Turning Inventory into Opportunity

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.

There’s no better time than the start of the year to take a hard look at product assortment and inventory levels to learn what successes you can build on from the previous year and where you’ll need to make improvements. Also, how can you utilize industry gatherings like the ATA Trade Show to get ahead in 2026?

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 of how each group can take advantage of some face-to-face interaction with business partners at this year’s Show.

Retailers: Finetune Your Inventory Strategy

While the ATA Trade Show isn’t your only time to place programmed orders for the year, it’s an excellent “checkpoint” in your year. Note the Show date on your calendar and set a reminder to run reports in your POS to help 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 and can show them your current position, you may be able to work out a deal to exchange some of your excess inventory for a different item or model. Alternatively, try to identify any periods in the previous year when you had stock-outs which may have caused missed sales. Discuss that need with your representative to see how you could spread out ship dates to keep your inventory levels steadier during the selling season.

Manufacturers: Turn Retail Challenges into Opportunities

Show season is a time to think outside of the box. You’re going to be speaking with a bunch of retailers whose inventory position and inventory 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 who simply have too much inventory right now.

Recent ATA Retail Trend Tracker Survey Results show that this is a top concern among archery pro shops going into the fourth quarter of 2025, so 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 and an offer in the Big Buck Tag coupon book (only good at the ATA Trade Show). 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 2026.

ATA Show Week is the kickstart of 2026 for the archery industry. If you haven’t already, now is the time to renew your ATA membership and register to attend the members-only Trade Show portion of the event, Jan. 7-8, where you can view and demo new products, network and talk shop with your peers and business partners. Afterward, stick around for the all-new Archery & Bowhunting Supershow, Jan. 9-10, alongside NFAA’s Rushmore Rumble archery tournament, to watch some of the best archers in the world compete.

ATA Trade Show attendees receive free access to the Supershow and Rushmore Rumble when displaying their ATA Trade Show badge. Learn more and register at atashow.com.