Gun Show Vendor Guide: How to Get a Table and Sell Successfully

Whether you're an FFL dealer expanding your customer base or a collector thinning your collection, selling at gun shows is one of the most effective ways to move inventory. Here's how to do it right.

By Dwight Ringdahl — GunExpos.com

Getting a Table

Browse our gun show directory and promoter directory to find shows in your area. Contact promoters well in advance — popular shows sell out months ahead.

Table Costs

Show Size Typical Cost Per Table
Small local shows $40–$75
Regional shows $75–$150
Major shows $150–$300+

Corner tables, end caps, and tables near entrances command 50–100% surcharges. Most promoters require a minimum of 1–3 tables.

Setting Up Your Table

Display Best Practices

  • Vertical displays draw the eye better than flat tables. Use slant racks for rifles and pistol displays.
  • Professional signage should include your business name, FFL number, and specialties.
  • Price everything — Shoppers skip unpriced merchandise.
  • Group similar items — Handguns together, rifles together, accessories by type.
  • Keep it clean — A neat, organized table signals professionalism.

Essential Vendor Supplies

  • Business cards (critical for repeat customers)
  • Price tags and markers
  • ATF Form 4473s and bound book (FFL dealers)
  • Phone or laptop for NICS checks (FFL dealers)
  • Credit card reader (Square, Stripe, etc.)
  • Cash box with change
  • Black table covers (most professional look)
  • Zip ties and cable locks for display firearms

Pricing Strategy

  1. Research market value on GunBroker, Guns.com, and local shops
  2. Price 5–10% above your minimum — buyers expect to negotiate
  3. Offer "show specials" — bundle deals, multi-buy discounts, or cash pricing
  4. Be willing to negotiate more aggressively on Sunday afternoon
  5. Don't take lowball offers personally — counter with a reasonable price

Maximizing Sales

Engage Customers

  • Stand up and greet people — don't sit behind your table on your phone
  • Be knowledgeable about what you're selling
  • Ask what they're looking for and match them with the right product
  • Don't be pushy — gun show buyers like to browse

Build Repeat Business

  • Collect email addresses for a mailing list
  • Return to the same shows on a regular schedule
  • Maintain social media presence to announce which shows you'll attend
  • Offer show-only specials that incentivize immediate purchase

Legal Compliance

FFL Dealers

  • Complete Form 4473 for every firearm sale
  • Run NICS background checks
  • Record all transactions in your bound book
  • Display your FFL at your table
  • Comply with state-specific requirements

Private Sellers

  • Know your state's laws on private sales and background checks
  • Never sell to anyone you know or suspect is a prohibited person
  • Keep records of all sales (buyer name, date, firearm description, serial number)
  • Don't sell more than your personal collection — regular buying and reselling requires an FFL

Find shows to sell at in our gun show directory.