Bonus buys and added value - Outdoor Marketplace

Shooting Industry, Jan, 2003 by Mark Diss

Once you've visited all the must-see booths, contact additional vendors whose product lines have shown potential for your store.

"We're always interested in working with vendors who offer us extended shipping dates or product specials that bring our customers great values," McClain said.

Double check show pricing and terms before you buy. Many vendors offer show specials with attractive pricing. They also can be very creative with terms and shipping and handling fees. Ask how long show specials will be honored after the show. Take care when presented with a "buy it now or lose this price." Always consider the real value and avoid post-SHOT Show buyer's regret.

Confirm the price and shipping terms in writing. Most vendors will have show specials and the effective dates pre-printed.

While your time on the show floor is valuable, consider attending some of the business seminars. Their schedule is listed in this issue. You'll learn ways to do business better and increase your profits.

Alter You Get Home

Your SHOT Show adventure does not end when the show closes. Make the most of your time and investment. Once you're back in your store, separate your show orders so you can monitor show prices and shipping. Vendors can make mistakes, so it's important to keep track of what you ordered and what you receive.

Go through all the literature you lugged back. Do not let it sit in a heap by your desk or languish in the shipping box. It has information to help you sell products. Review the literature for the gold nuggets you couldn't mine at the show. These include products that are just right for your market, or companies offering quality and pricing that's better than your current product lines. Take the time to seek them out.

Finally, review what you did and did not accomplish at the show. Jot down a "must do/must avoid" list for next year's show in Las Vegas.