Founded in 1993, SGC has grown from humble beginnings to become a cornerstone of the UK firearms industry. Gary Lamburn, managing director of SGC Group, spoke with Gun Trade Insider about the company’s growth over the years and the outstanding service SGC provides its partners.
SGC was acquired in 1993 for a modest £5,000, with only 30 guns on the shelf and £12,000 invested in inventory. Notably, a £10,000 overdraft was never used, a point of pride for Lamburn. Reflecting on the initial achievements, Lamburn recalls, “The first year was a remarkable success, with turnover increasing by 30%. Despite making only 3% more than the previous year, this experience was invaluable, teaching me that money is made in
the buying.”
Overcoming challenges and expanding horizons
SGC faced a major test when mail order gun purchases were banned, which had accounted for 80% of the company’s turnover. This critical moment led Lamburn to pivot towards distribution, a move that proved prosperous. Entering the distribution sector allowed SGC to thrive, meeting various industry stakeholders and expanding its network. Lamburn explains, “This was a good decision for SGC but a big unknown at the time and of course a gamble, but 80% of the business had gone overnight.”
In 2005, SGC considered a merger with D.J. Litt Firearms. Despite promising prospects, financial mismanagement at D.J. Litt led Lamburn to withdraw SGC from the deal. “We discovered the lies and loans,” Lambur reveals. Eighteen months later, D.J. Litt went bust with £56 million in debt. Post-merger, Lamburn recognised the potential in Aboo Cattran, the intended merger manager/director and brought him on as a director and co-owner of SGC. Together, they expanded the company by acquiring a 22,000 sq. ft warehouse in 2007 and an additional 34,000 sq. ft facility a few years later. This growth allowed SGC to increase its market share, take on new brands and continuously seek expansion opportunities.
Commitment to retailers and industry leadership
SGC distinguishes itself through its commitment to the industry and its extensive inventory, valued at over £10 million. This investment reflects a deep commitment to suppliers and retailers alike. By focusing on what retailers need, SGC tailors its product offerings to ensure they are market-ready. “When we look at a product, we always start with the retailer in mind. This is quite simple; we work backwards,” says Lamburn. This strategy fosters trust and reliability among its retail partners.
To support retailers, SGC promotes its brands at the British Shooting Show and collaborates with dealers on various open days. Sales representatives visit dealers every six to eight weeks to ensure they are up-to-date and to assist with any needs. This hands-on approach ensures retailers have the resources and support necessary for successful marketing and sales. “We look at the products we provide to ensure they are right for the market and will have good sell-through,” Lamburn explains.
SGC is proactive in educating its clients on compliance, working closely with the Gun Trade Association and now Gun Trade Insider to disseminate crucial information. The company also offers dealer training days, helping retailers understand the products and stay compliant with the latest regulations. “Our trade team is very up-to-date with compliance and always advising dealers on a day-to-day basis, compliance, sits under the control of Aboo Cattran,“ Lamburn states.
SGC prides itself on its efficient logistics, aiming to dispatch orders within 24 hours wherever possible. The company’s operations are managed by an experienced depot manager, ensuring timely and accurate delivery of products to retailers. This reliability in distribution is a key factor in SGC’s strong reputation. Lamburn emphasises, “Our company has the approach to get everything out within 24 hours, where possible or as the customer requests.”
Amidst current licensing challenges, SGC has helped many dealers diversify by introducing them to airgun products. By facilitating credit against shotguns and rifles, SGC has enabled retailers to adapt and thrive in difficult times. Additionally, the company offers extended terms to well-maintained accounts, allowing retailers to create new departments and make vital business changes. “We have helped and assisted many dealers in these hard times by introducing them to the air side of the business,” Lamburn shares.
SGC is discerning in selecting retail partners, prioritising those with strong references, clear intentions and an established presence. The company values feedback from its network, using weekly reports and sales meetings to continuously improve its products and services. Lamburn and Cattran remain accessible to address any issues, ensuring a responsive and dynamic relationship with retailers. “Our reps, trade team and I would hope everyone knows that we are always available to listen and help where required,”
Lamburn asserts.
Looking ahead, SGC continues to innovate and support its partners. One notable initiative is the buy-back program, where SGC purchases old stock from retailers for other markets. This program helps retailers convert old inventory into new stock, enhancing their business without additional loans. Lamburn expresses optimism about the future, stating, “We have more coming. Our hunger has not stopped. We are also buying back from the trade all guns for other markets in the world, helping the industry and, of course, SGC.”
The Sportsman Gun Centre exemplifies resilience, strategic foresight and unwavering commitment to the firearms industry. By fostering strong relationships with retailers and continuously adapting to market changes, SGC has positioned itself as a leader and trusted partner in the UK firearms industry. “Never done anything else and would never want to. Our passion for the industry is as strong as when we started,” Lamburn concludes.
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