http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/RSS.ashxShooting Industry February 2008 PagesTue, 23 Sep 2008 15:37:18 +0200http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=1http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=1HUNTERS SPEND BILLIONS, BOOST ECONOMY FEBRUARY 2008 SELF DEFENSE SELLS! AMMO & RELOADING • Accelerated Business TARGET Lethal Force Your Cop Shop? www.shootingindustry.com CIRCLE NO. 204 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=2http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=2THE SAVAGE ACCUTRIGGER™ - PERFECTED WITH ENGINEERING TECHNOLOGY, BUILT BY HAND “It takes 213 quality controlled steps and the individual hands of 338 men and women to write the definition of accuracy.” RON COBURN - CHAIRMAN/CEO LONG RANGE PRECISION VARMINTER The Long Range Precision Varminter with the New Target AccuTrigger, now adjustable from approximately 6 oz. to 2.5 lbs. AccuTrigger is a trademark of Savage Sports Corporation. CIRCLE NO. 224 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=3http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=3CIRCLE NO. 222 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=4http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=4FEBRUARY 2008 • VOLUME 53 • NUMBER 02 Features 26 Page 26 Self-Defense Sales It’s All About Attitude, Inventory And Experience. John Morrison 33 36 Target Ammo & Reloading Yes, Prices Are Up, But Sales Are Still Being Made! Mark Kayser NASGW — Accelerated Business NASGW Streamlines Communication, Generates Growth! Ray Oeltjen Industry News 8 8 10 11 Page 33 Sportsmen Impact Every State’s Economy Remington Acquires Marlin Firearms Cerberus Capital Management Buys DPMS Pelican Expands Manufacturing To Europe Columns 16 18 20 Lethal Force Should You Start A Cop Shop? — Part I. Massad Ayoob Outdoor Marketplace Yes, You Can Make Money Selling Reloading Supplies. Carolee Anita Boyles Arms And The Woman Woman Gun Dealer Shares Secrets To Women’s Market. Lisa Parsons-Wraith 22 Back Blast & Other Hot Gases Perhaps It’s Something In The Water! Commander Gilmore 46 Page 36 Industry Watch We Can Be No Less Passionate. Russ Thurman Departments 6 Letters 41 Reader Service 42 45 New Products Classifieds Page 16 4 FEBRUARY 2008 SHOOTING INDUSTRY® (ISSN 0037-4148) is published monthly by Publishers’ Development Corporation at 12345 World Trade Dr, San Diego, CA 92128. Periodical Class Postage paid at San Diego, CA 92128, and at additional mailing offices. Subscription $25 yearly in U.S.A. Single copies $3 (except for the December SHOT SHOW issue, $25). Change of address: Four weeks notice required on all changes. Send old address as well as new. POSTMASTER: Send address changes to: SHOOTING INDUSTRY® 12345 World Trade Dr, San Diego, CA 92128. PRINTING SERVICES/PREPRESS: Democrat Printing Company. CONTRIBUTORS submitting manuscripts, photographs or drawings, do so at their own risk. Material cannot be returned unless accompanied by sufficient postage. PAYMENT will be made at rates current at time of publication and will cover reproduction in any or all of the editions of SHOOTING INDUSTRY®. OPINIONS expressed in bylined articles or columns are those of the author and do not necessarily reflect the views of the magazine or its staff. Copyright© 2008 by Publishers' Development Corporation. All rights reserved. Reproduction or use of any portion of this magazine without written permission is prohibited. WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=5http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=5SINCE 1955 – THE INDUSTRY’S BUSINESS MAGAZINE PUBLISHER Thomas von Rosen EDITOR Russ Thurman EDITORIAL ASSISTANT Roxanne Smith ART DIRECTOR Eric Tse ART ASSISTANT Andy Loy PRODUCTION MANAGER Kimberly Thorne ADVERTISING ACCOUNT MANAGER Anita Carson ADVERTISING ACCOUNT EXECUTIVES Steve Evatt, Jeff Morey, Delano Amaguin PROMOTIONS DIRECTOR Randy Moldé PROMOTIONS COORDINATOR Lorinda Massey ³+RW'LS´ /XEH )RU UHORDGLQJ DPPXQLWLRQ RI DOO W\SHV PHWDOOLF VKRWVKHOO &/($16%$55(/DQGDFWLRQ ZLWKHYHU\VKRW¿UHG (1+$1&(6$&&85$&< E\DVPXFKDV ',66,3$7(6+($7IURP EDUUHOGUDPDWLFDOO\ &21',7,216$3352; EXOOHWVRUZDGV $FFRPSOLVKHVZKDWQRRWKHU VLQJOHSURGXFWKDVGRQHEHIRUH CONTRIBUTING EDITORS Massad Ayoob Shari LeGate John Morrison Carolee Anita Boyles Ray Oeltjen Lisa Parsons-Wraith FMG PUBLICATIONS Editor: Dave Douglas Advertising: Delano Amaguin americancopmagazine.com 0DGHLQ$PHULFD±ZLWKSULGH ZZZ&OHDQ%DOOLVWLFVFRP Editor: Roy Huntington Advertising: Steve Evatt americanhandgunner.com 7KH (66(17,$/ UHORDGLQJ FRPSRQHQW CIRCLE NO. 205 ON INQUIRY CARD Editor: Jeff John Advertising: Jeff Morey gunsmagazine.com Special Editions Editor: Sammy Reese Advertising: Delano Amaguin fmgpublications.com CUSTOMER SERVICE shootingindustry.com SUBSCRIPTION SERVICES . . . . . .858•605•0250 EXPRESS SERVICE . . .www.shootingindustry.com General Assistance . . . . . . . . . .Click: Contact us EDITORIAL . . . . . . . . . . . . . . . . . .858•605•0243 . . . . . . . . . . . . . . . .russ@shootingindustry.com PRODUCTION . . . . . . . . . . . . . . . .858•605•0202 . . . . . . . . . . .production@shootingindustry.com NATIONAL ADVERTISING 12345 World Trade Dr., San Diego, CA 92128 858•605•0209 866•972•4545 FAX: 858•605•0211 PRODUCED IN THE U.S.A. WWW.SHOOTINGINDUSTRY.COM CIRCLE NO. 206 ON INQUIRY CARD FEBRUARY 2008 52008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=6http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=6Where Are You? I read with great interest the letter from Leah Madachik (“Out Of Control,” Letters, Jan. 2008). I called Mr. Joe Bowen after his letter was published in response to mine last year (“Not A Dirty Word,” Letters, Nov. 2007). He was very vocal about and agrees fully with the total lack of concern and respect the firearm manufacturers and big ten distributors have for the real brick-and-mortar stores. This attitude, driven by a sales staff only looking at the current bottom line and without regard to the long-term effects, creates false expectations and allows someone to sell a firearm for $20 more than cost. That same firearm costs $30 to ship, so as Leah stated, UPS and FedEx make more than the seller. With this sales approach, we can only look forward to further decreases in brickand-mortar sales locations. Some may find that saying something bad about Internet sales is “old guard” or “backwards” thinking, but they couldn’t be further from the truth. We need the Internet now more than ever. I currently list and sell various consigned firearms (shotguns and rifles) that are great guns, but have limited exposure here in my retail store, since we are an indoor range. I fully support various sites selling guns as a way for all to see what is available, and, in many cases, set a value for used firearms. I, like Leah and Joe, charge extra for someone to use my FFL to purchase over the net. The firearm manufacturers and distributors need to set their pricing and payment terms so that established businesses get preferential treatment. We need to be recognized for what we are. We are here for the long haul, and in some cases have put up with all manner of “dumb” things from the “sales” organizations for years. I look at the amount of literature being produced to hand to the potential customer and find it seriously lacking. With one exception — Wilson Combat — I receive virtually nothing from the industry that I could hand out or show to my customer. Some could say that it is expensive — yes it is, but so is losing sales. At least put out something to give to the potential customer so they know where to go on the Internet. We are in the business to sell something that is a “sport,” to be treasured for many years. Firearms are not disposable in 18 months because technology has changed. We sell a firearm that is supposed to last for several generations. We, the true brick-and-mortar guys, are here for the long term, selling to the father, the son and grandson. How many of you have that shotgun, rifle or pistol that has been in your family 25-plus years? We are here to show the customer what they want and how it works. We are here for service and a long-term relationship. So I ask, “Firearm manufacturers and distributors, where are you?” Gregg Bouslog, Owner On-Target Indoor Shooting Range Laguna Niguel, Calif. 9 E-mail The Editor russ@shootingindustry.com Over the years, Fiocchi Ammunition has clearly earned its stripes throughout the top echelon of the competitive shooting sports community — by providing its retailing partners (and discriminating shooters around the globe) with the widest selection of premium-grade ammunition available. Fiocchi ammo can be easily identified by its distinctive red Fiocchi stripe on every box. So be sure to load up on Fiocchi's highly profitable, accurate and reliable pistol, rifle, rimfire and shotgun ammo today — they're all backed by one of the oldest family names in the business. FIOCCHI. For all the profit-making details, call FIOCCHI at (702) 227-9700 or visit www.fiocchiusa.com. 6 FEBRUARY 2008 CIRCLE NO. 212 ON INQUIRY CARD WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=7http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=7ANNOUNCING THE 2008 FNH USA STOCKING DEALER PROGRAM The Only Thing That’s Better Than Getting One FREE FN Gun Is Getting Two FREE FN Guns! FN TPS™ Tactical Police Shotgun C-More Systems™ sight shown not included. FN Five-seveN® Handgun SO HERE’S THE DEAL: Just buy a 2008 FNH USA Stocking Dealer Program package* consisting of one each (six total) of the following FN guns in any available model: The 2008 FNH USA Stocking Dealer Program has been created to help drive your retail sales of FN products, increase consumer visibility for the FNH USA brand and add REAL PROFITABILITY to your firearms business. Here’s the good part! For each qualifying FNH USA Stocking Dealer package you order, you will receive your choice of a FREE Five-seveN USG pistol in black with three 20-round magazines (Part number 3868929120) or a FREE Five-seveN USG pistol in black with three 10-round magazines (Part number 3868929130). That’s a $1067.91 retail value absolutely FREE! FNP-9 Handgun FS2000 Carbine FNP-40 Handgun PS90 Carbine Now comes the even better part! When you purchase two (2) or more Stocking Dealer packages you will also receive your choice of a FREE Tactical Police Shotgun for each stocking dealer package you purchase! (The qualifying TPS part numbers are 17700, 17702, 17703 and 17705.) That’s up to a $841.75 retail value IN ADDITION to the FREE Five-seveN USG pistol that’s already included with each package. The profit potential from this program will put your retail operation in the black and put the finest FN firearms into your customers’ hands! CALL YOUR FNH USA COMMERCIAL DISTRIBUTOR TODAY TO PLACE YOUR FNH USA STOCKING DEALER ORDER! Become an FNH USA Stocking Dealer today by calling (703) 288-1292 or visit www.fnhusa.com for a free catalog and a list of registered FNH USA Commercial Distributors. FNP-45 Handgun Five-seveN Handgun We want to thank you for your continued support of FNH USA. We are 100% dedicated to energizing the retail marketplace and capturing the market leadership position. Working together we can make that happen in 2008. *Terms and Conditions: All FNH USA Stocking Dealer package purchases must be made through a single FNH USA authorized distributor between January 1, 2008 and August 31, 2008. All qualifying FNH USA Stocking Dealers will forward copies of distributor invoices and their signed FFL to FNH USA’s sales office. All documentation should be sent via U.S. Mail to: FNH USA, 2008 Stocking Dealer Program, P.O. Box 697, McLean, VA 22101. Upon receipt of these documents, the qualifying FREE FN products will be shipped directly from FNH USA inventory to the stocking dealer. Please contact your FNH USA representative or the FNH USA sales office at (703) 288-1292 if you have any further questions. AO0801/07492 www.fnhusa.com CIRCLE NO. 213 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=8http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=8Should You Start A Cop Shop? — page 16 Sportsmen Impact Every State’s Economy H Melinda Gable unting and fishing have a major economic impact on every state in the nation, according to a report produced by the Congressional Sportsmen’s Foundation (CSF). The report, “Hunting and Fishing: Bright Stars of the American Economy — A force as big as all outdoors,” analyzes the amount of money spent on hunting and fishing, as well as the jobs and taxes created. “The economic impact that sportsmen have on state economies should be a wake-up call to state governments to welcome and encourage hunting and fishing in their state,” said Jeff Crane, CSF president. “The evidence is clear: states that encourage hunting and fishing by providing access and maintaining healthy habitats and fisheries benefit many times over through jobs and taxes, as well as enjoying a boost to travel and tourism.” According to CFC, when spending by hunters and anglers is compared to other sectors, the impact on the economy becomes more tangible. Here are a few highlights: • Sportsmen support more than twice the jobs in Texas than Dell Computer Corp., Lockheed Martin, Electronic Data Systems and Dow Chemical Co. combined (106,000 jobs vs. 49,000). • Sportsmen support more jobs in Florida than Disney World (85,000 jobs vs. 61,000). • Michigan sportsmen annually spend more than the combined cash receipts for dairy, greenhouse/nursery, corn, soybeans and cattle — the state’s top five agricultural commodities ($3.4 billion vs. $2.9 billion). • Annual spending by California sportsmen is greater than the cash receipts of the state’s grape crop ($3.6 billion vs. $3 billion). “The economic impact that sportsmen have on state economies should be a wake-up call to state governments.” “Spending by sportsmen benefits not only the manufacturers of hunting- and fishing-related products, but everything from local mom-and-pop businesses to wildlife conservation,” said Doug Painter, president of National Shooting Sports Foundation (NSSF). “And because most hunting and fishing takes place in rural areas, much of the spending benefits less affluent parts of the state.” On the national level, 34 million sportsmen age 16 and older spent more than $76 billion in 2006, supporting 1.6 million jobs. CFC points out that if a single corporation grossed as much money as hunters and anglers spend, it would be among America’s 20 largest, ahead of Target, Costco and AT&T. The CFC also ranks states by total number of hunters and anglers, spending by sportsmen, jobs supported, taxes generated, number of days spent hunting and fishing and the most traveled-to states by hunters and anglers. Nationally, Texas ranked number one in total hunters and anglers (2.6 million), money spent ($6.6 billion), jobs supported (106,000) and tax revenue generated ($1.3 billion). The CFC report was produced with support from the Alliance of Automobile Manufacturers, National Marine Manufacturers Association, NSSF and SCI-First For Hunters. The report and state rankings use results from the U.S. Fish and Wildlife Service’s 2006 National Survey of Fishing, Hunting and Wildlife-Associated Recreation and statistics provided by the American Sportfishing Association and Association of Fish and Wildlife Agencies. The report is available at www.sportsmenslink.org and www.nssf.org. Remington Acquires Marlin Firearms R emington Arms announced in late December it has entered into a definitive agreement to acquire Marlin Firearms Co. The transaction was expected to close by the end of January. Marlin, headquartered in North Haven, Conn., also owns Harrington and Richardson (H&R), New England Firearms (NEF) and LC Smith. “The opportunity to combine two historic U.S.-based companies with such storied and proud histories is both challenging and exhilarating,” said Tommy Millner, Remington CEO. “We look forward to working with Bob Behn, a well-respected member of our industry. He will remain president of Marlin, charting a course of further growt2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=9http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=9L OOKING FOR A “B EST G UN” G UNSMITH ? Factory authorized service for Ivo Fabbri, F.LLI, Bertuzzi, Perugini & Visini, J.P. Sauer & Sohn and Renato Telo. Trust the company chosen by the finest gun makers worldwide. GUNSMITH SERVICES • • • • • • • • • Precision Barrel Lining Dent Removal Parts Fabrication Teague Choke Systems Bead Replacement Reblueing Color Case Hardening Checkering Action Work • • • • • • • • • Back & Over Boring Refinishing Jeweling Cowboy Action Jobs Re-Chambering Stock Bedding Pad Installation Complete Cleaning CNC Parts Fabrication • • • • • • • • • Custom Trigger Custom Hammer Custom Gun Fabrication Trigger Jobs Remove Stuck Bullets Hand Rubbed Oil Finish Re-cut Checkering Strip Old Finish Engraving Services upon request E Elite G GunsmithS www.EliteGunsmiths.com 866-219-7265 CIRCLE NO. 228 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=10http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=10Cerberus Capital Management Buys DPMS Executives Form Youth Alliance D PMS announced in mid-December that its assets have been acquired by an affiliate of Cerberus Capital Management L.P. “We were looking for a partner that could enhance our expertise in operations and further develop our sales and marketing capabilities. Cerberus is a partner that can help us in those areas, and provide the financial and operational resources required to expand our business,” said Randy Luth, DPMS founder and president. Luth will remain president of the newly formed DPMS Firearms LLC and will continue to oversee the strategic and operational aspects of DPMS. “After starting this business 21 years ago, I couldn’t be more excited about our prospects for the future, both in terms of the growth we believe we can achieve and the level of satisfaction and value we can provide to our customers,” Luth said. “I would like to thank our employees, first and foremost. Their hard work, and the support of our dedicated customers, has brought us to where we are today. As we look forward, we see increased interest in our new calibers, based on the proven DPMS ‘LR’ rifle platform.” Cerberus Capital Management acquired Bushmaster Firearms in 2006 and Remington Firearms in 2007. N umerous industry executives joined forces late last year to create the Youth Shooting Sports Alliance (YSSA). The nonprofit organization was formed to raise funds and create grants to ensure the industry’s involvement in all youth shooting sports. The board members of YSSA were former board members of the 4-H Shooting Sports Foundation, which has been dissolved. “The creation of the Youth Shooting Sports Alliance allows the industry a greater flexibility to reach and retain more youth and get them involved in the shooting sports,” said David Baron, Baron Technology president and YSSA president. Other YSSA elected board members are vice president Cyndi Flannigan, Leupold & Stevens; treasurer Curt Borcherding, Boyt Harness Co.; and secretary Beth Olson, Bill Hicks & Co. Other board members are Margaret Hornady, Hornady Manufacturing; Doug Painter, NSSF; Patrick McDonald, Beretta USA; John Anton, GATCO; Ron Coburn, Savage Arms Corp.; Jay Scholes, Outtech; and Joe Murfin, Daisy Outdoor Products. To become involved in YSSA or to learn about grant programs, contact Steve Miller, YSSA executive director, at (703) 743-2308, e-mail: Shootforthefuture@comcast.net. Visit www.youthshootingsa.com for more information. 1. Recoil Reduction Chamber (Patent-Pending) 2. Uni-Directional Checkering 3. E-Z Turn™ Bolt Release (Patent-Pending) 4. Tru-Set™ Trigger S&W/Timney™ design 3-6 lbs adjustable (Patent-Pending) Scope and rings not included2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=11http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=11Pelican Expands Manufacturing To Europe Lansky Taps Rep Groups P elican Products has begun manufacturing operations in a European facility in Crottendorf, Germany. According to Pelican officials, the plant will provide product for the European Union, central Europe, Russia and former Soviet Republic countries. The facility will work in tandem with the company’s 200,000-square-foot California plant to produce six of Pelican’s most popular Protector Case models. Additional models will be added in the following years. “Starting up production operations in Europe not only makes sense for our European customers, but also frees up production capacity for North American customers, so it’s a win-win situation for all,” said Lyndon Faulkner, Pelican’s president and CEO. Pelican officials said they are incorporating the company’s stringent quality standards into the manufacturing operation in Germany. “The only difference our European customers will notice is their case orders will arrive in half the time. We look forward to seamlessly providing the same American-made quality that they’ve come to expect from Pelican products,” added Faulkner. Headquartered in Torrance, Calif., the company has more than 600 employees, as well as distribution and sales centers in Europe, Canada, Japan, China, Singapore and Australia. For more information, visit www.pelican.com. L ansky Sharpeners has appointed two new sales agencies. James Monroe Associates of Westerville, Ohio, now represents Lansky in Michigan, Indiana and Ohio. The Sports Marketing Group of Norcross, Ga., represents the firm in Maine, New Hampshire, Vermont, Massachusetts, Rhode Island, Connecticut, New York, Pennsylvania, New Jersey, Maryland, Delaware and the District of Columbia. “Lansky is pleased to announce our sales relationship with these two outstanding companies. Their experience, energy and enthusiasm will greatly assist us in exposing the breadth of the Lansky product line to the many markets we serve, and provide excellent service and followup for our customers,” said Bob Kufahl, Lansky director of sales and marketing. For more information, call (702) 3617511, e-mail: info@lansky.com or visit www.lansky.com. www.shootingindustr y.com 6. X-Bed™ Stock Design (Patent-Pending) 7. Flush Sling Mounts (Patent-Pending) 8. Thompson/Center ® Precision Barrel 90° target crowned Introducing the 5. One Piece Weaver Scope Mount with Posi-Lug™ from Smith &Wesson Breakthrough innovations make it the ideal rifle for every hunter. Made in U.S.A. CIRCLE NO. 227 ON INQUIRY CARD smith-wesson.com NASDAQ: SWHC2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=12http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=12FNH USA Offers Free Ammunition Legacy Sports Selects Repair Center L NH USA is giving 200 rounds of 5.7X28mm SS197SR ammunition free to consumers who purchase an FN Five-SeveN pistol in matte black by March 31, 2008. The promotion began Dec. 1, 2007. The Five-SeveN comes standard with three 10- or 20-round magazines, a locking hard case and a cleaning kit. Complete details of the promotion are available at www.fnhusa.com. F egacy Sports International (LSI) has selected Sports World Inc. as the sole repair center covering the Howa, Escort, Puma and Pointer O/U product lines. To request repair of any firearm from the brands imported through Legacy Sports, download and complete the LSI repair form from the Legacy Web site, or request a faxed copy from LSI or Sports World. Contact Sports World at 6841 East 41st Street, Tulsa, OK 74145; (918) 742-4027, fax: (918) 742-3981. Contact Legacy Sports at (775) 828-0555 or visit www.legacysports.com. Mossy Oak Selects Howard Communications M Always Here! ossy Oak has joined forces with Howard Communications “to carry the Mossy Oak message and information on Mossy Oak Partners to the outdoor community and beyond.” “Our relationship with Howard Communications will enable us to better serve the media and provide an additional benefit to our partners,” said Butch English, executive vice president of marketing and sales. “The people at Mossy Oak and Howard Communications Inc. have the same business philosophy that is based on developing personal relationships that, in turn, help everyone achieve their business goals. We look forward to working with the media on behalf of all the Mossy Oak entities,” said Kevin Howard, president of Howard Communications. For more information, visit www.mossyoak.com and www.howardcommunications.com. NEWGLOCK26LEVELII We are proud to introduce the newest addition to our Level Two Lever Action line, the GL26PB. 7KLVQHZKROVWHU¿WVWKHSRSXODU*ORFN DQGPRGHOVSURYLGLQJTXLFNDFFHVVDQGOHYHO two retention. No need to alter presentation or grip, your handgun is released using a natural GUDZVWURNH:LWKDVPRRWKDQGTXLFNPRWLRQ\RXU WKXPEIDOOVQDWXUDOO\RQWKHUHOHDVHOHYHUPDNLQJ for an extremely fast draw. A revolutionary retention concept engages the WULJJHUJXDUGXSRQKROVWHULQJWRNHHSWKHKDQGJXQ secure. All Lever Action holsters feature a rivetless design for strength and are available in our patented Roto-Holster™ design. PROMOTION For a limited time only, FOBUS will send you a free double magazine pouch when you purchase any Level Two Lever Action holster. FOBUS Holsters • Ivyland, PA • Ph: 267-803-1517 • www.fobusholster.com 12 FEBRUARY 2008 CIRCLE NO. 214 ON INQUIRY CARD WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=13http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=13Protective Optics Changes Name Remington Presents Sales Awards A fter more than two decades developing Wiley X eyewear, Protective Optics Inc. has changed its name to Wiley X Inc. Officials say the company has worked to raise brand awareness within each of its target markets. “Wiley X may have built its foundation as a provider of protective eyewear for the military, but the brand has grown to now resonate among enthusiasts within industries such as fishing, snowboarding, motorcycles, NASCAR, hunting, law enforcement and casual wear. We are thrilled to officially incorporate the company’s new name,” said Myles J. Freeman, vice president of sales. The company also announced it will be the primary sponsor on Jim Yates’ Pro Stock Pontiac for the 2008 NHRA POWERade season. “Jim Yates has the Wiley X Sunglass Machine Team moving in a positive direction, so this commitment should only further help develop Wiley X branding,” Freeman said. One of the most recognizable names in NHRA Drag Racing, Jim Yates is a two-time POWERade Pro Stock champion. “We have thoroughly enjoyed working with the great family at Wiley X during the past two years,” Yates said. “I have the best of both worlds. I am involved with a great family and I get to promote the excellent line of Wiley X eyewear through the NHRA.” For more information, call Wiley X Inc. at 1-800-776-7842 or visit www.wileyx.com. R emington recently recognized its top-selling sales group and honored individual salesmen with its 2007 sales awards. The Remington Sales Group of the Year award was presented to its Central Region: Todd Pearson, regional sales manager; John Benjamin and Dan Bolts (Mich.); Russ Datson and John Marisie (Ill.); Bob Schlagel and Jeff Stacy (Minn.); and Andy Riesmeyer and Kevin Winscher (Mo.). The Remington Salesman of the Year award went to Scott Rothenberg of Murski-Breeding Sales, Dallas, Texas. The Ammunition Salesman of the Year is Rob Moerschell, also of Murski-Breeding Sales. The Accessories Salesman of the Year was presented to Doug Valdez of Maschmedt & Associates, Seattle, Wash. The Firearms Salesman of the Year is Steve Gettel, also of Maschmedt & Associates. For the first time, Remington presented On Target Awards to the salesman in each regional group who “exhibited exemplary customer service while meeting their sales objectives.” Awards went to Keith Quinn, Northeast Region; John Benjamin, Central Region; Dan French, Maschmedt & Associates; and Charlie Reynolds, Murski-Breeding Sales. Lisa Lovett, senior customer service representative based in Madison, N.C., was honored with a Special Recognition Award for her efforts in assisting the salesmen and their customers. WWW.SHOOTINGINDUSTRY.COM CIRCLE NO. 221 ON INQUIRY CARD FEBRUARY 2008 132008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=14http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=14Swanson Russell Grows Team Swanson Russell Associates (SRA) has hired and promoted a number of people in its public relations, interactive and account service departments. Former public relations counsel Jennifer Windrum has been promoted to public relations manager, while Laura Liggett and Lynette Petersen have joined the company as public relations associate and public relations counsel, respectively. Windrum graduated from Nebraska Wesleyan University in Lincoln with a bachelor’s degree in vocal music and earned a master’s degree in journalism from the University of Nebraska-Lincoln (UNL). Liggett graduated from UNL with bachelor’s degrees in journalism and Spanish. Petersen received a bachelor’s degree in business administration from UNL. In SRA’s interactive department, Shannon Wall has been promoted to interactive designer. She holds an associate degree from the Creative Center in Omaha. Jen Lukas, Nicole Albertsen and Bethany Nelson also have joined SRA’s interactive department. Lukas is an interactive art director, having previously worked as a freelancer for SRA. She graduated from UNL with a master’s degree in fine arts. Albertsen works as interactive project coordinator and is a graduate of UNL with a bache- J. Windrum L. Liggett L. Petersen S. Wall 14 FEBRUARY 2008 CIRCLE NO. 207 ON INQUIRY CARD WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=15http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=15sity of Wisconsin — Eau Claire. Hodgdon Powder Names Director Hodgdon Powder Co. has named Tim W. Vaitekunas director of marketing and research and development. Vaitekunas has more than 26 years of industry experience, specializing in propellants and ballistics. Most recently, he was marketing product manager at Winchester J. Lukas N. Albertsen Ammunition. Va i t e k u n a s earned his master’s degree in business from Southern Illinois University and his bachel o r ’s d e g r e e s from Purdue University. 9 T. Vaitekunas B. Nelson L. Wiese C. Lee J. Stanislav lor’s degree in journalism and advertising. Nelson serves as an interactive production artist. She earned a bachelor’s degree in fine arts from UNL. Laura Wiese and Christopher Lee have joined the agency as account managers and Jeremy Stanislav as an associate account manager. Wiese holds a bachelor’s degree in anthropology from UNL. Lee received a bachelor’s degree in business administration and marketing from UNL. Stanislav received a bachelor’s degree in journalism (public relations) from UNL. Magnum Research Hires Sales, Marketing VP Magnum Research Inc. has hired Todd Seyfert as V.P. of sales and marketing. Prior to joining Magnum Research, he spent three years at Birchwood Laboratories, followed by 11 years at Michaels of Oregon and eventually became part of Bushnell Outdoor Products, where he was vice president of sales and general manager of law enforcement. “Todd really gives us significant experience in Magnum’s three focus areas: product development, marketing and sales,” said John Risdall, chairman of the board and COO of Magnum Research. Seyfert holds a bachelor’s degree in business administration from the UniverWWW.SHOOTINGINDUSTRY.COM CIRCLE NO. 215 ON INQUIRY CARD FEBRUARY 2008 152008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=16http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=16Massad Ayoob Should You Start A Cop Shop? — Part I T here’s that headline in the morning newspaper: “City Purchases New Handguns for Police Department.” You sigh and ask, “Why the hell isn’t my shop getting that business?” You’re not alone. A lot of “regular” gun-shop owners ask the same question, especially with the dramatic growth in L.E. and security sales in recent years. Wo u l d e x p a n d i n g more into the law enforcement market be good for your business? Let’s look at two firearm dealers who did, with conspicuous success. sales staff. The fourth is a traveling salesman who pays courtesy calls at police HQs and acts as a roving ambassador for the company. The sales area at Riley’s Law Enforcement Sales is compact. The gun counter area is only a small corner of the shop. Riley’s Sport Shop Riley’s Sport Shop in Hooksett, N.H., is the largest dedicated gun shop in New England, rivaled only by the gun department of the huge Kittery Trading Post in Maine. Bob Parlangeli (left) and Ralph Demicco converted the Begun by Dick Riley, building (far right, in inset) into the very successful the shop was pur- Riley’s Law Enforcement Sales. Parlangeli is now retired. chased by two longtime employees, Ralph Demicco and Bob Sample uniforms, shoes and boots, body Parlangeli, when Riley retired. armor, ballistic body bunkers, etc., take Some time back, Demicco and Parlan- up the rest of the floor space, with duty geli noted that most New Hampshire agen- belt gear mounted along the walls — all in cies made their police equipment pur- a very efficient use of sales display space. chases from “cop shops” in Massachusetts. What are some of the keys to Riley’s They converted a building on the property success in the L.E. market? into Riley’s Law Enforcement Sales. “We found it was really important to Today, the L.E. subsidiary contributes nail down some of the best, most popular 25 percent of the income to this extremely product lines and be certain we could successful retail gun shop. And, it does so provide the best prices and best delivery,” efficiently. Riley’s employs 16 full-time Demicco said. “We have Glock, CCI and personnel in the gun shop and only four in Federal as core lines in the firearms and the “cop shop.” Three of those are onsite ammunition area.” This product mix serves the company well. While in some states you find that one or another handgun brand is profoundly dominant, the Granite State’s tradition of independence is also reflected in police handgun choices. A broad mix of Beretta, Glock, Ruger, Sig Sauer, Smith & Wesson and even Walther is found among police officers. In patrol rifles, Riley’s sells primarily Bushmaster and Colt. There is less competition in ammunition. While the state police were using Winchester R a n g e r, a t l a s t look, a majority of police in the state issue either Federal Hydra-Shok or Tactical, or CCI Gold Dot. Streamlight is Riley’s dominant brand of illuminating devices. In gun leather, Riley’s offers a variety, including Bianchi, Galco, Uncle Mike’s and Safariland. “Safariland is our dominant seller in police duty gear, with Uncle Mike’s a strong second,” Demicco reports. Body armor is another core element of the business. Riley’s stocks the Armor Holdings line, which covers a broad spectrum of brands and options. Shore Galleries Attracts L.E. Sales I n northern Illinois, Shore Galleries is the dominant retailer of firearms to law enforcement. Located in Lincolnwood on the edge of Chicago, the business began as an auction house, then grew into a gun shop after the success of handling the sales of antique gun collections. That was in the mid-1950s. By May 1956, Sig Shore was operating a gun shop. At the retail facility, Shore hired a lot of off-duty cops, who recommended stocking more police equipment. Things snowFEBRUARY 2008 balled from there. By 2004, 90 percent of Shore Galleries’ sales were police weaponry and equipment. At Shore, the key to success, as it is in any business, is knowin2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=17http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=17the same makers, but must still own and qualify with a 9mm version. In 2007, the list was expanded to include Glock pistols, the Springfield Armory XD and the Smith & Wesson M&P. Only older officers from the time of the revolver are “grandfathered” to carry a 4-inch Colt, Ruger or Smith wheel-gun on duty as a primary weapon, loaded with .38 Special +P ammunition. Chicago cops may also buy their own ammo. They are limited to factory hollowpoints. Until recently, only 147-grain subsonic was approved. Today, they may purchase 115- to 147-grain JHP and the city now issues 124-grain Winchester Ranger +P in that caliber. Officers purchase all their own gun leather as well. Surrounding departments have followed suit. “Almost all the departments have the officers purchase their own weapons for duty wear,” said Mitch Shore, the founder’s son and the head of Shore Galleries. “A number of the smaller departments have approved modern 1911 pistols. Cook County authorizes Glocks in several calibers. However, the single biggest-selling duty pistol in this part of the state seems to be the Sig Sauer. The officers appreciate the wide range of sizes and calibers, all with the same proven mechanism.” Fifty to 60 percent of Shore’s business is with smaller police departments. This means, of course, a wider line of options is kept in stock. Off-duty and backup guns are another profit center. Here, the revolver is no longer obsolete. “The Smith & Wesson Model 642 (stainless Airweight hammerless .38 Special) is far and away our best seller in this area,” Shore said. “The older guys almost always carry off duty, but I’ve noticed that a lot of the younger ones don’t.” Shore Galleries makes it easy for law enforcement agencies to do business with the company, including a well-organized Web site, www.shoregalleries.com. While the city of Chicago does not issue long guns for squad cars on routine patrol, most of the surrounding communities have long had shotguns in every vehicle, and have been trading them in on patrol rifles. The AR15 is “in,” and Shore Galleries stocks them in abundance. The DPMS line has worked particularly well for them. For some time now, Shore has visited the Chicago Police Academy at the end of the first week of training, the time when new recruits traditionally purchase their first service handguns. “Since Chicago PD began requiring college education, we’re seeing more recruits without any exposure to guns,” said Shore, who is particularly careful to give simple, effective explanations as to the differences between the various options. Shore is an area distributor for Beretta, Mossberg, Remington, Ruger and Sig Sauer. Today, the overwhelming bestseller from the approved list is the Sig Sauer, with the DAK (double action, Kellerman) feature. “Out of one recent class of 115 recruits, 85 bought Sig DAK pistols,” Shore said. Next month, we’ll look at staffing your cop shop and tips on getting started in a d d re s s i n g t h e L.E. market. 9 Super-Fast. Super-Dependable. Loads cartridges into revolver instantly! SPEED LOADER $ 95 ONLY 10. REVOLVER MAGAZINE SPEED LOADER $ 95 ONLY 13. 10 models available. Loads, .380, 9mm, 40cal., 45cal., or 10mm single and double stack mags. Magazine slips into loader and is held in by hand. Depress thumb lever to load. Loads ammo. into magazines faster and easier than ever! MAGAZINE SPEED LOADER $ 95 ONLY 3. Featuring: Flex brake arm & lock down stop! HKS .22 L.R. Cal. loads, Browning, Ruger I & II, Ruger 22/45, Colt, S&W, Mitchell Arms (H.B.) No more sore fingers when loading .22 mags! .22 Caliber HKS PRODUCTS, INC. 7841 FOUNDATION DR. FLORENCE, KY 41042 SEE YOUR LOCAL DEALER Mitch Shore runs Shore Galleries, the dominant L.E. retailer operation in northern Illinois. WWW.SHOOTINGINDUSTRY.COM www.HKSspeedloaders.com CIRCLE NO. 216 ON INQUIRY CARD FEBRUARY 2008 172008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=18http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=18Carolee Anita Boyles Yes, You Can Make Money Selling Reloading Supplies H ow much money can you make for an extra can of powder you’re not selling reloading equipment and getting,” Folsland said. “If your customer supplies in your gun shop? Many just wants one can of powder or a couple dealers don’t know, because they’ve hundred primers and buys them from you, greatly reduced or eliminated their reload- he saves the fee the mail-order company ing inventory. The primary reason for would have to charge him. It makes sense ignoring this segment of the market is the for the retailer to carry powder and significant amount of reloading supplies primers, and as long as you’re selling sold via the Internet. While that’s clearly the case, dealers are still missing solid sales in reloading. Richard Folsland, marketing and advertising director at Black Hills Shooters Supply, says the major reason retailers should still carry reloading supplies is because customers are looking for convenience. “If I’m going shooting tomorrow and I run out of bullets today, I can go down to the store and buy them,” Folsland said. “Plus, a real gun guy still wants to go down to the gun shop and buy his supplies. They The Grand from RCBS is a solid seller for gun dealers. put their hands on the products, they go out the door with them and powder and primers, you need to have bullets and brass, too.” they’re ready to go.” The four absolute, must-carry, alwaysAlso, if your customer has a problem with a purchase, he can come in and talk have-in-stock items are powders, primers, bullets and brass. to you and get it resolved. • Powder — The number of brands and “But if he receives a wrong order via the Internet, he has to call the company, powder types you can carry will be deterpay shipping to get the items returned and mined by local ordinances. “If your city ordinances say you can the correct ones sent, and he’s out addionly have 100 or 200 pounds of powder tional time,” Folsland said. Then there’s the hazardous materials on the premises, and that it has to be in a fee for shipping powder and primers. protective safe, that may limit what you Many reloaders place fairly small orders carry,” Folsland said. “In the country, that’s usually not a problem. But the and don’t want to pay the fee. “If you order online, it’s like paying bigger the city, the more likely there are city ordinances that govern different types of explosives. So you need to know which brands are the most popular in your area and carry them.” • Primers — “I’m not aware of any jurisdictions that have limitations on primers,” Folsland said. “The primer mix is very explosive but once primers are packaged with the cups around them, you’d have to really work at it to get them to explode.” Stock some of each category of primers. “There are large and small pistol, large and small rifle, and standard and magnum versions of each,” Folsland said. “You probably want to stock each one, because each one serves a different batch of calibers.” Determine what brand or brands your customers use and maintain your inventory accordingly. • Bullets — The only restriction on bullets is how many you can put on your shelves; carry both bulk and boxed bullets if you can. “Higher-volume plinkers and target shooters like bulk bullets rather than boxed bullets because of the cost,” Folsland said. “Or a shooter wants 150 bullets, but they come in boxes of 100, or perhaps he just wants 20 to try them out. Your customer can’t order them that way on the Internet, but he can get them from you, if you’re carrying bulk bullets.” • Brass — Once again, what you carry depends on your customers. What calibers do they use? Do they shoot regular loads or Magnums? Carry what your customers buy. 9 For 2008, Barnes has added a polymer tip to its Triple-Shock X-Bullet. 18 FEBRUARY 2008 Hodgdon’s Hybrid 100V, new for 2008, combines the chemistry of a spherical powder with the geometry of an extruded propellant. Magtech offers a wide range 2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=19http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=19All scopes and rings are not included. Cal: .338 Federal RFLR-338L Cal: 6.5 Creedmoor RFLR-65 Also Available in .308 Win. & .260 Rem. Cal: .308 Win. RFLR-308L Also Available in .260 Rem. Cal: .243 Win. RFLR-243 Also Available in .260 Rem. Cal: .204 Ruger RFA3-204 Also Available in .223 Rem. Made in the USA! Please send your FFL for our new catalog. ONLINE ORDERING AVAILABLE! DPMS Firearms, LLC • 3312 12th Street SE, Dept. SIND • St. Cloud, MN 56304 • 1-320-258-4448, Ext. 7463 • 1-320-258-4449 (Fax) • dpms@dpmsinc.com CIRCLE NO. 209 ON INQUIRY CARD WWW.DPMSINC.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=20http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=20Lisa Parsons-Wraith Woman Gun Dealer Shares Secrets To Women’s Market S uccessful customer relations are the cornerstones of a good business plan. You need to know your customer base and their shooting needs. Once a business establishes these parameters, the focus should be on customer service and client retention. Especially in the women’s market, customer service is the gun dealer’s most powerful tool, and a reputation for womenfriendly staff can really increase your female customer base. Stonewall Gun Shop and Pistol Range in Broadview Heights, Ohio, has the inside track on the women’s market, as it’s presided over by a woman. President and managing agent Diane Donnett has been at the helm of Stonewall for 13 years and says business is great. “I’m doubling and tripling my business,” Donnett said. “We’re having a phenomenal year.” Stonewall specializes in self-defense and target shooting firearms. “The indoor range really brings people in. It’s phenomenal,” Donnett said. Because of the indoor range, Stonewall is able to offer a wide variety of classes including NRA courses and hunter safety courses. When women come to Donnett looking for a gun, she always recommends they take a basic handgun class. She said the classes are attended, predominantly, by women and this makes the ladies feel more comfortable. Revolvers in .38 are big sellers at Stonewall Gun Shop — especially the Taurus Model 85 series. “It’s important for women to attend a class,” Donnett said. “You can’t explain recoil. Until they shoot, they can’t understand it.” Donnett also stressed that classes give women a chance to try different guns to get a feel for what works for them. “Women come to us for recommendations and I always tell them to take lessons and get educated so they know what they like. If everybody had the same taste, we’d all be driving Chevy trucks,” Donnett said. Even after women take a basic handgun class, buying a firearm is still a big decision. Gun dealers and their staff need to draw on their expertise to determine a woman’s needs and how she wants to use the gun. “A lot of women don’t know what questions to ask,” Donnett said. “You have to read between the lines. Is it for home defense? Are there children at home? Other adults? You almost have to pick out what they want. You really need to listen.” Once the word gets out that your store is responsive to women’s needs, ladies will send their friends to you. Donnett said most of Stonewall’s women customers hear about them through word-of-mouth. Self-Defense Sells T he number one self-defense gun sold to women at Stonewall Gun Shop is the .38 revolver. “The revolver is tried and true,” Donnett said. “You can shoot a revolver through a purse if you have to.” Stonewall’s bestselling model is the Taurus Model 85 series. Donnett said this is a great starter gun for most women because of its ease of operation and low price-point. She also noted many women start with a .38 and then, as they get into shooting, move up to a 1911-style .45. When it comes to buying holsters, Donnett said women have a different consumer style than men. “Ladies research before they buy. They want to be educated before buying,” she said. “They’re not impulse shoppers. Men will buy a bunch of different holsters. Women make up their mind, buy it and use it.” Stonewall stocks a wide range of holsters, including purse holsters from Roma Leather. Donnett said the Roma purse holster line is popular because they sell at an affordable pricepoint, she’s able to stock three or four different styles, and the purses stand up well over time. “Women are looking at how much they’re going to use it. Not many women can afford a high-end $600 purse. You sell FEBRUARY 2008 maybe one a month, but $20 purses really sell,” Donnett said. She notices about 5 percent of her customers go for high-end purse holsters. Fanny packs are also very popular holster options. “Fanny packs Its price-point and durability make the sell better than Roma Leather p2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=21http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=21Fun For All D onnett said Stonewall is a family-oriented store and she encourages people to bring their kids to the range. “We market to the whole spectrum,” Donnett said, “from kids up to grandparents.” Donnett runs a series of summer specials designed to make it fun to come to the range. “I was looking for a way to encourage people to shoot in summer,” she said. “I wanted to lure them back without taking a chunk out of their pockets. So I came up with summer specials like Ladies Day and Monte Carlo Day.” On Ladies Day, women shoot free for the first hour and can bring a guest for $7 per hour — a substantial savings off the regular range rate. On Monte Carlo Day, shooters draw a number that represents a price range from free to regular price. “Monte Carlo Day is very popular,” said Donnett. “My customers want me to do it year-round. They just love it.” Other specials include half-price range day, discount ammo day and a doubles day where shooters share a range stall for just $9 per hour. Stonewall Gun Shop also hosts a special customer appreciation weekend once a year. This year’s customer appreciation weekend was held in September and featured a pig and chicken roast, free range time, door prizes (including a grand prize drawing for an FNH USA firearm), plus factory representatives were present with assorted guns available to test fire. Additionally, everything in the store was 20 percent off. Donnett said she reduces the cost of the event by saving all of the free and reduced-price merchandise manufacturers offer throughout the year to use as prizes. Stonewall’s customers look forward to the event and really enjoy the day, according to Donnett. More than 173 people were fed this year. The goal of the day is to reward loyal customers, Donnett said, but it’s also good for business. “It’s not a ‘make money’ day,” she noted, “but, of course, I do make money. In two days, we sold $13,000 worth of memberships and we did $45,000 in sales.” Donnett attributes Stonewall Gun Shop’s success to its outstanding customer service. She said they do a good job of serving the women’s market because they have women on staff and she works with her male employees on providing women with good customer service. Donnett said, “The main thing with our place has always been customer service and having a smile on your face.” Visit www.romaleather.com for more information. 9 WWW.SHOOTINGINDUSTRY.COM CIRCLE NO. 230 ON INQUIRY CARD CIRCLE NO. 208 ON INQUIRY CARD FEBRUARY 2008 212008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=22http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=22Commander Gilmore Perhaps It’s Something In The Water! e at Gilmor mander om m .c o o C o ff@yah E-mail astStu BackBl T he next time you’re fed up with the demands of being a gun dealer, don’t even consider taking what you imagine is a peaceful and tranquil night-clerk job at the Travelodge out on Route 4. The motel chain recently reported that their biggest emerging problem is — naked sleepwalkers. “Well, now,” you might be thinking, but calm down — virtually all of the night-strollers are middle-aged men. Travelodge corporate headquarters claims a 700percent increase in incidents involving naked, sleepwalking guests taking outta-their-room tours in the past year alone, totaling over 400 cases. Many of them, the report said, wander naked to the reception desk where they will either ask for a newspaper or say they want to check out. One nude wanderer was accidentally locked outside and only woke up when police tapped him on the shoulder. We think it was his shoulder. Whatever. Travelodge has launched a national program to train employees on how to deal with sleepwalkers “creatively and compassionately” so they’ll be happy return customers. Oookay! So, forget that change-of-career plan. Just envision a few of your customers naked, and you’re supposed to “gently accommodate his needs, preserving his dignity” until he wakes up. Personally, we think this nationwide phenomenon is really the same seven guys who travel a lot, and they’re not really sleepwalkers — they just enjoy frolickin’ around naked. Illustration by Nick Petrosino Slim Pickings Between tough clerks and tougher customers, Subway’s been makin’ life difficult for wannabe bandits lately. In Pittsburgh, three attempted robberies in less than a week netted a pittance of chump change and disappointing experiences for the suspects. In the first case, a masked robber peeped into the tip jar on the counter, snorted at the small change in it and demanded that employees open the cash register. When they simply refused, like, “No! We’re not gonna, get it? So, go away!” he angrily threw the tip jar on the floor and stomped away in a huff. In the second, a suspect pointed a revolver at a clerk and demanded money, but the clerk was so nervous he couldn’t get the cash register open, and the suspect didn’t know how to open it either. Then he ordered a female customer to give up her purse and she refused, clutching it tight. Finally, he threatened a male customer and demanded he give up his wallet, which only had a few dollars in it. The guy said he wouldn’t give it up unless the robber promised to mail it back to him. The suspect ultimately promised, cross his heart, that he would pop the wallet, complete with photos and ID, into the U.S. Mail in a timely manner. He reaped about two bucks outta his crime spree. The third heist was a classic. The armed stickup man got his sequence of events out of order, and clonked the clerk on the head with a pistol before ordering him to open the register. The clerk, who had little tweety-birds and stars circling his head, was too stunned to open the drawer. Our Crime King then pointed his gun at a male customer and told him to hand over his wallet. Again, the customer refused. Mr. Big Shot Bad Guy left empty handed. Duplicate Parchment So, you think too much paperwork and too many regulations are a product of modern times? Think again. There’s new evidence that it’s always been that way! Historian Hubert Erzmann, 75, unearthed a 600-year-old book of recipes for Thuringian sausage — the oldest bratwurst recipe known — and got an added bonus: a still-legible record of complex laws, fines and mandatory inspections for merchants making and selling sausages. The bundle of inked parchment, found in Weimar and dated 1432, details the makeup of local sausage inspection committees, standards for judging the beef, pork and relative mixtures of ingredients used, and the process for levying of fines of 24 pfennigs a day for violations of the code. You couldn’t2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=23http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=23It took a company obsessed with light transmission to come up with an idea this good: MX Modular Flashlights. See the light at www.leupold.com TM 1-800-LEUPOLD » www.leupold.com © 2008 Leupold & Stevens, Inc. CIRCLE NO. 219 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=24http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=24THE NEW SIG SAUER ® ™ Not all models and variations are currently available, see our website for a complete listing.2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=25http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=25EVERYTHING CHANGES One serial number, unlimited possibilities. The revolutionary new SIG SAUER® P250™ is a modular pistol that allows the shooter to change caliber and size at will. The P250 is built around a precision metal frame and fire control assembly. It can be customized quickly and easily to conform to individual hand size, shooting style, or caliber requirement. Choose and change from 9mm, Subcompact SIG SAUER P250 OPTIONAL FEATURES OPTIONAL SLIDE SIZES Full Size Compact .357SIG, .40S&W or .45ACP caliber. Available in subcompact, compact or full size models, each having three distinct grip sizes – small, medium, and large. Choose from two available trigger pull lengths and you have the most versatile pistol ever designed. Combined with truly outstanding accuracy, it’s clear – the P250 will change the way you think about pistols—forever. Subcompact Grip: 2 Optional Sizes Full Size Grip: 3 Optional Sizes FIRE CONTROL ASSEMBLY OP TIONAL POLYMER GRIP MODULES Compact Grip: 3 Optional Sizes It all starts with the modular frame and fire control assembly For more information visit our website ® w w w.sigsauer.com CIRCLE NO. 226 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=26http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=26SELF-DEFENSE John Morrison Shooting Sports LLC owner Paul Hahn (left) sells another “dual-duty” handgun — this one an EAA 10mm pistol — to customer David Corbeille. It’s All About Attitude, Inventory And Experience elf-defense buyers — whether they are concealed-carry citizens or family folks concerned about home security — come to your shop bearing long-term sales potential. They look for small and large pistols and revolvers, semiauto rifles and shotguns, ammunition, less-lethal products, lights, knives and even books and videos. Their interests and needs cover a broad array of possibilities, and self-defense salesmanship comes down to attitude, inventory and experience. 26 FEBRUARY 2008 S While new products are constantly popping up, sound sales advice never goes stale. Often, first-time self-defense buyers have been victimized or had a close call with a nighttime intruder or parking-lot mugger. They need a patient, understanding approach and reassurance that you will take the time to help them make wise choices. “At the first sign the customer is interested in self-protection, I tell them, ‘I’m glad you came to us. We’re all about selfdefense and we’ll take care of you,’” said Randy Lish of Barlow’s Custom Guns, Salt Lake City, Utah. If you don’t have a display case or counter clearly devoted to self-defense, then flag selected products with bright placards stating “Great Choice for Concealed Carry” or “Top Pick for Home Defense.” “Rows of guns with only basic-info tags won’t get the self-defense buyer’s attention,” said Ryan Horsley of Red’s Trading Post, Twin Falls, Idaho. “You need eye-catching signage to interest the self-defense browsers.” WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=27http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=27SALES 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 Nagata2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=28http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=28Already a bestseller in many gun shops, the Smith & Wesson M&P15 is now available with a fixed stock (M&P15FT), making it compliant for sale in Connecticut, Massachusetts, Maryland, New Jersey and New York. products because they know my background,” he said. Hahn retired with 25 years of professional law enforcement experience, including assignments in SWAT and training roles. “Credentials are important in this field. Remember, they’re looking for your sound advice as well as products.” He adds that if you don’t have that background, there are other ways to gain the benefits. “Combine business and pleasure,” he advised. “Sign up for some defensive shooting classes at Thunder Ranch or Gunsite. They’re both first-class operations with lots of appropriate offerings. Then display your certificates prominently. This tells your customers that you have a personal investment in selfdefense, not just a financial one.” Dual-Duty Sales Another of Hahn’s recommendations is to “learn your clients’ other interests and relate selfdefense to them.” He pointed out that many Montana self-defense buyers are hunters, too, and that opens up opportunities to sell “dual-duty” firearms. “Around here there’s always the possibility of encounters with grizzlies and mountain lions. I sell a lot of .44 Magnum revolvers like the 4-inch stainless Taurus Tracker (Model 44Tracker4SS). When it’s not on a hunter’s hip, it’s a fine personaldefense gun when loaded with good .44 Special ammo,” said Hahn. Hahn points out that for home defense, where weight and concealability are not a concern, many full-size pistols suited for competitive and recreational shooting The Charter Arms Undercover in .38 Special is a bestseller at Hahn’s Sporting Goods. serve double duty for defense. “The Smith & Wesson M&P pistols are great examples,” he said. “The 9mm, .40 S&W and .45 ACP are all selling well. And the interchangeable grips make it easy to fit the gun to the individual shooter.” The flexible fit of the M&P pistols2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=29http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=29opens opportunities for expanded sales, Hahn says. “The women’s market in self-defense firearms is growing rapidly. Establishing a good rapport, being patient and taking time to fit the smaller female hand to the right grip is important,” Hahn said. He reports strong demand for Smith & Wesson’s M&P Compact models in 9mm for the ladies and in 9mm and .40 S&W for men. Over The Counters The top-selling self-defense revolvers in Hahn’s shop include Taurus Models 605SS2 and 85SSUL in .357 Magnum and .38 Special, the shrouded-hammer stain- Self-Defense Sales Checklist 1. Firearms: Think “dual duty” and changeable grip inserts for greatest market flexibility. Be alert to new products, like Ruger’s SP-101 revolver chambered in .327 Federal Magnum. 2. Ammunition: Stock self-defense and personal protection ammo. Federal Premium, Cor-Bon and Black Hills offer premium loads. 3. Weapon-mounted and handheld tactical lights: BlackHawk, SureFire, Streamlight and Insight Tech-Gear are industry leaders. 4. Laser sights: Crimson Trace Lasergrips can be ordered OEM on many self-defense handguns. LaserMax now offers the powerful Uni-Max Green laser. 5. Less-lethal products: Stock spray-can based pepper sprays with a careful eye on expiration dates. Sabre pepper spray from Security Equipment Corp. is used by the New York Police Department. The company’s most recent civilian products are finished in pink and green camo. Other less-lethal products to consider are the Taser C2 Personal Protector, and Guardian Angel pyrotechnically fired pepper spray devices (available through Life Act and Kimber Firearms), and others. 6. Knives: Al Mar Knives’ Backup 1 and Backup 2 and KaBar’s TDI series of knives are designed as “handgun backup” and “weapon retention” knives. Profit margins on “add-on” knife sales can eclipse your margin on handguns. 7. Self-defense impact weapons: Kubotans and Yawara sticks can be attractive POS products, but unless you’re an aficionado, only stock those packaged with instructions, and avoid getting into discussion of effectiveness and techniques — it’s a liability issue. 8. Books & videos: Can be hot sellers. Concentrate on those offering simple, defensive weapons-handling instruction and packed with info on accessories and peripherals, which you can sell. Ask your distributors for complete lists of available books and videos. Security Equipment Corp. offers a number of self-defense sprays, including the new pink camo version of Sabre Red Pepper Spray. CIRCLE NO. 229 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=30http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=30Please, visit us at the SHOT SHOW booth 1949/L 27 th International Sporting Arms, Security, Outdoor Show THE TOP MEETING PLACE FOR BUSINESS RELATIONS IN THE FOLLOWING SECTORS: Sporting, hunting, shooting and signalling arms - Accessories and spare parts - Ammunition Replicas - Archery equipment - Cutlery - Optics - Ballistic inspection instruments - Cartridge loading equipment - Clay pigeon devices - Leather goods - Accoutrements - Sports wear Hunting Tours - Specialized publications. Saturday 12 April • 9.00 a.m. • 7.00 p.m. • Sunday 13 April • 9.00 a.m. • 7.00 p.m. Monday 14 April • 9.00 a.m. • 6.00 p.m. • Tuesday 15 April • 9.00 a.m. • 4.00 p.m. Shootings demostrations • Exhibitions of historical arms • Guided tours to the Firearms Museum in Brescia Organizer D-FENCE AND SECURITY AREA FOR TRADE BUYERS SHOP AREA SPECIAL AREA FOR SELLING OVER THE COUNTER HOURS: EVENTS: Brixia Expo - Fiera di Brescia S.p.A. - Via Caprera, 5 25125 Brescia - Italy - Tel. +39 030 3463 483/485 Fax +39 030 3463 480 - info@exa.it CIRCLE NO. 210 ON INQUIRY CARD CIRCLE NO. 203 ON INQUIRY CARD Glock / Kel-Tec Dealers Fax FFL for catalog Slug Plug #5 for The New Glock® Model 21SF Kel-Tec / Bersa Fingertip Extensions also fits many other small pistols in .22, .25, .32, and .380 calibers. 30 FEBRUARY 2008 cherer upplies Inc 205 Four Mile Creek Rd. Taxewell Tn, 37879 M-1 Garand One Shot FAX 423-733-2073 Adapter CIRCLE NO. 225 ON INQUIRY CARD S www.exa.it 12 th • 15 th April / Brescia • Italy less Smith & Wesson Model 642s, the low-cost 2-inch barreled Rossi .357s and a gun which has become a steady staple: the 16-ounce Charter Arms stainless Undercover .38 Special. “I’ve carried one (Undercover) in a pocket for years,” Hahn said. “It’s light and absolutely reliable. When people trust you, they want to know what you carry. I’ve sold a lot of them for that reason.” Hahn’s best-selling autopistols include the Smith & Wesson M&Ps in full-size and compact models, plus Kel-Tec’s featherweight 8.3-ounce P-3AT .380 ACP and the Bersa Thunder .380. “Don’t overlook the Bersa,” Hahn said. “I’ve sold an armload of them and never had a negative response from buyers.” Self-defense, long-gun sales are dominated by Smith & Wesson M&P15s, mostly the “A” model, and more “dualduty” guns: 12-gauge shotguns designed for Cowboy Action Shooting, like the IAC Model 97W, a clone of the Winchester 97 pump, imported by Interstate Arms Corp. “Finally, for ammunition, I recommend Federal’s Premium Personal Defense Hydra-Shok rounds. You can shoot cheaper stuff for practice, but selfdefense demands the best,” Hahn said. While Hahn’s background has contributed to his success in self-defense sales, as he pointed out, credentials can be built. In addition, appropriate changes in inventory don’t need to be drastic or expensive, just thoughtful — such as stocking “dual-duty” firearms. The only remaining key to success is attitude. Hahn’s customers know he’s sincere about offering the best selfdefense products and advice. Such an attitude makes a huge difference in determining the success of any dealer. Paul Hahn recommends Federal ammo to his self-defense customers. WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=31http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=31Law Enforcement Connection W hen it comes to self-defense and home protection, citizens want to rely on the gear cops rely on. Aside from the obvious sales-promoting points — like reference to the safety, handling and function testing carried out by L.E. agencies selecting firearms — many savvy civilians believe that using the same guns and ammunition used by police officers provides them a degree of protection from liability lawsuits if they ever wind up using those firearms and ammo in lethalthreat situations. Too, the “law-enforcement connection” allows dealers to, in effect, let public agencies do their product promotions for them. Every L.E. agency press release announcing the adoption of a weapon, accessory or ammunition should be seen as an advertisement you don’t have to write yourself, and a “field evaluation” you can quote from an objective professional source. Beretta USA, for example, has generated a number of L.E. agency sales with their Storm pistols and carbines, tactical rifles and Benelli shotguns. The news releases announcing the contracts include glowing remarks from various police agencies, including one from Los Angeles County, the largest sheriff’s office in the nation. That’s one terrific recommendation for your citizen customers. With its highly successful M&P line, Smith & Wesson has enormously expanded its lawenforcement presence, and in the process, created a tidal wave of consumer demand for the same weapons. In November 2007, at the annual conference of the International Association of Chiefs of Police (IACP), the organization presented the “Most Innovative Firearm of the Year” award to Smith & Wesson for the M&P40 pistol. At that event, S&W President and COO Leland Nichols reported that more than 247 law enforcement agencies representing over 60,000 officers have either selected M&P pistols for issue or approved them for on-duty carry. It’s likely at least one of those agencies is somewhere near you! It doesn’t take much — and the payoff can be plenty — to post this information in the display cases, alongside the featured firearm. What a con- L.E. contract news releases printed in SI’s “Industry News” section provide valuable information to help promote and clinch sales. versation starter! “Say, have you checked out the M&Ps? Two of our local police departments are packin’ them now, and . ” You get the idea. How do you get such information? Right here in Shooting Industry. Such L.E. contracts are reported regularly in the magazine’s “Industry News” section. 9 Self-Defense Market Aimpoint . . . . . . . . . . . . . . . . . . . .232 Al Mar Knives . . . . . . . . . . . . . . . . .233 American Ammunition . . . . . . . . . .234 ArmaLaser Inc. . . . . . . . . . . . . . . . .235 ArmaLite . . . . . . . . . . . . . . . . . . . .236 Benchmade Knives . . . . . . . . . . . . .237 Benelli . . . . . . . . . . . . . . . . . . . . .238 Beretta . . . . . . . . . . . . . . . . . . . . .239 Bersa . . . . . . . . . . . . . . . . . . . . . .240 Bianchi International . . . . . . . . . . . .241 Black Hills Ammunition . . . . . . . . . .242 BlackHawk . . . . . . . . . . . . . . . . . . .243 Blade-Tech . . . . . . . . . . . . . . . . . .244 Browning . . . . . . . . . . . . . . . . . . . .245 Buck Knives . . . . . . . . . . . . . . . . . .246 Bushmaster Firearms . . . . . . . . . . .247 Butler Creek . . . . . . . . . . . . . . . . . .248 CCI . . . . . . . . . . . . . . . . . . . . . . . .249 Charles Daly . . . . . . . . . . . . . . . . .250 Charter Arms . . . . . . . . . . . . . . . . .251 Cobra Enterprises of Utah . . . . . . . .252 Cold Steel . . . . . . . . . . . . . . . . . . .253 Colt's Mfg. Co. . . . . . . . . . . . . . . . .254 Columbia River Knife & Tool . . . . . .255 Command Arms Accessories . . . . . .256 Cor-Bon . . . . . . . . . . . . . . . . . . . . .257 Crimson Trace . . . . . . . . . . . . . . . .258 DeSantis Holsters . . . . . . . . . . . . . .259 DPMS/Panther Arms . . . . . . . . . . . .260 DSA Inc. . . . . . . .2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=32http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=32CIRCLE NO. 223 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=33http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=33Mark Kayser Mark Kayser Are you stocking the ammo that attracts customers who demand a wide range of calibers and performance levels? AMMO & RELOADING Yes, Prices Are Up, But Sales Are Still Being Made! he increase in the cost of ammunition and related components has had an impact on sales. You, of course, already know that. The increase, manufacturers report, is due to a tremendous jump in the cost of raw materials. Just how much the increases have affected the overall sales at gun shops is yet to be determined, but many dealers report that customers “are shocked when they see the prices.” The picture, however, is not entirely bleak, as customers still seek out new products and manufacturers are accommodating, with numerous 2008 offerings that reach across the spectrum, from .22 WMR to the highest-powered hunting cartridges. WWW.SHOOTINGINDUSTRY.COM TARGET T Your customers’ motivation to seek out new products will help increase profits from your ammunition aisles. However, while new products attract a lot of customers’ attention, real success in this segment of the market requires integrating new offerings with calibers that are proven sellers. Small Round, Large Sales What is the largest mover in your ammunition section? Dealers report there’s no debate: it’s .22 rimfire. Eddie Stevenson, a 10-year veteran of Remington, is a former manager of a large hunting department in a sporting goods store. He knows the power of rimfire ammunition is not just in its velocity. “The rimfire market is huge. Varmints, tins cans and targets never go out of season,” Stevenson said. “That’s what makes the .22 rimfire so popular and that’s why you should devote plenty of shelf space to this product. Millions of rounds of .22 are sold each year, and with the higher-grade rimfire products on the market, dealers can make more profit. It’s not like selling a box of .300 Ultra Mag. ammunition, but you’ll sell 20 boxes or more of .22 ammunition, compared to one box of the big-game variety.” Stevenson reminds dealers to check with companies and ammunition representatives for sales aids. For instance, Remington has a program featuring an oak display unit promoting 100-round FEBRUARY 2008 332008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=34http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=34Fiocchi uses nickel-plated lead shot in its Turkey loads, giving hunters the benefit of a denser, more consistent pattern with fewer stray pellets and increased range and penetration. rimfire packs. Promotions like this get the product in front of the customer and produce a higher volume of sales. Ample Supply The growing popularity of AR15-style rifles, along with the military’s war on terror, is driving the demand for .223 ammunition. Despite the pressure on supplies, there’s still ample .223 available. “Because of the war, there’s been a lot of talk of low supplies and I don’t know where it is coming from,” Stevenson said. “I keep seeing reports from writers and news magazines about low supply issues and that’s just not the case. In fact, at Remington, our sporting arms don’t generally cross over to military sales.” Stevenson says the .223 cartridge is extremely popular and a top seller for dealers. “The caliber is popular in both bolt-action and semiautomatic rifles, and has a huge varmint hunting following,” Stevenson said. The .22-250 also is a popular varmint and predator cartridge, along with the .204 Ruger. shooting sports market is shotgun shells. An important innovation in recent history is the creation of better-performing nontoxic shotshells for waterfowl hunters and hunters regulated to nontoxic shot on public lands. Stevenson says hunters who are not impressed with the characteristics of steel will definitely be impressed with new advances in nontoxic loads. “With the advent of Remington’s Premier Hevi-Shot, a lot of the other manufacturers, including Winchester and Federal, have jumped on the bandwagon because the load is so superior to steel and even lead,” Stevenson said. “But despite more offerings on the market, costs have gone up, because of the cost of raw materials. Even so, we’re still seeing consumers willing to pay for the performance.” Steel shot remains somewhat economical and some versions are actually decreasing in price. Stevenson believes high-volume shooters are not going to convert to Wingmaster HD because of the large amount of shotshells they shoot. He reminds retailers to continue stocking the steel loads for budget-minded consumers. Nontoxic Facelift The largest ammunition segment of the Variable Power There are a lot of big-game hunters in Winchester’s .204 Ruger offerings include a 32-grain Ballistic Silvertip load. It combines a Ballistic Tip design with Winchester’s proprietary Lubalox coating. CIRCLE NO. 218 ON INQUIRY CARD 34 FEBRUARY 2008 WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=35http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=35America and while they don’t burn through the ammunition like shotgun enthusiasts, you need to cater to their needs. Reliable calibers in the big-game market include the .270, .30-06 and the .300 Winchester Magnum. One caliber Remington is currently pushing is the .300 Ultra Magnum. Remington has developed a new concept in ammunition to promote the use of this large caliber with the company’s Power Level series. Power Level comes in three loads for the .300 Ultra Magnum. Power Level I mimics the terminal performance of a .30-06, including low recoil. Power Level II mimics the .300 Winchester Magnum, and Power Level III is the real McCoy, billed as the “flattestshooting .30 caliber in production today.” Remington believes the Power Level ammunition will boost sales in both the ammunition and firearm segments of the market. By introducing three levels of ammunition for one caliber, consumers won’t have to purchase multiple guns for various species, from pronghorn to moose. “When you think of how many .3006s are being used, you see the consumer demand,” Stevenson said. “Power Level ammunition for the .300 Ultra Mag is not just dummied-down loads. The bullets paired up with the Power Level grades are designed to perform at those velocities, expanding and penetrating for top performance. It’s a cool concept when you think of how many people shoot the .30-06 every year and think of the steadily increasing popularity of the .300 Ultra Magnum.” AMMO & RELOADING Accurate Arms Co. . . . . . . . . . . .327 Alliant Powder . . . . . . . . . . . . .328 American Ammunition . . . . . . . .329 Barnes Bullets . . . . . . . . . . . . . .330 Battenfeld Technologies . . . . . .331 Berger Bullets . . . . . . . . . . . . . .332 Berry's Manufacturing . . . . . . . .333 Bismuth Cartridge Co. . . . . . . . . .334 Black Hills Ammunition . . . . . . .335 Black Hills Shooters Supply . . . .336 Bond Arms . . . . . . . . . . . . . . . .337 Brenneke of America . . . . . . . . .338 B-Square . . . . . . . . . . . . . . . . .339 CCI . . . . . . . . . . . . . . . . . . . . .340 Cor-Bon . . . . . . . . . . . . . . . . . .341 Dakota Arms . . . . . . . . . . . . . . .342 Dillon Precision Products . . . . . .343 Estate Cartridge . . . . . . . . . . . . .344 Federal Premium . . . . . . . . . . . .345 Fiocchi Ammunition . . . . . . . . . .346 FNH USA . . . . . . . . . . . . . . . . . .392 Forster Products . . . . . . . . . . . .347 Fusion Ammunition . . . . . . . . . .348 Glaser Safety Slug . . . . . . . . . .349 Hodgdon Powder Co. . . . . . . . . .350 Hornady Manufacturing . . . . . . .351 IMR Powder Co. . . . . . . . . . . . .352 Lee Precision Inc. . . . . . . . . . . .353 Lightfield . . . . . . . . . . . . . . . . .354 Lyman Products Corp. . . . . . . . .355 MagSafe . . . . . . . . . . . . . . . . . .356 Magma Engineering Co. . . . . . . .357 Magtech Ammunition . . . . . . . . .358 Mayville Engineering . . . . . . . . .359 Midway USA . . . . . . . . . . . . . .360 MTM Case-Gard Co. . . . . . . . . .361 NobelSport . . . . . . . . . . . . . . . .362 Norma Precision . . . . . . . . . . . .363 Nosler Bullets . . . . . . . . . . . . . .364 Old Western Scrounger . . . . . . .365 Oregon Trail Bullet Co. . . . . . . . .366 Precision Ammunition . . . . . . . .367 Pro Load Ammunition . . . . . . . . .368 RCBS . . . . . . . . . . . . . . . . . . . .369 Redding Reloading Equip. . . . . .370 Remington Arms Co. . . . . . . . . .371 Sierra Bullets . . . . . . . . . . . . . .372 Sinclair International . . . . . . . . .373 Speer . . . . . . . . . . . . . . . . . . . .374 Starline . . . . . . . . . . . . . . . . . .375 Swift Bullet Co. . . . . . . . . . . . .376 Triton Ammunition . . . . . . . . . . .377 Ultramax Ammunition . . . . . . . .378 Weatherby Inc. . . . . . . . . . . . . .379 Winchester Ammunition . . . . . . .380 Wolf Performance Ammunition . .381 Zero Ammunition Co. . . . . . . . . .382 Midrange Ammo Another way to please consumers on a budget is to stock the middle-of-the2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=36http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=36Buyers talk business at the TruGlo Booth. Accelerated Business NASGW Streamlines Communication, Generates Growth! ith nearly 50 new shooting sports manufacturers joining the ranks of exhibitors at the 2007 National Association of Sporting Goods Wholesalers (NASGW) Meeting and Expo, Nov. 7-9, 2007, in Reno, Nev., business optimism was at an all-time high. “In all the years we’ve been attending NASGW, I’ve never seen the industry so energized, so willing to look at new products, and so willing to order and stock meaningful merchandise that will provide turns and margins,” said Bob Morrison, president and CEO of Taurus. “These really are the good old days.” The NASGW event, which attracted more than 150 exhibitors and nearly 1,400 attendees, is very important to the industry, according to Hewitt Grant, president and CEO of Ellett Brothers. 36 FEBRUARY 2008 W “The NASGW is the most important show of the year for distributors. It allows us to get pricing and product information ready for our dealer shows the first week of January, and without this show, we wouldn’t have the information until the SHOT Show in February,” Grant said. According to industry executives, the shooting sports market has experienced strong consumer demand for shooting and hunting products during the past two years. Product sales in virtually every category have exceeded any period in history, often by a wide margin. “Business throughout 2007 has been strong, driven mainly by handguns and ammunition. Hunting firearms are a little soft, mainly bolt-action rifles and shotguns. I anticipate 2008 to be another good year with smaller increases than in 2007,” Grant said. Optimism in the shooting sports market is not confined to wholesalers in the United States. Detlef Reuss, president of Hoffmann, a European distributor based in Mellrichstadt, Germany, said, “The somewhat weaker dollar and the strong U.S. economy has had a strong impact on our wholesale sales throughout 2007 and I expect 2008 to be equal or better.” Wayne Smith, NASGW president, was pleased with the 2007 event. “There is no question the NASGW show has a new look, a new feel and a vibrancy that has not been typical in years past. Manufacturer and sales representative attendance is significantly up at the show, as well as media attendance. Wayne LaPierre’s (NRA executive vice president) keynote address at our awards breakfast was a particular highlight for the attenWWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=37http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=37Story & Photos: Ray Oeltjen Award Photos: Bear Enthusiast Marketing Group dees. We all have a much better understanding of how important NRA membership is to this industry and the important role each of us play,” Smith said. New Information System Of significant interest to NASGW members at the show was “ItemHQ,” a new information system introduced by the association. “ItemHQ represents a major advancement for product information management systems within the shooting sports,” said Michael Brown, NASGW chairman. “We now have the ability to identify, develop and launch the kind of industry tools that will contribute to a better business environment for the entire shooting sports market.” The new communication tool benefits everyone in the industry, according to Brown. “ItemHQ is essentially a comprehensive online Product Information Management System (PIMS) to expedite and streamline the transfer of item information between manufacturers and the wholesaler. This technology will also greatly benefit the retail network,” Brown said. Laurie Aronson, president of Lipseys Inc., urged manufacturers to review ItemHQ and its benefits. “We really appreciate the NASGW taking such strides to get better information from the manufacturers to the distributors, and certainly we value the manufacturers who will be participating. This is yet another powerful tool that will strengthen relations within the two-step distribution system,” Aronson said. Visit www.itemhq.com for a complete review of the new system. Kim Graham (right), Grovtec U.S. sales manager, points out product features. “Grovtec U.S. is a new company offering the largest selection of swivel sets made in the U.S. We also produce high-quality nylon slings with a patented all-nylon stretch web material,” Graham said. Honoring Manufacturers Each year, NASGW recognizes significant manufacturer contributions to the shooting sports market. At the Expo’s industry breakfast, NASGW presented the Chairman’s Award for Industry Leadership, and awards honoring the Firearms Manufacturer of the Year, Ammunition Manufacturer of the Year and Accessory Manufacturer of the Year. The association’s wholesale members, who cast one vote in each category, selected the awards’ recipients. “The winners are sterling examples of dedication to both continuous product line innovation and to the two-tiered distribution system,” Brown said. WWW.SHOOTINGINDUSTRY.COM Erik Leslie (center), president of Magtech Ammunition Co., reviews purchasing options. “There were many outstanding candidates for the awards this year and we depend upon them all to help grow our businesses and our industry. We applaud them for their ongoing hard work and commitment to excellence.” The 2007 Chairman’s Award for Industry Leadership was presented to Savage Arms. “This is a spectacular honor,” said FEBRUARY 2008 372008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=38http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=38Brian Herrick (left), Savage Arms V.P. of sales and marketing, accepts the Chairman’s Award for Industry Leadership from Michael Brown, NASGW chairman. Steve Sanetti (right), Ruger president, accepts the Firearms Manufacturer of the Year award from Brown. Ron Coburn, chairman and CEO of Savage. “To receive this kind of industry recognition from the people we serve and who are so well respected is the very best we could have hoped for. We enjoy being a leader and taking calculated risks, and we all work hard to ensure that we truly understand our market and what our customers need — and identify ways that we can effectively provide them the best way possible.” Coburn says Savage has focused on “putting the heart and soul” back into their company, starting with the factory. “It all begins where the product is manufactured. If the employees don’t know what they are making or for whom they are making it, there’s a potentially negative trickle-down effect that ultimately can spread to the wholesalers and dealers. If it’s not right at the factory level, it won’t be right when it reaches the consumer,” Coburn said. Savage’s independent sales reps are trained to carry the message of what Savage product truly represents, as well as provide feedback from the industry to the company. “Getting reliable information to the wholesalers and dealers and back to the BlackHillsAmmunition, Becauseonlyhitscount! BLACK HILLS AMMUNITION INC. • PO BOX 3090 • RAPID CITY, SD 57709-3090 Phone: 605-348-5150 • Fax: 605-348-9827 38 FEBRUARY 2008 CIRCLE NO. 202 ON INQUIRY CARD WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=39http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=39Rick Stoeckel (left), brand manager for ATK’s Civil Ammunition, accepts the Aummnition Manufacturer of the Year award from Brown. Andrew York (right), Leupold V.P. of sales and marketing, accepts the Accessory Manufacturer of the Year award from Brown. factory is paramount. You can’t be a oneyear wonder in this competitive market and survive. You’ve got to continually prove yourself and get it right every single year. We know our position in this industry — we’re a blue-collar worker company, which means that we need to provide our customers both quality and value. We will continue manufacturing superior products that way,” Coburn said. Sturm, Ruger & Co. was honored with the Firearms Manufacturer of the Year award. Accepting the award was Ruger President Steve Sanetti. “Committed as we are to the two-tiered distribution system, we very much appreciate how the NASGW continuously provides us with better ways to effectively interface with our wholesale partners — both formally and informally — through its own ongoing communications efforts,” Sanetti said. “We also solicit and value the opinions from the distributor network, meet with them frequently, and get their suggestions for products, distribution and special makeups.” Ruger’s recent unprecedented and successful product launch of its SR9 strikerfired pistol may have set in motion a wave of the future. Rather than the typical WWW.SHOOTINGINDUSTRY.COM CIRCLE NO. 201 ON INQUIRY CARD FEBRUARY 2008 392008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=40http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=40lengthy wait between product announcement and product availability, Ruger used a new strategy with the SR9. “We went to the distributors and asked for the names of their best dealers and drop-shipped four samples of the new product to be there on the day we announced the launch to the world. This coincided with e-mail blasts sent to thousands of potential customers, along with the release of articles, all coordinated to appear simultaneously. I think everyone is better served with this method, and we’re proud to have led the way,” Sanetti said. Ammunition Manufacturer of the Year honors went to Federal Premium. “We’ve been part of the NASGW since its inception and feel that the association is closely tied with the heartbeat of the industry,” said Rick Stoeckel, brand manager of ATK’s Civil Ammunition. “This is a true honor!” In addition to introducing new products, Stoeckel said, “Federal works very hard to design true industryleading products that aren’t necessarily price-point engineered. We have a strong Premium Partners Dealer program where we meet annually with our partners and have in-depth discussions asking them what we can do to help them enhance sales. Their feed- back is extremely valuable to the success of our company.” For the second year in a row, the Accessory Manufacturer of the Year award went to Leupold & Stevens. Accepting the award was Andrew York, Leupold vice president of sales and marketing. “The NASGW tries to acknowledge the many manufacturers that support the industry — and there has been an amazing amount of innovation introduced this year. It all starts with the product — which is why we have an extensive research and development budget invested in our future and the future of the industry. We’re seeing the fruits of our labors and the distributors are seeing it, too,” York said. York said that when he joined the 100year-old company in 2002, its most popular products had not been fundamentally changed in decades. “We have since updated the manufacturing infrastructure and have introduced new creativity into existing categories, as well as launching new ones. We have, subsequently, seen a significant amount of growth — nearly doubling in the last five years. Looking forward, we expect to see more expansion, set an even faster pace and increase our competencies, while continuing to bring value to our customers,” York said.9 2008 Meeting & Expo • Nov. 5-7, 2008 • Westin Peachtree Plaza • Atlanta, Ga. NASGW National Headquarters Wayne Smith, President P.O. Box 881525 Port St. Lucie, FL 34988-1525 (772) 621-7162 (772) 264-3233 (fax) E-mail: wsmith@nasgw.org NASGW Operations & Administration Tracy Kolojeski (407) 362-6391 (321) 415-0314 (fax) E-mail: tkolojeski@nasgw.org www.nasgw.org www.itemhq.com The Author Ray Oeltjen is the owner and president of High Sierra Consulting LLC, and a senior contributing editor for Shooting Industry magazine. Oeltjen has more than 30 years experience in shooting sports retail, wholesale and manufacturing. Contact him at (503) 648-9364, email: rayhighsierra@comcast.net. 40 FEBRUARY 2008 CIRCLE NO. 217 ON INQUIRY CARD WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=41http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=41The companies listed have featured advertisements or products in this issue. Look to them first when you are ready to make a purchase. Company ADVERTISERS ArmaLite Black Hills Ammunition Bond Arms Charter Arms Clean Ballistics Cobra Enterprises of Utah Crimson Trace DKG Trading DPMS/Panther Arms EXA 2008 Federal Premium Fiocchi Ammunition FNH USA Fobus GunsAmerica HKS Kel-Tec Kwik-Site Leupold & Stevens Lone Wolf Knives MTM Case-Gard NASGW Nitrex Optics Savage Arms Scherer Supplies Sig Sauer Smith & Wesson Sporting Products Stag Arms Super Six Classics Trijicon Circle # Page 201 202 203 204 205 206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231 39 38 30 1 5 5 14 21 19 30 48 6 7 12 15 17 40 34 23 43 13 3 32 2 30 24-25 10-11 9 28-29 21 47 Company Galco International Gerber Glock Inc. Gould & Goodrich Heckler & Koch Hi-Point Firearms Hogue Inc. Hornady Mfg. Insight Tech-Gear Ka-Bar Knives Kahr Arms Kel-Tec Kershaw Knives Kimber Legacy International Laser Devices LaserMax Mace Security International MagSafe Ammunition Magtech Ammunition Masters of Defense Millett Milt Sparks Mitch Rosen Gunleather Nighthawk Custom North American Arms O.F. Mossberg & Sons Olympic Arms Pachmayr Ltd. Para-Ordnance Pearce Grip Remington Arms Co. Rock River Arms Rossi Sabre Defence Safariland Safe Direction Security Equipment Corp. Sig Sauer Smith & Wesson SOG Speer Springfield Armory Spyderco Stag Arms STI International Streamlight Strong Holster Co. Sturm, Ruger & Co. SureFire Taser International Taurus International Trijicon Viridian Wilson Combat Winchester Ammunition Winchester Repeating Arms Wolf Performance Ammunition Circle # Page 269 270 271 272 273 274 275 276 277 278 279 280 281 282 283 284 285 286 287 288 289 290 291 292 293 294 295 296 297 298 299 300 301 302 303 304 305 306 307 308 309 310 311 312 313 314 315 316 317 318 319 320 321 322 323 324 325 326 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 26 Company Barnes Bullets Battenfeld Technologies Berger Bullets Berry’s Manufacturing Bismuth Cartridge Co. Black Hills Ammunition Black Hills Shooters Supply Bond Arms Brenneke of America B-Square CCI Cor-Bon Dakota Arms Dillon Precision Products Estate Cartridge Federal Premium Fiocchi Ammunition FNH USA Forster Products Fusion Ammunition Glaser Safety Slug Hodgdon Powder Co. Hornady Manufacturing IMR Powder Co. Lee Precision Inc. Lightfield Lyman Products Corp. MagSafe Magma Engineering Co. Magtech Ammunition Mayville Engineering Midway USA MTM Case-Gard Co. NobelSport Norma Precision Nosler Bullets Old Western Scrounger Oregon Trail Bullet Co. Precision Ammunition Pro Load Ammunition RCBS Redding Reloading Equip. Remington Arms Co. Sierra Bullets Sinclair International Speer Starline Swift Bullet Co. Triton Ammunition Ultramax Ammunition Weatherby Inc. Winchester Ammunition Wolf Performance Ammunition Zero Ammunition Co. Circle # Page 330 331 332 333 334 335 336 337 338 339 340 341 342 343 344 345 346 392 347 348 349 350 351 352 353 354 355 356 357 358 359 360 361 362 363 364 365 366 367 368 369 370 371 372 373 374 375 376 377 378 379 380 381 382 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 SELF-DEFENSE MARKET Aimpoint Al Mar Knives American Ammunition ArmaLaser Inc. ArmaLite Benchmade Knives Benelli Beretta Bersa Bianchi International Black Hills Ammunition BlackHawk Blade-Tech Browning Buck Knives Bushmaster Firearms Butler Creek CCI Charles Daly Charter Arms Cobra Enterprises of Utah Cold Steel Colt’s Mfg. Co. Columbia River Knife & Tool Command Arms Accessories Cor-Bon Crimson Trace DeSantis Holsters DPMS/Panther Arms DSA Inc. Eagle Industries EOTech European American Armory Federal Premium Fiocchi Ammunition FNH USA Fobus USA 232 233 234 235 236 2372008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=42http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=42See Your Product Here! If you are a manufacturer, importer, distributor or entrepreneur with a newsworthy, new or revised product available to dealers or distributors, let us know! We have room for about 80 words. Pictures should be color, if possible. Electronic images, transparencies and glossy prints are acceptable. Product releases are printed on a spaceavailable basis at the discretion of the editorial staff. Address all releases to: New Products Editor SHOOTING INDUSTRY MAGAZINE 12345 World Trade Dr. San Diego, CA 92128 S H O O T I N G I N D U S T RY M A G A Z I N E w w w. s h o o t i n g i n d u s t r y. c o m FMG Publications Defensive Revolver New for 2008, Clint Smith of Thunder Ranch presents “Defensive Revolver: Logical Solutions For The Real World.” Filmed at Thunder Ranch in Oregon, the two-disc DVD is packed with tips, techniques and Clint’s personal observations about the tactics and gear that work best. Smith presents a Mental Preparation and Logic Lecture and covers Proper Technique and Application; Loading, Unloading and Malfunction Clearance; Carry and Draw Demonstration; Range Drills; Demonstration and more. Henry Repeating Arms Henry Lever .30-30 Henry Repeating Arms (718) 499-5600 www.henryrepeatingarms.com The Henry Lever .30-30 is available in steel with a 20" round barrel or brass with a 20" octagonal barrel. Each is drilled and tapped to accommodate a scope and feature a tubular feed design, American walnut stock and fully adjustable sights. The rifle is capable of feeding the Hornady LEVERevolution ammunition. FMG Publications 1-800-628-9818 www.americanhandgunner.com Circle # 387 Circle # 385 Guntec USA Armorer’s Wrench The AR-15/M-16 Armorer’s Wrench by Guntec USA offers numerous functions. At one end, it attaches to multipoint or peg-style barrel nuts on barrels up to 1" in diameter, and the torque wrench can be fitted into the 1/2" square-slot opening. The other end fits CAR/M-4 stock locking nuts and a large flathead screwdriver blade is also included for use on full-size A2 buttstock screws. The two other slots on the wrench fit A1 and A2 birdcage flash hiders and receiver extensions. Guntec USA (480) 518-5359 www.tacticalaccessories.com Wilson Combat Elite Tactical Magazine The Elite Tactical Magazine features a h e av i e r s t a i n l e s s s t e e l t u b e, redesigned spring and numbered cartridge observation ports. Components are stainless steel and nylon. Circle # 386 CrossBreed Holsters Ohai Holster The Ohai is designed to replace the floppy holsters found in some concealed carry bags. It features a molded Kydex scabbard mounted to a leather backer with a Velcro backing. The Ohai can be used in any sling, pack, fanny bag or pouch with a Velcro-lined pocket. It can also be mounted to many surfaces, such as the underside of a desk or table. Using the Velcro attachment, the Ohai can be moved from surface mount to pack and back again. CrossBreed Holsters 1-888-732-5011 www.crossbreedholsters.com Wilson Combat (870) 545-3618 www.wilsoncombat.com Circle # 384 42 FEBRUARY 2008 Circle # 391 WWW.SHOOTINGINDUSTRY.COM2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=43http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=43Redding Reloading Flash Hole Deburring Tools Redding offers two tools for the removal of flash hole burrs. The Universal tool is for .22 to .338 cases that have .080" flash holes. The tool controls the cutting depth with a built-in stop and has a cross-drilled hole for chip relief. The small tool is designed for .17 to .20 cases with .060" flash holes. Maxpedition Lunada Gearslinger The Lunada Gearslinger features a main compartment that measures 12"x8"x3". A long, padded ambidextrous shoulder strap provides added comfort for carrying heavier loads, while an additional retention cross strap (also ambidextrous) prevents the bag from swinging during rapid movement. Redding Reloading (607) 753-3331 www.redding-reloading.com Maxpedition (310) 768-0098 www.maxpedition.com Circle # 390 Circle # 388 Petzl America Emergency Headlamp Benjamin Firearm Safety Tech. Firearm Safety Net The Firearm Safety Net offers a cost-effective and easy way to collect spent shell casings at the shooting range. The device is not attached to the shooter. It is adjustable to suit most types of firearms, and is lightweight and portable. Petzl introduces the ultra-compact LED e+LITE Emergency Headlamp. With a battery shelf life of up to 10 years, the e+LITE features three high-output white LEDs that utilize ITO (Indium Tin Oxide) technology and are 70-percent brighter than standard LEDs. The headlamp has two brightness levels and shines up to 20 yards (16 lumens) on maximum power. A single-red LED mode preserves night vision. The e+LITE features a red- or white-light strobe mode for emergencies. Benjamin Firearm Safety Tech. paris@firearmssafetynet.com www.firearmsafetynet.com Petzl America (801) 926-1500 www.petzl.com Circle # 383 WWW.SHOOTINGINDUSTRY.COM Circle # 389 CIRCLE NO. 220 ON INQUIRY CARD FEBRUARY 2008 432008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=44http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=44SHOWDOWN IN GUN VALLEY We’re Calling You Out! TIME TO STEP OUTSIDE AND SHOOT! /LPEHUXS\RXUWULJJHUÀQJHUSUDFWLFH\RXUVWHHO\H\HG stare and plan to join teams from inside the industry for the Sixth Annual Shooting Industry Masters. 2008 Sponsors Include: +DUWIRUG*XQ&OXE‡(DVW*UDQE\&RQQ This three-gun shooting match features handgun, rilfe DQGVNHHWWUDSHYHQWV6KRRWHUVZLOOEHDEOHWRVKRRWLQRQHRIWZR classes: the Open Class for those who want to compete against professional shooters, and the Industry Class for everyday shooters who just ZDQWWRKDYHIXQZLWKRXWWKHVWUHVV$UDIÁHRILQFUHGLEOHLWHPVGRQDWed by companies throughout the shooting industry will be held during the event to raise funds for the NSSF’s Step Outside® Program. July 25-26, 2008 SIGN YOUR TEAM UP TODAY! BENEFITTING: National Shooting Sports Foundation’s SPONSORED BY: EVENT SCHEDULE: Friday, July 25, 2008 Masters Team Check-In at the Shooting Industry Academy of Excellence Awards presentation +DQGJXQ5LÁH7UDS6NHHW WHDPHYHQWVOXQFK Saturday Evening Masters Awards Banquet with 5DIÁHWREHQHÀW National Shooting Sports Foundation’s Step Outside® Program For additional information, including donating prizes, UDIÁHWLFNHWVDUHDDLUSRUWDQGKRWHOLQIRUPDWLRQ please contact Elizabeth Jarrell at (800) 537-3006 ext. 279. E-mail: elizabeth@shootingindustry.com To download team entry form, go to: www.shootingindustry.com/sim08entry.pdf Saturday, July 26, 2008 Mail or FAX with payment to: FMG Publications 12345 World Trade Dr. San Diego, CA 92128 FAX (858) 605-0247 EARLY BIRD BONUS: Enter your team, with payment by March 3, 2008, and pay only $1,000 for your team entry ($1,200 after March 3). You will also receive a free 1/4 page 4C Shooting Industry Masters Challenge Ad in the June issue of Shooting Industry magazine. No Gun? No Excuse. Loaner guns will be available for each event. Match Ammunition, Shooter’s Goody Bag, Match Lunch and Awards Dinner ALL Included with your Entry Fee!2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=45http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=45continued from page 46 Step To The Firing Line A re you ready to join us on the firing line in Gun Valley? It’s time to enter your company’s team in the 2008 Shooting Industry Masters, which will be held July 26 at the Hartford Gun Club in East Granby, Conn. The three-gun competition raises money for and awareness of the NSSF’s Step Outside program. At the 2007 event, we raised $15,000 for the program, which introduces new shooters (and customers) to the shooting sports. To enter your team or to get more details, call the match’s coordinator, Elizabeth Jarrell, at 1-800-537-3006, ext. 279. Additional information is available www.shootingindustry.com. Click on the Master’s logo. You can also support the Step Outside program by donating your products for the Masters’ raffle. Elizabeth will be happy to take your donation. ACCESSORIES COLLECTORS IDENTIFY YOURSELF THIS BADGE MAY SAVE YOUR LIFE Police Quality Gold Plated 100% LEGAL FOR PERMIT HOLDERS FNH USA Launches 2008 Dealer Program F NH USA’s 2008 stocking dealer program gives qualifying dealers the opportunity to earn a free black Five-seveN USG pistol and a free tactical shotgun. Stocking dealers who purchase the 2008 package, consisting of six guns, will earn the pistol. Dealers who purchase two or more packages will earn a free tactical police shotgun for each additional package purchased. The stocking dealer package consists of one each of the following firearms: FS2000 carbine, PS90 carbine, FNP 9 pistol, FNP 40 pistol, FNP 45 pistol and Five-seveN pistol. For more information, stocking dealers should call their FNH USA commercial distributor. To become a FNH USA Stocking Dealer, call (703) 288-1292. Additional information is available at www.fnhusa.com. Badge Case & Shipping With Order FREE Order Toll Free Size 2” x 3” Money Back Guarantee MSRP: $58.00 You Save $20.00 PO Box 970057 Coconut Creek, FL 33097 $38 1-877-332-2343 www.maxarmory.com Firearm Pink Is In T here was a time when pink guns were out — women gun owners made it clear they wanted “real” guns and didn’t need any “stinkin’ pink guns.” That’s changed. There are a number of pink guns being offered by manufacturers and, more important, being purchased eagerly by women. One latest offering is the Charter Arms Pink Lady revolver in .38 Special +P. The revolver is a stylized Charter Arms compact Undercover. It is feather light at 12 ounces, thanks to a tough 7075 aircraft aluminum frame, and most notably, it’s anodized bright pink. “We feel women will appreciate the contemporary good looks and solid, reliable defensive power of the Pink Lady,” said Charles Brown of MKS Supply, who handles Charter Arms exclusively. The suggested retail for the Pink Lady is $399 (Model Number 53830). Contact MKS Supply and order a batch: 1-866-769-4867, e-mail: sales@charterfirearms.com. Also, visit www.charterfirearms.com. 9 Classified ads are: $2.00 per word per insertion with a 20-word minimum OR $1.50 per word per insertion for three or more issues with a 25-word minimum. No charge for CAPS. Bold words add $1.00 per word. Copy and rerun orders must be accompanied by PAYMENT IN ADVANCE. NO AGENCY OR CASH DISCOUNTS ON LISTING OR DISPLAY CLASSIFIED ADVERTISING. All ads must be received with advance payment BY NO LATER THAN THE 15th of each month. EXAMPLE: Closing for NOVEMBER 2008 issue is September 15th. Ads received after closing will appear in the following issue. Please type or print clearly. PLEASE NOTE: NO PROOFS WILL BE FURNISHED. Include name, address, post office box, city, state and zip code as counted words. Abbreviations count as one word each. Mail to SHOOTING INDUSTRY CLASSIFIEDS, 12345 World Trade Dr, San Diego, California 92128. IF YOU HAVE ANY QUESTIONS REGARDING YOUR CLASSIFIED AD IN SHOOTING INDUSTRY MAGAZINE, CALL OUR SALES REPRESENTATIVE AT (858)605-0235. LOOKING TO THE FUTURE! • Boost Your Long Gun & Accessory Sales • Increase Your Knife Market • Turkey-Hunting Profits E-mail The Editor: russ@shootingindustry.com W2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=46http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=46Russ Thurman We Can Be No Less Passionate A nti-gun assaults come in many fashions. There’s the in-yourface, we’re-going-to-destroy-you variety, usually presented on the national scene. We haven’t seen this type recently, as anti-gun forces are concentrating on the election of an anti-gun president and increasing their antigun power in Congress. Once done, the anti-gun movement will launch attacks that will make such assaults of the past look like the White House Easter Egg Roll. Most recently, we’ve seen the anti-gun movement focus its efforts on banning firearms and ammunition at the state and local level. The most recent headline-grabbing effort has been in San Francisco, where the city passed an ordnance banning the manufacture, sale and distribution of any type of firearm and ammunition. Fortunately, the ban was dealt a likely fatal blow in January, when a state appeals court ruled local governments cannot prevent their citizens from owning handguns. Other similar efforts, however, are gaining momentum in other states. Then there are the behind-the-scenes, subtle attacks, like those of Citi Merchant Services and First Data Corp., who refuse to process credit card transactions between gun dealers, distributors and manufacturers. Salutes to NSSF for calling these companies on the carpet and then holding firm on blasting their antigun policy. Visit www.nssf.org for more details. It is time to stop rewarding anti- gun financial institutions. To switch to an NSSF-affiliated credit card processing program, contact Payment Alliance International at 1-866-371-2273, ext. 1131. Also, check out GunsAmerica’s new Live Payments program, which offers, through Electronic Transfer Inc., www.insureyourgunrights.com extremely competitive merchant accounts and other gun-dealer friendly benefits. Visit www.gunsamerica.com/livepayments for more information. While you’re on the Web site, consider the opportunities offered by GunsAmerica through their On-Demand program. Back to the anti-gun movement: There are hundreds of other examples, large and small, that are challenging industry companies and dealers throughout the country: new zoning laws, increased business restrictions, exorbitant licensing fees, onerous shipping and storage rules, etc. Anti-gunners are very creative. The point of all this: The anti-gun movement, while maintaining an extremely low profile at the national level, is still here. They are still passionate — angry, really — and their objective remains the same: the elimination of private gun ownership and the destruction of the firearm industry. Period. That why this year’s presidential election is so important and why the industry-driven NRA Membership Campaign is vital to our future. The campaign to dramatically boost the ranks of the NRA launched Sept. 21, 2007, and is gaining momentum. Companies throughout the industry are providing significant support, with direct promotions, distribution of brochures, magazine ads and endorsements on Web sites. Vi s i t w w w. i n s u r e y o u rg u n rights.com for more information. While you’re on the site, click on the “Full List” link on the right-hand portion of the home page to view all the companies that are supporting the campaign. If your company’s logo is not there, contact Andrea Myers at (703) 267-3759 or e-mail: amyers@nrahq.org to discuss how you can get involved. Those in the anti-gun movement are dedicated to their cause. We can be no less passionate. Academy Deadline Is Here Y ou have until Feb. 15 to submit your entries for the 2008 Shooting Industry Academy of Excellence awards. The academy, now in its 17th year, will consider entries in 14 categories. The prestigious awards will be presented July 25 in conjunction with the Shooting Industry Masters. Entries may be e-mailed to: siae08@shootingindustry.com, or sent (better make it “Overnight”) to the academy’s office: Academy of Excellence, 12345 World Trade Dr., San Diego, CA 92128. For additional information on the award2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=47http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=47CIRCLE NO. 231 ON INQUIRY CARD2008-09-23T15:37:18+02:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=48http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2008/?Page=48CIRCLE NO. 211 ON INQUIRY CARD2008-09-23T15:37:18+02:00