Shop Talk! January 2017

T H E L E AT H E R R E TA I L E R S ’ & M A N U FACT U R E R S ’ J O U R N A L

The

Fanciful

Work of Ukrainian Sergei Polevoi 28th Boot & Saddle Makers’ Roundup Better Business in 2017 JAN UARY 2017

1 JANUARY 2017

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S I NC E 1984

2016 Western Craftsmanship Symposium W W W . P RO L E P T I C. NE T

$6.50

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THE LEATHER RETAILERS’ & MANUFACTURERS’ JOURNAL

JANUARY 2017

FEATURES 16 Business Interruption Insurance 23 Sergei Polevoi Old World art 28 Even the Old is New Again 34 2016 Western Craftsman Symposium

16

45 Selling Your Business

34

Western Symposium

IN EVERY ISSUE 4 Laugh Lines 7 Hide Report 12 Goods & Services 51 News, Notes & Queries

23

Sergei Polevoi Published by Proleptic, Inc. • P.O. Box 17817 • Asheville, NC 28816 Ph (828) 505-8474 • Fax (828) 505-8476 shoptalk@proleptic.net • www.proleptic.net Read Shop Talk! online with links to advertisers and online information. www.proleptic.net ShopTalkLeatherMagazine

56 Classifieds COVER PHOTO: Love Bud Saddle by Rick Bean. Carved Fender Telecaster by Troy West.

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Shop Talk! is published monthly (ISSN 1547-0121) by Proleptic, Inc. Subscription rates are $36 annually, $39 (US) for Canada and Mexico, and $54 (US) for all other countries.

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LAUGH LINES Tickle Your

FUNNY BONE

who was a printer in Boston. At 17 he became a fugitive and ran away to Philadelphia.

Not a very auspicious beginning for someone who eventually became a printer himself, an author, a publisher, diplomat, and ambassador. He ultimately founded The University of Pennsylvania. He served as governor of Pennsylvania where he also established the first lending library in the US. Before the Revolution, he served as the deputy postmaster general for the British colonies.

After the Revolution, he was the first US Postmaster General.

We’re beginning this new year with

some old advice from perhaps the most accomplished Founding Father of our nation, Benjamin Franklin, who lived from 1706 to 1790. It’s hard to believe that someone who left school after attending for only two years, at the age of ten, probably founded more enduring schools, libraries, societies, and civic organizations than any other one American in the history of our country.

His father was a candle maker. After leaving school he was apprenticed to his brother

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During his life he did fundamental research on the nature of electricity and invented the lightning rod. He also invented bifocals, did original work in the field of demography, and charted and named the Atlantic Gulf Stream.

Franklin was one of five men who helped draft the Declaration of Independence. Without his work as a diplomat in France, it’s doubtful the United States would have been able to procure the loans needed for it to continue to fight Great Britain and ultimately win its independence.

Even the briefest summary of Franklin’s

accomplishments would take up many pages so this introduction to the great man fails to do him justice. However, perhaps your interest has been piqued enough to make you want to check out his biography the next time you visit your local library and find out more about the man who was called “the first American”. It should prove to be a fascinating read.

What follows are a few of the better known aphorisms that appeared originally in Franklin’s Poor Richard’s Almanack which he wrote under the name of Richard Saunders.

His advice and sometimes humorous injunctions can be understood as helping to shape the fundamental character of our American forefathers who valued hard work, self-reliance, modesty, intelligence, and frugality. How very far we’ve come. It was first published in 1733 when Franklin was just 27 years old. Not bad for a young man. Enjoy!

, E M I T R E D N UA E?

E LIF V O L U

HO T T S DO

Q S T O ON

THEN D

T’S

HA FOR T

IFE

FL F U T S THE

F.

DE O A M S I

He that falls in love with himself, will have no Rivals.

Necessity never made a good bargain.

Marry’d in haste, we oft repent at leisure.

God Helps them who helps themselves.

To lengthen life lessen thy meals.

Whate’ers begun in anger ends in shame.

Little strokes fell great oaks. [Most likely from Shakespeare.]

There never was a good war, or a bad peace.

Hide not your talents, they for use were made. What’s a sundial in the shade?

The most exquisite folly is made of wisdom spun too fine.

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JANUARY 2017 5

Three may keep a secret, if two of them are dead.

Love your enemies, for they tell you your faults.

If you would not be forgotten as soon as you are dead and rotten, either write things worth reading, or do things worth writing.

A friend in need is a friend indeed!

Speak little, do much.

Fish and visitors stink in three days.

Early to rise, m bed, and ea rly to akes a wealt man h hy, an ealthy d wise , .

Content makes poor men rich; discontent makes rich men poor.

There are three faithful friends, an old wife, an old dog, and ready money.

He that drinks his cider alone, let him catch his horse alone.

Clean your finger before you point at my spots.

He’s a fool that cannot conceal his wisdom.

Wink at small fa remember tho ults; u has such gre at one

s.

The World is full of fools and faint hearts; and yet every one has courage enough to bear misfortunes, and wisdom enough to manage the Affairs of his neighbor.

Fro m a ll o f u s h e re at Sh op Ta lk! to a ll y ou out th e re – A Ve ry H a ppy a n d H ea lt h y N e w Y ea r!

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YOU R G LO BAL PERSP E CT IVE

The Hide Report

Hide Report

LABOR SHORTAGES

PRICES LOWER TO STEADY A quiescence descends upon Santa’s busy hide traders worldwide as we approach the holidays so don’t expect too much change until several weeks into the New Year.

Heavy Texas Steers are down $1-2. Branded Steers remain steady. Butt Branded Steers dropped $2.50-3.00. Heavy Native Steers are steady. Northern type white tail deer averaging 10 lbs. and up are selling $8-9 FOB.

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Cattle Buyers Weekly recently reported that a shortage of both skilled and unskilled labor is the top issue currently for the nations beef producers.

That’s what packers told CBW in its annual survey of the top 30 beef packers. Markets access to global markets and food safety were other issues that packers cited. JBS USA is constantly searching for a full team of skilled coworkers in all its plants, says CEO Andre Nogueira. Steven Van Lannen, president and COO of American Foods Group, also cited a labor shortage as his top issue as did Agri Beef’s Robert Rebholtz. Engaging and retaining low skill level employees is the No. 1 issue for Terry Caviness, CEO of Central Valley Meet, sites maintaining a steady workforce and the increasing cost of labor as his No. 1 issue.

FEDERALLY INSPECTED SLAUGHTER Federally inspected slaughter for the period ending December 3rd, is estimated at 616,000 which compares to 556,000 for the same period a year ago. Due to the Thanksgiving holiday in late November, the kill was 551,000. To date, the federally inspected slaughter is 27,812,000 which is up 5.6% from last year.

WORLD SLAUGHTER Adult cattle slaughter was down 1% in the first three months of 2016 in the main countries monitored. The situation in Europe continues to be positive with an overall 3% increase. Slaughter grew for almost important countries in the area: France +1%, Germany +1%, United Kingdom +5%, Italy +5%, Ireland +3%, Poland +8%, Spain +1%.

In the rest of the world, increases continue to be recorded only in the US with a 5% increase while Argentina has had -5%, Brazil -3%, New Zealand -4%, and Australia -20%.

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JANUARY 2017 7

The Hide Report VIETNAM'S TEXTILES, FOOTWEAR, LEATHER STRUGGLING WITH ORDERS

INDIAN LUXURY MARKET TO GROW IN NEXT 3 DECADES

According to the Vietnam Textile and Apparel Association (VITAS), the first nine months of 2016 saw the lowest growth in 10 years for Vietnam’s textile and garment exports. The difficulties are caused by external factors such as the economies of some countries, Brexit, exchange rates, high borrowing expenses, and higher minimum wages.

High costs are causing a loss of competitiveness compared to goods from other cheaper emerging countries. . . .

The Indian luxury market, which is likely to have a compound annual growth rate of 25%, will blossom in the next two or three decades according to the CEO of the National Institution for Transforming India. The luxury sector is expected to grow from about $14.7 billion in 2015 too close to $18.5 billion in 2016.…

“With export orders, mainly leather shoe exports to Europe, but the European economy is less prosperous, causing issues with orders and inventory levels. This situation has led to many customers refusing to pay off their contract, making Vietnam’s difficult job even more so….”

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Sheer social demographics, growth of the economy, and rise of the very young population will enable growth of the large luxury market in India. The country is currently growing at the rate of 7.6% and the challenge is to record a growth rate of 9 to 10% per annum for three or more decades. India is also passing through a demographic transition as 72% of the country’s population is below the age of 32, a transition similar to the one that happened in Europe during 1946-64.

The Hide Report SPANISH LUXURY MARKET TO GROW 5.5% IN 2016 The Spanish luxury goods industry is estimated to reach €6 billion in sales in 2016, representing a 5.5% growth over last year. According to new research, exports will account for 52% of all sales of Spanish luxury goods. Domestic demand will grow 2% in 2016 while revenue from international sales will remain stable and account for 23.5% of the total.…

Fashion and accessories will be boosted by sales of jewelry and leather goods as “Made in Spain” products continue to gain momentum. In terms demographics, the majority of luxury goods consumers of (52.6%) are men and more than half of all consumers (55%) are age from 35 to 54 years old.

LOOKING AHEAD What role will the change in raw material prices play in the manufacture and sale of athletic leisure shoes? While consumers will not likely turn and run for more formal shoes, that he might play a larger role in athleisure. China, for example, reports that the raw material costs for synthetic leather, in particular including base cloth, poly resin, PVC, PU, DOP are increasing. Moreover, the Chinese synthetic leather index is up 44.57% cents January 2016. Is already having a positive impact on the line split market— could that extend to leather in general?

Shifts in the global economy brought on by political changes in a number of countries are a distinct possibility. They will likely factor into the operation of the supply chain and have an affect on prices.

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JANUARY 2017 9

2016 HIDE MARKET IN REVIEW Weight (lbs.)

October

November

to month

(early)

(early)

Heavy Texas Steers

66-68

$66-67

$69-71

Heavy Texas Steers (Hvy)

74-78

$70-71

Branded Steers

66-68

$61-64

$64-65

$64-65

$61-62

Branded Steers (Hvy)

70-72

$69-70

$74-75

$74-75

$66-68

Colorado Steers

66-68

$61-62

$63-64

$64-65

$57-58

Butt Branded Steers

66-68

$72-72.50

$75-76

$74.50-76

$69-70

Butt Branded Steers (Hvy)

74-78

$77-79

$81-82

$81-82

$77-78

Heavy Native Steers (Hvy)

74-78

$80-81

$83-84

$81-82

$77

Heavy Native Heifers

52-54

$57-58

$57-58

$59-60

$58-59

$54-56

$55-57

$56-57

$55-56

Selection

Branded Heifers

wts. vary month

52-54

$72-75

December (early) $71-72 $75-75.75

Price Last December (early) $52-63.50 $68-69

Heavy Native Cows

52-54

$39-41

$41-42

$43-44

$45-48

Branded Cows

52-54

$33-35

$33-35

$35.50-36.50

$34-36

Spready Dairy Cows

52-54

$50-51

$50-51

$53-55

$57-59

100-110

$48-01

$48.50

$52-59

$56-61

Native Bulls

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JANUARY 2017 11

Goods & Services JANUARY 2017

WOW!! Happy New Year to you! I hope it’s a great one! And we’re kicking it off by letting you about some great companies and the products they carry which we hope you’ll find useful! Enjoy!

Now—if you have a special you’d like us to mention or a new product, PLEASE DROP US A LINE AND THANK YOU! That’s FREE exposure, friends! So drop us a line at: Shop Talk!, P O Box 17817, Asheville, NC 28817, (828) 505-8474, e-mail: shoptalk@ Proleptic.net.

Thanks! And remember: if you can’t find it, WE WILL! *There’s a new leather supplier that come to town by the name of Frogjelly Leather. Don’t ask ‘cause I don’t know. But they’ve got some leather and they carry the full line of Angelus dyes, leather care, and paint products. They even carry a selection of leather mauls and mallets that they make so that’s something a little different. Very good pricing. They got a wooden burnishing stick which looks promising. I need one.

The Frog has some very clean looking European veg sides in 3/4, 4/5, and 5/6 oz.

Tasty. Some interesting oil tanned leathers. Also fur.

So you probably need to visit their web site and see what all they have—www.frogjellyleather.com. You can contact them at 7501 Hwy 287, Ste. A-1, Arlington, TX 76001, (817) 969-5150.

Get your frog on and get a’hoppin’!

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Goods & Services I bet if you’ve never seen a piece of Wickett & Craig latigo and someone showed you a piece you’d say, “My, my! That’s some purty bridle if there ever was any!” And you’d be wrong! It’s latigo but unlike any you’ve ever seen. First—it’s not a retan. It’s all veg. And the finish is so precise and consistent that you get extra good usage. It comes in 6/8, 8/10, and 10/12 oz. People like Hartman use it to make their fine bags and briefcases.

Just so you know—they keep a list of “Specials” posted on their web site: www.wickett-craig.com.

Contact: 120 Cooper Rd., Curwensville, PA 16833, (800) 826-6379. Making leathers since 1867.

The thing with W&C leather—it is always so consistently beautiful. It’s got a great feel. Very mellow.

They make exquisite leather that is certain to make your products all the better looking. They have some lovely harness in two different finishes. Their bridle is to die for! Wow! Plus their skirting and tooling leathers.

Pardner—have you ever heard of the “Black Stallion”? It’s one hoss of a machine being sold by Solar Leather in Arlington, TX. The Black Stallion is a special edition Cowboy sewing machine, CB4500. It’s glossy black with pin stripes. Parts have been coated with titanium nitride for an extra long working life. It will sew up to 7/8” with a 1” lift. Large capacity bobbin. Sounds like a brute!

Now—if you want, they offer some extras. They’ll paste the flesh if you want that. They will soften and emboss, etc. So if you want something a little different, why not talk to them and see what they have to offer?

Solar Leather carries the Black Stallion as well as its best-selling but unadorned brother the CB-4500. Same specs. The machine features a triple-feed mechanism: walking foot, needle feed, and feed dog.

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JANUARY 2017 13

Goods & Services Solar Leather has other sewing machines as well as a 16 ton clicker (Cowboy CB16), a leather splitter, and a strap cutting machine. So if you’re needing leather working equipment, better give Solar a call at (817) 366-8105 or write them at 2837 Galleria Dr., Arlington, TX 76011, (817) 366-8105, www.

Solar-Leather.com.

Sometimes, when you’re business for yourself, you can feel stuck and not quite sure what to do or

where to go. What you had been doing in the past doesn’t seem to be working like it once did. So what’s the answer? Over the years I’ve seen saddle shops and harness shops diversify and become more of a general leather shop, offering a wider diversity of products such as gift items, personal leather goods, and home décor which can be a pretty good seller depending where you are.

If you’re thinking about adding home décor to your shop, then one wholesale supplier you might like to know about is the B. S. Trading Co. which is located at 253 Loy St., Burleson, TX 76028, (817) 447-4433, www.bstrading.com.

B. S. Trading carries hair-on rugs in different colors and prints, furniture, home accents including old saddle trees, Tibetan sheep skins as well as horns, skulls, and mounted heads.

Miller Custom Leather & Tool Co. carries swivel knives made out of hardwood, acrylic, stainless, and brass. They have swivel knife blades and a whole bunch of different leather stamps in

828.665.7060 828.665.7067 fax 1.877.665.7060 order line bucklebarnusa@charter.net www.bucklebarnusa.com

BUCKLE BARN USA 145 Vanderbilt Terrace Asheville, NC 28806

14 JANUARY 2017

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WE ARE ONE OF THE LARGEST WHOLESALE BUCKLE DISTRIBUTORS

A huge assortment of styles and designs by USA Manufacturers • Licensed Buckles • Sport Buckles • Western Buckles • • Belt Strips • Heel Bar & Centerbar Buckles •

CALL TODAY FOR OUR CATALOG

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Goods & Services different sizes. They even make three weights of mauls—16/18, 20/24, and 28/32 oz. which cost $65, $75, and $85 respectively. Those are pretty good prices. If you need a 45o miter clamp, they have that for $150.

Get all the details and get a price list by contacting Miller Custom at 912 W. Veterans Memorial Blvd., Killeen, TX 76541, (254) 654-4906, e-mail: cdmiller4@msn.com.

There company motto is: “A cut above the rest!”

That would be Texas Custom Dies which keeps buying out other companies and keeps growing!

Now if you need a custom made clicker die or mallet die, then Texas Custom Dies is a good place to go but, did you know that they also keep a lot of dies in stock? They keep a good selection of spur strap dies on hand as well as dies for chap yokes, chap decorations, browbands, headstalls, and breast collars.

In addition to their clicker dies, they also make wooden rub end sticks, large rub sticks, and hardwood slickers. They also stock slot punches for straps, concho cutters, and even English strap punches at a real good price—1 ½” costs $35.

look no further than Consolidated Plastics. They offer a lot of different sizes, weights, patterns, and colors. They also have heavy duty cushion mats.

Contact: 4700 Prosper Dr., Stow, OH 44224, (800) 358-1001, www.consolidatedplastics.com.

Thoroughbred Leather in Louisville, KY, supplies leather to many of the major holster makers in the US. So if you’re a holster maker yourself, you might find out what they’re carrying and get a sample.

They may carry shoulders which some manufacturers prefer. They also have a real nice whole hide bison upholstery leather in two different finishes, very nice for bags and chaps as well as upholstery. Additionally, Thoroughbred has an American shrunken bison in 7/8 oz. in twelve colors. Very handsome leather! Lovely pebble grain.

For a full list of all their harness, skirting, bridle, and different latigo leathers, please contact: 177 N. Wenzel St., Louisville, KY 40206, (502) 3150315, www.leatherthoroughb@bellsouth.net.

So you better get yourself a catalog by writing: 400 Industrial Blvd., Suite #102, Mansfield, TX 76063, (817) 473-2522, e-mail: texasdies@outlook.com.

They are on Facebook, Instagram, and Twitter— whatever that is.

If you ever wanted to buy those nice big door mats with your company name and logo on them, then

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JANUARY 2017 15

Business Interruption Insurance: Do You Need It? If you’re like most small business owners, insurance is one of your least favorite topics.

The last thing you want to think about is buying extra

by LYNN ASCRIZZI, coverage. You’re STAFF WRITER probably paying a hefty enough premium for standard business insurance, anyway, a policy that you trust will cover most of the calamities that Mother Nature can chuck at you.

But, have you ever figured how long it might take to get your business up and running again if it’s hit by a fire, flood, tornado or hurricane, or, if a key supplier gets trounced by a similar disaster? Do you know how much money you’d need to pay the bills if your business were shut down for two days? Or, for two weeks? Or months?

Kind of dizzying, isn’t it? But the reality is that if your business gets hit, monthly bills keep coming in—rent or mortgage, taxes, electricity, phone, insurance, loans, suppliers. It’s why some businesses never survive the devastating impact of a major calamity.

“At least 25% of businesses that close due to a disaster do not reopen,” according to data from the Insurance Institute for Business & Home Safety.

“No. I don’t have business interruption insurance. I’ve talked to my insurer about it, and he explained it. I thought about it, and I didn’t think the cost was worth it..”

— Rusty Vallee, owner and operator, Maine Thread & Machine Co.

16 JANUARY 2017

SHOP TALK!

Typical property insurance, which you should have in place, covers only physical loss or damage to your business—your warehouse, workshop, office or store, machinery, and inventory. But it doesn’t cover lost revenue if a calamity causes your business to shut down, or if your workshop or warehouse gets destroyed and is in the process of being rebuilt.

It takes an extra insurance policy to fill in the gaps, one that will cover the income you would have earned during the time your company struggles to get back on its feet. It’s called business interruption insurance or sometimes, “out-of-business coverage.” It is typically packaged as part of your broader business policy and is relatively inexpensive.

On a positive note, most small businesses are covered by standard insurance. Ninety percent of small businesses surveyed by the National Association of Insurance Commissioners (NAIC) have property and liability insurance, and 61% have workers’ compensation.

The rule of thumb is, as a company grows in revenue and employees, so does the likelihood of it needing and having full business coverage. That rule is particularly true when it comes to business interruption insurance. Only one-third of companies with revenue under $1 million have such coverage, compared to 48% of businesses with high revenues.

And, only one-third of businesses with less than twenty employees have business interruption policies, compared to 60% of firms with twenty to ninety-nine employees, the

NAIC survey shows.

In short, the smaller the company, the less likely it has extra business coverage. Why? Rusty Vallee, owner of Maine Thread & Machine Co. of Lewiston, Maine, summed it up for many folks who run small companies: “No. I don’t have business interruption insurance,” he said, of the three-generation family business that makes waxed thread for hand sewing and has eight employees. “I’ve talked to my insurer about it, and he explained it. I thought about it, and I didn’t think the cost was worth it.

I didn’t want to pay for that peace of mind. We have lots of insurance— workman’s comp—and taxes. It’s just another thing piling up,” he said.

wait until the last minute,” he reflected, meaning, that most people don’t like to think about possible calamities. “I’m too much in that category,” he said.

There’s another reason why many small business owners steer clear of interruption insurance. It’s not a simple process. For one thing, you need to document current net income in order to get it. “An insurance company will want to look at the company’s income for a period of time [usually one to two years] before the loss and use that figure to project a monthly average of what the earnings would have been. The business owner will be expected to — Daniel Bayerdorffer, provide documentation to prove the VP Numberall, Inc. income and expenses for this compensation period,” according to information from United Policyholders (UP).

“I’m definitely glad to have business interruption insurance.

It was good for me to review the policy.”

Ivan Martin, shop manager for Aaron Martin Harness, Ltd. of Wallenstein, ONT, Canada, a company with nine employees, said they also do not have an out-of- business policy. He had another take on the subject. “It’s human nature to

Also, people may underestimate how much revenue they would need to pull out of a disastrous mishap. For this reason, experts advise that an interruption policy cover more than a few days.

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JANUARY 2017 17

And there’s the extra cost. Generally, annual rates for interruption insurance vary, depending upon the size of the business and the amount of revenue a company generates.

Policies range from $750, or less, to $10,000, or more, annually, depending upon business size, according to www.entrepreneur.com.

Rates also reflect your location. If you live in tornado alley or on the coast, expect costs to be higher. For many small businesses, rates may be lower than you think. [Editor’s Note: Proleptic’s cost for business interruption is minimal.]

“Having a good insurance broker is like having a good CPA (certified public accountant) looking after you.”

Finally, a basic interruption policy doesn’t take care of every possible disaster. To get the right coverage, you must wade through policies, assess business needs, check for exclusions, and decide whether or not a special rider is needed such as “utility loss” or perhaps “extra expense” in the event that a building replacement will cost more because of new codes and materials. All this takes time and must be carefully thought over before you sign on a dotted line.

“At this point, I have made no decision on purchasing business interruption insurance,” said Thom Stevenson, shop manager for Precision Saddle Tree, located in Yoakum, Texas. The workshop suffered a catastrophic fire in early October 2013, but through extraordinary teamwork, the business got back up and running pretty quickly.

REVIEW YOUR POLICY Whether or not a company wants to front the cost for extra insurance over and above its standard policy depends upon what kind of business is being run and what’s at stake. That’s the view of

— George Felman, senior partner International Sheepskin & Leather

Daniel Bayerdorffer, vice-president of Numberall Inc., of Sangerville, Maine.

“Our business is such that, if something like a fire happened, it would take us a long time to get back into business and make our products— mostly because we would have to reproduce jigs and fixtures,” Bayerdorffer said. Numberall, which manufactures machines that stamp indented letters and serial numbers, dates and product codes on a whole range of products, operates in a historic, three-story, 20,000 square foot wooden structure and has eighteen full-time employees.

“To be quite honest, we’ve had the [business interruption] policy before I got involved in the family business, about 10-15 years ago,” he added.

For that reason, he had not read the company’s insurance policy in a long time, he admitted, so first, he wanted to make absolutely sure of that extra coverage. As he checked, he took time to read the policy carefully, he said.

“It’s been fifteen years that we’ve had the same insurance company. They’ve been a very good company for claims. I’m definitely glad to have business interruption insurance. It was good for me to review the policy,” he said.

Currently, Numberall insures with Liberty Mutual.

“Percentage wise, business interruption insurance is maybe 10% of the cost of our overall business insurance,” according to Bayerdorffer. Thankfully, the company has not suffered the kind of disaster, to date, that would have put them in need of filing a claim.

ON INSURANCE BROKERS George Felman is senior partner of International Sheepskin & Leather (ISL), based in Vernon, CA, a business that includes its sister company, Nature’s Products (NP). The two companies are leading wholesale distributors of sheepskin and leather products. In May 2014, they launched a wholesale branch in Philadelphia, PA.

18 JANUARY 2017

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JANUARY 2017 19

“It’s good to know about this kind of insurance. It’s good for budgeting purposes. . . . I want to check with our insurance company to see what is covered under that kind of insurance and what the exclusions are. We had not looked into it before. Maybe we should have, but we haven’t.”

subject. Such was the case with Don and Carole Weidner, co-owners and operators of Ansür Saddlery Northwest, LLC, of Washougal, WA. The company has twelve employees.

“It hasn’t been offered,” Don Weidner said of his agent. “Interestingly enough, Carole and I just spoke about reviewing our insurance. We just got the annual notice of coverage and changes to coverage. It’s time to check the policies.”

He quickly caught the gist of what this extra insurance was all about and began to imagine a couple of “what if” disaster scenarios.

“I’m sure it’s part of our overall package,” Felman said, regarding interruption insurance. “It’s a normal thing to throw in there. . . . It’s important to have a good insurance company you can trust in.” He uses an insurance broker to handle the company’s insurance needs and claims.

“Say, an earthquake opened a huge chasm in front of our business—we live on that good ol’ ring of fire. We’re covered for flood, liability, fire— but what if something happened between us and the highway? And, standard insurance won’t cover it? Or, let’s say all the UPS workers go on strike.

They did that one time in the early ’80s, right at Christmas time. It left every merchant without a FedEx account twisting in the wind.”

His advice: When it comes to insurance—shop around. “Our insurance broker shops for the best rates. We had one of those big, luxury [insurance] companies that charged the highest rates. We found it was no longer competitive, so we switched to another company. . . . Having a good insurance broker is like having a good CPA [certified public accountant] looking after you.”

Subsequent to our conversation, Don called their insurance company who sent a request to its underwriter to find out how much a business interruption policy would cost, if they wanted $500,000 coverage for the saddlery. In turn, the underwriter looked at their business operation, such as volume, levels of protection, what geographic perils they’re exposed to, and the like.

Business insurance, he noted, is not like car insurance, where the rates stay the same or can go down. “Business insurance goes up. A good broker can shield you. He can negotiate rates, if you are a good client. You don’t have to deal with an insurance company when making a claim. You call your broker,” he said.

“Whoops! It would be an added $465 per year. . . . Actually, it was lower than I expected. That coverage was for actual loss incurred, including inability to make a product,” Weidner said.

— Don Weidner, co-owner & operator of Ansür Saddlery, LLC

Because of the nature of his business, he was not overly concerned about extra insurance. “If I didn’t have business interruption insurance, I wouldn’t lose sleep over it. We’ve been fortunate. We’ve had no fires. Our products are not that flammable,” he explained.

NOW THAT YOU MENTION IT If you’ve never heard of business interruption insurance, you are not alone. Surprisingly, insurance agents don’t always bring up the 20 JANUARY 2017

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Did they sign up?

“We’re going to take it under advisement,” he said, meaning, they’re going to think about it. “It’s good to know about this kind of insurance. It’s good for budgeting purposes,” he added. “I want to check with our insurance company to see what is covered under that kind of insurance and what the exclusions are. We had not looked into it before.

Maybe we should have, but we haven’t. But, for our upcoming policy renewal? Probably not,” he said.

At A Glance According to the American Insurance Association (AIA), an insurance industry trade organization, “business interruption coverage is a tightly constructed part of broader commercial insurance policies. There are four critical elements to business interruption insurance: “It is only triggered in three limited circumstances: 1. There is physical damage to the premises of such magnitude that the business must suspend its operations.

2. There is physical damage to other property caused by a loss that would be covered under the company’s insurance policy, and that damage totally or partially prevents customers or employees from gaining access to the business.

3. The government shuts down an area due to property damage caused by a peril covered by the company’s insurance policy that prevents customers or employees from gaining access to the premises.

“Even after a covered event, most policies have a waiting period of several days before business interruption coverage comes into play. Once it is in play, the coverage is not retroactive to the day of the event.

for lost net income, temporary relocation expenses (designed to reduce overall costs), and ongoing expenses such as payroll that enables businesses to continue paying employees rather than laying them off.

Business interruption coverage is not a blank check for every business disruption.

• “Coverage is not open-ended. Coverage is available only for as long as it is necessary to get the business running again, and usually not longer than 12 months. In addition, the business is required to prove all business interruption losses to its insurer.”

Source — American Insurance Association

For more information: American Insurance Association (AIA) 2101 L Street, NW, Suite 400 Washington, DC 20037 Tel: (202) 828-7100 Fax: (202) 293-1219 www.aiadc.org

• “Coverage is limited. Specifically, after the waiting period expires, coverage is provided SHOP TALK!

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AIA has useful information for policyholders, such as how to make filing a claim easier after a catastrophe and how homeowners and businesses can prepare, recover, and rebuild from natural disasters.

United Policyholders (UP) 381 Bus Street, 8th Floor San Francisco, CA 94104 info@uphelp.org www.uphelp.org United Policyholders is a non-profit organization that aims to empower the insured; they don't take money from insurance companies. Their advocacy programs help answer questions on insurance matters for both individuals and businesses, such as Roadmap to Recovery, which offers free tools and resources to help solve insurance problems that can arise after an accident, loss, illness or other adverse event. Membership with UP is free; members can view expert answers to insurance questions online.

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Sergei Polevoi: Old World Art Meets Western Style in Ukraine

by Liisa Andreassen with Nick Pernokas, Senior Feature Writer SHOP TALK!

JANUARY 2017 23

“Leather work has been an interest of mine for a long time, and I started creating my first pieces after having watched a lot— and I mean a LOT—of YouTube tutorials to learn the skill and intricacies of tooling leather.” that my father found and threw away,” says Sergei.

Sergei Polevoi, Artist

It’s a lucky break for leather lovers that Sergei Polevoi had limited entertainment options while growing up in Turkmenistan, a country in central Asia. If there had been more things to do, he may never have discovered his passion for leather art.

“There was only one TV channel that broadcast in Turkmenian and I did not understand the language,” Sergei says. “The favorite pastime for children was this game that involved sheep bones—somewhat of a cross between horseshoes and bowling. Absolutely everyone was deeply engaged in it and played the game. So did I. Sometimes successfully; sometimes not.”

Reading opened a world to Sergei that he felt welcomed in. A self-proclaimed historical fiction bookworm, he read everything he could find from writers such as Walter Scott, Arthur Conan Doyle, Alexandre Dumas, Henryk Sienkiewicz, and James Fenimore Cooper. Sergei made the characters come to life with modeling clay, sculpting Indians, cowboys, horse, and medieval knights in armor. He enjoyed drawing these worlds too.

“I was especially interested in weapons—both firearms and edged weapons—that I would sculpt, draw, make out of wire or lead. I even designed and created a revolver gun model in high school 24 JANUARY 2017

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Sergei went on to earn a degree in biology from Kiev State University. He married, and his wife teaches high school chemistry.

One day Sergei stumbled upon a YouTube video about weapon making and decided to give it a try. While he found that he could not make the firearms, he still enjoyed making the rigs (holsters, gun belts, etc.) for them.

“As with all art I have ever done, I am completely self-taught,” the 53-year-old Sergei explains.

“Leather work has been an interest of mine for a long time, and I started creating my first pieces after having watched a lot—and I mean a LOT—of YouTube tutorials to learn the skill and intricacies of tooling leather.”

After Sergei, now a resident of Ukraine, had been watching You Tube tutorials for about six months,

he purchased some “cheap” Chinese stamps. He began tooling on some leather he had obtained locally. Soon he became frustrated because his tooling did not look as good as what he saw on the Internet. Sergei went back to You Tube to see where the craftsmen he admired got their tools, and soon he began to order higher quality tools from China, Tandy, and Barry King. He bought some good

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swivel knives and blades from Japan. Sergei bought books from leathercraftlibrary.com and soon his work began to look like the artists he had admired.

and different types of paints,” says Sergei.

Right now, Sergei’s top seller is one that was totally unexpected—dog collars. He doesn’t have any orders for cats, at least not yet.

Finding good vegetable tanned leather was a problem.

Sergei uses leather from Brazil, the USA, and Spain. He has to get what is available through regional merchants and often there is not much choice.

Sergei says that his passion really lies in making Western style gun rigs. His holsters are completely custom made to each person’s preferences and needs. He loves working with people to design a perfect rig just for them.

Today his colorful leather products are available to the world. They can be ordered on the Internet or through his daughter’s family in Minnesota. They range from holsters, and belts, to wallets and cases for anything you can imagine.

Many have traditional carving patterns combined with skulls, or fanciful creatures.

“I always learn something new through the process, and I get to interact with some incredible and very interesting people,” Sergei says. “I think it’s a sensual experience—picking out leather accessories. It’s important to touch, feel, and even smell it.”

“People ask if I could do this or that pattern. Many people want a skull. It is fashionable.”

All stages of Sergei’s work are done by hand. He works in his home workshop which is set up on his balcony and has natural light which he says is key.

Sergei cuts the leather, carves, stamps, dye, and sews everything by hand. Sergei likes the fact that this type of leather work is unique and two pieces never look identical.

Sergei’s signature look is a carved item that is then painted or stained. This is all part of his search to always create something new.

“I like to experiment with color combinations of different tints

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26 JANUARY 2017

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Tackling each project in stages, he starts with a drawing. Next, Sergei cuts the leather parts out of cardboard and then transfers those pieces onto the leather. He then cuts the pattern with a swivel knife and use stamps to refine the design and small details. At that point the tooling is done, and he moves to conditioning and dying the leather.

Each stage has many steps to it and the time from start to finish depends on the complexity of the piece. Sergei admits that sewing is not his favorite part, but he loves the finishing part which involves creating different braids along the edge. He likes exploring the different styles, and levels of complexity, of braids.

mands a lot of time and mental energy for creating a design and mapping out the production process.

I hope that the current owners of my works will pass them down to their families one day.”

Based on the unique beauty of his pieces, Sergei’s work will become heirlooms for many families in the future.

Sergei goes by Serge Polevoi, a translation of the original Slavic name, on some of the English language websites. Right now he has a shop on Etsy and Custommade, but he always seeks out ways to have face time with people.

“I started the leather carving business for my soul first, then the money.”

To learn more, visit:

When he works, his wire haired dachshund, Maori, is always by his side.

https://www.etsy.com/shop/SPnaE?ref=hdr_ shop_menu

“I’m sure he thinks he’s helping, but mostly, he just steals and chews on leather strips,” Sergei jokes.

Sergei says that even he cannot replicate one of his pieces perfectly. There will never exist two identical Polevoi wallets or dog collars. All of Sergei’s pieces are unique, tailored in size, colo, and even functional details. Since he makes anything from small pieces to complete gun rigs, prices range from $75 to $600.

“This is the beauty of owning something handmade,” he says. “Each item is unique, and de-

https://www.etsy.com/shop/ yWiseChoiceOgain.com https://www.custommade./by/serges-carvedleather-old-west/ Contact: Sergei Polevoi c/o Alla and Erik Jones 923 James Avenue Saint Paul, MN 55102 polevoisp@gmail.com

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JANUARY 2017 27

Even the Old is New Again

by Jerilyn Martin, Contributor

It was great to see old faces and meet so many new ones at this year’s Boot & Saddle Makers’ Roundup in Wichita Falls, Texas. This year marked the 28th annual Round-Up and also the re-introduction of the Saddle Contest thanks to Pebble and Robert Brown of Brown Boot & Saddle.

Don’t let the name fool you. The Roundup may say “boot and saddle” but more and more types of leather workers are coming out to the show to meet vendors, buy supplies, and rub elbows with some real pros. The resounding echo throughout the two-day show was that most vendors had at least a good handful of customers who were just getting started in leather work and many who had found their niche in holsters and sheaths or wallets and clutches, and then there were the sons and daughters who’ve grown up in trade finally stepping out on their own and trying their hand at something new.

The grapevines were in full force during the Roundup and full of lots of talk about new techniques, new technology, blending the old with the new, and the survival of the ups and downs.

Yes, the tried and true just can’t be beat, but in today’s tech savvy world, it takes adaptation and fresh ideas to compete and keep up with the pros who’ve been at it for so many years. Ideas like tattooing, burning, and now 3-D printing are becoming more used in this new generation of leather work.

Take, for instance, the team at Maker’s Leather Supply. Aaron Heizer, who purchased the company name in 2015 from Chris Andre, says that they strive to add new items to their inventory in an effort to stay ahead of the game. This year they have been successful at not only offering new classes and seminars, but making a special beading loom that works hand in hand with leather items.

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The loom is longer, allowing the operator to weave inlays into belts and wrist cuffs. Traditional bead looms are typically smaller and used mostly for jewelry items. The custom loom sells for $85 plus shipping, and here is what you can do with it – Janie Sue Adair alongside Aaron have decided to offer a one-day class for bead weaving and leather inlay which will allow you to walk away with a finished piece. Other products they carry include Blue Guns, pattern packs from Tanner Custom Leather which include eighteen belt patterns.

They also carry twenty colors of Angelus dyes and paints.

In stark contrast to an ever-growing product line, you have Huberd’s Shoe Grease that has been using the same recipe and making the same product line for over ninety years. The water proofer still comes in the same tin can and with the original logo on the outside.

Even though the company is no longer owned by the Huberd family, the original formula is still used by the Hagwoods who currently run the business in Arizona where they loved it from its home in

Oregon when since they purchased it in 2004. In 1921 Mr. Huberd created the beeswax shoe grease for loggers to help keep their boots dry in the Great Northwest winters. The recipe contains no animal fats, no solvents or additives and has survived the test of time.

Clay Miller of Miller’s Custom Leather & Tools, who actually shares the shop with Aaron at Maker’s Leather Supply, has a custom line of tools that he is continuously improving upon. In an effort to make a more budget friendly swivel knife that fits better, Clay has finally has a new model.

The finger saddle incorpo-

rate two bearings for smooth action. The barrel itself is 2” and, with the yoke and blade added they can be adjusted from 3 ½” to 4 ¾”. The knives cost $85 plus shipping and come with a blade of your choice. Working closely with Aaron, Clay has also designed a tool especially made for holster makers he calls the Heizer Holster Tool which is used to mold and bone holster.

They are available in three sizes and cost $110 each. Clay makes many other tools like stamps, bevelers, leather handled mauls, and a 45 degree angle miter clamp that sells for $150 which holds two pieces of leather together to help sew a box corner.

Lots going on with new companies as well as companies

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of long standing companies like Texas Custom Die which in the last year has purchased of two major die companies including Kasper Die. The growth has allowed them to acquire a large number of new customers. Hansen Western will soon be carrying the Walsall Hdw. product line. Loy Ceuller with C-Loy is expanding his inventory and clientele, so much so that there has been talk of expanding his facility to accommodate storage. And now Loy has his wife working with him as well.

Alexander Blackshear, with a fairly new company Solar Leather, has seen triple growth in the last year and has recently introduced a new machine, the Black Stallion.

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This special edition has hand painted pin-striping, and no two machines are the same. There is a limited quantity available of the CB-4500 that boasts golden coats of titanium nitride which help parts last for many, many years. A complete package goes for $2,895 which includes the pedestal. Optional attachments are also available including the saddler’s attachment package for an extra $400.

“Solar Leather, has seen triple growth in the last year and has recently introduced a new machine, the Black Stallion. “

When you think of the words “frog” and “jelly,” you may not necessarily associate leather in the same sentence. But Frogjelly Leather, based in Arlington, TX is making big strides in the leather world.

With a combined seventy-five years of industry knowledge, the team at Frogjelly is taking off running since starting off earlier this year.

Katherine Mackai, sales manager, said their inventory consists of top grain chrome tanned odd lot sides which are heavily discounted. Sides range from 17 to 24 sq. ft. and are approximately ¾ oz.

They also carry a variety of pelts and printed cowhides, motorcycle leathers, Angelus products, and their own line of mauls.

Whether you work with boots, saddles or other goods, this year’s Roundup had something for everyone. Whatever kind of leather a person was in the market for, it was available. There were over ten booths offering a wide variety of hides, furs, pelts, skins, exotics—you name it. For instance, Kelly-Larson Sales had a beautiful zebra skin and these funky hair-on springbok hides that look like mohawks.

American Deer & Elk, whose hides come from Montana and are tanned in the USA, had this special order hair on bison that was about 40 to 50 sq. ft. and runs about $700 with a limited quantity available.

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Wanting something that’s a little more wild and crazy? B.S. Trading Rug, LLC might just have what you need. They carry hair-on natural hides as well as their acid washed with design print hides that are typically used for upholstery and home décor. Larger cowhides average about 30 sq. ft. and range from $350 to $500. Included in their inventory are finished placemats, coasters, pillows, foot stools, and more.

AA Horse Tack also carries a line of odd lot printed hair-on calf hides that average about 5 to 6 sq. ft. at $25 each, and some alpaca hides that were $20 each.

How can you make those crocodile or ostrich boots without getting some skins from the guys at either Van Amburg Leather or the Ostrich Alligator Market?

Now it just wouldn’t be a Boot and Saddle Maker Roundup without some boot/shoe supplies and tack/hardware. Jeff Ballard at Thoroughbred had bridle leather that sells in 3/4, 4/5, and 6/7 oz. at $8.20/sq. ft.

Hansen Western carries a variety of conchos and offers custom buckles.

Lisa Sorrell was fully stocked with lasts. Eddie Kimmel and son-in-law Heath were demonstrating their machine that helps turn boots right side out. Clever idea fellas! Jim Rider at High Tech Tack has developed what he calls the Rider Safety Buckle, the first of its kind he says.

The self-locking stirrup adjustment buckle and sleeves can accommodate different heights and buckles may be purchased wholesale.

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If the supplies and contest weren’t enough reason to attend the Roundup, the seminars added sprinkles to the cake. This year there were seven classes offered by different masters. Seminars ranged from tips on working with ostrich to digital stitching and Q&A advisory panels. And even if you missed the seminars, the pros at the show were more than willing to show off machinery and share trade secrets like Bo Riddle here working on the Cobra MP Finisher with a group of attentive bootmakers looking on.

So in conclusion, if you have never been to the Roundup, you’re missing out! Great people, great products, something for everyone. This event is held during the first weekend of October each year so mark your calendar NOW and don’t miss out next year. See y’all there!!

Contact Information: AA Horse Tack Co. P.O. Box 821606 Fort Worth, TX 76182 (817) 485-7689 American Deer & Elk 1713 Willox Court, #B Fort Collins, CO 80524 (970) 988-5882 B.S. Trading Rug 3605 South Cooper St. Arlington, TX 76015 (817) 419-7847 C Loy’s Leather 11394 James Watt Dr., #410 El Paso, TX 79936 (915) 239-9102

Frogjelly Leathers 7501 Hwy 287, Ste. A-1 Arlington, TX 76001 (817) 969-5150 Hansen Western Gear 725 Townhill Rd. Oakdale, CA 95361 (209) 847-7390 Huberd’s Shoe Grease P.O. Box 2052 Snowflake, AZ 85937 (800) 366-5723 Kelly-Larson Sales 1812 Reliance Pkwy, Ste. G Bedford, TX 76021 (817) 399-0044 Leather Machine Co 2141 E Philadelphia St. Ontario, CA 91761 (866) 962-9880

Maker’s Leather Supply 912 Veterans Memorial Blvd.

Killeen, TX 76541 (913) 787-1019

Sorrell Custom Boots/ Sorrell Notions 217 E Oklahoma Ave. Guthrie, OK 73044 (405) 282-5464

Miller’s Custom Leather & Tools 912 Veterans Memorial Blvd.

Killeen, TX 76541 (254) 654-4906

Texas Custom Dies 400 Industrial Blvd., Ste. 102 Mansfield, TX 76063 (817) 473-2522

Ostrich-Alligator Market 381 Dayton Blvd.

Melbourne, FL 32904 (954) 873-1957

Thoroughbred Leather 177 North Wenzel St. Louisville, KY 40206 (502) 315-0315

Solar Leather 2837 Galleria Dr. Arlington, TX 76011 (817) 366-8105

Van Amburg Leathers 143 Cedar St. Blackfoot, ID 83221 (208) 785-0800 Results for Boot & Saddle Contests cont. on p. 41f

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The 2016 Western Craftsmanship Symposium

by Nick Pernokas, Senior Feature Writer

For the past eighteen years the National Cowboy and Western Heritage Museum in Oklahoma City has teamed up with the Traditional Cowboy Arts Association to produce the definitive exhibition and sale of the cowboy arts. These items include spectacular saddles, braiding, silver work, bit, and spurs. The sale brings some of the highest prices for new work in the world. In previous years there have been different programs, like workshops, to give a chance for the TCAA members to share some of their knowledge.

This year the focus shifted with the inaugural

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Symposium attendees were treated to an early view of the Cowboy Crossings exhibit at the Museum. A fully carved roping saddle by Troy West is in the foreground.

Western Craftsmanship Symposium. Instead of sharing knowledge about leather work, the elephant in the room was addressed. That elephant can best be explained by a joke that was repeated several times over the two days.

“How can you tell if a saddle maker is successful?”

Answer: “His wife has a good job.”

In other words the question that faces many of us

was discussed: How do you prosper in the cowboy arts? The program was a give and take between a panel of artists and business experts and the sixty craftsmen in attendance. Most were seasoned craftsmen who already know how to produce a high quality product and have discovered that that is not enough.

The program was opened by TCAA president Nate Wald and Museum CEO Steven Karr.

“The West is deeply ingrained in this institution,” said Steven. “Running a museum is not an art, it’s a craft. Making the beautiful things to put in the museum is an art.”

Chuck Stormes and Cary Schwarz were next and discussed the history of the western trades. Chuck reflected on the changes during his lifetime which include the loss of the large high quality shops and the emergence of the small, one-man, shops. This has made it more difficult for craftsmen to learn a trade through apprenticing since repetition and volume lead to developing the skills necessary for more difficult projects, and this just isn’t available any more.

Cary also mentioned that artists at one time trained their whole lives in one medium to get good at it. Today the trend in many artists is to be a creative entrepreneur who does many things.

The public has picked up on this, and what they consider “art” may not have the depth it once had.

This creates a situation where mass produced, “almost as good,” products can be accepted by the public as high quality. The custom maker may be tempted to price down to compete with this, but he should be aware that he does not operate in a vacuum. By setting his prices lower, he affects what other craftsmen can charge.

A professional needs to be professional. He needs to know why he does what he does, he needs professional photos on his website, business cards, a logo, and a letterhead. His pricing should reflect a realistic level for making a living. He should display an attitude of abundance or, in other words, “dress for success”. He should always try to be improving his skills as well as improving his communication with customers.

The other change which has occurred is the switch to one man doing all the work. At one time, the saddle maker just built the saddle, the stitching man sewed it, the cutter cut out the parts, and the stamper tooled it. Most trades were like this. When Chuck was starting out, he bought out an old saddle maker’s tools. There was no draw gauge included in the set, and Chuck asked him where it was. The old man told him that he’d never had to strip out a strap.

Today’s craftsman has to do everything related to the product including pricing, advertising, setting hours, and bookkeeping which can create a conflict between being a craftsperson, focused on the trade, and being a businessperson, focused on making money.

“We find ourselves in full retreat,” commented Cary.

Cary attributed this to the agrarian background of many western craftspeople who tend to be an introverted group of people, preferring to be alone in their shop and working. This can result in self sabotage by way of too much modesty and lack of self promotion.

TCAA founding member Cary Schwarz spoke on the importance of being professional and managing one’s time efficiently.

According to Cary, profitability lets you work on your quality rather than watching the clock so you can pay bills. More artistry lets you create a more unique product that can’t be replicated in a factory, whereas strictly utilitarian products can be.

The comments from the floor were just as good.

One observation was made that craftsmen are selling a piece with some emotional attachment for the buyer as well as the seller. “People are attracted to a piece of your art because of its beauty, but they purchase it because of your story,” commented one attendee.

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J. Kent McCorkle is in the investment business. He quickly cut to the chase. “Relationship management success is a measure as decided by others,” said Kent. “Satisfaction is a measure decided by you.”

“Ethics allows you to make decisions contrary to short-term interests, in order to accomplish long-term goals,” said Shep. When dealing with customers, Shep summed it up with the Golden Rule: Treat others as you want to be treated.

Seventy percent of a customer’s buying experience is based on how he feels he’s being treated.

This requires authentic personal interactions with the customer both before and after the transaction. People engage in repeat business with someone they like. Decide what is special about your product and cultivate your customers for it accordingly.

“The customer is not always right, but he is always the customer.”

“Say what you will do, do what you say,” said Kent.

“Under promise and over deliver. Be authentic.”

Being authentic means that you need to show some of your real self to your customer.

Shep Hermann spoke brilliantly on the question of ethics in the business world. He challenged the audience to come up with their own answers. Shep believes that ethics are function or reflection of a person’s priorities. For example, if a person puts his own personal happiness first, then he will not achieve other possible goals—he limits himself by his decision. If it is money, then a person may be able to address his business issues accordingly.

If family is at the top of the list, they will resolve family problems first. People always make their choices according to their personal priorities, and these are their ethics. Shep listed some priorities that he felt contributed to good ethics, and they were, in order: family, career, job, and community.

Ideally, two people with the same ethics can work well together.

Don Bellamy, financial advisor for the TCAA, spoke next.

“The TCAA is not here to tell people how to price but to be a resource,” said Don. Most businesses, like large auto companies, have price increases every year. They also add features every year. The craftsman needs to do the same but, as he increases the price, he cannot outpace the quality. It must be improving to justify the price.

Bit and spur maker Wilson Capron also spoke on this subject and asked the crowd if they ever noticed all of a sudden that they weren’t making enough to pay the bills. A lot of heads nodded.

The difficult question about pricing came up and Wilson said one rule of thumb is to charge three times what you pay your employee.

A common formula for pricing that is used by several large companies in the U.S. is: Labor + Materials = Cost Cost x 2 = Wholesale Cost Wholesale Price x 2 = Retail Price Or: Materials +Labor +Expenses + Profit = Wholesale x 2 = Retail Even if this formula is not realistic for your market, you should work towards this.

With a small profit margin, you can’t cover yourself if something goes wrong. You have to pay yourself, and you can’t survive if you’re competing with Wal-Mart. Your prices must also be consistent wherever you sell your products. They have to be the same at trade shows, auctions, or in your store. Inconsistency in price creates distrust in your customer.

One of the things to avoid is having a red light sale. Once you do this, you’ll always have to manipulate your customer. This goes back to not competing with Wal-Mart.

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Noted leather worker and painter Jim Jackson along with sculptor Paul Moore and Nate Wald emphasized the need to constantly be improving your work. Your pricing should also increase along with your quality. Jim Jackson said, “Art is subjective, but when you create a special piece, it should cost more.”

Wilson Capron noted that a customer is paying for both his skills and the experience that he brings to a piece when he builds it.

Silversmith Scott Hardy spoke on the importance of setting goals. He broke them down into Personal, Professional, and Financial goals. This helps you to know where you’re going and what your plan is to get there. These can be broken down into long-term, short-term, and daily goals.

They should be obtainable and measurable. It’s important to write them down. The difference between a dream and a goal is the act of writing it down and making it concrete.

A lot of ideas were traded over muffins and coffee.

said Paul. The second day was as informative as the first. Cary Schwarz began with a talk on time management. He delved into the problem many of us have which is too much sensory input from our digital society. This can produce a “divided mind and divided time”.

“Decide what is important and what is merely interesting,” said Cary.

Cary allocates three hours in the morning to deep focused work where he won’t answer the phone or get involved in disruptions. He does the same in the afternoon. He returns calls and e-mails after 4:00. It’s not how many hours that a craftsman puts in but how many productive hours. He assigns a manila folder to each job and customer. Cary keeps track of his time on it and puts the drawings and patterns for that job in it.

Canadian silversmith Scott Hardy gave an excellent talk on setting goals.

Paul Moore, Jim Jackson, and Nate Wald emphasized that a craftsman needs to constantly educate himself and that he should be familiar with his trade around the world, not just in his backyard. A craftsman must look at other work to gain inspiration, not to copy it. He can’t get in a rut. The maker must constantly upgrade his tools as he can. He should always be open to new ideas from unusual sources.

The conversation then moved into marketing with Steve Bell, the owner of Eclectic Horseman Magazine, and Brian Lebel of Brian Lebel’s Old West Show and Auction as well as the High Noon Show and Auction. Steve went into great detail on the various ways the craftsman can advertise digitally, especially through social media. The web is community driven and has allowed people from around the globe to create content. With the average person spending fifty minutes a day on the web, it is a relatively inexpensive way to go.

If you spend some money on the Internet, you can target specific customers. There are over two hundred social media platforms but Facebook is number one. Traditional niche magazines are still an excellent way to target a specific audience though.

“A pyramid with a wider foundation will go higher,”

Brian said that honesty is an important factor

Dr. Morgan McArthur, a fantastic motivational speaker, talked of the importance of becoming honest with your goals. He stressed not being afraid to change them. Dr. McArthur also said that every decision that you make either takes you closer or further away from your goals.

SHOP TALK!

JANUARY 2017 37

in marketing. You shouldn’t sell something to someone that isn’t right for what they want to do with it. Reputation matters and people need to get to know you. Many people who deal in the cowboy arts do business the old way. They respond to print ads and handshakes.

Dr. McArthur closed out the symposium with another rousing and funny motivational speech.

He spoke on the importance of persistence, and that there is no value in “easy”. “If you’re as good as you were a year ago, then you are worse,” said Dr. McArthur.

For the TCAA this does not seem to be a problem.

They continue to come up with new ideas both

in their work and their programs. The buzz was extremely positive in the hallways of the museum during the breaks.

“Words can’t describe it,” said Shep Hermann of Hermann Oak Leather.

“We’ve succeeded in the objective that we set out, which was feedback, creating a community, and a forum of discussion,”said Cary Schwarz.

It looked like most of the folks in attendance found out that they were not alone in facing the elephant and left with some good ideas for feeding it.

To find out more about future TCAA programs go to tcowboyarts.org.

TCAA Cowboy Crossings Exhibition and Sale Pushes Limits The leather work, silver work, metal work, and braiding once again pushed the boundaries of what it is possible to do in the “cowboy” arts.

“Traditional” may not be the word for a saddle with three dimensional roses on it but “amazing” is. All of this work is at the highest level, but what separates it from mainstream art is that it could all be used for something; it’s functional. For the leather and related industries in general, this show is important because it continues to chip away at the glass ceiling which limits what can be charged for these products.

As the value in this small market goes up, it helps establish the worth of good work generally. And that is good for us all.

The high selling piece in the auction, at $39,500, was Rick Bean’s stunning saddle with three-dimensional rose buds and vines. The background was an intricate decorative cut pattern.

This was followed by Pedro Pedrini’s magnificent California style saddle at $38,500.

38 JANUARY 2017

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The “Love Bud Saddle” by Rick Bean was the high dollar saddle at the 2016 Cowboy Crossing Auction at $39,500.

Cary Schwarz brought an exquisite miniature saddle which sold for $21,850. Cap: Cary Schwarz’s

as beautiful as the tooling, and a doctor’s bag by John Willemsma that sold for $17,500. Many of these items were built in collaboration with other artists in different mediums, and this gave them an even more unique twist. Braiders Nate Wald, Pablo Lozano, Mehl Lawson, and Leland Hensley all did well with their multiple intricate pieces.

Pedro Pedrini’s floral California saddle sold for $38,500.

miniature saddle sold for $21,850.

The rest of the leather work was amazing and included a leather covered Fender guitar by Troy West, a saddle by Chuck Stormes that had wood work which was almost

Carved Fender Telecaster by Troy West.

Winning bid: $8,500.

For more information on the next

Cowboy Crossings Show, go to tcowboyarts.org.

SHOP TALK!

JANUARY 2017 39

40 JANUARY 2017

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JANUARY 2017 41

results BOOTS CONTEST THIS YEAR THERE WERE A TOTAL OF 47 PAIRS OF BOOTS, WHICH WAS A SLIGHT INCREASE FROM LAST YEAR. BOOTS WERE JUDGED ANONYMOUSLY BY MASTER BOOTMAKERS WHO HAVE BEEN IN THE BUSINESS FOR YEARS. WORK ING CO WBOY

Top Stitching, working Cowboy and Dress Boot categories offered two levels of entry for intermediate and open.The intermediate category was only open to contestants who had not previously won.

TOP STITCHING

TOP STITCHING: Limited to no inlays, collars, brands or initiala.

Intermediate Intermedi category winner Bob Murray was not available to accept his plaque.

Working Cowboy: ilt Must be bu from sturdy ited leathers, lim lors. co e re th to

DRESS BOOT

Winner Open Category Wes Shugart Tennessee

Winner Open Category: Brian Thomas of Abilene, TX (left) Winner Intermediate Category: Jim Brainard of Parker, CO (right)

JOURNEYMEN

Dress Boot: Simple and elegant, intended to be worn with dress slacks or a suit.

SHOP

Winner Open Category: Josh Duval of Oklahoma City, OK (left) Winner of Intermediate Category: Randy Moe of Beggs, OK (right)

Journe ymen: Bootma ke have co rs that nstructe d less tha n1 of boots 5 pairs , with a concen tration of the bas ics of buildin Winner R g a goo obert Ruiz d boot.

Killeen, T X

MASTERS Shop: Joint effort of more than one person working on the pair.

wit

ere: Winners w ell arl Chapp C d n a s e rn a Jo, TX K t e S f Mik hop o pell Boot S h C.T. Chap

42 JANUARY 2017

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Masters: Anything goes.

Winner Bo Riddle of Arcadia, MO

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JANUARY 2017 43

CAPROCK Saddle Tree Shop

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44 JANUARY 2017

SHOP TALK!

So You Want to Sell Your Business You’ve spent years wrestling with your small business, pouring your life’s blood into your work, wheeling and dealing through boom times and bad. Now you’re

by LYNN ASCRIZZI, ready to sell the enterprise you’ve STAFF WRITER built and maintained through painstaking, day-by-day effort.

The real nut to crack, however, is how to sell it.

Typically, selling a business takes as much work and forethought as starting one. The bottom line is, it ain’t easy.

WHY ARE YOU SELLING?

However, given current economic trends, it appears to be a good time to sell. The median asking price of businesses for sale grew 12.5% in 2015, to $225,000, up from $200,000 in 2014, according to BizBuySell.com, an online marketplace with more than 40,000 business listings for sale.

Ideally, you need to take a couple of years to get your business ready to sell before you put it on the market, journalist Kayleigh Kulp advised in, “How to sell your business,” published by CNBC.com.

Use that time to increase profits, show a steady income or build a better customer base. To do that, you’ll need to wean yourself from daily tasks and get your financial picture in tip-top shape, she said.

A big enticement to potential buyers is a business that has booked an upcoming contract and shows healthy annual growth or proven repeat business, Kulp added. A big turn-off is a business that is just limping along and whose accounts are sliding into the no-profit zone.

Also, make sure your workplace is presentable.

Any broken or run-down areas or equipment should be fixed or replaced prior to the sale, according to Investopedia.com, a financial education website.

The reasons for selling a business are legion— personal and subjective. Every enterprise is unique. Maybe you want to retire, or there have been partnership hassles or an illness or death in the family. On the other hand, maybe you’re just plain bored or burnt out, and it feels as if you’ve been dragging the heavy chains of commerce, forever, like Marley’s ghost in “A Christmas Carole”.

Now, you want to pack it in, “get out of Dodge”— hopefully, with plenty of gold nuggets in your knapsack.

Whatever your reasons for selling, they’re important. That’s one of the first questions a potential buyer will ask.

TIMING IS ALL Are you really ready to cash out? Think about what life will be like on the other side of the sale, financially and emotionally. Many former business owners suffer from “seller’s remorse” after they see someone else running “their” business, or if they didn’t strike the deal they wanted.

SHOP TALK!

JANUARY 2017 45

FACING THE NITTY GRITTY For at least two years, veteran leather worker and cobbler Fred Murphy has been thinking about selling his business, Babe’s Shoe Repair in Waterville, Maine. He’s the only cobbler in town and for miles beyond. Only a scant dozen cobbling businesses are listed in the entire state.

For four decades, you name it, he has stitched, custom built or repaired it—boots, shoes, sandals, handbags, jackets, chaps, coat zippers, orthopedics—and brought new life to countless old soles.

Now, at age 64, and back to work after a recent illness, Murphy has decided to retire in earnest.

Like many folks who spent a lifetime working a useful trade that they love and are proud of, he has just begun to face the nitty-gritty involved in selling his business.

His decision to close his shop has raised a boggling assortment of questions and possible options, a situation shared by many small workshop owners whose biggest asset is themselves.

WHAT’S IT WORTH? As of this writing, Murphy only owed $14,000 on his commercially zoned building, he said, a 20-by-60 ft., one-story, wooden structure, nicely tucked into a busy, downtown business district.

Already, a couple of enterprising local folks have made him tempting offers on the building. A favorable location is a big plus to potential buyers.

Murphy, however, has been so busy bent over the bench, that he hasn’t yet checked out what his building is actually worth in today’s market. That will take a professional appraiser, he realized.

Then, there’s all his stock — leather, conditioners, dyes, and his cobbling and other leatherworking hand tools and machines. Does he want to sell those, too? If so, what are they worth?

Another option. He might mentor a serious apprentice, he said, someone who wants to step in later and take over the business. In this way, he could bow out gradually and, hopefully, have the satisfaction of seeing his life’s work continue into the future. In fact, a local doctor, whose daughter wants to learn the cobbler’s trade, approached him about just that kind of arrangement.

But again, Murphy hasn’t had time to think about what his expertise might be worth in actual dollars.

Can he cobble together the right agreement— something that will work for him and the wannabe 46 JANUARY 2017

SHOP TALK!

cobbler? To set that up properly, he needs to find a lawyer.

And what’s the business worth? Many owners have no idea. To find out, Murphy needs to dig out his financial records and consult with a professional, such as an accountant, to get his business papers in order. Again, a lawyer is needed to help him go over offers, contracts, and deals, according to Investopedia.

WHAT BUYERS WANT TO SEE Potential buyers are greatly attracted by “a solid history of profitability, a large and loyal customer base, a competitive advantage (intellectual property rights, long-term contracts with clients, exclusive distributorships), opportunities for growth. . . and a skilled work force,” according to “How to Sell Your Business,” an article written for The New York Times by business broker Barbara Taylor, co-owner of Synergy Business Services, Bentonville, AR. Savvy buyers will intensely scrutinize your business, warned Barbara Findlay Schenck, author of “Selling Your Business for Dummies.” Make sure that your paperwork is clean, clear, and organized, she advises, so it speaks of a well-managed business. And so you don’t inadvertently mislead the buyer. “You can’t sell a business with records in a shoebox,” she said.

Above all, you need to put your enterprise in the best possible light, she advised. But how do you do that? Here’s what the experts say: Get your books in order A sale will unravel fast if you can’t provide accurate financial statements in a timely manner.

Make sure you have the following on hand: • Last three year’s profit-and-loss statements.

• Last three years’ balance sheets.

• Year-to-date profit-and-loss statement.

• Current balance sheet.

• Last three year’s full tax returns.

• List of furniture, fixtures and equipment being sold with the business.

• List of inventories.

• Commercial property appraisal or lease agreement.

• Customer information • Supplies and vendor contracts

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JANUARY 2017 47

Sellers should make copies of all documents and give them to qualified, potential buyers. Information packets should also provide a summary describing how the business is conducted and/or an up-to-date operating manual.

Do you need a broker? Selling a business on your own, without a broker, might be a good bet for Murphy if he sells to a former employee, a tenant or family member. In that way, he avoids paying a broker’s commission.

“Be ready to furnish other documentation,” business broker Taylor advises, “particularly during the due diligence phase, when you will probably be asked to produce insurance policies, employment agreements, customer contracts, lists of patents issued, equipment leases, and bank statements.”

But in other situations, a broker can free up your time so you can keep the business running and keep the sale quiet. Also, a broker aims to get the highest price to maximize his commission, according to Investopedia.

But before you hand out all your business information, learn if your potential buyer prequalifies for financing. If you’re going to finance the sale, work out details with an accountant or lawyer.

It takes patience to sell a business. A sale may take between six months to two years, according to SCORE, a nonprofit association for entrepreneurs and partner of the U.S. Small Business Administration. Ideally, you’ll want to have a string of potential buyers in case the first deal fails. And stay in contact with them.

After you find a qualified buyer, it’s time to ask for an offer. “All sellers hope to get a full-price cash offer for their business. But in the real world, this rarely happens,” Taylor said. “More often, buyers will make a down payment and then pay some or all of the remainder in installments to you or to the lender.”

[Editor’s note: you should ascertain early on whether a bank would loan a potential buyer money for the purchase; of not the full amount, how much would they lend? If people can’t borrow against the accessed value of your business, they most likely won’t be able to buy it so this is extremely important to determine as soon as possible.]

Try not to get disheartened by an offer that doesn’t match your expectations. “A willingness to be creative with the terms of a transaction can go a long way toward a successful sale. Be sure to enlist an accountant and a lawyer to help you assess the tax consequences of the terms you suggest or accept,” she added Estimate your price “Sellers forget that the value of their firm is the value of the firm to someone else,” said James R.F. Berkeley, managing director of Ellice Consulting.

He pointed out that businesses are often priced as a multiple of either their revenue or cash flow, which varies by industry and size.

“The average small business is priced about two times the annual cash flow,” according to BizBuySell. “But as cash flow increases, so does the multiple. Businesses with a cash flow under $100,000 received a sale price of about 1.97 times cash flow. Those showing between $300,000 and $500,000 exhibit a multiple of 2.81.”

48 JANUARY 2017

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Get ready to wait

Also, allow room to negotiate, but stand firm on a reasonable price that considers your company’s future worth. Put all agreements in writing.

“Potential buyers should sign a nondisclosure/confidentiality agreement to protect your information.

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Try to get the signed purchase agreement into escrow,” Investopedia advised.

Typically, the sale of a business ends up with its former owner receiving a chunk of cash. However, the financial education website also advised to wait a few months before spending sale profits.

Use the waiting time to outline your financial goals and find out about any tax consequences brought on by sudden wealth which can be substantial—20 to 25% of the sale. But find out before you sell so you know how much actual money you’re going to be able to keep. Consult with financial professionals about investing and achieving long-term benefits, like getting out of debt or saving for retirement.

Recently, he has been taking steps to carry on his work, this time, at his split level ranch home in rural, China, ME. “I’m tearing down walls in the basement to get the space to do the stuff I really want to do. Customers could come in a side door at the breezeway. I’d like to carry on—fixing soles, heels, doing leatherwork. It might be that I work three to four days a week,” he said.

Learn More • BizBuySell.com and BizQuest.com are two of the biggest Web sites for researching available businesses for sale. Listings include business opportunities and resources to assist with buying and selling.

EMBRACE POSSIBILITIES Recently, cobbler Murphy has been weighing yet another option. An upholsterer and his wife, who rent a workspace in his building, would like to expand into his shoe repair space. Should he move out, rent that space to them, perhaps with the option to buy, and use that income to pay off the rest of his mortgage?

“I’m going to try to keep the business open as long as I can,” Murphy speculated. He figures that will give him time to go over finances with his wife and to work out the plan that suits them both.

As for life after retirement, he has thought about starting a cobbler school. “There’s a need for people to take on the trade,” he said. Also, he has plans to expand his home gardening skills into a market farm enterprise. “I’m going to grow blueberries and garlic as a side income,” he said.

But no matter what your plans, selling a business opens a wide door to the big unknown—a free-floating situation that can prompt both the thrill of adventure and high anxiety. “I don’t know what to do yet. When I get it done—closed up—am I going to feel useless?” Murphy wondered.

On the other hand, keeping busy at whatever one loves and does best is a good way to prevent seller’s remorse. It seems like Murphy already might be moving toward a solution to avoid that glum condition. He definitely wants to close his business in town, he said. But, he plans to take his skill set with him.

• “Selling Your Business for Dummies” by Barbara Findlay Schenck. Filled with expert tips to sell your biz on your own or with a broker— establish a realistic value, put your business on the market, close a deal, and much more. The paperback includes an info-packed CD/DVD that includes useful questionnaires, worksheets, and forms for prospective sellers.

• SCORE—A nonprofit association dedicated to helping small businesses get off the ground and grow—a partner with the U.S. Small Business Administration (SPA). Their network of 11,000 volunteers who provide confidential mentoring in person or via email, allows SCORE to provide services at no charge or at very low cost: Free business tools, templates, and tips are offered online. 1-800-634-0245. www.score.org. For technical support: help@ score.org • Investopedia.com—The largest financial education website in the world. Run by financial experts and data scientists. It’s a trusted site for the latest financial news and information.

• Fred Murphy Babe’s Shoe Repair 40 Elm St. Waterville, ME 04901 (207) 873-1355

SHOP TALK!

JANUARY 2017 49

50 JANUARY 2017

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JAN UARY 2016

News, Notes & Queries

NEW NUMBER FOR GLENN POINTER If you’re a custom saddle maker and looking for someone to make custom buckles, dees, and rings for your custom saddles, then you better give Glenn Pointer a call. Fortunately, we have his new number which is (325) 554-7726. New area code. In the November issue we mentioned Glenn in an article about a lovely saddle that Nick Pernokas recently finished and for which Glenn made all the handsome hardware.

weeks! The classes are in Taos, NM, and can get all the details by calling Frank at (406) 260-1179 or e-mail: frankenglishcustomboots@gmail.com.

ENGLISH BRIDE MAKING CLASSES & MORE

FRANK ENGLISH BOOT SCHOOL

There are a couple real nice classes coming up this spring at the North American School of Saddlery which is run by Annette Gavin at Hastilow Saddlery/USA Saddery. On March 27-31, there is an Intro to Making Bridle/ Saddle Course and then on March 31-April 2, there’s an Intro to Society of Master Saddler’s course. On April 3-7, there is a Bench & Onsite Course being offered.

We published a note about Frank’s classes in the November 2016 issue which said that the classes were for two weeks and that was wrong—sorry! They are for four

For all the details, please contact: Shannon Lehman at (717) 294-6757, e-mail: saddleryschool@gmail.com, www.

SaddlerySchool.com.

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JANUARY 2017 51

News, Notes & Queries

Take advantage of these great opportunities! Increase your skills so you can pay the bills!

VETERANS DAY WEEKEND SALE Too late now but there was a very nice 10% off on all online orders being offered by the folks at Tex Shoemaker and Sons in San Dimas, CA, this past Veteran’s Day Weekend. They make some great holsters PLUS from time to time they have surplus hardware they sell so why not give them a call? (909) 592-2071, www.texshoemaker.com.

WHAT DO YOU WANT TO KNOW? We’re working on a series of shop tips geared more for the beginning leather worker and want to know anything you’d like to find out more about. Doesn’t matter what it is—questions can deal with leather, tools, supplies, howto, and business. Whatever you have a question about just let us know and thanks! Please contact: Shop Talk!, P O Box 17817, Asheville, NC 28816, (828) 505-8474, e-mail: shoptalk@proleptic.net.

84TH ANNUAL MEETING OF EAIA The Early American Industries Association will be meeting this year at Old Sturbridge Village in Sturbridge, MA, May 17-20. Activities include tours, demonstrations, seminars, and tool trad-ing. Members only. For all the details, please contact: P O Box 524, Hebron, MD 21830.

STRANGE SADDLE? STRANGE HARNESS? We’re looking for pictures of strange saddles and harness. So please send us what you’ve got and we’ll share it with our other read-ers and thanks! We’re looking for STRANGE and UNUSUAL! Contact: Shop Talk!, P O Box 17817, Asheville, NC 28816, e-mail: shop-talk@proleptic. net. Thanks!!!!

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JANUARY 2017 53

AUCTION • TRADE SHOW • AUCTION • TRADE SHOW

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SHOP TALK!

• INSOLE BEND 8/9 & 9/10 BUFFED • OUTSOLE BEND 10/11 NATURAL

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AUCTION • TRADE SHOW • AUCTION • TRADE SHOW

54 JANUARY 2017

• COW LININGS

BU Y , S E LL OR T RAD E

CLASSIFIEDS

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WANTED WANTED: NEW SUBSCRIBERS FROM CALIFORNIA, ARIZONA, TEXAS, AND FLORIDA. Now is the time to renew! Give us a call at (828) 505-8474, e-mail: shoptalk@proleptic.net or visit www.proleptic.net.

WANTED: COMPLETE TOOL COLLECTIONS. Contact: Shop Talk!, P O Box 17817, Asheville, NC 28816, (828) 505-8474, e-mail: shoptalk@proleptic.net.

WANTED: Bench equipment. Any condition. Skivers, splitters, pressers, spotters, etc. Also parts and pieces— bolts, frames, springs, blades. We pay shipping. Contact Shop Talk!, P.O. Box 17817, Asheville, NC 28816, (828) 505-8474, e-mail: shoptalk@proleptic.net.

WANTED: Landis 1 sewing machine. State condition and price. Contact: JWS Harness Shop, 6950 Road 207, DeGraff, OH 43318.

WANTED EXPERIENCED LEATHER WORKER for manufacturing, custom production, and saddle repair.

RE OUR CLASSIFIEDS A BEST BUY!

potential buyers f o ’s 0 0 0 1, h c a Re 26.50!! for as little as $

56 JANUARY 2017

SHOP TALK!

Ads must be received no later than the fifth of the month prior to the month you wish the ad to run (e.g. ads for the February issue must be in our office by January 5). Typed or neatly printed ads are preferred. We are not responsible for mistakes due to handwriting. Faxed ads must be typed and are accepted with MasterCard, VISA or Discover only.

Pay based on experience and training required. Located in beautiful Central Texas. Please e-mail resume to: ludwigsandmarglin@gmail.com.

FOR SALE THOROUGHBRED RACE BRIDLES nylon. Headstall, chin strap, noseband, Buchlend reins. Red, royal, kelly, black, white, hunter green. 54 pcs. $25 ea. Contact: F. A. Woodward at (434) 736-2355.

FOR SALE: MCCLELLAN SADDLE SEATS Apx. 30 original 11”-13” seats. No stirrups or straps. Just seats (covered trees?). Call: (716) 202-1979. Hamburg, NY 14075.

LAME OR SORE HORSES? Limber Res-Q might be your answer. Agri-Tonic: Taking your animal’s potential to the next level. Contact: Oregon Ag, LLC, 1150 E. Oregon Rd., Lititz, PA 17543 or (717) 656-0067. (12/16) LANDIS 3. Good tight machine. Sews well. From Don King collection. $2,500. Singer 11-17 treadle machine, sews canvas, BioThane, and leather. $800. Contact: (505) 330-2524 or e-mail: russlinda_5@q.com.

WALLETS AND BI-FOLDS FOR SALE: black and brown.

Excellent quality. $4.75 ea. $57/doz. Can mix. Contact: Don Livingston, 3092 Ravenwood Dr., Greensburg, PA 15601, (724) 219-3400. (2/17) WHOLESALE HARNESS SUPPLIES: Brahma web, nylon webbing, threads, hardware, BioSheer, PVC belting, Healzall, and much more! We also manufacture the Crae Free horse collars in buggy, all purpose, and draft styles. Harness in all sizes and a full line of harness parts.

Large inventory for immediate shipping. Ask for free supply catalog. Contact: Countryside Manufacturing, 504 S. Humbert St., Milton, IA 52570 or call (641) 6564246 between 8 and 9 am.

CLASSIFIEDS SADDLE BUSINESS: Machinery and inventory for sale. Hydraulic press, USMC splitter. For full list of all inventory, please call (256) 597-2001. Wish to sell entire inventory together. (3/17) HITCHING POST SUPPLY has horsehair and mohair cinch cord available in natural and dyed colors. For use in pottery, braiding, hitching, and more. Instructional books and DVDs at www.hitchingpostsupply.com, Call or e-mail Hitching Post Supply for new wholesale and retail catalogs at vickie@hitchingpostsupply.com, (800) 689-9971 or (360) 668-2349 (outside USA).

CLASSIFIEDS ARE OUR BEST BUY! Reach 1,000’s of potential buyers for as little as $26.50!!

LANDIS 1. Hand/foot throttled. No motor. Excellent condition. Guaranteed. Call (303) 304-4258. $2,000 or best offer. Denver pickup only. Includes manual and extra parts. Can send pictures.

KREBS SKIVER BLADES new. $200 plus SH. Made in US. Double tempered. Contact: Proleptic, Inc., P O Box 17817, Asheville, NC 28816, (828) 505-8474, shoptalk@ proleptic.net GOLD PEAK ALKALINE BATTERIES. A top quality battery. AA or AAA, $40.50/case of 200. FREE SHIPPING on 12+ cases. We also sell Black Diamond, Coast, Energizer, headlamps, flashlights, and a lot more. FREE BROCHURE. Contact: Yoder’s Harness Shop, E14994 State Road 82, La Farge, WI 54639.

INSTALL AND REMOVE CHICAGO SCREWS quickly and easily in the shop or on the trail. $16.95 + $4 S&H. Call for wholesale pricing. Contact: JP’s Bridle & Equine Tool, 26266 E. County Road 700 N., Easton, IL 62633.

(309) 562-7266. E-mail: jp-equinetacktool@casscomm. com, www.jptacktool.com.

FOR ALL YOUR LEATHER NEEDS. Call Moser Leather (800) 874-1167 or (513) 889-0500. You can visit our website at www.moserleatherco.com. Polyboard clicker blocks for your clicker or workbench in assorted sizes.

United Carr Automatic Line 24 snap setting machines for sale. Please inquire. (R&B) FOR SALE: THE PRO-CONCHO TURNER: The only one in the U.S. Makes removal of decorative conchos a snap!

Used with electric drill. Take the fuss and bother out of a difficult job with the Pro-Concho Turner! Saves time, makes money! Rubber gripper protects the concho and makes removal or installation easy. Only $29.00 plus $3.95 S&H, 6-inch steel shank, and rubber gripper. Ready to use! Contact: Proleptic, Inc., P.O. Box 17817, Asheville, NC 28816, (828) 505-8474, e-mail: shoptalk@proleptic. net.

FOR SALE: “Making Harness: A Step-by-Step Guide”, $58 plus $5.50 S&H. Specs and instructions on how to make and repair six styles of harness from pony to draft, driving, team wagon and mule. Contact: Proleptic, Inc., P.O. Box 17817, Asheville, NC 28816, (828) 505-8474, e-mail: shoptalk@proleptic.net, www.proleptic.net.

FOR SALE: RANDALL SPLITTER. $1,200. Excellent working condition. 100% full blade. Call Texas Saddlery at (903) 765-2600 or e-mail: dmartin@txsaddlery.com.

FOR SALE: PRICING GUIDE: “How to Establish Prices for the Saddle Maker and Leather Worker.” Only $39.95 plus $4.50 S&H. Contact: (828) 505-8474. (12/12) FOR SALE: New and used Adler, Brother, Consew, Juki, Pfaff, Singer machines for sewing bio-plastic, canvas, leather and nylon. Available in single or double needles, standard, long arm, flatbed, postbed, cylinder arm.

Contact: Bob Kovar, Toledo Industrial Sewing Machine, 3631 Marine Rd., Toledo, OH 43609, (866) 362-7397 or (419) 380-8540. (11/10) WWW.THELEATHERGUY.ORG for all your leather, tool, and supply needs. Friendly, helpful staff at (507) 9323795. (R&B) NEED HELP PRICING? The “Green Book” Guide to Pricing Repairs and Western Tack. American Saddle Makers Association. Contact us at (719) 494-2848 or www.saddlemakers.org. (1/17) SADDLE BUSINESS FOR SALE: Machinery and inventory for sale. Hydraulic press, USMC splitter. For full list of all inventory, please call (256) 597-2001. Wish to sell entire inventory together.

FOR SALE: 6” AMERICAN SPLITTER with extra blade. $350 plus shipping. Contact: Hochstetler Harness, 13733 Township Road 199, Kenton, OH 43326.

BOOT & SHOE FOR SALE: Well established (60+ years) Central Oregon Shoe Repair and retail shop, featuring repair, wide variety of shoe and leather care products, Z-coil shoes, Red Wing boots, Minnetonka Moccasins, and Birkenstocks. Turnkey operation, great location, and only shoe repair in town. Repairman planning to retire.

Potential for purchase of building. (541) 548-2506 M-F. BUSINESS FOR SALE: shoe repair shop established in 1964 in southern Oregon. Great equipment. Loyal customers! For more information, contact Katherine at (541) 660-0704 or cobbleon164@gmail.com.

SHOP TALK!

JANUARY 2017 57

CLASSIFIEDS UNIQUE OPPORTUNITY FOR WESTERN BOOTS sales and repair business in San Antonio, TX. Great climate, economy, and customers. Plenty of boot sales and repair work. Established 28 year old business. Oneman operation with inventory of apx. 350 pairs of top of the line all leather Western boots. Great boot repair business. Complete line of immaculate boot repair equipment. Could be expanded to include saddle repair.

Sale includes website (www.shiplerboots.com) and company name. Guaranteed lease in current location for one year at $650 per month. Retiring. (866) 2503350 or (210) 215-9158, e-mail: info@shiplerboots.com. $175,000.

BUSINESS FOR SALE: Davis Custom Boot located at 1209 E. 11th St., Quanah, TX 79252. Contact: (940) 8396537 for more information.

SELLING OUT COMPLETE boot making shop— equipment, lasts, leather, and tools. $15,000. Seven size runs of lasts. Health force sales. (573) 686-4545 for details and photos.

FOR SALE: Shoe repair equipment. Finisher, Auto Soler, Landis K Stitcher, Adler patcher, shoe lasts, hand tools, and other small tools. $3,000 for all. Contact: Ervin S. Beachy, 1300 State Route 1901, Marion, KY 42064,

ay” D e h of t d r o n W The “ mbricatio i

is:

New Pro-Thread Burner Battery Operated

Por table • Affordable • Safe

WANTED: EXPERIENCED SHOE REPAIR Person.

Successful applicant will perform shoe and boot repair at established premier shoe store of forty years. Will train to next level of orthopedics and custom shoe making. Opportunity for complete management of shoe repair shop. Pay/hours based on experience and training required. Located in northeastern Ohio. E-mail resume to: cobblerscorner2003@yahoo.com. For more information contact Heather or Kathy at (330) 4824005.

SH $18 90 +$2.85

• • • •

4 AA Batteries Required* Ready to use in 10 seconds Safety slide switch & button Trims close & quick * Batteries not included

Wholesale pricing available.

Proleptic, Inc. • PO Box 497 • Belgrade ME 04917 Ph (207) 495-3600 • Fax (207) 495-3601 Email: shoptalk@proleptic.net

www.proleptic.net

58 JANUARY 2017

SHOP TALK!

BEHIND EVERY GREAT PROJECT THERE’S A GREAT MACHINE

Model 2600 cylinder walking foot

Model 830 post bed roller feed

Model 2900-L leather patcher

Model 1660

TECHSEW 5100-SE The Techsew 5100 Special Edition is the ultimate sewing machine designed for a wide range of leather work projects. Featuring the latest in time & labour saving technology, the Techsew 5100-SE will increase your

TLG Laser Guide

products.

Features: - SmartServo-NP Needle Position Motor - TLG Laser Guide - Flatbed Table Attachment - Swing Down Roller Guide - LED Work Lamp & LED Stitch Light - Chrome plated specialty presser feet - Complete with instructional DVD & user manual - Includes diamond point needles, nylon thread & much more!

TOLL FREE

Flatbed Table Attachment

Swing Down Roller Guide & LED Stitch Light

1-866-415-8223 www.TechSew.com info@techsew.com

SHOP TALK!

JANUARY 2017 59

ADVERTISERS INDEX American Leather Direct........................30 AWA...............................................................43 Beiler’s Mfg. & Supply..............................54 BioThane.........................................................3 Bogle-Greenwell Machinery Corp........54 Bowden Saddle Tree.................................47 Brayer............................................................15 Brodhead Collar Shop..............................53 Buckeye Blanket........................................22 Buckeye Engraving...................................44 Buckle Barn USA........................................14 Buggy Builder’s Bulletin..........................22 C Loy’s Leathers........................................54 Campbell-Randall......................................34 Caprock Saddle Tree................................44 Chino Tack...................................................43 Chupp Blacksmith Shop.........................51 Chupp Wholesale.....................................22 Coblentz Collar...........................................47 Danny Marlin Knives.................................19 DieTechs.....................................................15 Double K Leather Sales, LLC.................47 Douglas Saddle..........................................52 E.C. Leather.................................................19 The Evener Shop......................................14 Fairview Country Sales...........................43 Fiebing..........................................................25 Fine Tool Journal........................................50

Gfeller LaceMasters, Inc........................19 Goliger Leather Co....................................43 Hadlock & Fox............................................11 Hansen Western Gear.............................14 Hastilow ......................................................50 Hermann Oak Leather..............................50 Hide House..................................................51 Hillside Harness Hardware.....back cover IHS ELP, LLC................................................19 International Sheepskin.........................53 Kalico Products.............................................6 Kelly-Larson Sales....................................10 Landis Sales & Service...........................11 Leather Crafters Journal........................54 Leather Machine Co., Inc., The..............61 Maine Thread Company..........................50 Mark Staton................................................33 Mid-River Sales..........................................11 Milton Sokol................................................13 Moser Leather...........................................54 Mud Creek Leather...................................54 Mules and More.........................................26 N & A Harness Shop.................................44 Nettles.........................................................43 Ohio Plastics Belting Co.........................12 Orion Calf .....................................................31 Ohio Travel Bag...........................................53 Perfectex Plus LLC......................................8

Precision Saddle Tree..............................40 Proleptic.................. 6, 7,26, 55, 58, back cover Raphael Sewing Machine/TechSew.......... ................................................................................ 59 RJF Leather.................................................11 Sew What Supplies..................................19 Shelton-Reynolds, Inc.............................19 Shetler’s Collar Shop...............................14 ShoTan..........................................................53 Small Farmer’s Journal............................50 Smoke & Fire Co........................................22 Sorrell Notions...........................................12 SouthStar Supply......................................44 Springfield Leather........................................ .......................................... inside front cover Steel Stamps, Inc........................................8 Sun Bias, Inc................................................48 Superior Thread..........................................29 Sweat Pad Shop........................................11 TechSew/Raphael Sewing Machine.......... ................................................................................ 59 Texas Custom Dies...................................10 Toledo Sewing...............................................1 Wayne Jueschke.......................................22 Western Mule.............................................44 Wickett & Craig..........................................39 Y-Knot Lace...................................................8

Advertising

Inserts

Deadline for advertising copy is the 5th of the month prior to the month of publication. Invoices are due upon receipt. 6 or 12-month prepaid advertising contracts receive a 5% discount.

Classified Ads

20 words or less $26.50 Additional words (each) $ .65

Display Ads

Shop Talk! published by Proleptic, Inc. P.O. Box 17817 Asheville, NC 28816 (828) 505-8474 shoptalk@proleptic.net www.proleptic.net 60 JANUARY 2017

SHOP TALK!

Full Page $502.00 Half Page $280.00 Quarter Page $152.00 Eighth Page $81.00 (Color and guaranteed placement additional)

Setup Charge

$60 per hour with a $18 minimum.

Line art may be inserted at no additional charge. $10 per photo.

$399 for one page­— Maximum trim size: 8-1/4” X 10-3/4” $45 each additional page.

Event flyers must be inserted 60 days in advance. All inserts must be shipped directly to printer.

Reduce - Reuse - Recycle Recycling old magazines, catalogs, and newspapers is one of the easiest ways to help the environment. To increase the supply of recoverable wood fiber and to reduce the demand on regional landfills, Shop Talk! urges its readers to support recycling efforts in their communities.

Shop Talk! is printed with only vegetable-based inks.

61 JANUARY 2017

SHOP TALK!

JANUARY 2017 P.O. BOX 17817, ASHEVILLE, NC 28816

Check your renewal date today!

828.505.8474 | fax 828.505.8476 | proleptic.net

CHANGE SERVICE REQUESTED

12 Monthly Issues $36

ALWAYS FIRST WITH THE NEWS

Canada & Mexico $39 US Other Countries $54 US

Distributors of Quality Hardware Distributors of Quality for the Harness, Tack, & Supplies Hardware & Supplies Saddlery, and Pet Industries for the Harness, Tack,

X

Saddlery & Pet Industries • BioThane Coated Large enough to serve Webbing you. . .

Small enough to need you!

• Thoroughbred Leather

NEW

• Quality Stainless Steel and Brass Saddlery Hardware • Fiebing Products • WahlClippers • Leather and BioThane Harness Parts plus much more A heavy, good blanket.

Large enough toquality serve you…

Try them! We don’t think you will be disappointed!

Small enough to need you!

We manufacture our own line of leather We will be hosting the riding and training tack.

48th Annual Harness Makers’ We alsoGet-Together do custom leather and nylon work. & Auction on July 20th & 21st 2017

Plan now to attend!

4205 Township Road 629 Millersburg, OH 44654 FAX: (330) 698-3200 Request your free catalog today!