Dean Essig, CEO of the Gamers, published an editorial in Issue #18 of Operations: The Wargaming Journal. The editorial decried the growth of specialty catalog sales for wargames and discount houses.

Mr. Essig's editorial points out that catalogue sales may be an efficient way for the retailer to sell games to old hands but that it hurts the growth of the hobby because it cuts off the potential new buyer's ability to look at the product in the store. Store availability is important for the first time buyer. A young person, who has never played a wargame, is unlikely to ask for a wargame special order catalogue. The point is well taken and speaks well for Mr. Essig's desire to see the hobby grow.

Mr. Essig goes on to say that the hobby discount houses that sell by mail order are driving the genuine retailer out of business because the mail order houses don't have the store overhead and employees to worry about.

Although Mr. Essig made some good points, several discount hobby houses were amused enough by his editorial to offer an even larger discount if they mentioned the Essig editorial when ordering. Now that is the power of the press.

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