Outfitters Carve ?Small Box? Niche in Market

The sporting retail market continues to grow, nationally and locally.

The National Sporting Goods Association, a trade association based in Mt. Prospect, Ill., said consumer purchasing increased 5 percent from 2004 to 2005 to a total of $89.9 billion. Sporting equipment increased 3 percent, footwear 7 percent, clothing 4 percent and transport 5 percent.

In Northwest Arkansas, the growing population is attracting more retailers.

Sportsman’s Warehouse opened April 8, and sales are “phenomenal,” said Travis Kingsley, store manager.

“Every day, at least half of the customers who walk in the door, it’s the first time they’ve ever been in and seen it,” he said.

Kingsley said archery, fishing and firearms are the top selling departments.

While the whitetail deer help keep him busy, fishing has also been a big part of the season. Firearms are another draw for the store.

“It’s a strength because it’s tough for a buyer to walk into a place and actually see an assortment like we carry,” Kingsley said.

Sportsman’s Warehouse has 35 horizontal feet dedicated to firearms stacked two rows high, keeping up to 5,000 guns in stock.

“It’s tough for the smaller stores to compete with us because our buying power is so large,” Kingsley said.

For the smaller stores, being nimble with inventory and finding a niche is important to staying in business, especially when competing against big boxes.

“They’re going to carry a dab of saltwater, a dab of fishing, a dab of trout,” said Aaron Joliff, co-owner of Hook Line & Sinker in Rogers. “We’re trying to stick with what people are going to use in Northwest Arkansas and Beaver Lake particularly.”

Larry Aggus, owner of Southtown Sporting Goods in Fayetteville, said he grew up in the market with Wal-Mart, so dealing with big stores isn’t anything new.

“One thing you can do as a small business is find something that people come in and say, ‘Hey, this is a great item’ – I can get on the horn and call somebody and put it on my floor,” Aggus said. “Where it takes a big box a year to crank something into the system, and by that time, I’ve already made my money and walked.”

Jason Swim, manager of Pack Rat Outdoor Center in Fayetteville, said his store specializes in outdoor adventure.

“We have the best selection of the material we carry and the most knowledgeable staff,” he said.

Swim said the market can probably sustain everyone because most stores have a slightly different expertise.

Stores said the summer was difficult though as sales flattened, and they blamed the high temperatures and equally high gas prices.

Aggus said he’s also seen a change in the market.

“People are changing,” he said. “Kids aren’t fishing or hunting.”

What has helped keep business running well, Aggus said, is that people do have more disposable income today and the influx of people to the area.

“It’s enjoyable, but it’s a constant challenge,” Aggus said.