An Industry Reacts to Bass Pro/Cabela’s

MEMPHIS, Tenn.— Earlier this week, news broke that Bass Pro Shops and Cabela’s have agreed to a deal that will bring the country’s two largest outdoor retailers together under the umbrella of Johnny Morris. That news led to widespread rumblings across the tackle world, including an article in the Sacramento Bee lamenting the fall of mom-and-pop tackle stores in the wake of the merger.

“The news that Bass Pro Shops is swallowing Cabela’s, another major outdoor big-box retailer, is one more sign of the end of a great American institution: the mom-and-pop tackle shop,” wrote the Bee’s Jack Ohman.

It’s a hot-take that struck a chord, so I did some digging around the industry to see what independent dealers, manufacturers and the people who market fishing products think of the $5.5 billion deal.

Camille Null, Marketing Manager of Fishing Tackle Unlimited, Houston’s largest independent tackle retailer:

“After thinking about the BPS/Cabela’s deal and talking to some of our more experienced staff, we all seem to agree that it really won’t make much of a difference—as long as we continue to do what we do best. We are a specialty store, we hire experienced staff and we can respond to trends, seasons and the regional needs of the anglers who shop with us. In a 10 mile radius around one of our three stores we have Cabela’s (opened recently), four Academy’s (with one more coming soon), Bass Pro Shops, a brand new Field & Stream and coming soon a Dick’s Sporting Goods. However, we are still the largest independent dealer in the nation for some key tackle brands. Experience, patience and knowledge have always worked for Joe & Danny [owners]. They have made customer service a priority for the last 37 years. This will ensure they maintain the market share they have against the bigger stores in the Houston area… Times are tough in Houston right now, we are very energy industry dependent, however, Joe & Danny have the experience and knowledge to adjust and adapt in order to survive the market effects of an election year and  over 100,000+ layoffs in our area. We have to give credit to our vendor partners and loyal customers as well.”

Leif Ottoson, President and CEO of Navico, parent company of Lowrance, Simrad and GoFree:

“Bass Pro Shops’ acquisition of Cabela’s gives the industry a streamlined method to reach a large segment of the outdoors market. Navico has enjoyed a close relationship with both companies for years. We are no strangers to the effort it takes to combine well-established organizations and we are confident they are up to the task. We look forward to a strong partnership with this new ‘super-customer’ and developing programs that meet our mutual growth and business goals.”

[divider]Conclusions[/divider]

So how will the Bass Pro/Cabela’s merger really affect independent retailers? For most of you, I don’t think it makes much of a difference. You’ve already got a game plan to compete against the big box stores—no matter how big that box is. Yes, Houston is a large pie, but if Fishing Tackle Unlimited can carve out a slice in a sea of big box competitors (soon to be eight!), you can use the same fundamentals of customer service and loyalty to do the same.

For manufacturers—and Ottoson deserves some credit for chiming in when most manufacturers ducked the question—it means a more intricate game of politicking, and dealing with an incredibly influential buyer. It means more special pricing, more promotions, etc. But as most major manufacturers already have dealings with both brands, the transition is unlikely to be cataclysmic.

But there’s one more thing…

The consumers. The most important link in the retail circle of life. The merger has been almost universally maligned by consumers. The words monopoly, trash, and “high prices” have been thrown out by a customer base that is already growing accustomed to searching for service and lower pricing online. If you’re an independent tackle dealer, there’s an opening there.

After all, you now represent the resistance. And Americans love a revolution.