July 14, 2025

Starting Smart: A New Retailer’s Advice for Entering the Firearm Industry

When Robert Wareham and his wife decided to retire from law and open a firearm retail business in Asheville, North Carolina, they didn’t have years of industry experience behind them—just a passion, a plan and a long list of questions.

“We’re brand new,” said Wareham. “We almost had more questions than we had answers.”

What happened next is a roadmap for anyone considering a similar leap into the firearm industry. From discovering NSSF to attending his first industry event, Wareham has quickly become a firm believer in learning from others and plugging into the right resources early.

Here’s what he wants new and prospective firearm retailers and range operators to know.

1. Start by Connecting with NSSF

Wareham stumbled across the NSSF website while researching vendors. He didn’t just find information—he found direction.

“I thought, ‘This seems like an organization we need to belong to,’” he said. “So I signed up for a membership right there.”

That decision opened the door to a wealth of resources, including market research, compliance tools, expert consulting and networking opportunities that Wareham hadn’t known existed.

Tip: Don’t wait until you’re up and running to join NSSF. Becoming a member early helps you build your foundation on proven experience, not guesswork.

2. Get Face-to-Face with the Industry

After joining NSSF, Wareham learned about the Range-Retailer Business Expo.

“I was looking for a drink from the fire hose,” he joked. “And you gave me a really good fire hose.”

In just the first few hours, Wareham had answers to pressing questions, forged connections with vendors and experienced operators and gained a clearer understanding of what kind of business he and his wife wanted to build.

Tip: Whether it’s SHOT Show^®, Range-Retailer Expo or another NSSF event—get in the room. These aren’t just trade shows; they’re accelerators for anyone serious about entering the industry.

3. Learn from Other People’s Mistakes—Not Your Own

“As someone starting a second career, I don’t have the luxury of going about it wrong,” said Wareham. “This is a real opportunity to get it right the first time.”

From software solutions and facility design to membership models and local marketing, Wareham found that many people in the industry are willing to share what’s worked—and what hasn’t.

Tip: Talk to as many people as you can. Don’t be afraid to ask specific questions. Most folks in this industry are happy to help you avoid costly detours.

4. Understand That No Two Ranges Are the Same

One insight that stuck with Wareham was the realization that two ranges in the same town could serve completely different audiences and offer entirely different experiences.

“It hadn’t occurred to me how much local context shapes what works,” he said. “That was eye-opening.”

Tip: Start with market research. NSSF offers custom reports that can help you understand the demographics, competition and opportunities in your area.

Final Thought: You Don’t Have to Figure This Out Alone

Three hours into his first NSSF event, Wareham turned to his wife and said, “This trip has already paid for itself.”

His advice for anyone considering a similar path?

“Get involved early. Use the resources. Go to the events. Talk to people. You’ll be amazed how much you can learn just by showing up.”

Ready to get started in the industry?

Learn more about the tools, connections and expert guidance available through NSSF membership at NSSF.org/Membership. Whether you’re planning to open a retail store, build a range or both, there’s a network waiting to support your success.

Access the NSSF Portal Become an NSSF Member

If you’re looking to start or grow your business in the firearm range or retail space, start where the right conversations are happening at the Range-Retailer Business Expo.

This year’s event returns July 15–17, 2025, in West Palm Beach, Florida and brings together the people who are building the future of the shooting sports industry.

Ready to meet your next customer or partner?