Agenda — NSSF Range-Retailer Business ExpoTM

The Agenda


  • Monday A.M.

    • • Range-Retailer Startup Track (new businesses)
    • • Range-Retailer Reboot & Marketing Tracks (all businesses)

     

    Monday P.M.

    • • Field Trip: Five-Star Range Tour & Product Demo (optional)
    • • Educational Sessions & Roundtable Discussions

     

    Tuesday

    • • Expo Show Floor Open 9 a.m. to 6 p.m.
    • • Educational Sessions on Show Floor

     

    Wednesday

    • • Expo Show Floor Open 8 a.m. to 12 p.m.
    • • Educational Sessions on Show Floor
    • • Keynote Presentation

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    The education provided within this track is geared for those exploring the idea, or who are currently in the developmental stages of opening an indoor range-retail business. Attendees will gain valuable insights from industry experts who will help to guide and better prepare you while in the business planning and decision-making process.



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    In this sessionwe will discuss one of the most overlooked aspects of developing a business. All too often the concept of what your business should be or look like often doesn’t align with what will make you truly happy with your business. Every business owner’s definition of how their business will make them happy is different, to truly succeed, must align squarely with the business’s ability to achieve that goal. By the end of this section you will have a much better sense of how well your business model and your personal happiness align.

    Hank Yacek, Point of Impact Firearms Range & Retail Consulting

     


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    Determining the appropriate size for your new range can be challenging but following a few guidelines can keep you on the right path to profitability. This talk will answer questions such as how many lanes do I need, how large should the retail area be, what are the typical build-out costs, is bigger always better, and can I actually afford this. Oversizing your facility is a common problem which leads to funding challenges and long return-on-investments. Get the advice you need to avoid some common mistakes and get your range running profitably!

    Bryan Stear, Shoot Indoors

     


  •  

    From concept to cash register, this session will provide you a clear outline of the major steps and obstacles you will have to navigate through while in the developmental process. Establish a clear understanding on the importance of their order, how much the cost, the time it may take to get through each step and keys to surviving the process.

    Stuart Mullen, Range Development Services
    Bobby Cummings, Clark Nexsen

     


  •  

    Your business plan and financial model are critical elements to the success of your range. This is important to ensure that you have a sound, well thought-out “road map” that leads to a successful, viable business. Further, if your plan includes funding from a third party (bank loan, investment partners, etc.), they will want to review the business plan for themselves to confirm the use of funds and a reasonable expectation for future returns. With these goals in mind, this presentation focuses on (1) the basics incorporated in most successful shooting range business plans, (2) profit centers and market niches to consider incorporating into your model, and (3) what to consider when estimating the projected costs and revenues.

    Jeff Swanson, Wilshire Gun, NexGen Range Consulting

     



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    When private money is not an option, a small business loan is an alternative route to pursue. Gain a clear understanding on what most lenders will require for a down payment and loan applications for range financing.

    Jimmy Neil, Live Oak Bank

     


  •  

    Beyond the building, range equipment will be your second largest expense and the choices can be overwhelming. This talk will be presented by two industry expects who understand the pros and cons of every piece of equipment from the prospective of both an installer and an owner/operator. Expert tips will be provided on facility safety, customer interaction, maintenance issues, design aspects, structural building elements, ceiling baffle considerations, target technology, and ventilation requirements.

    Bryan Stear, Shoot Indoors
    David O’Meara, Ti Outdoors

     



  •  

    The education provided within this track is geared for existing ranges and retailers who are looking to refine their current business practices by adopting new business management techniques and marketing strategies to generate sales while enhancing the customer experience. Startups who are further down the developmental path will also find these tracks worthwhile as they will help identify gaps within your current business plans.



  •  

    Pile it high and let it fly, may not be the best way to manage your inventory. Learn new techniques to leverage your inventory for profit in today’s ever-changing retail landscape.

    Doug VanderWoude, Point of Impact Firearms Range & Retail Consulting
    Gary Kunn, United Sporting Industries

     


  •  

    For shooting ranges, training & education are typically products that have the highest margin potential with the least amount of product competition. Learn how to market your courses to get people in the classroom not only for the first time, but how to get them back in the classroom for additional training. Additionally, learn how to structure your training programs to directly lead to range usage membership sales as well as developing customer loyalty in retail product sales.

    Paul Bastean, Ultimate Defense Firing Range & Training Center

     


  •  

    The world of retail is changing faster today than it ever has. With this change comes a change in expectations about what consumers expect from a brick-and-mortar retail business. In this section we will discuss and review the current trends, expectations, and success stories around modern retail. By the end of this section you will have a solid handle on current trends that consumers have come to expect from an engaged and successful retail establishment.

    Hank Yacek, Point of Impact Firearms Range & Retail Consulting

     



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  •  

    The world of industry leading physical retail today looks nothing like the retail store of 5 years ago. Technology, interactivity, lighting, and the general layout of retail has come a long way in the last few years to make physical retail a very different landscape. In this section we will cover the current and future trends in physical retail, how to incorporate them into your store layout, as well as trends and technologies that are not far off the horizon that can help you get ahead of your competition.

    Hank Yacek, Point of Impact Firearms Range & Retail Consulting

     



  •  

    Join us for a tour at Centennial Gun Club, one of NSSF’s most well-regarded Five-Star ranges. During this tour attendees will see firsthand some of the innovative business strategies and technologies that are being covered in the EXPO’s educational tracks. Attendees will also have the opportunity to try out a variety of new interactive range systems to gamify and enhance the indoor range user experience.


  • 12:00pm – First Bus Departure returning roughly around 2:30pm
    1:30pm – Second Bus Departure returning roughly around 4:00pm
    2:30pm – Third Bus Departure returning roughly around 5:00pm

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    When not touring Centennial Gun Club, visit with our subject matter experts who will help guide you while addressing questions or challenges you may face on important business management and operations topics that include OSHA/EPA Compliance, Store Security and Insurance.


  • 12:00pm – 12:45pm
    Determining the Right Insurance Coverages for Your Business
    Heather Gillingham, Specialty Insurance Consultants / NFP
    John Paulk, Shot Spot LLC.

    12:45pm – 1:30pm
    OSHA & EPA Compliance
    Jason Smith
    Michael Degan

    1:30pm – 1:45pm
    Break

    1:45pm – 2:30pm
    Store Security
    Bill Napier
    John Clark

    2:30pm – 2:45pm
    Break

    2:45pm – 3:30pm
    Determining the Right Insurance Coverages for Your Business
    Heather Gillingham, Specialty Insurance Consultants / NFP
    John Paulk, Shot Spot LLC.

    3:30pm – 4:15pm
    OSHA & EPA Compliance
    Jason Smith
    Michael Degan

    4:15pm – 5:00pm
    Store Security
    Bill Napier
    John Clark


  • Evening Cocktail Reception at Gaylord Rockies Resort & Convention Center

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    To kick off the day, we will begin with breakfast followed by a keynote presentation in the general session area. From there, we will open the EXPO show floor on level one where attendees can visit with exhibitors and participate in the educational sessions being offered on the show floor throughout the day.



  • Most leaders, marketers, salespeople and managers struggle to explain what they do. It’s not because they aren’t smart, hard-working or likable, it’s because they aren’t communicating clearly. StoryBrand helps companies understand what customers are looking for so they can tell their story in such a way people listen. The human brain is drawn to CLARITY and away from confusion. If customers are confused about what you offer, they’ll look past you for somebody who can say it clearly. Once you clarify your message, your company will begin to grow.

    Tim Arnold, StoryBrand

     



  • Membership programs drive recurring revenue, customer loyalty, and business stability. This presentation will inspire you to build a robust membership program in your business. Successful membership programs require focus and long-term commitment. Learn the secrets to maximize the benefits of membership.

    Richard Abramson, Centennial Gun Club

     



  • In order to survive economic swings and election upsets that impact your business, you must have a vision for your business. That means creating a business strategy, with a clear vision, purpose, and long-term goals. Once that’s in place, you can plan for the future and handle any crisis. In this session, we’ll discuss methods for implementing a strategy, and more importantly, ways to sustain your business in any environment.

    Jared Sloane, Shoot Smart
    Bill Provencher, Carey’s Small Arms Range Ventilation
    Doug VanderWoude, Point of Impact Firearms Range & Retail Consulting

     


  • When developing your business model with the goal of attracting the next generation of shooters, consider the “entertainment destination” centers that are successfully bringing in customers by promoting their entertainment offerings (think “Top Golf”, “Lucky Strike Bowling” and “Main Event”). Marketing a shooting range as an “Entertainment Destination” can often be accomplished by creating events with an entertainment-focus, retrofitting your facility with minimal cost and space, and executing the right marketing plan. This should lead to increased revenue across all your profit centers. This presentation focuses on creating events and marketing the entertainment value that shooting sports and your range facility offers.

    Paul Bastean, Ultimate Defense Firing Range & Training Center
    Jeff Swanson, Wilshire Gun & NexGen Range Consulting

     


  • Formulating effective marketing strategies to attract new business while keeping established customers engaged is challenging. Learn these five critical marketing concepts that you must implement to make your range as successful as it can be.

    Kim Shugart, Magnum Shooting Center & Wicked Think Marketing

     


  • Moderator: David O’Meara, Ti Outdoors
    Panel:
    Jeanelle Westrom, Davenport Guns and Shooting Club
    Alex Hague, VRA Range & Evolve Range Solutions

     


  • Moderator: Julie Golob
    Panel: TBD

     



  •  

    For the final day, attendees will proceed directly down to the EXPO show floor for an early breakfast. After breakfast, attendees will have further opportunities to visit with exhibitors and or participate in the educational sessions being offered on the show floor throughout the morning followed by a keynote presentation to wrap up the EXPO.




  • “The more you know about your customers the better off you will be” is a phrase that has rung true since the dawn of customer service and the first salesmen. Customers have different reasons for visiting firearms retailer shops and shooting ranges and knowing what their needs and wants are will help you better serve them. This presentation will focus on customer segmentation research and in-store testing specific to the firearms industry plus will provide insights regarding how to best reach first-time firearm purchases based on their own words. The insights gained will help you sell directly to customers’ core reasons for wanting a firearm using messages and approaches targeted to unique types of consumers. Armed with this knowledge you will be able to better serve your current customer base as well as improve your marketing efforts to acquire new customers for future growth.

    Jim Curcuruto, NSSF
    Rob Southwick, Southwick & Associates
    Richard Abramson – Centennial Gun Club

     


  • “In God We Trust. All others bring data.” Emotions can run high when things don’t go as planned, especially for an industry like ours. When customer flow takes a turn for the worse and revenues decline, what do you do next? Using your data to manage your business strategy and tactics will boost your sales and most importantly, help you navigate the turmoil of economic swings. In this session, we’ll review examples of tools you can use and why it’s important to get your team involved.

    Jared Sloane, Shoot Smart



PRESENTING SPONSOR

U.S. Concealed Carry Association

EDUCATION SPONSOR

Federal Premium Ammunition

SUPPORTING SPONSORS

Action Target
Axis| Gearfire
Carey's Small Arms Range Ventilation
Ammo Ready CoreWare

 

Additional Sponsorships Available