http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/RSS.ashxShooting Industry February 2010 PagesFri, 11 Feb 2011 20:21:19 +0100http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=1http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=1BACKGROUND CHECKS SURGE TO RECORD LEVELS FEBRUARY 2010 Best Tool For Defense Doing Business, Self Making Sales Think Ammo Special Events = Customers www.shootingindustry.com Arms & The Woman2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=2http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=2Squeeze out more accuracy. Until now, even the best rifle stocks have been attached to actions along a single vertical plane. The new AccuStock from Savage actually clamps down on the action vertically, horizontally and front to back. This revolutionary 3D Bedding System literally squeezes more accuracy out of the whole rifle. In fact, on some of our test guns, it squeezed out as much as 50 percent better accuracy. So it’s not just a better rifle stock, it’s a better Savage. savagearms.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=3http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=32011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=4http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=4FEBRUARY 2010 • VOLUME 55 • NUMBER 02 Features Page 26 26 30 37 Best Tool For Self-Defense Sales John Morrison DIGITAL Yes, You Must Have The Right Products, But The Real Key Is YOU! SI Hot Link NASGW: Doing Business, Making Sales Companies Mark Historical Year, Launch 2010 New Products. Ray Oeltjen Think Outside The Ammo Box Yes, They’re Hot, But Ammo And Reloading Sales Can Be Hotter! Greg Staunton Industry News 8 9 11 16 Background Checks Surge To Record Levels SIG SAUER Awarded Contract DIGITAL MidwayUSA Honored With National Award SI Hot Link Newsmakers Page 30 Columns 18 20 Page 37 Lethal Force Selling Knives In Lean Times. Massad Ayoob Outdoor Marketplace Sell Hunting Boots Crafted For Comfort, With Style. Jenni Autry 22 24 46 Arms And The Woman Special Events Promote Shooting, Propel Customer Base. Lisa Parsons-Wraith Back Blast & Other Hot Gases No Map, No Compass, No Brains! Commander Gilmore Industry Watch Doing Business At The “Pretty Nuts” Level. Russ Thurman SI DIGITAL Hot Link Departments Page 20 SI DIGITAL 6 42 Letters Classifieds 42 45 New Products Hot Link Reader Service SI DIGITAL VIDEO Visit www.shootingindustry.com to request a free subscription to SI Digital and view the special features in this edition. 4 FEBRUARY 2010 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© 2010 by Publishers' Development Corporation. All rights reserved. Reproduction or use of any portion of this magazine without written permission is prohibited. Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=5http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=5SINCE 1955 — THE INDUSTRY’S BUSINESS MAGAZINE BOARD OF DIRECTORS Thomas von Rosen, CEO; Thomas Hollander, Randy Moldé, Marjorie Young PUBLISHER & EDITOR Russ Thurman Editorial Assistant Roxanne Smith Art Director Eric Tse Advertising Sales Director Anita Carson Advertising Sales Assistant Dana Hatfield Production Manager Dennaye Cusick Promotions Coordinator Elizabeth O’Neill Web Site Manager Lorinda Massey Staff Photographer Joseph Novelozo CONTRIBUTING EDITORS Massad Ayoob Shari LeGate John Morrison Carolee Anita Boyles Ray Oeltjen Lisa Parsons-Wraith FMG PUBLICATIONS shootingindustry.com Publisher & Editor: Russ Thurman Advertising: Anita Carson, 866.972.4545 email: anita@shootingindustry.com americancopmagazine.com Editor: Suzi Huntington Advertising: Denny Fallon, 800.426.4470 email: denny@americancopmagazine.com Delano Amaguin, 888.732.6461 email: delano@americancopmagazine.com americanhandgunner.com Publisher & Editor: Roy Huntington Advertising: Steve Evatt, 800.533.7988 email: steve@americanhandgunner.com gunsmagazine.com Editor: Jeff John Advertising: Andrew Oram, 866.903.1199 email: andrew@gunsmagazine.com fmgpublications.com Editor: Sammy Reese Advertising: Scott McGregor, 800.553.7780 email: scott@gunsmagazine.com ONLINE ADVERTISING MANAGER: Tracy Moore, CLASSIFIED ADVERTISING: Lori Robbins, TEL: 888.651.7566, FAX: 858.605.0205, tracy@fmgpublications.com TEL: 800.633.8001, FAX: 858.605.0247, classads@fmgpublications.com SPECIAL EDITION FMG EAST COAST SALES: Sig Buchmayr, Buchmayr & Associates, NATIONAL ADVERTISING: 12345 World Trade Dr., San Diego, CA 28 Great Hill Rd., Darien, CT 06820, TEL: 203.662.9740, sigbuch@optonline.net 92128, TEL: 866.972.4545, FAX: 858.605.0211, anita@shootingindustry.com CUSTOMER SERVICE www.shootingindustry.com SUBSCRIPTION SERVICES . . . . . . . . . . . . . . . 858.605.0254 Express Service . . . . . . . www.shootingindustry.com and click “contacts” Glock / Kel-Tec Dealers Fax FFL for catalog Fingertip Extensions also fits many other small pistols in .22, .25, .32, and .380 calibers. EDITORIAL . . . . . . . . . . . . . . . . . . . . . . . . . . . 888.315.3638 email: . . . . . . . . . . . . . . . . . . . . . . . . . . . . russ@shootingindustry.com PRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . 858.605.0210 email: . . . . . . . . . . . . . . . . . . . . . . . production@shootingindustry.com email: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .sng@g-glaw.com Kel-Tec / Bersa General Counsel/Legal Affairs: . . . . . Steele N. Gillaspey PRODUCED IN THE U.S.A. cherer upplies Inc 205 Four Mile Creek Rd. Taxewell Tn, 37879 M-1 Garand One Shot FAX 423-733-2073 Adapter FEBRUARY 2010 5 S Slug Plug #5 for The New Glock® Model 21SF www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=6http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=6Letters Letters to the editor During October 2009, Shooter’s Supply in Louisville, Ky., devoted its advertising to supporting cancer awareness and the search for a cure. Ron Buschmann, the general manager, asked the industry to share with Shooter’s Supply what companies were doing in support of this cause. Here is an update. Thank you so much for the article (“A Salute To Promoting Good Citizenship,” Industry Watch, October 2009). Response within the industry has been seemingly light; however, the absence of anyone from our Partner Page does not suggest great things are not being done. The focus of our current campaign is cancer awareness and research. For others, important efforts are also being directed to many other important causes, ranging from supporting assistance to veterans to fighting cystic fibrosis. What is evident and unfortunate is our industry’s inability to share this in appropriate ways, both within and outside the industry. Un- Relying On Ourselves til this year, we (Shooter’s) were just as guilty in this failure. My hope from your call to arms is that whatever the cause, we will all find a way to better communicate the culture of good citizenship that does exist and build it where it is lacking. I remember well our conversations regarding the lack of willingness of gun shops to speak on behalf of the industry, allowing, instead, the “man on the street” to define and communicate our message. From my view, we are still discussing the same topic. We must begin relying on ourselves to define who we are, our values, our passions, our contributions and our beliefs, instead of reacting to fear of making mistakes or waiting for others to eventually represent those things we hold dear. I, again, appreciate your contribution to us as a Partner. Ron Buschmann, General Manager Shooter’s Supply and Law Enforcement Equipment Louisville, Ky. www.shooterssupply.org/cure Visit www.shooterssupply.org/cure to see and hear what Shooter’s Supply is doing. Perhaps you could do something similar to support causes that are important to you — and to promote good citizenship in the industry. 9 E-mail the Editor russ@shootingindustry.com 6 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=7http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=7PACKAGES TO BOOST YOUR PROFITS FOR 2010! The 2010 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. The Tier One Feature Dealer Package is a seven (7) gun purchase package that includes your choice among numerous models of the FNP-45, FNP-9, FNP-40 and the new FNX-9 and FNX-40 pistols. The FNP-45 is the free gun offered in this package. THREE GREAT FNH USA Visit www.fnhusa.com/SDpackages for full program details, terms and conditions, or contact your FNH USA Authorized Distributor. The Tier Two Feature Dealer Package is a six (6) gun purchase package that includes your choice among numerous models of the Five-seveN® pistol, the SLP shotgun and the TSR XP bolt-action rifle. The SLP Mark I is the free gun offered in this package. The Tier Three Feature Dealer Package is a four (4) gun purchase package that includes your choice among numerous models of the FNAR rifle, the PS90 carbine, the SPR bolt-action rifle and the SCAR™ 16S carbine. The free gun(s) with this package is your choice of either an FNAR rifle or an SLP Mark I shotgun and an FNP-45 pistol. FNP-45 PISTOL 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 2010. FNAR RIFLE SLP MARK I SHOTGUN DEALER PACKAGES STOCKING 2010 ® FNHUSA.COM www.shootingindustry.com FEBRUARY 2010 72011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=8http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=8Industry Industry news By Russ Thurman onsumers gave the industry a generous Christmas gift last year, buying firearms at an impressive rate in December, and setting a yearly record for the number of background checks conducted by the FBI. The National Instant Criminal Background Checks Systems (NICS) conducted 1,407,155 investigations in December, the third-highest monthly number in the history of the system. The month was third only to November and December 2008, the months that began the astonishing buying surge following the election of President Obama. The December 2009 number was 7.6 percent lower than December 2008, but 14.4 percent higher than December 2007. The month also capped a year in which background checks exceeded 1 million for 10 months. This translated to a recordsetting year for NICS, with 14,033,824 checks conducted, a 10.4-percent increase over 2009. The top five states with the most back- Selling Hunting Boots — pg. 20 Background Checks Surge To Record Levels C ground check in 2009 and their percentage of increases over 2008 were: • Kentucky: 2,189,578 (+16.4%) • Texas: 1,014,015 (+7.4) • California: 788,164 (+.1%) • Illinois: 752,071 (+22.1%) • Pennsylvania: 641,696 (+7.2%) As always, it’s important to note that the number of background checks do not reflect the actual number of firearms sold. There are a number of factors to consider, including multiple gun sales, pawnshop redemptions, denials, etc.; however, the number is the most reliable, up-to-date indicator of consumer activity in the marketplace. Gun-buying consumers bucked economic trends in 2009, often confounding “market experts.” In the early part of the year, gun buying remained strong, driven by continued concerns over potential gun bans by the new administration. What was a welcome surprise was the continuation of strong sales throughout the year. In June and July, the number of background checks dropped below 1 million, signaling, many thought, a return to “normal levels.” Consumers, it was discussed in boardrooms and guns stores, had satisfied their gun-buying needs. Consumers thought otherwise. In August, background checks exceeded 1 million, a record for the month, and a number previously not seen until October and the beginning of the fall-buying season. With each following month, consumers defied marketplace trends and expert speculation, as they continued purchasing firearms at profit-boosting rates. The general consensus throughout the industry is that 2010 firearms sales will not exceed 2009. However, a number of major manufacturers predict firearms sales will match or exceed 2009 levels. Given the consumer activity of 2009, it would be difficult to predict which expert analysis is most likely to occur. Best, safest projection: 2010 holds great opportunities. Confounding Experts Projecting 2010 Supreme Court Rejects Anti-Gun Case N SSF reports that the U.S. Supreme Court in December handed Beretta U.S.A. and the firearms industry another victory by rejecting the Brady Center’s appeal of “Adames v. Beretta U.S.A. Corp.,” which challenged the constitutionality of the Protection of Lawful Commerce in Arms Act (PLCAA). The PLCAA is the 2005 federal law passed by Congress in response to numerous lawsuits brought by the Brady Center on behalf of anti-gun mayors seeking to hold companies in the firearms industry liable for the criminal or unlawful misuse of their products. According to NSSF, this was the third time in 2009 that the Supreme Court has denied a challenge to the PLCAA. The “Adames” lawsuit was filed by the Brady Center on behalf of a family seeking to hold Beretta responsible for the tragic shooting death of their son, caused solely by the criminal acts of a teenage boy who gained unauthorized access to his father’s unsecured service pistol. The case was originally dismissed by a Chicago trial court, subsequently reinstated in part by the Illinois Court of Appeals, and then ultimately found to be prohibited under the PLCAA by2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=9http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=9“America’s Finest Handgun Grips” Slip-On Grips That Fit Like a Glove. NEW! Custom Shaped for Each Model Pachmayr A Lyman Brand ® Now Available for Springfield XD! Contoured Finger Grooves Ventilated Side Panels Flexible Ultra-Soft Rubber Technology TACTICAL Made to Fit Your Gun Call 800-423-9704 or www.pachmayr.com GRIP GLOVES TM Pachmayr has applied the technology of their Decelerator® material to the world of Slip-On Grips. Tactical Grip Gloves deliver unmatched recoil reduction and enhanced control. The material’s flexibility makes installation “a snap” – no trimming, tearing or hard work - just a perfect fit. The distinctive ventilated side panels and finger grooves offer a professional appearance and more instinctive gun orientation than “one-size-fits-most” band models. Welcome to the future of slip-on grips. Also Available for: S&W Sigma SIG P220, 226, 228, 229 CZ 75/85 Glock 17,20,21,22,31,34,35,37 Beretta: 96 FS/D/G, 92 FS/D/G/SB/F ® No More “One-Size-Fits-All” Lyman 475 Smith St., Middletown, CT 06457 Dept 3080 Industry news SIG SAUER Awarded Contract S Davidson’s Teams With Xactware IG SAUER has secured a multimillion dollar contract from the Federal Air Marshal Service for the P250 Compact pistol in .357 SIG. “The company is very proud and honored to be awarded this contract from such a prestigious agency requiring such exceptionally high standards. The P250 is quickly earning a reputation for superior reliability and dependability,” said Ron Cohen, president and CEO of SIG SAUER. “Since all the firearms will be manufactured here in Exeter, New Hampshire, the contract will continue to provide and create U.S. jobs and help restore U.S.-based manufacturing.” For more information, visit www.sigsauer.com. D avidson’s Inc. has teamed with Xactware to provide insurance adjusters access to the distributors’ online inventory via XactContents, an estimating tool of the property insurance industry. The collaboration enables insurers to browse firearm listings by brand, model, gun type and caliber. “With thousands of different firearms available on the market today, trying to find the right make and model can be an overwhelming experience,” said Bryan Tucker, president and CEO of Davidson’s. “This collaboration with Xactware will help contents estimators locate what they’re looking for in a hurry.” From the XactContents module, users can tap into the pricing data contained in Davidson’s online consumer firearms purchasing tool, Gun Genie, to find replacement items for firearms involved in a loss. Once they’ve found the item, users can click on the selection to go to Davidson’s GalleryofGuns.com Web site to validate product and pricing information. Because Davidson’s is a wholesaler, the company says the firearm prices contained in XactContents are based on typical dealer prices, rather than the manufacturer’s suggested retail price. For more information about Xactware, call 1-800-424-9228 or visit www.xactware.com. FEBRUARY 2010 9 www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=10http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=102011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=11http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=11Industry news MidwayUSA Honored With National Award M idwayUSA has received the 2009 Baldrige National Quality Award, the nation’s highest presidential honor for innovation and performance excellence. The catalog and Internet retailer was one of five companies to be honored by President Barack Obama and Commerce Secretary Gary Locke when the awards were announced in December. “The road to greatness in America has been, and always will be, traveled by those who embrace change and work hard every day to be the best. The organizations we honor today with the Baldrige National Quality Award exemplify that spirit,” President Obama said. “This year’s recipients have shown how quality, innovation and an unending quest for excellence help strengthen our nation and brighten the future of all Americans.” The 2009 Baldrige Award recipients were selected from a field of 70 applicants. An independent board SI DIGITAL Hot Link evaluated the applicants for leadership; strategic planning; customer focus; measurement, analysis and knowledge management; workforce focus; process management; and results. MidwayUSA was the only company to receive the award in the small business category. “What a thrill it is to receive this recognition from the National Institute of Standards and Quality,” said Larry Potterfield, founder and CEO of MidwayUSA. “Basic training in the Air Force, back in 1971, was my formal introduction to the importance of establishing standards and processes, and MidwayUSA has always focused on improving the way we serve our customers. The Baldrige National Quality Award helps acknowledge we’re on the right track for serving our customers.” For more information about MidwayUSA and the award, visit www. midwayusa.com/baldrige. www.shootingindustry.com FEBRUARY 2010 112011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=12http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=122011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=13http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=13Industry news Otis Technology Receives Award he family owners of Otis Technology received the Galanis Award for Family Excellence in October in Rochester, N.Y. Doreen Garrett, president and founder of Otis, along with siblings and co-owners, Denise Miller, vice president of sales and marketing; Larry Williams, vice president of manufacturing; and Nick Williams, vice president of engineering, accepted the award. “Creating a positive work atmosphere for our employees and being involved with the community comes back full circle,” Garrett said. “The Galanis Family and Alfred University share the values we have as a company, and it is an honor to be recipients of this award that hits so close to our hearts.” Since 2000, the Galanis family, in conjunction with Alfred University, has honored At the awards ceremony (from left): Terry Galanis Jr.; Denise family-owned and operMiller, Otis VP of sales and marketing; Doreen Garrett, Otis ated businesses that meet president and CEO; Terry Galanis Sr.; Nick Williams, Otis VP of certain standards and criengineering; and Larry Williams, Otis VP of manufacturing. teria, which include financial stability, innovation, quality of life for employees, record of growth and contributions to the community. Last year, the Otis Invitational Golf Outing raised over $33,000 to support the Community Action Angels program operated by Lewis County Opportunities in Wyoming County, N.Y. For more information on Otis Technology, visit www.otisgun.com. T PUMA Knives Available Through Ellett Brothers P uma Knife Co. USA, the exclusive North American distributor for PUMA knives, announces the availability of PUMA knives through Ellett Brothers. “We are extremely pleased Ellett Brothers has teamed up with us to bring PUMA knives to dealers throughout the country,” said Bob Carpenter, president of PUMA Knife Co. USA. Founded in 1769 in Solingen, Germany, PUMA knives have been distributed in the United States since 1957. Stocking dealers interested in the PUMA line should contact Ellett Brothers at 1-800-845-3711 or visit www.ellettbrothers. com. For more information about PUMA Knife Co. USA, visit www.pumaknifecompanyusa. com. New from AR-15 8-Sided Forends Allows you to put any accessory exactly where you want it! Rails install at 45˚ increments around forend! Shoot comfortably with or without rails! ATI’s new AR-15 8-Sided Forends give you the ability to place rails at 45˚ increments so your options for adding accessories and customizing is virtually infinite! • Rail Locations at 45˚ Increments Around Forend • Position Rails to Exact Location Along Length of Forend • Military-Grade Anodized T6 Aluminum • Very Tough, Extremely Lightweight www.shootingindustry.com ADVANCED TECHNOLOGY INTERNATIONAL FEBRUARY 2010 13 MILWAUKEE, WISCONSIN • 800.925.25222011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=14http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=14Industry news THOR Global Defense Group Donates Rifles OKI Weapon Systems, a subsidiary of THOR Global Defense Group, recently donated the first of 10 custom-built TR15 rifles to the Council on Law Enforcement Education and Training (CLEET) in Ada, Okla. “The individuals who train here are the same men and women who are putting their lives on the line every day to ensure a safer society for all of us. It is truly an L honor for us to provide them with the support and equipment they need,” said Larry Knesek, president and CEO of THOR Global Defense Group. “By expanding the armory at CLEET to include AR-15 rifles, we will be able to provide Oklahoma’s peace officers with advanced rifle training that was previously unavailable,” said Dr. Larry Birney, CLEET director. Oklahoma state senator Susan Paddack, in attendance for the donation, said, “This donation comes at a time when all state agencies are experiencing budget cuts and scaling back operations. Oklahoma is fortunate to have businesses that recognize the needs of state agencies and take steps to help them better serve our citizens.” For more information, call (479) 4743434 or visit www.thorgdg.com. Deadliest choice for “Black Rifle” shooters Specifically designed for AR-Type rifles, Barnes’ Multi-Purpose Green bullets have a compressed copper-tin powder core surrounded by a guilding metal jacket. These highly frangible, lead-free bullets fragment on impact, creating massive wounds in thin-skinned game. The extremely accurate MPG bullets remain intact under the rigors of handling, feeding and firing—eliminating jammed actions and plugged barrels other frangible bullets may cause in autoloading rifles. Great for boltactions, too. Available in 223/5.56mm 55-grain, 308/7.62mm 140-grain and 7.62x39mm (.310”) 108-grain. NEW for 2010 – 85-grain 6.8 SPC. nsight Technology has added Williams Shooters Supply Inc. of Quincy, Ill., to its list of commercial distributors. Williams Shooters Supply is now stocking a broad selection of Insight products. Additionally, Williams Shooters Supply customers will find Insight at the Williams Dealer Show, Feb. 10-12 in Quincy, Ill., where the company says it will offer “aggressive show specials designed to help dealers grow their tactical light business.” “All of us at Williams take great pride in the care we show to our customers and their product needs. The industry-leading products Insight Technology offers will help us continue this tradition of customer care and service,” said Kent Williams, company official. To place an order for Insight products from Williams Shooters Supply, call 1-800637-9307. To schedule a visit from an Insight Technology Midwest states sales representative, call Evernham, Anderson & Associates at (317) 545-1100. For more information on Insight Technology, visit www.InsightTechGear.com. I Insight Technology Adds Distributor Unleaded. Unfailing. Unbeatable. www.barnesbullets.com • 1-800-574-9200 ™ Subscribe to SI Digital www.shootingindustry.com Contact Barnes Bullets for a free product catalog. Mention this magazine ad to get a free Barnes Bullets DVD! 14 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=15http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=15I N T R O D U C I N G a m m u n i t i o n the new standard by which all ammunition will be judged. IT IS FAST: 100 – 200 fps FASTER than ANY conventional ammunition IT IS ACCURATE: Uncompromising accuracy with no increase in felt recoil IT IS CONSISTENT: Unfailing performance in any temperature IT IS VERSATILE: This new breed of ammunition is available in 243 to 458, and is safe for use in ALL firearm types including semi-autos, lever guns and pump actions It IS.rocket science! 1-308-382-1390 PO Box 1848 Grand Island, NE 68802 For the rest of the story go to hornady.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=16http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=16Newsmakers Industry newsmakers Uncle Mike’s Law Enforcement has hired Dave Young as consultant and director of ARMA Training. ARMA specializes in a wide variety of specialized and advanced defensive tactics training programs for law enforcement, corrections, military, private security and civilians. Young has nearly 30 years of experience in combined military and civilian 16 FEBRUARY 2010 Uncle Mike’s Hires ARMA Director law enforcement training. A U.S. Marine Corps veteran, he has served as a law enforcement officer and in other L.E. and corrections positions. Young has been featured on numerous television networks, including CNN and FOX, as well as hosting his D. Young own shows, “Crash Test Human” and “Police Technology,” on the National Geographic Channel. Greg Easton has been promoted to president of JDE. Easton is replacing Erik Watts, the outgoing CEO of Easton-Hoyt, who is retiring after 30 years with the Easton companies. Greg Easton began his Easton career Easton Companies Names President, CEO Retires Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=17http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=17Industry newsmakers in 1989, holding various positions in the team sports division. He moved to Hoyt as vice president of marketing in 1996, and was promoted to president of Easton Technical Products in 2001, a position he will retain. In addition to his responsibilities within the Easton companies, he currently serves as vice chairman of the Archery Trade Association Board. “Greg has spent 20 years preparing for the challenge of managing the Easton companies. He is developing new and exciting plans that are moving us into new product areas and business opportunities, while maintaining Easton’s core focus on archery,” Watts said. Watts began his Easton career as CFO of JDE, and also served as the president of Hoyt, Easton Technical Products and JDE. He will continue to serve on the JDE and subsidiary boards as a director, as a part-time advisor to the Easton Foundations and as a director of the USA Archery Foundation and the National Field Archery Association Foundation. position. Britton will focus his efforts on supporting and developing relationships with key Pelican defense customers. Prior to joining Pelican, Britton was the national sales manager for Zarges Case Co. He holds a bachelor’s degree from Michigan State University in packaging and computer science. “I’m confident Paul’s knowledge and experience in custom packaging solutions will greatly benefit our customers in the defense contracting sector,” said Mark Rolfes, Pelican’s vice president of U.S. sales. S. Nicholson P. Britton G. Easton E. Watts Scott Nicholson has been promoted to senior director of worldwide quality at Pelican Products. His new responsibilities will extend to all areas and regions of Pelican’s combined businesses, including the Advanced Area Lighting Group and Case Centers. Prior to his promotion, Nicholson was Pelican’s director of quality. He has a bachelor’s degree in technology and management science from the University of Bradford in England and a master’s degree in business administration from Pepperdine University. “At Pelican Products, the quality of our merchandise is legendary, and Scott Nicholson has been a driving force behind that for more than 10 years now,” said Lyndon Faulkner, Pelican’s president and CEO. “It was only logical that we promote him to ensure our whole company benefits from his drive and knowledge.” Additionally, Paul Britton is Pelican’s technical sales manager, a newly created www.shootingindustry.com Pelican Names Director, Manager Scott Folk, a custom gunsmith, has joined Apex Tactical Specialties. Folk will be responsible for new parts development, quality assurance, action work on modern handguns and marketing. “Not only does he bring a wealth of CNC and machine shop experience crucial in today’s firearms industry, but Scott’s gunsmithing credentials make him one of the top young ’smiths in America and a rising star in the trade,” said Randy Lee, Apex CEO. Prior to joining Apex Tactical, Folk worked for five years in various roles with master gunsmith Bruce Gray of GrayGuns Inc. “Apex Tactical has developed a welldeserved reputation for gunsmithing excellence. I look forward to developing new products and services to support the competition and law enforcement communities,” Folk said. Apex Tactical Specialties Adds Gunsmith Steve Denny is Brownells’ law enforcement manager, a newly created position. Denny formerly worked for Taser, Crimson Trace and SIG SAUER in L.E. sales management, and for the FBI as a special agent and investigator, serving on the Joint Terrorism Task Force. “We’re delighted to welcome Steve to the company,” said company CEO Frank Brownell. “The L.E. side of the business is an ever-growing segment, and we felt it was time to bring someone on board who knows that side of the industry very well.” 9 FEBRUARY 2010 17 Brownells Names L.E. Manager2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=18http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=18Lethal Lethal force Selling Knives In Lean Times Massad Ayoob R ecent buying trends have moved dollars away from knives, but edged tools are perennial sellers in gun shops — and there are ways to amp up sales. In a time when buyers’ interests and budgets have been diverted elsewhere, how does a dealer get those good knives he has in stock out of the showcase and over to the cash register? The folks who make the product are your best resource on what items in a given line are selling. So why not just pick up the phone when you have a slow moment in the shop, call the knife manufacturer you happen to be interested in and ask to speak to someone in marketing. (Search the company online and you’ll probably find a toll-free phone number under “Contact Us.”) Tell them you’re one of the dealers who sell their fine product, and simply ask them what they find to be selling best, so you can tailor your next order for their product. It’s amazing how many retailers don’t do this! Do not be surprised if you get a marketing director who tells the secretary to hold other calls until yours is over, because the person is so pleasantly surprised someone on the business Stock What Customers Are Buying Spyderco’s hugely popular Endura measures just short of 4" in blade length, and has all the trademark Spyderco features at a relatively low price-point. end finally asked them! Shooting Industry recently called blademaking giant Spyderco, and the next day got a call back from CEO Sal Glesser. “We’re seeing more sales of assistedopening knives, using a variety of bushings and bearings that will flip a folder’s blade open like an automatic, but without being a switchblade,” Glesser said. That said, though, “the Endura and Delica continue to be our most popular knives by far.” The Endura and Delica knives combine light, synthetic-bodied handles with high- quality blades and integral pocket clips. They are relatively low-priced modern classics that have stood the test of time. The Endura’s blade is 1/16" short of 4", which is the maximum allowable blade length in many jurisdictions. The Delica is essentially the same knife scaled down to an 1/8" short of 3" in blade length, for the more restrictive jurisdictions. Which brings us to our next point: It’s beneficial to you as a dealer to know what your customers can carry legally in your area. Know What’s Legal In Knife Carry f you are located in or near a city that has particularly restrictive local ordinances on knife carry, write to the chief prosecutor for that jurisdiction and ask if they can give you an explicit statement as to what is and is not legal. Ask for a hard copy on letterhead, and when it comes in, frame the letter and display it prominently at your knife sales counter. Then, no matter where you live, write a letter to the State Attorney General in the Capitol, and ask the same question: “What knives are legal for my customers to carry concealed in their pocket in this state?” And when that letter comes back, frame it and display it just as prominently. You might also want to do an Internet search of local and I “ By taking the time to find out what’s the real deal and posting it conspicuously, you establish yourself as the go-to dealer who can sell knives that won’t get customers in trouble. state laws as to what is legal and what is prohibited in regard to knife possession and carry in your jurisdiction, and display that, too. Gun shop owners tend to be very knowledgeable as to what is and is not legal in terms of firearms and ammunition where they do business, but state knife laws are less well known, and local village/ town/city ordinances tend to get passed without anyone noticing, which can cause problems for you and your customers. By taking the time to find out what’s the real deal and posting it conspicuously, you establish yourself as the goto dealer who can sell knives that won’t get customers and their family members and friends in trouble. And that means a lot. Additionally, 2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=19http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=19Lethal force Don’t Forget Custom Knives T he folks who buy knives from you — instead of from the big-box superstore — are looking for quality. High-end buyers would love to own a fancy custom knife, but are reluctant to plunk the money down until they see and feel what they’re getting. Local knifemakers can serve you and your customers. You may already know of an up-andcoming custom knifemaker in your area who hasn’t yet earned a big-money rep, but who makes superb blades. Reach out, and offer to take some knives on consignment, or to put some on display in return for a commission on sales. If the custom knives are good enough, you might be pleasantly surprised at how many sales they generate. When money is tight, only quality and value will sell. “The salesperson needs to talk about our superior ergonomics, closer tolerances and better steels when they sell Spyderco knives,” Glesser said. And that’s the kind of emphasis that sells quality knives by any maker. 9 This Dawson custom knife won’t be found in most shops, but striking custom knives might sell in yours. Thanks to the grassroots advocacy of groups such as KnifeRights, laws and federal rulings that might have prevented the import and sale of assisted-opening knives seem to have been beaten back — for now. For more information on KnifeRights, visit www.kniferights.org. www.kniferights.org www.shootingindustry.com FEBRUARY 2010 192011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=20http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=20Outdoor Outdoor marketplace Jenni Autry Sell Hunting Boots Crafted For Comfort, With Style he eye-catching assertion — “The on the foot, which prevents pain,” Aronson trains for nine months to one year before Best Boots Money Can Buy. Peri- said. “These boots are made for comfort.” he is allowed to make a single pair. Each od.” — proudly graces the Le ChaThe quality construction of each boot craftsman only makes 22 pairs of boots meau boots Web site. Conper day. sidering the vast variety of In addition, the boots are boots dealers can stock, that’s made of 100-percent natural a bold statement. And with rubber, a vastly superior maa price range that tops out at terial to synthetic rubber, as $420 for the most expensive it allows for better elasticity Le Chameau model, dealers and resistance to wear and may be hesitant to even offer tear, enabling an improved these high-end boots. overall fit. And quality linBut Laurie Lipsey Aronings, ranging from fullson, president of Lipsey’s grain leather to neoprene, Distribution in Baton Rouge, prevent heat buildup that La. — the exclusive U.S. disoften leads to clammy feet tributor of Le Chameau — in other boots. maintains the boots will sell Aronson points out that themselves for one simple some high-quality boots can reason: comfort. take weeks, even months, “We constantly hear testi- Lipsey’s promotion of Le Chameau boots reflects high quality and style. to break in, leaving painful monials from hunters who say blisters and sore feet in their they have walked long distances for days is what makes this high level of comfort wake. But not Le Chameau boots. in these boots, and the arch support and possible. Le Chameau boots are hand“You put them on, and you are ready to design of the boots relieves pressure points made by a master craftsman in France who go,” Aronson said. T Helping Dealers Make Sales ust as every outdoorsman knows the value of comfort in the field, every dealer knows the value of a distributor that is committed to their customers. “We will do just about anything for the dealer — from sending free displays to training sales staff,” Aronson said. “We are here to help in whatever way we can.” When it comes to selling Le Chameau boots, Aronson maintains it is absolutely crucial for a dealer’s staff to be familiar with the boots. “Training sales people is so important because these boots are different,” she said. “They need to be able to explain to customers that there is a difference between a $70 boot made in China and a $420 boot handmade in France.” Sales staffs can easily and quickly learn about the boots by visiting www.lechameauusa.com, where they can watch a sixminute video on how the boots are made (“About Us” link), as well as view large images and concise descriptions that detail the boots’ features. “For example, the sex appeal for the Chasseur, Le Chameau’s best-selling model, is the leather lining and side zipper, but customers don’t notice that when the boot is just sitting on the shelf,” Aronson said. “Customers need a trained salesperson to show them those details.” 20 FEBRUARY 2010 J Le Chameau offers a nicely balanced product line that covers the men and women’s markets, without an overwhelming number of SKUs. This makes it easy for sales staffs to learn about the boots. In hunting boots, there’s The Chasseur, Vierzon Air Confort, Vierzon Nord Plus, Country All Tracks XL and Country All Tracks Lady. The offerings in Fashion boots are: Ladies Iris 2, Ladies Iris Fur, Ladies Clan Chapka and Ladies Low Boot. Three accessories — boot bags, boot jacks and silicone spray, which keep the boots looking brand new — offer added ways for the dealer to generate revenue. The Le Chameau Web site, www.lechameauusa.com, provides extensive information that will help dealers sell the boots. www.shootingindustry.com Read SI DIGITAL2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=21http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=21committed to clothing the serious hunter outdoorsman,” Aronson said. marketplace andAs the sole U.S. distributor of Le Chameau boots, Lipsey’s receives generous shipments from France every quarter. As a result, Lipsey’s maintains stock throughout the year, enabling dealers to n addition to educating sales staffs order lean inventories. on features of the Le Chameau boots, “The dealer can order just enough to Aronson recommends dealers offer a show the product, and can order the same selection of styles for day to get more inventhe woman hunter, tory,” Aronson said. noting Lipsey’s sold “If we don’t have what more women’s Le they need in stock, we Chameau boots than will be getting it very men’s in 2009. soon. With Lipsey’s, “The men’s boots, dealers never have to like many other huntworry about large bills ing boots, are olive from manufacturers.” green. But the womUpon placing their en’s styles are offered first order, dealers rein gold, pink, red and ceive a complementary a variety of other coldisplay sign to help ors that will catch the promote the boots, in customer’s attention,” addition to high-qualshe said. ity images to use in Dealers also should advertising materials. consider women who In addition, Lipsey’s are simply looking promotes future sales for an everyday boot. with the Le Chameau Le Chameau offers a Owner’s Club. This fashion line ranging in consumer-marketing price from $110-$199, tool, Aronson says, has a more affordable op- Lipsey’s sold more Le Chameau’s been very successful. tion for a boot featuring women’s boots in 2009 than men’s, “The boots come classic styling meant to many of them from the fashion with a letter that gives line. Here, Laurie Lipsey Aronson, customers instructions last a lifetime. “Speaking from ex- president of Lipsey’s, models the on how to register their perience, a woman will Ladies Iris 2 Raspberry. boots online in the pay almost anything Owner’s Club, which for comfortable boots,” gives access to speAronson said. “Whether cial offers and a sneak the customer is a woman peek at new products,” who hunts or a hunter’s Aronson said. “The wife who sees the boots biggest benefit is this while she’s out shopclub brings customers ping with him, she’s goback to the dealer. As ing to get a fashionable soon as someone buys product without sacria pair of these boots, ficing comfort.” they become a likely repeat customer and Driving Business a part of the Le ChaAronson says meau family for life.” Lipsey’s is commitFor More Information ted to driving business Dealers interested to dealers by raising in offering the Le Chaconsumer brand awaremeau line should conness for Le Chameau tact Lipsey’s Distribu— from running ad tion at (225) 755-1333. campaigns in lifestyle For more information magazines to creating The Chasseur hunting boot is Le on Le Chameau boots, demand for high-quali- Chameau’s best-selling model. visit www.lechameauuty rubber boots. “We are specifically looking for dealers sa.com. For more information on Lipsey’s who are already carrying footwear, and are Distribution, visit www.lipseys.com. 9 Outdoor I Yes, Women Buy Hunting Boots www.shootingindustry.com FEBRUARY 2010 212011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=22http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=22Arms Arms and the woman Lisa Parsons-Wraith Special Events Promote Shooting, Propel Customer Base U sing your creative energy to come up with an event to introduce women to your business is the basis for a successful event. But you can’t stop with a great idea — you have to promote and market your event to the right audience. Gun shop owner John Monson, of Bill’s Gun Shop & Range with two locations near Minneapolis, Minn., has been introducing women to the shooting sports using a unique promotional method to ensure his events are a success. Monson calls his event the “Girls with Guns Gala,” and it is a women-only class, with a social afterwards at the local pizza joint. Monson says he came up with the idea after hosting a First Shots event, which brought in a mixed crowd of new shooters. But, Monson wanted to create his own event focused on women. Thus, the Girls with Guns Gala was born, and Monson says it’s been a tremendous success. Promotion is key to a successful event, Monson says, and his secret weapon has been radio advertising. His operation has a monthly advertising budget of $5,000 to $6,000. Prior to the Girls with Guns Gala event, Monson spends about $4,000 on radio advertising. He cautions, though, The Girls with Guns Gala, a women-only class, introduces ladies to firearms, that it has to be with time to shoot and time to talk about their experience afterwards. Keys To A Successful Event the right kind of radio advertising. “We find a local female radio personality who has a strong following to host the event,” Monson said. “She talks up the Educate And Intrigue Attendees “T he classes are all about education and safety,” Monson said. A typical Girls with Guns Gala begins with socializing with the radio personality, and then moves into an introduction to firearms. Afterwards, the ladies head to the range, where two women are paired up with one instructor. They take turns shooting, and Monson says pairing works well because the women learn a lot from being a range officer for the other person. Finally, the women head over to the pizza parlor for a chance to socialize with the radio personality again, and talk about their experience. “Women like the social aspect of the class and the chance to talk about it afterwards,” Monson said. Keeping the event to a maximum of three hours is key, Monson says. Any longer, and he found sign-ups dropped significantly. There have been positive measurable results from the Girls Women-Only Event Checklist 1. Advertise to your target audience. 2. Invite a local celebrity or media personality to host. 3. Create a link to your store on the host’s Web site. 4. Educate and intrigue your participants. 5. Provide plenty of socializing time. 6. Limit the event to three hours. 7. Provide an incentive to come back to your store. 22 FEBRUARY 2010 with Guns Gala. Each participant leaves the class with a $20 coupon for the shooting range and the majority of those are redeemed, Monson says. His goal to “educate and intrigue” women about the shooting sports, so if they’re coming back, Monson rates the event a success. Post-event, there is also a surge in registration for other classes offered by Bill’s Gun Shop, such as intermediate handgun and self- or home-defense classes. Monson says after the last Gala, 15 of the 50 participants expressed interest in starting a female-only shooting league. “I think everyone should do this,” Monson said. “You can do this and still pay the bills. This is our sixth event of this type — and it works.” He said the events are important because they promote a positive image of the shooting sports — and that alone makes them a success. “The more involved women are, the more they will support the shooting sports, not only for themselves, but for men, as well,” he said. “They are the key to the success of our sport and its future.” Monson is so passionate that he invites any gun dealers who are not his direct competition to call him for advice about creating an event si2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=23http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=23DPMS_SB_0809 11/10/09 12:34 PM Page 1 Arms and the woman event on the radio, and is there at the range on the night of the event to shoot.” Monson says because the radio personalities are paid to be there, they make the event sound fun, and promote it heavily on the radio. It’s in the radio personality’s best interest to appear popular and fill the class, so Monson says he always gets 50 participants, his maximum. Another positive to using radio personalities as hosts is every time they talk about the event, they give out the gun shop’s Web site. Also, morning shows typically have their own Web site, so women can go to the show’s Web site to click on a link to register for the class. The beauty of this, Monson says, is most morning shows have devoted listeners who check their Web site daily, so every time a listener logs on — whether they’re interested in the Gala or not — they see the Bill’s Gun Shop link, which really puts your advertising dollars to work. Monson knows the radio promotions are effective because he listens to the radio while driving into work, and hears the radio personality plug the event. By the time he reaches his desk, he usually has two or three women signing up to attend the event. Made In The USA! Scopes and Mounts Not Included Home Defense Sells T he Girls with Guns Gala focuses on handguns, and that trend continues when it comes to sales. Most of the women who attend the basic firearm class have a story about being the victim of crime, many of which are home break-ins. As a result, Monson says Bill’s sells a wide variety of home-defense guns — not necessarily purse guns. “Nine millimeter is the most popular The Springfield XD Tactical, seen here in 9mm featuring OD Green, is a popular home-defense handgun choice. caliber, and models like the Springfield XD and Smith & Wesson M&P sell well,” he said. Small-frame S&W and Taurus revolvers also do a brisk business at Bill’s Gun Shop. While 9mm and .38 caliber guns are big sellers, his shop also does well with smaller calibers. “We sell a lot of .22s — especially to elderly customers,” Monson said. “There’s no doubt other calibers have more power, but you’ve got to give customers a firearm they can handle and use. If it’s a grandma who’s petite with weak hands or arthritis, a .22 is the gun she can use.” 9 FEBRUARY 2010 23 www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=24http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=24Back Blast Back Blast & other hot gases No Map, No Compass, No Brains! Commander Gilmore S ometimes it’s worth revisiting a Back Blast from the past . The clerks at a Chevron gas station and convenience store in Poulsbo, Wash., said they were definitely afraid of the guy who robbed ’em at knifepoint — but they weren’t too impressed with his knife, his technique, and ultimately, his intelligence — or lack of it. After grabbin’ the cash from the till, our genius gangster tried to cut the phone line so his victims couldn’t call the police. When several seconds of sawing and slashing with his rusty shiv failed to do the job, he gave up and sprinted outside, where an accomplice, perhaps not a whole lot smarter, waited at the wheel of a red Honda. The clerks, of course, immediately phoned Poulsbo PD, and within a couple of minutes, officers and sheriff’s deputies from five different agencies were in hot pursuit. Pushing the strained Honda to maximum warp speed, the suspects hit speeds of over 100 mph in the dark twists and turns of western Puget Sound — an area that disorients even local residents — and finally lost the cops. The trouble was, they also lost themselves. Weary of their wanderings and completely confused, they finally pulled into a gas station and asked for directions to Seattle. Only then did they realize they had circled back on themselves, arriving back at the very same Chevron station they had robbed. Oh, yes, the telephone still worked. Jared Persitz and Matthew Barela, both 22, just didn’t have the heart for another game of runaround. They confessed to the robbery and a burglary they had committed earlier in the day. Illustration by Nick Petrosino Jailers in Middletown, Ky., are well acquainted with recidivism, but their inmates generally don’t return to the GrayBar Hotel until at least late in the evening of the day of their release — “celebrating,” you know. Derek Kidd, 32, didn’t even make it on the outside for an hour. He and his girlfriend, Sunni Morgan, 22, were released on bond after being charged with disorderly conduct and possession of drug paraphernalia. Officers noticed they got as far as the sidewalk, where they began stopping passersby and asking to use their cell phones. The not-so-Dynamic Duo looked like what they were: two losers in the Game of Life who just got swept outta jail. Since they weren’t begging — “soliciting alms” — there was no chargeable offense, but the cops didn’t want innocent citizens bothered by ’em, so they nicely invited Derek and Sunni to come back into the 24 FEBRUARY 2010 Enjoy Your Free Time? station and use an office phone to make their call. While Sunni called, Derek showed his appreciation by ducking into an officers’ break room, where he pilfered a hat and a coupla candy bars. He prob’ly thought he was pretty cute, we think — but he didn’t know he was being watched on surveillance cameras. Derek didn’t make it back to the sidewalk. Some people are just too stupid to be on the outside. Stories about dumb-as-a-box-of-rocks burglars who drop their cell phones at the scenes of crimes — and then call their phones asking for its return — are so numerous the whole thing is a trite cliché. And, of course, they always wind up talking to cops instead of victims or witnesses, right? Yup. But Paul Cullen’s story is a little different. After burglarizing a home in Crum- Only A Few Priors lin, Ireland, and assaulting the resident, he called his cell phone, which he had dropped at the scene. Paul apologized for the burglary and the assault, saying they “weren’t my idea” — like, who else’s idea could it have been? — and asked if he could get his phone back. Yawn. Yeah, it wasn’t the resident answering, and Garda (constabulary) officer John Ryan didn’t have to give an Oscar performance to convince Cullen to meet him so he could return the poor fella’s phone — and, of course, Cullen fell for it. Cullen wound up falling for nine years, but it wasn’t just for his last caper. His sentence2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=25http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=25FIRST ROUND KNOCKOUT. the undefeated P220 Accurate, easy to handle, .45ACP that really packs a punch. It’s not just a Classic, it’s a SIG. www.sigsauer.com/classic2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=26http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=26BEST uccess in sales of self-defense products involves many factors, but the highest-value item you can sell to a self-defense customer is yourself. Your informed opinions, experience and commitment to your customer’s safety can mean countless additional sales and steady returns over the years — even over decades. More so than any other kind of customer — hunter, competitive shooter or law enforcement officer — self-defense buyers find personal commitment on your part to be more important than price tags. Dealers continue to report increased demand for firearms associated with home and personal defense, and say lots of cus- TOOL FOR SELF defense? Do you have premium defensive ammunition? Do you offer less-lethal options, such as OC sprays? Do you stock devices like the Taser, as well as accessories, including defense-oriented lights, laser sights, holsters, spare magazines or speedloaders and pouches? Do you carry books or DVDs on personal and home defense? Do you offer information on locally available training? Do you have two self-defense checklists — one for yourself, to assure all your bases are covered, and one for customers, to help them in planning future actions and acquisitions? Robbie Barrkman Yes, You Must Have The Right Products, But The Real Key Is YOU! S tomers are buying their first guns and other self-defense products. Some customers cite concerns about the troubled economy and a possible increase in crime as motivations for purchase. All indications tell us that self-defense sales are strong — and getting stronger — and the greatest profits will be made by dealers who methodically plan to fill those customers’ needs. To increase your self-defense sales, first take a long look around your shop. Are you stocking a variety of handguns and long guns suitable for self- Inventory & Assessment Kahr’s P45, these with Robar upgrades, attract the attention of self-defense customers. 26 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=27http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=27-DEFENSE Most importantly, are you prepared to smoothly guide a customer through what they may see as a complex, even intimidating, process, in a manner that puts them at ease and earns their confidence? Self-defense customers fall into three basic categories, each of which requires a different initial response: first-time firearm buyers, recreational shooters buying their first defensive guns and customers who are established defensive-product consumers. Keep in mind that the time you spend with them and the depth of your conversation should be inversely proportional to their existing knowledge. In all three cases, you are still selling yourself. Remember, there’s a reason why even the more knowledgeable, experienced customer came in: Perhaps their former dealer didn’t inspire confidence, or seemed to only care about making a quick sale. First, thank the customer for coming to you, and assure them of your full attention and best objective advice. Usually, new self-defense customers have rehearsed explanations of why they’re now “in the market” and what kind of gun they’ve been thinking about. Don’t rush them; let them tell it. Ask about their previous experience with defensive firearms, and what their greatest safety concerns are. Inquire about where the gun will be kept or carried — at bedside only or under the counter at work? Concealed in public or a combination of these? Explain you need to know this to make an expert www.shootingindustry.com SALES By John Morrison For 2010, Remington adds to its 870 Express Tactical line for commercial sales, including this model with a gunmetal gray powder coat on the barrel and receiver. recommendation. Also, try to gauge their understanding of when it is lawful to use lethal force. It won’t take long for you to form a good picture of their needs and, relying on your expertise, construct a road map of how to meet those needs. Organization & Application Think self-defense guns, not “gun.” Think package: one for concealed carry, one for home defense. Perhaps this package can factor in the ability to buy a handgun or shotgun now, and get a discount on the other later. A Ruger LCR, a Smith & Wesson M&P pistol and a Remington or Mossberg shotgun make a great “self-defense goal package.” Talk up premium defensive ammo — why it’s a liability issue, as well as an issue of safety and effectiveness. Be ready to suggest less-expensive practice ammo that’s matched to premium rounds. Holsters are an “I have it” or “I’ll get it quick” proposition. Discuss options, show samples and don’t forget belts, magazine pouches and spare magazines A number of companies added .410 ammo to their lines in response or speedloaders! to the popularity of the Taurus Judge. For 2010, Winchester Keep up on the lat- Ammunition introduces the PDX1 in .410, loaded with 12 plated est in OC products. The BB shot. FEBRUARY 2010 27 Tips For Building Sales PepperBlaster from Kimber is now offered in a more ergonomic, pistol-like model, the PepperBlaster II. Sabre OC products are carried by NYPD officers, and are a blend of CS tear gas, OC pepper and a UV marking dye, plus they have a four-year shelf life, versus the usual two years. Tactical lights can make you more money than guns. Handheld models like SureFire’s E2D LED and weapon-mounted lights like the BLACKHAWK! Xiphos are proven sales leaders. Laser sights are easily demonstrated,2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=28http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=28and their value in self-defense can be readily explained. LaserMax and Crimson Trace are industry leaders, and now SureFire has ramped up production of their X400, which combines a 110-lumen LED with an integrated red laser. Books and videos on self-defense are good sellers. Check out the series of self-defense DVDs by Clint Smith of Thunder Ranch, and the new forSabre offers a number of self-defense sprays, including ones used by the New York Police Department. women DVD by Heidi Smith, “Ladies Basic Guide To Concealed Carry.” Visit www.americanhandgunner.com for more details. Above all, remember that you are your own best self-defense product! Self Defense See Reader Service, page 45, for a listing of self-defense manufacturers. What’s Important Important To To Women? Women? What’s e love our lady customers here,” fect,” McClain said. small, quality .38 Special revolvers. His said Jim McClain, owner of McClain has one last factor he credits top-selling revolvers are Smith & Wesson Jim’s Firearms in Baton Rouge, La. “And for his success. Models 637 and 642. judging from their return and repeat sales, “Primary selling points here are an ex“We don’t just sell a gun to a lady, we they must love us, too.” try to make shooters out of every one,” cellent fit to their hands, simplicity and the McClain says that for several years he said. “Most of them find out it’s a fun, Smith & Wesson reputation,” he said. his self-defense sales to women custom- confidence-building activity, and that McClain said those opting for pistols ers have been steadily growing, and these brings in even more sales!” buy a lot of Glock Model 19s and subcomsales now form a significant percentage of pact Model 26s. Top Sellers At Jim’s Firearms his overall sales. “But the big success story is the Bersa McClain says that after “There are two important factors here,” Thunder .380. Since he explained. “First, like our men custom- showing and discussing a varia gun dealer friend in ers, ladies go where they feel welcome ety of handguns, most women Colorado told me about and respected — but they are even more self-defense customers select them, I’ve sold 500 to loyal than many men. Once they’ve found 600! I’ve never had a rea dealer they like who treats them right, New for 2010 is “Concealed turn or complaint, either they tend not to shop around; saving pen- Carry for Ladies,” a DVD from the — only compliments nies means less to the ladies than trust Thunder Ranch Training Series and positive reports,” does. Trust is the single most important featuring instructor Heidi Smith. McClain said. thing to them.” Tops in ammo sales SI DIGITAL Hot Link How do you gain that trust? are Federal HydraShok “Be absolutely straight with Premium Personal Dethem,” McClain said. “And fense and Hornady’s never be condescending. When a Critical Defense. lady comes in with self-defense “Again, trust and your concerns, she’s serious and has personal recommendagiven it a lot of thought. Ladies tion are important. Ladies want listen really well and ask good the most effective ammo posquestions. And every minute you sible, along with limited recoil, take with a lady customer, eslower penetration and ricochet, pecially those making first-time and less flash and muzzle blast. purchases, is a great investment And, we always talk about the in your business.” wisdom of buying two boxes: This leads us to the second one for practice and one for factor. ‘business.’ I open the boxes “The girlfriend effect! La— some are real nail-busters dies who have a good expe— show the ammo, and I often rience with a dealer — who mark one box ‘for practice’ betrust that dealer — tell all their fore they leave the store,” Mcfriends about it, often bringClain said. ing them in personally to meet “Treat the ladies right, and you and make their own first they’ll return your attention purchases. We’ve made tons tenfold — or better!” Mcof sales from the girlfriend ef- For self-defense, women want the same quality produ2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=29http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=29Flies Like a Ballistic Tip ® Hits Like a Ballistic Missile Metallic Colored Polymer Tip Initiates Explosive Expansion on Impact Patent Pending Fragmenting Copper Core Technology™ BT Lead Free™ is Certified For Use In California’s Non-Lead Zone Same Retail Price As Standard Ballistic Tip® BTLeadFree.com | 800.285.37012011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=30http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=30By Ray Oeltjen DOING BUSINESS, MAKING Atlanta, Ga., and began the day after the presidential election. Then, a pall hung over the show, driven by enormous concern regarding the new administration’s well-documented anti-gun sentiments. Throughout 2009, the fear of new firearms regulations or outright bans spread throughout the shooting community, creating a consumer buying frenzy. This unprecedented rush to purchase firearms, ammunition and accessories drove sales to new highs. As a result, many, if not most, of the manufacturers and wholesalers in attendance at the NASGW event in November indicated 2009 was the best year in the history of their companies. The major question on everyone’s mind at this year’s show was what the future will bring. And how can manufacturers, wholesalers and dealers capitalize on the renewed interest in shooting, and the tens of thousands of new gun owners in the market? The majority of NASGW attendees beRuss Thurman SALES Companies Mark Historical Year, Launch 2010 New Products he 36th Annual National Association of Sporting Goods Wholesalers (NASGW) Meeting and Expo was held in Reno, Nev., in November. Shooting sports manufacturers and wholesalers from throughout the country and the world reviewed 2010 new products, pricing and programs, and discussed strategies for the future of the industry. The mood of exhibitors and attendees at the show was considerably better than a year ago, when the show was held in T Business is the focus at the Glock booth during the 2009 NASGW Expo. 30 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=31http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=31lieve 2010 will be a good year, but probably will not equal 2009. The consensus seemed to be that those companies with the best new products — and the most aggressive marketing — will profit the most in coming years. Hewitt Grant, president and CEO of Ellett Brothers, said 2009 was the company’s best year ever. “We believe 2010 sales will go back to 2008 sales levels or slightly better,” Grant said. “Ammunition will continue to be strong, as will concealed carry firearms. Accessories related to concealed carry, tactical products and products designed for women will lead the way.” Grant said dealers should watch their inventories closely, and utilize their distributors to fill orders on a timelier basis. “If dealers choose to gamble, they should gamble on ammunition,” Grant said. Additionally, “the shooting sports industry must be proactive in their support of the NRA and the NSSF, as well as the youth and women markets,” Grant said. Todd Seyfert, president of Magnum Research Inc., said 2009 was a great year, but he feels 2010 could be even better. “After the last gun buying surge in the Clinton era, new products led all sales categories,” Seyfert said. In order to take advantage of the consumer’s desire for new products, Magnum Research is introducing more new offerings in 2010 than they have in the past 15 years. Their new Desert Eagle 1911 received rave reviews at the NASGW Expo, as did the company’s first Striker Fire Baby Eagle pistols in 9mm and .40. “We plan to be more aggressive in new products, advertising and promotion than we have ever been. We are very excited about the future, and believe we are positioned for steady growth,” Seyfert said. Steve Hornady, president and CEO of Hornady Manufacturing, agrees that new products are the most important element to future success. Hornady’s new line of loaded ammunition called “Superformance” leads a long list of the company’s 2010 new products, and Hornady is upbeat about the future. “This year (2009) was the best year in our history,” Hornady said. “We have made a huge commitment to grow our facility and our staff to handle more growth, and we are very confident in the future.” Regarding legislative threats, Hornady said, “I believe in this industry, and I am happy to say we have matured in our attitude and our professional approach to our enemies. The NSSF and NRA have done a tremendous job. They are vital to our future and deserve our full support.” Joyce Rubino, vice president and chief operating officer of Colt’s Manufacturing, said the company accomplished a lot in 2009 as part of its reemergence into the commercial market. “We feel very good about our efforts. A lot of hard work has gone into strengthening the manufacturing operation by investing in new equipment and our engineering efforts. We put a lot of the emphasis into getting the infrastructure rebuilt from the ground up, so we can get more product into the marketplace,” Rubino said. The reaction to Colt’s efforts and its new products was very positive at the Expo, Rubino said. “We had a very strong reaction. The market is so strong right now in personal defense, and our new Agent and Defender are top sellers. The distributors continue to be very supportive of Colt. We had an increase in our production in 2009 and it was noticed, and they’re very pleased with our efforts,” Rubino said. For the future, Rubino says the company’s goals include www.shootingindustry.com Great 2009, Optimism For 2010 John Schild, senior VP of sales and marketing for GAMO Outdoor USA, shows off the Laser Genetics ND3, which is mounted on a Laser Genetics scope. The ND3 casts a green laser beam out to 250 yards. Russ Thurman Joyce Rubino, Colt’s Mfg. vice president and chief operating officer, holds the new 9mm Agent. FEBRUARY 2010 31 Russ Thurman2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=32http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=32The NASGW awards ceremony (from left): Chris Killoy, Ruger VP of sales and marketing; Todd Binsfield, Birchwood Casey marketing manager; Tracy King Kolojeski, NASGW director of operations; Michael Fifer, Ruger president and CEO; Michael Wenner, Birchwood Casey VP; Steve Sanetti, NSSF president and CEO; Robert Scott, NSSF chairman; Richard Papendick, Winchester Ammunition manager of wholesale distribution; and Michael Ferguson, Winchester Ammunition manager of Western area sales. consistent, reliable production. “Steady production will translate into more new products we can bring to the marketplace in 2010 and 2011,” Rubino said. Michael Brown, president of Camfour, Inc., and chairman of the NASGW, noted an increase in attendance at the show, and an increase in his company’s 2009 sales. “We will all need to work even harder in 2010, but business is strong. New products will be critically important in the next few years, and each new product is proof we have decided, as an industry, to refuse to participate in the recession,” Brown said. Bob Morrison, president and CEO of Taurus International, confirmed that 2009 was their best year in history, but he felt 2010 would be even better, given their lineup of new products. “The firearms being manufactured today are better than we have ever seen. Better manufacturing processes and the use of incredible new materials have enabled us to build more durable, lighter weight and more tailored products for today’s shooters,” Morrison said. 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Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=33http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=33Kresser Named New NASGW President ark Kresser is the new president of NASGW. Kresser said he is eager to discuss his vision and future plans for the association with those in the industry. “I’m honored to accept this great challenge and am looking forward to talking with you, listening to you and working with you as we begin an exciting new year,” Kresser said. Assuming the post on January 1, Kresser has extensive industry experience, most recently as senior vice president of sales and marketing at O.F. Mossberg & Sons, Inc. He also held top management responsibilities at SIG SAUER. “Mark is well known and highly regarded throughout the shooting and hunting industry,” said Michael Brown, we must be ever vigilant in the continuing fight for our freedom. Support of the NSSF and the NRA is vital to our future.” Gene Lumsden, president and CEO of Legacy Sports International, said of 2009, “It’s been a very good year. It’s been a great year. Trust me.” Lumsden said his company is pursuing an aggressive marketing plan for 2010, despite M NASGW chairman. “He’s a creative, intelligent man who knows guns and shooting, and understands the unique challenges our businesses face. Just as importantly, he’s the type of a guy who people truly enjoy being around and working with. I’m confident Mark will be eagerly welcomed by members and manufacturers alike, and will help lead our association to a new level.” Tracy Kolojeski, NASGW director of operations, said Kresser has already set a positive tone with the organization. “It’s obvious to us that Mark is ready to get to work and make a difference. The staff of NASGW is eager to work with him. We’re looking forward to a great 2010 all the way around,” Kolojeski said. his concerns about the economic slump. “Although 2009 was a great year and reminiscent of the run-up in sales when the Brady Bill took effect, we now have an unemployment rate of over 10 percent; that one we haven’t experienced yet. We will continue to be aggressive in our marketing efforts, but will also keep a close eye on the economy and unemployment Mark Kresser, NASGW president figures throughout 2010.” NASGW presented its Industry Achievement Awards at the Expo’s annual awards breakfast. Awards were presented to the industry’s leading firearms, ammunition and accessories manufacturers, as well as the Chairman’s Award for industry NASGW Presents Awards www.shootingindustry.com FEBRUARY 2010 332011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=34http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=34Todd Seyfert, president of Magnum Research Inc., displays the new Desert Eagle 1911, which received rave reviews at the NASGW Expo. leadership. NASGW wholesale members evaluated the performance of manufacturers’ distribution policy; marketing, sales and promotion; logistics and operations; and NASGW and industry support. Birchwood Casey was named the Accessories Manufacturer of the Year. “One of our internal mottos is, ‘You are only as good as your team,’” said Mike Wenner, vice president of sporting goods for Birchwood Casey. “Our team includes the consumers, dealers, distributors and all the people involved to bring the orders to a conclusion.” The Ammunition Manufacturer of the Year award went to Winchester for the second consecutive year. “We are honored,” said Dick Hammett, Winchester Ammunition president. “Both our marketing and sales staffs are committed to promoting and selling our products through our wholesale distributors and independent dealers. In addition, our new product development department sets new standards in ammunition technology year after year.” The Firearms Manufacturer of the Year award was presented to Sturm, Ruger & Co. for the third year in a row. “Our organization is dedicated to meeting the needs of our independent distribution network. Through a strong commitment to our Voice of the Customer program, we are generating a product mix that is meeting the demands of the current marketplace, helping both Ruger and the wholesalers remain successful in this competitive business environment,” said Mike Fifer, Ruger CEO. “We want to thank NASGW members for this award 34 FEBRUARY 2010 and their continued support.” Breaking with tradition, the NASGW Board presented the Chairman’s Award for Industry Leadership to the NSSF. “This award recognizes the unrelenting support of our industry from a fellow trade organization,” said Brown, NASGW chairman. Bob Scott, chairman of the NSSF board of directors, said, “We are proud and surprised the NASGW has recognized the NSSF for our work in promoting and defending the shooting sports. Our staff of over 40 people in Newtown, Conn., works tirelessly to defend and grow the shooting sports market. Programs such as First Shots, Don’t Lie for the Other Guy and Project Child Safe have made a real difference.” This year’s NASGW Annual Meeting & Expo will be held Nov. 3-5, 2010, at the Downtown Convention Center in Louisville, Ky. Visit www.nasgw.org for more information on the organization’s events, services and programs. 9 Mark Your Calendars www.nasgw.org Read SI DIGITAL www.shootingindustry.com Ray Oeltjen2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=35http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=35HEAVY-DUTY RANGE BAGS AMAZING HOLDING CAPACITY! Designed to safely organize and transport shooting gear to and from the range, these top grade ballistic nylon covered Range Bags also provide excellent protection for all cameras, lenses, handguns, ammo and other gear. 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By Greg Staunton AMMO recreation, whether or not they are hunting enthusiasts. “Customers can take their kids, their wives or husbands out shooting. Dealers ought to think about encouraging people to do that. Maybe it’s just an in-store promotion for your regular customers who have never thought about it. Stock some inexpensive firearms they can use. Offer package deals on ammunition. There’s all kinds of ammunition possibilities available for people who want to go out and have a good time,” Hanes said. Many manufacturers can help you with advertising through co-op programs. Remington’s Dealers can’t wait for ammunition customers to come to their shops. Instead, they need to let them know what they are offering, says Scott Hanes, Remington’s product manager for shotshell ammunition. BOX mmo and reloading sales skyrocketed during 2009, driven by unprecedented firearm sales. Dealers scrambled for ammunition inventory many shooters as possible, some dealers limited customers to one or two boxes of ammo per sale. While supplies, for the most part, have caught up with the demand, ammunition and reloading remain hot. But, are there ways to increase sales even more? Yes, but the new decade calls for new dealer strategies. Russ Thurman and manufacturers redoubled their efforts to get the most in-demand loads into the pipeline. To prevent hoarders from wiping out supplies and to satisfy as “You can’t just put a bunch of money into ammunition inventory, open the doors and figure the world is going to come. That’s not the way it works anymore,” said Scott Hanes, Remington’s product manager for shotshell ammunition. “I think independent retailers may not advertise as much as they should. That’s not saying they should compete on price. However, a lot of times the consumer doesn’t know what you have.” How many consumers waiting for the next hunting season are sitting around on a Sunday reading their newspapers and thinking about the target loads they would love to have for a fun, relaxing day of range shooting? Likely not many, but Hanes says there could be hordes — if your store had an ad in that paper. “When you are not selling a lot of hunting stuff, you can sell target-shooting ammunition — rimfire, metal-case pistol loads, gun-club target loads — things that are lower-priced items that will allow people to go out and have a good time at the range shooting some rounds,” Hanes said. Shooters, Hanes points out, are into www.shootingindustry.com Don’t Wait For Customers Cash In On Co-Op FEBRUARY 2010 372011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=38http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=38“ Offer package deals on ammunition. There’s all kinds of ammunition possibilities available for people who want to go out and have a good time. ever run out of the funds associated with that. So either the retailers don’t know about it or they are not taking the time — and I know everybody’s busy — to stop and evaluate their businesses and see if there’s a way to do something different,” Hanes said. For Remington’s Marketing Co-Op Advertising Guidelines, visit www. remington.com/artwork. For other co-op advertising program can help pay for advertising. “We have a lot of dollars in our advertising co-op budgets that don’t get spent every year. I don’t think we’ve Winchester continues to find success with its For 2010, Federal Premium adds three new Supreme Elite Bonded PDX1 Personal Protec- loads to its Vital-Shok Trophy Bonded Tip tion ammunition. For 2010, the company line. There are 29 loads in the line, including adds .380 Auto (95 gr.) and .45 Colt (225 gr.) the new 7mm Rem. Magnum, 7mm WSM to the line. 7mmAM STW.Page 1 185.26562 ShootInd Feb2010 12/2/09and 8:53 companies, contact your distributor — remember, he works for you — and ask about manufacturers’ co-op programs. Hanes says local cable TV stations and newspapers are two great sources for relatively inexpensive advertising. Word of mouth may have been your primary means of advertising up to now — and that is an old tried-and-true strategy — but it may only reach your known “club” of shooters. What about the customer who recently moved into your community? Don’t you think he would love to know about the friendly neighborhood gun dealer a few miles down the road? Do you have a store Web site? Are you utilizing it to its full potential? Are you active in a social network such as Facebook? How about ammo promotions or firearm-ammunition package deals? “Maybe a dealer can work with a wholesaler who is long on some particular load and could cut his price a little bit ” Doug Koenig • 16 Time Masters International Champion • 11 Time Bianchi Cup Champion ike these champions, Starline knows what it takes to become the best. We believe you must take the time to absorb feedback and then enhance your process. It’s the attention to detail that helps Starline make the finest brass, case after case, shot after shot. Let us prove to you what these champions already know, a great shot starts with Starline Brass. CALIBER NEW � UNPRIMED BRASS 38 SPECIAL 357 MAG 357 SIG 40 S&W 10MM 40 SUPER 45 G.A.P. 45 AUTO 45 AUTO RIM 45 COLT 460 MAG 500 S&W MAG (R) Bruce Piatt • 5 Time Bianchi Cup Champion • 16 Time USPSA National Law Enforcement Champion • 5 Time 3-Gun Tactical Match World Champion 30 LUGER 7.62X25 TOKAREV 380 AUTO 9MM 9MM LARGO 9 SUPER COMP (9X23) 38 SUPER 38 SUPER+P 38 SUPER COMP 38 TJ 38 SHORT COLT 38 LONG COLT Todd Jarrett • 9 Time USPSA National Champion • 4 Time IPSC World Champion This is a partial list. Call or check web site for a complete list of products. 1-800-280-6660 or www.starlinebrass.com Order factory direct on-line at www.starlinebrass.com or call 1-800-280-6660. Proven to Perform 38 FEBRUARY 2010 1300 W. Henry St. • Sedalia, MO 65301 © 2010 Starline Brass Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=39http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=39and the retailer can cut their price down a bit as an incentive. Say, if you buy XYZ gun, your first box of ammunition is $5,” Hanes said. Once you get more consumers to your store, you’ll want to ensure you are offering them superior service so they will come back and refer their buddies. Hanes says Remington can help with that, too. “Advertising is one thing. Certainly, educating your employees on being up-to-date on what the new products are is another thing. We have some resources ourselves within Remington. We can send merchandising people around to help with signage in stores and posters and information on key products we have. It’s important to keep tuned to what’s going on,” Hanes said. Are you concerned you may be losing some ammunition business to online retailers? Don’t be. Hanes points out that what may look like a better deal online may not be after factoring in freight and hazardous materials fees. “That’s an advantage a local dealer has over the catalog guys,” Hanes said. Tap Into The Reloading Surge R eloading saw a tremendous comeback “In the past, more people were emin 2009, according to Chris Hodgdon, ployed. They had the money and the head of marketing and sales at Hodgdon ammunition was available. Since the Powder Co. “We’re seeing a record number of new reloaders and we’re seeing guys that have been out of it for 10 or 15 years come back,” Hodgdon said. “Ninety percent of it is on the rifle powder side.” While the lack of ammunition was the major reason for the resurgence of reloading, Hodgdon says there are other contributing factors. “In addition to the general interest in the shooting sports, there’s been a big movement towards concealed carry, and I think that’s driving a lot of people in their reloading purchases,” Hodgdon said. “People want to extend their shooting with the hobby of reloading.” The economy is also a factor. It has forced more people into reloading, which costs only about a third of the price of new ammo, Hodgdon says. And yes, he realizes sometimes primer can be tough to find, but affording new am- Hornady continues its free bullets program for 2010, with its “Get Loaded Again” promotion. munition is harder still for some folks. www.shootingindustry.com FEBRUARY 2010 392011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=40http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=40Harness the power of the world-wide-web to bring new customers to your door. Increase Your Sales Offer Customers A Fully Stocked ONLINE STORE Now Your Website Can Offer Over 10,000 Products DISTRIBUTOR CATALOG New this year, Barnes offers Buster Bullets, heavy-for-caliber handgun and lever rifle bullets intended for hunting bear, wild boar, moose, bison, buffalo and other large game. Hodgdon has seen the supply-demand rollercoaster before, though he acknowledges 2010 dawned with an unprecedented sense of urgency. “Back in the 1994-95 time frame when Clinton was in office, we saw business go through the roof, but it’s nothing compared to what’s happening now. We’ve just never seen it in our 60-some years in business,” he said. “And there’s been no proposition of any anti-gun legislation out there. Just wait until they talk about a new gun law coming out.” Dealers can face this opportunity headon by taking a serious look at businessas-usual and adjusting where necessary. Can ammunition and reloading sales be improved? Yes, by thinking outside the ammo box. 9 economy has soured, it’s helping that side of our business,” Hodgdon said. It’s smart for all dealers to have at least one reloading expert on hand, Hodgdon says. - Distributor Product & Inventory Link Identify that person or persons, train them and turn them loose on your cash-strapped - One-Click-To-Ship customers who may be thinking about re- See Reader Service, page 45, for a listing - Custom Design & Branding of ammo & reloading manufacturers. loading. Then, come up with some promotions to get the word out. “Dealers can bring in NRA-certified reloading instructors and do reloading seminars. That would be a way to gain www.outdoorbusinessnetwork.com more exposure for their store. Maybe they can tie it in with some sales promotions,” Hodgdon said. Dealers who have a working reloading station set up in their stores, with a knowledgeable reloader supervising, report significant increases in sales of reloading equipment and components. This “hands-on” sales technique never goes out of style. To meet the demand, Hodgdon assures dealers his company is committed to meeting the needs of reloaders. “We are working six days a week and have added shifts to keep up with the demand. We’re trying to bring on more people. It’s been a wild ride. Difficult, but a good kind of difficulty,” Hodgdon said. Like many in the firearms indus- Hodgdon’s 2010 Annual Manual has more than try who have been around for a while, 5,000 rifle and pistol loads. Train Staff, Offer Demos Ammo & Reloading Call Today for a Free Consultation and Online Demo Toll Free: 1-800-699-0820 “ Dealers who have a working reloading station set up in their stores, with a knowledgeable reloader supervising, report significant increases in sales. 40 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com ”2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=41http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=41JOIN US! JULY 23-24, 2010 (2-day event!) SU PPORTI NG MASTERS Heartland Shooting Park Grand Island, Neb. SHOOTING INDUSTRY Eighth Annual It’s Time To Enter Your Team The Shooting Industry Masters is much more than a threegun shooting match. In fact, it doesn’t even matter how well you shoot. The two-day match offers you a chance to get to know other big shots in the industry, form business alliances, build team bonds and most importantly, support the NSSF’s First Shots program, which introduces new people to the shooting sports. Here’s the best part — you’ll have fun shooting. The combination of pistol, rifle and shotgun events are beginner friendly and shooting-pro challenging. Your shooting scores? Only you and your team will know. We don’t publish scores so you can brag all you want. So clear your calendar for the weekend of July 23-24 and make plans to attend the Eighth Annual Shooting Industry Masters. SPONSORED BY: National Shooting Sports Foundation’s BENEFITTING: EVENT SCHEDULE TEAM CHECK-IN Handgun, Rifle & Shotgun team events & lunch at The Heartland Shooting Park Friday, July 23, 2010 2010 MATCH ENTRY FORM EARLY BIRD BONUS: Enter your team, with payment by April 25, 2010 and pay only $1,250 for your four-man or $1,500 for your five-man team entry. You will also receive a free 1/4 page, 4C Shooting Industry Masters Challenge Ad in the June issue of Shooting Industry magazine. Early Bird Four-Man Team Entry $1,250 Early Bird Five-Man Team Entry $1,500 After April 25th, Four-Man Team Entry $1,500 After April 25th, Five-Man Team Entry $1,750 Team Welcome Reception AT THE Shooting Industry Academy of Excellence Awards presentation at The Holiday Inn Grand Island-Midtown Friday Evening Sponsor Team Entry Four-Man Team, $1,000 Five-Man Team, $1,250 Saturday, July 24, 2010 Handgun, Rifle & Shotgun team events & lunch at The Heartland Shooting Park Contact Name: Company: Address: City/State/Zip: Phone: Payment Type: Card No: Exp. Date: Initial: 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!FEBRUARY 2010 41 Masters Awards Banquet with Raffle to benefit NSSF’s First Shots Program at The Holiday Inn Grand Island-Midtown Saturday Evening E-Mail: MC/Visa/AmEx/Dis Check Enclosed For additional information, including our great hotel group rate, contact Elizabeth O’Neill at 888.315.3641 e-mail: elizabeth@shootingindustry.com Mail or FAX with payment to: ATTN: Elizabeth O’Neill, FMG Publications 12345 World Trade Dr., San Diego, CA 92128 www.shootingindustry.com FAX 888.651.75682011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=42http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=42BUSINESS OPPORTUNITIES Consider all your employment options in the Shooting, Hunting, Knife, LE/Tactical & Outdoor Industry. Industry specific, key employee search firm. Candidate contact encouraged, confidential, free. All fees paid by employer. Shooting Search, Inc. 407-321-5822 www.shootingsearch.com. search@shootingsearch.com 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. New products See Your Product Here! Text First Line Text Address all releases to: New Products Editor SHOOTING INDUSTRY MAGAZINE 12345 World Trade Dr. San Diego, CA 92128 SHOOTING INDUSTRY MAGAZINE www.shootingindustry.com If you are a manufacturer, importer, distributor or entrepreneur with a newsworthy, new or revised product available Company to dealers or distributors, let us know! Phone # Website We have room for about 80 words. Pictures should be color, if possible. Electronic images, transparencies and glossy SIprints DIGITAL are acceptable. Product releases are printed on a Hot Link space-available basis at the discretion of the editorial staff. FMG Publications Ladies Basic Guide To Concealed Carry The new Concealed Carry for Ladies training course from Thunder Ranch offers a comprehensive look at concealed carry from a woman’s perspective. Instructor Heidi Smith presents her concepts on gun selection and carry options in an easy-to-follow, relaxed format. Heidi’s range demonstrations, guided by husband Clint Smith, provide a complete picture on how to safely carry a concealed handgun, and draw and fire from several effective platforms. FMG Publications SI DIGITAL Hot Link 1-800-628-9818 www.americanhandgunner.com/TRvids Sign Up For A Free Subscription To SI’s All-Digital Edition. Visit www.shootingindustry.com. Sturm, Ruger & Co. Ruger 10/22VLEH The Ruger 10/22VLEH Target Tactical rifle, a new version of the 10/22T Target, offers many of the features available in the Hawkeye Tactical bolt-action rifle. Chambered in .22 LR, the rifle has a cold hammer-forged, spiral-finished barrel, shortened to 16 1/8". The .920" OD match-grade barrel is capped with a target crown. It has a Hogue OverMolded stock, with double palm swells, a varminter-style forend, swing swivel studs and recoil pad. The rifle has an adjustable bipod. HEVI-Shot Performance Choke Tubes HEVI-Shot Choke Tubes are made from 17-4 stainless steel and are built to handle all lead, high-density and steel pellets. The choke tubes feature internal axial scoring for tighter patterns, ported tubes for reduced barrel whip, and the knurled end allows for quick changes. Sturm, Ruger & Co. (203) 256-3367 www.ruger.com SI DIGITAL HEVI-Shot (928) 776-1627 www.hevishot.com SI DIGITAL Hot Link Hot Link 42 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=43http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=43Warne Scope Mounts RAMP Mounting System Warne’s RAMP (Rapid Acquisition Multi-sight Platform) mounting system accommodates multiple optics and accessories. Manufactured from magnesium phosphate-coated steel and matte black hard-anodized aluminum, the mounting system attaches to any Picatinny rail. It has a heady-duty clamping system. Dual 45-degree rails at the rear of the system permit mounting of additional reflex-style sights, laser designators or lights. The RAMP fits all small- and large-frame, flattop AR platforms, and is available for 1" and 30mm scopes. Source Code: CHQ Warne Scope Mounts THE REGENT “In my opinion, the Regent 1911A1 .45 is, without doubt, the best 1911 type .45 automatic on the market today for under $800. 1-800-683-5590 www.warnescopemounts.com SI DIGITAL .45 ACP 1911A1 Hot Link Robert H. Dunlap NOT ALL 1911’s ARE CREATED EQUAL New Century NcSTAR Rifle Case/Shooter’s Mat The NcSTAR Rifle Case/Shooter’s Mat is constructed of PVC-coated material. When folded, the case secures a rifle with a muzzle pocket and elastic locking strap that is fully adjustable. Unfolded, the mat has accessory compartments for storing gear, a see-through window for a ballistics chart, 10 elastic cartridge loops and heavy lining. The outer surface has PALS webbing to attach PALS-compatible accessories, plus shoulder straps, wraparound carry straps and reinforced drag straps. Master Gunsmith, Mechanical Engineer, Lassen College Gunsmith Instructor Emeritus The Regent Model R100, was created in Trabzon, Turkey at a modern, high-tech state-of-the-art factory that also manufactures firearms for NATO under the strict requirements: FOR DETAILS, PLEASE GO TO ISO 9000 & AQAP 120 NATO Quality Standards WWW. IACIMPORTS.COM MFG. IN TURKEY – IMPORTED BY IAC BILLERICA, MA MSRP: $559.95 SIDERLOCK Glock Trigger Safety SIDERLOCK is a trigger safety designed for Glock pistols. It replaces the original trigger to offer added blockage of the firing action. A push on the safety pin acts to block or release the movement of the central pivot of the trigger. It behaves exactly as the original Glock trigger when in the release position. New Century NcSTAR 1-866-627-8278 www.ncstar.com SI DIGITAL SIDERLOCK SI DIGITAL www.siderlock.com Hot Link Hot Link www.shootingindustry.com FEBRUARY 2010 432011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=44http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=44Firearms Business Insurance Wholesalers & Distributors • Retail Sales • Manufacturers & Importers Ammunition & Bullet Manufacturers • Indoor & Outdoor Ranges Trap, Skeet & Sporting Clay Fields • Gunsmiths • Firearms Instructors Providing Quality Insurance Products to the Firearms Industry for Over 25 Years. R Streamlight Stinger LED HPs The Stinger LED HP and Stinger DS LED HP rechargeable flashlights feature C4 LED technology, three intensity levels and a strobe. They deliver 200 percent more intensity than the Stinger LED and Stinger DS LED. They offer 48,000 candela peak beam intensity and 200 lumens of measured system output in the high level, 24,000 candela peak beam intensity and 100 lumens in the medium setting, and 11,000 candela peak beam intensity and 50 lumens in the low setting. The lights are constructed of machined 6000-series aircraft aluminum, and feature a non-slip rubberized comfort grip. Coverage Available in All 50 States. Endorsed by info@jcinsco.com • www.guninsurance.com • 800.526.2199 JCI-68 InsJournalMagAd_20091007.indd 1 catalog #32 10/7/09 10:31 AM The only source that you’ll ever need for current, obsolete and military gun parts, gunsmith supplies, military surplus and shooting accessories. ONLY $22.95! (for the set) Streamlight Inc. 1-800-523-7488 www.streamlight.com SI DIGITAL ITEM#TP-32 Our new, two-volume Catalog #32 features our 1,120 page Reference Guide and our 312 page Accessory Catalog. Order your catalog NOW! Our latest edition features more than 180,000 individual items, over 700 schematic drawings and parts lists, and a store brand name to original manufacturer cross-reference. We carry products for hundres of manufacturers including: • Heckler & Koch • Colt • High Standard • Ruger • Marlin • Mauser • Mossberg • Remington • Savage • SigArms • Glock • Uberti • AMT • Benelli Hot Link Order @www.GunPartsCorp.com to receive a $5.00 rebate on your 1st web order! U.S. Orders: Shipped bulk mail. Shipping charges included. Foreign Orders: Shipped air mail (30 day delivery) or surface (90 day delivery). Shipping charges additional. Mail: PO Box 299 West Hurley Ny 12491 — or — 226 Williams Lane, Kingston Ny 12401 Order Toll-Free: 866-686-7424 • Toll-Free Fax: 877-GUNPART • Web: GunPartsCorp.com Ameristep Crossbow Ground Blind Ameristep’s Crossbones/Crossbow Ground Blind is designed for the crossbow hunter. It features Durashell PLUS fabric, which eliminates excess noise, a crossbow holder, custom pack carry system, a window design for shooting at a downward angle with no obstruction, and a camo zipper window design for multiple window variation. It’s offered in Realtree AP HD. Zel Custom Manufacturing Gen-3 Tactilite Zel Custom reports a “significant upgrade in accuracy and durability” with the Tactilite Gen 3, the third-generation of Tactilite big-bore, bolt-action uppers for AR-style rifles. The upper receiver is machined from a single piece of steel, offering additional strength. The receiver also features an integrated scope rail, which is aligned with an integrated barrel extension for greater accuracy. The Gen-3 is offered in .50 BMG, .338 Lapua and .416 Barrett. Zel Custom Manufacturing (303) 353-1473 www.zelcustom.com SI DIGITAL Ameristep (810) 686-4035 www.ameristep.com SI DIGITAL Hot Link Hot Link 44 FEBRUARY 2010 Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=45http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=45Reader Reader service Companies Page 13 19 10 14 6 43 39 17 16 32 23 19 36 7 5 34 15 43 44 32 9 1 11 12 29 44 40 21 2 5 40 25 3 47 48 38 35 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 Companies Page 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 26 26 26 26 37 37 37 Companies 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 Forster Products Frankford Arsenal 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 Co. 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 Brass Swift Bullet Co. Triton Ammunition Ultramax Ammunition Weatherby Inc. Winchester Ammunition Wolf Performance Ammunition Zero Ammunition Co. Page 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 ADVERTISERS Advanced Technology Int. AirForce Airguns ArmaLite Barnes Bullets Inc. Black Hills Ammunition Inc. Brownells Columbia Marking Tools Connecticut Shotgun Mfg. Crimson Trace Corp. Davidson’s Inc. DPMS European American Armory Fiocchi Ammunition FNH USA Galco Gunleather HKS Products Inc. Hornady Manufacturing Inc. Interstate Arms Corp. Joseph Chiarello & Co. Kel-Tec Lyman Products MKS Supply Inc. MTM Molded Products Co. NASGW Nosler Numrich Gun Parts Outdoor Business Network ProMag Industries Savage Arms Scherer Supply Shooting Search SIG SAUER Sports South LLC Springfield Inc. Stag Arms Starline Brass Woodstock Int. SELF-DEFENSE Aimpoint Al Mar Knives American Ammunition American Tactical 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. EOTech European American Armory Federal Premium Fiocchi Ammunition FNH USA Fobus USA 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 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. Robar 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 Tigerlight Trijicon Truck Vault Viridian Wilson Combat Winchester Ammunition Winchester Repeating Arms Wolf Performance Ammunition AMMO & RELOADING Accurate Arms Co. Alliant Powder American Ammunition Ameristep FMG Publications HEVI-Shot New Century NcSTAR SIDERLOCK Streamlight Sturm, Ruger & Co. Warne Scope Mounts Zel Custom Manufacturing NEW PRODUCTS 44 42 42 43 43 44 42 43 44 To receive an advertiser’s catalog, see this page in our Web-based edition: SI Digital. Each of our advertisers’ listings on 2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=46http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=46Industry Industry watch Doing Business At The “Pretty Nuts” Level Russ Thurman I t was an interesting challenge trying to chat with gun dealers during December. In a quest to get an idea of how sales were going during the critical holiday season, I placed calls to a dozen dealers. I never actually spoke to a number of them — they were too busy making sales. I have a policy to never get in the way of doing business, so I took no slight. Rather, I took the response of “He can’t talk to you right now. Can you call back later?” as a welcome indication that business was brisk. When I did get a dealer on the line, the call was usually punctuated with numerous interruptions: “Yes, that’s something I can do.” “Include one of those with that pistol.” “Someone will be with you right “ away.” “Help him with that, would ya.” I love the sound of business in the morning! Or anytime. “It’s pretty nuts around here,” said Ron Buschmann, general manager of Shooter’s Supply & Law Enforcement Equipment in I love the sound of business in the morning! Or anytime. Louisville, Ky. “No complaints, of course.” That pretty much summarizes all the dealers’ comments. During December, the industry posted another economy-defying month, with sales brisk across most segments of the ” market. In firearms, NICS’ background checks in December hit 1,407,155. While this was 7.6 percent lower than December 2008, when sales shot off the chart, it was 14.4 percent higher than December 2007. Nationally, the U.S. Commerce Department reports retail sales fell 0.3 percent in December, a disappointing posting since many economists forecasted sales would see a gain for the month after an encouraging November. Thus, the industry continues to enjoy sales that can only be described as remarkable, especially when compared to most of the nation’s businesses. Will such business continue for 2010? Here’s hoping dealers will be too busy to chat with me throughout the year. enchmade Knife Company is building knives to support USA Shooting’s goal of preparing American athletes to win Olympic medals and promote the shooting sports throughout the United States. The USA Shooting Team Exclusive knives feature Benchmade’s patented AXIS locking mechanism, 440C stainless steel blades with the USA Shooting Team logo and a blue glass reinforced nylon handle. The 527BK-USA and 527SBK-USA will be offered for $105. A portion of the proceeds from every unit sold will be donated to the USA Shooting Team. “Benchmade takes great pride in supporting American athletes and manufacturing quality, USAmade products. We are very excited about the partnership with USA Shooting,” said Rob Morrison, director of marketing for Benchmade. Visit www.benchmade.com and www.usashooting.com. B Benchmade Supports USA Shooting inchester Ammunition is paying tribute to Oliver Winchester’s 200th birthday in 2010 with a commemorative line of .22 LR, .45 Colt and .30-30 Win. ammo. Also, Winchester Repeating Arms is returning the Model 94 lever-action rifle, in two limited-edition models, to celebrate Winchester’s birth in 1810. “Oliver Winchester was a pioneer and he left a legacy that we are proud to uphold. Without a doubt, he’s one of the most famous names in the shooting sports industry, and it’s only fitting that we pay tribute to his success during the year of his 200th birthday,” said Dick Hammett, president of Winchester Ammunition. For more information, visit www.winchester.com. 9 W Celebrating Winchester’s Birthday JOIN US! JULY 23-24, 2010 (2-day event!) Why should these shooters have all the fun? 46 FEBRUARY 2010 SI DIGITAL Hot Link Read SI DIGITAL www.shootingindustry.com2011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=47http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=472011-02-11T20:21:19+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=48http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Feb2010/?Page=48STAG ARMS Piston Carbine The new Stag Arms M8 is the next generation of piston carbines. We have worked through the challenges that others have struggled with to produce a reliable and tough carbine that won’t break the bank. There are many features that make the Stag M8 run better, cooler and cleaner. THE NEW STAG ARMS M8 PISTON CARBINE Our adjustable short stroke piston is the heart of the system. It is easily serviced from the front and all gasses are vented away from the shooter and the action. Built on the solid Stag receivers you’ve come to trust, the M8 has been completely redesigned on the inside. A Midwest Industries flip-up rear sight is part of the package. Model 8 MSRP Rt Hand $1145 Lt Hand $1185 The bolt carrier has been specially developed to prevent “carrier tilt”. Carrier tilt can cause wear problems in the rear of the lower receiver and the buffer tube threads. A one-piece bolt carrier has been developed to ensure that the carrier key does not shoot loose. In addition, the manganese phosphate coated carrier is much more resistant to fouling and carbon. Model 1 MSRP Rt Hand $949 Lt Hand $989 M1 Direct Gas Carbine The introduction of the new Model 8 gives AR15 shooters more choices than ever. Whether you choose a piston or gas model, right or left handed, carbine or rifle, rest assured that you’ll have a dependable, fast handling AR without spending more than you have to. Built entirely in-house, Stag AR15’s have a fit and finish no other can match - at any price. The Choice Is Yours Stag Arms 515 John Downey Dr., New Britain CT 06051 For More Information, Visit Us At: www.stagarms.com By phone at: 1-860-229-99942011-02-11T20:21:19+01:00