I cannot help but be amazed at the skill many wholesaler merchants possess to navigate the stormy economic marketplace, bucking the trend and continually growing their share of the marketplace.  Dan Mottsman and his sister Paula Brant took over the reins from their parents, who started Western Express Inc 30 years ago.  I spoke with Dan and asked him to shed some light in his successes and offer some tips to wholesalers and retailers  in our ever changing general merchandise market place:

Dan: “At almost every trade show, customers ask us in a surprised tone, “A Western business in Pennsylvania??”. “We’re in WESTERN Pennsylvania”, will be the usual reply from CEO of Western Express,  Dan Mottsman.  This always elicits a chuckle. Most of our potential customers expect that we would operate out of Texas, Colorado, or some other western state.

Since its founding in the late 1970′s by Richard and Evelen Mottsman, Western Express www.wexpress.com has been a family owned and operated wholesale business.   Originally started as a general wholesale business under another name, the business evolved to market mainly country western products, during the “Urban Cowboy” craze of the early 1980’s. Richard and Evelyn’s children Dan Mottsman and Paula Brant (current president) have worked in the business for the past few decades.  In recent years Dan and Paula have taken over operations.

Western Express wholesale product lines include cowboy hats and hat accessories, belt buckles, western shirts, gun holsters, leather goods, and western jewelry, western themed poly-resin products, and t-shirts and sweatshirts.

Country Western Products have maintained their popularity throughout the years, and in fact, seem to be relatively recession proof. In fact, country western products often do better during tough economic and political times. Country Western Products became very popular during the Iran Hostage Crisis from around 1979 through 1981, with the release of the movie “Urban Cowboy”. There was also a surge in country western products during the recession in the late 1980’s and early 1990’s, with the popularity of Garth Brooks and other country western singers.

The good thing about our wholesale business is the lack of extreme boom and bust cycles. We strive to find consistent good sellers, and to develop these products or product lines.  This methodology helps to cushion us from the drastic economic fluctuations experienced by many businesses that we come in contact with – especially at the ASD-AMD market.

Although our customers are not limited to western stores, western stores are our core business. We try to market products that have staying power with these clients. That being said, our products are very popular with such non Western business such as gift stores, party planners, truck stops, and flea market vendors.

Our success is due in large part to being responsive to the needs and desires of our CURRENT resellers. Our resellers are often the ones that turn us onto new trends in the business.

Bringing in new customers is secondary to gaining the satisfaction of our current worldwide customer base.

As for our “secondary” goal of bringing in new customers, marketing through www.toptenwholesale.com has been instrumental in our growth.”

Thanks Dan