Let The Selling Begin!

Manufacturers, Distributors Set Business Pace At NASGW Expo.

Promoting that theme, NASGW kicked off its 38th Expo & Annual Meeting in Reno, Nev., in early November. The event continues to enjoy growing support.

“Wholesalers are the backbone of the shooting sports business, and a strong relationship with wholesalers is indispensable, as two-step distribution is permanently ingrained in this industry,” said Andy York, Leupold vice president of sales, marketing and technology.

York said Leupold’s demand-flow system has dramatically enhanced the company’s fill-rate percentage.

“This has greatly improved our business with wholesalers, who rely on rapid fill rates, and this show is indispensable in conveying that message to the wholesalers,” York said.

Dave Wilcox, vice president of operations for Warne Scope Mounts, was very pleased with the show.

“Our growth rate in the wholesaler market has averaged 15 to 20 percent in the last five years, and two-step distribution will continue to be strong for Warne long into the future,” Wilcox said.

Tom Taylor, Mossberg’s vice president of sales and marketing, said 2012 offers great opportunities, as the company introduces new products and expands its programs.

“We’ll continue to implement creative programs that are positive for both distribution and retail,” Taylor said. “We’re very focused on making sure the consumer knows what we’re about, what Mossberg stands for and that we’re developing a tremendous amount of new products.”

Chris Leight, national sales manager for Howard Leight, forecasts a positive 2012.

“For us in 2011, we’re up double digits.

We really didn’t see much of a dip in the shooting sports market from a safety point of view. In 2012, we believe it will continue to drive double-digits for us,” Leight said.

Lane Tobiassen, president of Crimson Trace, said they were experiencing very positive response to their new products from wholesalers.
“This show provides a one-stop selling opportunity, as all our wholesalers are here at one time,” Tobiassen said.

Tobiassen also thanked NASGW for the level of communication throughout the year.

“Consistent and valuable information doesn’t just happen, and we appreciate the hard work that goes into it. Two-step distribution is doing well because of the value it provides to a very diverse spread of independent retailers,” Tobiassen said.

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