Wisdom by WESA

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

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.

• Hosts: Jennifer Hebert, Morgan Nicole Zipperlen
• Contact: Sophia Jagella, WESA Marketing Specialist
• Guest: - Website | Facebook | Instagram

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.

• Hosts: Jennifer Hebert, Morgan Nicole Zipperlen
• Contact: Sophia Jagella, WESA Marketing Specialist
• Guest: Larry Bitterman, Frontier by Lawrence Scott - Website | Facebook | Instagram

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

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!

• 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

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

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.

• 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

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

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.

• Hosts: Jennifer Hebert, Morgan Nicole Zipperlen
• Contact: Sophia Jagella, WESA Marketing Specialist
• Guest: Jade Opfer, CEO Montana Silversmiths - Website | Instagram | Facebook | Pinterest | Youtube

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