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in the new year. “Most retailers are down in sales because of the economic climate,” says Creswell. “However, reasonable prices of $10 or less wholesale allows for my tar- geted buyers to make a profi t and pass the bargains on to their cus- tomers. This business model has allowed me to add 2,000 different independent retailers to my client list this past year, and I foresee a good year going forward.” Western themed products were
popular during the late 70s and early 80s, when Western Express, Inc., planted its roots in a suburb of Pittsburgh, PA, planning to turn
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profi ts from this specialty niche. Over 30 years later, the wholesale distributor of country western prod- ucts continues to make signifi cant sales, even during economic hard- ship. Like many suppliers, the recent economic downturn made Western Express more disciplined, targeting its investments in both Internet and magazine advertising to bring in new customers. Continuing to offer high quality, long term products, however, is what keeps old cus- tomers coming back for more. Dan Mottsman, CEO, notes, “Staying with our western theme works for us. And we tend to be long term in our outlook with things that sell.” Among these long term sellers gen- erating profi ts are hats wholesaling between $1 to $30, belt buckles of- fered for $6 to $32 wholesale (most in the $8 to $10 range), as well as shirts, jewelry and more, which re- tail for at least keystone.While the array of products may incorporate a general country western theme, customers can also fi nd licensed products such as John Deere, Ford and Jack Daniels. As the company services custom-
ers in all 50 states and worldwide, Western Express works hard to expedite orders and usually ships within three business days. With a low $125 minimum, customers can mix and match their orders. The company prides itself on customer service, as proven by the many sat- isfi ed and repeat customers who have worked with Western Express since its inception. “The Western business is a good niche, as it does well in good times and bad. And as we’ve done well these past few years, my outlook is positive for continued on page 101
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