Western Lifestyle Retailer by Cowboy Publishing Group

RETAILER

SPRING 2019

CARNY GIRL Western Goes Punk Glam at the County Fair Midway

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INSPIRED BY THE GREATS. WORN BY THE BOLD. JON PARDI AND WRANGLER RETRO: NEW WESTERN ORIGINALS.

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★ SPRING2019

RETAILER

Features

6 Jewel of the West

Western jewelry—classic and trendy—is a timeless accessory for any outfit.

36 Carny Girl

In the gypsy life of a county fair midway, “cowboy West” takes on a “punk glam” flair.

68 The Science of Sales Use these nine ways to leverage promotions and sales to drive traffic to your store.

56 Designer Dishes Brand owners dish out how to add dinnerware to your Western lifestyle section.

Departments 4 Up Front

Western style meets the roadie vibe of the Austin County Fair carnival.

16 The Savvy Retailer

True West brings the authentic Western lifestyle to Pigeon Forge, Tennessee.

62 Taking Care of Business

Focus groups provide insight into what motivates your customers to buy.

26 New & Novel

Our annual showcase features the best of unique Western and crossover products.

24 Trendspotting

Two respected hat experts weigh in on making successful high-end hat sales.

76 The Boutique Chat

Follow five tips for making your digital and social presence feel in-store personal.

80 Social Scene

Three experts show how they use Facebook VIP groups to enhance brand presence.

82 Events Roundup

Check out our retailer’s guide to 2019 shows and markets.

Spring 2019 Directory of Companies

H ead to westernlifestyleretailer.com to find your guide to suppliers in targeted Western product categories.

ABOVE: Angel + Premium top, Kimes Ranch treated jeans, Adra Accessories feather wrap necklaces, Pecos Bill Boots tooled leather shoes. Photo by DARRELL DODDS ON THE COVER: Bling-A-Gogo T-shirt, Turquoise Haven kimono, B-Elegant necklace, Double J Saddlery leather necklace. Photo by DARRELL DODDS

Spring 2019 ★ Western Lifestyle Retailer

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Roadie Life

christine hamilton

T h e Aust i n County Fair in Bellville, Texas, made a great destination for the Western Lifestyle Retailer Spring 2019 fashion shoot, “Carny Girl,” beginning on page 36. Kathryn Barkey, the shoot’s creative director and stylist, wanted to capture the gypsy vibe of the people running the rides and games of the midway. “The carnival is a main attraction to a lot of county fairs and rodeos across the The Western Lifestyle Retailer crew stepped into carny life for the nation,” Kathryn says. “It’s Spring 2019 issue fashion shoot; left, Dani Licklider, digital content quintessentially American, manager for Cowboy Publishing Group, acts as wardrobe organizer for and fits the Americana lore Kathryn Barkey, WLR fashion editor. just like cowboy boots. I like tying the West into everything truly American.” Kathryn combined classic Western style in creased cowboy hats, chunky turquoise and rugged leather with the vagabond elements of life on the road, from sneakers and bomber jackets to rhinestone sunglasses and dyed furs for a youthful and defiant feel. “Their outfits are a reflection of the places they’ve been, a reflection of the random look of life on the road,” Kathryn says. “They want to look different, with their own style. It’s Western meets punk street glam in the midway.” We hope it stirs your imagination for what to bring to your store’s lineup this spring. To help you make your buys, find the product resource guide on page 51. This issue also is filled with serious tools to help grow and improve your business. “The Science of Sales” on page 68 gives nine strategies for holding business-building promotions. Get lined out on holding successful focus groups in Taking Care of Business on page 62. We consulted retail experts in “Jewel of the West,” page 6, for insights on incorporating Western jewelry throughout your store, and in “Designer Dishes,” page 56, for tips on offering dinnerware and expanding that profit margin. Trendspotting, page 24, targets high-end hats with advice on capturing those retail dollars. New this year is The Boutique Chat on page 76, with social media advice from our #WesternSummit partner Ashley Alderson of The Boutique Hub. The Social Scene on page 80 rounds out digital advice with industry leaders’ input on hosting Facebook VIP pages. And we headed to the resort town of Pigeon Forge, Tennessee, to visit the legendary Stages West, a multi-generational success story, for Savvy Retailer on page 16. Don’t miss our New & Novel product spotlight beginning page 26, and the Event Calendar on page 82 followed by our new Market Watch on industry shows. It’s always fun to gather real-world tools to help you face today’s changing market—and to stop in at the county fair along the way. —Christine Hamilton

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Publisher: Ernie King Brand Manager: Kami Peterson Editor: Christine Hamilton Contributing Editors: Jennifer Denison, Katie Frank, Ross Hecox, Susan Morrison Art Director: Ron Bonge Fort Worth Production Manager: Sherry Brown Production Assistant: Emily Trupiano Fashion Editor: Kathryn Barkey Director of Production: Karen Fralick Advertising Account Executive: Kami Peterson kami.peterson@westernlifestyleretailer.com (719) 651-3394 Advertising Customer Service: Nancy Hughes (817) 569-7107 Senior Digital Strategist: Sonny Williams Business Manager: Tonya Ward Warehouse Manager: Tim Gelnaw A Publication of the MCC Magazines, LLC a division of Morris Communications Company, LLC 735 Broad St., Augusta, GA 30901

Regional Vice President: Patty Tiberg President: Donna Kessler Director of Circulation: Scott Ferguson Morris Communications Company, LLC Chairman: William S. Morris III President and CEO: Will S. Morris IV © 2019 by Morris Communications Company, LLC. All rights reserved.

Western Lifestyle Retailer is published annually by Morris Equine Group, 2112 Montgomery St., Fort Worth, Texas, 76107. Subscription to Western Lifestyle Retailer is free to qualifying retailers, wholesalers, manufacturers and salespeople of western lifestyle related products; $20 annually for all other subscribers; $35 for foreign subscriptions; single copy price is $10. Submission of freelance articles and artwork is welcome. Please write for editorial guidelines if submitting for the first time, and enclose SASE. No faxed materials accepted. Articles that appear in Western Lifestyle Retailer do not necessarily reflect the position or opinion of Western Lifestyle Retailer or Morris Communications Company, LLC. Western Lifestyle Retailer does not endorse and is not responsible for the contents of any advertisement in this publication. No material from Western Lifestyle Retailer can be copied, faxed, electronically transmitted, or otherwise used without expressed written permission. Requests must be submitted in writing. PUBLISHED ANNUALLY Western Lifestyle Retailer is published each December giving you the opportunity to reach your customers prior to an important buying season.The editorial content concentrates exclusively on Western fashion, accessories, jewelry, gifts and home décor products, and is illustrated by top fashion photographers. In addition, there is a comprehensive product directory of Western fashion and lifestyle-related business in each issue.

Western Lifestyle Retailer keeps retail storeowners and buyers in touch with coming trends by offering a sneak peek at the hottest new products and informing them of the latest innovative merchandising and cost-saving strategies—strategies that bring a positive impact to the all-important bottom line.

Western Lifestyle Retailer ★ spring 2019

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XOXO ART & CO.

Unmistakably cowboy imagery like this leather and beaded necklace can be added to mainstream clothing choices for a Western look.

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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Jewel of the West

Western jewelry is a timeless accessory for any outfit. Learn how to use it creatively to pull together pieces in your store.

By ABIGAIL BOATWRIGHT

estern jewelry has become a wardrobe staple. From turquoise squash blossom necklaces to hammered sterling silver bolos or statement leather earrings— adding jewelry with a Western feel is a great way to achieve an individual look. You can go full-on cowboy or give a nod to the boho trend with a quick switch of accessories.

KATE BRADLEY BYARS

Elements of Western Style

Kim Neuendorff of XOXO Art & Co. says a sense of historical craftsmanship, as well as a penchant for natural textiles, sets Western jewelry apart from mainstream pieces. “The ‘Code of the West’ is shaped by denim, leather, rope and hard work,” Neuendorff says. “It is this legacy that drives the Western lifestyle and dress code. Western styles are born from essential pieces used by generations of hard-working men and women.” Western jewelry doesn’t always mean the jewelry itself is an over-the-top cowboy style. Macee Cahill has designed her entire Dusty Diamonds Boutique around the concept of layering mainstream and Western fashion for a boho-Western look. “I think you can make anything Western, the way you style it,” Cahill says. “You can take a [classic sterling silver] piece of jewelry and wear it with a Tasha Polizzi dress, and people automatically think it’s Western, even though separately, they never would have thought that would be Western jewelry until it was styled that way.” Shelby Fanning of The Jewelry Junkie says the Western jewelry she designs is typically composed of natural elements. “Most of it contains some component of leather, and a lot of it also contains silver,” Fanning says. “And rustic-looking metals—our customers gravitate more toward burnished copper and burnished gold, nothing bright and shiny. “In the Western market, I’ve seen the biggest sell-through of natural and genuine stones,” Fanning adds. Erin Slade of Vogt Silversmiths, says iconic figures like horses, cactus and longhorns instantly brand jewelry as Western, particularly when the piece is styled with turquoise or other jewelry. Pieces that are unequivocally Western, like bolo ties, are also becoming more popular today. “We are seeing pieces that are geared toward the ranching lifestyle and have that history cross over into contemporary at the same time,” Slade says. “I think people are driven by the idea of the West, America, and identifying as an individual that is strong and independent like a cowboy.” When displayed and merchandised correctly, the right jewelry can simply fly off your shelves.

Dusty Diamond Boutique styles jewelry with tops to give shoppers fashion inspiration.

spring 2019 ★ Western Lifestyle Retailer

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VOGT SILVERSMITHS

Sterling silver and images such as cactus are instantly recognizable as Western.

Trend Toppers

Without a doubt, turquoise still reigns supreme for Western jewelry. “I can’t keep natural green turquoise in stock,” Fanning says. “It doesn’t matter what I put out in that stone—different cuts, different styles—as soon as I put it out, it sells through immediately and I have to go source stones to make more.” Cahill agrees, and cites squash blossom necklaces as the long-running top trend in Western jewelry. “We use turquoise like a neutral in the store—we put it with any color, and I think that works,” Cahill says. “We sell more squash blossoms than anything, which are hard-core Western, Navajo jewelry. But it’s all in the way you style it.” In Cahill’s store, full-on heavy turquoise pieces are giving way to metal chains and a 8

solid, piece of turquoise, which is more economical and easier to layer. For example, 1970s-style bell-bottom pants have roared back onto the Western scene. Accessorize that pant silhouette with a squash blossom necklace and a Charlie 1 Horse Hat Company hat, and you’ve added Western flare to the outfit. “With that same outfit, if you took off the squash blossom and the Charlie 1 Horse hat and put on a multilayered gold chain necklace, you’ve changed the look,” Cahill says. Leather cuffs have been popular for a decade, says Fanning, but now she’s seeing a surge in cuffs with natural stones attached. She’s also selling leather earrings in a variety of patterns, colors and shapes. “They are a huge trend right now,” Fanning says. “One, they’re lightweight, so it’s an easy statement piece that you can throw

on. Statement earrings are a big mainstream trend anyway. But the Western take includes leather and hides—hair-on hides and gator are so popular.” Cahill says she’s seeing an interest in the leaf shape in leather earrings. Customers layer necklaces and choose long necklaces, Fanning says, and she’s seeing less interest in chokers than in years past in favor of collar-length necklaces. She anticipates increased interest in pieces crafted with antique gold and freshwater pearls for upcoming seasons. Neuendorff has seen a renewed desire for jewelry that pays homage to historical styles. “Native American and Mexican craftsmanship have long been at the forefront of jewelry design, but I think these pieces are truly being embraced and understood by the Western community,” Neuendorff says.

Western Lifestyle Retailer ★ spring 2019

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She’s also seeing more appreciation for handmade pieces crafted from natural elements, with slight imperfections. “I have personally seen a movement in millennials to save our earth,” Neuendorff says. “Plastics and chemical compositions are being replaced with carefully selected natural elements.” Slade says bolos are back in a big way— and not simply to replace a tie, as was their original purpose. “We are seeing guys and girls wearing bolos casually, on a day-to-day basis, not just a formal occasion,” Slade says. “Girls are wearing them as a necklace with T-shirts and dresses along with their everyday jewelry. Guys are wearing them with relaxed button-down shirts, not all the way tied up.” Emblems such as cactus, succulents and arrows are also popular, says Slade. For men and even women, Vogt’s cufflinks are seeing a resurgence, particularly in monogrammed and customized pieces.

“Cufflinks are a way for a guy to personalize the suit he is wearing every day,” Slade says.

Merchandising that sells

Presentation is crucial when selling jewelry, whether it’s in-store or online. Our experts’ advice falls under three big ideas. 1. Go unique. When creating your in-store displays, Neuendorff advises going for the unique—don’t copy other companies. “Create a distinguishing look for your store,” she says. “Always make it your own; create a space that is distinctly yours.” Neuendorff uses antique and reclaimed materials for displays, particularly old barnwood pieces that are handmade and stained. She also uses deer antlers to hang long pieces of jewelry. “My favorite display is a $5 chicken coop door that hangs in our showroom in

Dallas,” Neuendorff says. “Reuse of anything is better for the environment, and [in our case] enhances our designs.” For in-store displays, Fanning uses chair legs from Home Depot for leather cuffs, and sources wooden displays off Etsy for shows. She learned the hard way this year that pegboard wall displays repelled customers in her booth. She guesses that the display made the items look inexpensive and mass-produced, which didn’t appeal to clients. “We literally didn’t sell anything off this huge [peg] wall that we put together,” Fanning says. “We won’t be doing that again.” 2. Dress it up. “With every single shirt we have in the store that is on a display or on a clothing rack, the first shirt always has a necklace on it—and a lot of times it also has earrings pinned to it,” Cahill says. “At least half the time, you end up selling the necklace with

Western LifestyLe retaiLer ★ spring 2019

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THE JEWELRY JUNKIE

KATE BRADLEY BYARS KATE BRADLEY BYARS

CLOCKWISE FROM TOP LEFT: Find unique ways to show off your jewelry to match your store’s Western aesthetic. Leather earrings are particularly popular, and come in a variety of sizes, colors and shapes. Timeless Native American-inspired turquoise squash blossom necklaces are on-trend at the moment.

•

the shirt. It helps people envision the entire outfit. And even if they don’t buy it, they can get inspired for styling the clothing and jewelry they have in their closet.” Cahill displays pricey pieces in locked cases. Some jewelry is displayed on mannequins on top of an outfit. Most of the inexpensive jewelry is displayed throughout the store with clothing. To sell jewelry online, Cahill stresses the importance of good sharp photos—and styled shots where customers can see how the pieces look with outfits. “If you don’t have really good photos, your jewelry is probably going to sit on the website for a while,” Cahill says. Slade agrees, and adds that companies like Vogt offer high-quality product images to support their retailers. But she recommends investing in good lifestyle shots of your jewelry to show how it can be styled. “The more people can see how to wear something, the easier it is for them to style it,” Slade says. “In this day and age of Pinterest and Instagram, people need to see pieces on someone else, actually dressed up, versus a product in the display case.” Slade says don’t forget good lighting, particularly if you have jewelry made of precious metals.

Western Lifestyle Retailer ★ spring 2019

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Montana Silversmiths

Inspired by the Romance of the West

JEWELRY • BUCKLES • GIFTS www.montanasilversmiths.com | 800-548-4511 | Find us online

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She also suggests encouraging your employees to wear the jewelry out on the floor: “If you wear it, you sell it, so make sure your staff is the epitome of what you are wanting to sell.” Trunk shows and special events built around jewelry is a great way to build excitement around your products, says Slade. 3. Revamp often. Make your displays eye-appealing, says Cahill, and revamp your store frequently. “If your displays are lacking, customers get bored, and a bored shopper is not going to spend money,” Cahill says. “Stay on top of changing out the displays. Even if they look good, we change it, because we may have the same customer come through our doors a couple of times a week, and if we’re not keeping them entertained with brand-new merchandising all the time, they’ll get bored and stop coming in.” Avoid overstocking your store with jewelry to sidestep a messy look. “I think too many small pieces can look cluttered quickly,” Cahill says. “So we’ll put out a few pairs of one type of earring throughout the store—not all that we have in stock. There is a fine line between full and cluttered, and if your store is very cluttered, it can stress shoppers out.” ● ABIGAIL BOATWRIGHT is a freelance writer based in Texas.

Meet The Experts MacEE cahill is the owner of Dusty Diamonds Boutique in College station, texas. founded in 2008, the company was voted Best Women’s Clothing Boutique and Best Women’s accessories store in 2017 by Best of the Brazos Valley. the store offers everything from game-day clothing to footwear and jewelry. dustydiamondsboutique.com ShElby Fanning is the founder of the Jewelry Junkie, a mainly wholesale company based in Mansfield, texas. all items are handmade by a team of women. the 14-year-old company offers bohemian-inspired jewelry. thejewelryjunkie.com KiM nEuEndorFF is one of three partners, and the artist and designer of XOXO art & Co., a wholesale company founded in 2012 and based out of fayette County, texas. each piece of jewelry starts as artwork on paper, which is hand-painted before it is direct-to-garment printed on leather and finished with carefully selected and hand-beaded necklaces and swarovski crystals. the company also designs t-shirts with the same technique. xoxoartandcompany.com Erin SladE is head of sales and operations at Vogt silversmiths in Woodland, California. for 50 years, the family-owned Vogt sterling silver and leather company has produced fine sterling silver Western belt buckles, Western jewelry and leather accessories. vogtsilversmiths.com

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Stages West

A Western destination in the booming resort town of Pigeon Forge, Tennessee, this familyowned and -operated store has survived trial by fire, recession and changing generations. Story and photography by CHRISTINE HAMILTON

Stages West has been a destination for Smoky Mountain vacationers for more than 40 years. 16

Western Lifestyle Retailer ★ spring 2019

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he Houser family— Stephen “Steve” and Marlene and their son, Stephen—never questioned what they would do after fire devastated their store.

“My mom said it first, ‘We’re going to rebuild this,’” Stephen, 37, recalls. It was August of 2015, Stages West’s 40th year in operation. The three-story Old West storefront was an icon in the Smoky Mountain destination town of Pigeon Forge, Tennessee. But a late -night electrical fire and ensuing water damage from sprinklers and fire hoses destroyed the building’s front half and the entire store inventory. “We wanted to build back even stronger,” Stephen says. “This is what we do. Stages West is as much me and my mom and dad as our last name is.” Build back they did.The store reopened in June of 2016 completely renovated inside and out, but without losing the family feel and authentic Western experience that has made it a return destination for generations of Smoky Mountain vacationing families. Steve and Marlene along with Steve's parents, Isham and Faye Houser, first opened Houser’s Circle H Clothing in 1975 in downtown Sevierville, Tennessee. In 1982, they bought Stages West in Pigeon Forge and eventually closed the store in Sevierville to operate in one location. Stages West's growth rode the Urban Cowboy wave of the 1980s and the rising popularity of country/Western music, but remained rooted in the family’s commitment to the business. Steve and Marlene eventually bought out his parents and now run it with Stephen. Stages West offers a vast inventory of boots, as well as custom hats and Western apparel across the spectrum. From the giant Longhorns over the sign out front to the larger-than-life boot inside and the stage in back for live music and events, everything about Stages West speaks Western. The store is active in local events; for example, during the annual Pigeon Forge Chuck Wagon Cookoff Competition, employees clear the front of the store to set up chairs for cowboy church. The Housers are also stepping their feet into designing their own boots under the Tri Star private label. As a business in a resort town, the Housers have to manage turnover in employees and customers. However, they also experience a high retention rate in both as well—they’ve seen generations of vacationing families come back to the store, and that’s been true of several employees as well. Almost every extended Houser family member has worked in the store, including Marlene’s parents (a retired county sheriff, her father

The Housers of Stages West: Stephen and his parents, Marlene and Steve.

worked as the store’s security guard; her mother became a consummate salesperson). After college, Stephen returned to the store after a brief stint in radio broadcasting. He and his wife, Juliet, have a son, Porter, 1, and daughter, Kaylan, 13. “My parents never pushed me to be in this,” Stephen says. “Up until I got married, I would work for boots. I hope that [our children] will want to be involved with the business, but if they don’t want to, that’s fine.” WLR sat down with Stephen and Marlene to get some of their retail insight.

What makes business different as a retailer operating in a resort town? Stephen: When people come to Pigeon Forge they are coming for an experience. If you want to buy a pair of boots, there are lots of places to do that. But you are limited in places that can also give you an emotional experience with a level of professionalism and camaraderie. If you are on vacation and want to buy a pair of boots, I want to sell you a souvenir, an experience. So every time you wear those boots, you get that warm feeling about being in the mountains on vacation with your family when you came into our store. You can’t put a price on that. spring 2019 ★ Western Lifestyle Retailer

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TOP: The Stages West giant boot used to hang above the sign outside before the fire. BOTTOM: The store's custom-designed and -built boot shelves were salvaged and restored after the fire.

What are some challenges? Stephen: It’s unique in how varied our customer base is and you have to service all those people. We also have the convergence of Western lifestyle with the music industry and so you have to fit both of those. There are people who are aspirational on both ends of that. They may just ride a horse occasionally but they want the genuine boots. Or they may want something they can wear to a concert. We have to be able to service both, and it’s quite a task. 18

We like to provide product that people won’t see at home, something they might splurge on while on vacation, but we also want to remain true to [Western lifestyle]. We also want to offer product that someone can perceive the value in, even though they may not have roots [in that industry]. They can still see and appreciate the craftsmanship that goes into a custom hat or high-quality hand tooling. I find it more difficult than ever to physically stand out from an architectural standpoint. There is so much competition here visually to lure people in. So we have unique lights on our storefront at night, and the horns outside. But you also have to have something inside. You’ve invested a lot of money to get a person to come in one time. If you give them a great experience, they’ll come back every time.They’ll fight hard for a parking spot and when they’re here on vacation, they’ll be the customer who’ll come to the store before they check into their hotel. We have those! It’s because they had a great experience and we engaged them. The cost of acquisition for customers is fairly high here. Once you’ve acquired them, you better take care of them. And make it something special.

What are some of the ways you create a unique Western experience? Stephen: The “Hat Doctor” bar for sure. Everything we do is service and that’s one of the biggest—being able to offer on-site service working with people’s boots and hats, fitting, stretching and shaping. Part of [the bar] is an antique conformateur we use for our custom hat fitting. When you put that on a customer’s head to fit them, it’s an experience. Most people have never seen one. It measures all these points

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DUSTY TUCKNESS 8X BULLFIGHTER OF THE YEAR AVID OUTDOORSMAN

by HOOEY

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COMING SPRING 2019

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Stephen Houser uses an antique conformateur to precisely size customers' heads for custom hat fitting and shaping.

At the Hat Doctor stand customers can have their boots stretched, hats shaped, or order a custom hat. It's Stephen Houser's favorite spot to work.

on your head, and helps you create a pattern so people can see the actual shape of their head. A lot of people have never had a hat fit them properly. You can steam that [conformateur] pattern into their hat, and they go, “Oh! That’s how it’s supposed to fit.” It helps with our custom business dramatically. [After the fire], I don’t think I was supposed to be in the store yet— the fire marshal hadn’t approved that—but I went in there to get it.

Marlene: Our customers will look on the website for something, and then will come into the store. They pre-shop online—it’s easy to tell from our website if it’s in stock or not—but they come in to buy. Stephen: We also have a price match guarantee: If you can find the same size and the same product, we’ll match that price. It might make your margins short and you might lose some money, but that customer is now your customer. On top of that we give them what they can’t get online. We’ll stretch that boot to take care of that bunion on their left foot. That’s what people really appreciate, especially in the Western industry because you’re spending more for a pair of boots. "Fast fashion" is not so much about fit and such because it’s not going to last as long. Fitting a pair of boots is an art form. I see people come in who have bought the wrong size for years and didn’t know it. If you can finally put them in a boot that fits, you can gain their trust. Now they’ll come to you because you took the time to get their arch in the right place.

What have been your challenges, operating a store multi-generationally? Marlene: We try to play to our strengths, and we agree to disagree. Without Stephen I would have absolutely lost our high-end business, because I don’t understand it. But he loves it. So I do the low-end buying, and he does the high-end. When we go to market, we don’t talk a lot. When we come back home, we can have walked down the same aisle and we’ll see completely different products. It makes for a nice blend.

How does your physical store work alongside your online presence? Stephen: We’re a lot stronger in-store because of the experience it offers. It’s hard to replicate that online, although we try to give people a feel for what it’s like to be here with social media. Our in-store customers tend to be very loyal. 20

How do you handle employee retention? Stephen: [Staffing] is probably the hardest part of our business to control. We’re a community of 4,000 to 5,000, but there are so many jobs there are not enough workers to go around. And it’s hard to find people who share the same kind of work ethic that we have, the passion and buy-in. We try to invest in them. We took two young men who worked for us down to Mercedes, Texas, to Rios of Mercedes and Anderson Bean,

Western Lifestyle Retailer ★ spring 2019

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Share one good piece of retail advice you’ve gotten in the past. Marlene: One of the things I learned from [Isham Houser] was to always pay the bills on time. We are nuts about paying our bills two weeks early. If you don’t pay your bills you won’t get merchandise to sell. Our industry is a small industry, and it’s like family. Everyone knows everyone. No one is doing this for free. Stephen: My mom tells me this every day: You never know what’s happening with a person who’s walking in the door.They may be having the best or the worst day of their life, but they came here for a reason, and they may not know it and you may not know it! They may need a word of encouragement or be coming in to bless you in something that’s going on in your life. Just be prepared.

You’ve said the fire gave you the opportunity to improve the store. How? Stephen: The building mimicked our business—we grew from something very small, and grew incrementally; structurally, it was the same. As we added on and expanded, all these buildings tied together. There was even roofing inside as we built up over it, which was not good for the firemen. We went back in with concrete and steel on the same footprint. Now, the sightlines inside are much better. When you walk into the front door, you can see all the way to the back. Before, it was a wooden front: you came up stairs onto a porch and walked in oak doors and immediately you saw an old bank cashier stand, big and square. It had a Victorian feel with hand-carved wood and tooled leather corners. It was beautiful, but it blocked your vision of everything else in the store. It was destroyed when the ceiling collapsed. [Losing that] allowed us to divide the store with women’s [apparel] to the left and men’s to the right. Before, the store was stacked: you came right into the women’s and then the men’s and then the boots, and you couldn’t even see the boots when you first walked in. Now, you walk into a Western experience that draws you all the way to the back, where we have a stage for music and events. You can see the Hat Doctor bar and the big boot, and the aisle leads you back and into the store. It helped a lot to get the store open to where you could see all of that. Marlene We redid all the lighting. We had old, big fluorescent spotlights, rows and rows, constantly on. Almost weekly we had to change them. We moved to an LED lighting system. It reduced heat and our utility bill went down. We also changed our [point of sale] system, and our employees helped with [selecting that]. In doing that, we were able to shrink the footprint of the checkout center. 22

What would you say to people just starting out with a new retail operation? Stephen: Make sure that you understand your mission statement and your image and who you are.Tell your story. Be who you are and let that be reflected in your business. Those things mean more than picking out whether you want short or long sleeves or any color. In the end, it boils down to being who you are. Marlene: They need to love their customers; without them, we wouldn’t be here. If they can focus on what they can do for somebody else instead of what they can do for themselves, that is huge. ● Giving Back After the 2015 fire, faced with S t a g e s We s t being closed for almost a year, the Housers wanted to send the message that the store wasn’t going anywhere. They expressed their commitment to their store family and to Pigeon Forge in a unique way. “We sat down with our management team and put together a list of places that had needs,” Stephen Houser says. “We were closed for 11 months. There were a lot of opportunities to help a lot of people.” Approximately 25 Stages West employees went to work volunteering in the community, and the store kept them on the payroll.They helped out at the food bank, senior center, library and animal shelter, and cooked for the fire department. They dusted off old skills, too—one employee judged livestock at the county fair and another sewed burial gowns for stillborn babies at the hospital—and they’ve found themselves continuing to volunteer. “Everybody wore their Stages West shirts, and hoodies when it got colder,” Marlene says. “They wanted to show their pride in where they worked. They were excited that who they worked for cared about the community.” “The fire gave us a chance to be more thankful to God for what we have,” Stephen adds. “You never know when it can be taken away. It gave us time to make sure our priorities were in the right spots. “There are a lot of things that we got to do that we would have never gotten to do without that fire. We were able to hit a reset button and refresh ourselves. And it gave us an opportunity to bless our community that we wouldn’t have had before. “[When you give back] you’re the one who gets blessed.” COURTESY STAGES WEST

and spent a week with them putting together new styles for when the store was going to reopen. It was an amazing experience. When you invest in employees you get the rewards. They know you appreciate them. It’s hard to get really good people and when you do you have to take care of them.

Western Lifestyle Retailer ★ spring 2019

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High-End Hats

Cowboy hats are the quintessential icon of the Western lifestyle. They top off any outfit and provide buyers an opportunity to showcase their personal style. Nearly every Western store offers some selection of hats, but those who delve into high-end hats have an opportunity to serve a niche market. We asked two high-end hatmakers for perspectives on how to stock, price and display premium Compiled by KATIE NAVARRA hats: Trent L. Johnson, owner of Greeley Hat Works, and Craig Anderson, a sales representative for Hatco (makers of Stetson, Resistol and Charlie 1 Horse). Both men agree: The more expensive the hat, the more the retailer needs to be able to explain the difference in materials and tell the story behind the hat-making process. “There has very seldom been a sale missed that had enough information to justify the price,” Anderson says.

HATCO

Trent Johnson is the fourth hatmaker to own and operate Greeley Hat Works, located in Greeley, Colorado.The boutique hattery was established in 1909.The shop is brimming with hats of all shapes, sizes, colors and styles, and has the feel of a turn-of-the-century hat shop. “We are using the same tools that have been used since the early 1900s to make our custom hats,” he says. “We share this story with our customers to create an experience [in buying a hat] that creates an emotional tie to our product.” Capturing the high-end buyer: “High-end hats add a sense of legitimacy to stores because they are usually more exclusive and harder to price-shop. However, they are not a good fit for every store. You have to know your clientele and be able to provide the service expected by someone who is willing to invest in a high-end hat.” Pricing strategy: “The key to pricing strategy for high-end hats is to remember that in this market it is more about quality than quantity. Those that will spend the money for a high-end hat are happy to know it isn’t stocked a dozen deep. Although this hat is expensive, it is still viewed as a value. They are buying an experience and a story as much as they are buying a hat.” Displays: “Tell a story through cross-merchandising. Show how the hat ties into a certain lifestyle or experience. Again, being able to share an experience adds value. Weave in an explanation of the product to create an emotional tie to buying the product rather than solely selling the product. Look at the car manufacturer Tesla. People buy the story behind Tesla and [company co-founder] Elon Musk as much as they buy the car itself.” Stocking strategy: “Numbers don’t lie. I usually run deeper in my core sizes. Those core sizes are different for men and women, and also different within each style.” Trends for 2019: “Variety. I’ve been seeing more crossover styles for both men and women. In recent years, boots have gone more mainstream and hats are beginning to trend that way, too.” Bonus Tip: “Make sure you can service the customer after the sale—that you can steam, shape, etc., for them. Also, make sure you have merchandise in other categories with similar stories of craftsmanship or romance that you can cross-sell [with the hats], such as jewelry, scarves, boots, clothing, etc. 24

hat-co.com

HATCO

greeleyhatworks.com

CHRISTINE HAMILTON

GREELEY HAT WORKS

Craig Anderson has been in the wholesale apparel industry for 33 years, and in 2004 he went to work for Hatco, which manufactures and sells Resistol, Stetson and Charlie 1 Horse hats.Together, the trio of brands honors Western tradition and provides fashion-forward headwear options. Stetson was founded in 1865 when John B. Stetson made his first “Boss of the Plains” hat based on his travels in the American West. Resistol has been crafting hats since 1927, and Charlie 1 Horse is known for fashionable Western hats that break the mold and reach a variety of buyers. “Our hats are 100 percent made in the USA,” Anderson says. Capturing the high-end buyer: “Educating the customer is key to getting the sale. A lot of times the consumer doesn't know why a 20X is so much more than a 6X fur felt hat. Be prepared to explain how the addition of beaver, rabbit, chinchilla and other furs changes the quality and the price.” Pricing strategy: “My most successful accounts are the ones who take very good care of every person who walks thru the door. People want to know that they are getting their money’s worth.When you go the extra mile on customer service that shows the customer how much you appreciate their business.” Displays: “The best displays are the sales staff working in the store. In my opinion, every employee should be wearing a hat. Always give the high-dollar hats a special place.That could be inside a glass case or in a display where they are highlighted in some way. Ladies’ fashion hats should be on display with clothing outfits throughout the store. With the higher quality fur hats, have at least one hat of every style out on display and the other sizes can stay in the box.” Stocking strategy: “Try new products without overbuying until you see results. Before I started selling as a wholesale representative, I started in retail. I listened to my sales representative. He was good and honest, and helped me back-stock the hats that sold well in our area.” Trends for 2019: “Retro is back.The styles I wore in the early ’80s, including features like a taller crown, are back in style.” Bonus Tip: “We are experiencing one of the best years in headwear across the board—not just Western hats, but dress hats, fedoras, etc. Don't forget the consumer who might not be "pure Western;" for example, we have a line of outdoor crushable hats. Give them the comfortable choice for them. And don't forget the women's market.”●

Western Lifestyle Retailer ★ spring 2019

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Unbridled Spirit

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BOOTS • SHOES • CLOTHING

11/13/18 11/29/18 10:58 8:05 AM PM

Double J Saddlery tooled handbag and wallet CONTACT: Double J Saddlery; doublejsaddlery.com; sales@doublejsaddlery.com

NEW& NOVEL Discover cutting-edge products and new brands as Western Lifestyle Retailer offers an exclusive sneak peek to what will be trending in retail in 2019.

CHRISTINE HAMILTON

Compiled by KATHRYN BARKEY

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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Sparkle and Comfort Glitterflops combine superior comfort with a little sparkle, featuring patented Orthofoam molded soles and genuine Swarovski crystals. There is no good reason why women shouldn’t have both comfort and style. There are several new styles available for 2019. CONTACT: Glitterflops; glitterflops.com; 903-564-7808

Charlie 1 Horse Charlie 1 Horse Hat Company hats, with the unmistakable horseshoe fire brand, have been reaching a wide variety of people from coast to coast for decades. No matter your style or retail needs, Charlie 1 Horse has a perfect hat for every customer. Check out their new styles for 2019. CONTACT: Charlie 1 Horse; charlie1horsehats.com; info@hat-co.com

Cruel Denim

Classy Reba Reba by Justin is a complete reflection of Reba McEntire’s life and style, from footwear for glamorous red carpets to square-toe riding boots and casual sneakers. Reba by Justin embraces every aspect of the Western lifestyle.

“My Life, My Rules” has been the credo of Cruel Denim since 1998, and it still stands in the company’s looks for 2019. Cruel Denim has your needs covered from arena to trendy Western fashion. CONTACT: Cruel Denim; crueldenim.com; 866-545-7034

CONTACT: Reba by Justin; justinboots.com; 800-548-1021

spring 2019 ★ Western Lifestyle Retailer

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............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. Original Cowgirl ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. Original Cowgirl Clothing Co. and RBR Wholesale ............................................................................................................................................................. ............................................................................................................................................................. specialize in Western graphic T-shirts and quality ............................................................................................................................................................. ............................................................................................................................................................. materials. They even customize “tees” for your ............................................................................................................................................................. ............................................................................................................................................................. ★ NEW&NOVEL stores’ unique shopping experience. ............................................................................................................................................................. ...................... CONTACT: RBR Wholesale; redbarnranchwholesale.com; info@redbarnranchwholesale.com

Texas True Designed and printed in the heart of the Texas Panhandle, Texas True Threads is a graphic T-shirt business that specializes in Western fashion design. Their newly branded kimonos pair perfectly with the “tees” and make Texas True Threads an easy one-stop shop for T-shirts.

Billy Creek on the Horizon Referencing the Old West, rock 'n’ roll, Native American art and all things Americana, the hot new brand Billy Creek celebrates the freedom, rebellion and individuality of American heritage with comfortable, high-quality clothing and accessories featuring exclusive designs and wearable art by illustrator and artist Toby Thane Neighbors. CONTACT: Billy Creek; hello@billy-creek.com; 903-815-1972

CONTACT: Texas True Threads; texastruethreads.com; 806-644-9663

Smith and Western Wholesale Eric and Dolores Smith, owners of Smith and Western, wear many hats as artists, photographers, fashion designers, retail owners, and Airstream enthusiasts. Smith and Western graphic T-shirts are a reflection of their life in the Arizona desert and their passion for the American West. Watch for this new wholesale brand launching at the January WESA Market. CONTACT: Smith and Western; smithandwesternonline.com; mail@smithandwesternonline.com

New in the Corral Founded in 1999, Corral Boots was the first Western brand to introduce the concept of fashion-forward cowgirl boots to the entire world—and there is no sign of that tend slowing down in its 2019 styles. Corral Boots epitomize modern, handcrafted, quality boots which some consider pieces of art. 28

Western Lifestyle Retailer ★ spring 2019

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CONTACT: Corral Boots; corralboots.com

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GREETINGS FROM SAN MIGUEL Barbosa Creations was born 12 years ago in San Miguel de Allende, Mexico, as a creation of renowned artist Felipe Barbosa. Each of its pieces is handmade with love and is unique, featuring influences from Mexico, Spain and Italy. Pictured are new styles for 2019, including a locket ring. CONTACT: Barbosa Creations; barbosacreations.com; sales@barbosacreations.com

BOLD COWGIRL Boldly show your faith in these striking red Victory Cross riding boots from Cowgirl Tuff. They feature 13-inch distressed bovine leather shafts with cream embroidery, cross inset and studs, and they have a moisture-wicking, antibacterial padded memory foam insole. CONTACT: Cowgirl Tuff; cowgirltuff.com; sales@cowgirltuff.com

PREMIUM COLLECTION What began as a collection of great-fitting, Western-style denim items, Angel + Premium has grown into a full collection of trendy, contemporary clothing and accessories for the American woman, like these handbags below. Angel + Premium strives to provide quality products while creating fashion for women who love adventure.

NEW DESIGNS Fort Worth artist Allison Castillo established Allison Castillo Designs in 2017 and has found an instant following with her bold, graphic, Texas-inspired line of scarves. With options to wear five ways from day to night, this Allison Castillo Designs Sugar Skull scarf is the perfect purchase for fashionforward shoppers of any age. CONTACT: Allison Castillo; allisoncastillodesigns.com; invoices@allisoncastillodesigns.com

CONTACT: Angel + Premium; apdenim.com; 323-726-6926

WESTERN LIFESTYLE RETAILER â&#x2DC;&#x2026; SPRING 2019

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............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. NEW OUTFIT ............................................................................................................................................................. ............................................................................................................................................................. ......................★ NEW&NOVEL Cotton & Rye Outfitters is a new Western apparel lifestyle brand that captures the essence of hard work, grit and determination of the people who wear the clothing. Look for the brand’s debut at the Denver WESA January market. It’s the good stuff you’ve been looking for!

CONTACT: Cotton & Rye Outfitters; cottonandryeoutfitters.com; 336-681-6093

WEST KEEPS GOOD COMPANY Focusing on the newest trends in Western, like squash blossom necklaces, fashionable earrings, beaded bracelets and turquoise necklaces, West & Co. offers pieces that range from the edgy to the everyday woman. They also offer a great fixture/display program to encourage point-of-purchase sales. CONTACT: West & Company; westandcompanyjewelry.com; sales@westandcompanyjewelry.com

FREE-SPIRITED COWGIRL Designed to appeal to the free-spirited concertgoer or true cowgirl, Cowgirl Confetti by AndWest is inspired by the American West. The fashionable and stylish accessories include “boho” leather cuff bracelets and squash-blossom-inspired pieces. Pictured are new styles for 2019. CONTACT: Cowgirl Confetti; andwest.com; 760-444-0050

MIX AND MATCH Mix-o-logie's fun scents help a wearer express to the world how she feels inside. Customers can mix and match the collection with all 10 of these alcohol-free distinct scents. Used alone or “mixed” in a variety of recipes, they all smell fabulous. CONTACT: Mix-o-logie; mymixologie.com

BIG COUNTRY TRUCK Big Country Toys are made of a proprietary blend of plastic that creates durable and lifelike toys. The New Ford Flatbed truck is the ultimate farm and ranch vehicle. The flatbed is designed with a hay squeeze—that holds the newly designed hay bales—and a gooseneck attachment that will connect with the full line of Big Country Toys trailers. The hay arms swing over the end of the flatbed and the hay squeeze rotates, just like the real deal. CONTACT: Big Country Farm Toys; bigcountryfarmtoys.com; 888-801-4391

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. ............................................................................................................................................................. Cinch Style ............................................................................................................................................................. ............................................................................................................................................................. ★ NEW&NOVEL ............................................................................................................................................................. Cinch clothing brand has been ......................

western man

creating quality denim and shirts for the American cowboy since 1996. Some of the top pro rodeo athletes and equine professionals sport Cinch in and out of the arena because of the quality fit, authentic Western look and fresh styles.

CONTACT: Cinch Jeans; cinchjeans.com; 866-545-7034

Pure Denim Kimes Ranch intends to bring Western back to its roots, when jeans were a timeless staple and their simplicity and durability made them a cowboy’s must-have. Kimes Ranch makes function and fit a priority with a classic feel. Featured is Raw James, an unwashed American-made denim jean in its purest form. CONTACT: Kimes Ranch; kimesranch.com; Ranchhands@kimesranch.com

Reed Footwear Reed Footwear offers 100 percent waterproof slip-on styles featuring Gel COOSH insoles for the ultimate in all-day comfort regardless of the weather. The collection offers men’s and women’s sizes in 4- and 6-inch heights. You won’t believe the difference in the feel on your foot. CONTACT: Bag Man LLC ; chorebootcentral.com ; 800-796-5333

Resistol in Straw Resistol has been the preferred choice for working cowboys, ranch hands and rodeo cowboys for more than 90 years. Resistol is the largest manufacturer of headwear in the world, but has strayed true to its “small hat factory” roots to produce the best quality hat a cowboy can wear. Pictured is a new straw option available for 2019. CONTACT: Resistol; resistol.com; info@resistol.com

Jon Pardi and Wrangler Retro It’s exciting news for country music fans as Jon Pardi is named as the new face of Wrangler Retro. Just like his music, Pardi’s striking look puts oldschool Western flare back in style. This cutting-edge jean and shirt collection features fresh designs, updated fabrics, and a variety of modern fit options for the new cowboy and cowgirl, who, like Pardi, aren’t afraid to get a little dirt on their boots. CONTACT: Wrangler; wrangler.com; 1-888-245-9766 ●

Western Lifestyle Retailer ★ spring 2019

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In the vagabond circus world of a county fair midway,

Western style in boots, buckles and turquoise takes on a

“punk glam” flair with sequined sneakers, ballcaps, bangles and bright furs. The carnies working the rides and games create

their own hip style from an American-made life on the road. Photography by DARRELL DODDS Creative direction and styling by KATHRYN BARKEY Makeup and hair design by MADDI ROBBINS

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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Tasha Polizzi top / Cowgirl Tuff shorts / J-Forks Designs cow skull necklace and turquoise necklace / Olav Jules Designs gold beaded necklace / Cowgirl Confetti earrings / Resistol Tuff-Anuff hat/ Corral boots / RIGHT HAND: J-Forks Designs bracelets / BOTH HANDS: Barbosa Creations rings

SPRING 2019 â&#x2DC;&#x2026; WESTERN LIFESTYLE RETAILER

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Smith & Western T-shirt layered under Roper pearl snap shirt / Stetson shorts / Barbosa Creations belt / Montana Silversmiths bolo tie / XOXOart & Co. earrings / Floats sunglasses / Glitterflops sandals / RIGHT HAND: Barbosa Creations ring and Montana Silversmiths cuff / LEFT HAND: Barbosa Creations rings and silver and turquoise cuff

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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XOXOart & Co. T-shirt layered under Wrangler kimono / Stetson shorts / XOXOart & Co. layered necklace / Chelsea Collette Collection turquoise beaded squash blossom necklace / Sunwest Silver Co. earrings / Barbosa Creations concho belt / Liberty Black boots / RIGHT HAND: Vogt Silversmiths bangle bracelets and Barbosa Creations ring

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spring 2019 â&#x2DC;&#x2026; Western Lifestyle Retailer

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Wild Child Revival T-shirt by Styled By Sterling / Live A Little denim jacket / Kimes Ranch treated red jeans / Rodeo Quincy fringe belt with Barbosa Creations belt buckle / Tony Lama boots / Floats sunglasses / Barbosa Creations necklaces and rings

WESTERN LIFESTYLE RETAILER â&#x2DC;&#x2026; SPRING 2019

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Double D Ranchwear T-shirt / Kimes Ranch jeans and snapback hat / Cowgirl Confetti necklaces and earrings / Miss Macie boots / RIGHT HAND: Cowgirl Confetti leather cuffs, Barbosa Creations ring / LEFT HAND: Vogt Silversmiths ring

BuddyLove pineapple top / STS Ranchwear leather jacket / Wrangler shorts / Barbosa Creations belt, buckle and earrings / Vogt Silversmiths necklaces with charms / Roper glitter sneakers / LEFT HAND: Vogt Silversmiths rings

spring 2019 â&#x2DC;&#x2026; Western Lifestyle Retailer

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HOOey T-shirt layered under Scully dress / Vogt Silversmiths cactus bolo tie / Adra Accessories feather wrap necklaces / Floats sunglasses / Durango boots / RIGHT HAND: Barbosa Creations earrings and cuffs 42

Scully dress / XOXOart & Co. cactus beanie / Montana Silversmiths pendant necklaces / Barbosa Creations necklaces / LAW Designs Jewelry earrings / Stetson boots / RIGHT HAND: Vogt Silversmiths silver cuff / LEFT HAND: Vogt Silvermiths rings and bangle bracelet

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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HOOey graphic baseball T-shirt under Tasha Polizzi flag shawl / Cruel Denim shorts / Barbosa Creations concho belt / RIGHT HAND: Barbosa Creations heart ring, Vogt Silversmiths bracelets and turquoise spiral ring

spring 2019 â&#x2DC;&#x2026; Western Lifestyle Retailer

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Corral boots

TOP: Allison Castillo Designs scarf BOTTOM: Rodeo Quincy fringed wild rags

LEFT: Roper footwear / RIGHT: Volatile shoes

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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Wrangler T-shirt / Turquoise Haven pinstripe pants / Barbosa Creations concho belt / BuddyLove earrings / Miss Macie boots / LEFT HAND: Cowgirl Confetti leather bracelet and Barbosa Creations cuff

spring 2019 â&#x2DC;&#x2026; Western Lifestyle Retailer

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Rockmount denim shirt / Rodeo Quincy sequin jacket / Angel + Premium shorts / BuddyLove earrings / Twisted X boots / RIGHT HAND: Barbosa Creations cuff and ring LEFT HAND: Vogt Silversmiths ring and Cowgirl Confetti leather bracelet 46

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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BuddyLove top / Morris Kaye Furs coat / Wrangler shorts / XOXOart & Co. ball cap / Adra Accessories wrap necklace with feathers / Sweet Bird Studio pendant necklace / Barbosa Creations concho belt spring 2019 â&#x2DC;&#x2026; Western Lifestyle Retailer

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Ariat boots Chelsea Collette Collection turquoise beaded necklaces

CoFi Leathers handbags

Pecos Bill Boots leather-tooled shoes 48

Western Lifestyle Retailer â&#x2DC;&#x2026; spring 2019

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Outback Trading Co. top / Angel + Premium patchwork jeans / Allison Castillo Designs wrap / XOXOart & Co. earrings and thunderbird necklace / Barbosa Creations cactus necklace / Reba by Justin sneakers / RIGHT HAND: Barbosa Creations ring / LEFT HAND: Vogt Silversmiths ring and Barbosa Creations bracelet

Coyote Cowgirl tank top / Kimes Ranch overalls / Allison Castillo Designs scarf / LAW Designs earrings / Ariat ankle boots / RIGHT ARM: Mishky Jewelry beaded bracelets / LEFT ARM: Montana Silversmiths cuffs

spring 2019 â&#x2DC;&#x2026; Western Lifestyle Retailer

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Rodeo Quincy T-shirt / Cowgirl Tuff skinny jeans / BuddyLove earrings / XOXOart & Co. rose choker and bolo tie / Double J Saddlery layered leather fringe necklaces / Twisted X boots / RIGHT HAND: Montana Silversmiths cuffs and Barbosa Creations ring / LEFT HAND: Vogt Silversmiths rings ● 50

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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Liberty Black liberty-black.com

STS Ranchwear stsranchwear.com

Live A Little dougandrhondat@aol.com

Sunwest Silver Co sunwesthandmade.com

Adra Accessories barbaracurrin@aol.com

Cowgirl Tuff cowgirltuff.com

Miss Macie Boots missmacie.com

Tasha Polizzi tashapolizzi.com

Allison Castillo Designs allisoncastillodesigns.com

Cruel Denim crueldenim.com

Mishky Jewelry mishky.com

The Coyote Cowgirl thecoyotecowgirl.net

Angel + Premium apdenim.com

Double D Ranchwear ddranchwear.com

Montana Silversmiths montanasilversmiths.com

Turquoise Haven shopturquoisehaven.com

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Exfoliating Gems These beautiful Tumbled Turquoise soaps from Amethyst Soap Company are exquisite bars of exfoliating soap with shea butter, cinnamon essential oil, and orange peel. Made to be unique to your store, they also come with custom hangtags featuring your store logo. CONTACT: Amethyst Soap Co; www.etsy.com/shop/amethystsoap

Gorky Pottery Beautiful ceramic pottery and dinnerware designs by renowned sculptor Gorky Gonzalez have won awards and been exhibited in galleries worldwide. Every Gorky Pottery piece is made using the traditional Majolica technique and feature unique borders that are hand painted in classic Mediterranean colors. CONTACT: Gorky Pottery; gorkypottery. com; gorky@gorkypottery.com

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CHRISTINE HAMILTON

THIS PAGE AND OPPOSITE: Western lifestyle enthusiasts often look for items that echo time-honored Western traditions, like this True West vintage “Westward Ho” pattern.

Western Lifestyle Retailer ★ spring 2019

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Designer Dishes

Three savvy brands dish out the dos and don’ts of adding dinnerware to expand the Western lifestyle footprint of your store.

By KATE BRADLEY BYARS

estern lifestyle enthusiasts enjoy a blend of traditional and trendy. But when it comes to purchasing a set of plates or serving ware, their tastes tend toward items from the past. Whether it’s a plate rimmed in historic ranch brands or a set of silverware stamped like classic spurs, buyers look for items that echo time-honored Western traditions.

Marty Roberts and his wife, Heather, run Idaho-based Cowboy Living, which offers Western-themed items such as dinnerware, serving dishes and silverware direct to online customers and wholesale to retailers. “Many of our stores were farm and feed independents or chains where the primary business was not home goods,” Roberts says. “They had an area with clothing or housewares, but it wasn’t the primary sale. But almost every customer that walks through a farm and feed store is devoted to the Western lifestyle.” When they did shop those areas, however, those devoted buyers, he found, were often looking for a traditional household piece that could be passed down to the next generation. That’s just one of several facts Western retailers should keep in mind when adding household dishes to their stores. WLR asked Roberts, along with Gorky “Gogo” Gonzalez of Mexicobased Gorky Pottery, and Pat Turner, director of sales and marketing for True West dinnerware in Royse City, Texas, to share their insights on incorporating dinnerware into a store’s inventory.

“Most people that buy a pattern go all in up front, and then add serving pieces later on,” Turner adds. “You get your basic dinnerware in one color and fill in with extra serving pieces until you complete a set.” Most of True West’s patterns have a beige background. Even though each pattern features a different center design, all feature the same historic ranch brands on the border trim, making them easy to mix and match and add to over time. “Our ‘Longhorn’ pattern has proven to be the lowest seller because it doesn’t match [the others’],” she adds, since it’s on a white background with a different border trim.

Turner has found that traditional customers, like those who flock to retailers carrying True West vintagepatterned china, stick to one area of the color wheel for continuity in dishes and serving ware: off-white to beige. With that in mind, neither Turner nor Roberts incorporate much color into their lines.

CHRISTINE HAMILTON

Western Trends

spring 2019 ★ Western Lifestyle Retailer

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COURTESY COWBOY LIVING

Adding additional items to a place setting display enhances the dishes and offers more products to sell, as in this Cowboy Living display.

However, like an art collector is attracted to a specific style, so is a particular buyer to a plate pattern. Gorky Pottery uses every color of the rainbow to create unique pottery pieces for collectors. Even so, the variety in the pieces has one steadfast characteristic: a white background. “With the dish sets, most of our costumers love to mix and match, and since all our pieces are hand-painted each piece can have a different border or different motif,” Gonzalez says. “So we recommend selling per piece, not complete sets. The customers usually come back for a replacement and they get hooked by another piece, like a pitcher or mug.” Selecting a style that speaks to a broad Western lifestyle customer base is the first step in adding home goods. The second is how to display the items.

Dissecting the Display

Don’t bury the home goods in the back of your store. Instead, set out a table display that is eye-catching. “The biggest [challenge] is how to display dishes to make it an easy buy,” Roberts says. 58

“When you go to a big department store, they sell boxed items near a display. You have to have a nice layout and design, and you have to keep a sample out.” “Touch-ability”plays a big role in purchasing. Like wanting to run your hand down a faux fur vest to feel quality, customers buying dishes want to feel a durable product. Once hooked, they need to see a packaged product that is easy to transport home. “People want to see, feel and hold the product. Then, they can look down and see it all packaged up for them to take home,”Roberts says. “They aren’t waiting for the person at the counter to wrap it up; it’s an easy sell.” Cowboy Living originally sold only full 16-piece place settings in one box, but now offers more flexibility for buyers. The company provides brightly colored boxes holding four of each item—bowls, plates, etc. Turner agrees that retailers shouldn’t expect to sell only full place settings with each sale, and give customers the option to even purchase single items. “There are a lot of companies out there that say you need to buy a 5-piece place set-

ting,” Turner says of True West’s strategy. “People don’t like to be constrained to that; some people don’t use saucers. So we sell all open stock and make sure our retail stores know that. If someone only wants to buy one coffee cup, that is not a problem.” Gonzalez advises setting out different products to create movement and interest. If there is a full place setting, for example, add a colorful pitcher or large platter. “Handmade pottery pieces can go very nice with a lot of settings,” he says. “It adds a chic touch to the display, and it blends with modern and rustic items.” Additionally, a display that’s visible throughout the year generates more sales. Roberts suggests displaying a set of the dishes or serving ware that you don’t keep in stock. Customers can always order the set, but they can’t order what they can’t see. “Having a full dinner set out—bowl, plate, serving ware, everything—allows people to get the full view,” Roberts advises. “Don’t sell your samples—even if you run out [of product]. The customer will wait for dishes.”

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AdditionAl StrAtegieS SeverAl StyleS fit All. adding handmade items, like gorky pottery, can add interest. “i recommend having enough unique pieces to make a statement,” says gorky “gogo” gonzalez. “i recommend having two or three big pieces to make statement complemented with smaller pieces that fit more budgets.”

diSplAy the entire collection. Don’t make customers go on a scavenger hunt to gather all of the items that fit in one collection. “We design as collections: dishes, flatware, towels, dishtowels, aprons, glassware. it is all in a design theme,” roberts says. “it is important to display and sell as a collection. it can’t all be on separate aisles and you can’t force people to search for the items. the knee-jerk thought is to put all hot pads here, then all towels here. But when you have a collection, you want to merchandise them together.”

✫

S H OW R O O M 3 2 5 4

Stocked And in Sight iS key. Whereas seasonal trends drive clothing sales, there is no season when dishes are not en vogue. Marty roberts of Cowboy Living says wedding season and holiday seasons can ramp up sales, but retailers should prepare for a yearlong initial investment. “the clothing mentality is to buy it, let it run out and see what is coming next season. Housewares are year-round items,” he explains. “Our products are an investment. it might take four viewings before the customer buys it. you want to keep it in stock year-round before changing the pattern once your consumers have the chance to see it multiple times. “Don’t let the dishes completely run out before you reorder,” he adds. “When a customer comes in one month and thinks, ‘i’ll buy those next time i come in,’ they are going to look for the item in the same spot. “We [also] found that stores that let the stock deplete before re-buying would usually have moved the dishes to another area. that makes it hard on the customer to complete a purchase and throws off your continuity of sales. With housewares, stores need to stay ahead of inventory.”

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COURTESY GORKY POTTERY

Gorky Pottery’s pieces feature colorful hand-painted designs on a consistent solid white base, designed to mix and match, and sell per piece.

Launching Dishes Simply setting out a plate and crossing your fingers isn’t going to send sales through the roof. Pat Turner from True West suggests ticking off this to-do list when launching a home goods section in your store. 1. Know the product. Retailers are given information about the design concept behind True West so that they can inform buyers of the brand’s history. 2. Keep it fresh and seasonal. Dishes sell year-round, but set out a special Christmas-themed piece no later than September to ensure it can be purchased in time for the holiday. 3. Keep it in reach. Set up a display that invites the customer to pick up the piece. Don’t hide it on the top shelf and don’t leave it in the box. 4. Kill two birds with one setup. Add linens or other items to the display to appeal to customers’ senses. 5. Keep in touch with the manufacturer. Understand whether a customer can order pieces to be delivered next week or in two months, just in case inventory gets low.

Unlike keeping up with Western fashion trends, stocking and selling dishes and other household goods is not a hit-and-run “trendathon.” Rather, it can take a multiseasonal commitment to build a customer base. Selling and buying goods like dishes is not an impulse decision—it requires an investment from both the retailer and buyer. But with a planning and preparation, dinnerware can give retailers a profitable way to serve their customers. ● KATE BRADLEY BYERS is a freelance writer based in Texas.

THE EXPERTS COWBOY LIVING—Marty Roberts and his wife, Heather, launched Cowboy Living more than 20 years ago, combining a love of old-world cowboy plates and Heather’s experience in design to create plates, serving ware, silverware and other home goods that fit the Western lifestyle. Based in Coeur d’Alene, Idaho, Cowboy Living sells direct to customers online and wholesale to a variety of retailers. cowboyliving.com GORKY POTTERY—Gorky “Gogo” Gonzalez furthers the legacy of his father, Gorky Gonzalez Quinones, an acclaimed Mexican potter who revived traditional majolica Mexican pottery and popularized it throughout North America and beyond. Based in Guanajuato, Mexico, Gorky Pottery offers contemporary and traditional designs. gorkypottery.com TRUE WEST—Based in Royse City, Texas, True West offers a variety of Western ranchthemed quality china patterns. The company reproduces the classic “Westward Ho” line, 1940s-era Wallace China patterns designed by cowboy artist Till Goodan, and fully licensed by Goodan’s daughter, Betty Goodan Andrews. truewesthome.com

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Hiring a professional moderator can help streamline questions and discussions for an effective focus group session.

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Listen to Your Customers Focus groups can offer valuable insight into what motivates your customers. By KATIE NAVARRA

Photography by ROSS HECOX

ave you ever wished for psychic powers so you could know what a customer is thinking? You don’t need supernatural abilities to gain insight into customers’ thought processes. You need a focus group. When used strategically, interactions through a focus group can provide valuable information about what motivates consumers’ buying decisions. No one knows this better than Dan Costa, founder of Noble Outfitters. The company’s best-selling products—such as its Best Dang Boot Socks, the Viper utility knife (in pink) and even the company’s name—have emerged from focus groups. “People love talking about what they think is the best way to do something,” Costa says. “That’s especially true with horse people.” Focus groups can help identify new products and services, and assist with a rebranding or re-positioning of existing products and services, explains Rob Ristango, a digital marketing expert and CEO of The Sterling Woods Group, LLC, a Massachusetts marketing agency. Well executed focus groups also help determine what it's going to take to offer world-class customer service, which in turn leads to higher retention and lifetime value, Ristango adds. Focus groups nurture a dynamic that only happens in person. That interaction can’t be replaced by an online survey, a phone call or other forms of market research. Gathering in-person feedback can be time-consuming, but the investment is worth the return. During one focus group, Costa could see in the participants’ eyes that something was bothering them. At first participants couldn’t articulate what was “off.” Through discussion it turned out that the company’s original name—Noble Equine—didn’t resonate. Costa sensed something wasn’t right and facilitated a conversation that led to changing the company’s name to Noble Outfitters. “We never would have gotten that from an online survey,” he says. To help you organize a focus group, Costa and Ristango offer five tips for planning and executing an effective discussion.

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Taking notes or recording feedback is essential for focus group follow-through.

Find a central theme.

Identifying a goal or specific product category as the topic of discussion garners the most useful information. Even though Noble Outfitters has a wildly diverse equine product line, the company’s focus groups are narrowly defined. Last summer, Costa hosted a group of men to discuss coveralls. A second group invited women to talk about Western shirt styles, and a third was about jackets and vests. Focusing on one aspect of the business allows you to really dig into what a customer is thinking about that particular item. “In the coveralls focus group we found that the old-timers prefer heftiness in case they bump into something sharp, but the younger guys said the product would be better with performance fabric that wicked moisture and dried faster,” Costa says. “That means we may need two products instead of one.” Had the conversation been broader than coveralls, Costa’s product development team 64

might not have been able to drill down to that level of detail and create a product that appeals to each audience.

Have the right frequency.

How often you hold a focus group depends on the resources you have available. Ristango says the bare minimum is once a year. Costa hosts them monthly and says that if that’s not possible, twice a year or quarterly is a good place to start. Planning a focus group around a larger industry event eases scheduling conflicts. Costa has arranged focus groups to coincide with the Western and English Sales Association (WESA) and American Equestrian Trade Association (AETA) annual trade shows. He’s also scheduled the meet-ups around large rodeos or other events that staff and customers already plan to attend. “I ask a few dealers in the area to invite their best customers to participate,” he says.

Invite participants.

Plan the logistics.

Focus groups need to be large enough to encompass a variety of opinions, but small enough to allow for meaningful discussion. “I've seen groups of about six to eight work the best,” Ristango says. “Sometimes smaller is better so you can get more nuanced answers. Don't shy away from one-on-one, in-depth interviews. Those can be quite powerful.” To find good participants, Costa works with dealers in the local area where he plans to hold a focus group. He asks the dealers to identify their best customers based on their buying habits, likelihood of attending and willingness to provide honest feedback. Since Costa’s groups are focused on a specific goal, they must be people who would use those products. For example, he wouldn’t invite men to offer feedback on women’s shirts; and, when looking for input on coveralls, he focused on men but included varying ages. Because Costa holds multiple focus groups throughout the year that often coincide with major industry events, it is easy for him to include participants from different geographical locations. For retailers who hold focus groups less frequently or in one locale, it’s imperative to find customers from different regions and with a good cross-section of ages and lifestyles. Our sources agree that strategically crafted questions guide the best discussions. Use open-ended questions that allow attendees to elaborate on a response rather than giving a simple “yes” or “no.” Asking participants to think back on an experience or why they have the opinion they do on a product leads to data that can help you make important decisions for your company. Taking notes is likely not enough to capture all of the feedback. Recording the session allows for an accurate reflection of the discussion and allows flexibility for the conversation

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focus groups nurture conversations that only happen in person.

to flow naturally. Reassure participants that what you record will be confidential, and that it’s only so you don’t miss their valued input. Ristango encourages organizers to use a professional moderator. “It looks easy from behind the mirror, but moderating is really a skill that needs to be learned through training and practice,” he says. Make the activity worth their time to attend. Costa gives participants a snack, lunch, or wine and cheese if it’s an evening activity. And he gives them product samples to try.

Follow through.

The information gleaned through focus groups is only helpful when it’s put into use. It’s impractical to adopt every suggestion, but find the ones that resonate for your company and run with the idea. "Ask your designers, developers and sales people what they think were the good gems 66

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that came out of the conversation,” Costa says. “Filter those ‘gems’ to the top and take that one thing that’s the strongest and go for it.” Retailers and manufacturers talk about listening to their customers, but is that what they’re really doing? Costa has learned to make a living by listening. Everything that his company has produced has come from its product development process, which relies heavily on customer input. Focus groups nurture a dynamic that only happens in person. “The most successful companies fall in love with their customers, not their products,” says Ristango. “Part of falling in love with your customers requires truly understanding their wants, needs, fears—just like a real relationship.” ● KATIE NAVARRA is a freelance writer based in New York. spring 2019 ★ Western LifestyLe retaiLer

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The Science of Sales

9 68

tips on how to leverage promotions and discounts to drive traffic to your store.

ARTICLE AND PHOTOGRAPHY BY ABIGAIL BOATWRIGHT

WESTERN LIFESTYLE RETAILER â&#x2DC;&#x2026; SPRING 2019

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Promotions and sales can help you get foot traffic into the door of your store—whether it’s brick-and-mortar, or online.

spring 2019 ★ Western Lifestyle Retailer

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Don’t discount everything in your store. You can build excitement when you save certain items to discount very rarely.

“Coupons!” “Buy one, get one free!” “20% off!” “Winter Sale!” Whether you’re building an online store or maintaining a brick-and-mortar boutique, discounting products is an inherent part of moving inventory. But there are ways to do it that benefit your company, and there are ways that will ruin the value of your products. How can you steer your sales and discounts the right way? These nine expert tips will help shape your strategies.

Definitely have sales.

As a retailer, you want to sell the majority of your product at full price, says Sara Burks, director of education and partnerships for The Boutique Hub, a digital media community for boutique businesses. However, there will be times that you will need to discount items to generate excitement, move out old merchandise, or simply encourage a purchase. The key is to make sure your initial markup can absorb these markdowns. Shane Pierce of Fort Worth, Texas-based Schaefer Outfitter says holding a sale has one specific goal. 70

“The basis for holding a sale is simply to drive traffic,” Pierce says. “Any foot through the door of your store presents a possible sale.”

Plan your strategy.

Haphazard sales will not help your business long-term. Pierce says your promotion or sale needs to make sense for your location and customer; for example, it could tie in to a local event or holiday. “Back-to-school time, holidays, preNational Finals Rodeo—these are all key times for Western retailers,” Pierce says. It’s almost expected for retailers to have back-to-school sales and on Black Friday

and Labor Day, but don’t overlook Valentine’s Day, spring break and the Fourth of July as potential sale occasions. Your sale could be advertised though flyers, newspapers, magazines, online via ads, Facebook, Instagram, or email. Pierce says it really depends on your customer and where they will most likely see your ad. Both experts extoll the value of offering promotions versus sales. Burks defines a sale as a permanent reduction in price, used to clear out inventory to make room for new. “A promotion is a temporary reduction in price such as a [buy one, get one]

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or spend-and-save events,” she says. “I like to use promotions to excite customers and increase foot traffic.” Promotions can be created by the store, or be manufacturer-sponsored. Pierce recommends evaluating how your business did last year before planning sales for the next year. Don’t throw sales at the wall to see what sticks. Carefully plan your calendar for strategic sales.

Pay attention to a Product’s life cycle.

You need to understand the life cycle of your merchandise, says Burks. The stages include: introduction, demand, peak and decline. “The life cycle will define the product’s relevance to your customers,” Burks said. “Customers will pay a higher price during the demand stage than they will at the decline stage. Therefore, you have to be really aware of each product’s stage of life, and price it accordingly. Once an item is nearing its peak, it’s important to have a plan to make sure it moves out of your store before it becomes obsolete. "Often, management of a product's life cycle is like trying to shoot a moving target,"

Burks adds. "However, staying on top of trends, reading movement reports, future forecasting and listening to customers are all important parts of determining where a product is in its life cycle."

don’t discount hot items.

target your customer.

Burks recommends avoiding running a sale on items while they’re in the demand stage. During that time, customers want the item and are willing to pay top dollar. The exception may be a manufacturersponsored promotion during an event, such as a local or nationally sponsored rodeo. If every Western retailer in your area is participating in a manufacturer’s promotion, you’ll need to follow suit, or you will lose a sale. In most cases manufacturers will assist with margin during these events as part of their annual marketing budget, says Pierce. Seek to understand your customers and their needs and desires. Burks says how you communicate a promotion will be received differently by different types of customers.

for best results, connect promotions with special events in-store, or holidays or local activities. spring 2019 ★ Western LifestyLe retaiLer

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ABOVE: Know the lifecycle of your products, and discount accordingly. These summer swim items are knocked down in price at the end of the season in August, not March. LEFT: Re-merchandise your products frequently to entice customers to look again.

one-time-a-year customer who only shops sale racks, then create a limited-time-only sale with an enticing markdown.” You can reach out to each of these groups directly through your mailing list that can be pulled/built from your point-of-sale data, Burks adds.

“Have you re-merchandised [a product] for your loyal customers, the ones who don’t care about price and buy from you monthly?” Burks said. “If the answer is ‘yes,’ then you now need to reach out to the part-time customer who might be more price-conscious and maybe send them a special offer suggesting why they need this product, or how they can wear it. If you’re trying to reach the 72

Keep it simple.

Burks recommends holding dollars-off sales rather than percentages-off. “Pre-price items if you are marking them down; don’t make customers do the math,” Burks says. “They would rather know it is going to cost them $20 than have to figure out what 20 percent off of $26 is.” In Pierce’s experience, promotions such as buy “buy two, get one free” have historically been the most successful for retailers. “This essentially saves the customer 33 percent, which is a big deal,” he says. “That is when it tends to drive customers to get their wallet out and make a purchase. The ‘buy two, get one’ strategy is the No. 1 retail-driving promotion we’ve done as a manufacturer. Buy one, get one 50 percent off also works—that’s 25 percent off, which can also drive sales.”

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Hold special events.

Rather than hanging your hat on thinking one big sale will magically change your bottom line, our experts say planning events in your store that make sense for your customers are the greatest tool to bring in foot traffic to your store. The possibilities for events are endless. “Look at area or local events, and piggyback on that event for a really fun and unique promotion,” Burks says. “Think of a good cause, and do a benefit sale—receive a 20 percent off coupon or a $10 coupon for any item $40 or more, when you bring in a nonperishable food item to the local food pantry.” Other ideas include encouraging patrons to bring in gently used clothes for donation to a local cause. “Collaborate with other local businesses for an event,” Burks says. “Hosting fun events to draw people into your store are great ways to generate cash. Always think outside the box and be creative.” Hook your sale to an in-store event for even greater return, says Pierce. This could look like a Valentine’s Day sip-and-shop, or a rodeo promotion day. “When your town has a local event where people come to be tourists, make one of the tour stops be your store,” Pierce says.

Don’t dilute your products’ value.

Burks recommends avoiding blanket, storewide sales and too-frequent sales. It’ll train your customers to wait for sale prices; and if you have a poor markup strategy, you can even lose money when you host a sale. “Remember, sales and promotions are different,” Burks said. “Always running a sale gets boring. Never run a sale without a goal in mind. Less is more—unless you’re a furniture store going out of business, do not get caught being lazy and running the neverending sale.” Pierce agrees, saying a constant sale teaches customers to never buy your product at full price. It can be difficult in a world dominated by big box retailers and the online giants’ discounts. You have to understand that these companies with constant sales are often discounting their own branded products that are made in-house with lower production costs—with that vertical integration they’re not actually losing profit. “You have to look at [big box company sales] with a grain of salt, once you understand how vertical integration works, that’s how these companies can do this with products perpetually on sale,” Pierce says. As a small business, to combat that hurdle, Pierce says to instead focus on managing the relationship with your local customer to make sure they continue to step through your door. “That could look like local promotions, events, buy-two-getone—ultimately, any sort of sale or advertising needs to drive traffic into your store,” Pierce says. Burks advises setting goals for every promotion, sale or event, so you can evaluate if you hit your mark or if you need to change your strategy for the future. “Do the best job you can with showcasing new items—re-merchandise them often to keep them fresh and looking brand-new,

and actually reach out [about them] to the loyal and part-time customers,” Burks says. Your best items in the store should rarely go on sale, says Burks. That way when you do run a sale it is a huge deal if they are included, which builds excitement. Think about why you are discounting your product, she adds. Are you trying to move items, reach a new customer base, eliminate excess stock, reach out to old customers or quickly make cash on old products? Or are the items poor quality or fit? “Once you know what you want to accomplish, and who your target audience is, you have a better idea of how to go about the promotion,” Burks says.

Overwhelmed? Seek help.

Both experts stress that the best strategy for moving product is to purchase properly in the first place. Burks recommends retailers work with an open-to-buy budget and planning software tool to manage inventory. It will help you decide what to buy, when to have it delivered, what to put on sale and how to categorize your products. “Every markdown you make is due to a mistake you made in buying, and too many markdowns mean a lot of buying mistakes,” Burks said. “I 100 percent recommend an OTB planner—they saved my [own retail] business.” The Boutique Hub offers an open-to-buy planner through its website, theboutiquehub.com. From the manufacturer standpoint, Pierce says to lean on sales reps for information and advice on their products you carry. They can be a valuable tool to planning your purchasing and sale strategy. “We want to help you plan for what you buy so that it sells,” Pierce said. “Any good sales rep wants to help your business succeed. Use their knowledge to help you stock your store with the right products.” ●

ABIGAIL BOATWRIGHT is a freelance writer based in Texas.

Meet the Experts SARA BURKS is the director of partnerships and education at The Boutique Hub, a digital media community for fashion boutique owners and consumers. Previously, she worked in retail and owned a large women’s boutique in southwest Wisconsin for nearly 20 years. She also mentors, coaches and works with small business owners to help them grow and manage their businesses. theboutiquehub.com SHANE PIERCE is vice president of sales at Schaefer Outfitter, a wholesale and retail western apparel company located in Fort Worth, Texas. He has more than 20 years of previous experience in sales for Western companies such as Cinch, Stetson and Roper. schaeferranchwear.com Special thanks to Favor The Kind boutique (Dallas, Texas, location) for photo assistance; go to favorthekind.com for more information.

Western Lifestyle Retailer ★ spring 2019

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ROSS HECOX

It’s important to maintain a personal presence in your company’s digital space.

Cut Through the Noise Follow these five ways to make digital and social marketing personal again. By ASHLEY ALDERSON

ust as your grandfather and father agreed, business should be done on a handshake. While that might not work in a digital format, the same principle rings true today. In a digital age, people still want to do business with people. No matter what kind of presence a brand has established, there still must be a human connection, a relationship, and a personal touch that people associate with it online. Whether you sell in a brick-and-mortar store and use social media to drive traffic, or sell online, your personal connection matters. Here are five key ways successful retailers are making the online experience more personal today.

Facebook Live

Of all mediums to communicate through today, video is the most important. It quickly creates a personal connection with customers 76

and brands alike, and helps cut through the clutter of social media and grab a viewer’s attention. A great way to use video is through Facebook Live. Facebook Live allows Facebook users to share a live video broadcast (up to four hours long) with followers and friends. You can use it as a live sale, showing items for purchase and offering comment selling (using a software tool that enables people to buy via post comments). Or you might want to offer weekly live videos to highlight your favorite product picks of the week, or store promotions and events. The most important part of using Facebook Live video is showing up consistently. Your customers are looking for a face for your company that they can relate to and trust. Consistently showing up in video helps them to not only build a relationship with you, but also with the community members who show up to watch you weekly. All you need to hold a Facebook Live event is your smartphone to video, a phone tripod, a script for what you’re doing (a list of products

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with details, the nightly giveaway or game, etc.), good lighting, and a helper to track comments and questions that you can answer. After it’s over, get ready to send invoices to all of your commenters ready to buy, or use an automated software system to help do that. This is your opportunity to better qualify fit and product quality, and to educate customers on trends and style to make them more comfortable with what they are getting. The added perk? Watching FOMO (fear of missing out) go to work as customers watch others quickly comment to purchase items—it helps them take the step forward to purchase, too.

Instagram “Try-On” Sessions

If you are active on Instagram, maximize the use of Instagram Stories; it’s just as important as using Facebook Live. An Instagram Story is a sequence of quick videos and/or photos strung together in a slideshow that tell a story. A story is temporary, lasting for 24 hours. You can use the feature to let customers go behind the scenes with your brand. Like reality TV watchers, your customers love tuning in to see the daily operations of your business, to get style tips and first looks at products, and to enjoy funny reality moments as they unfold.

“ In a digital age, people still want to do business with people. No matter what kind of presence a brand has established, there still must be a human connection, a relationship, and a personal touch that people associate with it online.”

customer confidence. Showing your customers the faces of other real customers is as important as giving them a face they can recognize from inside your company. It builds community and trust.

Better Contact Methods

Content that Serves (not JUST Sells)

No one wants to fill out a generic customer contact form on your website or through social media to have someone help them. Even if you do not have a store phone, there are a number of services today (like free Google Voice phone numbers) to help create a contact number for your business. Make sure that you have multiple contact points—including phone number, personal email or live chat—installed on your website. It ensures that your customers aren’t being left to figure out how to contact you on their own. Making these contact methods clear and easy to find increases trust and ensures them that someone is ready to help them at all times.

It’s important to think about creating digital content that serves online customers just as you would personally help them if they were standing next to you in a busy store. Treating your social channels and digital content—such as emails, videos and blog posts—like a version of your in-store associates serving your fans or followers will help increase their conversion to becoming buying customers. Think about what kinds of questions they might ask you, and answer them in your online content: • What are they looking for this time of year?

• How is your store merchandised in collections? • What fit questions do they commonly have? • What are your best add-on sales?

Another idea is to host “try-on sessions”—where you or your staff style and model new items in your Instagram Story video talking about fit, quality and how to wear them. It helps customers see themselves in your products. Like any social channel, it’s important to mix the type of content you post on Instagram. Whether it’s a try-on session selling a product or a funny behind-the-scenes look, customers want relationships, entertainment and education; not every post should be about selling. Soft selling goes a long way.

User-Generated Content

User-generated content, or user-created content, is anything your customers share with you, most often photos, posts or video. It is a key marketing cornerstone, qualifying your brand as trustworthy and reputable. Start training your customers with ongoing calls to action to use your hashtag and tag you with photos on Instagram, to post in your Facebook group or to share in their own Instagram Story. Then, repost and share your collection of customer photos on your own social media channels or in a gallery on your website. Trust is one of the most important factors in marketing online today, in a world where faceless brands from overseas have often eroded 78

• Do you have loyalty programs?

• What new arrivals look best styled together?

• What questions would you likely ask them as they shop to better serve them? Other ideas include sharing your products in mini-collections on your website (changed every two weeks), in albums on Facebook, in Instagram posts or grouped in a weekly text message.Think about what they are most needing at that particular time, and serve them with the right products and solutions. Then, just have fun. Your personal stories, funny quotes, memes and giveaways should help your customers not only further build relationships, but make you and your company memorable in the process. ● ASHLEY ALDERSON is the founder of The Boutique Hub, an online platform connecting boutique owners and the boutique industry, around the world. The Boutique Hub provides boutique conferences, education, expert business strategies, a wholesale marketplace and discounts, vetted service providers, member insurance and benefits, and daily community support. Learn more at theboutiquehub.com, and follow Ashley and her podcast, #BoutiqueChat, on Instagram at @ajalderson.

Western Lifestyle Retailer ★ spring 2019

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Going Facebook VIP Three top brand managers lay out the benefits of hosting a closed “VIP” Facebook group. by KATE BRADLEY byars

Sales are social on much of today’s digital media platforms, so it’s no surprise that companies push sales through Facebook posts, in addition to creating communities with their customers. But not all boutiques add to their bottom lines through the platform. To help bridge the gaps among posts, sales and customer relationships, brand managers can create closed Facebook groups to cater to dedicated “VIP” shoppers. These Facebook groups promise direct sales, low drama (it’s in the member rules for some, like Our Lady Turquoise) and special offers. They also offer a filtered way to shop for consumers who are already familiar with a brand or a store’s products. For buyers and boutiques, it is a win-win.

The Rusty Rose VIP 6,548 members

Our Lady Turquoise 8,871 members

ANDREA GLENN of The Rusty Rose boutique in Plainview,Texas, had regular local shoppers miss out on new store items when Facebook algorithm changes altered how her posts were displayed. She knew communicating to her base had to evolve. Glenn created a FacebookVIP group to go beyond the brick-and-mortar and digital storefront to give customers a unique shopping experience.

CALLIE RIOS of El Paso, Texas, started this closed Facebook group with Macklee Austin of Douglas, Arizona, as a result of lowperforming sales on the Our Lady Turquoise Facebook page. Now she brings quality turquoise, silver and stone jewelry to this group of “turquoise fanatics” on a regular basis, promising exclusive weekly deals. Rios and Austin enjoy the advantages of appealing to their niche without paying Facebook for newsfeed “boosts.”

Website: Rustyrose10.myshopify.com

Constant Consumer:“The main goal for the group was to get my local customers seeing us again on social media. I firmly believe that people now wait for us to post new items as opposed to coming into the store to browse. By me posting first inThe Rusty RoseVIP Facebook group it without a doubt brings traffic to my store. I’ve had some ladies come in three times in a week just from us posting daily.” Growing Pains: “One challenge is just keeping up with inventory set back for the group, or if I do a flash sale in the store and everyone comes in at once. I never want someone to feel like I’ve overlooked them, but it can be a little overwhelming to keep up with [the VIP group] on some days. Time is a big one. But taking the time to invoice and comment back to everyone in the group is really important to generate interaction.” Give What You Get: “In the group, I do sales and special pricing occasionally, maybe just a few dollars off a new arrival, but it is still only for the group. I also share things in that group that are not posted on other social media outlets and I’ll do giveaways that are always product from my store or [store] credit. “It’s easy to want to model after a group that got a huge [new following] after they gave away something like a Louis Vuitton bag, but at the end of the day I want people following that really like what I offer, and our style.”

Facebook: facebook.com/groups/OurLadyTurquoise

Constant Consumer: “Our [Facebook presence] is how we do business. Several people ask why we don’t have a website. I feel customers like the interaction made on the group. We are in the group 24/7, answering questions and allowing people to buy from their phone or computer. I enjoy the interaction and have made new friends I wouldn’t have made through a website.” Growing Pains: “The biggest challenge we first faced was doubt—who would be our customer? We had nothing to lose. We did one giveaway to start, a really cool squash blossom necklace, and it catapulted our [group] numbers. Macklee and I knew a lot of people who knew people, and networking helped grow the group.” Give What You Get: “Numbers [sometimes] will slow down, in both sales and group growth. So brainstorm! We started a monthly raffle. We select a more expensive piece of jewelry and sell numbers on it, and then do a random draw. Our members enjoy it and we find joy in sending customers pieces they wouldn’t normally buy. We also do a ‘Wine Wednesday’ and post a discounted collection. It keeps the group fun, fresh and full of love.”

Western Lifestyle Retailer ★ spring 2019

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Group benefits

Double D ADDiction 4,443 members Website: ddranchwear.com

shopping takes a back seat to being a part of the lifestyle of a Double D addiction facebook group member. this closed group, whose members love products from the yoakum, texas-based Double D ranch, is “more like family,” says CHERYL MCMULLEN, group founder. the “tribe” allows for no-filter communication with dedicated wearers of the DD brand. Constant Consumer: “this is the hard-core [Double D] group. We keep our retailers in on promotions on the group, like scavenger hunts or giveaways. We use the platform as a way to introduce our boutiques.this has been very helpful to our brick-and-mortar stores. for instance, retailer fashion reflections, based in sherman, texas, actively participates on the group page and her business is up 30 percent.” Growing Pains: “When the [group] started we had a problem with too much second-hand selling. people were joining that were not necessarily DDr addicts, but [people] looking to make higher margins selling vintage DDr without eBay fees involved. to limit the selling and focus more on relationships, we limited selling to ‘sell it saturday.’ for those looking for specific vintage pieces, their requests are handled through ‘find it friday.’that leaves the rest of the week to build friendships around a brand we love. Give What You Get: “We use the page to let the pack know ‘the inside scoop.’ We call members ‘the wolf pack,’ and created a dog-tag necklace that’s numbered for the member. the reason addiction works over several other DDr groups out there is that the DDr owners actively use it and communicate directly with the tribe.they love that we take the time to do that, give them sneak peeks at new items, and first shot at sale items.”●

When you create a group on Facebook, versus a page, different rules apply, explains Dani Licklider, digital content manager for Cowboy publishing group, largely because a group is opt-in for its members. Both groups and pages generate content that shows up in other users’ newsfeeds. the advantages of a group are that it directs posts to the newsfeeds of a smaller, more targeted audience. “the notifications for a group are different from those for a page,” Licklider gives as another example. “a group automatically opts members into receiving group notifications, whereas with a page members must take the initiative if they would like to utilize that feature.” that’s important when you want your active shoppers to see a post that shows what is immediately available online or in a brick-and-mortar store. a group grows organically, with members inviting new members, or through strategies like giveaways to encourage people to request to join. “With a group, you’ve created a niche market [for your store or brand],” Licklider says. “it’s easier to get people to engage with the content you post. “ yo u n e e d t o k e e p y o u r users engaged. it’s especially important with a group because you have a limited number of people. if you don’t post enough targeted content, your group can become stale.” With a group’s smaller niche, she says, it’s even more important to stay on message. “Don’t move away from what made you start the group,” she says, “and how you appealed to them at first.”

spring 2019 ★ Western LifestyLe retaiLer

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JANUARY 11-14 DENVER, COLORADO

Denver International Western-English Apparel & Equipment Market The Denver Mart 800-295-1041; 303-295-1040 wesatradeshow.com

JANUARY 14-16 LOS ANGELES, CALIFORNIA

LA Market Week California Market Center 213-630-3600 californiamarketcenter.com

JANUARY 21-22 MIAMI, FLORIDA COAST - Summer The Moore Building info@coastshows.com coastshows.com

JANUARY 27-29 CHICAGO, ILLINOIS Stylemax The Merchandise Mart 312-527-4141 stylemaxonline.com

JANUARY 30-FEB 1 DENVER, COLORADO

Outdoor Retailer Snow Show Colorado Convention Center 866-221-7934 outdoorretailer.com

JANUARY 31-FEB 2 BILLINGS, MONTANA Billings Market Association Expo Center of MetraPark 406-652-6132 billingsmarketassoc.com

FEBRUARY 1-3 PHOENIX, ARIZONA

Winter Rendezvous Phoenix Convention Center msdist.com

FEBRUARY 5-7 LAS VEGAS, NEVADA

MAGIC Las Vegas Las Vegas & Mandalay Bay Convention Centers 877-554-4834; 218-740-6873 magiconline.com

FEBRUARY 5-7 PHOENIX, ARIZONA

APRIL 2-3 ATLANTA, GEORGIA

FEBRUARY 5-9 ATLANTA, GEORGIA

APRIL 6-10 HIGH POINT, NORTH CAROLINA

Oasis Gift Show Phoenix Convention Center 602-952-2050 oasis.org

February Atlanta Apparel AmericasMart Atlanta 800-285-6278 americasmart.com

FEBRUARY 9-11 TORONTO, ONTARIO

Canadian Equestrian Equipment & Apparel Association International Centre 519-821-9207 ceeaamarket.ca

FEBRUARY 20-25 DENVER, COLORADO

The Rocky Mountain Gift Show The Denver Mart 303-292-6278, ext. 5296 rockymountaingiftshow.com

FEBRUARY 22-25 DENVER, COLORADO Denver Apparel & Accessory Market The Denver Mart 303-292-6278, ext. 5215 denverapparelmarket.com

MARCH 18-19 MIAMI, FLORIDA COAST - Fall The Moore Building info@coastshows.com coastshows.com

MARCH 27-30 DALLAS, TEXAS

Dallas Western Market Dallas Market Center 214-655-6100; 214-744-7444 dallasmarketcenter.com

APRIL 1-3 LOS ANGELES, CALIFORNIA

LA Majors Market California Market Center 213-630-3600 californiamarketcenter.com

April Atlanta Apparel AmericasMart Atlanta 800-285-6278 americasmart.com

High Point Market High Point Market Center 800-874-6492; 336-869-1000 highpointmarket.org

APRIL 7-9 CHICAGO, ILLINOIS Stylemax The Merchandise Mart 312-527-4141 stylemaxonline.com

APRIL 7-9 DENVER, COLORADO Denver Apparel & Accessory Market The Denver Mart 303-292-6278 denverapparelmarket.com

JUNE 2-3 DENVER, COLORADO

Denver Apparel & Accessory Market The Denver Mart 303-292-6278, 800-289-6278 denverapparelmarket.com

JUNE 10-12 CHICAGO, ILLINOIS NeoCon The Merchandise Mart 800-677-6278 neocon.com

JUNE 17-19 LOS ANGELES, CALIFORNIA

LA Fashion Market California Market Center 213-630-3600 californiamarketcenter.com

JUNE 17-20 DENVER, COLORADO

JUNE 19-21 DENVER, COLORADO

Denver International Western-English Apparel & Equipment Market Denver Merchandise Mart 800-295-1041; 303-295-1040 denver-wesa.org

JULY 28-30 CHICAGO, ILLINOIS Stylemax The Merchandise Mart 312-527-4141 stylemaxonline.com

JULY 29-31 LOS ANGELES, CALIFORNIA

LA Fashion Market California Market Center 213-630-3600 californiamarketcenter.com

AUGUST 6-10 ATLANTA, GEORGIA August Atlanta Apparel AmericasMart Atlanta 800-285-6278 americasmart.com

AUGUST 10-12 OAKS, PENNSYLVANIA

AETA International Trade Show Greater Philadelphia Expo Center 443-720-0330 aeta.us

AUGUST 21-26 DENVER, COLORADO

The Rocky Mountain Gift Show The Denver Mart 800-289-6278, ext. 5296; 303292-6278 rockymountaingiftshow.com

AUGUST 23-26 DENVER, COLORADO

Denver Apparel & Accessory Market The Denver Mart 303-292-6278; 800-289-6278 denverapparelmarket.com

Outdoor Retailer Summer Market Colorado Convention Center 866-221-7934 outdoorretailer.com

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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SEPTEMBER TBD PHOENIX, ARIZONA

Oasis Gift Show Phoenix Convention Center 800-424-9519 oasis.org

SEPTEMBER 13-15 BILLINGS, MONTANA

Billings Market Association Show Expo Center of MetraPark 406-652-2531 billingsmarketassoc.com

OCTOBER 14-16 LOS ANGELES, CALIFORNIA

OCTOBER 15-19 ATLANTA, GEORGIA October Atlanta Apparel AmericasMart Atlanta 800-285-6278 americasmart.com

OCTOBER 19-123 HIGH POINT, NORTH CAROLINA

High Point Market High Point Market Center 800-874-6492; 336-869-1000 highpointmarket.org

OCTOBER 13-15 DENVER, COLORADO

LA Fashion Market California Market Center 213-630-3600 californiamarketcenter.com

Denver Apparel & Accessory Market Denver Merchandise Mart 303-292-6278, 800-289-6278 denverapparelmarket.com

OCTOBER 27-20 CHICAGO, ILLINOIS Stylemax The Merchandise Mart 312-527-4141 stylemaxonline.com

NOVEMBER TBD GATLINBURG, TENNESSEE

Smoky Mountain Gift Show Gatlinburg Convention Center 800-318-2238; 678-285-3976 smokymtngiftshow.com

NOVEMBER 5-8 DENVER, COLORADO

Outdoor Retailer Winter Market Colorado Convention Center 866-221-7934 outdoorretailer.com

NOVEMBER TBD DENVER, COLORADO CALA Show The Denver Mart calashows.com

NOVEMBER TBD SAN FRANCISCO, CALIFORNIA CALA Show Fort Mason Center calashows.com

2019 Celebrations Congratulations to these companies celebrating landmark years in business.

Ariat – 25 years Gist Silversmiths – 50 years

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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Specialpromotion— marketwatch

Destination Dallas

COURTESY DALLAS MARKET CENTER

Warmer weather? Check. Updated facilities? Yes. Eager buyers and new exhibitors? You bet. When WESA (Western & English Sales Association) makes its move to Dallas Market Center for its January 2021 market, it will find important changes inside an updated marketplace serving buyers from around the United States. First and foremost, the Dallas experience will be supported by business opportunities as big as the Lone Star State. For exhibitors, that means joining a dominant trading center that welcomes a growing number of buyers from different store types seeking new products. The result for exhibitors? Serving their core customers plus new accounts. Recognizing this opportunity, the Dallas momentum is already under way as manufacturers anticipate the first WESA show in Dallas via temporary space or permanent showrooms available throughout the year. “It’s truly the customer service and business expansion opportunities that set Dallas apart,” said Cindy Morris, president and CEO of Dallas Market Center. “As a familyowned business our values are shared by WESA: operating with integrity, creating an inspiring market experience, and driving better business opportunities.Together we have more than 160 years of combined experience bringing buyers and sellers together.” Gerald Adame, president of WESA, added,“The central location, the Dallas facilities, the services, and the marketing support will all help WESA members serve existing customers and offer the ability to reach more new customers.” For Beth Cross, CEO of Ariat International, the value is clear. “We believe the partnership between WESA and the Dallas Market Center represents a terrific opportunity for our retail partners,” Cross said. “Dallas Market Center is a world-class facility and is committed to attracting new brands to the Western market.” For buyers visiting from around the country, the benefits of the show in Dallas include low travel costs, two nearby airports, plentiful hotels, hundreds of restaurants, and lively local entertainment. Inside the facility, retailers will discover a friendly and complete marketplace that’s easy to navigate and well suited to their changing merchandise mix. As consumers demand more unique products, retailers look to Dallas Market Center as their No. 1 destination to discover lifestyle products across the spectrum, including apparel and accessories, gifts, home décor and more. With the addition of tack, equipment, workwear and safety wear, the Dallas marketplace will be the most complete marketplace in North America. Jackie Randall, Cavender’s vice president of merchandising and planning, put it plainly: “No other marketplace has the facilities, the staff, and the support services to create large-scale events that serve the retailer quite like Dallas Market Center. We have enjoyed working with them, and retailers deserve the commitment to the customer found in Dallas. We are thrilled.” Serving customers together, creating an enhanced market experience, and welcoming the top manufacturers and sales reps to meet with the best retailers—the launch of WESA shows in Dallas in 2021 will help support business for the long-term in a highly competitive environment.Together, Dallas Market Center and WESA can build more business and help everyone succeed. Find more at dallasmarketcenter.com. ●

COURTESY DALLAS MARKET CENTER

The industry gears up for WESA’s 2021 move to Dallas Market Center.

Western Lifestyle Retailer ★ spring 2019

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WE ARE WESTERN.

IN HEART, SOUL AND STATE OF MIND. DMC Western Markets: March 27-30 & August 21-24, 2019 dallasmarketcenter.com

Dallas Market Center welcomes WESA in 2021.

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Specialpromotion— marketwatch

WESA Strong A bold move and summer market dates mark coming WESA changes.

events. The Markets will be held at the Dallas Market Center biannually, although permanent showrooms are available year-round. Additionally, WESA recently made a substantial change in its Market schedule. The winter Market remains in January, but the fall Market will move to early summer, in June, for 2019 and 2020. In recent years, WESA’s exhibitors and retailers have mentioned that the fall Market was held too late in the year. WESA has listened to the feedback and responded. Beginning in 2021, WESA will go to a January and August show schedule at the Dallas Market Center. The 2019 June Market will take place June 19−21, Wednesday through Friday, which is also a new show-day pattern. As an added bonus, the coming WESA June Market will coincide with the Outdoor Retailer Summer Market for two days, benefitting both exhibitors and retailers. Mark your calendars and sign up now!●

COURTESY WESTERN & ENGLISH SALES ASSOCIATION

WESA’s International Western/English Apparel & Equipment Markets boast record-breaking retail attendance from a national and international audience. Manufacturers and sales representatives comprise WESA (Western & English Sales Association), uniting a national and international membership more than 900 strong. As a not-for-profit, member-directed trade association, WESA is dedicated to the continued maintenance and expansion of the WESA Markets as premier trade shows for its members. To that end, WESA recently announced its relocation to the Dallas Market Center in Dallas, Texas, beginning with the January 2021 WESA Market. WESA’s January Market features thousands of brands, including leading companies in Western and English apparel, jewelry, footwear, headwear, tack, gifts, and much more. After extensive research and the comparison of multiple facilities, WESA decided to relocate its International WESA Markets to expand the largest Western and English lifestyle wholesale trade

WESA Markets January 11−21, 2019 (Denver, Colorado) June 19−21, 2019 (Denver, Colorado) Head to the new website wesatradeshow.com to register as a retailer to attend the January Market, or sign up as a member to exhibit in the following Market. #WESAtradeshow

Western Lifestyle Retailer ★ spring 2019

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INTERNATIONAL WESTERN/ENGLISH APPAREL & EQUIPMENT MARKET Attend the WESA Markets: Where the Industry Meets

June 19-21, 2019 WESA Markets offer the most comprehensive trade show experience for retailers of any industry! Featuring more than 1,200 product lines, educational seminars and entertainment; the WESA Market is where savvy retailers shop to be educated and inspired. Join us and shop the Market that offers something for everyone at the nationâ&#x20AC;&#x2122;s oldest, 250,000+ square foot platform for equestrian-related goods, apparel, ranch supplies, arts and crafts, and so much more!

Visit WESAâ&#x20AC;&#x2122;s website for more info: Wesatradeshow.com/attend

Future Market Dates: January 10-13, 2020 June 24-26, 2020

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ADVERTISER INDEX Advertiser .....................................................Page apparel By twisted J .........................................75 ariat ..................................................................25 Bag Man, LLC ...................................................14 B-elegant ..........................................................81 Big Country farm toys.......................................29 Bling-a-gogo ....................................................14 Charlie One Horse .............................................31 Cinch..................................................................52 Corral Boots.........................................................9 Cowgirl Confetti.................................................59 Cowgirl tuff .............................. inside Back Cover Cruel girl ...........................................................53 Dallas Market Center ........................................85 Double D ranchwear ...........................................1 Double J saddlery .............................................66 Durango Boots .....................................Back Cover el paso saddle Blanket .....................................88 Hiend accents ...................................................61 Hooey Brands ....................................................19 Kimes ranch......................................................15 Liberty Black Boots ...........................................65 Miss Macie Boots ..............................................21 Montana silversmiths ........................................13 Original Cowgirl Clothing...................................55 resistol ..............................................................33 rodeo Quincy .....................................................73 rojo Leather......................................................66 scully Leathers ....................................................5 smith & Western ...............................................51 southern fried Chics .........................................77 stetson...............................................................35 texas true threads.............................................11 the Boutique Hub..............................................79 tony Lama .........................................................23 true West ...........................................................71 twisted X Boots ...................................................2 Wesa Market .....................................................87 Western Lifestyle retailer.....................51, 59, 67 Western summit ................................................88 Wrangler ..................................inside front Cover XOXOart & Co., LLC .........................................10 88

Western LifestyLe retaiLer â&#x2DC;&#x2026; spring 2019

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★DIRECTORY OF COMPANIES ACCESSORIES

AUDIO/VIDEO

GIFTS - MISCELLANEOUS

Gloves

Music

Coffee mugs

Buckles

Entertainment

Toys, games, puzzles, models

Belts Sunglasses, eye protection Wildrags, bandanas, neckties Braided horsehair items Western miscellaneous

APPAREL – CHILDREN’S Infant, pre-teen, teen Boots, shoes

Key chains, souvenirs

BAGS

Seasonal/holiday items

Briefcases, billfolds & wallets

Food items

Luggage, bags, travel gear

BEAUTY & COSMETICS Perfumes, colognes Creams, lotions

APPAREL – MEN’S & WOMEN’S

Retail software

Western shirts, button downs Jeans, pants

APPAREL – OUTERWEAR

Packaging, gift wrap Signs, decals, silhouettes Retail fixtures, displays Promotional items

FOOTWEAR – BOOTS

Coats, jackets

Western & work

Work clothes, outerwear

Boot repair

Dusters, slickers, oilskin

FOOTWEAR – FASHION APPAREL – SPECIALIZED Hunting Thermal underwear Riding wear Wedding clothes Old West period clothing

ART

HATS – ACCESSORIES

Cleaners, racks

Skirts

Western blazers, suits

Caps

BUSINESS SERVICES Market/expo

Leather apparel, furs

Western hats

Hatbands, stampede strings

Active wear Vests

HATS

BOOKS

Shirts, T-shirts Sweatshirts, hoodies

Novelty items

Purses & handbags

Western fashion

Cases, covers Miscellaneous

HOME DÉCOR Tableware, dinnerware, china Lighting Home decorations Furniture Frames, clocks Rugs Cowhide, sheepskin Decorative animal skulls

JEWELRY Necklaces, chokers, bolos

Moccasins

Bracelets, bangles, anklets

Sandals

Earrings, ear cuffs

Booties

Rings

GEAR Chaps, chinks, cuffs

Watches, watchbands Therapeutic

Spurs, spur straps

PAPER GOODS

Pencil drawings

Tack & equipment

Greeting cards

Posters

Leather care

Calendars

Paintings, sculpture

Knives

Notes & stationery

Prints, photography

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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3-D BELT COMPANY, LP 1001 Huser Boulevard PO Drawer E Schulenburg, TX 78956 800-622-3998 www.3dbelt.com BAGS, ACCESSORIES, HATSACCESSORIES, HOME DÉCOR

8241 RANCH DESIGNS 8241 W FM 455 Celina, TX 75009 972-382-2140 www.facebook.com/8241Ranch BAGS, ACCESSORIES, JEWLERY, GIFTS-MISCELLANEOUS, HATS, HOME DÉCOR

AAOR RUGS, DBA LEWIS BOBRICK ANTIQUES 1213 East 4th Avenue Denver, CO 80218 303-744-9203 www.lewisbobrickantiques.com ART

AIGLE BOOTS/ FRENCHFOOTWEAR.COM 3121 Gardenbrook Dr. Farmers Branch, TX 75234 866-966-9602 972-386-6500 www.frenchfootwear.com

ALBERTA BOOT CO.

#50 -50th Ave SE Calgary, Alberta T2G 5N3 403-263-4623 www.albertaboot.com APPAREL-SPECIALIZED, FOOTWEAR-BOOTS, FOOTWEARFASHION, GIFTS-MISCELLANEOUS, HATS, GEAR

ALL BARNWOOD ENTERPRISES

JEWELRY

ALAMO SADDLERY 220 RR 693 Box 648 Brackettville, TX 78832 800-687-7624 830-563-3255 www.alamosaddlery.com ACCESSORIES, JEWELRY, GEAR, GIFTS-MISCELLANEOUS

PAPER GOODS, BOOKS

AMERICAN FASHION ACCESSORIES / ANDWEST

5933 Sea Lion Pl. Suite 101-102 Carlsbad, CA 92010 760-444-0050 www.andwest.com ACCESSORIES, FOOTWEARFASHION

HOME DÉCOR, GIFTSMISCELLANEOUS

AMERICAN HAT COMPANY

ALL THINGS EQUINE

P.O. Box 333 Zebulon, GA 30295 770-567-0347 www.allthingsequine.com ACCESSORIES, JEWELRY, ART, BUSINESS SERVICES, ART, GIFTSMISCELLANEOUS, HOME DÉCOR

ALLIGATOR LEATHER BUY KINNAMON 8736 Longhorn Drive Lakeland, FL 33809 863-858-6971 www.alligatorleather.com

BAGS, ACCESSORIES, GIFTSMISCELLANEOUS

ALLWAYZ MFG. 1603 West Highway 66 Gallup, NM 87301 505-863-9345 www.alzuniglobaljewelry.com

38262 Linman Road Crawford, CO 81415 970-921-5005 www.alpinepub.com

1550 N 300 W Spanish Fork, UT 84660 801-372-4702 www.allbarnwood.com

FOOTWEAR-BOOTS

AL ZUNI GLOBAL JEWELRY

ALPINE PUBLICATIONS

6290 I-80 Service Road Pine Bluffs, WY 82082 307-245-3649 www.allwayzmfg.com FOOTWEAR-BOOTS, GIFTSMISCELLANEOUS, HATSACCESSORIES, ART, HOME DÉCOR

ALPHA OMEGA WESTERN FURNISHINGS, INC.

8031 HWY 81 N P.O. Box 1288 Bowie, TX 76230 800-392-4197 www.americanhat.net HATS

AMERICAN SADDLERY, INC. 1001 East 37th Street Chattanooga, TN 37407 800-251-7288 423-867-7655 www.americansaddlery.com

ACCESSORIES, JEWELRY, GEAR

AMERICAN WEST

290 Southwest 12th Avenue, #3 Pompano Beach, FL 33069 888-367-2383 954-785-3155 www.americanwest.cc

ANNETTE'S TOUCH OF CLASS 2758 West Feeder IH 45 New Waverly, TX 77358 936-344-6900 www.annettestouchofclass.com ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS, HOME DÉCOR,

ANNIE OAKLEY PERFUMERY STUDIOS 300 Johnson Street PO BOX 172 Ligonier, IN 46767 260-894-7219 www.annieoakley.com GIFTS-MISCELLANEOUS

ARIAT INTERNATIONAL, INC. 3242 Whipple Road Union City, CA 94587 800-899-8141 www.ariat.com BAGS, ACCESSORIES, APPARELMEN'S & WOMEN'S, APPARELCHILDREN'S, APPARELOUTERWEAR, FOOTWEAR-BOOTS, FOOTWEAR-FASHION

ARISTA 49 Upper Wedgewood Lane Voorheesville, NY 12186 844-744-4782 250-544-0016 www.aristaequestrian.com

BAGS, ACCESSORIES, HOME DÉCOR

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

ANDERSON BEAN BOOT COMPANY, INC.

ARIZONA CASE

1750 East Expressway 83 Mercedes, TX 78570 956-565-2618 www.andersonbean.com FOOTWEAR-BOOTS

5289 West Montebello Avenue Glendale, AZ 85301 800-528-0195 623-931-3691 www.arizonacase.com BUSINESS SERVICES

13421 Grass Valley Avenue PO BOX 1781 Grass Valley, CA 95945 800-959-7320 530-272-9254 www.alpha-omegawf.com

ANGELUS SHOE POLISH COMPANY, INC.

ARLOOM

12060 Florence Avenue Santa Fe Springs, CA 90670 562-941-4242 www.angelusshoepolish.com

P.O. Box 845 Wimberley, TX 78676 512-457-9978 www.arloom.com

ART, HOME DÉCOR,

GEAR

BAGS, JEWELRY

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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ARTFULLY EQUESTRIAN

AZ-TEX HATS

127 Hurricane Street Mareina del Reay, CA 90292 747-237-7127 www.artfullyequestrian.com

3903 North Scottsdale Road Scottsdale, AZ 85251 480-481-9900 www.aztexhats.com

JEWELRY, GIFTS-MISCELLANEOUS

HATS

ARTHUR COURT

B BAR B WHOLESALE

123 E Montecito Ave Sierra Madre, CA 91024 800-446-7806 www.arthurcourt.com

133 Elm Street Blackfoot, ID 83221 866-286-4418 208-785-8963 www.bbarbwholesale.com

HOME DÉCOR, GIFTSMISCELLANEOUS

ARTISAN'S GALLERY

GIFTS-MISCELLANEOUS, HOME DÉCOR, GEAR

BARBOUR, INC.

P.O. Box 1305 Logandale, NV 89021 702-398-3077 www.bexsunglasses.com ACCESSORIES

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

BICKMORE

10750 Hi Tech Drive Whitmore Lake, MI 48189 734-449-8500 www.bickmore.com

BC HATS

4925 Crescent Technical Court St. Augustine, FL 32086 904-794-2008 www.bchats.com

FOOTWEAR-BOOTS, GIFTSMISCELLANEOUS, HATSACCESSORIES, GEAR

HATS

BEATRIZ BALL COLLECTION

106 Copperwood Way Oceanside, CA 92058 619-448-2522 www.artisansgalleryinc.com

B TUFF JEANS

HOME DÉCOR

APPAREL-MEN'S & WOMEN'S

HOME DÉCOR

ARTISTIC STONE, INC.

B.S. TRADING RUG, LLC, THE

30 Stoney Corners Road East Montpelier, VT 05651 866-826-4029 www.artisticstone.org

253 Loy Street Burleson, TX 76028 817-447-4433 www.bsthomedecor.net

BEE NATURAL LEATHERCARE

ART, BUSINESS SERVICES, GIFTSMISCELLANEOUS, HOME DÉCOR,

HOME DÉCOR

See Cowgirl Tuff Co. 877-340-3724 www.btuffjeans.com

BEX SUNGLASSES

55 Meadowbrook Drive Milford, NH 03055 800-338-3474 603-673-1313 www.barbour.com

661 St. Joseph Lane Harvey, LA 70058 888-265-1069 www.beatrizball.com

BIG COUNTRY TOYS

228C South 40th Street Springdale, AR 72762 888-801-4391 www.bigcountryfarmtoys.com GIFTS-MISCELLANEOUS

P.O. Box 820803 Vancouver, WA 98682 800-541-3264 360-891-7178 www.beenaturalleathercare.com GEAR

BADER SADDLES

BIG HAIRY DOG INFORMATION SYSTEMS, INC. 3205 Ramos Circle Sacramento, CA 95827 800-377-7776 www.bighairydog.com BUSINESS SERVICES

30 Knollwood Drive, Suite G Rapid City, SD 57701 605-441-0147 www.badersaddles.com

B-ELEGANT

JEWELRY

ART

BAGS, ACCESSORIES, GEAR, GIFTSMISCELLANEOUS

See American Saddlery 800-251-7288 423-867-7655 www.americansaddlery.com

BENITA CECEILLE

ACCESSORIES, JEWELRY, GEAR

ATWOOD HAT COMPANY

BAG MAN, LLC

ARTWORK BY FRITZ ANDERS 288 Johnson Drive Castle Rock, CO 80104 303-688-7460 www.fritzandersart.com

P.O. Box 246 Frankston, TX 75763 800-496-1086 903-876-1933 www.atwoodhats.com

P.O. Box 162 Hammond, WI 54015 800-796-5333 www.afsbagman.com/ chorebootcentral.html

HATS

APPAREL-OUTERWEAR, FOOTWEAR-BOOTS

AWST INTERNATIONAL

3647 Greenbriar Drive Stafford, TX 77477 281-313-0061

BIG HORN / BT CRUMP, INC.

PO box 135 Paden, OK74829 573-870-0163 573-870-0161 benitaceceille.com

BIG HORN GALLERIES 1167 Sheridan Avenue Cody, WY 82414 307-527-7587 520-398-9209 www.bighorngalleries.com

ACCESSORIES, APPARELCHIDREN'S, APPAREL-MEN'S & WOMEN'S, HATS, JEWELRY

ART

BENNETT FINE JEWELRY

P.O. Box 128 Bushnell, FL 33513 888-545-2978 352-569-0410 www.awstintl.com

BAILEY HAT COMPANY 110 East Main Street Adamstown, PA 19501 855-384-7018 www.baileyhats.com

23623 N Scottsdale Road #B3 Scottsdale, AZ 85255 480-585-3080 602-448-2234 www.bennettfinejewelry.com

BILAGAANAS

JEWELRY

HATS

JEWELRY, APPAREL-SPECIALIZED

JEWELRY, ACCESSORIES

4404 Menual Northeast Albuquerque, NM 87110 505-883-8755 www.bilagaanas.com

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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BITS OF SILVER

9765 Carrisa Highway Santa Margarita, CA 93453 805-475-2224 www.ghbitsofsilver.com ACCESSORIES, JEWELRY

BLACK JACK BOOTS

10878 Gateway West Boulevard El Paso, TX 79935 888-598-1669 915-598-2668 www.blackjackboots.net ACCESSORIES, FOOTWEAR-BOOTS, HATS-ACCESSORIES

BORDER LEATHER CORP. 261 Broadway Chula Vista, CA 91910 800-732-6936 www.borderleather.com

ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, GEAR

BOULET BOOTS

348 Rt 11, PO Box 771 Champlain, NY 12919 888-255-4450 518-298-8602 www.bouletboots.com FOOTWEAR-BOOTS

BLAKE JONES DESIGNS 113 South Parkway Drive Lavernia, TX 78121 210-286-8783 www.blakejonesdesigns.com

BAGS, APPAREL-MEN'S & WOMEN'S, ART, BUSINESS SERVICES, FOOTWEAR-BOOTS, GIFTS-MISCELLANEOUS

BLING A GOGO

275 Park Meadows Fayetteville, TX 78940 979-249-2564 www.bling-a-gogo.com ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS

BLUE Q

103 Hawthorne Avenue Pittsfield, MA 01201 413-442-1600 www.blueq.com GIFTS-MISCELLANEOUS

BOHLIN COMPANY

4230 LBJ Freeway, Suite 150 Dallas, TX 75244 800-823-8340 972-960-0335 www.bohlinmade.com ACCESSORIES, JEWELRY

BRANDY PARFUMS, LTD.

PMB 271, 1173A 2nd Avenue New York, NY 10021 212-628-5221 www.brandyparfums.com GIFTS-MISCELLANEOUS

BREYER ANIMAL CREATIONS (REEVES INTERNATIONAL) 14 Industrial Road Pequannock, NJ 07440 800-413-3348 www.breyerhorses.com

ART, GIFTS-MISCELLANEOUS

BROAD BAY COTTON

5908 Thurston Avenue #200 Virginia Beach, VA 23455 800-676-8337 www.broadbaycotton.com BAGS, GIFTS-MISCELLANEOUS

BROKEN ARROW SILVER COMPANY P.O. Box 575 Sealy, TX 77474 800-642-7769 www.brokenarrowsilver.com

ACCESSORIES, JEWELRY, GIFTSMISCELLANEOUS, HOME DÉCOR

P.O. Box 129 Yoakum, TX 77995 800-531-1065 361-293-2345 www.brushycreekbeltco.com BAGS, ACCESSORIES

BUCKAROO BRAND WILD RAGS, THE P.O. Box 510 San Juan Bautista, CA 95045 831-623-4542 www.buckaroobrand.com ACCESSORIES

BUCKAROO LEATHER PRODUCTS

6090 Enterprise Drive, Suite E Diamond Springs, CA 95619 800-873-0781 530-545-0139 www.buckarooleather.com JEWELRY, APPAREL-MEN'S & WOMEN'S

BUCKAROO STYLE, LLC 100 Stallion Way Liberty Hill, TX 78642 512-600-1608 www.buckaroostyle.com

PAPER GOODS, ART, GIFTSMISCELLANEOUS, HOME DÉCOR

BUCK'S BAGS, INC.

2401 West Main Street Boise, ID 83702 800-284-2247 208-344-4400 www.bucksbags.com BAGS, ACCESSORIES, APPARELOUTERWEAR, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, GIFTS-MISCELLANEOUS, HATSACCESSORIES

BUFFALO BILLFOLDS BRONTE COLLECTION, THE

325-212-7544 www.bootrugs.com

11985 U.S. Hwy 1, Suite 207 North Palm Beach, FL 33408 800-411-3211 www.thebrontecollection.com

FOOTWEAR-BOOTS

APPAREL-MEN'S & WOMEN'S

BOOT RUGS

BRUSHY CREEK BELT & BUCKLE COMPANY

4435 West 200 North LaGrange, IN 46761 877-422-8900 www.buffalobillfolds.com

BAGS, ACCESSORIES, JEWELRY, GIFTS-MISCELLANEOUS

BULLHIDE HAT, CO.

20861 Johnson Street #112 Pembroke Pines, FL 33029 877-405-6099 954-670-0216 www.bullhidehats.com ACCESSORIES GENERAL, APPAREL-OUTERWEAR, APPAREL-MEN'S & WOMEN'S, HATS

BURNS COWBOY SHOP

363 Main Street Park City, UT 84060 800-453-1281 435-529-7484 www.burnscowboyshop.com ACCESSORIES, BAGS, JEWELRY, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, ART, FOOTWEARBOOTS, GIFTS-MISCELLANEOUS, HATS, HATS-ACCESSORIES, GEAR

C. COOKIE DRISCOLL, INC. 520 Tract Road Fairfield, PA 17320 717-642-9141 www.cookiesincorporated.com

ACCESSORIES, APPARELMEN'S & WOMEN'S, ART, PAPER GOODS, BUSINESS SERVICES, GIFTS-MISCELLANEOUS, HATSACCESSORIES

C.A. ZOES MANUFACTURING COMPANY, INC. 168 North Sangamon Street Chicago, IL 60607 312-666-4018 www.zoesmfgco.com GEAR

CALIFORNIA CLASSICS 6180 North River Road Paso Robles, CA 93446 805-434-3858 www.calclassics.net

BAGS, ACCESSORIES, APPAREL-MEN'S & WOMEN'S, ART, PAPER GOODS, BOOKS, GIFTS-MISCELLANEOUS, HATSACCESSORIES, HATS, HOME DÉCOR, GEAR, GIFTS-MISCELLANEOUS, AUDIO/ VIDEO

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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CARHARTT WORK BOOTS 5750 Mercury Drive Dearborn, MI 48126 800-833-3118 www.carhartt.com

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, FOOTWEAR-BOOTS

CAROLYN POLLACK STERLING JEWELRY/ AMERICAN WEST JEWELRY 6815 Academy PKWY West NE Albuquerque, NM 87109 855-266-6066 800-827-6543 www.carolynpollack.com JEWELRY

CAYUSE WESTERN AMERICANA 255 N Glenwood Ave P.O. Box 1006 Jackson, WY 83001 307-739-1940 www.cayusewa.com ACCESSORIES, JEWELRY, APPAREL-SPECIALIZED, ART, BOOKS, FOOTWEAR-BOOTS, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES

CCI BRANDS 13101 Ashland Road Ashland, VA 23005 800-890-3069 www.ccibrands.com JEWELRY

CAROUSEL FARM

1640 Darke Lane Kearneysville, WV 25430 304-725-3909 www.carouselfarm.com GEAR

CARROLL COMPANIES, INC. 1640 Old Highway 421 South Boone, NC 28607 828-264-2521 800-884-2521 www.carrolloriginalwear.com

BAGS, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, FOOTWEAR-BOOTS, HOME DÉCOR

CASSIDY'S CASUALS, INC. 7035 State Rd Millington, MI 48746 989-652-9000 www.cassidyscasuals.com

BAGS, ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR,

CHACON BELTS & BUCKLES P.O. Box 859 Rociada, NM 87742 505-454-1196 505-454-1833 www.chaconbelts.com ACCESSORIES

CHARACTERS UNLIMITED, INC. 709 Foothill Court Boulder City, NV 89005 702-294-0563 www.charactersunlimitedinc.com BUSINESS SERVICES, BOOKS, GIFTS-MISCELLANEOUS

CHARLES UNDERWOOD FINE LEATHERGOODS P.O. Box 1129 Carefree, AZ 85377 888-882-0002 www.charlesunderwood.biz

CHELSEA COLLETTE COLLECTIONS

CLASSIC AWARDS

136 Hillview Loop Boerne, TX 78006 210-827-5130 www.chelseacollettecollections.com JEWELRY, ACCESSORIES

CHRISTIN WOLF GALLERY 206 San Felipe Northwest Ste 3 Albuquerque, NM 87104 505-242-4222 www.christinwolf.com JEWELRY

CHUCK DEHAAN PAINTER OF HORSES P.O. Box 68 Graford, TX 76449 940-328-9450 www.chuckdehaan.com

CLINT ORMS ENGRAVERS & SILVERSMITHS 229B Old Ingram Loop, P.O. Box 249 Ingram, TX 78025 830-367-7949 www.clintorms.com

ACCESSORIES, JEWELRY, ART, HATS-ACCESSORIES

39329 Highway 285 PO Box 162 Jefferson, CO 80456 877-836-1550 719-836-1550 www.coloradodallas.com

PAPER GOODS, ART, BOOKS

CHUGWATER CHILI CORP.

HOME DÉCOR

P.O. Box 92 Chugwater, WY 82210 800-972-4454 www.chugwaterchili.com

COLORADO HORSEHAIR, INC. 4949 Broadway, Suite 128 Boulder, CO 80304 800-595-2644 www.coloradohorsehair.com

GIFTS-MISCELLANEOUS

CINCH JEANS

ACCESSORIES, JEWELRY, HATS-ACCESSORIES

See Miller International 866-545-7035 www.cinchjeans.com

COLORADO SILVER STAR CORP.

APPAREL-MEN'S & WOMEN'S

CIRCLE S TAILOREDWEAR See Sidran, Inc. 800-969-5015 www.sidraninc.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED

6 Peter Cooper Road #13H New York, NY 10010 212-924-5660 www.caninojewelry.com

CHARLIE 1 HORSE, C/O HATCO See Hatco www.charlie1horse.com

3508 Tyrone Drive Austin, TX 78759 512-736-6990 www.horsesculptor.com

JEWELRY

FOOTWEAR-FASHION, HATS

ART

CLARE CHRISTIE BRONZE SCULPTURE

BAGS, ART, BUSINESS SERVICES, GIFTS-MISCELLANEOUS, HOME DÉCOR

COLORADO DALLAS, LLC

BAGS, PAPER GOODS, GIFTSMISCELLANEOUS, HOME DÉCOR, GEAR

CATHERINE CANINO JEWELRY, INC.

23739 South Highway 550 Montrose, CO 81401 888-644-4009 970-240-3383 www.classicawardsco.com

P.O. Box 16731 Denver, CO 80216 800-878-2772 303-295-1353 www.coloradosilverstar.com

ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, ART, BUSINESS SERVICES, GIFTSMISCELLANEOUS, HOME DÉCOR

COLOR-PLUS LEATHER RESTORATION SYSTEM, LLC 106 Harrier Court Milford, PA 18337 570-686-3158 www.colorplus.com GEAR

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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COMANCHEROS

Via dei Mestieri, 13 36025 Noventa Vicentina (Vicenza), Italy 0039-0444-861575 www.comancheros.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, HATS

COMSTOCK HERITAGE

9475 Double R Blvd Ste 4 Reno NV 89521 775-882-8500 www.comstockheritage.com ACCESSORIES, JEWELRY, ART, FOOTWEAR-BOOTS, GIFTSMISCELLANEOUS, HATSACCESSORIES

COREEN CORDOVA JEWELRY 901 Sir Francis Drake Blvd, Ste B Kentfield, CA 94904 505-930-5916 www.coreencordova.com JEWELRY

CORRAL BOOT COMPANY 3107 S Closner Blvd Edinburg, TX 956-383-3380 www.corralboots.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, FOOTWEAR-BOOTS, FOOTWEARFASHION

COUNTRY MILLS, INC. P.O. Box 507 Colmar, PA 18915 800-830-8583 610-847-3284 www.countrymills.com

ART, GIFTS-MISCELLANEOUS, HOME DÉCOR

COUNTRY ROAD, INC.

118 County Road 752 Tupelo, MS 38801 662-566-8855 www.countryroadranchliving.com

COWBOY HARDWARE

2726 East Mohawk Lane Phoenix, AZ 85050 602-404-0317 www.cowboyhardware.net BAGS, ACCESSORIES, APPAREL-CHILDREN'S, APPAREL-MEN'S & WOMEN'S

COWBOY IMAGES WILD RAGS 141 East 50 North Jerome, ID 83338 208-731-3621 www.cowboywildrags.com ACCESSORIES

COWBOY LIVING

460 East 2532 South Washington, UT 84780 208-590-7236 www.cowboyliving.com PAPER GOODS, GIFTSMISCELLANEOUS, HOME DÉCOR, BUSINESS SERVICES

CRICHLOW DATA SCIENCES, INC. 2500 Drane Field Rd Ste #107 Lakeland, FL 33811 800-678-4535 863-616-1222 www.thegeneralstore.com BUSINESS SERVICES

CRIPPLE CREEK CREATIONS 229 Lasso Drive Bandera, TX 78003 888-252-8810 www.cripplecreekcreations.com GIFTS-MISCELLANEOUS, HOME DÉCOR

CROSS A RANCH HANDCREAM

P.O. Box 1072 Salida, CO 81201 800-422-2166 www.crossaranch.com GIFTS-MISCELLANEOUS

21415 Cypresswood Drive Humble, TX 77338-1287 281-446-7232 www.horseridingfun.com AUDIO/VIDEO

DALLAS HATS, INC. 3028 Lincoln Court Garland, TX 75041 972-864-8300 www.dallashats.com

ACCESSORIES, APPAREL SPECIALIZED, HATS, HATS-ACCESSORIES

DAN POST BOOT COMPANY 1751 Alpine Drive Clarksville, TN 37040 800-447-3533 931-645-1626 www.danpostboots.com FOOTWEAR-BOOTS

CRUEL DENIM COWGIRL DIRT

P.O. Box 684187 Austin, TX 78701 855-771-3478 www.cowgirldirt.com GIFTS-MISCELLANEOUS,

COWGIRL JUSTICE

7th Floor Showroom #7884 Dallas Market Center 214-675-2099 www.cowgirljustice.com APPAREL-MEN'S & WOMEN'S

COWGIRL TUFF COMPANY 185 Swendra Blvd Cokato, MN 55321 877-868-7419 www.cowgirltuffco.com

ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S

HOME DÉCOR

See Miller International 866-545-7035 www.crueldenim.com APPAREL-MEN'S & WOMEN'S

CRUMRINE MANUFACTURING JEWELERS

145 Catron Drive Reno, NV 89512 800-444-3575 www.crumrineonline.com ACCESSORIES, JEWELRY, BUSINESS SERVICES, GIFTSMISCELLANEOUS, HATSACCESSORIES

CULTURED COWBOY DISTRIBUTING

1521 Bypass 72 Northeast Greenwood, SC 29649 866-492-6926 864-223-3700 www.culturedcowboy.com APPAREL SPECIALIZED, BOOKS

COWPERSON TACK COWBOY COLLECTIBLES

Hwy 377 P.O. Box 738 Kingston, OK 73439 580-795-2649 www.cowpersontack.com

ACCESSORIES, JEWELRY

ACCESSORIES

P.O. Box 128 Hungry Horse, MT 59919 877-920-9961 www.cowboy-gifts.com

CYPRESS TRAILS EQUESTRIAN CENTER

DANIEL MILLER

400 Highway 310 Deaver, WY 82421 307-272-2007 www.danielmillerleather.com HOME DÉCOR

DANSKO

33 Federal Road West Grove, PA 19390 800-326-7564 www.dankso.com FOOTWEAR-FASHION

DARK HORSE CHOCOLATES / HARBOR SWEETS 85 Leavitt Street Salem, MA 01970 800-234-4860 800-243-2115 www.harborsweets.com/category/ dark-horse-chocolates GIFTS-MISCELLANEOUS

CUMBERLAND OUTFITTERS

DEHNER COMPANY, THE

APPAREL-MEN'S & WOMEN'S, APPAREL-CHILDREN'S

FOOTWEAR-BOOTS, GEAR

See Ely & Walker 800-359-1878 www.elyandwalker.com

3614 Martha Street Omaha, NE 68105 402-342-7788 www.dehner.com

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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DER DAU CUSTOM MADE BOOTS & SHOES, INC. 1885 McDonald Avenue Brooklyn, NY 11223 718-336-4513 www.derdau.com BAGS, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, FOOTWEAR-BOOTS, FOOTWEARFASHION, GEAR, GIFTSMISCELLANEOUS

DESERT ROSE P.O. BOX 2068 Stephenville, TX 76401 918-961-8586 www.theofficialdesertrose.com JEWELRY

DESERT ROSE DESIGN STUDIO 3400 East Speedway Boulevard, Suite 118-138 Tucson, AZ 84716 www.desertrosedesignstudio.com JEWELRY, GIFTS-MISCELLANEOUS

DESIGNS BY LORIECE P.O. Box 2228 Howell, MI 48843 517-376-9308 www.loriece.com ACCESSORIES, JEWELRY, BUSINESS SERVICES, GIFTSMISCELLANEOUS, HOME DÉCOR

DESIGNS BY PAT 31524 Bruner Road Waller, TX 77484 800-728-7376 936-931-2177 www.designsbypat.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR, HATS

DESIGNS BY ROCKI GORMAN 119 Old Santa Fe Trail Santa Fe, NM 87501 505-983-7833 www.rockigorman.com JEWELRY

DEVENYNS LIMITED EDITIONS 1435 Southfork Road Cody, WY 82414 800-966-7623 307-587-6867 www.stevedevenyns.com ART

DIAN MALOUF JEWELRY, INC. 3110 Webb Avenue, Suite 202 Dallas, TX 75205 214-520-3123 www.dian-malouf.com

DOUGLAS MAGNUS

E. VOGEL CUSTOMBOOTS & SHOES

905 Early Street Santa Fe, NM 87505 505-983-6777 www.douglasmagnus.com

63 Flushing Avenue Bldg 3 Suite 805 Brooklyn, NY 11205 718-522-3899 718-852-2887 www.vogelboots.com

ACCESSORIES, JEWELRY

DOWLING GRAPHICS, INC.

FOOTWEAR-BOOTS, FOOTWEAR-FASHION

12920 Automobile Boulevard Clearwater, FL 33762 800-749-6933 www.dowlinggraphics.com

EDGEWOOD LEATHER

#3 Cheyenne Trail P.O. Box 536 Moriarty, NM 87035 505-832-0313 www.edgewoodleather.com

APPAREL-MEN'S & WOMEN'S

JEWELRY

DON BECK BRONZE SCULPTURE

P.O. Box 713 Baker City, OR 97814 541-524-1633 www.donbeckbronzes.com ACCESSORIES, ART, GIFTSMISCELLANEOUS, HOME DÉCOR

DORFMAN-PACIFIC HAT COMPANY 2615 Boeing Way Stockton, CA 95206 800-367-3626 www.dorfman-pacific.com

DOWN UNDER SADDLE SUPPLY, INC.

2250 Airport Boulevard, Suite 300 Aurora, CO 80011 800-395-8225 www.downunderweb.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, HATS, GEAR

7007 College Boulevard, Suite 700 Overland Park, KS 66211 866-852-8222 www.driducktraders.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

DOUBLE D RANCHWEAR

DUBARRY OF IRELAND (USA) 106 West Christine Road Nottingham, PA 19362 866-658-3569 www.dubarry.us

EL PASO SADDLE BLANKET COMPANY 6926 Gateway East El Paso, TX 79915 800-351-7847 915-544-1000 www.elpasosaddleblanket.com BAGS, HOME DÉCOR

DRI DUCK TRADERS, INC.

BAGS, ACCESSORIES, APPAREL-MEN'S & WOMEN'S, HATS-ACCESSORIES, HATS

122 West Grand Avenue Yoakum, TX 77995 800-899-3379 361-293-2394 www.ddranchwear.com

ACCESSORIES

ELDEN COLLECTIONS

1551 East Orangethorpe Avenue Fullerton, CA 92831 714-738-8424 HOME DÉCOR

ELLENBECKER TRADING COMPANY P.O. Box 1397 Lawrence, KS 66044 800-844-4330 www.ellenbeckertrading.com

BAGS, FOOTWEAR-BOOTS, GEAR

HOME DÉCOR

DURANGO BOOT

ELY & WALKER

FOOTWEAR-BOOTS, FOOTWEAR-FASHION

APPAREL-MEN'S & WOMEN'S, APPAREL-CHILDREN'S, APPAREL-OUTERWEAR

APPAREL-MEN'S & WOMEN'S

DOUBLE J SADDLERY

2243 US Highway 77A South Yoakum, TX 77995 800-669-2535 361-293-6364 www.doublejsaddlery.com BAGS, ACCESSORIES, JEWELRY, HOME DÉCOR

See Rocky Boots 866-442-4908 740-753-9100 www.durangoboot.com

DUSTY ROCKER BOOTS DOUBLE-H BOOTS

7004 State Highway 79 North Wichita Falls, TX 76305 940-761-9960 www.dustyrockerboots.com

FOOTWEAR-BOOTS, FOOTWEAR-FASHION

See HH Brown 800-441-4319 www.doublehboots.com

208 Hartmann Drive Lebanon, TN 37087 800-359-1878 www.elyandwalker.com

EMPIRE DESIGNS, INC. 7 South Main Street Englishtown, NJ 07726 732-446-6447 www.empire-designs.com

APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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ENGERGIZER HOLDINGS, INC. 533 Maryville University St. Louis, MO 63141 314-985-2000 GEAR

ENGRAVER, THE 1222 Ashbridge Road West Chester, PA 19380 610-430-0123 www.the-engraver.us ACCESSORIES, GIFTS-MISCELLANEOUS, BUSINESS SERVICES

EPONA LTD. P.O. Box 271 Fairfax, CA 94978 800-863-7662 415-454-7016 www.eponaproducts.com BAGS, GIFTS-MISCELLANEOUS, GEAR

EQUIPMENT OF CULTURE 18358 Northwest 27th Street Morriston, FL 32668 352-465-2464 www.eofc.com HOME DÉCOR

ETERNAL PERSPECTIVE

FARM BOY & FARM GIRL BRAND CLOTHING 182 Wildwood Bay Drive Mahtomedi, MN 55115 866-317-6430 651-917-7444 www.farmboybrand.com

BAGS, ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, GIFTSMISCELLANEOUS, HATS, HOME DÉCOR

FASHION HORSE

229 Larsson Street Manhattan Beach, CA 90266 714-724-6979 www.fashionhorse.com HOME DÉCOR

FERRINI USA, INC.

1810 Surveyor Boulevard Carrollton, TX 75006 800-626-9193 972-478-7878 www.ferriniusa.com BAGS, ACCESSORIES, FOOTWEARBOOTS, FOOTWEAR-FASHION

FIEBING COMPANY, INC. P.O. Box 694 Milwaukee, WI 53201 800-558-1033 414-271-3769 www.fiebing.com

FOOTWEAR-BOOTS, GEAR

HANDBAGS, LLC 7020 Arbutus Street Arvada, CO 80004 303-944-8381 www.eternalperspectivehandbags. com BAGS, JEWELRY

F & M HAT COMPANY 103 Walnut Street P.O. Box 40 Denver, PA 17517 800-953-4287 717-336-5505 www.fmhat.com HATS-ACCESSORIES, HATS

FILSON COMPANY P.O. Box 304020 Seattle, WA 98124 800-624-0201 www.filson.com

BAGS, ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, FOOTWEAR-BOOTS

FRYE COMPANY 350 Fifth Ave., 9th Floor New York, NY 10118 800-826-3793 www.fryeboots.com FOOTWEAR-BOOTS

G.T. REID EQUESTRIAN SALES 2552 Turkey Creek Road Oilville, VA 23129 888-870-7343 804-749-3184 www.gtreidsales.com PAPER GOODS, FOOTWEAR-BOOTS, GIFTS-MISCELLANEOUS, HOME DÉCOR, BUSINESS SERVICES

GABRIELLE ENGLAND, INC. 1520 Woodard Court, Northwest Olympia, WA 98502 888-956-1017 305-956-1017 www.gabrielleengland.com APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS

GAME DAY BOOTS 4612 Burleson Road, Suite K Austin, TX 78744 512-693-4263 www.gamedayboots.com BAGS, FOOTWEAR-BOOTS

GEIER GLOVE COMPANY 810 West Main P.O. Box 655 Centralia, WA 98531 360-736-5883 www.geierglove.com

4385 Pleasant Valley Road Placerville, CA 95667 800-456-4478 530-644-8000 www.gistsilversmiths.com ACCESSORIES, JEWELRY, GIFTS-MISCELLANEOUS

GLOBAL BRANDS GROUP 350 5th Avenue New York, NY 10118 646-839-7000 www.globalbrandsgroup.com

APPAREL-MEN'S & WOMEN'S

GRABBER PERFORMANCE GROUP 3791 Main Street Philidelphia, PA 19127 800-518-0938 800-423-1233 www.warmers.com

APPAREL SPECIALIZED, FOOTWEAR-BOOTS

GRAYS CUSTOM SADDLERY 406 Market Street Horseshoe Bend, AR 72512 870-670-4800 870-291-0449 www.grayscustomsaddlery.com

ACCESSORIES, APPARELSPECIALIZED, ART, GIFTSMISCELLANEOUS, GEAR, HATSACCESSORIES, HATS, HOME DÉCOR

GREELEY HAT WORKS, INC. 2613 8th Avenue Greeley, CO 80631 888-367-2428 www.greeleyhatworks.com HATS-ACCESSORIES, HATS

GYPSY JUNKIES

ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, FOOTWEAR-FASHION, GIFTS-MISCELLANEOUS

1716 W. Horizon Ridge Pkwy #130 Henderson, NV 89012 323-759-2000 www.gypsyjunkies.com

GIBBS SMITH PUBLISHER

HAMMER PLASTICS

2851 North Silver Spur Drive Tucson, AZ 85745 520-622-7536 www.fourwindswest.com

P.O. Box 667 Layton, UT 84041 800-748-5439 800-835-4993 www.gibbs-smith.com

BAGS, ACCESSORIES

PAPER GOODS, BOOKS

FOUR WINDS WEST

GIST SILVERSMITHS

BAGS, ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S

1015 East 12th Street Mishawaka, IN 46544 574-255-7230 www.hammerplastics.com BAGS, HATS-ACCESSORIES, GIFTS-MISCELLANEOUS, BUSINESS SERVICES

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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HANSEN WESTERN GEAR

HOBBY HILL FARM

HORSECITY.COM

ACCESSORIES, JEWELRY, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES

ACCESSORIES, APPAREL-MEN'S & WOMEN'S

BUSINESS SERVICES

725 Townhill Road Oakdale, CA 95361 209-847-7390 www.hansensilver.com

HARLEY DAVIDSON FOOTWEAR

1400 Industries Road Richmond, IN 47374 866-699-7379 www.harley-davidsonfootwear.com FOOTWEAR-BOOTS, FOOTWEAR-FASHION

HARTMANN LUGGAGE 200 Hartmann Drive Lebanon, TN 37087 888-204-4391 www.hartmann.com BAGS

HATCO

601 Marion Drive Garland, TX 75042 972-494-0511 www.hat-co.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, HATSACCESSORIES, HATS

HERITAGE

2652 Anderson Highway Powhatan, VA 23139 804-598-6095 www.hobbyhillfarm.com

HOBBY HORSE, INC.

13775 Stockton Avenue Chino, CA 91710 800-569-5885 909-613-1686 www.hobbyhorseinc.com ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, HATS

HOME COMFORTS AND MOORE

11415 South Shoshoni Drive Phoenix, AZ 85044 480-598-2982 www.homecomfortsandmoore.com

18134 Fort Lauder Lane Perris, CA 92570 949-887-3278 www.hottotrotapparel.com

P.O. Box 417 Salmon, ID 83467 208-756-6444 www.jaxonbilthats.com

APPAREL-MEN'S & WOMEN'S, FOOTWEAR-BOOTS

ACCESSORIES, FOOTWEAR-BOOTS, HATS-ACCESSORIES, HATS, GEAR

HOUSE OF WOLVES

JENUINELY JENI, INC.

2442 NW Market St., #745 Seattle, WA 98107 206-771-5603 www.houseofwolvesleather.com BAGS

GIFTS-MISCELLANEOUS, HOME DÉCOR

JEWELRY

ICEBOX, THE

JERRY BEAGLEY BRAIDING COMPANY

HOME DÉCOR

ILLUSTRATED LIGHT GIFTS & DC DESIGNS

HONEY HOUSE NATURALS

HOOEY BRANDS

830-885-5112 www.getyourhooey.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, HATS

325 Lincoln Court Fort Collins, CO 80524 970-568-8044 970-493-4673 ACCESSORIES

J.H. DISPLAY & FIXTURE COMPANY, INC.

HORSE HOLLOW PRESS P.O. Box 456 Goshen, NY 10924 845-294-0656 www.horsehollowpress.com

BUSINESS SERVICES, BOOKS, ART, GIFTS-MISCELLANEOUS

3569 Caney Creek Road Calera, OK 74730 580-924-4995 ACCESSORIES, GIFTSMISCELLANEOUS

JESSE'S JEWELZ

Flower Mound, TX 75028 817-247-9418 www.jessesjewelz.com JEWELRY

JIM ALLEN PACKAGING

P.O. Box 432 Greenwood, IN 46143 317-888-0631 www.jhdisplay.wordpress.com

103 East 35th Street Chanute, KS 66720 800-643-9025 www.jimallenpackaging.com

ART, HOME DÉCOR, GIFTS-MISCELLANEOUS, BUSINESS SERVICES

BAGS,GIFTS-MISCELLANEOUS, BUSINESS SERVICES

JAMA CORPORATION 3011 Skyway Circle South Irving, TX 75038 866-960-9710 972-484-2996 www.hiendaccents.com

21 Noble Drive Chelmsford, MA 01824 540-358-4324 www.jenuinelyjeni.com

APPAREL-MEN'S & WOMEN'S

See HiEnd Accents www.homemaximports.com

GIFTS-MISCELLANEOUS

HIEND ACCENTS

JAXONBILT HAT CO.

HOT TO TROT APPAREL

HOMEMAX IMPORTS

APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS, HATS

FOOTWEAR-FASHION

JEWELRY

HOME DÉCOR

1201 Gilbert Road Bishop, Alabama 30621 706-318-8579 706-318-8579 www.farmheritage.us

124 W Putnam Ave Greenwich, CT 06830 203-661-2424 www.hhbrown.com

P.O. Box 6399 Scottsdale, AZ 85261 602-300-5148 www.horsejewelry.com

700 Lake Avenue Atlanta, GA 30307 404-522-2665 www.iceboxcoolstuff.com

P.O. Box 1348 Milton, WA 98354 866-423-3227 253-926-8193 www.honeyhousenaturals.com

HH BROWN

JANE HEART, LLC

2112 Montgomery Street Fort Worth, TX 76107 817-569-7149 817-737-9266 www.horsecity.com

4800 Joliet Street Denver, CO 80239 877-543-2668 303-295-3849 www.jamaoldwest.com

APPAREL-MEN'S & WOMEN'S, APPAREL-CHILDREN'S, FOOTWEAR-BOOTS

JK BRAND CUSTOM DESIGNS 36 Haman McCall Trail Cody, WY 303-908-3459 www.jkbrand.com

BAGS, ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, GIFTSMISCELLANEOUS, HOME DÉCOR

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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JODY L. MILLER EQUINE PHOTOGRAPHY P.O. Box 10992 Prescott, AZ 86304 928-533-1951 www.jodylmiller.com ART, BUSINESS SERVICES

JOHNNY RINGO BOOTS See Rod Patrick Bootmakers 817-599-5200 www.johnnyringoboots.com FOOTWEAR-FASHION

JOHNNY WAS 127 E. 9th Street #1011 Los Angeles, CA 90015 866-942-8806 213-629-1717 www.johnnywas.com BAGS, ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S

JUST MERINO SHEEPSKIN PRODUCTS

KELLY HERD FINE JEWELRY

GIFTS-MISCELLANEOUS, HOME DÉCOR, GEAR

JEWELRY

5090 West Horseshoe Lane, Bldg #1 McNeal, AZ 85617 800-323-9665 www.jmsproductsusa.com

JUSTIN BRANDS, INC. 610 West Daggett Avenue Fort Worth, TX 76104 800-548-1021 817-332-4382 www.justinboots.com FOOTWEAR-BOOTS, FOOTWEAR-FASHION

K BAR J LEATHER COMPANY 203 Girard Avenue, P.O. Box 107 Newell, SD 57760 605-456-1332 www.kbarjleather.com

BAGS, ACCESSORIES, HOME DÉCOR

JT INTERNATIONAL DISTRIBUTING, INC. 12607 Southeastern Avenue Indianapolis, IN 46259 888-584-4677 317-862-6842 www.jtidist.com BAGS, ACCESSORIES, FOOTWEARBOOTS, FOOTWEAR-FASHION, GIFTS-MISCELLANEOUS, HOME DÉCOR

JUAN ANTONIO LEATHER 740 Del Corro Place Chula Vista, CA 91910 619-656-0445 www.facebook.com/ juanantoniohandbags BAGS, ACCESSORIES

JULIE ROSE ORIGINALS/ EQUESTRIAN TREASURES 4936 North Valle Road Tucson, AZ 85750 520-529-8733 520-906-3817 www.julierose.com ACCESSORIES, BAGS, GIFTS-MISCELLANEOUS, HOME DÉCOR, JEWELRY

KABANA

616 Indian School Road NW Albuquerque, NM 87102 800-521-5986 www.kabana.net JEWELRY

KARMAN, INC.

14100 East 35th Place, Suite 100 Aurora, CO 80011 303-571-2296 888-767-3663 www.karmaninc.com APPAREL-MEN'S & WOMEN'S, FOOTWEAR-BOOTS

KATHY'S SHOW EQUIPMENT 2402 Ramona Drive Vista, CA 92084 760-726-9560 www.kathysshowequipment.com BAGS, ACCESSORIES, JEWELRY, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES

2713 Magnolia Court Cleveland, TN 37312 866-617-45653 423-728-4009 www.kellyherdjewelry.com

5555 Santa Fe Street, Bldg 1 SAN DIEGO, CA 92109 619-435-6218 www.kippys.com BAGS, ACCESSORIES, APPARELCHILDREN'S, APPARELSPECIALIZED, APPAREL-

KEN'S LEATHERCRAFT 6760 S. Indian Grave R Boones Mill, VA 24065 540-774-6225 www.kensleathercraft.com

BAGS, APPAREL-MEN'S & WOMEN'S

KERRITS PERFORMANCE EQUESTRIAN APPAREL P.O. Box 345 Bingen, WA 98605 800-274-7946 509-493-4187 www.kerrits.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-CHILDREN'S, APPAREL-OUTERWEAR

OUTERWEAR, FOOTWEAR-BOOTS, GIFTS-MISCELLANEOUS, HATS

KISS ME IN THE GARDEN 8845 Shirley Avenue Northridge, CA 91324 800-547-7889 818-576-1155 www.kissmeinthegarden.com GIFT, GIFTS-MISCELLANEOUS

KIT CARSON 45635 North 20th Street New River, AZ 85087 623-518-8980 www.kitcarsonjewelry.com JEWELRY

KESWICK HAT COMPANY P.O. Box 200 Keswick, VA 22947+D343 434-971-7100 www.etsy.com/shop/ KeswickHatCompanyLLC

APPAREL-MEN'S & WOMEN'S, HATS, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR, HATS-ACCESSORIES,

KGO RANCH AND TACK 26350 County Road 70 Gill, CO 80624 720-879-1314 720-220-6973 www.kgohorsehotel.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, GIFTS, GEAR, JEWELRY

KIMES RANCH 451 E 58th Avenue, Suite 2266 Denver, CO 80216 303-881-4226 www.kellogghome.com

28150 Alma School Pkwy, Ste 103-419 Scottsdale, AZ 85262 888-512-0886 www.kimesranch.com

ART, HOME DÉCOR

APPAREL-MEN'S & WOMEN'S

KELLOGG HOME

KIPPYS

KLASS DESIGN, INC. 243 N Frontier Street Wickenburg, AZ 928-685-4720 602-317-0685 www.kimklass.com JEWELRY

KO TRADING 140 East Exchange Suite #113 Fort Worth, TX 76164 817-616-3460 817-708-2811 www.kotrading.com BAGS, ACCESSORIES, HATSACCESSORIES, HOME DÉCOR

KOWBOYZ 345 W Manhattan Santa Fe, NM 87501 505-984-1256 www.kowboyz.com ACCESSORIES, JEWLERY, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, ART, HATS, FOOTWEARBOOTS,GIFTS-MISCELLANEOUS

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KURTMEN

P.O. Box 646 Martindale, TX 78655 512-357-1234 214-712-1234 BAGS, ACCESSORIES, APPARELMEN'S & WOMEN'S, FOOTWEARBOOTS, GIFTS-MISCELLANEOUS

L&B CLOTHING

11422 Harry Hines Blvd. #123 Dallas, TX 75229 972-243-7860 www.landbapparel.com APPAREL-MEN'S & WOMEN'S

LANE BOOTS

1101 Avenue G Arlington, TX 76011 888-302-6687 www.laneboots.com FOOTWEAR-BOOTS

LANTANA MADE

P.O. Box 157 Hominy, OK 74035 405-328-4032 www.lantanamade.com BAGS

LAURA INGALLS DESIGNS N1824 Parkview Circle Palmyra, WI 53156 262-949-1330 www.lauraingallsdesigns.com

ACCESSORIES, HATS, JEWELRY

LEADERS IN LEATHER 7216 290 East Austin, TX 78723 800-810-5050 www.leadersinleather.net

LEATHERWORK UNLIMITED 5144 Fairgrounds Road Mariposa, CA 95338 800-288-7759 209-966-4827 www.leatherworkunlimited.com

BAGS, ACCESSORIES, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES, HOME DÉCOR

LEGENDARY WESTERN

316 Haynes Road Whitney, NE 69367 308-665-5138 www.legendarywestern.com BAGS, ACCESSORIES, JEWLERY, APPAREL-CHILDREN'S, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR, ART, GIFTS-MISCELLANEOUS, HATS, FOOTWEAR-BOOTS, HOME DÉCOR

LEONARD HARAGA

P.O. Box 592 Sweetgrass, MT 59484 403-308-0994 www.haraga.com

ACCESSORIES

200 North State Street, P.O. Box 1204 Fort Davis, TX 79734 432-426-2130 www.limpiacreekhats.com

13489 Westside Road Lakview, OR 97630 541-947-3448 www.cowboyprints.com

See Enegergizer Holdings, Inc www.lexol.com GEAR

LIBERTY BLACK BOOTS BY CABORCA BOOTS Industriales #205 fracc Julián de Obregón 844-871-9099 www.liberty-black.com FOOTWEAR-BOOTS, FOOTWEAR-FASHION

GEAR

M.L. LEDDY'S

HATS-ACCESSORIES, HATS

LONE WOLF PHOTOGRAPHY P.O. Box 712 Kempner, TX 76539 512-932-9651 www.lonewolfphotography.com PAPER GOODS, ART, BOOKS, HOME DÉCOR

LONESTAR COLLECTION 12564 Montego Plaza Dallas, TX 75230 214-352-1010 www.lonestarcollection.com JEWELRY, HOME DÉCOR

LESLIE ENGELHART WESTERN ART

LEXOL

5285 Lovelock Street San Diego, CA 92110 800-466-6667 619-299-7625 www.leatherockwholesale.com

197 South Sequine Avenue New Braunfels, TX 78130 830-629-0540 www.ludwigsleather.com

801 N W Street Indianola, IA 50125 210-219-4376 www.lonesteadrange.com

LEATHER CPR

LEATHEROCK

HATS

LONESTEAD RANGE

ART, PAPER GOODS, ART, GIFTS-MISCELLANEOUS

GEAR

LUDWIG’S LEATHER

ACCESSORIES, JEWELRY, GIFTSMISCELLANEOUS, HOME DÉCOR

BAGS

11601 Wilshire Blvd, Ste 500 Los Angeles, CA 90025 800-931-3988 310-235-1469 www.leathercpr.com

LIMPIA CREEK CUSTOM

ACCESSORIES, ART, BAGS

LOVE TOKENS JEWELRY 12008 Peppertree Place Oklahoma City, OK 73120 405-503-6656 405-693-4002 www.lovetokensjewelry.com JEWELRY

2455 North Main Street Fort Worth, TX 76164 888-565-2668 817-624-3149 www.leddys.com APPAREL-MEN'S & WOMEN'S, FOOTWEAR-BOOTS

M.P. & K.D. HORN & LEATHER SHOP 408 East Drew Street Fort Worth, TX 76110 817-832-0486 www.hornandleather.com BAGS, ACCESSORIES, HATS

MARC TAGGART & COMPANY 1735 East Sheridan, Suite 217 Cody, WY 82414 307-587-1800 307-899-9381 www.marctaggart.com ART, HOME DÉCOR

MARRIKA NAKK Hollywood Hills Los Angeles, CA 90046 323-882-8278 www.marrikanakk.com APPAREL-MEN'S & WOMEN'S, APPAREL SPECIALIZED

MARUSHKA 121 Washington Avenue Grand Haven, MI 49417 800-373-1451 www.marushka.com BAGS, ACCESSORIES, JEWELRY

LUCCHESE, INC. 20 ZANE GREY El Paso, TX 79906 888-582-1883 www.lucchese.com

MATERIAL THINGS, INC.

FOOTWEAR-BOOTS

HOME DÉCOR

1104 Caldwell Street Newberry, SC 29108 803-932-0699 www.materialthingsincsc.com

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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MAVERICK ROSE JEWELRY CO., THE 244 Firefly Drive Springtown, Texas 76082 214-693-8643 www.maverickrose.com ACCESSORIES, JEWLERY, APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES

MAZMANIA, INC. 314 North 12th Street Rear Allentown, PA 18102 800-355-1271 www.mazmaniainc.com APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

MELIE BIANCO ACCESSORIES, INC. 9545 Brasher Street Pico Rivera, CA 90660 562-908-9830 www.meliebianco.com BAGS

MEREDITH LOCKHART COLLECTIONS 11561 Highway 116 Nortonville, KS 66060 913-886-2247 www.meredithlockhart.com BAGS, ACCESSORIES, APPARELMEN'S & WOMEN'S, APPARELSPECIALIZED, HOME DÉCOR

MERMAC MINK OIL 39827 Montgomery Drive Scio, OR 97374 503-488-5873 www.mermacminkoil.com

MICHELLE JULENE COUTURE 50 S King Street Jackson, WY 83001 307-277-4527

APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED

MICHELLE MONROE STUDIOS

19469 Via Del Caballo Road Yorba Linda, CA 92886 714-693-8622 www.michellemonroestudios.com BAGS, ACCESSORIES

MILANO HAT COMPANY 1565 Highway 66 Garland, TX 75040 800-325-4287 214-342-0071 www.milanohats.com HATS

MILLER INTERNATIONAL 8500 Zuni Street Denver, CO 80260 303-428-5696 www.miller-international.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S

MINNETONKA MOCCASIN P.O. Box 529 Minneapolis, MN 55440 855-554-6627 www.minnetonkamoccasin.com FOOTWEAR-FASHION

MISS MACIE BOOTS 292 Rock Road Bailey, CO 80421 303-816-5455 www.missmacie.com

GEAR

FOOTWEAR-BOOTS, FOOTWEAR-FASHION

MEYDA TIFFANY

MO' BETTA SHIRTS

55 Oriskany Boulevard Yorkville, NY 13495 800-222-4009 315-768-3711 www.meyda.com BUSINESS SERVICES, GIFTSMISCELLANEOUS

45088 County St 2520 Apache, OK 73006 580-588-9222 www.mobettaclothing.com BAGS, ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, ART

MONTANA PITCH-BLEND PRODUCTS P.O. Box 1611 LaPine, OR 97739 800-728-0970 www.montanapitchblend.com FOOTWEAR-BOOTS, GEAR

MONTANA SILVERSMITHS #1 Sterling Lane, P.O. Box 839 Columbus, MT 59019 800-548-4511 www.montanasilversmiths.com BAGS, ACCESSORIES, JEWELRY, ART, GIFTS-MISCELLANEOUS, HOME DÉCOR, BUSINESS SERVICES

MONTANA WATCH COMPANY 124 North Main Street Livingston, MT 59047 406-222-8899 www.montanawatch.com JEWELRY

MONTECARLO HAT CO. See Bullhide Hat Co. 877-405-6099 www.montecarlohats.com ACCESSORIES, APPARELSPECIALIZED, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, HATS-ACCESSORIES, HATS

MORRIS KAYE & SONS FURS 3060 Stemmons Freeway Dallas, TX 75247 214-631-0804 www.morriskayefurs.com BAGS, ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR

MORTENSON SILVER & SADDLES 96 Bonanza Creek Road Santa Fe, NM 87508 505-424-9330 www.silverandsaddles.com ACCESSORIES, ART, PAPER GOODS, BOOKS, GEAR, GIFTSMISCELLANEOUS

MOSS BROTHERS, INC. 810 West Utah Avenue, #4 Payson, UT 84651 866-466-8035 www.mossb.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, GIFTS-MISCELLANEOUS, BUSINESS SERVICES

MOUNTAIN HIGH FURNITURE

12365 Huron Street, #200 Westminster, CO 80234 720-383-5083 www.mountainhighfurniture.com HOME DÉCOR

MOUNTAIN PRESS PUBLISHING COMPANY P.O. Box 2399 Missoula, MT 59806 800-234-5308 406-728-1900 www.mountain-press.com BOOKS

NATIONAL SADDLERY

1400 South Agnew Oklahoma City, OK 73108 405-239-2104 www.nationalsaddlery.com BAGS, ACCESSORIES, ART, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES, GEAR

NATIVA

5124 Broadway San Antonio, TX 78209 866-862-8482 www.nativashop.com JEWLERY, ACCESSORIES, APPARELMEN'S & WOMEN'S, HOME DÉCOR

NICKS HANDMADE BOOTS 6510 East Sprague Avenue Spokane, Washington 99212 509-483-1248 www.nicksboots.com

ACCESSORIES, FOOTWEAR-BOOTS, GEAR

NIKWAX NORTH AMERICA

400 North 34th Street, Unit #202 Seattle, WA 98103 800-563-3057 www.nikwax.com APPAREL-MEN'S & WOMEN'S, GEAR

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NOBLE OUTFITTERS

4335 North Star Way, Building D Modesto, CA 95356 855-526-6253 209-566-7800 www.nobleequine.com BAGS, ACCESSORIES, APPARELMEN'S & WOMEN'S, FOOTWEARBOOTS, FOOTWEAR-FASHION, GIFTS-MISCELLANEOUS

NORTH POLE WEST

9665 N Thornydale Rd, 120-11 Tucson, AZ 85742 520-343-2066 www.northpolewest.com GIFTS-MISCELLANEOUS

NORTH STAR LEATHER COMPANY, INC.

218 Market Street, PO Box 307 Ruby, SC 29741 800-338-7637 843-634-6262 www.northstarleather.com BAGS, ACCESSORIES, GIFTS-

OLATHE BOOT COMPANY P.O. Box 13 Mercedes, TX 78570 800-903-9999 www.olatheboots.com FOOTWEAR-BOOTS

OLD FRIEND FOOTWEAR, A DIVISION OF JAB INTERNATIONAL, INC. 18812 Lake Drive East Chanhassen, MN 55317 952-358-5640 www.oldfriendfootwear.com FOOTWEAR-BOOTS, FOOTWEARFASHION, GIFTS-MISCELLANEOUS

OLD GRINGO 2275 Michael Faraday Dr, Ste #3 San Diego, CA 92154 866-395-8735 www.oldgringoboots.com FOOTWEAR-BOOTS,

MISCELLANEOUS, HATS

FOOTWEAR-FASHION

NOVELTY'S Q-TEE

ORIGINAL MUCK BOOT COMPANY

222 W Main Street Farmington, NM 87401 505-215-0589 www.facebook.com/noveltys.qtee ACCESSORIES, JEWLERY, GIFTS-MISCELLANEOUS, HATSACCESSORIES, HATS, GIFTSMISCELLANEOUS, BUSINESS SERVICES, HOME DÉCOR

NUSSBAUMER FINE ART 314 South Guadalupe Street Santa Fe, NM 87501 505-982-1767 ART, HOME DÉCOR

O.T.B. RETAIL SYSTEMS P.O. Box 985 Santa Monica, CA 90406 310-829-5148 www.otb-retail.com BUSINESS SERVICES

OAK TREE FARMS

9000 9th Street #130 Rancho Cucamonga, CA 91730 877-462-5873 www.oaktreefarms.com FOOTWEAR-BOOTS, FOOTWEAR-FASHION

1136 2nd Street Rock Island, IL 61201 855-377-2668 www.muckbootcompany.com FOOTWEAR-BOOTS

ORIGINALS BY PIERCE & COMPANY 20 Main Street Fairhaven, MA 02719 800-486-1134 508-997-4794 www.originalpierce.com ACCESSORIES, JEWELRY, ART, GIFTS-MISCELLANEOUS

OUTBACK TRADING COMPANY, LTD.

PAT DAHNKE SIGNATURE COLLECTION

WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, HATSACCESSORIES, HATS, GIFTSMISCELLANEOUS

WOMEN'S, APPAREL SPECIALIZED, GIFTS-MISCELLANEOUS, HATSACCESSORIES, HATS

39 Osuth 3rd Street Oxford, PA 19363 610-932-5008 www.outbacktrading.com ACCESSORIES, APPAREL-MEN'S &

WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED, FOOTWEAR-FASHION, HATS

PAT PRUITT

OUTLINES BY MOCHI

P.O. Box 1119 Paguate, NM 87040 505-552-7344 www.patpruitt.com JEWELRY

68 Ellsworth Hill Road Campton, NH 03223 866-548-8737 www.mochi.com PAPER GOODS

PATRICIA WOLF, INC. PANHANDLE WESTERN WEAR

See Westmoor Manufacturing Co. 800-433-2888 www.panhandleww.com APPAREL-MEN'S & WOMEN'S

PARADISE HORSES

PARTY KITS & EQUESTRIAN GIFTS 2239 Millvale Road Louisville, KY 40205 502-261-7111 502-719-9200 www.derbygifts.com BAGS, APPAREL-MEN'S &

P.O. Box 4412 Carmel, CA 93921 831-626-8668 831-659-2000 www.patareias.com BAGS, ACCESSORIES, JEWELRY, HATS-ACCESSORIES

APPAREL-SPECIALIZED, HOME DÉCOR

1836 Industrial Drive Green Bay, WI 54302 800-467-5056 920-468-5056 www.pecard.com GEAR

PEET SHOE DRYER, INC.

WOMEN'S, APPAREL-CHILDREN'S, ART, PAPER GOODS, GIFTSMISCELLANEOUS

PAT AREIAS STERLING

P.O. Box 807 Smithville, TX 78957 800-728-9653 512-237-3388 www.patriciawolf.com APPAREL-MEN'S & WOMEN'S,

PECARD LEATHER CARE COMPANY

P.O. Box 4002 Greenwich, CT 06831 203-625-0008 www.paradisekids.com GIFTS-MISCELLANEOUS

OUTBACK SURVIVAL GEAR 506 Broadway Saratoga Springs, NY 12866 800-430-7150 www.outbacksurvivalgear.com ACCESSORIES, APPAREL-MEN'S &

31524 Bruner Rd Waller, TX 77484 800-728-7376 936-931-2177 www.patdahnke.com ACCESSORIES, APPAREL-MEN'S &

919 St. Maries River Road St. Maries, ID 83861 800-222-7338 208-245-2095 www.peetshoedryer.com FOOTWEAR-BOOTS

PENDLETON WOOLEN MILLS 220 NW Broadway, PO Box 3030 Portland, OR 97208 877-996-6599 503-226-4801 www.pendleton-usa.com ACCESSORIES, APPAREL-MEN'S &

WOMEN'S, APPAREL-OUTERWEAR, GIFTS-MISCELLANEOUS, HOME DÉCOR

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PETER HOFFMAN DESIGN 1140 WALL ST, #24 La Jolla, CA 92038 858-775-4916 www.peterhoffmandesign.com

BAGS, ACCESSORIES, JEWELRY, FOOTWEAR-BOOTS, FOOTWEARFASHION

PEYOTE BIRD DESIGNS 675 Harkle Road Santa Fe, NM 87505 505-986-4900 505-986-4922 www.peyotebird.com JEWELRY

PICA PUBLISHING

5785 Horseradish Gulch Golden, CO 80403 720-979-6471 www.picapublishing.com

PRAIRIE SOAP COMPANY/ PRAIRIE HARVEST MERCANTILE 14603 Sturgis Rd Lee's Summit, MO 64086 605-791-5445 www.prairiesoapco.com

R.W. HAMPTON COWBOY

RHONDA STARK DESIGNS

AUDIO/VIDEO

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

P.O. Box 150 Cimarron, NM 87714 800-392-0822 575-483-0042 www.rwhampton.com

GIFTS-MISCELLANEOUS

RAND'S CUSTOM HATS PRAIRIE SONG DESIGNS, INC. P.O. BOX 72, 660 Park Benton, KS 67017 800-765-2627 316-775-2929 www.prairiesong.com

2205 1st Avenue North Billings, MT 59101 800-346-9815 406-259-4886 www.randhats.com

HATS-ACCESSORIES, HATS

BUSINESS SERVICES

PROPHETLINE, INC.

2120 South Waldron Rd Building B Fort Smith, AR 72903 800-875-6592 www.prophetline.com

RAY HOLES LEATHER CARE PRODUCTS, INC. P.O. Box 736 Grangeville, ID 83530 888-983-3017 www.rayholesleathercare.com

BUSINESS SERVICES

GEAR

PURE WEST

RC CUSTOM BOOTS

BUSINESS SERVICES

PIPESTONE CHINA

403 Woodsdale Drive Red Lion, PA 17356 800-652-8973 www.pipestonechina.com HOME DÉCOR

PLUM ISLAND SILVER P.O. Box 60 West Newbury, MA 01985 978-510-1267 www.plumislandsilver.com

P.O. Box 430 Bastrop, TX 78602 512-321-5472 www.purewest.net BAGS, JEWELRY, ART, APPAREL-MEN'S & WOMEN'S

R CINCO RANCH

1111 N. Main Street Winnsboro, TX 75494 903-342-3718 www.rcincoranch.com

JEWELRY, GIFTS-MISCELLANEOUS

BAGS, ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S

POINTER HILL

R&D PACKAGING

5101 34th Street, Suite B Lubbock, TX 79410 806-791-4780 806-548-0104 www.rccustomboots.com FOOTWEAR-BOOTS

RED BARN RANCH/ RBR INC. 13311 South Bon View Avenue Ontario, California 91761 909-947-8099 www.redbarnranchwholesale.com APPAREL-MEN'S & WOMEN'S

RENDEZVOUS WEST 3219 W Houghton Avenue West Branch, MI 48661 989-345-5055 www.pointerhillstore.com ACCESSORIES, JEWELRY, APPARELMEN'S & WOMEN'S, APPARELOUTERWEAR, FOOTWEAR-BOOTS, FOOTWEAR-FASHION

7 Medinah Court Lake in the Hills, IL 60156 800-223-6469 www.rdpackaging.com BAGS, BUSINESS SERVICES,GIFTSMISCELLANEOUS, BUSINESS SERVICES, HOME DÉCOR

R.J. CLASSICS, INC. PONDEROSA RANCH OUTFITTERS

19191 Calle Teresa Murrieta, CA 92562 662-321-1918 www.ponderosaranchoutfitters.com ART, HOME DÉCOR

2900 NW 27th Ave -Suite 100 Pompano Beach, FL 33069 888-234-5450 www.rjclassics.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-CHILDREN'S, APPAREL-OUTERWEAR, APPARELSPECIALIZED

9795 Morrison Road Lakewood, CO 80227 303-669-4126 www.rwestart.com

ACCESSORIES, ACCESSORY JEWLERY, ART, HOME DÉCOR

RESISTOL

See HatCo www.resistol.com HATS

RHED LUCY

5202 Kinglet Houston, TX 77035 713-503-5611 www.rhedlucy.com JEWELRY

324 West Quail Trax Place Murray, UT 84107 800-649-0843 www.rhondastark.com

RINGLER CUSTOM LEATHER COMPANY 31 Shining Mountain Road Powell, WY 82345 307-645-3255 www.ringlercustomleather.com BAGS, ACCESSORIES, APPAREL-SPECIALIZED

RIOS OF MERCEDES

P.O. Box 1 Mercedes, TX 78570 956-565-1242 www.riosofmercedes.com FOOTWEAR-BOOTS

RIVERS EDGE PRODUCTS One River's Edge Court Saint Clair, MO 63077 888-326-6200 www.riversedgeproducts.com

ART, GIFTS-MISCELLANEOUS, HOME DÉCOR

ROCKETBUSTER BOOTS USA 115 South Anthony Street El Paso, TX 79901 915-941-1300 www.rocketbuster.com FOOTWEAR-BOOTS

ROCKIN B ANTLER DESIGN 162 Tusa Lane China Spring, TX 76633 254-214-2890 www.rockinbantlerdesign.com ACCESSORIES, GIFTSMISCELLANEOUS, HATSACCESSORIES, HOME DÉCOR

ROCKIN OUT JEWELRY CO. 7370 Veal Station Road Azle, TX 76020 817-513-7240 www.rockinoutdesigns.com ACCESSORIES, JEWELRY

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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ROCKMOUNT RANCH WEAR 1626 Wazee Street Denver, CO 80202 800-776-2566 303-629-7777 www.rockmount.com

APPAREL-MEN'S & WOMEN'S

ROCKY BOOTS

39 East Canal Street Nelsonville, OH 45764 866-442-4908 740-753-9100 www.rockyboots.com FOOTWEAR-BOOTS

ROCKY MOUNTAIN WATCH COMPANY See Montana Watch Company 406-222-8899 www.rockymountainwatch.com JEWELRY

ROD PATRICK BOOTMAKERS 1830 Ranger Hwy Weatherford, TX 76088 817-599-5200 www.rodpatrickboots.com FOOTWEAR-BOOTS

RODEO KING

See W. Alboum Hat Co., Inc. 800-428-1921 www.rodeoking.com HATS

RODEO QUINCY

9303 West Airport Drive Visalia, CA 93277 559-786-3583 www.rodeoquincy.com ACCESSORIES, GIFTSMISCELLANEOUS

RODEO VIDEO, INC.

412 South Main Street Snowflake, AZ 85937 800-331-1269 928-536-7111 www.rodeovideo.com

ROJA COLLECTION

13-15 37th Avenue Long Island City, NY 11101 718-433-0009 www.rojacollection.biz APPAREL-MEN'S & WOMEN'S

APPAREL-SPECIALIZED, APPAREL-OUTERWEAR

BAGS, GEAR

RYAN MICHAEL

605-499-9170 www.rojoleather.com

ROPER APPAREL & FOOTWEAR See Karman, Inc. 800-825-6555 www.roperusa.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-CHILDREN'S, APPAREL-SPECIALIZED, APPARELOUTERWEAR, FOOTWEAR-BOOTS, FOOTWEAR-FASHION

ROWDY SILVER

P.O. Box 8371 Las Cruces, NM 88006 575-640-8090 www.rowdysilver.com ACCESSORIES, JEWELRY

RUBY JEAN

5025 Durango Drive Garland, TX 75043 214-683-1309 www.rubyjean.net JEWELRY

RUBY'S RUBBISH

P.O. Box 241 Collinsville, TX 76273 866-802-7829 www.rubysrubbish.com

SAN FRANCISCO HAT COMPANY

95 Hunt Hill Road Andes, NY 13731 877-787-8936 845-586-3435 www.rustydorr.com

ROJO LEATHER

P.O. Box 1817 San Leandro, CA 94577 800-452-4287 www.sfhat.com HATS

SANTA FE STONEWORKS 3790 Cerrillos Road Santa Fe, NM 87507 800-257-7625 505-471-3953 www.santafestoneworks.com

5150 Stilesboro Road Kennesaw, GA 30152 855-738-7424 www.ryanmichael.com

GIFTS-MISCELLANEOUS

ACCESSORIES, APPAREL-MEN'S & WOMEN'S

SABONA 609 Davis Boulevard Sikeston, MO 63801 800-497-4199 www.sabona.com

1801 Magoffin Avenue El Paso, TX 79901 915-544-3530 www.ruddockshirts.com

APPAREL-MEN'S & WOMEN'S

ROGERS-WHITLEY

RUSTIC RANCH TACK

BAGS, ACCESSORIES, JEWELRY

HOME DÉCOR

30250 West Latham Street Buckeye, AZ 85396 623-393-0456 www.rusticranchtack.com

P.O. Box 176 Cody, WY 82414 307-272-9635 www.santosfurniture.com

SARAPE GIRL

5101 Colter Street Florence, OR 97439 541-997-5127 www.sarapegirlstore.com

JEWELRY

SADDLE BARN, INC. 1102 North Garden Roswell, NM 88201 877-759-2276 www.saddlebarn.com

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, HOME DÉCOR

BAGS, ACCESSORIES, GIFTSMISCELLANEOUS, GEAR

SCARBOROUGH SPECIALTIES 10501 Indiana Avenue Lubbock, TX 79423 800-658-6626 www.scarspec.com

SADDLEONLINE, INC. 631 Frontier Way Bensenville, IL 60106 800-967-2335 630-405-1800 www.saddleonline.com

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, PAPER GOODS CARDS, ART, GIFTS-MISCELLANEOUS, HATSACCESSORIES, HATS, BUSINESS SERVICES

ACCESSORIES, GEAR

SAJEN (RICHLINE GROUP) RUDDOCK SHIRTMAKERS

SANTOS FURNITURE

HOME DÉCOR

APPAREL-MEN'S & WOMEN'S

BOOKS, AUDIO/ VIDEO

4100 Caven Road Austin, TX 78744 800-533-5256 www.rogers-whitley.com

RUSTY DORR ORIGINALS

1385 Broadway New York, NY 10018 800-966-8800 www.richlinegroup.com

SCHAEFER RANCHWEAR

6715 Corporation Pkwy., Suite A Fort Worth, TX 76126 800-426-2074 www.schaeferranchwear.com BAGS, ACCESSORIES, JEWELRY, APPAREL-OUTERWEAR, APPARELMEN'S & WOMEN'S

JEWELRY

SAN DIEGO HAT COMPANY 2793 Loker Carlsbad, CA 92010 888-868-0588 www.sandiegohat.com

SCHNEE'S BOOTS & SHOES

HATS

FOOTWEAR-BOOTS

6597 Falcon Lane Bozeman, MT 59718 800-922-1562 www.schnees.com

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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SCULLY LEATHER

SINGER ART STUDIO

BAGS, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR

ART, PAPER GOODS, ART

1701 Pacific Avenue Oxnard, CA 93033 805-483-6339 www.scullyleather.com

SELECT LINES JEWELRY

451 E. 58th Avenue, Suite 2569 Denver, CO 80216 303-295-2082 www.selectlines.com JEWELRY

SHADOW WEST CARD COMPANY 1118 Meadowlark Place Molalla, OR 97038 503-652-8800 www.shadowwest.com PAPER GOODS

SIDRAN, INC.

1050 Venture Court, Suite 100 Carrolton, TX 75006 800-969-5015 214-352-7979 www.sidraninc.com BAGS, ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED, APPAREL-OUTERWEAR

SILVER KING

21728 Devonshire Street Chatsworth, CA 91311 818-700-1999 www.silverkingusa.com ACCESSORIES, JEWELRY

SILVER NUGGET, INC.

416 Juan TaboBlvd. NE Albuquerque, NM 87123 800-343-9380 505-293-0367 www.silvernuggetjewelry.com ACCESSORIES, JEWELRY, GIFTSMISCELLANEOUS

SILVERADO HOME

1318 4th Street Northwest Albuquerque, NM 87102 505-248-1221 www.silveradohome.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S, HOME DÉCOR

125 North Baker Street Winona, MN 55987 507-454-4047 www.msingerart.com

SOMERSET FINE ART

29366 McKinnon Road P.O. Box 869 Fulshear, TX 77441 800-444-2540 www.somersetfineart.com PAPER GOODS, ART

SKECHERS USA, INC.

228 Manhattan Beach Boulevard Manhattan Beach, CA 90266 800-746-3411 800-243-0443 www.skechers.com FOOTWEAR-FASHION

SKYHAWK RUGS

SONORA BOUTIQUE

See HH Brown 800-441-4319 www.sonoraboutique.com FOOTWEAR-BOOTS, FOOTWEAR-FASHION

4201 Broadway Boulevard Southeast Albuquerque, NM 87105 866-759-4295 505-452-1525 www.skyhawkrugs.com

SONORAN RANGE

HOME DÉCOR

SKYLINE GOLD & SILVERSMITH / VAQUERO TROPHY & TACK P.O. Box 870 Marysville, CA 95901 530-634-9732 www.skylinevaquero.com

BAGS, ACCESSORIES, JEWELRY, BUSINESS SERVICES, FOOTWEARBOOTS, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES, GEAR

SLIESTER BITS & SPURS

33041 Auberry Road, Suite 112 Auberry, CA 93602 559-855-8211 www.sliester.com ACCESSORIES, GIFTSMISCELLANEOUS, GEAR

SMOKY MOUNTAIN BOOTS,INC. 2021 Cedars Rd SE, Ste 300 Lawrenceville, GA 30043 888-444-2668 www.smokyboots.com FOOTWEAR-BOOTS

2050 N. Stemmons Freeway #11074 Dallas, TX 75207 214-698-2999 www.sonoranrange.com

SPUR RIDEWEAR, INC. P.O. Box 973 Loveland, CO 80538 877-303-7787 www.spurridewear.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S

SPYDERCO

820 Spyderco Way Golden, CO 80403 800-525-7770 303-279-8383 www.spyderco.com GIFTS-MISCELLANEOUS

SSG RIDING GLOVES

P.O. Box 377 North Boston, NY 14110 800-561-8017 www.ssgridinggloves.com ACCESSORIES

STALLION BOOT COMPANY, THE

SOFIA'S RUSTIC FURNITURE 6235 WT Montgomery San Antonio, TX 78252 210-858-6672 www.sofiasrusticfurniture.com

100 North Cotton Street El Paso, TX 79901 915-532-6268 877-269-9615 www.stallionboots.com

HOME DÉCOR

ACCESSORIES, FOOTWEAR-BOOTS

STEEL STRIKE

27940 County Road 319 P.O. Box 1419 Buena Vista, CO 81211 719-395-8802 www.steelstrike.com HOME DÉCOR

STETSON HATS

See Hat-Co 855-655-8979 714-923-0261 www.stetsonhats.com HATS

STEVE GUITRON CUSTOM BRAIDING P.O. Box 878 Vista, CA 92085 800-252-7913 760-726-3042 www.customrawhide.com ACCESSORIES, GIFTSMISCELLANEOUS, GEAR

STOECKLEIN PHOTOGRAPHY & PUBLISHING 131 4th St. West Ketchum, ID 83340 800-727-5191 208-726-5191 www.stoeckleinphotography.com

ART, PAPER GOODS, BOOKS, GIFTSMISCELLANEOUS, HOME DÉCOR

STOREY PUBLISHING 210 Mass MoCA Way North Adams, MA 01247 800-827-7444 413-346-2100 www.storey.com BOOKS

STORMY KROMER

1238 Wall Street Ironwood, MI 49938 888-455-2253 www.stormykromer.com ACCESSORIES, APPARELOUTERWEAR, HATS

STS RANCHWEAR

See Carroll Companies, Inc. 828-719-5859 www.stsranchwear.com APPAREL-SPECIALIZED, ACCESSORIES

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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SUMMIT HATS, INC. 1120 Roberts Street Houston, TX 77003 888-741-5987 713-224-2683 www.summithats.com HATS

TAOS TWIST

P.O. Box 2949 Ranchos de Taos, NM 87557 575-758-9051 www.taostwist.com HOME DÉCOR

TASHA POLIZZI SUNBODY HATS

3580 East TC Jester Boulevard Houston, TX 77018 800-310-7093 713-861-5133 www.sunbody.com HATS

SURESHOT JEWELRY

16998 Huelhorst Lane Marthasville, MO 63357 314-478-6090 www.sureshotjewelry.com JEWLERY, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES, HATS

SURROUNDED BY ASSES CALENDAR CO. P.O. Box 1992 Nevada City, CA 95959 775-425-9425 www.jackass.net PAPER GOODS, BOOKS

SWEET BIRD STUDIO

198 2nd Ave. Niwot, CO 80544 303-440-9891 www.sweetbirdstudio.com ACCESSORIES, JEWELRY

T.O. STANLEY

2435 McKinley 41B El Paso, TX 79930 915-588-5419 www.tostanleyboots.com ACCESSORIES, FOOTWEAR-BOOTS, GEAR

287 Main Street Great Barrington, MA 01230 413-528-6500 www.tashapolizzi.com APPAREL-OUTERWEAR, APPARELMEN'S & WOMEN'S, HOME DÉCOR

T-BONE BRANDS

8902 E. Via Linda, #110-55 Scottsdale, AZ 85258 480-330-3619 www.tbonebrands.com BUSINESS SERVICES, GIFTSMISCELLANEOUS, HOME DÉCOR

TEAM EQUINE, LLC

33750 South Dickey Prairie Rd, P.O. Box 887 Molalla, OR 97038 503-829-6439 844-483-7237 www.teamequineusa.com BAGS, ACCESSORIES, APPARELMEN'S & WOMEN'S, GEAR

TERRA LEATHER

P.O. Box 2908 Weatherford, TX 76086 817-599-6064 www.facebook.com/terraleather BAGS, GIFTS-MISCELLANEOUS, HOME DÉCOR

TERVIS TUMBLER COMPANY 201 Triple Diamond Boulevard North Venice, FL 34275 866-392-1964 866-866-2537 www.tervis.com BUSINESS SERVICES, GIFTS-MISCELLANEOUS

TANNER MARK BOOTS

10665 Harry Hines Blvd Dallas, TX 75220 214-350-3003 www.tannermarkboots.com ACCESSORIES, HATS-ACCESSORIES, HATS, FOOTWEAR-BOOTS, FOOTWEAR-FASHION

TEXAS / LAREDO BOOT COMPANY See Dan Post Boots Clarksville, TN 37040 800-447-3533 www.danpostboots.com FOOTWEAR-BOOTS

TEXAS HAT COMPANY

TIM COX ART -EAGLE CREEK ENTERPRISES

11010 Grissom Lane Dallas, TX 75229 800-573-1178 214-420-8100 www.texashatco.com HATS

891 Road 4990 Bloomfield, NM 87410 505-632-8080 www.timcox.com PAPER GOODS, BUSINESS

SERVICES, ART, HOME DÉCOR

TEXAS LEATHER MANUFACTURING

T-MAC SALES

104 East Main Street P.O. Box 148 Honey Grove, TX 75446 903-378-2100 www.texasleather.com BAGS, ACCESSORIES, JEWELRY,

608 Highway 46 East Boerne, TX 78006 210-392-3243 www.t-macsales.com HOME DÉCOR

GIFTS-MISCELLANEOUS, HOME DÉCOR

TOKLAT ORIGINALS

P.O. Box 488 Lake Oswego, OR 97034 888-486-5528 www.toklat.com APPAREL-CHILDREN'S, APPAREL-

TEXHAS

3022 S.E. Loop 820 Fort Worth, TX 76140 817-886-3961 www.texhas.com ACCESSORIES, JEWELRY, BUSINESS SERVICES, FOOTWEARBOOTS, GIFTS-MISCELLANEOUS, HATS-ACCESSORIES

THE ALCHEMY BENCH

888-539-5378 321-952-4384 www.thealchemybench.com JEWELRY, GIFTS-MISCELLANEOUS

THE LYONS PRESS, GLOBE PEQUOT, FALCON 246 Goose Lane Guilford, CT 06437 800-462-6420 203-458-4500 www.globepequot.com BOOKS

MEN'S & WOMEN'S, APPARELOUTERWEAR, GEAR

TOM BALDING BITS & SPURS 655 Riverside Sheridan, WY 82801 307-672-8459 www.tombalding.com ACCESSORIES, JEWELRY, GEAR

TOPGALLANT MERCHANTS 648-E Dauphine Court Elk Grove, IL 60007 800-544-8194 847-981-1121 www.topgallantmerchants.com ACCESSORIES, JEWELRY

TOTEM SALVAGED THREE PALOMINOS

P.O. Box 115 Jonesboro, TX 76538 254-679-1520 254-688-0078 www.three-palominos.myshopify.com APPAREL-MEN'S & WOMEN'S

THYMES, LLC

629 9th Street SE Minneapolis, MN 55414 800-366-4071 612-338-4471 www.thymes.com GIFTS-MISCELLANEOUS

1532 N Columbus Avenue Glendale, CA 91202_ 818-681-4765 818-244-3877 www.totemsalvaged.com ACCESSORIES, JEWELRY

TRADER GENE

P.O. Box 13413 Scottsdale, AZ 85267 800-258-3746 602-765-3996 www.tradergene.com JEWELRY

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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TRENDITIONS, LLC

TULLY MARKETS, LLC

BAGS, ACCESSORIES, GIFTSMISCELLANEOUS, HOME DÉCOR

BUSINESS SERVICES

3501 Raider Drive Hurst, TX 76053 877-679-3774 www.trenditions.com

TROPHY GLOVE COMPANY 122 Washington Avenue Albia, IA 52531 800-323-2928 641-932-2183 www.trophyglove.com ACCESSORIES

TROUBLE MAKER TRADING COMPANY 1300 CR 2144 Kemp, TX 75143 580-658-0394 www.facebook.com/ troublemakertradingcompany

GIFTS-MISCELLANEOUS, HOME DÉCOR

TROYER'S LEATHER GOODS 9490 East Skeels Road Fremont, MI 49412 231-924-3191

BAGS, FOOTWEAR-BOOTS

TRU FRAGRANCE -TRU WESTERN 7725 South Quincy Street Willowbrook, IL 60527 800-443-3000 www.trufragrance.com GIFTS-MISCELLANEOUS

TRU LUXE JEANS

10367 Brockwood Road Dallas, TX 75238 800-899-9980 www.truluxejeans.com

APPAREL-MEN'S & WOMEN'S

TRUE WEST

P.O. Box 441 Royse City, TX 75189 888-636-7922 972-636-7922 www.truewesthome.com

GIFTS-MISCELLANEOUS, HOME DÉCOR

TUCSON GOURMET FOODS COMPANY 222 E. Congress St Tucson, AZ 85701 520-551-9428 www.balsamichotsauce.com

P.O. Box 848 Snellville, GA 30078 770-978-8332 404-683-1644 www.tullymarkets.com

TUMBLEWEED RANCH CLOTHING 451 E 58th Avenue, Showroom 3585 Denver, CO 80216 303-750-6951 www.facebook.com/ tumbleweedranchtwr

ACCESSORIES, JEWELRY, APPARELMEN'S & WOMEN'S, FOOTWEARFASHION

TURQUOISE HAVEN

953 FM 55 South Purdon, TX 76679 972-937-0337 www.turquoisehavenwholesale.com

UNICORN WOMAN, THE P.O. Box 595 Lillian, TX 76061 817-783-6329 www.unicornwoman.com

ART, GIFTS-MISCELLANEOUS

UNION OF ANGELS

1510 Randolph Street, Suite 201 Carrolton, TX 75006 844-385-2643 www.unionofangels.com BAGS, APPAREL-MEN'S & WOMEN'S

UNIQUELY EQUINE

BAGS, HOME DÉCOR

TXLC CUSTOM TILE MURALS & MORE 790 Constellation Road Wickenburg, AZ 85390 800-524-5909 928-231-0416 www.txlctile.com

GIFTS-MISCELLANEOUS, HOME DÉCOR

U-BRAID-IT BRAIDING SUPPLY CO. P.O. Box 6541 Santa Fe, NM 87502 505-995-0347 www.ubraidit.com BAGS, ACCESSORIES,

GIFTS-MISCELLANEOUS

P.O. Box 1129 Woodland, CA 95776 800-344-7457 www.barvranchsilver.com

BAGS, ACCESSORIES, JEWELRY, HOME DÉCOR

HATS

UNIVERSITY OF OKLAHOMA PRESS

BOOKS

315 Highway 90 East Sabinal, TX 78881 830-988-2830 www.twobarwest.com

VOGT SILVERSMITHS

JEWELRY, GIFTS-MISCELLANEOUS

TWISTED X BOOTS

TWO BAR WEST

ART, FOOTWEAR-BOOTS, GIFTSMISCELLANEOUS, HOME DÉCOR

W. ALBOUM HAT CO, INC.

ACCESSORIES, APPAREL-MEN'S & WOMEN'S

FOOTWEAR-BOOTS

5190 Fulton Street Norwalk, IA 50211 515-991-6083 515-865-3943 www.vintagesculpture.com

Brooksville, FL 34601 352-232-1645 www.uniquelyequine.com

2800 Venture Drive Norman, OK 73069 800-627-7377 405-325-2000 www.oupress.com

P.O. Box 1419 Decatur, TX 76234 888-894-2668 www.twistedxboots.com

VINTAGE SCULPTURE

URBAN COWGIRL

14355 Saratoga Avenue, Suite A Saratoga, CA 95070 408-867-3633 www.urbancowgirl.com GIFTS-MISCELLANEOUS

VAGABOND HOUSE

818-341-7616 www.vagabondhouse.com HOME DÉCOR, GIFTSMISCELLANEOUS

VF CORPORATION

105 Corporate Center Boulevard Greensboro, NC 27408 336-424-6000 www.vfc.com APPAREL-MEN'S & WOMEN'S

VINTAGE COLLECTION

214 W 39th Street, Suite 1103A, Final Touch Showroom, #3771 New York, NY 10018 212-944-6533 www.vintagecollectiondesign.com ACCESSORIES, APPAREL-MEN'S & WOMEN'S

www.rodeoking.com

W. F. YOUNG, INC. / ABSORBINE

302 Benton Drive East Longmeadow, MA 01028 800-628-9653 www.leathertherapy.com APPAREL-SPECIALIZED, FOOTWEAR-BOOTS, GIFTSMISCELLANEOUS, GEAR

WALLS OUTDOOR GOODS 125 S. Jennings Street Fort Worth, TX 76104 844-259-2557 www.walls.com

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

WATSON GLOVES

7955 North Fraser Way Burnaby, BC, V5J 0A4 604-874-1105 800-663-9509 www.watsongloves.com ACCESSORIES

WEAR N. E. WEAR

2306 Woodlands Drive Tyler, TX 75703 888-298-4303 903-534-1342 www.wearnewear.com ACCESSORIES, JEWELRY, GIFTSMISCELLANEOUS, HOME DÉCOR

WESA

451 E 58th Avenue, Suite 1160 Denver, CO 80216 800-295-1040 www.denver-wesa.com BUSINESS SERVICES

WESTERN LIFESTYLE RETAILER ★ SPRING 2019

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WEST AND COMPANY JEWELRY

WESTERN PHOTOGRAPHERS

JEWELRY

PAPER GOODS, ART, BOOKS

5215 CR 513 Stephenville, TX 76401 254-965-2026 www.westandcompanyjewelry.com

WEST BY SOUTHWEST DÉCOR

303 Southwest 45th Street Lawton, OK 73505 866-376-2985 www.westbysouthwestdecor.com GIFTS-MISCELLANEOUS, HOME DÉCOR

WESTERN AND CO.

P.O. Box 746 Clements, CA 95227 www.Shopwesternandco.com APPAREL-MEN'S & WOMEN'S

WESTERN BORDER AND COMPANY, LLC

P.O. Box 512 Mead, CO 80542 970-779-0382 www.westernborderandco.com BAGS, ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, PAPER GOODS, FOOTWEAR-BOOTS, FOOTWEARFASHION, GIFTS-MISCELLANEOUS, HOME DÉCOR

WESTERN CROSSINGS, LLC 1960 Gap Road Granger, WA 98932 509-439-1227 www.leterbuckcologne.com

5407 Nez Perce Drive Island Park, ID 83429 206-384-8513 208-521-5170 www.westernphotographers.com

WESTERN VINTAGE REVIVAL 313 Falcon Road Altus, OK 73521 580-379-9060 www.westernvr.com JEWELRY

PAPER GOODS, BOOKS, GIFTSMISCELLANEOUS

BAGS, ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR,

WINDHORSE, INC.

7518 Southeast Hogan Road Gresham, OR 97080 800-356-2799 503-661-3184 www.ss4horses.com

BUSINESS SERVICES

XOXOART & CO. 2823 Ehlinger Becker Road Fayetteville, TX 713-253-3869 979-966-2995 www.xoxoartandcompany.com

WOODZWAYZ

ACCESSORIES, JEWELRY, APPAREL-MEN'S & WOMEN'S, FOOTWEAR-BOOTS

ART, HOME DÉCOR

WOMEN'S, JEWELRY

WRANGLER

Y KNOT BRANDED, LLC

WESTMOOR MANUFACTURING CO. 4901 North Freeway Fort Worth, TX 76106 800-433-2888 www.panhandleww.com

APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

WHITE HORSE APPAREL CO. 109 West Pine Centralia, WA 98531 888-693-7837 360-330-0217 www.whitehorseapparel.com

WHITEHALL PRODUCTS

2112 Montgomery Street Fort Worth, TX 76107 800-874-6774 www.westernhorseman.com

PAPER GOODS, ART, GIFTSMISCELLANEOUS, BOOKS

260 F Street Phillipsburg, KS 67661 785-476-5601 www.facebook.com/the-westernwishbone-1376293835937052

WESTERN HERITAGE FURNITURE

WESTERN HORSEMAN BOOKS AND PRODUCTS

P.O. Box 75306 Phoenix, AZ 85087 623-742-7977 www.wyowest.com

WESTERN WISHBONE, THE

APPAREL-MEN'S & WOMEN'S, APPAREL-SPECIALIZED

HOME DÉCOR

WYOMING WEST DESIGNS

P.O. Box 147 Minocqua, WI 54548 800-850-9453 715-358-7010 www.wcpretail.com

JEWELRY, GIFTS-MISCELLANEOUS

GIFTS-MISCELLANEOUS

887 Hampshire Avenue Jerome, AZ 86331 928-639-1424 www.westernheritagefurniture.com

WILLOW CREEK PRESS

8786 Water Street Montaque, MI 49437 800-728-2164 800-728-5449 www.whitehallproducts.com

BUSINESS SERVICES, HOME DÉCOR

WILLIAMSON-DICKIE MFG. COMPANY P.O. Box 1779 Fort Worth, TX 76101 800-336-7212 800-263-1924 www.dickiesb2b.com

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR

P.O. Box 1083 Kremmling, CO 80459 970-406-8432 www.woodzwayz.com

ACCESSORIES, APPAREL-MEN'S &

400 North Elm Street Greensboro, NC 27420 888-245-9766 888-784-8571 www.wrangler.com

ACCESSORIES, APPARELCHILDREN'S, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, APPAREL SPECIALIZED

17815 Highway 126 Sisters, OR 97759 541-420-7774 www.ykbranded.net BAGS, ACCESSORIES, FOOTWEAR-FASHION

YETI COOLERS

WYO-HORSE JEWELRY P.O. Box 181428 Denver, CO 80218 877-763-3624 303-366-9616 www.wyo-horse.com

JEWELRY, APPAREL-CHILDREN'S, APPAREL-MEN'S & WOMEN'S, PAPER GOODS, GIFTSMISCELLANEOUS

5301 Southwest Parkway Suite 200 Austin, TX 78735 512-394-9384 www.dealers.yeti.com GIFTS-MISCELLANEOUS

YOUNG ESSENCE WYOMING CUSTOM LEATHER

1441 North Carolan Ave. Burlingame, CA 94010 650-697-8816 www.youngessence.com

ACCESSORIES, HOME DÉCOR, GEAR

APPAREL-OUTERWEAR

WYOMING TRADERS

ZESPI RUSTIC FURNITURE,

22 Heather Road Cody, WY 82414 307-587-4130 307-899-0790 www.wyomingcustomleather.com

P.O. Box 262 Afton, WY 83110 888-869-7955 307-885-7500 www.wyomingtraders.com

APPAREL-MEN'S & WOMEN'S,

INC.

ACCESSORIES, APPAREL-MEN'S & WOMEN'S, APPAREL-OUTERWEAR, AUDIO/ VIDEO

508 109th Street Arlington, TX 76011 817-633-6530 www.zespirusticfurniture.com HOME DÉCO

SPRING 2019 ★ WESTERN LIFESTYLE RETAILER

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