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Law enforcement apparel, footwear and accessories have become a viable and growing market for the army/navy retailer.
Of course, like any growing and somewhat new market, it behooves the retailer to stay on top of product development trends and to track the needs of the law enforcement community within their geographical market area.
John Katon of Tamiami Corporation, Miami, Florida sells tactical accessories to both the U.S. military and to the law enforcement community.
He notes that while army/navy stores are now doing very good business with their local police and security agencies, that there is much more out there to be gained.
"In every town, there are many state, city and local police organizations, and they all have a constant need for new and updated equipment," Katon said.
The trick is to develop a close business relationship with each agency, and to learn the procedures and rules of selling to each group.
"The army/navy retailer cannot expect these agencies to approach them. They must be proactive, and learn about bidding requirements while developing a reputation as a knowledgeable and reliable source of products." according to Katon.
He advised army/navy stores to follow some of the practices of other suppliers to the law enforcement community.
"Buyers in this market respond well to suppliers who make the effort to stay in communication with them. You've got to provide law enforcement agencies with samples of items they should be interested in, and if possible even hire salespeople who visit these accounts on a regular basis. The business is out there, but you have to go get it," he said.
As for his company's product line, which consists of various types of body armor, batons, handcuffs, helmets, metal detectors and many other tactical equipment and protective gear, Katon advised that army/navy retailers should sell used equipment only to buyers with non-official or only light duty needs. For selling to professional law enforcement and tactical personnel, only brand new items should be offered. Attempting to sell used equipment at this level would only hurt the credibility of the seller.
Techically speaking
The market will always seek lighter, more flexible and more effective equipment. Katon noted that while new products are always in development, there is no quantum leap in technology available in the marketplace at present.
"The Marines recently tested some new items, but rejected them since they felt it didn't meet their standards. So for now, the state of the art is still the state of the art," he said.
Synthetic splendor
Ron James of Raine, Inc. in Anderson, Indiana explained the difference between the nylon and polyproweb tactical accessories that Raine sells against the traditional leather and leather-type police equipment still prevalent today.
"The average street policeman still tends to wear leather belts with leather pouches and holsters, while the SWAT and tactical community require MOLLE-compatible equipment made from nylon and other synthetic material," James explained.
MOLLE is an acronym for Modular Lightweight Load carrying Equipment, a system developed by the U.S. Army for securely attaching accessories and equipment to battle uniforms.
The tactical law enforcement community requires their MOLLE-compatible accessories in basic black. Raine is currently introducing many new MOLLE-compatible synthetic pouches, equipment holders and holsters to both the army/navy retail market and to the law enforcement market.
Nylon has many advantages over natural materials such as leather, according to James.
"Nylon is much lighter than leather. The weight savings are substantial, and that is an important point considering how much equipment the law enforcement professional must carry at any time," he said.
Nylon tactical gear also helps personnel avoid back problems associated with bulky and heavy utility belts, holsters and pouches. Nylon does not absorb bodily fluids or blood-borne pathogens like leather will. Nylon is also much easier to repair and to maintain in good working order.
Furthermore, nylon is much less expensive than leather.
author: BY MARK HAWVER