Putz,
Our business is based on supplying fishing tackle products to bait and tackle shops throughout the upper Midwest. Because we also have a similar problem (competing with the big Guy’s) we have been building our business on product niches. With products like Reef Runner where there are 50 or so standard colors, we offer over 100, with Dave’s lures we offer the full line plus 17 or so custom colors. We don’t offer these products to the Mart’s (nor would they ever put in 100+ SKU of them). Gamakatsu hooks are the same way, you can get the standard hooks from anyone but go after the 25, 100 packs or bigger sizes and good luck, don’t even think about getting them in July. Our entire business is base on this model. Don’t just carry the standard products or the 5 of the best sellers, carry wider selection of those products. By doing this a store can quickly build a reputation and defines there business of a store that caters to fisherman in that area. The Mart’s are not trend setters they are followers, the Tackle Shops are the people that lead the market.
Ed Fiore