Title: This Year?s Wholesaler Show
Author: Andrew Molchan
Date: Tue December 6th, 2005
(Nov. 21st 2005 Ft. Lauderdale)
This year’s National Association of Sporting Goods Wholesalers (NASGW) show was in the Reno Hilton. It’s nice having the show in a big hotel with enough room for everyone.
The theme of this year’s show was, “The Challenge of Change.” For what it’s worth, the “collective wisdom” at this point is the belief that in ten years there will only be six or seven big distributors. Frankly, there are too many variables in play, the collected gun industry is very conservative and doesn’t change fast, so I wouldn’t want to say one way or the other whether or not this prediction is accurate.
As I see it, the distributor’s long-term worry is the major brand name manufacturers. A brand name like Winchester, for example, could become a distributor. They already have several Winchester accessories, and if they wanted could brand dozens of additional products. Big companies like Winchester are already close to “critical mass” for it to work.
Our industry still has the 19th century idea that the factory is the creator of wealth. However, today the sales process is more important than the factory. Everything our gun industry makes can be made almost anywhere in the world. Some brand name manufacturers are starting to think the more control they have over the sales process the better their chances to increase profits will be.
The prevailing mood in the industry is pessimistic about the future. For our firearms industry, I’m sure it will be the exact opposite. Today’s young people will take up shooting to a degree not imagined by most of our industry. There are major trends in play that will be beneficial to our industry for decades to come. Those companies to meet “the challenge of change” will do fine.
Looking back over almost 40 years in the firearms industry, my overall advice is don’t forget the basics. So many people in this industry have tried to re-invent the world. It’s (1) product, (2) retailer, and (3) end-user customer. Everything else is side-line marginal.
There are several new things coming on-line for 2006. Lew Danielson over at Crimson Trace has a new line of Lasergrips for all Glock models, and a new Lasergrip for the SIG 239. Sandy Chisholm and Ken Friel at North American Arms have some great new products. One is a mini-laser that fits on top of the small N.A.A. revolvers. They really work, and make the revolvers accurate out to 40 or 50 feet. As of now, the suggested retail is $49.95. Remember the old Freedom Arms revolver belt buckles from the late 1970s? The ones you could take the little pistol out of? North American has brought them back.
Susan Belanger at Trijicon said the factory is working 24 hours a day, 7 days a week. The have a new 30 mm tube scope, 21/2 to 56. She said competition shooters are starting to use more Trijicons. Mike Shovel of Corbon/Glaser has a new line of ammo in the popular calibers that’s specifically designed to give maximum performance in 3 inch barrels.
Remington, in 2006. will have a new line of sporting rifles with classic Mauser actions. The “Spartan” name will probably be dropped and everything will become Remington. Are you holding you’re hats? There’s a rumor, from a good source, about Remington going into the police handgun business in 2007.
Charles Brown of Hi-Point said the new .45 Carbine will be at the SHOT Show, and they have started to manufacturer the small .22 pistol. Hi-Point’s line of 2” barrel .38s has expanded. They have a mat black that looks like the S&W Chief, it’s a nice gun for a super price.
The people at FNH USA said the Army really is serious about a new rifle, and their FNH SCAR model, Special Combat Assault Rifle, is high on the list. Over at Sturm Ruger it was headache time. Aside from a few cowboy guns brought in by Joe Bowman, all their other guns for the Show were stolen.
Howard Leight has a new, very slim, electronic earmuff. Their new Leightning series is even slimmer and more compact. They also have a new line of very high fashion glasses in all colors, and the suggested retail is only $8.
MEC-Gar USA, the OEM magazine supplier to several handgun and rifle manufacturers, has a new line of magazines where they recovered the spring so it will take an extra round or two. They have a new Beretta magazine that on the outside looks like a normal magazine, but will take two extra rounds. Chris Chiang of Pro Mag has a new line of ultra high capacity drum magazines for the Glock, 1911, Ruger 10/22, AK, AR and so forth.
Lasermax has a new laser for the Smith & Wesson J Frame. Mark Shore at Wolf Performance Ammo has a new line of lacquer-coated 7.62X39. It addition to looking terrific, it gives added protection. Wolf also has a new line of brass case ammo in the popular calibers.
David of SKB travel protection cases has a new 2006 dealer program. Their big cases aren’t easy to inventory and the new program helps the gun dealer. We’ll have more details in next month’s January issue. Lansky Sharpeners have several new 2006 models. Lansky has been a great supporter of the industry for years, sharpeners always sell, they are always needed, and if you don’t carry Lansky in your store now, you should.
My old friend, Mace Thompson, showed me Lyman’s new scale and accessories. Lyman has a great line. For several years now reloading has been mainly people who wanted good ammo and/or special powder/bullet combinations. However, the price of all factory ammo is going way up. The reloading market of 2006, and beyond, will be driven by costs saving, and historically that’s a much bigger market. Now is the time to order reloading products from Lyman, and also from Lee, another excellent reloading company. In the next year we’ll see significant increases in reloading product sales, so catch the wave early.
At the Show a few people asked about my novels. I’m still writing in my spare time. An eight book series is a big project. One of the books, in rough form, is on-lime. Naturally, I like my own writing, but aside from that, I think it’s good. It’s an action/adventure mystery with God and the Devil in the story. Go to our website, www.amfire.com, and look for the “Andy’s Books” button.
Bushmaster has a new 9mm AR-15 pistol/carbine. Meyerco has expanded it’s Blackie Collins 2006 A-OK line. The one hand open knives are selling in big numbers, and if you don’t have several in stock you’re losing money. ADG Sports has a small, quick open with your finger print safe.
Winchester has been highly innovative in a last few years, and their new XP3 is receiving excellent reviews from the field.
David Nance at Security Equipment has been doing well. Secuirty Equipment, better known as SABRE, manufacturers spray that’s a combination of both pepper and tear gas. It has an outstanding field record, and several unique features. For example, it leaves an ultra violet sensitive stain. So, if people are in a riot, and they are gassed, but they run to a new location. The police, by shining an ultra violet light on the crowed can pick out who was in the original crowd. Some thing with, say, a robber in a bank, who’s sprayed but then runs into a crowd. SABRE also has a new easy to detach from a key ring spray. If some body approaches your car it can be taken off easily. These make great Christmas gifts, if you don’t have them in your store you lost money.
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