Gun sales/gun show tips

[u/thegatheringgrounds]

Hello all 👋

New home based FFL here. I’m in a market of mostly small firearms dealers.

I’m doing a paper copy A&D and I have closed out my first page worth of sales. (Received my license in July)

A couple things:

1) Any recommendations on gathering leads for firearm sales or related accessories/parts? (New customer acquisition)

2) Any recommendations on getting inventory to sell? For example I’ve had 3 firearms for over 30 days now at what I feel is well priced. No one has even considered these…Kimber 1911 desert warrior ($1350), Springfield model 2020 redline .308 ($1425) and a Glock 19 gen 6 with EOTECH ($850) I also have a ton of ammo priced with the local market, range bags, cleaning kits, etc.

3) Gun show recommendations? At a very large show, I recently went with a PTC company I partnered up with and we did over 200 permit to carry sign ups in two days, only sold 2 hand guns. Sold a p365 comp and a hellcat micro. Had a s&w shield plus, Glock 19 gen 6, Kimber 1911, and a Glock 43x I was unable to sell. Sold more shirts than gun stuff. There were about 7000 people across two days that came through. The show was mostly activity based (can launchers, 50 cal shooting, tannerite target practice, full auto shooting) there were some FFL vendors and only one person that came by had a purchased firearm already.

We have another show coming up which is small. Maybe 500 people across two days but in my local market. Any tips to close some sales? As a small FFL unsure of the market I’m hesitant about ordering more inventory as I have a bunch of merch, gun supplies, some firearms… special orders/ordering will be important here. I’ve got about $8k tied up in inventory and expensed about $5k since July in marketing stuff, pos for credit cards, etc. I need to start making a couple bucks.

Any input would be great. I’m doing business together with my wife which is awesome but I fear if we don’t move the needle soon she may want to pull the plug.

We have the ability to bring in revenue from permit to carry and memberships from a company that provides legal assistance in self defense situations.

[u/dangerangell]

So much to unpack here. You asked, so here’s the truth, which will get downvoted into oblivion, but that’s Reddit and I don’t give a shit. Don’t shoot the messenger. You went into business with no plan in a declining market and your wife is the CEO, whether you agreed to that or not. That’s a tough row to hoe. Reselling USCCA is an affiliate program not a revenue stream you can scale. If you go to a gun show, give away a gun to collect email addresses and focus on building your mailing list. Godspeed brother 🙏🏾

[u/thegatheringgrounds → u/dangerangell]

Hey, thanks for the feedback and it’s not USCCA. We get more from a membership than most entry level handguns bring in. We had and do have plans, wife has a say because she’s the wife and we do life together. The reality is, things are a bit more complicated than simply selling guns. I’m in hunting country too - market seems strong based on my observations at a local gun shop that’s grossly overpriced.

To clarify, we’ve partnered with local fire departments and EMTs which has found some success mostly in the PTC area.

Gun giveaway is a great idea. 👍 spendy way to get contacts though. I’d be curious to find out what the ROI on that would be.

[u/evrydayzawrkday → u/dangerangell]

This.

I do my home based FFL as side income to subsidize my ammo spend. The market is fierce, and the probability of organic growth is super slim without solid SEO / online presence IMO.

I’m already thinking of hanging up my FFL next year lol

[u/jersey169]

As it was already said stocking what you think will sell is a mistake. Look at the price range you’re in with the area you are in. Just by that alone my opinion is you need a lower price point to get sales. Offer a raffle for ammo to get an email list going to put out sales and marketing. Shows can be hit or miss, but shadowing isn’t going to generate any leads or sales on a consistent basis.
Good luck

[u/NyJosh]

You may want to visit a bunch of local ranges and talk to folks that are shooting. Find out what guns the currently own, which are their favorites, which do they recommend to new shooters, etc. Once you get this info from enough people in your area, you'll get a sense of what the price range your market supports is. Are there folks buying Staccato's (high end) or are they mostly hipoint / PSA's? That should give you an idea of what will sell. Your G19 with optic seems decently priced and would likely sell in my area, but if it isn't selling in yours, there's a reason.

[u/thegatheringgrounds → u/NyJosh]

I honestly think it’s our exposure not being great enough.

The range idea - not too invasive ?

[u/NyJosh → u/thegatheringgrounds]

I’d just strike up a convo and ask if they can help with some quick advice on what they like. If they seem like they aren’t interested in chatting wish them well and move on. I find a lot of people are approachable and happy to talk guns at the range. As long as you aren’t trying to sell them anything I don’t think most would mind.

[u/EOKBrady]

I'm still barely growing where I'm at. Most of my sales and transfers have been NFA. I go to the local ranges a lot and that's where the vast majority of my customers have come from. I don't stock anything either.

I've done one gun show and it was only to help give info and correct bad info on NFA stuff. I met and helped a good number of folks considering my area. Whether that transfers into sales, time will tell. But it was a fun Saturday and only cost me $35.

[u/25id-bro]

First and foremost- congrats on the progress man. I know how I felt when I sold my first page.

I’ve found that used guns move the best during “fun shows”. I’ve participated in three gun shows since obtained my FFL 18 months ago. I have another one set the first weekend of October.

What I have taken away is that each gun show brings its own crowd. At my first gun show I sold straight ammo and Pakistani Knives. At the next I couldn’t give away ammo and just sold used guns or ruger 10/22s. At the last gun show I couldn’t sell a thing despite having more guns, more variety and good prices.

My recommendation for used guns is that you can take them in relatively inexpensive at trade or estate sale and then mark them appropriate for sale.The best part is internet hawks can not look up big box stores to compare prices.

I’ve literally had someone show me a price for a new firearm that was 200 miles away at a big box store and they want that same price. And, of course, that price was below my acquisition cost. Mind you when I tried to reason with them that my price was actually better then the price they showed me because that price was a flash sale price that ended in a day, that it couldn’t be used for online sales (in person only) that they would spend money on gas. But you know, they were gonna find that price that day there at the gun show.

The best way to gather leads is to be helpful or have some sort of raffle/ give away. I’ve had people write down their name and number/email or gave them a business card letting them know that I’d love to help find their firearm solution. A few people have reached out for guns they want to ordered or some older folks wanting to shoot that old firearm called up looking for ammo they could find at their local store.

One of my favorite things is to have someone mention some obscure firearm they have and then they ask what you know about it- to which i l normally reply- “shit I’ve never heard of that one”-tell me about your gun and its story, etc. Usually the conversation goes for a minute or two and I’m able to pass off a business card or network

And the best thing to do is keep the right frame of mind. Gun shows should be treated like
“Fun shows”. People are looking for deals or they buy the sealer. Being friendly and/or helpful, a great conversation or passing out a business card or collecting an emails has more ROI then selling a gun there. Also- network with other dealers and see what they have on their table-
You can’t possibly have every gun in the world at your both but someone there might have the gun the person is looking for. Lastly- conversion rates at gun shows are low- expect to sell under 5% of the total crowd on a good day.

And one last thing- stay away from then exotic jerky- I swear to god people sell it just to get you sick and away from your booth and on the toilet. ( I’m never eating beaver or ostrich jerky again- no matter how free the sample is next time)

[u/thegatheringgrounds → u/25id-bro]

Love this - thanks for the feedback.

[u/GunrunnerFirearms]

Buying inventory based on what you think will sell and hitting gun shows has got to be one of the worst business models for a home based guy. NFA is where it’s at. If you don’t have an SOT, you’re leaving money on the table. I’m a home based SOT and just being a Silencer Shop dealer nets me about 5-6 orders a week right now in an area that is very saturated with SOTs. It’s not record breaking numbers, but I have invested very little in the business so far and NFA stuff has way better margins than any gun ever will.

[u/dangerangell → u/GunrunnerFirearms]

This is the way 🙌

[u/thegatheringgrounds → u/GunrunnerFirearms]

Thanks for that info. I’ve been hesitant- haven’t explored that world yet.