retailers – SHOT Show Blog

2015 SHOT Show University, Retail Seminars Set Record Attendance

The 2015 SHOT Show University and NSSF’s numerous Retailer Seminars earned compliments across the board from their hundreds of attendees as being the best ever SHOT Show events dedicated to educating retailers in the firearms industry.

Designed to provide the latest information on compliance, marketing, inventory management and dozens of other topics important to firearms retailers, SHOT Show University provided a variety of educational tracks for retailers ranging from those new to the business to those veteran entrepreneurs who have been in business for decades.

It’s an annual must-attend event for hundreds of retailers, such as retailer Matt French, who echoed similar statements from many others in post-University reviews, when he said, “This was simply the best SHOT Show University I’ve attended. The day started out strong with Dr. Linda Talley’s presentation. Everyone loved the breakout sessions, and the Afterburner keynote address was one of the best I’ve ever seen.”

Retailers Robert Kenger and Susan Galloway were also impressed by the breadth of information at SHOT Show University. “I have been to all the SHOT Show Universities NSSF has held since their beginning in 2002, and this was the best ever,” said Kenger, while Galloway commented, “This was awesome and I was very impressed. I learned so much about maturing and growing my business.”

The dozens of Retailer Seminars were also a noted success. Not only did the 13 sessions have record overall attendance of more than 2,600 retailers, several sessions such as the discussion in NFA (National Firearms Act) sales and legalities and the seminar on how retailers can profit through improved used firearms marketing, were at standing room-only capacity.

“We’re extremely pleased that so many attending this year’s SHOT Show University got so much out of the event,” said Patrick Shay, NSSF Director, Retail Development. “To receive the tremendous amount of positive feedback we did from both University attendees and those sitting in on the many Retailer Seminars we offered throughout the week of the 2015 SHOT Show tells us we’re providing the right information at the right time to the key people who introduce our industry’s goods to the consumers. Combined with the huge industry support we received for this year’s SHOT Show University event from sponsors Smith & Wesson, Celerant Technology Corp., Howard Leight by Honeywell, iTech Digital, Camillus, Joseph Chiarello & Co. Inc. and the National Association of Sporting Goods Wholesalers, the favorable response from our retailers tells us that NSSF’s work to improve how our industry works together from manufacturer to retailer is succeeding. That certainly gives us the motivation to make next year’s event even better.”

How to Approach Exhibitors: Buyer Advice from 3 SHOT Show Pros

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With more than 1,600 exhibitors and hundreds of thousands of products, buyers working the floor of SHOT Show are certainly challenged when it comes to discovering the goods their clients need and connecting with the manufacturer’s reps who can work with them to place orders and close the deals. In an effort to help those buyers get the most out of their time on the floor, we reached out to two high-profile PR and marketing firms to ask them what their clients, SHOT Show’s exhibitors, are looking for when they meet with buyers.

“The exhibitors do want to know how the past year was for their buyers and retailers, what customers are coming into stores asking for, i.e., concealed carry, long guns, specific accessories, etc.,” said Kim Cahalan, Vice President of Media Relations for Media Direct Creative Group, Inc., which counts Rock River Arms, Taurus Brands, Apex Gear, TRUGLO and Wildlife Research Center among its many clients. “The companies we work with really want to know from the buyers and retailers both what’s selling and what’s sitting on their shelves.

“When the buyer gets to the meeting or booth appointment, they should ask right away for the new 2015 promotions, range programs, etc., so the booth staff can dedicate a person to take them through the new product, showing the selling features and benefits of the product to help make their jobs easier when then return to the shop and getting them into the best promotions we are offering,” Cahalan emphasized. “Whatever the buyer needs from the manufacturer, I’d suggest writing those items on the back of their business card and handing it to the point person in the booth. In other words, if that buyer is out of product catalogs, for example, please don’t tell someone in the booth and expect them to remember, even if you are a valued customer. The SHOT Show is so crazy, that kind of request will inevitably fall through the cracks.”

Cahalan emphasized that her clients truly want buyers to have a pleasant and productive experience when they visit their booths.

“Feedback is always welcome. But beating up the folks in the booth about deliveries or other problematic situations isn’t the best way to get such personal and individual issues resolved. Simply put, there’s a time and a place for those discussions, but the show floor isn’t it. Instead, a buyer should introduce themselves and give a short description of the situation they’re having trouble with, then ask to have someone to follow up with you after the show to resolve the situation and get that person’s name and contact information. I believe the buyer will get a very positive response and hasty resolution of their problem by handling it that way.”

Kevin Howard, President of Howard Communications, which reps such prestigious companies as Browning, Bushnell, Hunter’s Specialties, Mossy Oak and Uncle Mike’s, also weighed in on the conversation.

“First thing I’d do as a buyer is check out the SHOT Show Planner link and download the SHOT Show Mobile App to your smartphones and tablets. Next, buyers and retailers should make a list of the products and exhibitors they must see, set up appointments with sales reps for the first two or three days of the show, using the show floor plan to make a systematic list so you are not running all over the show for appointments—then make sure you make the appointments. To maximize who and what you see at the show, make a second list of exhibitors you’d like to see as your schedule permits, creating that list from the SHOT Show Planner you’ve already utilized.

“As you walk the floor in between appointments, make a list of interesting booths you pass,” Howard advised. “Then take the last day of the show to visit those booths and investigate those products that might be good additions to your store or current lines. These will usually be found at the smaller booths, so learn to look for them on your way to appointments at the bigger booth setups.”

Laura Burgess, President of the well-respected firm Laura Burgess Marketing, talked to several heads of the companies she reps for us.

“I would tell a dealer to come to the SHOT Show with an open mind and look for companies that stand out from the rest,” said Burgess’ client Michael Sodini, President of Eagle Imports. “Everyone seems to get stuck in the rut of carrying the same things. Then they ultimately cut each other so it becomes a rat race to the bottom of the barrel.”

Another client on Burgess’ long list, Russ Datson, Director of Sales for Liberty Ammunition, echoed Sodini, stating, “I would advise a dealer to allocate some time to visit with some of the newer companies in the industry. We all get stuck in our comfort zones, visiting with the manufacturers and people we regularly work with, and while it is important to maintain those relationships, it is equally important to familiarize yourself with the upcoming players in the industry and evaluate the products they are bringing to market. Like it or not, trends are prevalent in our industry, a savvy dealer understands these trends and stays on top of them.”

The full list of 2015 SHOT Show exhibitors is available here. You’ll also find the show’s floor plan, product and seminar listings and a schedule of show specials and celebrity appearances there. The SHOT Show Planner can be found here, and be sure to download the 2015 SHOT Show Mobile App available in the Apple App store and on Google Play for iPhone and Android products, respectively, and in a Windows App for Blackberry devices. Click here for more information.

Chris Dolnack is Senior Vice President and Chief Marketing Officer for the National Shooting Sports Foundation. Follow him on Twitter at @ChrisDolnack.

Less Than 30 Days Until the 2015 SHOT Show! Are You Prepared?

The real countdown has begun—there are less than 30 days remaining until the doors open on the 2015 SHOT Show. Are you prepared? Take a look at the tips we have for exhibitors, buyers and retailers and media, as well as some important items that will help everyone attending SHOT Show (be sure to read through to the end!).

Exhibitors

Check the list of December 26 deadlines for catering, sign hanging, electrical, Internet and much, much more.
Do you have all your exhibitor badges (based on your allocation) finalized for your booth personnel?
Did you schedule a press conference? Now’s the time to get your press materials in order, send out invites to the media members and buyers you want to attend, and get working on your PowerPoint presentations.
There are still a handful of slots available for the all-new SHOT Showcase Theater. This is a unique opportunity to have your newest products and lines in front of media members and buyers in a high-intensity, multi-media forum. Contact Chris Tatulli, NSSF Director, Exhibit and Sponsorship Sales, ctatulli@nssf.org.
Get your press kits in order—jump drives, CDs, catalogs and press contact business cards. There will be more than 2,500 members of the media in attendance, and they need these materials. Also, remember to take advantage of the press bins in the Pressroom that are made available to members of the media; exhibitors may reserve up to two bins here. Media members tell us this is one of the first places they turn to for press kits, especially when the floor is busy and finding someone to talk to in a booth gets more difficult.
Are you holding a press conference in your booth? Let us know so that we can add your conference to our calendar of events. The press conference application provides an option for you to tell us that your booth will be the conference location, so please utilize that function.

Buyers/Retailers

Make the SHOT Show Planner your new home page and use the floor plan tab to set meetings and see all you need to see without zig-zagging the entire show floor and wasting time.
While you’re planning appointments, make sure to utilize the Show Special tab under the SHOT Show Planner. There are nearly 100 brands offering show-only specials, with more added every week.
SHOT Show University—This year’s lineup of topics and speakers is better than ever. Literally something for everyone from new store owner to veteran entrepreneur, this year’s University will also be open to exhibitors to encourage better communication and understanding of the manufacturer-to-consumer production chain. See the full course and speaker listing here and apply today—seating is limited!
The 2015 New Product Center should be on every buyer’s must-see list. Greatly expanded in size this year, you’ll find booth and company contact information for each product so that you may go directly to the floor for additional information.
This year NSSF will host more than a dozen Retail Seminars throughout the week with topics ranging from understanding key profit centers to compliance, as well as a special session on straw purchase prevention. Sessions are just $20 each, but worth their weight in gold. See the full schedule here.

Media

Press Room—As always, this is the place to be. Remember that the press room has a number of amenities press members need, such as free Wi-fi, electronic device charging stations, multiple PC and Mac work stations with printers, coat check and more. You can also find hot coffee and bottled water there throughout the day.
Press conferences will be held in Room 3401, Level 3, San Polo Ballroom of the Venetian, near the press room. A finalized list of available conferences will be posted here before the show begins.
NSSF Media Members have access to the Member’s Lounge during the show. The Member’s Lounge provides a quiet place to have a meeting, catch up on emails or just take a breather in between booth visits. A free lunch is also provided each day of the show.
Keep up with NSSF’s Twitter board during the show. Follow @NSSFSHOTShow now for announcements and of course search for and use #SHOTshow to follow the excitement of the show.
A full list of room numbers, phone numbers and websites important to our media members is available here.

EVERYONE!

The SHOT Show Mobile App is available now for Apple, Android and Blackberry smartphones and tablets. Simply go to shotmobile.com to link directly to the appropriate stores from your mobile device, or click here if opening from a web browser for more information or visit the app store for your mobile device and search for “2015 SHOT Show.”
Business cards—double what you think you need. It’s not worth running out mid-show.
Need to know where to go after show hours? Visit SHOT on a Dime to find dozens of restaurants on and near the strip that offer dining below $50, plus a list of local attractions.
Did you know SHOT Show has a concierge service? Traveler can help you with show tickets, tours, restaurant reservations and more.

This will be the last SHOT Blog post before the Christmas celebration. On behalf of everyone at NSSF, may all of you and yours have a safe and wonderful holiday. We look forward to seeing everyone in Las Vegas.

Diedra Cauley is the Director of Exhibitions and Conferences for the National Shooting Sports Foundation. Follow her on Twitter at @dcauley.

Retailer Seminars—Focus on Compliance

Though there’s a wealth of knowledge to be gained by attending SHOT Show University, we understand that not everybody can commit to a full day of classes before the show begins. That’s why NSSF also offers a variety of seminars throughout the show week.

Without a doubt, issues regarding FFL compliance and NICS are top points of discussion with our retailers. We have several seminars on this topic:

NICS E-Check 2.0 and the NEW NICS—In this session, conducted by veteran FBI Agent Kim Brown, who’s been with the National Instant Criminal Background Check System (NICS) since the program’s inception in 1988, you’ll learn about the vastly improved NICS E-Check 2.0 that let’s retailers access the NICS system via any computer or browser. There will be a live demonstration of the upgraded system and a review of other changes coming to NICS. This seminar takes place Jan. 20, 9-10 a.m., in Lando Ballroom Room 4302, located on Level 4 of the Venetian.
NSSF FFL Compliance Consultant Panel—Moderated by former ATF Deputy Assistant Directors Wally Nelson and Harry McCabe, who have nearly 70 years of combined experience in their field, this session allows retailers interact face-to-face with two of NSSF’s retailer compliance consultants. You’ll learn about the benefits this team provides NSSF members, such as compliance assessment onsite visits, ATF inspection preparation and other topics crucial to staying compliant. This session takes place Jan. 20 from 3-4:00 p.m. in Lando Ballroom Room 4302, located on Level 4 of the Venetian.
NFA Compliance and Best Practices—Geared for use by FFL Class III license holders, attorneys and law enforcement personnel who engage in issues and transactions pertinent to the National Firearms Act and Gun Control Act, this seminar will be moderated by former ATF Deputy Assistant Director Wally Nelson and attorney Chris Renzulli. This two-hour session will focus on compliance, with an in-depth review of the NFS process, plus a special discussion on how to deal with trusts involving NFA firearms. This seminar takes place Jan. 21 from 9-11:00 a.m. in the Lando Ballroom Room 4302, located on Level 4 of the Venetian.
Federal Prohibitors FBI/NICS—Also moderated by FBI Agent Kim Brown, attendees of this seminar will learn about the top 10 FBI/NICS items that will prohibit an FFL from transferring a firearm to a potential purchaser. Sample transactions using actual background check research will be demonstrated, and you’ll also learn why some customers are delayed or denied, as well as the steps your customers can take to overturn a denial they feel is incorrect. This seminar takes place Jan. 22 from 2:30-3:30 p.m. in Lando Ballroom Room 4302, located on Level 4 of the Venetian

The 2015 SHOT Show Retail Seminars above are just $20 to attend. There are many more sessions available to firearms industry members looking for new ways to improve their business processes and compliance efforts. For a full schedule of Retail Seminars, click here and then click the dropdown for the Retailer Sessions class schedule. Classes can be added at any time after you’ve completed your application to attend the 2015 SHOT Show by going to shotshow.org and logging back in with your registration ID and password. Don’t know your password? Email the 2015 SHOT Show management at regmgr@shot.convexx.com your request and the password will be emailed to the company contact listed when you applied to attend and completed your registration.

2015 SHOT Show University—Don’t Miss Out!

With the holidays almost upon us and SHOT Show just weeks away, I wanted to take a moment to round up the stream of information available for the 2015 SHOT Show University and encourage all retailers and range owners to attend. I firmly believe that this year’s lineup of speakers and sponsors brings more to the table than ever before, with ideas and discussion that will help everyone on the front lines of the firearms industry improve their businesses and meet the challenges of the year ahead.

We’ll start the day with a keynote address by the talented Dr. Linda Talley, who’s discussion on leadership development skills will help store owners and managers get the most out of their employees and create a productive, profitable environment for all staff members.

After the opening address by Dr. Talley, attendees will participate in one of four learning tracks. Track 1, ATF Compliance, is geared toward newer retail owners and certainly a solid refresher for anyone. Choose Track 2, Drive Your Sales, and you’ll get lessons from experts Larry Messereau, Doug VanderWoude, Miles Hall and Gene Marks on how to profit from digital marketing, enhance your Internet presence, differentiate your business from the competition, increase cash flow and improve your promotions for better returns. In Track 3, Retailing 101, industry retail professionals Tom Shay, Karl Stearns and Bill Napier will discuss honing the basics of retailing firearms, with topics such as advertising planning, and merchandising practices that increase turns. Finally those attending Track 4, Veteran Retailer, will glean knowledge from some of our industry’s most successful and long-time entrepreneurs, such as Janey and Meaghan Hall, Tom Shay, Bill Napier, Karl Stearns and NSSF’s own Deb Kenney, with panels on human resources, ecommerce planning, security strategies, and store layout enhancements.

The 2015 SHOT Show University will conclude with a closing address from business consultant giant Afterburner, Inc.—and I promise, you do not want to miss this dynamic presentation.

This year’s University is represented by an unprecedented lineup of talent and expertise. But none of that would be possible without the industry support of our sponsors. These include Smith & Wesson, Celerant Technology, the National Association of Sporting Goods Wholesalers, Winchester, and our two newest sponsors, iTech Digital and Joseph Chiarello and Co., Inc. Their contributions to making the 2015 SHOT Show University live up to and surpass the success of past Universities amply demonstrates the industry’s commitment to helping today’s firearms retailers succeed. Be sure to visit with them during SHOT Show and thank them for their partnership in this year’s event—together, this is how we all continue to promote, protect and preserve hunting and the shooting sports for the generations to come.

SHOT Show University is the premier event for firearms retailers. Seats are limited and this event will sell out, so retailers are urged to sign up now. Remember, NSSF Premium Retailer members are offered a complimentary ticket to SHOT Show University. Additional tickets for both Premium Retailer members and all other NSSF members who wish to attend is $250; non-members may attend for $500. To learn more about SHOT Show University and its many sessions, click here. To upgrade your membership to the Premium Retailer level or to join NSSF at the level that best serves your business needs, visit nssf.org/join or e-mail membership@nssf.org.

SHOT Show University Adds Seats, Encourages Exhibitors to Attend

Thanks to an outstanding lineup of topics and speakers, we’ve received numerous calls from exhibitor representatives asking to attend the 2015 SHOT Show University. Though SHOT Show University is generally geared toward firearms retailers, with the number of seat requests we received, we took a look at the panels and realized that there was indeed value in many of them for exhibitors at the show. We recently sent an invitation to the full list of exhibitors announcing the expanded seating, and I just want to take a moment here to emphasize the breadth of information they’ll receive by attending SHOT Show University.

For those exhibitors unfamiliar with the forum, SHOT Show University is a one-day educational event that takes place on Monday, Jan. 19, the day before the official start of the SHOT Show. Sessions are geared toward the unique needs of professionals in the firearms business and cover such varied topics as working with the Federal form 4473 and other important compliance issues, as well as business development forums such as digital and content marketing, cash flow practices, store security, loss prevention, advertising planning, store layout maximization and more.

The day starts with an opening address by Dr. Linda Talley, one of the country’s most respected business-development leaders. After that, University attendees will break into one of four educational tracks—ATF Compliance, Drive Your Sales, Retailing 101 and Veteran Retailer—learning about developments in our industry through leading experts such as Gene Marks, Tom Shay, Larry Mersereau, Karl Stearns, Bill Napier and NSSF’s own ATF Compliance Consultants Wally Nelson and Harry McCabe. This year’s University will end with a dynamic closing address by former Marine pilot Patrick “Lips” Houlahan, a team leader with business consultant company Afterburner, Inc.

“After seeing the number of requests to attend SHOT Show University that were coming from exhibitors, we realized that they had a genuine and valid interest in knowing the business through their retailers’ eyes,” said Randy Clark, NSSF Senior Director, Business Development. “There is tremendous knowledge to be had by learning about what’s important to others in the chain of people who move product from maker to consumer within our industry. Thus it makes perfect sense to open the doors wider to the unique forum that is SHOT Show University.”

Though NSSF has added additional seats to accommodate the many exhibitors wishing to attend SHOT Show University, seating is limited and this event will sell out. We encourage everyone to register for this event now. Exhibitors interested in attending can email me at pshay@nssf.org for assistance with registration. Remember, NSSF Premium Retailers are offered a complimentary ticket to SHOT Show University. Additional tickets for both Premium Retailer members and all other NSSF members who wish to attend are $250 per ticket; non-members may attend for $500 per ticket. To learn more about SHOT Show University and its many sessions, click here. To upgrade your membership to the Premium Retailer level or to join at NSSF at the level that best serves your business needs, visit nssf.org/join or e-mail membership@nssf.org.

FFL Retail Expert Marily Haley Joins NSSF’s 2015 SHOT SHOW Diversity Panel

Marily Haley Headshot NSSF is pleased to announce that Marily Haley, manager of highly popular Shoot Smart ranges in Texas, has joined the list of speakers educating today’s retailers on the issues of diversity during the 2015 SHOT Show special Diversity Panel, sponsored by NSSF. Haley will be joining Don Adair, president of the African American Hunting Association, and husband and wife team Lilly Gibbs and Frank Manuel, founders and developers of the Montgomery Indoor Shooting Complex.

Haley brings a wealth of front-line, bottom-to-top retail experience to the panel’s discussion. As a founding member of the Shoot Smart staff, Marily’s cordial and friendly personality set the standard for customer service at the company, quickly earning her a reputation for taking a room full of impatient customers and making each of them feel as if they were the only one being served. Those abilities saw her quickly rise through the ranks at Shoot Smart, moving first to head cashier, then shift supervisor, trainer, assistant manager and manager in quick progression.

Through her leadership skills and abilities to communicate to a wide variety of people, Haley streamlined customer service procedures at Shoot Smart, developed best practices for customer service and a created a formal customer service training program for the Shoot Smart staff.

This string of successes saw her promotion to range manager of the second Shoot Smart range, which opened in Grand Prairie, Texas, in 2013. That range, just one year after opening, earned NSSF’s prestigious Five Star Range Rating under Haley’s tutelage.

“Marily is a dynamic individual making a noticeable mark in the shooting industry,” said Patrick Shay, co-creator of the 2015 SHOT Show Diversity Panel and NSSF’s Director, Retail Development. “She was raised in both Texas and Mexico, attending Brookhaven College in Dallas. She has strong communication skills in English and Spanish, and that duality, combined with her reputation among both her customers and peers, positions her uniquely to speak about diversity in the shooting industry. Her insights on how to engage customers of different cultures, races, beliefs and needs will be invaluable to any retailer or range owner looking for new ways to reach new customers and expand their businesses.”

Created to provide retailers with a fresh approach to connecting with new customers, the 2015 SHOT Show Diversity Panel will take place Wednesday, January 21, from 11:30 a.m. to 12:30 p.m.

“The face of today’s recreational shooter is not what it was even five years ago. It’s younger, includes more females and is much better represented across multiple ethnicities than in the past,” explained Shay. “It’s time for firearms retailers and range operators to realize that their best potential for growth and long-term viability in the coming years is in discovering how to reach these new shooters and provide them with goods and services they need. We think this Diversity Panel will provide essential information for making those connections and turning them into happy, loyal customers.”

Tickets for the 2015 SHOT Show Diversity Panel are $20 for both NSSF member and non-member retailers and range owners, but seating is limited, so we urge you to register now for this important event. To register, go to the shotshow.org website, click on the “Apply” button and follow the directions on the page. Anyone already registered to attend the 2015 SHOT Show may revisit shotshow.org, click on “Apply,” then click the “Check Status” button on the bottom left-hand portion of the screen. Once there, scroll to the bottom of the page to “Access Your Attendee Dashboard” and provide your email and password to enter. For more information, contact Patrick Shay, pshay@nssf.org.

NSSF ATF Experts Latest Speakers to Join SHOT Show University Lineup

The National Shooting Sports Foundation is pleased to announce that two of its leading compliance experts have joined the lineup of speakers for the 2015 SHOT Show University. Retired ATF agents Harry McCabe and Wally Nelson will be moderating five classes in the ATF Compliance Track. Topics for this track include:

How to identify errors in your 4473 forms and the ways to legally correct them.
Perfecting A&D book maintenance.
A review of the best compliance practices NSSF’s team of compliance consultants has seen across the thousands of site visits and inspections they’ve conducted.
What happens during an ATF inspection and how you and your store can best prepare for one.
The top 10 compliance issues ATF routinely encounters with today’s retailers and how you can ensure your store doesn’t make these same mistakes.

“More than any other topic we encounter during discussions with thousands of retailers across the country each year, how to stay on top of compliance is a primary concern,” explained Randy Clark, NSSF Managing Director, Business Development. “Our retailers truly want to make every effort they can to conduct their businesses in a completely legal manner, and that includes working to pass an ATF audit without any errors, making sure each and every Form 4473 transaction is completed accurately and that inventory records and firearms A&D books are both up to date and accurate. This is why we are so dedicated to providing these business owners with experts in the field of compliance like Harry McCabe and Wally Nelson. These two men alone bring nearly 70 combined years of ATF experience to the table to help our retailers negotiate the maze of regulations and compliance issues that go hand in hand with selling firearms.”

Harry McCabe has more than 36 years of service with the ATF under his belt. He began his career as an inspector in Raleigh, North Carolina, eventually becoming an area supervisor in Detroit and a branch chief at Headquarters. In 1998, he became Director, Industry Operations of the Nashville Field Division. During the 12 years he spent in that position, he oversaw more than 5,000 firearms qualification and compliance inspections and conducted approximately dozens of firearms industry educational seminars. In 2010, he became Deputy Assistant Director for Field Operations, a position he maintained until he retired from ATF in June of 2012.

Wally Nelson is a retired ATF Deputy Assistant Director with more than 30 years experience. As DAD, he directed all regulatory firearms programs, including the development and monitoring of firearms inspection programs, licensing, NFA, imports, tracing and regulations, as well as the firearms technology branch. He retired from ATF in October 2005 and for the last nine years has brought his expertise in firearms laws and regulations to industry members as a private consultant. In that capacity, Nelson performs site inspections, provides employee training and helps develop compliance plans.

Both McCabe and Nelson are members of NSSF’s team of FFL compliance consultants available to our members for on-site consultations. Both men also frequently lecture at NSSF’s regional Retailer Seminars held throughout the year.

Registration for the 2015 SHOT Show University is open now, but seats are limited and this event will sell out. New this year, NSSF Premium Retail members are offered one complimentary ticket to attend this event. Additional tickets for Premium Retail members and tickets purchased by other NSSF members are $250. Non-members may attend SSU for $500. To register for the 2015 SHOT Show University, go to shotshow.org and log back into the show registration panel using the username and password you originally used to register to attend the show. Once logged in, you’ll find a full list of events and ticket prices. Not an NSSF member? Join here.

Renowned Business Author Tom Shay Joins SHOT Show University Speaker Lineup

NSSF is pleased to announce that expert small business owner and author Tom Shay will be presiding over four sessions of the 2015 SHOT Show University. These sessions include:

Merchandising and Maximizing Turns
Advertising Effectively: Your Ad Plan and Budget
Understanding Your Financials: There Are Dollars in the Details
Maximizing Your Store Layout

“While compliance is the leading concern of our retailers,” explained Randy Clark, NSSF Managing Director, Business Development, “there are many other topics important to running their businesses successfully. This is where Tom comes in. As a lifelong small business owner and the fourth generation to be involved in a family business, Tom has great insight into how to realize the potential in any store floor plan and how merchandise should be displayed within the space you have so that your customers see the products you have and they want. Getting these kinds of behind the scenes things down is what will keep product moving off your shelves and your cash flow up.

“Cash flow, of course, is part of any retailer’s overall financial picture, and that’s another subject Tom knows well. In his session on financials, he’ll help SSU attendees learn why they should drill down into their cash flow, fixed costs, overhead and more so that retailers get both the most for the money they need to spend and see ways to increase profits.

“Finally, Tom will address the value of advertising. Word of mouth used to be enough, and retailers still need that, but to be truly successful, they also need to utilize both the traditional methods of advertising, such as radio and newspaper ads, and the modern, such as social media and website placements. Tom will show this year’s SSU attendees how to discover which methods will provide the greatest outreach to your store’s community and produce the biggest results.”

Tom Shay has authored 11 books on small business management, a textbook on small business financial management, and he’s co-authored a book on retailer/vendor relations. During the past 18 years, he has written more than 400 management articles that have appeared in more than 70 national and international trade magazines. He is also the author of NSSF’s series of books specifically for firearms retailers, covering topics such as business plan writing, merchandising and financials, among others.

“Since the retailer books were first created by NSSF some 8 years ago,” said Tom Shay, “I have continually updated the content to reflect the changes that have occurred in retailing, as well as the changes that have occurred within the economy. I’ll bring those attending the 2015 SHOT Show University a wealth of these latest concepts.”

SHOT Show University is the premier event for firearms retailers. Seats are limited and this event will sell out, so retailers are urged to sign up now. Remember, NSSF Premium Retailers are offered a complimentary ticket to SSU. Additional tickets for both Premium Retail members and all other NSSF members who wish to attend is $250; non-members may attend for $500. To learn more about SSU and its many sessions, click here. To upgrade your membership to the Premium Retail level or to join at NSSF at the level that best serves your business needs, visit nssf.org/join or e-mail membership@nssf.org.

Manufacturer/Retailer Market Research Seminars Scheduled for 2015 SHOT Show

New to the growing schedule of educational classes, NSSF is pleased to be offering two presentations of its Market Research 101 Seminar during the 2015 SHOT Show. Lead by NSSF’s own Jim Curcuruto, Director of Industry Research & Analysis, in partnership with research experts Rob Southwick and Nancy Bacon of Southwick Associates, this seminar will cover industry indicators affecting how our member manufacturers and retailers are and will be doing business.

Discussions during this seminar will cover topics such as the current status of the National Instant Criminal Background Check (NICS) system, excise taxes, firearms production numbers, imports and export numbers for firearms and ammunition and hunting license sales. There will also be an overview of NSSF’s research on first-time gun buyers and women gun owner demographics, as well as the increasing importance of understanding diversity in hunting and shooting sports. Along with an overview of current consumer sentiment, buying trends and related demographics from Southwick Associates, this in-depth seminar will provide a detailed picture of the firearms industry and its consumer behaviors today, allowing manufacturers and retailers to make better informed business decisions in the coming year.

“This kind of research is invaluable to the members of our industry, but it’s not something everyone knows to take advantage of,” explained Curcuruto. “We want to give our manufacturers and retailers every chance to be the most successful businesses they can be by providing them the full picture of today’s buying trends and customer demographics and helping them to identify fresh ways in which to conduct their businesses.”

The Market Research 101 Seminar will be presented twice, first on Monday, Jan. 19, 2015 from 4:00 p.m. to 5:30 p.m. and again on Thursday, Jan. 22 from 3:30 p.m. to 4:30pm. We will announce the location in the Venetian closer to the show.

Registration to attend either Market Research 101 Seminar is $50 for NSSF members, $100 for non-members. Click here to register. For additional information, contact Jim Curcuruto, jcurcuruto@nssf.org.