The impulse, when you’re stocking a store, is to get one of everything. Of course, that just isn’t possible at the end of the day so you have to start weeding out what you think will sell and what will sit on the shelf. We had decided that we would specialize in board games but we would also carry a comprehensive inventory of collectible card games, role-playing games, miniatures, and accessories. Most gamers probably feel confident that they could go through and pick out a good inventory, but there is so much out there that I think anybody would be surprised. It’s easy enough to go through and pick out the SETTLERS OF CATAN titles, the entire DUNGEONS & DRAGONS line, or whatever the current MAGIC: THE GATHERING set happens to be. It’s another to be confronted with a bewildering array of second-tier RPG titles you’ve never heard of, Games Workshop’s seemingly infinite catalog of individual miniatures, or any number of CCGs that are desperately, deceptively marketed to retailers by distributors and publishers alike as “the next MAGIC”. Every dollar you spend is an investment, and if what you buy doesn’t sell, then you’ve either tied up capital in a shelf-warming product or you’ve lost it altogether when you sell a dud item for pennies on the dollar on a clearance table. I actually did a lot of research at this time, trying to sort out the wheat from the chaff. It’s tough to figure out which niche products you’re going to try to sell to a niche audience within a niche business.

With the obvious inventory choices made along with a lot of calculated risks, we three collectively started accruing what was likely the largest game collection in Atlanta, barring a couple of local super collectors. I thought I had done an exceptional job of avoiding all the third-rate crap you typically see gathering dust literally for years in many shops. But even with thousands of dollars pumped into inventory, our new shelves still looked really bare. Our first real disagreement came when I suggested to Dollar Bill that we at least double the investment we had made in product. He agreed, but the Barrister just wouldn’t have it. Not having real hobby experience, he just didn’t get that the store wasn’t really at the comprehensive, deep-inventory level we really needed. We wanted to be a “gamer’s store”- not somewhere someone came to pick up a few YUGIOH cards or a copy of SETTLERS. So Dollar Bill put up some more money and eventually The Barrister acquiesced. Looking back, I wish that he hadn’t.

The problem is that Dollar Bill and the Barrister decided to spend this cash injection at a local distributor- without my guidance. Dollar Bill knew the hobby well enough, but he was also operating under a lot of odd assumptions and prejudices- like the belief that we should have five copies of MUNCHKIN on the shelf at all times. It didn’t help that he was also really susceptible to marketing-speak. The Barrister simply bought anything the sales rep showed him.

So when they came back, we had $2000 worth of MECHWARRIOR booster boxes- purchased in such bulk to get these exclusive Dropships which would eventually wind up broken in our backroom and given away. We had everything Steve Jackson games had ever published, including the copy of DINO HUNT that is still resting on top of a pile of rubble in the abandoned storefront to this day. We had a stuffed Cthulhu in an Elvis costume. We had Monty Python bunny slippers, a giant plush D20, and booster boxes of pretty much every CCG being published at that time. Perhaps the strangest thing the Barrister picked up was thirty of these MAGIC life counters- they were pewter discs with these numbered cardboard wheels sandwiched between them. A sticker was sloppily applied to each of them with a goofy looking monster or other fantasy illustration likely scratched out by some pony-tailed “artist” who used to draw medieval warriors on their folders in school and assumed that was their calling in life. Each one of these life counters was $5 wholesale…which meant that ideally they were supposed to be sold at $10 retail. Later on, we’ll learn their fate.

I could go on literally for several columns about the bad purchasing decisions made by the Barrister, and to some extent Dollar Bill, at this early point. Looking back at it and thinking about the game stores I’ve been in, I can see that this kind of buying is a complete deathtrap- and sadly, too few people in the industry know how to say “no” to junk products and focus on saleable product. Even fewer pay enough attention to trends and interests in the hobby to make good judgment calls on where to spend their money. It’s why every game vendor you see at any convention usually has piles and piles of clearance items being sold at a loss.

It also didn’t help that the Barrister went on eBay and spent hundreds of dollars on some of those auctions for lots of old games. So we wound up with pretty much all of the bad Avalon Hill games (but not, thankfully, OUTDOOR SURVIAL) and a bunch of also-ran wargames. But we actually wound up with a really nice selection of vintage and used games, mostly because Dollar Bill decided to put his entire collection up for sale. So we also had a complete TALISMAN 2nd edition set, the DAWN OF THE DEAD board game, and some other “collectible” items that added some prestige to the piles of junk we were now going to be hawking. I was also really proud that we managed to score what I think was probably the last copy of the French edition of CIVILIZATION available in the US. It really made me feel like we were a serious game store that knew its business. I was pretty sure it would never sell, but it was admittedly a vanity item.

All things considered and despite the havoc caused by my partners buying things without my supervision, I thought that we had a really awesome selection that literally had something for every gamer and substantial depth in each product category that demonstrated our knowledge and commitment to bringing Atlanta the best of the hobby- even in our weakest areas, the RPGs and miniatures departments. Fortunately, those sectors are almost completely dominated by DUNGEONS & DRAGONS and Games Workshop respectively so that made things a little easier. I do have to say that our ill-advised “classic games” section was terrible- I was almost completely against carrying Chess, Backgammon, Go, and the like mostly on the principle that it wasn’t worth carrying since most people interested in those games either have them, can get them at a mass-market store, or want a very specialized top-of-the-line set and that was not something that a hobby game store should do. The Barrister, however, thought that nice chess sets would sell so we had a couple of $100+ sets that indeed looked very nice sitting in the display cases until the day the doors closed on the store forever.

And then, there was Poker. This was all right after the peak of the Texas Hold ‘Em fad. So of course, the Barrister decided that we needed to have Poker supplies. Thanks to another of the Barrister’s un-chaperoned shopping sprees, we wound up with all these sets of chips (some of which were very, very expensive), decks of cards, casino dice, metal attaché cases, and so forth. I think his belief was that a mainstream, non-geek product line like that would leverage the more risky hobby products and provide a steadier profit margin. What he didn’t think about is that at that point you could buy Poker supplies at Wal-Mart or even the gas station. Aside from that, it was a fleeting fad and one that was certainly not something into which a hobby store should invest hundreds of dollars. And I also think that he never realized that college kids- our prime demographic- had no interest in buying a $100 set of clay chips. So all of that money was completely wasted. They did make handy life counters for the Magic players, however.

Regardless of what was on the shelves, we had a storefront. And it looked great, even if almost completely uncreative and without any sense of style or concept whatsoever. There were still some particulars to handle before we could move toward opening our doors to Atlanta’s gaming public. The Barrister hired a company to build a website for us, which was unfortunately tied directly to our point-of-sale system and therefore extraordinarily ugly and almost completely unusable and we put some ads in local papers to let everyone know where we were, what we were doing, and when we would be opening. Of course, the Barrister again failed to communicate with me or Dollar Bill for any creative input so the first ad was a hospital green affair with plain typesetting and no graphics- a crude line-drawn map was supposed to show customers where we were. So I complained enough about it and he had a friend design a new ad, which I’ve always referred to as the “Atlanta Death Factory” one. It showed a horrible-looking industrial landscape of environment-destroying smokestacks and machinery. The photo had to have either been taken in New Jersey or Sheffield., I’m sure. I was actually embarrassed to show my friends and family the ads.