Wisdom by WESA

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

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.

• Hosts: Jennifer Hebert, Morgan Nicole Zipperlen
• Contact: Sophia Jagella, WESA Marketing Specialist
• Guest: Jason Smith, CEO & President Schaefer’s Outfitter - Website | Instagram

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

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.

• Hosts: Jennifer Hebert, Morgan Nicole Zipperlen
• Contact: Sophia Jagella, WESA Marketing Specialist
• Guest: Katrina Eichner from Hamley’s Western Store

What actually makes shoppers stop scrolling, watch, and walk into a store? On this episode of Retail Roundup, we sit down with WESA videographer Chris Johnston of Truthful Studio to talk about the evolving world of video content for retailers.

WESA Retail Roundup May 28, 2026:

• Host: Glenn the Geek, Host of Horses in the Morning
• Facebook: Retail Roundup Facebook grou
• Guest: Chris Johnston of Truthful Studios | Facebook | Instagram | YouTube | LinkedIn
• Presented By: Western English Sales Association

Time Stamps:

As Twisted X prepares to unveil major company news, we sit down to talk innovation, retailer relationships, and why the brand continues to double down on wholesale instead of going direct-to-consumer. From comfort technology to building retailer trust, this episode dives into what’s next for one of the western industry’s most disruptive brands.

• Hosts: Jennifer Hebert, Morgan Nicole Zipperlen
• Contact: Sophia Jagella, WESA Marketing Specialist
• Guest: Jud Taylor, VP of Sales at Twisted X - Website | Facebook | Instagram | TikTok