In Search Of Inventory

It started with hand sanitizer and toilet paper. Now, after months of insatiable demand, firearms, ammunition and related accessories are becoming increasingly difficult for dealers to not only keep in stock — but to get on their shelves in the first place.

“Imagine a hot dog vendor without any hot dogs. That’s your local gun shop,” quipped Barry Laws, CEO of Openrange in Crestwood, Ky. “We’re challenged with a lack of any inventory, let alone firearms and ammo.”

With the COVID-19 pandemic and social unrest showing no signs of abating — not to mention, a historic presidential election now weeks away — demand for firearms and related accessories won’t be leveling off anytime soon. Citing product scarcity as a growing concern, dealers are on the lookout for fresh sources of inventory. Some were willing to share tips they’ve employed to at least meet a fraction of the widespread demand.

Value Of Relationships

It’s an obvious point, but one worth examining: Relationships deliver, especially in times of crisis.

Jeremy Ball, general manager at Sharp Shooting Indoor Range & Gun Shop in Spokane, Wash., shared while election years are often marked by “nightmare” inventory struggles, 2020 has been in a class of its own.

“I don’t ask for inventory from people who I don’t support all the time anyway. Being consistent in purchasing is huge when things like this happen,” he noted.

Ball advised against spreading your business too thin across multiple suppliers.

“If you do that, you’ll be at the bottom of everyone’s list. Be on fewer lists and buy heavier from those suppliers,” he added.

At Georgia Gun Club (Buford, Ga.), General Manager Beth Martin says her team upholds the same perspective, whether they’re maintaining contact with industry partners or handling customer requests. It’s yielded positive results.

“For Georgia Gun Club, everything is relational. And this includes interactions with members and guests to manufacturers and distributors,” she shared. “As manufacturers attempt to catch up and get the much-needed product out, the sales reps we have built rapport with are contacting us directly. It has helped us to continue offering firearms to the people who want to consume with us.”

With the cyclical nature of the firearms industry, those dealers who maintain close relationships with wholesalers, sales rep groups and manufacturers through the ups and downs will stand out. Laws pointed out the tables have turned in the dealer-wholesaler relationship since the post-2016 slump.

“Let your wholesaler know how happy you are they’re there to help,” he said. “We left them hanging when the market sucked, with many not paying their bills. Now they risk supply chain issues (just like us), and they tire (as we do) of condescending demands and silly questions … instead, what about telling wholesalers how much they helped your success in the past, and thank them?”

New Sources

While important, relationships can’t procure product that’s not available to meet demand — which is why dealers are getting creative to secure product.

Ball identified three areas that could yield results for your store: police evidence firearms (as a purchase or trade), estates and elderly care organizations.

“For estates, advertise that you do bulk purchases of firearms,” he suggested. “Talk with elderly care organizations, most won’t allow residents to have firearms. Get with management and offer your contact information for people moving into the facility.”

A sometimes overlooked market figures to be a prominent resource during this period, as well.

Rob Wilson, president of Timberline Firearms & Training in Flagstaff, Ariz., shared this is his first foray into the used firearm market after two years of operation.

“The used firearm market isn’t something we had spent a lot of effort on — I was initially reluctant because of the potential liabilities,” he said. “However, we’re going to start proactively marketing to people to bring in saleable firearms to help fill that gap we’re seeing from new firearms.”

For dealers not able to fill the inventory gaps during this time of uncertainty, Laws (tongue-in-cheek) identified a potential fallback option: “Without product to sell, we might well find ourselves pushing that hot dog cart — because the ’dogs are still in inventory!” It’ll be quite the cookout as we enter Q4.

Dealers, what other resources are you using to fulfill product requests? Send me an email: editor@shootingindustry.com.

EasyExport Launches Export Sales Insights

EasyExport, an automated processing service enabling U.S. sellers of firearms, parts, optics, suppressors and other accessories to ship online orders to lawful purchasers in 82 countries, has launched the monthly publication of its EasyExport Insights. (Launched July, May 2020 was the first month evaluated.)

The reports, available at no cost, include:
A global view of export sales for the firearms industry during the current month.

Export sales to the top 25 markets for 20 product categories.

Spotlight reports that provide an in-depth look at one product category and one international market each month.

Comparative data for prior time periods.

“The transfer of export control over most firearms to the Commerce Department in March and the State Department’s announcement [July 10] it will permit commercial exports of sound suppressors create a huge, unprecedented opportunity in our industry,” said Jeff Grody, EasyExport CEO. “By sharing the reports we develop for our own business, we hope to help all U.S. exporters of firearm products create and execute better international growth strategies.”

EasyExport was created by firearms industry and IT professionals with decades of experience building automated solutions and exporting firearm products.

EasyExport customers receive an additional Grow Your Exports section of EasyExport Insights that uses their own export sales data and proprietary EasyExport data and algorithms to benchmark their performance, identify opportunities for future growth, assist in resource allocation and, ultimately, accelerate the growth of their international sales. / easyexport.net/exporters

Click To Read More Shooting Industry September 2020 Issue Now!