Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. Massad Ayoob Should You Start A Cop Shop? — Part II ast month, we looked at two gun ers tend to first address firearms, the L.E. officers. Make a point of learning what shops that have excelled in law market is particularly accessory-heavy. the cops in your area carry as primary enforcement sales. That’s important for your profit. firearms. If the duty weapon is a fullRiley’s Law Enforcement Sales in “There isn’t much money to be made size Glock, compact versions in the same Hooksett, N.H., is extremely successful, starting out in this business,” Shore said. caliber will sell particularly well for offcontributing 25 percent of the income to “People don’t realize we only make 10 duty use. In addition, subcompact “baby the overall operation of Riley’s Sports percent on a new gun.” Glocks” in the same caliber will be in deShop. What are some of the keys to RiMany dealers have added to their earn- mand for off-duty function, and on-duty ley’s success in the L.E. market? ings by reselling firearms traded in by wear as backup weapons. “We found it was really important to departments on new guns. This no longer Look for brands that your local comnail down some of the best, petition does not carry, yet most popular product lines and have credibility with street be certain we could provide the cops. Some dealers haven’t best prices and best delivery. We yet gotten the word on the have Glock, CCI and Federal vast BlackHawk brand. The as core lines in the firearms and SWAT cops, the gun buffs ammunition area,” said owner on the police departments, Ralph Demicco. In gun leather, and any officers back from Riley’s offers Bianchi, Galco, reserve military deployUncle Mike’s and Safariland. ment in Iraq or Afghanistan In body armor, Riley’s stocks sing the praises of Blackthe Armor Holdings line. Hawk tactical equipment. In Lincolnwood, Ill., just The line is expanding, with outside Chicago, Shore Gallersome outstanding plainies is the dominant retailer of clothes holsters like the firearms to law enforcement. At SERPA line of concealable, Shore, the key to success, acfast security scabbards. The cording to owner Mitch Shore, SERPA is also available in is knowing the local market At Riley’s Law Enforcement Sales, former police officer Joe Gurick (right) a tactical thigh holster that discusses L.E. products with a department firearm trainer. and stocking accordingly. is simply outstanding. Shore is a distributor for The Dynamic Entry line Beretta, Mossberg, Remington, Ruger and offers as much profit as it did during the of breaching tools by BlackHawk will Sig Sauer. Today, the overwhelming best decade of the infamous Clinton Gun Ban, be of interest to ordinary police departseller from the Chicago PD approved list where the grandfathered 15-round maga- ments, not just SWAT teams. Most are at is the Sig Sauer, with the DAK feature. zines sweetened the pot and made a 9mm an affordable enough level that they can “Out of one recent class of 115 recruits, or .40 with three full-capacity magazines be purchased out of the department’s dis85 bought Sig DAK pistols,” Shore said. much more desirable to customers from cretionary funds without going through an Discovering and stocking the right L.E. the private sector. exhaustive bidding process. products, like any segment of the market, A good way to start is by selling offBlackHawk also is aggressively seeking is crucial to being successful. While deal- duty guns and backup guns to area police new dealers. Visit www.blackhawk.com. L Hiring Your Staff, Gaining Knowledge t is commonly believed that in the police weaponry business, cops only take their own kind seriously. All the staff at Riley’s Law Enforcement Sales is retired law enforcement officers. At Shore Galleries, Shore notes, “Some cops only listen to other cops.” Shore presently has a dozen full- and part-time employees, but says, “Only one, plus me, are cops, currently. However, at least eight of our former employees have joined the Chicago Police Department.” Shore was a police equipment dealer before he pinned on a 16 MARCH 2008 I badge. For some time now, he has worked as a part-time, fully sworn officer for the Riverwoods Police Department. He carries a Sig Sauer P229 .40 in his duty holster and a Kahr 9mm P9 on his ankle while in uniform, and the slim Sig Sauer P239 .40 offduty. He also does a lot of law enforcement training. He didn’t go that way to build credibility, though it has probably helped in that regard. There are plenty of police officers in your area who would welcome the opportunity to work in your shop. Ask your present customers who are police officers; they’ll spread the word. www.shootingindustry.com