welcome back to another episode of hobby jobs here on the sacking slabs network presented by my good friends at bcw supplies been having a great time collaborating with the bcw supplies team and excited to share some of the planning the behind the scenes work with all of you here on hobby jobs very very soon i wanna kick off this episode by talking about gamestop gamestop sold three hundred and fifty six point three million dollars in collectibles during its latest quarter that was up close to fifty seven percent from the same period one year ago collectibles accounted for forty five percent of company sales one year earlier that number was twenty three percent this week reports also surfaced that gamestop is reopening select stores after years of closures those numbers are going to create a predictable response collectibles are booming gamestop was right i think the response skips the part that matters selling collectibles does not make you a collectibles business it makes you a retailer with collectibles on the shelf the rest has to be earned gamestop already has what most hobby companies spend years trying to build it is capital it is purchasing leverage it has national distribution it has physical locations where customers can walk through the door what gamestop still has to earn is collector trust can its employees explain the products they're selling can the company manage allocations without making collectors feel shut out can a store become a place collectors return to when there is no hot release on the calendar can it create trade nights grading education and a local community can it make a collector feel understood instead of processed those questions are not about demand they're about execution they are also about people if gamestop wants to become a collectibles business it will need more than buyers and cashiers it it will need category managers inventory specialists community builders content creators partnership leaders and retail operators who understand how collectors make decisions that is where i want to spend our time today not on whether collectibles have momentum because they do i want to talk about the work required to support that momentum i also wanna talk about the people who will do that work some of the most valuable jobs in the industries don't have a clean title yet they begin when someone sees a collector problem takes responsibility for it and proves solving it creates value that is the job before the job description and learning how to find that work is one of the best ways to build career leverage in the sports card industry before we get into that i want to thank bcw supplies for supporting hobbyjobs hobbyjobs is sponsored by bcw supplies for forty five years bcw has helped retailers and wholesale partners stay stocked with storage and display accessories collectors trust backed by dependable fulfillment and consistency to keep shelves stocked and margins strong learn more at bcw supplies dot com slash gonna do that again learn more at b c w supplies dot com backslash wholesale really excited about the momentum around hobby jobs wanna welcome all of you back if you're tuning in for the first time this show exists to support the people building the sports card industry owners operators employees and the people trying to find their way in each week i use this space to expand on the ideas from the hobby jobs newsletter you can find the link in the show notes these conversations should give you a little bit something different more context more application a clear view on how work gets done this week we're gonna look at gamestop shift towards collectibles we're going to connect that shift to a lesson from sam gordon's career at overtime had a great conversation with sam on passion and profession you can find that on the stacking slabs network then i'm going to give you a system for becoming useful before someone writes the job so let's get into it first we need to handle the numbers with with care three hundred and fifty six point three million dollars in quarterly sales from gamestop the category grew from two hundred and twenty seven million during the same quarter one year earlier and that growth matters the mix matters too collectibles move from less than one quarter of a company sales to nearly half but there's an important detail inside the filing gamestop's collectibles category does not mean sports cards alone it includes new and pre owned trading cards figures apparel plush board games built building sets home goods and fees from card grading submissions this is a broader collector category sports cards sit inside that number they aren't the entire number that distinction keeps us from turning a real signal into a false headline the signal is still strong gamestop has found a category growing fast enough to reshape the company at the same time total quarterly revenue fell from nine hundred and seventy two million to seven hundred and ninety million that is a decline of close to nineteen percent video game sales fell by more than forty six percent pre owned and refurbished sales fell by more than thirty one percent this is not a clean growth story it is a company trying to replace a declining core with a growing category that makes an execution a big part of the story the store the store reopening reports deserve the same restraint gamestop has said select locations that were once closed are now reopening it has not shared a full list or a store count one reopened location isn't a national strategy but it's a signal worth watching the question is what type of store comes back if gamestop reopens the same store with more boxes behind the counter it has changed the inventory mix if it reopens a store with trained people fair systems local programming and services that reduce friction for collectors it has started changing the business those are two different things one uses collectibles to fill a sales gap the other learns how collectors want to be served the difference starts at the ground level think about a collector walking into a store with a card they want to submit to psa the transaction is simple on paper the is simple on paper the collector drops off the card gamestop handles the submission psa grades it the collector gets it back but the trust lives in the details does the employee know which cards are eligible can the employee explain the process without guessing is the card handled with care on the front of the collector is the chain of custody clear does the collector receive updates when the submission takes longer than expected does anyone take ownership of the question when a problem occurs does the company recover in a way that protects that relationship the service is grading the product is confidence that is true across our entire hobby a marketplace does not only sell access to cards it sells confidence that an item is represented well and the transaction will be completed a consignor does not only list inventory it sells confidence that the card will be handled marketed and paid out when the seller expects a card shop does not only sell wax and singles it sells confidence that people behind the counter understand the collector on the other side bcw does not only move supplies it helps retailers create confidence that the products collectors need will be available when they walk in supporting the collector from a business perspective means designing the operation around moments like these that work is easy to miss because it does not always appear in a marketing campaign it appears in fewer errors clearer answers fairer processes better follow-up and more reasons to return the future of hobby retailer might not be built by a card shop becoming a national chain it might be built by a national chain learning how to become a card shop but that will not happen through inventory alone it will happen when people inside the business learn which collector problems are worth owning it's time to talk about the job before the job description there's a line i hear from people who wanna work in sports cards i would love to get into the industry i'm just waiting for for the right role and i understand that the industry is becoming more professional more companies are hiring more roles now look like jobs you would find in tech retail media finance or logistics but waiting for the perfect listing creates a problem the job description tells you what a company already understands career leverage often comes from seeing what the company has not named yet the role follows the problem the title follows the proof this does not mean working for free without limits it does not mean doing three jobs while accepting the pay for one it does not mean walking into a company and acting like you understand the business better than the people running it it means developing a habit of of usefulness you learn to notice friction you understand who feels it you connect it to a business outcome you propose a small response then you show what has changed researchers have studied how people reshape parts of the work through the tasks that they take on the relationships that they build and that the the way they understand their contribution i like that idea but i want to make it direct for the hobby do not begin with the title you want begin with the collector you can help let me give you an example say you work in a card shop your job description says you handle the register stock product and answer customer questions over time you notice the same friction every release day collectors do not understand the allocation process employees give you different answers the store receives calls all morning customers get frustrated the staff gets defensive that is not only a customer service problem it's an operating problem you can complain about it you can tell yourself the owner should fix it or you can document the questions draft one allocation policy create a release date checklist and give the team language everyone can use then you track what happens volume go up did the line move faster did employees stop making promises the store was unable to keep did complaints decrease you did not wait for someone to create a collector experience manager role you performed a piece of that work you created proof that the work mattered now the business has a choice it can give you more ownership it can formalize the responsibility it can ignore the value all three responses give you information if the company gives you room your role can grow if the company ignores repeat value you can learn something about the ceiling either way the work leaves you with evidence you can say i identified a release date communication problem i built a process used by the staff it reduced customer questions and improved the experience that is stronger than saying you are passionate about sports cards passion gives you energy proof gives another person a reason to trust you with that responsibility and this applies in every part of the industry if you work in content posting learn which questions collectors keep asking build a repeatable format that answers them track whether the content reduces support questions increases qualified traffic or helps a new product make sense if you work in operations do not stop at moving orders find where the cards get delayed damaged mislabeled or lost at handoff build a process that removes one point of failure if you work in partnerships do not stop at adding logos find the shared collector problem that both companies are equipped to solve define what each side owns measure whether the partnership improves access trust or service if you're trying to enter this industry do not create a fake strategy deck for a company and send forty pages to someone who didn't ask for it that is not usefulness that creates more work for the person you want to try to impress start smaller study the business choose a problem visible from the outside create a useful sample that can be understood in five minutes if you are a writer write one analysis that helps collectors understand a product decision if you're an analyst build one inventory or pricing view that answers a question the company faces if you're a community builder outline one event with a purpose and audience a run of show and a way to measure whether people return if you're an operator show how one handoff can be made clear the goal is not to prove you can do everything the goal is to make your judgment visible this is where career leverage starts here's a system i want you to take from this episode there are five parts first observe do not begin with your idea begin with behavior what question keeps being asked where does a collector hesitate where does an employee need to apologize where does inventory stop moving where does the trust break second translate connect the collector problem to the business collectors cannot find the right right supplies that becomes lost sales and fewer return visits collectors do not understand an allocation rule that becomes staff time complaints and distrust collectors do not know why the card matters that becomes weak demand price only comparison and a chance a missed chance to educate the market third shrink do not try to fix the company choose one point of friction make the first response small enough to test one event one checklist one content series one intake form one report one training session fourth measure decide what improvements looks like before you begin fewer support questions fewer intake fewer inventory errors more repeat customers higher event return rates more grading submissions not every result needs a complex dashboard it needs a it needs to be clear before and after fifth transfer build the work so somebody else can use it if the process only works when you are standing there you have made yourself busy if the process can be taught repeated and improved you have made yourself valuable observe translate shrink measure transfer that is the usefulness loop there is one more part people tend to skip you need to make the result visible without turning every contribution into performance a short update works here's a problem we saw here is what we changed here is the result here is what i recommend next that is not self promotion it is operating communication leaders cannot reward work they do not understand teams cannot repeat a process that only exists in their heads this all connects back to the conversation i had with sam gordon from overtime this week on passion profession two weeks before sam was supposed to start a career on wall street a childhood friend called him with another option walk away from the job he had accepted join a sports media company called overtime the company had only a few months of money left sam had studied economics he had completed the internship the traditional path was ready for him overtime did not show him a ladder it offered trusted people ownership and work that still had to be defined sam joined as employee number twelve nine years later overtime had grown to hundreds of employees sam helped build a media brand launch sports leagues and create trading card products with tops look at how far that work traveled from the job he was considering at the beginning no description written for employee number twelve would have captured the next nine years the company changed the opportunities changed sam's value grew because he stayed close to what the business needed and what the audience cared about the obvious lesson is that he made the right bet that isn't the lesson we know the outcome now he did not know it then the lesson is that sam understood what he was choosing he trusted the people he wanted a stake in the work and he accepted that the role would require him to grow with the business that is a better way to think about career risk do not ask only whether the company will win you can't know that ask whether the people are worth learning beside ask whether you will be close enough to the real problems to become useful ask whether the work gives you skills relationships judgment or ownership that remains valuable after the company changes in the newsletter i wrote about the risk you get to own this conversation is an extension of this ownership without usefulness is a word on paper equity does not make you an owner in how you operate a title does not make you responsible for the outcome you start acting like an owner when you see a problem that matters take responsibility for that part and build a response other people can trust that is what makes sam gordon's story useful for someone trying to build a career in cards you do not need to join employee numb as employee number twelve at a startup you need to learn how to create value when the path is not fully defined let's bring this back to gamestop if a company with a national store footprint wants to become a collectibles business where does the work begin it begins with product litter literacy employees need to understand formats release schedules grading basics condition sensitivity and the difference between helping a collector and giving an opinion they can't support it moves into operating fairness the company needs rules for allocations purchase limits trade ins returns and grading intake that are clear enough to explain and consistent enough to trust then comes community rhythm one trade night does not create community a calendar does collectors need a reason to return when nothing scarce is sitting on the shelves that can include beginner education set building nights grading clinics youth events and local collector spotlights then comes recovery every operator makes mistakes the test is whether the company treats the mistakes as a transaction too close or a relationship to repair those four areas create a collector support system product literacy operating fairness community rhythm and recovery each area creates work each area creates jobs and each area gives a person inside a business a chance to become useful if i were managing a gamestop location that wanted to earn collector trust i'd create a ninety day plan during the first thirty days i'd listen track ten questions collectors ask most track the products people request that the store doesn't carry track when grading submissions create confusion track the reasons collectors leave without buying talk to the local collectors who return ask what they use the store for now and what would make it a part of their routine during the next thirty days i'd run two tests create one collector faq for the staff then host one event built around a clear need not a generic event if grading questions are the source of friction hold a submission education night if new collectors feel lost hold a session on how to choose a product without chasing the most expensive box if local collectors need connection build a train night with rules that protect the experience during the final thirty days i'd measure and document which questions decrease how many people attended how many people came back what did the staff learn what processes need to be changed what should be repeated then i would send one page to the district leader here is what collectors in this market need here's what we tested here's what changed here's what we want to do next the store manager is no longer waiting for corporate to write a communication strategy the manager is building evidence the company can use that is the job before the job description the role i wanna highlight this week is the sports card sourcing associate at courtyard i chose this one because it sits at the intersection of collector knowledge and operating discipline buying the right card is one part of the job the person also needs to evaluate raw condition negotiate purchases manage grading submissions establish fair market value and prepare inventory for weekly drops that is what professionalization looks like skills that collectors have developed that shows card shops and online marketplaces are becoming part of the business process but knowing cards isn't enough the value comes from turning judgment into a system can i explain why the card fits the inventory strategy can you buy it at a price that protects the business can you access can you assess condition without letting excitement take over can another person trust your work that is the difference between being good at buying cards for yourself and creating value for a sourcing operator if you're interested in this type of role build proof before you apply create a sample acquisition memo for ten cards include the collector demand market range condition risk grading decision target buy price and exit path keep it short make your judgment easy to inspect that sample will say more than a paragraph about your passion for the hobby you can find the role on courtyard's website go check it out gamestop's collectibles growth is a signal it tells us more capital more shelf space and more jobs are moving towards collectors but capital does not understand collectors on its own distribution does not create community on its own inventory does not create trust on its own people do that the companies that will win will be the ones that turn collector understanding into operating behavior the people who build careers in this industry will be the ones who help make that translation do not wait for every part of the role to be written down find the friction understand who it affects connect it to the business test the response measure what changed build it so somebody else can use it that is how usefulness becomes proof and that is how proof becomes trust and that is how trust becomes career leverage the future of hobby retail may not be built by a card shop becoming a national chain it may be built by a national chain learning how to become a card shop when that happens the shelves will not be the story the people building the experience will be if this episode helped you sign up for the hobby jobs newsletter link is in the show notes each week i share operator lesson stories from the people building in the industry practical resources and open roles if your company is hiring scaling or working through a problem that other operators can learn from i wanna hear from you you can reach out to me at stacking slabs at g mail dot com i wanna thank our great friends at bcw supplies for supporting hobbyjobs we're excited to be building operator focused conversations that will be right here on the hobby jobs show each and every week can't wait to share them with you happy building talk to you soon