Behind the Counter

Some Definitions

GAMA: The Game Manufacturers Association. The name itself says a lot – this organization is for and about publishers and manufacturers of games, gaming items and such.

Those who run GAMA include the board of directors: President, VP, Treasurer and Secretary, 4 Directors, and the GRD Chair, and the Wholesale-Division Chair – as well as a couple emeritus members who do not vote. Also the GAMA Staff, including the Executive Director, and 4 full time employees. Countless volunteer’s, and others.

GRD: GAMA Retail Division. A sub-portion of GAMA. The chairman of the GRD sits on the main board and gets a vote in policy, bylaws and such. The GRD has its own multiple member board, and small (very small) budget provided by GAMA. The GRD is responsible for the seminar track at GTS.

Seminar Track: The best educational tool available to Game Store owners – anywhere.

GTS: GAMA Trade Show – an annual show in Las Vegas, Nevada where many publishers and manufacturers gather and show their wares, and upcoming releases to the retailers who attend for the purpose of learning about new stuff, and to get educated on issues by the seminars.

ORIGINS: The consumer game convention that GAMA runs in Columbus, Ohio every year around the 4th of July.

Marcus King: Owner of Titan Games & Music in Battle Creek, Michigan. Opening a new store shortly in Kalamazoo, Michigan. 23 years experience in the Game Industry. Former Vice President of GAMA, Seminar writer and presenter for many topics across multiple years at GTS, Origins Exhibitor for 9 years, Origins Auction manager for 2 years.

GAMA Over Time

I’ve been a member of GAMA for about 10 years, and attended my first GTS in 1998 or 1999, I can’t remember. I do remember that I went from a store owner who struggled to make $100K in sales each year, to a store owner who struggles to make $500K a year in sales because of GTS. What I learned at GTS was essential to my success. And, that is why I was a strong supporter of and believer in GTS, GAMA, Origins, and the GRD.

Over time, things have changed. And, frankly, I am not all that thrilled with GAMA right now.

GTS is still, absolutely, the MOST important “show” every year to new retail shop owners. I would say that if you own a game store (or any hybrid store that also sells games), and you are not selling in excess of $300K each year – you can’t afford NOT TO attend GTS. Going to the GAMA Trade Show will expose you to another side of the industry, including:

• Meeting new distributors you are not aware of.
• Exposing you to types of games you didn’t know about.
• Educating you on business practices through the seminar track that will absolutely sharpen and improve your business acumen.
• Allow you to meet the people who make the games you already sell.

Just the pile of business cards you will get ALONE is worth the price of admission!! But, a new or struggling retail store will benefit by the manager and/or owner attending GTS tremendously!

For me, though, the environment of GTS no longer meets my needs. I want to learn from people who know more than I do – and, frankly, that is a very select crew. Chris Powell, buyer for Lone Star Comics would fit that bill nicely – but Chris doesn’t do seminars at GTS. And, for that very reason – I need not attend. GAMA needs to understand that there are many, many stores that are now “not new” and are fairly successful – like me. Have attended GTS before, like me. And, those stores may be successful for the very reason that GAMA and GTS exist! But, now that we do exist – GTS needs to change to fit OUR needs, too – or, we needn’t attend.

Today, the internet, direct contacts I have developed over the years, the Game Industry Network – a forum with over a thousand members that I started years ago, the Alliance Open House, ACD Open House, Diamond Summit and other gatherings of industry professionals give me nearly everything I need – except further education. GTS is still, and may always remain – the place for retailers to learn about business. But, it offers me almost nothing in the way of continuing education in retail. For newer or smaller, or less successful shops - there are several seminars that ALONE are worth the cost of attending GTS – Dave Wallace’s Bottom Line is one. The “Selling your Store” seminars aimed at HOW to sell your customers on your STORE – how to make them connect to you at a level beyond “best price” and such – those seminars are worth far more than it costs to attend GTS. But, for me – I have attended, written, given some of those seminars. What does GTS offer me besides an opportunity for socialization?

In the coming years I may indeed pay my managers to attend GTS. But, it doesn’t offer a lot for me today. Not this year. Why? Because GTS and GAMA have already taught me what I needed to know to get to where I am – I now want to know how to get to where Chris Powell, Dave Wallace and other more successful people are: Owning and managing multiple locations.

If you own a retail store and have not been to gets? Go! What are you waiting for!?! I owned a store for 13 years before I went for the first time – and that one time changed EVERYthing for me!! I attended nearly every year for the next 9 or 10 years. The difference between my store before and after GTS is this:

I no longer struggle to pay the rent, I now struggle with how to put MORE money into my retirement account. I have health care now, but didn’t then. I have a nice car, not a junker. My kids college funds are added to every week. My youngest will have a much easier time with paying for college than my oldest did. Why? Because of what I learned at GTS which made me a MUCH better retailer, and more capable with handling money, employees, merchandise – everything I do improved with my attending those GTS Seminars years ago.

Honestly – when I started this column today, my intent was to bash GAMA some – and maybe I have juuust a little. I have some issues with GAMA, but I do want it to succeed as an organization, and know that GTS offers every retailer the best chance of moving from struggling with the bills, to struggling with how to spend all the money they make. When you get right down to it – GTS is the best thing any retailer could possibly do to improve their business THIS YEAR. Today. Now!

This year: It happens to be April 13 -17 (or so) in Las Vegas at Balley’s casino on the strip. Check GAMA.ORG for more information about GAMA and GTS. If you own a store, attend. If you are about to open a store – attend.

If you already have a store doing more than $400K in sales and own multiple stores – well, crap, attend GTS and tell everyone you want to do seminar presentations next year – and I will come to your seminar!!

Marcus King
Owner
Titan Games & Music
Battle Creek & Kalamazoo