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From the NSSF
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EastBy Peter B. Mathiesen NY Specializing in MSRs and handguns, this 1,500-square-foot shop 100 miles from New York City (just minutes from the Delaware River and the Pennsylvania state line) opened its doors last year. The store's owner came to Las Vegas specifically to buy stock and secure future relationships with manufacturers and suppliers. "I was able to set up numerous factory authorized dealerships, and I really feel that's best done in person," says owner John Kielbasa. With MSR sales growing daily, Kielbasa spent time investing funds at the Rock River and LWRC booths. His buys included SIG for both pistols and rifles, and Springfield XDs and Glock for pistols. He also became a full-line dealer for Kimber. NH After opening a second location last year, this range and gun shop is expanding to a third facility in 2012. The shop sent two employees to the show. For this store, it was all about speaking to the right person. "Our growth is giving us the leverage to go factory direct with some vendors. SHOT is really the only place that we can meet with them in person with any efficiency," says owner Carey McCloud. Although the company did purchase two .50 BMRs, most of the floor time was spent collecting more than 90 pounds of catalogs. McCloud says that smart pricing, a strong social media communications platform, and the political climate have fueled a perfect storm for growth in 2012. PA This store, which sent two employees to Vegas, predicts 2012 will be a landmark selling year. "All I can say is, if you haven't stocked up by now, you will be running short by November. We are no longer in a hunting seasonal business--it's truly become a year-round sales trend," says owner Joe Keffer. Sportsman's added several new lines from the SHOT Show, including Vortex Optics for MSRs and Thompson/Center's new Dimension switch-barrel rifle line. Another new gun is the Heizer Defense DoubleTap break-open pistol. Keffer also mentioned that his store is on track to set another all-time sales record. "The political climate continues to drive our sales, and I believe that this year will be exceptional," he says. SouthBy Peter B. Mathiesen FL Consisting of 1,900 square feet of retail space, with an additional 10 lanes of indoor shooting, this store hasn't missed a SHOT Show in decades. At Vegas there was a lot of buying going on. "We have moved the majority of our purchasing to the show. The deals are a little sweeter, and we feel there's a better chance of getting our committed inventory on time. And in an election year, that will be critical," says manager Robert Sanz. In three days, Florida Gun spent plenty of time with range vendors and gun manufacturers. Large orders were written to Glock, Smith, and SIG, with major shotgun bookings going to Saiga and Remington. As of early spring, this retailer is reporting significantly improved sales from last year and is looking to set a sales record in 2012. As Sanz puts it, "If you can't make money in an election year, you need to find another job." NC With more than 12,000 square feet of retail space, this store sends several staff members to SHOT to fill an average of 15,000 firearm turns each year. "Vegas is a buying show for our store, where we strengthen our relationships with many of the manufacturers in the industry," says manager-buyer Derek Jarstfer. For 2012, this buyer sees the primary focus sharply turning to handguns, MSRs, and ammo. "We are in election mode, and the sales are already brisk for everything that was hot three years ago." Smith & Wesson handguns are leading this year's pistol sales with the M&P line across the board. Springfield XDs, Ruger LC9s, and SIG P229s are also pulling brisk numbers. KY Specializing in hunting firearms, soft goods, and archery, this 900-square-foot retailer sent four employees to Vegas. For 2012, the staff found themselves purchasing more goods at the show than in previous years. "All I can say is, AR-platform guns are back--big time. Although the political climate has helped, for us there has been a surge in younger hunters that are moving to this platform for predators and even deer," says manager Chase Callahan. Purchases covered a wide range, from Browning and Benelli shotguns to Barnett Crossbows. MidwestBy Peter B. Mathiesen MN With two stores that measure more than 7,000 square feet of retail space, along with 38 shooting lanes, this retailer feels like he can't miss Vegas. For owner John Monson, it's all about finding what's new. "I actually get texts from my best customers asking what's new, just two hours into the show. I have to see what's on the cutting edge, even though I generally don't buy at the show," he says. In addition to knowing what's hot, maintaining vendor relations is the other motivation that keeps this buyer/owner coming back. "If a company's factory direct, I most likely won't see a rep. So stopping by and saying hello goes a long way with some of my biggest vendors," he says. Other show interests include range-service equipment that Monson can't see anywhere else. MO This metropolitan retailer keeps up to 250 firearms on display while specializing in home defense and law enforcement. The shop sent three staff members to Vegas. "Our buying at the show was about average for this year, as we concentrated on factory-direct vendors. And our general handgun buying is still through distributor shows. That said, we bought a lot of stuff," says owner Mark Campbell. On the new-product front, this store loved the Heizer Defense DoubleTap and SIG's new 938. Orders were given to SureFire, Trijicon, Kimber, and Rock River. Campbell reports that inventory turns of handguns have been particularly high in the last 60 days. IN With 8,500 square feet of display space and more than 8,000 guns in inventory, this Great Lakes area retailer attends SHOT in force. "We send three buyers and two sales clerks. The buyers have demanding schedules with appointments, but the salesmen are free to look for new product. We'll rotate the counter staff each year, giving each of them an opportunity to get a feel for the industry," says general manager Brad Rupert. Big stops for this store included SIG, Magpul, Kershaw, and Colt Rifles. The show continues to be crucial, allowing the company reps to maintain relationships and find cutting-edge gear. WestBy Peter B. Mathiesen WA With 10 stores in Washington and Oregon, this large retailer sends two to three employees each year to the SHOT Show. "Our main concerns are to find what's new and to shore up our relationships with our reps and the factories. It really is important for our staff to be on the floor even when we don't find many new products," says the store's manager, who identified himself as "Ty." For this retailer, the 2012 show was not significant in terms of new products--it only completed a handful of purchases. However, in an upcoming election year, the relationships forged at the show can make a big difference when supplies are short and product is back-ordered. Ty says 2012 sales were already strong, and the company expects them to hold through the calendar year. NV Having opened its doors in 2010, this northern Nevada retailer makes an effort to create an inviting and comfortable experience for his customers. This year's SHOT Show was all about signing orders. "We committed to a lot of merchandise while adding several new lines," says owner Sharon Oren. New products that impressed this store owner included SIG's 716 tactical rifles and the 938 pistol. Other large orders were given to Kimber, Rock River, and Knight Force. Although Oren believes the time at SHOT was well spent, he notes that staff shortages at many manufacturers' booths forced him to wait for long periods of time before being able to speak to a company rep. CA Located 40 miles west of Bakersfield, this rural storefront uses 1,500 square feet to display about 600 home-defense firearms. "For me, it's all about new product, and SHOT is where I see it," says owner Wes Morris. Although new products may have been the priority, Morris wrote orders for accessories such as Harris bipods and SureFire flashlights. Because California-compliant MSRs are increasing in availability, this buyer is experiencing growing rifle traffic, and he says the Smith M&P Sporter holds the top spot on his sales chart. Custom parts--including uppers, lowers, and barrels--are still selling extremely well.
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