Dover13:05 - How local retailers capture Dover customers14:50 - Events, community & vendor-supported promos17:35 - Credit limits, communication & due diligence21:20 - Private equity: good, bad & misunderstood26:50 - Future of small tack shops & omni-channel28:50 - What new shops should NOT do31:50 - Core product, inventory tools & final takeaways

June 4, 202619 min

174: How Hamley’s Turned Retail into an Experience

From attending WESA as a buyer to building a multi-experience western destination, Hamley’s Western Store proves that retail can be immersive, profitable, and community-driven. In this episode, we talk with Katrina Eichner about what happens after WESA and how retailers can turn inventory, events, and experiences into long-term growth.Links:Hosts: Jennifer Hebert, Morgan Nicole ZipperlenContact: Sophia Jagella, WESA Marketing SpecialistGuest: Katrina Eichner from Hamley’s Western Store

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Wisdom by WESA

About the show

Listen to episodes

Dealing with Sales Reps Effectively

178: Built to Sell

Financial Strategies Every Store Needs to Grow

A Bit of Innovation

Retail Roundup: Retail on the Road

176: A Craft that Can’t be Automated

Retail Roundup: Get Started in Private Label

From Ranch Roots to Retail Loyalty

The Opportunity in the Dover Crash

174: How Hamley’s Turned Retail into an Experience

Is this your show?

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