To keep your business machine running at peak performance, you need to put in the right fuel. Your inventory is that fuel. And, just like an engine, your business will not run well if the fuel you’re using is aged or is simply not the right formula.
With the new year just around the corner, there’s no better time to take a hard look at product assortment and inventory levels to learn what successes you can build on and where you’ll need to make improvements. Also, how can you utilize industry gatherings like the ATA Trade Show to get ahead in 2027?
Before we answer that question, let’s not forget that it isn’t just retail buyers who have to worry about inventory position. Manufacturers are in a constant state of back-and-forth between running out of warehouse space and looking at empty bins wondering when necessary parts and supplies will hit their loading docks so production can get back to work.
Here are some ideas for how each group can take advantage of some face-to-face interaction with business partners at the 2027 ATA Trade Show.
While the ATA Trade Show isn’t your only time to place programmed orders for the year, it’s an excellent “checkpoint” between the previous selling season and the year ahead. Before heading to Indianapolis, run reports in your POS to evaluate your business’s needs for the year ahead.
Come to your sales meetings with hard data that you can share with your account representative so you can discuss what will help you succeed with their product in the year ahead. John Winker, owner of First Flight Archery, shares that purchasing decisions during the Show season can have a big impact on business operations throughout the year. “Having to pay for inventory before it sells can really tie up cash flow during the slower summer months. This year, I’m going to be focusing on scheduling ship dates closer to the time when I expect product to be selling.”
If you’re sitting on a large quantity of inventory from one manufacturer, come prepared to discuss whether there are opportunities to help move or address that excess inventory. Alternatively, try to identify any periods in the previous year when you had stock-outs that may have caused missed sales. Discuss that need with your representative to see how you could spread out shipping dates to keep your inventory levels steadier during the selling season.
Show season is a time to think outside of the box. You’re going to be speaking with retailers whose inventory position and strategy vary greatly. Most exhibitors will come to the Show with one or more “special offers” that involve quantity discounts, programmed orders, or extended payment terms. While these specials are attractive to many, consider the retailers whose pain point is aged or excess inventory that is tying up cash.
It’s likely you will encounter a few customers who aren’t interested in bulk buying. By all means, come to the Show with programs and specials that will help get your new products on the shelf, such as the Super Deal Gift Card, an offer in the Big Buck Tag coupon book or an entry in the New Product Launch Showcase. But also bring concrete ideas of ways you can help those shops reduce the amount of money tied up in aged inventory to free up more spending dollars for new gear in 2027. The more you can approach potential buyers as business partners and help solve the challenges they’re facing, the better positioned you’ll be to secure more inventory space in their stores.
The ATA Trade Show gives retailers and manufacturers an opportunity to have these conversations face-to-face as the industry heads into a new year. Come prepared with the numbers, challenges and opportunities you want to discuss, and use Jan. 7-8 to build an inventory strategy that works better for both sides in 2027.
While you’re at the Show, take advantage of opportunities to see and test new products, connect with business partners and peers, and discover what’s new for the year ahead. ATA Trade Show attendees also receive access to the Archery & Bowhunting Supershow, Jan. 9-10.
If you haven’t already, renew your ATA membership and register for the members-only 2027 ATA Trade Show at atashow.com.
Interested in exhibiting? Visit the Exhibitor Landing Page to learn more.
WE ARE HERE TO HELP THE INDUSTRY, TO HELP INDIVIDUAL BUSINESSES GET THE MOST OUT OF THE INDUSTRY, AND TO HELP YOU.
