2005 Sportfishing Summit
Industry Outlook Panel
Summit attendees also heard about the opportunities and challenges
facing recreational angling from the wholesale, manufacturer, retail
and marketing points of view. Bob Feldsott, vice
president, Folsum Industries/Bimini Bay; Carey Graves, national sales
manager, Shimano American Corporation; Bob Eakes, president, The Red
Drum Tackle Shop, Inc.; and Greg Block,
vice president, Jones and Company each gave presentations
on their experiences in the marketplace and how to best approach the
current business climate.
Bob Feldsott, Folsum Industries/Bimini Bay—According to Feldsott, “the
traditional fishing tackle wholesaler as we know it has vanished. Now
we are all suppliers to the same customers. The clear line that once
differentiated a manufacturer and distributor are now blurred. There
is no going back.” The key issue for him, and for the industry,
is one of profitability. For him, this cuts across many arenas—the
loss of retailers and retail floor space; lack of young people being
brought into the sport; production and fuel costs and the health and
abundance of fisheries. He urged the members to “work to increase
participation, make it profitable for customers and create new vitality
within the industry and work toward a common goal.”
Carey Graves, Shimano American Corporation—Graves’ message
centered on consolidation in the industry from distributors to retailers
to rep groups. From the manufacturer’s point of view, changes
in distributors and a consolidation in the distributor and retailer
base is having an impact. In the 1990’s, sales were dominated
by general sporting goods chains (SportMart, TSA and -others), but
now sales are dominated by the category chain stores such as BassPro
Shops and Cabela’s. However, the issue of finding and retaining
knowledgeable sales staff has not changed. According to Graves, the
independent retailer was often the angler’s instructor as well
as product provider and without them, who will teach the next generation
of anglers?
Greg Block, Jones and Company—Block asked manufacturers to reach
out to their reps and rep groups with invitations to be more engaged
in ASA activities. He also asked ASA to look at the association’s
benefits package and include benefits of value to reps and rep groups.
He also asked ASA to review its awards program and consider expanding
that to include recognition for participation in the association’s
activities.
Bob Eakes, The Red Drum Tackle Shop—Eakes asked ASA to strategically
reach out to retailers to become members of the association. From Eakes’ point-of-view,
the association and the Summit have a lot to offer retailers with the
ability to meet with peers, media representatives and manufacturers
as a great benefit of membership. He suggested using regional meetings
or, possibly, focus groups to encourage retailers to join.
