Mike Pfeiffer by no means deliberate on being an ecommerce service provider. An internet developer, he hoped to develop his YouTube channel, Final Line of Protection, reviewing firearms and equipment. On the aspect, in 2015, he made a couple of holsters and talked about them in his movies.
He advised me, “I might speak about them within the context of different critiques. My followers began asking if they might purchase one.”
Quick ahead to 2022, and Final Line of Protection is greater than a YouTube channel. It’s a Drupal-powered direct-to-consumer ecommerce enterprise promoting firearm holsters, with annual income of $500,000.
I just lately sat down with Pfieffer, discussing his journey. The audio of our whole dialog is embedded under. The transcript is edited for size and readability.
Eric Bandholz: Inform us about your self.
Mike Pfeiffer: I’m the founder and proprietor of Final Line of Protection, a small on-line operation that makes and sells gun holsters. I’m principally recognized for my YouTube channel, the place I evaluation out of doors and journey gear.
Once I began the channel in 2015, I used to be trying to purchase a holster for my hid carry, however there was nothing appropriate available on the market. I found out methods to make holsters and began producing them for myself at dwelling in a different way from what anyone else was promoting.
I used a fabric known as Kydex, a kind of plastic offered in skinny sheets that you simply warmth and vacuum-form. Initially, I used a foam strain kind — a do-it-yourself hobbyist model. I purchased the supplies and made a few holsters for my very own use.
Then I discussed them a couple of occasions on my YouTube movies. I might speak about them within the context of different critiques. My followers began asking if they might purchase one. My preliminary response was, “No, that is simply one thing I made for myself.” I by no means had the intention of promoting them.
Bandholz: Virtually a distraction.
Pfeiffer: Sure, it was. My background is in back-end improvement. I used to be an internet developer. I used to be not attempting to launch an ecommerce enterprise. I had the mentality of doing it on the aspect till it went away. Nevertheless it didn’t go away.
I labored full-time as a developer whereas attempting to start out my YouTube channel and promoting holsters by emails and PayPal. Ultimately I made a decision to make an ecommerce web site.
I used to be aware of Drupal and its ecommerce part, Drupal Commerce. So I made my web site on that platform, nevertheless it was clunky.
It required a bunch of attributes. A buyer may choose the firearm, select a shade, and designate right-hand or left — a variety of particulars. Shopify and BigCommerce may need been simpler. My objective was to get an internet site up so I wouldn’t be emailing clients backwards and forwards.
So I launched the location. I used to be advertising and marketing holsters organically by my YouTube channel. To this present day, I’ve not marketed. I haven’t despatched holsters out for critiques or purchased adverts. Plus, promoting firearms-related merchandise is tough.
Bandholz: Why is it tough?
Pfeiffer: A lot of the issue pertains to the pictures. I’ve to point out weapons with my holsters. If I’m promoting a Glock holster, I must say it’s a Glock holster. However “Glock” may very well be a flagged picture or phrase that blocks the advert from going reside. It turns into difficult.
Plus, ecommerce platforms have restrictions. I didn’t construct on Shopify, and my product doesn’t go towards that firm’s phrases, nevertheless it does fall right into a grey space.
Regardless, the corporate went from grossing $50,000 within the first yr to $500,000 now. It simply stored rising organically.
This yr is the primary yr that my income might be decrease. The content material I create on YouTube is distant from what it was. I used to debate my holsters as a result of the movies had been associated. However I’ve shifted the channel’s focus to out of doors gear broadly.
Clients these days are principally recurring companies and people coming from natural search on Google.
Bandholz: What’s your aggressive benefit?
Pfeiffer: We’ve to be related. The Glock 19 has been the primary concealed-carry gun for years. I’ve stocked holsters for the most well-liked fashions. However many new weapons have appeared within the final couple of years. I haven’t stored up with producing holsters for them.
I’ve let the corporate turn out to be a bit of stagnant. The YouTube channel is my essential enterprise — reviewing gear and beta-testing merchandise for producers. Plus I’m not making holsters anymore myself. I outsource that job.
Bandholz: Have you ever thought of promoting to deal with YouTube?
Pfeiffer: It’s an choice. I’ve thought of it. However I don’t wish to let the enterprise go. I benefit from the manufacturing course of. I wish to develop past holsters into preparedness gear. I’d design a medical equipment or pouch that works completely in a Tacoma pickup, for instance. I’d wish to make extra merchandise for myself that others wish to purchase.
The problem is time. I’m the final contractor for our home that’s underneath building. I run the YouTube channel. I’ve a child coming in January. I’ll preserve the holster firm going however in all probability received’t make new stuff till subsequent yr. My brother, a CAD designer, needs to assist. He advised me, “Hey, let’s make this holster empire a factor.”
Bandholz: The place can individuals attain out and help you?
Pfeiffer: Our web site is Llod.us. My YouTube channel is @lastlineofdefense. I’m additionally @lastlineofdefense on Instagram.
