What made Glock a player in the law-enforcement world, at least initially was ATF classifying the Glock safe action as DAO. This helped some large departments that issued DAO revolvers like DC metro and Miami to transition to autos while still officially keeping a DAO gun. At that time, the late 80s DAO auto loader’s were not yet common.
Second thing that helped was the introduction of the Glock 19 to compete with the Smith 669 and the Sig P228 as a midsize one gun for everything gun.
Third thing was cost. The reason everyone makes polymer frame guns now is they are cheap to make. When Glocks were first introduced to the US they wanted to price them low, like $200 apiece. And industry consultant and sales rep they hired convince them not to because it was cheap in their brand. However this gave Glock a lot of room to cut prices to agencies in order to gain market share. It is also probably why a blue label Glock today cost about the same as I paid for my first Glock 19 in 1992.
What really put Glock ahead of the pack though was 40 Smith & Wesson and the 1994 assault weapons ban. Glock had a 40 Smith & Wesson pistol ready to go for the California highway patrol trials And CHP was the first agency to adopt the 40 Smith & Wesson. In fact I believe Glock with selling 40 caliber guns commercially before Smith.
There were sort of two waves in the law-enforcement conversion from revolvers to Autos. The first wave went from revolvers to 9 mm and 45 auto’s, The second wave went from revolvers straight to 40 caliber.
For first wave agencies that went to 9 mm the assault weapons ban made their pre-ban guns and especially pre-been magazines particularly valuable on the used market. Glock approach these agencies and offered to do 1 to 1 trades of new Glock 40 caliber pistols and magazines for the agencies old pre-ban guns and magazines. Glock was then able to sell the trade and guns and mags at a profit.
For the second wave agencies, Glock was able to offer very favorable pricing and trade-in value to get their foot in the door. They were also known for bringing LE decision makers to Atlanta for factory tours that often included trips to the champagne room at the Atlanta gold club. Allegedly...
The other thing that brought many first and second wave agencies to Glock was the FBI adoption of 40 caliber Glock’s in 1996 or 97. Like state police agencies within their states the FBI has a lot of influence on what agencies, particularly smaller agencies model in terms of professional standards. A lot of this has to do with the FBI national Academy program which is a professional development program for Mid-level law-enforcement leadership. It also acts as a networking opportunity for both the participants and the FBI but that is a whole other discussion.
Whether good or bad many people will make buying decisions based on what the police and the military are using. Once Glock got a majority of the law enforcement market, their commercial sales were sure to follow. Similar to what I said was smart to practically give the military the M 17/18 at cost since they will make up the difference on the back end in commercial and nostalgia sales.
The final thing that helped Glock was the fact that their timing was good. They came on the market right at the time lawn Forssman was looking to transition from revolver’s to Otto’s and they came on the market in a time when the Internet and widespread dissemination of information was not yet common. For example, all the outrage over the SIGP320 drop safety fiasco and Sigg initially denying it followed by the “upgrade, not a recall” program. Well, some people know that the original clocks had black internal parts and were upgraded to Chromed parts after an extensive “upgrade not a recall” program in the early 90s. What a lot of people don’t know is that early Glock’s were not 100% drop safe and the upgrade not a recall was due to Glock pistols failing drop safety testing during the DEA trials in the early 1990s.