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From tactical apparel, to footwear to duty belt equipment and accessories, law enforcement gear and apparel can be one of an army/navy store's most lucrative markets.
Moreover, police officers and security guards are some of the most commonplace customers in an army/navy stores, and will shop for a variety of items besides those they need for their jobs. It has been said that an army/navy store is like a toy store to police officers.
While few army/navy stores attempt to compete with uniform stores and sell police dress wear, the army/navy store is the top choice for tactical apparel.
John Gombotz, manager of Military and Police Supplies in Forrest Park, Illinois, sells large qualities of traditional Woodland and tricolor desert BDU's for tactical units. He speculates that he may soon be carrying Propper's new tactical uniform, which he describes as similar to the army ACU but in black, navy blue and O.D.
Gombotz also carries a generous assortment of police supplies, including nylon pouches and cases.
Nylon is replacing leather in many departments.
"Nylon is lighter in weight, less expensive and easier to clean," he said.
Gombotz special orders duty holsters but keeps on hand an inventory of handcuffs, and handcuff cases and straps, key holders and belt keepers. He also sells Velcro inner-belt liners from Uncle Mike's and Bianchi, two leading suppliers of police equipment, that eliminate the need for belt keepers.
In footwear, one of Gombotz's most models for police is the Corcoran Matterhorn with Inteltemp, a lining that regulates the temperature of the boot so the foot stays at 85 degree F year round. It is favored by the Minnesota state police.
Don't pass on the baton
Gombotz sells expandable batons by ASP and Monadnock. Old-fashioned wooden nightsticks are mainly sold to private security and occasionally to police for riot control.
"Police can carry an expandable baton on their duty belt without it smacking against their leg," said Gombotz noting that depending on the model, a baton can expand up to twenty-one inches.
Monadnock is one of the major baton manufacturers in the United States.
Approximately five years ago, Monadnock introduced its AutoLock baton, which can be opened manually or slid open using a ball bearing mechanism.
"It does not use friction to stay open," said executive V.P. Bob Steinberg "It will lock open and stay open until you push a button on the end to close it."
In 1958, Monadnock introduced the basic and venerable PR-24 side handle baton.
"This model put us on the map," said Steinberg. "It is still standard equipment in the military and crowd control and some police agencies."
Baton use is part of what law enforcement refers to as "force continuum."
When a police officer stops somebody and that person is argumentative, the officer will first try to persuade the person to calm down.
"The officer begins in a friendly way but if that doesn't work he may have to proceed to something less lethal than firearms, whether a baton, stun gun or taser," Steinberg explains.
Another popular product from Monadnock is wire tie restraints. Especially for crowd control.
"A police officer can never have enough handcuffs," said Steinberg.
Rothco's Ultraforce BDU in black and navy are selling stronger than ever to both police and civilians, said company spokesman Hans Blechschmidt.
Their standard BDU style EMT pants and new Teflon-treated EMT pants continue to gain on the market, said Blechschmidt.
Black parkas made with HYVAT (a GORE-Tex-like fabric), are popular with police and security, as are commando-style acrylic sweaters, both round and v-necks.
Gear bags such as the Israeli duffle bag and the black jumbo cargo bag continue to be strong sellers for police gear.
Recently Rothco introduced a new line of Teflon-treated BDUs in blue and black.
Still more recently, Rothco's safari outback vest, a long straight-draped vest, has gained in popularity for carrying concealed weapons,"
In Myrtle Beach, South Carolina, Brooks Carmichael estimates that law enforcement adds up to 35 percent of the business at his C&F Surplus.
Carmichael does not bid for contracts and he never gets the entire business of any one department, he says. Law enforcement officers come into his store with clothing allowances and purchase orders.
Carmichael sells a variety of nylon pouches and cases, the majority of which he buys from Raine. He buys a smaller selection from Uncle Mike's and Bianchi. Other than duty belts, he sells no other leather police gear. The Myrtle Beach Police Department, as well those in nearby communities use nylon.
A substantial segment of Carmichael's law enforcement sales is to private security.
Several years ago private security generally purchased less expensive, off-brand merchandise, but in the post-9/11 world these choices have changed, with many private security firms buying the same high quality items as police departments, said Carmichael.
"They seem to have figured out that if you pay fifteen dollars for a handcuff case instead of six or seven dollars you will get more use out of it," he explained.
Carmichael sells pepper spray by Sabre to both police and civilians, but police buy the non-flammable formulation.
"All the departments around here use stun guns," said Carmichael "If you spray someone with a flammable spray and then stun them, there is a possibility they can burst into flames."
Carmichael, however, does not sell either stun guns or air tasers. Police obtain both from other sources.
He also does a strong trade with both police and the general public in caps and t-shirts that say "police," "security," and "sheriff's department."
Although he carries high gloss mid-rise dress shoes by Bates, favored by police for dress wear, he does a limited business in tactical footwear, sometimes selling law enforcement military boots by Altama, McRae and Belleville.
Carmichael advises the merchant starting a police supply department or expanding an existing one to carry basic supplies in name brands.
"People definitely look for high quality, name brands, whether in apparel or duty gear," said Carmichael, who also advises merchants to listen carefully to their customers' want lists.
"It's the customers who pay the bills. Without them we wouldn't be here."
author: BY HOWARD PROSNITZ