As the firearms industry lumbers through a prolonged sales slump and braces for even more economic headwinds, one group quietly holds the keys to future product success—but rarely gets the spotlight.

I’m talking about the suppliers: the injection molders, the materials experts, the finishers, spring winders, die cutters, Cerakote applicators, MIM companies, parts manufacturers, and microelectronics partners. And, of course, let’s not forget the independent engineering firms.

If you’re one of these suppliers, then I’ve got news for you: 2026 starts now.

The Hard Truth About 2025

Manufacturers are entering 2025 in a defensive posture. Firearm sales have dipped well below pandemic peaks and continue to trend softer than ten-ply, even with promotional activity and rebates flying faster than Black Friday doorbusters.

It’s a buyer’s market, but demand remains stagnant. There’s excess inventory across multiple categories, and brands are hesitant to launch new SKUs without a clear path to margin and movement.

That means if you’re waiting around for a phone call from your OEM customer—don’t. They are likely struggling to find the forest for the trees. Some, the ones that haven’t been through this kind of downturn before, are probably entering their own doom loop.

Right now they are facing a myriad of problems that they aren’t answering internally. Now is when suppliers need to be proactive.

Show them how your capabilities can help solve their problem, help them innovate affordably, efficiently, and with a sharper eye on their own bottom line. Because while they’re fighting to maintain shelf space and map out 2026 lineups, they need what you bring to the table now more than ever.

Tariffs, Tight Margins & the Cost of Delay

We also can’t ignore the growing impact of tariffs—especially those on Chinese-made goods and components. Whether it’s aluminum forgings, optical glass, screws, or electronics modules, the volatility of the looming 2025/2026 tariff landscape could upend costs and lead times in ways the industry still hasn’t fully addressed.

Suppliers that can help mitigate tariff risk—through domestic sourcing, TAA-compliant alternatives, or rapid tooling and prototyping for re-shored parts—have a real opportunity to lead.

If you’re in that boat, don’t keep it to yourself. Make it a talking point in every conversation between now and SHOT Show.

At the same time, remember that your customers are walking a financial tightrope. The cost of new product development is steep, and the return is far from guaranteed in this market. Any way you can help reduce tooling costs, simplify assembly, consolidate parts, or introduce materials that require fewer finishing steps is not just appreciated—it’s essential.

How to Support Manufacturers Now

Here’s how you can be a more strategic partner to your customers in the firearms and outdoor sector.

First, make it easy to say “Yes.” Come prepared with cost breakdowns, minimums, tooling lead times, and shipping options. Eliminate friction early. They don’t have time for mystery pricing or fuzzy specs.

Second, show the ROI. If your finish adds visual appeal that helps a rifle stand out on the shelf, demonstrate that with photos or even POS data if possible. If your polymer mix saves 5% in weight and 10% in cycle time, quantify that benefit. Everything must tie back to cost, value, or performance.

Third, speak to the end users. More than ever, your customers want to know how the materials, components, or technologies you provide will resonate with consumers. Do you have durability test results? A UV resistance claim that supports long-term reliability? Can your microswitch survive sub-zero temps in a hunting optic? These stories matter. Help them tell it.

This Is the Moment

SHOT Show 2026 might seem far off, but it’s not. Companies are focusing on SHOT Show right now, as well as their catalogs, product photography needs, and marketing support.

The product development window is already open. Concepts are being sketched. POs are being forecasted. And teams are deciding which innovations make the cut for the rollout next January.

Whether it’s a revolutionary material, a new suppressor finish, a low-cost chassis solution, or a better fabric application—what you bring to the table can be the deciding factor between a warmed-over SKU and a truly competitive product.

So don’t wait. Reach out. Follow up. And be ready to collaborate now to meet the needs and solve the problems of your clients.

Because if there’s one thing we’ve learned in this industry, it’s that innovation rarely comes from the boardroom. It comes from the shop floor. And often, from the supplier who stepped up first.

— Paul Erhardt, Managing Editor, Outdoor Wire Digital Network