Vol. 14 No. 3 

March 20, 2014 

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Upcoming Events:

   

Brownells Gunsmith Conference & Career Fair 

April 1-2, 2014

Des Moines, IA

 

NASGW Webinar: Sales Strategy

April 9, 2014

12-1 pm CDT

Location: On-line

 

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 

New Members:

 

Brass Guys LLC

Manufacturer/Importer 

 

HCO Outdoor Products
Manufacturer/Importer 

 

Holosun Technologies
Manufacturer/Importer 

 

Raging River Outdoor Products
Manufacturer/Importer

Services & Benefits:

 

 

Power of A

Chairman's Commentary: March 2014

In preparation for this month's commentary I happened to look up the definition of distribution and "two step distribution." There is apparently no official definition for "two step" distribution. What came up as the first choice in a Google search was - a Boston dance called the "two step."  The definition of "distribution channel" got me much closer to what I was looking for. 

 

What about our industry and the channel of distribution?

 

Click here to read more 

President's Message: March 2014 

There has been increased talk recently about how this year may mark the need to return to "selling" vs. simply order taking. If that is the case, we may need to make some changes in our mindset. There's a lot of change happening these days, and it's those organizations that are prepared and anticipate that will stand to benefit.

 

Click here to read more 

NASGW Expo & 41st Annual Meeting 

Plans are moving ahead with NASGW's 41st Annual Meeting and Expo at the Little Rock Convention Center in Little Rock, Arkansas. Housing will open shortly with a choice of seven hotels and price ranges from $94.00 to $180.00 per night.

 

About Little Rock and the NASGW Expo

Little Rock is the Arkansas State Capitol. Its international airport is 10 minutes from the Convention Center and downtown. A compact city with dozens of restaurants, and entertainment establishments, Little Rock is an ideal location for NASGW's Annual Meeting.

 

2014 Exhibitor Floor Plan

Take a look at this year's lineup of exhibitors and floorplan. Clicking on the booth number will give you the location and name of the Member exhibitor.

NEW! NASGW Webinar: Building and Implementing an Actionable Sales Strategy

The latest NICS data implies that demand for firearms decreased almost 24% in the past three months. You're thinking, "I know. We felt it!" Assuming demand isn't going to magically increase, what are you going to do to improve your chances of selling more than your competitors? Because you know, it's not going to get any easier. 

 

Companies which have developed and implemented specific and actionable plans to grow their sales have been more successful than those who haven't. Which company are you?

 

Click here to read more

Census data shows e-commerce growth in wholesale industry

The U.S. Census Bureau has broken out e-commerce sales data for the first time. According to the bureau's Annual Wholesale Trade Survey, the $989 billion in e-commerce sales composed 20.1% of the wholesale industry's $4.9 trillion in 2012 revenue.

Click here to read more 

Congratulations to NASGW Members...
  • Davidson's with the Glock Perfection Award and Distributor of the Year Awards from Freedom Group Companies, Para Handguns and Remington's Law Enforcement division.
  • Crimson Trace award to the Distributor of the Year: Lipsey's
  • MGM Targets Shooters top charts at 3-Gun Nation Qualifier at the USSA in Tulsa, OK.
  • Winchester Safes naming of Schooler Associates as the 2013 Rep Group of the Year
  • Winchester Safes naming Justin Holcombe of Schooler Associates the 2013 Sales Rep of the Year
  • Brownells receipt of Daniel Defense's 2013 Award and the AWLP Seal of Distinction. 

 

Do you have an announcement you'd like to share? Send them to [email protected].
Review your electricity bill

If your warehouse contracted with an electricity supplier, you may notice a substantial increase on your electricity bills when your contract expires. Many customers default to a month-to-month, market-based price when their supplier contract expires. The electricity market is very volatile, causing market-based pricing to be significantly higher than most contracted fixed prices. 

 

APPI Energy can review your supplier contract, if applicable, and negotiate a new supply agreement. To avoid higher electricity bills, contact Carrie Shepard at APPI Energy at 800-520-6685 or [email protected].

Number of NASP Participants Owning Bows Increases Dramatically

The results of a new survey of students currently involved in the National Archery in the Schools Program (NASP) contracted by the Easton Foundations in 2013 reveals a substantial increase over the previous year in the number of student archers who have their own bow and arrow gear. 

 

More than three quarters of the students polled during the May 2013 NASP Nationals in Louisville, Ky. (81 percent, to be exact) said they have their own bows. An online survey of NASP participants in 2012 indicated 46 percent (nearly half) owned archery equipment.

 

Click here to read more 

Articles of Interest
Here are this month's picks for articles of interest in best practices, sales & marketing and management:
 
Policy Watch
  • Federal report predicts higher premiums for most small businesses
    Affordable Care Act rules that limit how much insurers can charge older or sicker subscribers mean that about 65% of businesses with 50 or fewer employees will pay higher premiums, while about 35% will pay lower premiums, according to the federal Centers for Medicare and Medicaid Services Office of the Actuary. 
Business Leader

Sales & Marketing

Operations & Technology
  • Why customer service should be a core focus
    Customer service is a more expansive concept than some realize, and getting it right is critical to building a successful supply chain, write Art van Bodegraven and Kenneth Ackerman. 
  • 3 issues CFOs need to address this year
    CFOs have a lot on their plate for 2014, but this post advises them to tackle three big challenges: managing Big Data, closing the skills gap -- especially in accounting -- and updating internal controls.
  • Viewpoint: Successful CIOs check their ego at the door
    Being a successful chief information officer means making IT a driving force behind business goals while having the management skills to facilitate the vision of the CEO in customer service, vendor relations and human resources, writes Jonathan Feldman, CIO for Asheville, N.C.
By the Numbers 
83%
The percentage of bosses in a survey who described themselves as "very satisfied" with their family life. Another 69 percent said the same about their current job, as did 40 percent of their financial situation. Those numbers top the comparable ones for lower-level workers.
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.
Gain control over your pricing with "Strategic Pricing for Distributors"

For many distributors, gaining control over pricing is their last "unplowed field." "Strategic Pricing for Distributors: Tools and Rules for Building Higher Margins" is a combination of business novel and guidebook with real-world lessons for distribution managers. It takes you through a plan using market-driven pricing guidelines and tools for reaching and sustaining strategic pricing improvement -- and ultimately increased profitability.

Order Brent Grover's bestseller: "In Search of the Perfect Customer"

"In Search of the Perfect Customer: Cost-to-Serve for Distributors," by Brent Grover, is available as a Kindle edition (Amazon.com), a NOOK book (BN.com), or iBooks edition (Apple). Or order a softcover edition from NAW. Wholesaler-distributors must protect their most profitable, high-growth potential customers and avoid squandering precious resources. If your company is overlooking opportunities to make money and stop profit leakage, read this book.

Build, Fix, or Terminate": Learn how to maintain profitable supplier relations

"Build, Fix, or Terminate" is about distributor and manufacturer working relationships and how, if properly managed, they can lead to profit and business success. It recommends how to build and sustain successes; fix emerging conflicts; and, if necessary, terminate unfortunate working relationships that just won't function -- if they ever worked properly in the past. It's a must-read for distributors and manufacturers.

"No man's life or property is safe when the legislature is in session."

 

-- (Often attributed to Mark Twain, but credit probably rightfully 

belongs to Judge Gideon J. Tucker.)

NASGW

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

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.