📦 Saturday Strategy: You Don’t Need to Be Big — You Need to Be a Good Account

Distributor reps aren’t just order takers.

The best ones — the ones with experience, market insight, and real influence — are strategic partners.

They know:

• What’s moving regionally and nationally

• Which SKUs are tightening up or about to flood

• What the top dealers are doing differently

• What brands are quietly offering margin opportunities

• Where most FFLs are wasting time and inventory

These reps are deep in the industry. They see the field from a level most FFLs don’t.

And the most important thing to understand is this:

Those reps are selective. They don’t work equally with everyone.

They’re filtering. Every day.
Looking for the accounts that are worth their time — accounts that are coachable, consistent, and communicative.

You don’t need to be the biggest.
You need to be the one they believe in.

What Makes You a “Good Account” (Even If You’re Small)

It’s not how much you buy.
It’s how you operate.

The FFLs who get prioritized:

• Answer calls and texts

• Place small, reliable orders (early and often)

• Ask smart questions about what’s working

• Follow up with real feedback

• Show intent to grow — clearly and consistently

Reps want to invest time into dealers they know can scale.
You show them you’re one of those dealers by the way you communicate.

Saturday Moves to Make Right Now

You don’t need to wait for Monday.
Use the weekend to put yourself on your rep’s radar — the right way:

1. Email a Simple Strategic Check-In

They will see this Monday morning bright and early:

“Hey — I’m looking to build more strategically this month. What are you seeing move well for shops like mine right now?”

It takes 30 seconds and tells them you’re a builder, not a browser.

2. Ask About the Business, Not Just the Products

Reps have insight most dealers never ask for. Tap into it:

• “What are your top accounts doing right that I might be missing?”

• “Any trends or promos coming down that I should plan around?”

• “What do most new dealers get wrong in their first year?”

• What are successful guys doing right now in this slow time?

That kind of curiosity separates you from 90% of the FFLs on their list.

3. Audit Your Current Rep

If you’ve been showing up — placing orders, giving feedback, and staying engaged — and still feel like you’re getting nowhere?

Ask for a new rep.

“I’m really focused on growing and think I’d benefit from working with someone who’s more involved in strategy. Would someone else on your team be a better fit?”

Not rudely — professionally:

Long-Term Play: Build Multiple Pipelines

Eventually, you want:

• Multiple distributor accounts

• Multiple reps you can trust

• Multiple perspectives on the market

That’s how top operators play this game.

They’re not stuck waiting on one portal to update.
They’re not hoping for one person to call.
They’ve built systems and relationships — and they get better access because of it.

Final Word:

The right rep — one who’s sharp, connected, and deep in the industry — can fast-track your growth.

But you don’t just “get” that rep.

You earn them — by being the account that’s easy to work with, consistent in your effort, and intentional about your growth.

Start that process today.

Even on a Saturday.

Rack & Revenue
The business side of firearms — for operators who are actually building.

Subscribe & Share →

🔐 Ready to Dig Deeper? LAUNCHING SOON

The free newsletter scratches the surface.
But the Rack & Revenue Paid Tier breaks it all down — real strategies, step-by-step execution, and behind-the-counter moves you won’t hear anywhere else