TDN Q and A with Inglis Digital USA’s New CEO Kyle Wilson

[Wandering Eyes]

With a long a storied history in sales in Australia, Inglis, which has hosted online auctions in Australia for almost a decade, branched into the U.S market when acquiring the majority share in the Thoroughbred auction platform Wanamaker's in the spring of 2024.

Re-branded as Inglis Digital USA, the company's co-founder Liza Hendricks stayed on as Chief Executive Officer while Kyle Wilson and Kelly Brophey joined the team.

Initially appointed as the senior director of sales and recruitment, Wilson was promoted to the position of CEO in late 2025.

Addressing the appointment of Wilson and the continuing  expansion of the Inglis Digital USA platform, Inglis Managing Director Mark Webster offered, “Horse racing and breeding is more global than ever thanks to evolving technology and broad-minded industry participants who have the capacity to think, invest and play outside their own backyard. Our digital business in Australia services every continent offering global bloodlines twice a month to a savvy local and international market, we are now seeing that same evolution developing with our USA business; now led by former Keeneland executive Kyle Wilson who was recently promoted to CEO.”

Webster continued, “Noting the increasing importance of technology, Inglis acquired its own tech dev company Ardex Technology more than five years ago which gives us a unique advantage to share our innovations with almost all thoroughbred industry participants around the world, including trainers, breeders, veterinarians, transporters, farriers, bloodstock agents, syndicators and of course small and largescale traditional and or digital auction houses.”

“The next stage of our evolution is extending our Ardex developed services to the USA and the relaunch of ID USA on our latest platform in the coming months is an important for our growth in the US market.”

Following Wilson's recent appointment, TDN sat down with the company's newest CEO to discuss plans for Inglis Digital USA under its new leadership.

 

TDN: Can you tell us little about your recent appointment to CEO and some of the new responsibilities that come with that?

 

Kyle Wilson: I was originally brought on as the Senior Director of Sales & Recruitment to work with Liza Hendriks and build what was formerly Wanamakers into Inglis Digital USA. In that role I was strictly focused on bringing in horses to sell and people to sell to.

As CEO I have a much broader day to day. On top of continuing to build our reach domestically and globally I also have to be on top of all the other things that make a business run from scheduling ads to making sure our insurance is up to date. It's been a change but I'm finding it very fulfilling.

 

TDN: As the new CEO, is there anything that you would like to tackle initially in 2026?

 

KW: In 2026 we have a number of goals. Specific to our monthly sales we want to continue to grow our entries and gross. We're working with our team in Australia to develop a new website as we continue to offer our customers the best product we can. In a broader sense we are always looking to grow the Inglis brand.

 

TDN: What do you think was Inglis Digital USA's biggest achievement in 2025? Anything that you think can be augmented or further developed in the new year?

 

KW: The obvious answer is our last sale hitting a record for a sale topper in $550,000 for Brotha Kenny which the whole team was delighted with. When speaking about success we cannot forget Regaled's incredible performance in the Breeders' Cup Distaff (G1). She was an astute purchase by Legion Bloodstock for $300,000 in our May 2025 Sale.

We also capitalized on our international reach by selling horses to a number of countries including the UAE and Australia.

What I've been really proud of is all the feedback I've received from customers regarding the personal touch they get by working with us. We try and be as hands on as possible and as we continue to grow we don't plan on forgetting the importance of that.

 

TDN: Did you encounter any obstacles over the past season that you didn't anticipate? What was the solution?

 

KW: The main obstacle isn't Inglis Digital USA specific and that's just the slow nature of an industry to adapt to the digital market. We've made huge strides in the last couple of years and I think the growth in this sector is only just beginning.

Other than that I think the “obstacle” that threw me for a loop the most is when our announcer, Naomi, came up sick a couple days before our December Sale! Luckily our Founder and former CEO Liza Hendriks stepped up to fill in.

 

TDN: Do you still meet some resistance from those unwilling attempt a digital sale? How do you try to convert them using real life success stories?

 

KW: Certainly! Digital sales represent a big change in the industry. I can understand some hesitance towards something that is a departure from what people are used to. During my time at Keeneland there were a number of people against internet and phone bidding. Now it's a major part of all in person auctions.

What we're trying to do is create an outlet where buyers and sellers can do business in the most convenient and flexible way possible. We only take a commission on a sale which is different than the other major outlets. We operate on 0% RNA commission.

What we've seen is that for certain horses it just makes more sense to leave them in their stalls and sell them from home. As for converting people we just let the successes speak for us and grow from there.

 

TDN: What is the process used to locate perspective candidates for your sales

 

KW: In a broad sense it's all about exposure. One way to locate candidates is have a good sale. It's the best advertising possible. We also use the tried and true method of finding something you like and picking up the phone. Once you get someone to have a good experience then the better chance they'll come back. One horse sold in one sale could turn into five in the next. We also have a good relationship with consignors and work closely with them to create opportunities for their clients to make some money whenever possible.

While the other major companies in the U.S. sell horses using both digital and in-person sales, Inglis sells horses primarily on an online platform. Do you think that's an advantage or a disadvantage?

I don't consider it a disadvantage but we always try to make sure our new customers know how important the Inglis brand is in the global market. The company has been in existence since 1867. They have been selling horses digitally since 2017. Inglis is a major international auction house with a number of different commercial arms that all compliment one another. Digital sales is shrinking the world in a good way by providing opportunities for individuals who may not have had them before. Introducing a global brand like Inglis to North America can only be a good thing.

As far as strictly selling online, I don't see that as a disadvantage. We certainly haven't been around as long as the other auction houses in North America but not having to worry about an in person sale makes us as flexible as possible. We can do what someone wants whenever they want and I believe that is the best way to maximize a horse's liquidity at the right time. We target horses to sell on our platform, not a specific sale at a specific time.

 

TDN: What do you think is at the foundation of a successful online sale?

 

KW: I think there are three very important things. One of course is the horses on offer. It's necessary to have something with buzz around it to bring eyes to the sale. The next is momentum. The current sale can always drive business to the next sale so keeping things moving and fresh is very important. Lastly it's loyalty and support which I do think are byproducts of the first two but no business is built solely by the people working there. We have had our success because great horsemen and horsewomen supported us and we'll never forget that.

We make customer service the most important part of our business. Inglis Digital USA prides itself on our ability to have a one on one relationship with the seller and the buyer to make the process as smooth and rewarding as possible.

In the bigger scheme of things, the digital market is a relatively new one. What do you think about its progression, overall, thus far?

Being tied to Inglis I've had the fortune of seeing how things progressed in Australia. Inglis is a good 8-10 years ahead of us in the digital market and selling a serious amount of horses every month. Inglis has two sales a month with anywhere from 250 to 400 horses per sale. The North American market is larger in terms of the number of horses so the sky is the limit over here.

 

TDN: Where do you see the digital platforms and market heading in the next five years? 10 years?

 

KW: I think the platforms are going to continue to get more advanced and the buyers/sellers are going to become more likely to participate. As horses bought out of digital sales continue to perform well on the track and in breeding programs it's going to be hard to ignore. Digital sales will never replace certain in person sales but it makes the sales process a lot more approachable for a sector of the business that normally wouldn't travel to a sale.

 

TDN: What is the vision for Inglis Digital USA in 2026? What about your own goals for your first full season as CEO?

 

KW: I do have some ideas but I'm keeping those close to my chest for the time being! We can't keep doing the same things every year and expect different results so there are some new concepts we're working on we can hopefully see come to fruition this year.

I'd like us to continue to grow. I'd like to sell more horses for more money…if that's too simple I apologize but that's the name of the game.

It's very important to continue to add new customers, but equally as important to retain current ones so that will be a focus for the team in 2026.

I'd like to add some staff as well. Just because selling online is flexible and easy there is still a ton of work that goes on behind the scenes in a very short period of time.

 

Addressing the appointment of Wilson and the continuing  expansion of the Inglis Digital USA platform, Inglis Managing Director Mark Webster offered, “Horse racing and breeding is more global than ever thanks to evolving technology and broad-minded industry participants who have the capacity to think, invest and play outside their own backyard. Our digital business in Australia services every continent offering global bloodlines twice a month to a savvy local and international market, we are now seeing that same evolution developing with our USA business; now led by former Keeneland executive Kyle Wilson who was recently promoted to CEO.”

Webster continued, “Noting the increasing importance of technology, Inglis acquired its own tech dev company Ardex Technology more than five years ago which gives us a unique advantage to share our innovations with almost all thoroughbred industry participants around the world, including trainers, breeders, veterinarians, transporters, farriers, bloodstock agents, syndicators and of course small and largescale traditional and or digital auction houses.”

“The next stage of our evolution is extending our Ardex developed services to the USA and the relaunch of ID USA on our latest platform in the coming months is an important for our growth in the US market.”

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