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Vol. 14 No. 2
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February 24, 2014
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Missed last month's InSight? Recent past issues of InSight can be found by CLICKING HERE. Share this information with other members of your company!
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Upcoming Events:
Brownells Gunsmith Conference & Career Fair
April 1-2, 2014
Des Moines, IA
NRA Convention 2014
April 25-27, 2014
Indianapolis, IN
2014 NSSF Industry Summit
June 9-11, 2014
Springfield, MA
NASGW 41st Annual Meeting and Expo
October 14-17, 2014
Little Rock, AR
SHOT Show
January 20-23, 2015
Las Vegas, NV
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Chairman's Commentary: February 2014
What a tough winter for much of North America. Sub zero temperatures, snow and ice storms and perpetual temperatures under freezing have made for some outdoor events nearly impossible. Simply a day in the woods hunting is a challenge.
Despite the inclement weather, the industry numbers continue strong. January 2014 NSSF-Adjusted NICS Background Checks is the second highest on record with 970,510 checks in the system.
Click here to read more
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President's Message: February 2014
Have you ever wondered what was the total size of wholesale distribution in the US? Well, according to the National Association of Wholesale Distributors (NAW), wholesale trade produces $4.5 trillion in annual sales. It involves 35,000 companies, upwards of 160,000 locations and 5 million employees, in every congressional district.
Click here to read more
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ATF Extending Term of Import Permits to Two Years
The Bureau of Alcohol, Tobacco, Firearms and Explosives (ATF) has published a new Final Rule that, effective April 8, 2014, that extends the standard term of import permits for firearms, ammunition, and defense articles from one year to two years. The additional time allows importers time to complete the importation of the authorized commodity.
Click here to read more
ATF Releases Favorable Inspection Results Report
ATF also recently released a new report demonstrating the success of federal firearms licensees in complying with federal laws and regulations. ATF reported that during Fiscal Year 2013, the agency conducted compliance inspections of 10,002 licensees. Results show that the licensees are overwhelmingly complying with myriad laws and regulations.
Less than one percent, 0.69%, of the inspections resulted in a license revocation or a denied renewal. Roughly half of those inspected, 48.73%, were found to have no violations, slightly higher than FY 2012 and generally consistent with historical patterns showing a culture of compliance.
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Best Practices: Demand Response
One of the most effective and widely available ways for sporting goods wholesalers and manufacturers to reduce electricity costs and consumption is participation in demand response programs; however, a large gap exists between interest levels and actual participation in such programs. Demand response provides financial incentives for voluntarily reducing electricity usage during peak demand times when electricity prices are highest.
Click here to read more
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Renew Your Membership
Our thanks to all of you who have already renewed your membership for fiscal 2014. All members (primary contacts) should have received by now a renewal notice for 2014. You may also renew your membership online. It is an easy and efficient way to renew. All you need to do is log in to the members-only section of the NASGW website and click on "Join/Renew."
If you do not have your login information, contact NASGW Member Services Manager, Laura Hallen, 630-606-4007 for information. NASGW appreciates your continued support.
Click here to renew.
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Update your Profile on the NASGW Website
You can add additional contact names, subscribe to our newsletters and edit your profile 24/7 from the NASGW website. Simply go to the member only section (left column) at www.nasgw.org and click on "Update Contact information". For additional subscribers to InSight etc. click on Newsletter or simply give us a call or send us an email at [email protected] and we'll walk you through the procedure.
Forgot your password? Send a note to Lauren Hallen or call 630-696-4007.
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Congratulations to NASGW Members...
- Leupold being named the Official Optics of The Boone and Crockett Club
- Ellett Brothers being named the "2013 Distributor of the Year" from Eagle Imports, Inc. Metro Arms, Bersa and Comanche Brands
- Green Supply earning from Sightron the award for Outstanding Sales and Support. Green also achieved exceptional sales numbers during 2013
- Taurus Holdings naming Sports South as their "Distributor of the Year"
- Bushnell Award of their 2013 Game & Fish/Sportsman Reader's Choice Award
- TRADITIONS FIREARMS being presented with the Reader's Choice Award by Games & Fish/Sportsman Magazine
- Team FNH USA's Dave Sevigny Recording the top finisher at the Georgia State Steel Championship
- ProGrade Ammunition Naming of Owen J. Brown & Associates the company's 2013 Sales Group of The Year and Salesman of the Year. ProGrade also awarding Brian Murry of Owen J. Brown & Associates the title of 2013 Salesman of the Year
- Hunter's Specialties individual awards to Joe Allred and Gene Nakata for the largest individual percent increase. Jeff Robles & Associates receipt of the largest percent Increase for an agency and the Thomas F. Gowen Agency receipt the Extra Mile Award
- IWI US TAVOR SAR taking Home the TTAG Rifle of the Year Award and TheTruthAboutGuns.com awarding IWI US the 2013 Reader's Choice Award for Rifle of the Year
- Hornady's SST Shotgun Slugs Receipt of the 2013 Readers' Choice Award as best shotgun slug
- Traditions PerformanceFirearms naming H&G Marketing 2014 Rep Group of the Year
- American Technologies Network Corp. (ATN) winning the Predator Xtreme Reader's Choice Award for night vision/therma.
- Steve Hornady, Hornady Manufacturing being named "Sportsman of the Year" at 2013 Sportsman Choice Awards
- Benelli USA awarding Vincent A. Pestilli & Associates-2013 Agency of the Year
- Bangers LP receiving the "2013 Customer of the Year" award from Hornady Manufacturing
- Brownells earning the 2014 Work-Life Seal of Distinction from the Alliance for Work-Life Progress.
Do you have an announcement you'd like to share? Send them to [email protected].
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NASGW Partners with APPI Energy's Program to Reduce Energy Costs for Member Firms
NASGW has partnered with a new benefit program provider to help members reduce electricity and natural gas costs. APPI Energy will provide energy procurement and consulting services to NASGW members in deregulated energy markets.
Recommending many reliable energy suppliers, APPI Energy can help NASGW members lock in today's low energy price in a supplier contract that begins when their current supply contract ends.
Click here to read more
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Customer Centric Supply Chain
There are several forward-moving ideas in motion that focus around the idea of a customer-centric supply chain that deliver goods in unique ways to meet customer expectations. Companies around the world have to figure out how to differentiate themselves from their competitors and you can see the beginning of this impact starting with their supply chain.
Click here to read more.
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Articles of Interest
Here are this month's picks for articles of interest in best practices, sales & marketing and management:
Policy Watch
- Feds delay health-coverage-parity provision
The Internal Revenue Service will delay enforcing a provision of the Affordable Care Act that will penalize employers that provide more extensive health care coverage to executives than to other employees.
- Visionary leaders shouldn't work alone
To lead with vision requires a clarity of purpose but also a willingness to draw others into your vision, writes Joel Garfinkle. - 7 ways to re-energize exhausted workers
Tired teams require that leaders step back and help them recharge their batteries, writes Karin Hurt. - Why control freaks are less effective leaders
In the modern workplace, bosses have better ways to get results than micromanaging employees, writes Andrew Benett, global president of Havas Worldwide. -
How to persuade employees to seize opportunities for innovationInnovation is all about looking for new ways to do things, and the key to encouraging employees to explore new opportunities is to make sure organizational culture is aligned with their motivations, writes Art Markman, a professor at the University of Texas at Austin.
- Smart companies stay a step ahead of the regulators
Too many companies react to each individual regulatory change instead of developing an integrated plan with holistic, proactive solutions, writes Chris Oestereich.
Sales & Marketing
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By the Numbers
354 billion emails exchanged
1 billion Facebook postings
400 million tweets sent
...each day
Source: Direct Marketing Association, 2013
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NAW Publications of the Month
Here are our picks for some helpful resources from the National Association of Wholesaler-Distributors (NAW). NASGW members receive a discount off all NAW Publications.
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Teach your salespeople how to sell more at higher margins
Distributor salespeople need a consistent sales model that provides them with the structure to effectively use their talents and skills for increased profitability -- especially today. "Objective-Based Selling in Wholesale Distribution" provides exactly that sales model. It is specifically geared to distributor salespeople in all lines of trade. It will teach your salespeople how to sell more at higher gross margins.
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Train inside sales reps how to generate profitable sales
Today inside sales personnel are responsible for generating sales and making sure those sales are profitable. "Essentials of Profitable Inside Sales in Distribution" provides a real-world, in-depth understanding of the expanded role of inside sales. Use this training workbook to show your inside sales staff exactly how they contribute to the health and well-being of your company. Order for every team member.
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"Engaged customers are loyal brand advocates. They are less price-sensitive and more likely to repurchase your product or service. And they are also more likely to recommend your brand to others. This is why face-to-face marketing is the best platform to create emotional connections. There is no better way to engage someone than to be in the same room with them showing them the real people behind the brand: learning from them, teaching them, and engaging with them."
-- InSights, OBSERVATIONS & VIEWS FROM FXP
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NASGW is comprised of wholesalers, manufacturers, and independent sales reps - both national and international - all of whom are primarily involved with hunting and shooting sports equipment and accessories. For more information, visit www.nasgw.org
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The articles that appear in InSight are chosen from a variety of sources to reflect media coverage in the publishing industry. An article's inclusion in InSight does not imply that NASGW endorses, supports, or verifies its contents or expressed opinions. Factual errors are the responsibility of the listed publication.
COPYRIGHT � 2014 by National Association of Sporting Goods Wholesalers (NASGW). and the individual authors of the materials contributed or referenced in InSight. Permission is granted for the broadcast, publication, retransmission to e-mail lists, websites or any other copying or storage, in any medium, online or not, of NASGW copyrighted material herein if 1) the text is forwarded in its entirety, including this paragraph, and 2) no fee is charged.
Permission to use third party copyrighted material must be obtained separately from the individual authors. The "National Association of Sporting Goods Wholesalers", "NASGW", InSight and all other trade names, trademarks, service marks, logos and images appearing in this publication are the sole property of the National Association of Sporting Goods Wholesalers and may not be used without the Association's prior express written permission. All other trade names, trademarks, service marks, logos and images appearing herein are trademarks or registered trademarks of their respective owners.
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