ST: How did P&A Surplus begin?
P&A: My husband, Peter, has worked in the military clothing line for over 25 years. He started off as an employee for a government contractor. When it was time to grow, he took in a partner and started a military surplus company. For 13 years, Peter and his partner grew the company until it was time to go their separate ways. At that time, Peter and I teamed up and together we created P (Peter) & A (Ally) Surplus.
The launch of P&A Surplus was very exciting, but also very difficult. We were both thrilled about the new venture on which we were embarking. With a lot of hard work and an unbelievable amount of help and support, we built a surplus company that was overflowing with inventory. Then, fate knocked us down to our knees. On October 29 2012, just shy of two years from the start of our business, Sandy had ravaged through our warehouse and totally destroyed over half of our inventory. It was hard not to give up; an enormous amount effort, labor and struggle went into building our inventory, and watching the devastation was almost too much too bear. Yet once again, we gathered as much good spirit and fortitude as we were able to summon between the two of us, and we started putting P&A back on its feet. It took over nine months to recuperate, but it made us more resilient, and more determined.
Peter says that the key to his success is his loyal customers. They have developed a relationship with Peter through the many years of dealing with him and have learned to trust and respect him. As one customer put it, “With Peter it is simple – you know his word is carved in stone.” We are excited to be a part of the surplus market and will leave no stone unturned to look for the kinds of goods that we know our customers will be happy with.”
What sort products do you offer?
P&A Surplus has a full line of new and used GI surplus, everything from clothing to field gear, footwear, headwear, packs and pouches, and everything in between. To keep up with the changing and constantly evolving demands of the surplus buyers, we now carry a full line of high end tactical gear from some of the biggest names in the industry. We offer our customers the military-issue and tactical lines of New Balance, Outdoor Research, London Bridge Trading, Hatch, Under Armour, Camelbak, Source Hydration, Wild Things and many more!
What are your best sellers?
In the surplus market, it is never predictable. Of course, customers are always looking for anything that is Genuine Issue with government labels, new or vintage. Our new line of high end performance gear, however, has had a great response. Inexpensive knick-knacks that stores can put out to delight their customers are also a popular seller for us.
What makes P&A Surplus special/unique?
We absolutely love what we do and it shows! Our inventory is vast and varied, updated constantly and well-stocked on the old stuff. Our goods are sought-after and sell out quickly. We are truly enthusiastic about our inventory and travel all over to find the right deals for the right price so we can pass on the savings to our customers. In addition, you know exactly what you are getting with P&A Surplus; there are no surprises. Since buying military surplus can be tricky, Peter and I are honest about the condition of our goods. As Peter says, “The best customer is a repeat customer.”
What did you like about the ANM Expo this past January?
It was like a friendly reunion! We loved seeing our customers, vendors and friends. This industry is our life and it is great to feel like a family.
What differences do you see in the surplus industry and Army Navy stores located in the different parts of the country?
We’ve found that every shop and every customer is unique. Some want the fashionable and trendy military lines for more upscale customers, while others need functionality and performance. We try to be in tune with each individual customer and bring them what will be a good selling item for them.
How often do you do business with veterans?
Our veteran customers are great to deal with. They are proud of their service and are passionate about any military surplus. Seeing them walk through our warehouse is like watching a child in a candy shop. They take delight in our inventory and speak with such enthusiasm about our goods. It’s a great feeling.
Do you carry any gun-related products?
We have just brought in a whole line of gun-related products, including gun bags, laser illuminators, holsters, magazine pouches and much more. We actually carry everything related to guns except for the guns themselves!
You have plenty of experience working together as a husband-wife team at P&A Surplus. What advice do you offer other family-owned businesses?
We love working together as a husband and wife team. It’s the best! Everyone always asks us how it is for a couple to work together; we look at each other and laugh. We make a good team. We may argue at times, but we truly respect each other’s opinions.
What advice can you give to new entrepreneurs just starting out?
This industry is very exciting. Do not be afraid to try and put your foot in the door. If you work hard and you are honest – you WILL succeed.
Is there anything else you would like to add?
We are very grateful to our loyal customers and are only here today due to their love and support. Although we had a very rough beginning, and a major setback that almost destroyed us, it was heartwarming and encouraging to see our customers give us small token orders, just to show their support.
We did not have much to sell when we started out, and yet they insisted on ordering SOMETHING just to get us going. Today, as we look at P&A Surplus, we are amazed and enormously grateful for this miracle. P&A is an established business, brimming with a hard-to-find and exciting inventory and serving its customers with honesty and respect.
We would like to thank Peter and Ally Leitner for sharing their story and insight into the military surplus industry in this issue. If you would like to learn more or are interested in the products that P&A Surplus has to offer, give them a call at (800) 430-1814 or (973) 568-4987.
Featuring Peter and Ally Leitner from P&A Surplus If you would like to be considered for an interview in Surplus Today’s Spotlight, please send an email to editor@SurplusTodayOnline.com