I have always believed one of the greatest benefits of getting our industry together in one place is the opportunity to strengthen relationships. We spend a lot of time talking about products, pricing, inventory, and market conditions. Likewise, our businesses depend on trustworthy partners for a lot more than simply buying and selling products, we rely on banks to understand our businesses, insurance providers who understand our risks, and credit card processors willing to support lawful shooting industry businesses.
When a manufacturer selects a distributor, they are trusting that company with much more than inventory. They are trusting them to represent their brand properly, maintain pricing discipline, understand compliance, manage inventory, communicate with retailers, and ultimately help get the right products to the right places at the right time. For wholesalers, earning that trust takes time. It comes from doing what’s right, communicating when something changes, being honest when there is a problem, and working toward solutions that benefit the relationship over the long term.
Unfortunately, businesses in the shooting sports industry have learned that not every company views our industry the same way. We have seen financial institutions, payment processors, insurance providers, and other service companies change policies or move away overnight. When it happens, it’s more than an inconvenience, it disrupts operations and creates unnecessary risk.
That makes finding partners who understand and our committed to our industry that much more important. NASGW has worked to develop relationships and resources that help address some of those needs. Fortify Insurance provides an insurance option built around the shooting sports industry. Old Glory Bank provides another banking option for businesses in our community. Our newest affiliate partner, Electronic Transfer, Inc., brings decades of experience providing credit card processing to firearms businesses.
We are also trying to solve some of the challenges that exist between trading partners. SCOPE CLX is working to improve visibility into what is happening at retail, while VAULT addresses a different issue by giving manufacturers greater control over the product information and imagery that represents their brands throughout the supply chain. When product information moves through the supply chain, they need confidence that descriptions, specifications, images, and other product details are accurate. Giving the manufacturer the ability to maintain that information at its source helps protect brand integrity while also giving wholesalers and retailers better information to work with. In the end, none of these resources replaces the need for good business judgment, they simply provide additional options in an industry where having partners you can depend on matters.
As you finalize your Expo schedule, I encourage you to think about more than the next order or business opportunity. Spend some time with the partners who have earned your trust. Ask what is working and what is not. Have the conversations that are sometimes difficult to have over email or on a conference call, and make time to develop some new relationships as well.
I look forward to seeing many of you at the NASGW Expo.
Until next time,
Bill Sumner
NASGW Chairman of the Board