Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. SALES Kimber (from top) offers the Custom Covert II, Pro Covert II and the Ultra Covert II, featuring Crimson Trace Lasergrips. Also from Kimber (left) is the OC delivery system LifeAct JPX Jet Protector. Nick Newman of Cherokee Firearms, Springfield, Mo., said, “Find out their experience level and the purpose of the gun. Will it go in a nightstand, under a business counter or be worn concealed all day? Take things step by step: experience, purpose, knowledge of the laws involved — one thing at a time.” Ernie Shipman of Renaissance Firearms, Gonic, N.H., recommends, “Be a coach, not a boss.” While many inexperienced buyers initially focus on the wrong gun for their purpose or level of WWW.SHOOTINGINDUSTRY.COM ability, Shipman says, “Never tell them it’s a bad choice! Instead, guide them into making that decision themselves. You have to walk a fine line between what you want to sell, what they say they want and what’s best for them.” Credentials Count Paul Hahn is the owner and sole proprietor of Hahn’s Sporting Goods and Shooting Specialties LLC, a small, immaculate gun shop tucked away on a tree-lined street in Kalispell, Mont. Hahn says “it’s not a big main-street store,” but he gets more than his share of the area’s self-defense sales. “Just as important as your inventory, you have to establish your interest and credentials in self-defense sales,” Hahn said. He does virtually no advertising, yet word-of-mouth keeps a steady stream of self-defense customers, both new and returning buyers, flowing into his shop. Hahn echoed the advice of other dealers SI has interviewed, and added some gems of his own. “People come to me for self-defense FEBRUARY 2008 27 Ichiro Nagata