Page 111 - July 2016

TALKING SALES & PROCEDURES
With Lowell Neumayer, Ruidoso Horse Sale Company
by Janet VanBebber
When considering options for yearling sales, the Quarter Horse industry offers many to choose from. Most states with prominent racing jurisdic- tions offer their own accredited state bred options, such as Texas and Louisiana. There are also states that offer open consignments, such as California’s PCQHRA Sale and Oklahoma’s Heritage Place. But, many horsemen consider the crème’ de la crème’ of yearling sales to be “up on the mountain”. One of the few select sales our industry offers, Ruidoso Select Yearling Sale is held at Ruidoso Downs in the days preceding the prestigious All American Futurity and Derby. Lowell Neumayer has been a part of the organization for 28 years
and is responsible for choosing the candidates that ultimately grace the pages of their catalog.
In discussing the Ruidoso Select Yearling Sale, I asked Lowell what the primary focus
of the company was. He responded simply,
“Sell quality horses.” He then elaborated that his principle focus is on quality over quantity. Through the selection process, Lowell does his best to gather good individuals that are matched by a good pedigree. He added that the Ruidoso venue is unique. There is a good environment for selling horses during the lucrative racing of All American weekend. According to the sea- soned horseman, there is a certain ‘psychology’ of a good sale. People are excited to see the good races with the huge purses, and they feel encour- aged to invest. After all, don’t we all dream of the opportunity to win the All American?
In an age where various statistics cite a decline in numbers, Lowell reports that recent years for the Ruidoso Select Yearling Sale have been really good. Despite volatile economic conditions in the farming, cattle, and oil related sectors - all industries that are driving forces for the horse business - people still flock to New Mexico in pursuit of a good yearling. Why? Again, he cites, “Quality sells. Period.”
In considering the long history of this sale, I also thought about the fact that all businesses are dynamic, experiencing some sort of evolution over
the years. Since Lowell’s tenure with the Ruidoso Sale dates back to the 1980’s (then called the Super Select Sale), I inquired about what has changed the most in his time there. His insight pertains more to the Quarter Horse business as whole, rather than solely the New Mexico-based auction. In his opinion, the inception of multiple embryos into the registry has changed the business the most. Since 2002, the American Quarter Horse Association has allowed for multiple foals out of a mare to be registered in one season. Lowell simply states that the ruling changed the ‘supply and demand’ of a mare’s produce and, consequently, has had an effect on all public horse auctions.
Another factor that has changed over
time is the criteria of expectations from the consignors. Those bringing yearlings to the
sale have long been asked to provide a health certificate and negative coggins test. In addi- tion, if there are any current prevailing health risks, the management will require specific vaccines. This year, the horses brought to the sale are to have been given the EHV1 vaccine given within a specific time required by the sale company. Yet another change the sale company has seen since its inception is the presence
of a repository for radiographs. Consignors
are encouraged to have X-rays on file where potential buyers can have them inspected. This allows interested parties to insure there are no skeletal or developmental issues with the poten- tial race horse. Having this available is costly to the management, but Lowell advocates its use and reports that roughly 80% of the consignors participated last year.
A final positive change that Lowell refer- enced in the Ruidoso Select Yearling Sale is that each year has brought a broader representation of states from which yearlings come. In the early days, California, Texas, and Oklahoma were the states that offered the bulk of the yearlings. But this year, there are horses in the sale from
a wider variety of states. While this growing demographic is a great thing for growth in the
business, Lowell admits it makes his selection process tougher. Lowell travels quite a bit in order to personally inspect a great majority
of the yearlings who are pointed for the sale. However, given the growing number of states with potential entrants, he admits it’s impos- sible now to see them all. He allows the owners in the more remote areas to submit pictures and uses them, in addition to considering their pedigree, to determine if they make the mark. Regarding pedigrees, Lowell looks for babies out of good mares. He reviews the dam’s race record and produce record. He then balances that information with the yearling’s top side, such as if prospect boasts a fashionable sire.
There are some consistent features in the horse sale protocol. When a horse is being sold at auction, the drop of the hammer dictates the sale. Also, potential buyers, both domestic and international, are required to submit a credit application (provided in the sale catalog). Lastly, having made their own shipping arrangements, the new owner must provide payment for his horse before it can leave the facility.
In closing, Lowell said he is excited about this year’s sale. He put emphasis on the out- standing quality represented in the offering. His excitement is contagious . . . I’m already anxious to head up the mountain! Hope to see you there.
“Quality
sells.
Period.”
SPEEDHORSE, July 2016 109