http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/RSS.ashxShooting Industry March 2009 PagesMon, 02 Mar 2009 19:31:00 +0100http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=1http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=1INDUSTRY POSTS IMPRESSIVE FIREARM SALES MARCH 2009 HUNTING Accessories TURKEY SELLING CharlesDaly ® DEFENSE For Law Enforcement, Military, Home Defense, Target and Varmint Shooters Long Gun & Sharpen Target Package Sales! What's Your Marketing Strategy? Knife Sales Charles Daly brings its long tradition of firearms expertise to the AR industry. Offering superb Mil-Spec quality at competitive prices, our CDD-15 line of rifles and carbines come in a variety of popular configurations with many standard features usually considered custom, all covered under our limited “Lifetime Repair Policy” . Visit CharlesDalyDefense.com for more information. Dealers’ Troubles p. 28 www.shootingindustry.com CharlesDaly ® DEFENSE P .O . Box 6625 • Harrisburg, PA 17112 • T elephone: 866-DAL Y GUN • Fax: (717) 540-8567 www .CharlesDalyDefense.com • www.CharlesDalyForum.com Circle No. 207 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=2http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=2Circle No. 224 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=3http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=3PR ICE. N O I T C U D PRO FLES. I R Y T S TA N D A R D I L A U I L-S PE C Q M , T L I U B M to fight C U S TO s was called on economic crisi n paralyzed by a young natio rtain economic II ar W ld or W rselves in unce ou d During fin we y, Tool nts. Toda wis Machine & evil on two fro r destruction. Le unprecedented ou on nt be rly ila e home front ng enemies sim RENGTH on th ST d times and faci an Y IT N ilder of U . es itself as a bu r the front lines Company prid T FIREARMS fo ES N FI e th of ilder tas well as a bu defense or shoo ement, home rc fo en w la t, en and ilitary, governm th your current Whether for m compatibility wi e et pl m co rs Y rifle LMT offe il-spec QUALIT ing sports, only custom-built, m a s er liv de T s. LM uction price. ongoing need a standard prod at es ad gr up y accessor with the tactical S E .C O M L MT D E F E NM ilan, IL 61264 et West, 1305 11th Stre 7.7193 51 • (F) 309.78 (T ) 309.787.71 se.com sales@lmtdefen 00 IS O 9 0 01:2 0 C E r TI FI E D Circle No. 215 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=4http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=4Dealers’ Troubles Are The Industry’s Troubles Page 28 MARCH 2009 • VOLUME 54 • NUMBER 03 Features 28 30 35 39 Dealers’ Troubles Are The Industry’s Troubles Open Letter To The Industry. Miles E. Hall, H&H Gun Range Carolee Anita Boyles Selling Turkey Hunting Promote, Advertise & Display To Increase Your Sales. Target Package Sales Combine Long Guns And Accessories For Increased Profits. Mark Kayser Sharpen Your Knife Sales Put A Fine Edge On Your Marketing Strategy! John Morrison Page 30 Industry News 8 Industry Posts Impressive Firearm Sales 10 FNH USA Announces Stocking Dealer Promotions 12 Colt Donates $47K To United Way 15 Newsmakers Columns 18 20 22 24 Page 35 Lethal Force When Lawsuits Threaten To Close You Down. Massad Ayoob Carolee Anita Boyles Lisa Parsons-Wraith Commander Gilmore Russ Thurman Outdoor Marketplace Making Money Selling Crossbows. Arms And The Woman Turn Your Gun Store Into A Five-Star Operation. Back Blast & Other Hot Gases One Part Gasoline, One Part Shop-Vac, Zero Parts Brains. 46 Industry Watch Entering A Firearms-Forbidden Zone. PUT UP SHUT UP! Page 26 4 MARCH 2009 Or Or Departments 6 Letters 40 Reader Service 43 45 New Products Classifieds 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© 2009 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.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=5http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=5SINCE 1955 — THE INDUSTRY’S BUSINESS MAGAZINE Thomas von Rosen, CEO; Thomas Hollander, Randy Moldé, Marjorie Young BOARD OF DIRECTORS PUBLISHER & EDITOR Russ Thurman EDITORIAL ASSISTANT Roxanne Smith ART DIRECTOR Eric Tse ART ASSISTANT Andy Loy PRODUCTION MANAGER Dennaye Cusick Anita Carson Steve Evatt, Jeff Morey, Delano Amaguin, Scott McGregor PROMOTIONS DIRECTOR Randy Moldé WEBSITE MANAGER Lorinda Massey PROMOTIONS COORDINATOR Elizabeth O’Neill ADVERTISING SALES DIRECTOR ADVERTISING ACCOUNT EXECUTIVES CONTRIBUTING EDITORS Massad Ayoob Shari LeGate John Morrison Carolee Anita Boyles Ray Oeltjen Lisa Parsons-Wraith FMG PUBLICATIONS Publisher & Editor: Roy Huntington Advertising: Delano Amaguin americancopmagazine.com Publisher & Editor: Roy Huntington Advertising: Steve Evatt americanhandgunner.com Editor: Jeff John Advertising: Jeff Morey gunsmagazine.com Special Editions Editor: Sammy Reese Advertising: Scott McGregor fmgpublications.com CUSTOMER SERVICE SUBSCRIPTION SERVICES . . . . . . 858.605.0250 EXPRESS SERVICE . . . . . www.shootingindustry.com General Assistance . . . . . . . . . . . . . Click: Contact Us EDITORIAL . . . . . . . . . . . . . . . . 858.605.0243 PRODUCTION www.shootingindustry.com Circle No. 210 on Inquiry Card . . . . . . . . . . . . . . russ@shootingindustry.com . . . . . . . . . . . . . . 858.605.0202 . . . . . . . . . production@shootingindustry.com 12345 World Trade Dr., San Diego, CA 92128 858•605•0209 or 866•972•4545, FAX: 858•605•0211 Colonial Arms offers the avid shooting enthusiast a wide variety of choke tubes in all standard constrictions. National Advertising: General Counsel/Legal Affairs Steele N. Gillaspey PRODUCED IN THE U.S.A. www.shootingindustry.com Circle No. 208 on Inquiry Card MARCH 2009 52009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=6http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=6I sent the following e-mail to my U.S. and state senators and representatives. Please share it with the gun dealers and others who read your magazine, and ask them to do the same. We cannot wait for the other side to act first. We Cannot Wait Jimmy Rogers Van Alstyne, Texas Mr. Rogers, you have done what so many say they will do, but don’t. I salute you. Readers of Shooting Industry, borrow Mr. Rogers’ words and send a letter or e-mail to your U.S. and state legislators. Mr. Rogers is right: We cannot wait. “Now that the Obama administration has taken control, and both the Senate and House are weighted toward the Democrats, we as private citizens must be diligent in contacting our senators and representatives at the federal and state levels to assure them that we are watching, and demanding that the campaign promises made by President Obama regarding the Second Amendment are kept. In his campaign, he assured Americans that he believes ‘ . in common sense gun safety laws, and . in the Second Amendment.’ He also stated, ‘Lawful gun owners have nothing to fear. I said that throughout the campaign.’ These statements are hard to believe as being sincere, seeing that three of his top appointments are very anti-gun. These liberal radicals cannot be allowed to sway President Obama into legislation that, in any way, infringes on the citizens’ Second Amendment rights. Eighteen states have already introduced legislation to require ‘Encoded Ammunition,’ with serial numbers and registration requirements. The proposed legislation also calls for private citizens to forfeit all legally purchased ‘non-encoded ammunition’ and makes it illegal to possess it. ‘Encoded Ammunition’ would result in unbelievably high costs of ammunition, not to mention a short supply due to manufacturing delays. This is completely unacceptable to the law-abiding citizens of this nation. It would drastically reduce our ability to exercise our Second Amendment rights to keep and bear arms. Citizens have the right to protect themselves from criminals and to enjoy all the shooting sports, and any legislation that prevents that will not be tolerated by the general public, many of whom are lawabiding gun owners. I can assure you the citizens of Texas are closely watching to see if our elected officials are going to take a stand with us in protecting our rights from ridiculous legislation attempts. We will not tolerate anything less than your defense of our Second Amendment rights. As we like to say, ‘We have guns, and we vote!’ Please do not let us down.” 9 E-mail the Editor russ@shootingindustry.com 6 MARCH 2009 Circle No. 202 on Inquiry Card Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=7http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=7T H E S R 9® I S N O W A V A I L A B L E I N C A L I F O R N I A ! The Ruger® SR9® is one of the slimmest, most comfortable and controllable 9mm pistols available today. With an adjustable 3-dot sight system, Picatinny rail, ambidextrous manual safety/magazine release, and a unique reversible backstrap, the SR9 packs all of the features required by today’s most demanding shooters. • 10+1 Capacity • Stainless Steel Barrel • Brushed Stainless Steel Slide • Black High Performance Glass-Filled Nylon Frame • Overall Weight: 26.25 oz. • Overall Length: 7.55'' • Overall Width: 1.27'' Available in Brushed Stainless finish with Black grip frame. FOR MORE INFORMATION, CALL YOUR RUGER DISTRIBUTOR TODAY : ALABAMA Bangers L.P. (Birmingham), 800-226-4377 ALASKA V.F. Grace, Inc. (Anchorage), 907-272-6431 ARIZONA Davidson’s (Prescott), 800-367-4867 CALIFORNIA AcuSport Corporation (Roseville), 800-543-3150 CONNECTICUT Jerry’s Sport Center, NE (Newington), 800-456-5595 GEORGIA AcuSport Corporation (Duluth), 800-543-3150 ILLINOIS Williams Shooters Supply, Inc. (Quincy), 217-222-4195 Zanders Sporting Goods (Baldwin), 800-851-4373 KANSAS Simmons Gun Specialties, Inc. (Spring Hill), 800-444-0220 LOUISIANA Lipsey’s LLC (Baton Rouge), 800-666-1333 Sports South, Inc. (Shreveport), 800-388-3845 MASSACHUSETTS Camfour, Inc. (Westfield), 800-347-3276 MINNESOTA CSI Sports LLC (Sauk Rapids), 800-328-7087 AcuSport Corporation (Waite Park), 800-543-3150 Bill Hick’s & Co., Ltd. (Plymouth), 800-223-0702 MONTANA AcuSport Corporation (Billings), 800-543-3150 MT Sports LLC (Billings), 800-243-1610 NORTH CAROLINA Henry’s Tackle LLC (Morehead City), 800-545-5654 OHIO AcuSport Corporation (Bellefontaine), 800-543-3150 Ellett Brothers LLC (Lakeview), 937-843-2189 Outdoor Sports Hdqtrs., Inc. (Dayton), 800-444-6744 W. L. Baumler (Lorain), 800-321-2501 PENNSYLVANIA AcuSport Corporation (Morgantown), 800-543-3150 Bonitz Brothers, Inc. (Harrisburg), 800-825-7060 Ellett Brothers LLC (Downingtown), 610-518-9963 Jerry’s Sport Center (Forest City), 800-234-2612 SOUTH CAROLINA Ellett Brothers LLC (Chapin), 800-845-3711 TEXAS L.M. Burney Distributors LLC (Waco), 800-737-3006 Hill Country Wholesale, Inc (Pflugerville), 800-777-2666 AcuSport Corporation (Arlington), 800-543-3150 VISIT US ON-LINE: WWW.RUGER.COM/SR9 ©2008 Sturm, Ruger & Co., Inc. www.ruger.com SR9 ® RECALL RECALL OF SR9 PISTOLS WITH SERIAL NUMBER PREFIX “330”, VISIT WWW.RUGER.COM/SR9RECALL FOR DETAILS. www.shootingindustry.com Circle No. 227 on Inquiry Card MARCH 2009 72009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=8http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=8Dealers’ Troubles Are Industry’s Troubles — page 28 Industry Posts Impressive Firearm Sales By Russ Thurman he industry continues to post strong firearm sales, defying the nationwide economic downturn that has significantly affected the retail sales of nearly every other market. The increase continues a jump in firearm sales that began following the nation’s November election. The FBI’s data from the National Instant Criminal Background Check System (NICS) indicates 1,213,885 firearm background checks were conducted in January, a jump of 28.8 percent compared to January 2008. The 1.2 million background checks was the highest number recorded for a January since NICS began operation in 1998. The statistic is also impressive since such numbers have never been posted outside of December, except for the record-setting sales of this past November. Following the national elections, firearm sales surged to record levels, with NICS reporting 1,529,635 background checks in November, an increase of 42 T percent over the same month in 2007. That was followed by a record number of background checks in December: 1,523,426, a 24-percent jump over December 2007. For 2008, NICS conducted a record 12,709,023 background checks, a 14-percent increase over 2007. While the number of background checks does not correlate to the actual number of firearms sold by federally licensed dealers, they are the most viable data available to indicate sales trends. “Since the election, sales of firearms — in particular handguns and semiautomatic hunting and target rifles — are fast outpacing inventory,” said Steve Sanetti, president of the National Shooting Sports Foundation. “Americans are clearly concerned about their ability to be able to purchase these products in an uncertain future.” Sanetti’s observation is substantiated by data from Southwick Associates. In January, the data-collecting company reported that, according to its December 2008 poll, a large majority of hunters and shooters believe the changes in Washington D.C. will make it more difficult for them to purchase firearms. According to Southwick, when asked to define their expectations regarding the new administration and Congress, 80 percent of respondents said they expect it will become more difficult for them to purchase firearms. Less than 1 percent said they expect purchasing firearms will become less difficult, while 16 percent said they expect their firearms purchasing ability will remain the same. Slightly fewer than 4 percent of respondents said that they don’t know or have no opinion. “These results show that most hunters and target shooters expect changes resulting from the 2008 elections will make it more difficult for them to buy guns,” said the survey’s author, Rob Southwick of Southwick Associates. “Increases in firearm sales since the November election are also a strong indicator of such sentiment.” National Instant Criminal Background Check System (NICS) Firearms Retailer Defense Fund Launches A new not-for-profit organization dedicated to the legal defense of firearms retailers, the Firearms Retailer Defense Fund (FRDF), was unveiled in January at the AcuSport West Dealer Conferences in Salt Lake City, Utah. AcuSport Corp. officials, in presenting the launch of FRDF, indicate they are actively supporting the effort to defend retailers when faced with litigation seeking to regulate the industry. According to FRDF, other firearms distributors have also shown interest in becoming charter members in support of FRDF. FRDF accepts donations through collection efforts by participating distributors to help independent firearms retailers defray legal expenses they may incur to defend unfair lawsuits filed by municipalities, politicians and anti-gun organizations. Each participating distributor will accept and process individual donations on a negligible per-order basis with existing customers. In addition, a Web site, www.FRDF.org, has been created to accept online donations. “Firearms r2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=9http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=9Circle No. 201 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=10http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=10FNH USA Announces Stocking Dealer Promotions NH USA has announced three promotions for its stocking dealers. Dealers who purchase the FNH USA Select Dealer Package — three SCAR 16S autoloading carbines, plus a combination of rifles, carbines and pistols — will receive products valued from $800 to $2,900-plus. With the purchase of the first Select Dealer package, dealers will have a choice of a free FNP-9 or FNP-40, which have retail values of $500 each. With the purchase of additional Select Dealer packages, dealers will receive an FS 2000, a $2,100 retail value. In addition, dealers will receive a free dealer referral listing on the FNH USA Web site, plus promotional materials: logo Tshirts, key chains, decals, lapel pins, SCAR collector medallions, hats, catalogs, a wall banner and counter mat. FNH USA Select Dealers will also have the opportunity to participate in an FNH USA Dealer Day, which includes $1,000 in local advertising support and a free FNP autoloading pistol for retail sale or promotional giveaway. As an additional bonus, a trained FNH USA factory representative will assist dealers in the F store for up to two days. Dealers who purchase the FNH USA Dealer Package — one SCAR 16X autoloading carbine, plus a combination of other FNH USA firearms — will receive products valued at $600. With the purchase of one FNH USA Dealer Package, dealers will receive a free FNP-357 pistol. Bonus items for the FNH USA Dealer Package include a free dealer referral listing on the FNH USA Web site, plus T-shirts, hats, lapel pins, pens, SCAR collector medallions, a wall banner, decals and catalog CDs. In the FNH USA Pistol Pack Promotion, valued at $500, dealers who purchase a 2009 Pistol Pack — one each of any available model of FNP-45, Five-SeveN, FNP-40 and FNP-9 pistol — will receive a free FNP-40 or FNP-9 with three magazines. Dealers should contact their FNH USA commercial distributor and visit www.fnhusa.com for more details. yman Products Corp. has a completely rebuilt Web site at www.lymanproducts.com. The site has a new look and an easier-to-navigate design. The site’s new features include an interactive, map-based dealer locator, new displays of all Lyman-branded products and downloadable individual brand catalogs. Original features are still available, such as special offers, FAQ, keyword search and the shopping cart for direct ordering of items not stocked by local retailers. The new Web site displays all Lyman products as well as these Lyman brands: Pachmayr, TacStar, Trius Traps, A-Zoom Precision Snap Caps, Butch’s Gun Care, Uni-Dot and Targdots. Visit www.lymanproducts.com. L Lyman Redesigns Site EOTAC Announces Sales Rep Groups OTAC, makers of tactical and discreet garments, has named the firms of FergusonKeller Associates Inc., The Evans Group and Jim Ferry & Associates as the company’s sales representatives. “EOTAC sells direct to dealers and we view our network of dealers as partners, which is why we have selected three outstanding firms to service our dealers and help grow their apparel business,” said Fernando Coelho, EOTAC president. The Evans Group will cover Alabama, Arkansas, Connecticut, Delaware, Florida, Georgia, Kentucky, Louisiana, Maine, Massachusetts, Maryland, Mississippi, New Hampshire, New Jersey, New York, North Carolina, Oklahoma, Pennsylvania, Rhode Island, South Carolina, Tennessee, Texas, Vermont, Virginia and West Virginia. Ferguson-Keller Associates will be responsible for Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota and Wisconsin. Jim Ferry & Associates will handle Arizona, California, Colorado, Idaho, Montana, Nevada, New Mexico, Oregon, Utah, Washington and Wyoming. For more information on EOTAC and its dealer programs, call (803) 744-9930, email: dealer@eotac.com or visit www.eotac.com. E Lipsey’s Named U.S. Distributor For Le Chameau ipsey’s Distribution is now the exclusive U.S. distributor for Le Chameau, known worldwide f2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=11http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=11GunBroker.com Joins Breast Cancer Fight G Live: 7" unBroker.com has joined the fight against breast cancer, recently hosting a charity auction of an unusual pink rifle that raised $3,575, and taking part in the Breast Cancer 3-Day Walk. The pink AR-15 style DPMS Panther Lite rifle with 16" barrel was donated by DPMS Panther Arms. Its auction was viewed more than 23,000 times and attracted 34 bids. “This charity auction supports the fundraising goals of the GunBroker.com family team to help in the fight against breast cancer, one of the leading causes of death in women around the world,” said Steve Urvan, owner of GunBroker.com. “Although many of our buyers and sellers are men, they are touched by this disease through their wives, mothers and daughters. We wanted to do our part to help improve treatment and save lives.” GunBroker.com hosted the two-week online auction during October 2008, which is Breast Cancer Awareness Month. In addition, company employees and their family members participated in the Breast Cancer 3-Day in Atlanta during October. For more information on Gunbroker. com, visit www.gunbroker.com. For more on the Breast Cancer 3-Day, visit www. the3day.org. Circle No. 209 on Inquiry Card www.shootingindustry.com MARCH 2009 11 Live: 7"2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=12http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=12Pelican Products Acquires Hardigg P elican Products announced in January the acquisition of Hardigg Industries. The transaction, reportedly, is valued at approximately $200 million. Pelican Products was supported in the acquisition by the New York- and San Francisco-based private equity group Behrman Capital. “The acquisition of Hardigg is testament to Pelican’s commitment in driving growth of the company and its pledge to leading innovation in the industry,” said Lyndon Faulkner, Pelican Products president and CEO. Together, the new group will employ more than 1,500 employees. Pelican Products will operate in 12 countries, have 22 offices globally and maintain six manufacturing locations throughout Europe and North America. The Hardigg brand name will continue to identify the company’s roto-molded shipping cases. Jamie Hardigg, who plans to cease his day-to-day management responsibilities as chairman of Hardigg Industries, will serve as a member of the board of directors for Pelican Products. “By joining the Pelican family, we can offer more opportunities to employees, expand our product line and enhance our global reputation,” Hardigg said. John Padian will continue as Pelican’s COO and Bill Hamer will continue as Hardigg’s COO. For more information, visit www.pelican.com and www.hardigg.com. Colt Donates $47K To United Way he Colt companies recently presented a $47,328.88 contribution to the United Way Community Campaign at their West Hartford offices. The money was a joint contribution of Colt Defense LLC, Colt’s Manufacturing Co. LLC and UAW Local 376, which represents union employees at Colt. The contribution will help fund programs and services that support children and families across central and northeastern Connecticut. For more information, visit www.colt.com. T Smith & Wesson Arms DEA, Australia Police mith & Wesson announces that the U.S. Drug Enforcement Administration (DEA) has approved select models from the company’s Military & Police (M&P) Pistol Series as authorized firearms. The approval allows DEA special agents to purchase approved M&P pistols for use both on- and off-duty. “This approval from the DEA reflects the ability of the M&P pistol series to meet stringent federal requirements in the areas of reliability, accuracy and endurance,” said Leland Nichols, S&W senior vice president of sales and marketing. Smith & Wesson also announced that the South Australia Police Force (SAPOL) will arm its 4,000 officers with the M&P40. The pistol replaces a S&W .357 revolver used by the force. Smith & Wesson reports that SAPOL joins other global police departments where the M&P pistol is currently standard issue. Those include Trinidad and Tobago Police Services, Sindh Police Agency in Pakistan, Halton Regional Police Service in Canada, Nuclear Security Agency in France, United Nations Security Force in the Netherlands and the Ministry of Interior (MOI) Agencies in Italy, Mexico and Thailand. For more information, visit www. smith-wesson.com. S Colt personnel present a $47,328 contribution to Susan Dunn (second from left), president and CEO of United Way of central and northeastern Connecticut. Colt personnel are (from left) Martin Sholes, Jerry Deveau, Henrietta Green, Mike Magouirk, Deneen Silver, Michael Holmes and Jeffery Bifolck. Buck Knives Honors Top Sales Reps uck Knives honored top performances by their sales reps at the company’s annual sales meeting, recently held in Reno, Nev. The Grimsrud-Barnes Agency and their sales team — Tom Barnes, T. J. Barnes and Doug Nelson — were named Buck Sales Representative Agency of the Year. The agency, headquartered in St. Paul, Minn., serves Buck dealers in Michigan, Minnesota, North Dakota and South Dakota. Receiving the Sales Representative of the Year Award was Al Belhumeur of Pro Line Sports, which covers the British Columbia, Canada, region. C.J. Buck, president of Buck Knives, presented the awards. For more information, visit www.buckknives.com. 12 MARCH 2009 B Re2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=13http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=13ADD THE POWER OF BRANDS TO YOUR BOTTOM LINE Top-quality, innovative products under the brands your customers want — all from the industry-leading manufacturer of shooting, reloading, gunsmithing and gun cleaning supplies. Quality range products engineered for better shooting The best value in reliable tools and supplies for reloaders The most innovative gun cleaning products on the market Trusted recoil protection High-performance stocks & barrel combos Professional gunsmithing tools Complete Product Catalog • High-Resolution Photos Instruction Manuals • Videos . and more! NOW at the ALL NEW www.battenfeldtechnologies.com Circle No. 203 on Inquiry Card 877.509.9160 / FAX 573.446.66062009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=14http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=14Starline Brass Announces Building Expansion Hunter’s Specialties S tarline Brass has completed a $1 million, 20,000-square-foot expansion to its Sedalia, Mo., headquarters in response to the company’s need for increased manufacturing, warehouse and office space. According to company officials, a growth in market share, the addition of new products and the growing appeal of reloading were factors in the company’s decision to expand. The expansion, which company officials say will increase Starline’s production capacity by more than 10 percent, also included an investment in state-of-the-art manufacturing equipment. “Reloading has been a hobby for diehard shooting enthusiasts for a long time, because they want to control every aspect of their loads,” said Starline vice president Robert Hayden Jr. “What we’re seeing now is that more weekend and occasional shooters and hunters are taking up reloading as raw material increases continue to drive up the cost of factory-loaded ammo.” Starline logged a 17-percent increase in order volume in the last year, according to Hayden. The company plans to expand its vintage black powder offerings and introduce additional mainstream rifle cartridges this year. Starline offers customers more than 80 different calibers of brass cases for handguns and rifles. For more information, visit www.starlinebrass.com. Introduces New Logo H unter’s Specialties has a new logo to coincide with the company’s packaging strategy. The logo features a bright, uncluttered design with a contemporary look that is more visually appealing and identifiable on store shelves. This marks the first logo update in the company’s history. Dave and Carman Forbes started Hunter’s Specialties in 1977 with a single product — a roll of No-Mar camo tape. Now, Hunter’s Specialties produces over 800 accessories for hunters. “We’re always looking for ways to improve not only our products, but the visual impact our packaging has on store shelves,” said Dave Forbes. “With the new logo and rich, gold packaging, consumers will be able to readily identify our products when they shop retail outlets.” For more information, visit www. hunterspec.com. Starline’s headquarters includes a 20,000-square-foot expansion. CATALOG #31 Catalog #31 is the only source you’ll ever need for current, obsolete and military gun parts, gunsmith supplies, military surplus and shooting accessories. Order your catalog NOW! Our latest edition is over 1,344 pages and features more than 180,000 individual items, over 500 schematic drawings and parts lists, and a store brand name to original manufacturer cross reference. We carry products for hundreds of manufacturers, such as Heckler & Koch, Colt, High Standard, Ruger, Marlin, Mauser, Mossberg, Remington and Savage. Also SigArms, Uberti, AMT, Benelli, and the full line of Glock parts. ITEM#AD-31 $19.95 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. UMA GmbH IP Solingen, manufacturer of PUMA knives, has named PUMA Knife Co. USA the exclusive distributor of the PUMA knife brand in the United States, Canada and Mexico. Industry veterans Bob Carpenter (president) and Chris Lalik (VP of marketing and operations) are heading the new PUMA North America company, which will be located in Lenexa, Kan. “The North American market is the biggest knife market in the world, and we look forward to writing the next chapter in the storied history of PUMA in North America,” said Harald Lauer, general manager of PUMA GmbH IP Solingen. For more information, contact Chris Lalik at (913) 888-5524 or visit www. pumaknifecompanyusa.com. P PUMA Names North American Distributor 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: e-GunParts.com Circle No. 218 on Inquiry Card 14 MARCH 2009 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=15http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=15The board of managers for BioLogic LLC has promoted Bobby Cole, the company’s very first employee, to president. “The board is very excited for Bobby,” said Al Cheatham, BioLogic board member. “Bobby has excelled in making BioLogic the premier, scientifically proven wild game product company. He is tremendously dedicated and has grown the company from inception, and this appointment is the result of all his hard work.” Cheatham called Cole “the marketing face of the company for many years.” “I am so grateful for the opportunity to participate in the hunting/wildlife business,” Cole said. “I love every aspect of our sport and take very seriously our responsibility to nurture it for future generations to enjoy.” BioLogic LLC is a joint venture between Haas Outdoors Inc. and Alabama Farmers Cooperative Inc. B. Cole BioLogic LLC Selects President Ti Training Corp., a supplier of interactive training products and services to the law enforcement and public safety markets, has added Vincent Greiner to its management team as vice president of business development. Greiner, a veteran of the interactive simulation training field, spent the last 16 years of his professional career at Firearms Training Systems (FATS) and Meggitt Training Systems. Prior to his position with FATS, he was a national service rifle champion in the U.S. Army. Greiner has earned 47 national high-power shooting titles and is a member of the U.S. Army Marksmanship Unit Hall of Fame. “Vince will lead our military division inside of the U.S. and direct all international sales programs for Ti Training worldwide. We are thrilled to have been able to attract someone of Vince’s expertise and reputation to head this new division of Ti Training,” said Greg Otte, president of Ti Training. Ti Training Names Sales VP Bear Enthusiast Marketing Group has hired five new associates. Bear Enthusiast Marketing Group Announces New Associates Michaela Meade is now an associate media director for Bear. She is responsible for working with the agency’s senior account leaders to develop and carry out comprehensive media plans for clients. Meade is an industry veteran, bringing more than 15 years of experience to her role at the agency. She has formerly been a media buyer, senior planner, account executive and media director for some of the top agencies in the country. Heather Ciccone has been named a production manager for the agency. Before she joined Bear, she was a production technician, graphic artist and held other management positions in creative departments for various manufacturers and national design firms. She will support Bear’s design team in developing creative concepts for clients’ advertising and marketing needs. Catalin Kreis has been selected as a marketing assistant, supporting the administrative needs of the senior members of the agency’s marketing specialists. Prior to joining Bear, Kreis worked for nonprofit entities and a major IT recruiting firm. She holds a bachelor’s degree in education from the University of Arizona. Ashley Stock has been hired as an account executive to oversee business de- www.shootingindustry.com Circle No. 217 on Inquiry Card MARCH 2009 152009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=16http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=16Shoot Better. Have Fun. Circle No. 206 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=17http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=17velopment and to support clients. She was formerly a national sales director for a major cosmetics firm, sales and marketing director for the Bluewick Co., and director of operations for a California insurance company. She holds a bachelor’s degree in communications from the University of Southern California. Dorina Brunett has been hired as an administrative assistant. She will provide support to the marketing, accounting M. Meade and human resources departments. Brunett brings more than five years experience providing administrative support for companies such as Kevin Jewelers and Zebra Technologies. A. Stock D. Brunett H. Ciccone C. Kreis Bushnell Outdoor Products announces that Michael Callahan has joined the company’s board of directors. As an outside director, he brings more than 33 years of experience in the sporting goods industry. For the past 18 years, Callahan served in several senior management positions at Cabela’s. Callahan also has served as board chairman for the Congressional Sportsmen’s Foundation, vice chair of the Outdoor Business Council of the U.S. Sportsmen’s Alliance and advisory board Bushnell Outdoor Products Names Director, Product Manager member of the Outdoor Channel. “Our team at Bushnell has known and respected Mike for quite some time. His background and experience in retail and the sporting goods industry brings a new dimension to the board, and we value his input,” said Blake Lipham, president of Bushnell. Bushnell also has selected Liam Yarbrough as new product manager for Uncle Mike’s, Kolpin and Millett scope rings and bases. Prior to joining Bushnell, Yarbrough was a sales representative at Simpson Sales Co., with Bushnell as a client, and held the same position with Galls, which provides equipment to public safety officials, including fire, EMS and law enforcement agencies. “We’re excited to have Liam on board,” said John Mullett, L. Yarbrough product director of Bushnell Outdoor Accessories. “His knowledge and background, especially in law enforcement products, will make him a valuable part of the Bushnell family.” 9 • 8 Bit Micro-Processor Controlled • World's Only DLSC™ Technology • Fully Enclosed Military Grade Circuit Boards with Gold Connectors • High Fidelity Sound Quality • Computer Activated Auto-Shut Off • Super Comfortable, No Sweat ProForm™ Leather Seals • 5 Year Warranty • Made in USA We stand behind every sale you make. www.shootingindustry.com Circle No. 220 on Inquiry Card Dealer inquiries welcomed - contact us today email: sales@pro-ears.com an Altus Brands LLC company 800-891-3660 MARCH 2009 172009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=18http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=18Massad Ayoob When Lawsuits Threaten To Close You Down A range and gun shop that has long legacy alive. The Blue Trail Range, a com- by Durham, a town situated on the othbeen an institution in its commu- plex that includes a thriving gun shop and er side of a mountain from Blue Trail nity is threatened with being sued a small, friendly restaurant, is facing an at- Range. The plaintiff alleges that bullets out of existence. What would you do if it tempt to sue it out of existence. have struck residential homes and prophappened to you? According to local media, the law- erty in the town, and that lead from bulThe Blue Trail Range in Wallingford, suit was filed by a homeowner in near- lets fired at the range has polluted the Conn., is a landmark and water supply, including an an icon in the community. adjacent town reservoir. The Lyman family — of I’ve taught on the Blue Lyman Gun Sight Co. fame Trail Range many times and — founded many businesses have seen it managed with in the area, including this faimpeccable safety. Backmous public shooting range stops have recently been and gun shop. upgraded until they stand Today, the range is owned higher than those found by Dave Lyman, a direct on most ranges, out of an descendant of Lyman Gun abundance of caution. I do Sight inventor and founder not have any part in the William Lyman. It is a safe litigation, but having toured bet that none of those who the range and its surroundmade Lyman a name to recking environs, I don’t think on with would imagine that the allegations in the lawtoday, Dave and his wife, High berms and a mountain stand between the Blue Trail Range and the suit against Blue Trail will Deb, are fighting to keep the community where bullets are said to have struck people’s property. stand up to scrutiny. 1961 in which it would convey land to the town for a reservoir. In the agreement, Blue Trail retained the right to shoot over the future water body and into the side of Tri-Mountain State Park. As it exists today, Blue Trail is just west of the reservoir, its 200-yard range separated from the water by a 35-yard buffer of trees.’” The newspaper report continued. “Annual testing of pretreated water at a connected water body, Pistapaug Pond, has shown no evidence of lead contamination within the last five or six years, according to Darrell Smith, of the Department of Public Health. Water from Ulbrich (the reservoir in question) is pumped into Pistapaug before it reaches the treatment plant . Samples taken on May 9 (2008) found a lead content of .003 milligrams per liter at a stream at the south end of the reservoir, (Smith) said. Another sample found less than .001 milligrams per liter at a stream at the south end of the reservoir . Smith said these numbers are relatively small. The maximum amount of lead allowed in pretreated water is .05 milligrams per liter . ” A more powerful newspaper in the region, the Hartford Courant, said of the matter in its Aug. 13, 2008, edition under the byline of staff writers David Funkhouser and Josh Kovner: “No lead has been found in the main body of the Ulbrich or anywhere else in the reservoir system and the water is safe to drink, local and state officials said.” Issues At Stake W henever there is an allegation that a bullet escaped a shooting range and caused damage, the first thing you do is plot the trajectory to determine if the allegation is possible or not. Common sense tells us that for a bullet to be fired at ground level on the foothill of one side of a mountain, suddenly soar upward like a rocket, clear the mountain peak, make a sudden and precipitous descent, and then suddenly veer off its path yet again to travel parallel with the ground and strike a building straight on would require the laws of gravity, physics and nature itself to be drastically altered. Yet, in at least one instance cited in the complaint, that is apparently what is being alleged. Another allegation is that lead bullets from the natural backstop — the mo2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=19http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=19The Shooting Community Rallies hooting professionals stick together. When I visited one of Blue Trail’s local competitors in retail firearms and ammunition sales, the K-5 Arms Exchange in Milford, Conn., I saw handouts for “Save Blue Trail” fund-raising events prominently displayed. “This goes way beyond competitor versus competitor,” said Frank Guerra, K-5 owner. “It even goes beyond a blatant attack on the livelihood of responsible members of the community like the Lymans. It’s an attack on the way of life of gun owners. You bet I’m doing what I can for the Lymans and Blue Trail!” Local shooters — indeed, shooters from many states — also have come out in force to show their support at four fundraising events for Blue Trail. “Response from individuals has been outstanding, and area clubs have been super,” Dave Lyman said. “Donations have even come from out of state.” S HELPS YOUR BOTTOM LINE BBA Brownells Business Advantage is an exciting new program that gives you big savings on four essential business services: • Full-service credit/debit card processing with rates as low as 1.38%. • Exceptionally low rates or cash back on Visa business credit card. • Generous discounts on UPS shipping. • Complete liability/property insurance coverage designed Source Code: specifically for firearm-related businesses like yours. BWW Get all 4 services for one low $100 annual membership fee. Call 800-741-0015 or visit BrownellsBusinessAdvantage.com to learn more about how BBA can save you money. Circle No. 205 on Inquiry Card Charter Arms—The American Standard in Personal Protection Pink Lady .38 Special +P Lavender Lady .38 Special +P Goldfinger .38 Special +P www.savebluetrailrange.org Many more have made donations through an organization called Save Blue Trail Range (SBTR). Record-Journal reporter Jesse Buchanan noted on Oct. 1, 2008, “According to a SBTR press release in August, (legal) costs were more than $250,000, and could rise to more than $1 million.” For more information or to contribute, go to the Save Blue Trail Range Web site at www.savebluetrailrange.org. 9 www.charterfirearms.com Circle No. 216 on Inquiry Card WE’RE CALLING YOU OUT TO THE SHOOTING INDUSTRY MASTERS! Page 26 Circle No. 219 on Inquiry Card www.shootingindustry.com MARCH 2009 192009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=20http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=20Carolee Anita Boyles Making Money Selling Crossbows G un dealers can make a small fortune selling crossbows, even in this economy. Just ask Marlin Dance, one of the owners of Dance’s Sporting Goods, a full-line shop for firearms, fishing gear, paintball and crossbows in Colonial Heights, Va. “The first year crossbows were legal in Virginia, we sold 504 crossbows,” Dance said. “Now in the fourth season, we’re selling 200 to 250 each season.” Dance and his brother, Forest, are a major reason Virginia now allows crossbow hunting. “Before crossbows were legal in Virginia, I called the game commission and asked why we couldn’t get them legalized,” Dance said. The Virginia Department of Game and Inland Fisheries encouraged the Dances to pursue the idea. “Forest got in touch with a friend of ours who’s a state delegate, and he wrote the law,” Dance said. Once the Dances got the ball rolling, they received major support from TenPoint Crossbow Technologies and other crossbow companies and the legislation passed. Ten- Point continues to be a strong advocate for legislation to legalize crossbow hunting. In 2008 Michigan implemented a new, less restrictive crossbow regulation for disabled hunters; Louisiana added an archery and crossbow season; and South Carolina made crossbows legal during regular archery season. In late January, the Pennsylvania Game Commission voted in favor of expanding the lawful use of crossbows during deer and bear archery seasons. The increase in crossbow hunting means additional sales opportunities for dealers. “This year may be the best ever for crossbow hunting,” said Richard L. Bednar, TenPoint CEO. “All this interest in easing crossbow regulations is no accident. Most state wildlife officials are looking to harvest more deer, recruit more hunters and find ways to retain existing hunters. In addition, they have come to understand that the state and national bowhunting organizations’ exclusionary opposition to crossbows cannot be supported by facts or data of any sort.” An Open Door For Gun Dealers W hat does this mean for gun dealers? It’s time to wake up and smell the profits. First, consider that you don’t have to handle Form 4473 to sell a crossbow, even though one of the main selling points is hunters shoulder crossbows like a rife — and crossbows have triggers. This greatly reduces the “learning curve” in introducing hunters to crossbows. Plus, many of your customers are looking for a way to extend their hunting season. In addition, despite rumors and controversy to the contrary, crossbows are no more efficient than compound bows, according to Dance. “The hunter has to do everything he has to do when he uses a compound bow. No more deer are being taken with crossbows than with compound bows, and hunters don’t get any unfair advantage. The only difference between a compound bow and a crossbow is that the crossbow is already cocked,” Dance said. Many archery dealers, however, refuse to sell crossbows. “There are still many archery dealers that resist selling crossbows at a time when it would be a huge economic boost to them,” said Dave Robb, TenPoint’s director of marketing. This leaves the door wide open for gun dealers to reap the MARCH 2009 profits. Not only will you pick up older bowhunters whose shoulders no longer will let them pull a compound bow, you’ll also get younger hunters who want to hunt with every kind of weapon they can. “We have one customer who hunts New for 2009, the Defender with a recurve bow, a compound bow TenPoint and a crossbow,” Dance said. “He said, CLS’s newly engineered ‘I live in the state of Virginia and I pay lightweight Compact my taxes, and I want to hunt with what I Limb System (CLS) bow assembly mounts want to hunt with.’” Obviously, your sales will begin with in a 175-pound draw weight fixed position crossbows themselves. But it won’t end and generates speeds in there — you’ll have an opportunity to excess of 330 fps. sell everything regular bowhunters buy, including ma2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=21http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=21TenPoint Offers Training products and scent attractant products,” Robb said. “Anything the regular bowhunter uses, the crossbow hunter also needs. “Plus, crossbows have their own unique accessories,” Robb continued. “Your customers will need quivers, crossbow cases and high-margin cocking mechanisms that they can buy either preinstalled or aftermarket. We also have a monopod system that hunters can attach to their crossbows. Selling crossbows opens up a tremendous market.” Barb Terry A salesman at The Complete Hunter’s Outlet in Mogadore, Ohio, instructs a customer on how to use TenPoint’s GT Curve crossbow with the ACUdraw 50. Robb said one reason gun dealers hesitate to sell crossbows is their concern that they won’t be able to provide service for their customers. “The learning curve for crossbows is really short,” Robb said. “First, crossbows don’t require any tuning. You have to change strings and cables, do some lubrication and make sure the screws are tight, but beyond that, there isn’t much that a firearms dealer needs to learn about.” Even the broadhead issue isn’t as complex for crossbows as it is for recurve and compound bows. “We recommend expandable broadheads because you don’t have a planing problem with them,” Robb said. “They’re just like practice points. But you probably should invest in an arrow straightener. And I certainly would invest in a bow press capable of handling a crossbow so you can re-serve bows and change strings and cables.” www.shootingindustry.com enPoint Crossbow is providing training and education materials for dealers, as of this spring. “We’re creating videos of how to service crossbows, including changing strings and cables,” Robb said. “There also will be one on how to install our Accu Draw system. And anything else that retailers want us to produce, we’ll produce. We’ll make the videos accessible to TenPoint Crossbow dealers via our Web site.” TenPoint also offers in-store assistance for retailers who request it. “We’ll have our sales reps call on any new dealer and go through any training with them that they want,” Robb said. “In fact, if we have a large influx of gun dealers wanting to carry our crossbows, we’ll probably hold some regional training events. We’ll do whatever our dealers ask of us to make them feel comfortable selling and working with crossbows.” In addition, TenPoint’s Web site offers dealers and consumers information on state crossbow regulations, a report: “Detailed Truth About Crossbows,” and a call to get involved. “I invite you to review our Web site to learn more about the regulatory environment today. I also urge you to get active in your state if need be. An easy way to stay current on crossbow issues is to sign up for our E-Newsletter and our more targeted and issue-related EBlasts,” Bednar said. For more information on TenPoint Crossbow Technologies, visit www. tenpointcrossbows.com or call (330) 628-9245. 9 T PREPARE FOR THE BARRAGE ™ BENCHMADE.COM ©2009 BENCHMADE KNIFE CO. OREGON CITY, OR, USA MODEL SHOWN: 585 MINI-BARRAGE™ www.tenpointcrossbows.com The First AXIS ® Lock Assist Read SI Digital Stronger. Faster. Benchmade. Circle No. 204 on Inquiry Card MARCH 2009 212009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=22http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=22Lisa Parsons-Wraith Turn Your Gun Store Into A Five-Star Operation he gun industry has had its share host of several TV shows; and renowned Later, the column expresses Gresham’s of ups and downs when it comes to firearms expert, knows what the heck he’s attitude towards gun stores. “Tom said the public image. Non-shooters like to talking about.” worst place to get advice is a gun store. brand every gun owner a “gun Gun stores are the bastion nut.” The response to this is of myth, misconception shooting enthusiasts banding and just flat-out wrong together and explaining a few information. Plus, you’ll bad seeds are not representalikely either run into ‘Mr. tive of the shooting commuCondescending’ or ‘Mr. nity as a whole. Testosterone,’ who will Knowing this, I was a little insist you can’t do withsurprised to read a statement out a .44 Magnum, even attributed to Tom Gresham, though he can clearly see host of the radio show “Gun you bear no resemblance to Talk,” in the Women’s OutClint Eastwood’s character door Wire, an online newslet‘Dirty’ Harry Callahan.” ter, under the title “Hints for Ouch! And that’s from Handgun Shoppers.” someone who is a staunch The column begins by ofsupporter of the shooting fering Gresham’s credentials: sports. Clearly, when it “And Tom, with 35 years as The NSSF’s National Association of Shooting Ranges “Five-Star Rating” comes to selling guns to a magazine writer, editor and checklist gave Milford Hills Hunt Club a new understanding of how to better women, gun shops have an photographer; producer and serve women. image problem. T A Guide To Improving Business T o change that misconception, you need to take a good look at your retail facility, staff and shooting range. One of the easiest ways to figure out what part of your operation needs work is to take advantage of the National Shooting Sports Foundation’s National Association of Shooting Ranges (NASR) “Five-Star Rating System.” Whether your facility has a shooting range or not, NASR’s rating system is an invaluable tool for establishing standards your facility should aspire to. “The rating system is based on our vision of a well-managed, customer-oriented facility that is a strong competitor in the recreation marketplace,” says the NASR. The rating system is available online, and allows firearm facilities to self-evaluate their operations in six categories: appearance, management, member/customer focus, member/customer development, community relations and amenities. Milford Hills Hunt Club, in Johnson Creek, Wis., is owned by two brothers, Dan and Lloyd Marks. According to Dan Marks, when they first viewed the checklist provided by NASR for a Five-Star Rating, the brothers saw it as a guide to improving their business. “It opened our eyes to things we weren’t looking at or focusing on,” Marks said. “We didn’t apply for the rating for almost a year because we took our time to improve and make sure we could earn the rating.” One of the areas Marks focused on immediately after viewing the checklist was community involvement. “We were so focused on our club and what was going on there, MARCH 2009 we weren’t reaching out to the community,” he said. “We thought everyone knew what we did.” Milford Hills is in the middle of three major cities, so the Markses joined all three chambers of commerce. “The feedback was incredible,” said Marks. “A lot of people didn’t even know we were here. It was kind of scary and kind of good to hear that.” Marks continued Milford Hills’ community outreach by speaking at rotary clubs, increasing youth involvement and starting a The Five-Star Rating checklist led Milford Hills to begin offering youth and ladies model shotguns as rental guns. 22 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=23http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=23un dealers who don’t have a shooting range can definitely benefit from the Five-Star Rating checklist, as well. Marks says it makes you look at your facility with fresh eyes. For example, part of the checklist covers restroom facilities, with points scored for cleanliness, separate restrooms for men and women, and the necessity for outdoor restrooms. Marks said Milford Hills decided to install a portable toilet on their sporting clays course because the checklist encouraged them to ask customers what they needed. G Fresh Eyes technology, staff training and uniforms. Dealers who want to combat statements like Gresham’s should focus on staff training. NASR gives the highest points to facilities where staff receives formal training, attends mandatory staff meetings and where staff is trained — and evaluated — on customer service. With women, customer service is the key component to building your customer base. Taking a woman’s needs into consideration — instead of selling her what you think she should have — will go a long way toward improving the image of your store. In terms of the requirements of a FiveStar Range, NASR has this to say: “You may not agree with our vision. Of course, the important thing is that your range meets your vision. Don’t let us tell you any different! However, if you are looking for new customers and members, this rating system can help you identify improvements that will bring them in.” To view the National Association of Shooting Ranges Five-Star Rating checklist, visit www.rangeinfo.org and click on “Five-Star Rating” at the top of the page. 9 “The Five-Star Rating checklist makes you look at your facility with fresh eyes.” “It was something we had overlooked,” Marks said. “It’s quite a hike back from the course. We got a lot of ‘thank yous’ from the ladies for that.” The checklist also covers store management, with categories such as office women’s shooting league. Using the NASR rating system even led to a change in the rental guns Milford Hills offers. The section on rental guns encouraged Marks to assess what the range was missing. Previously, Milford would offer new shooters a standard 12 gauge, but to better address their customers’ needs, Marks decided to invest in youth and ladies model shotguns. “To be able to offer women guns that fit them better has really helped out when we’ve had corporate events,” he said. All of these efforts have definitely paid off for his facility, Marks says — and for the shooting sports. “If people who aren’t in the hunting and shooting sports see you’re doing good things for the community, they will accept you and know you and see that it’s a safe environment,” Marks said. While going after the NASR Five-Star Rating was a challenge, Marks credits it with improving his business. “There’ve been great rewards for us,” he said. www.shootingindustry.com Circle No. 226 on Inquiry Card Glock / Kel-Tec Dealers Fax FFL for catalog Fingertip Extensions also fits many other small pistols in .22, .25, .32, and .380 calibers. Kel-Tec / Bersa cherer upplies Inc 205 Four Mile Creek Rd. Taxewell Tn, 37879 M-1 Garand One Shot FAX 423-733-2073 Adapter Circle No. 222 on Inquiry Card S Slug Plug #5 for The New Glock® Model 21SF MARCH 2009 232009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=24http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=24Commander Gilmore One Part Gasoline, One Part Shop-Vac, Zero Parts Brains I t took a little while for fire officials in Des Moines to determine the cause of an explosion that seriously injured a man, blew out the windows and bowed the walls of one home, while damaging another. Finally, they determined that the victim and a friend had been cleaning a basement floor with gasoline, and then sucking up the residue with a Shop-Vac. We’ll give you a minute to stop laughing. The unburnt half of this dynamic duo, Ralph Touch, filled the authorities in, telling them the arrangement worked just fine until they were almost finished with the job. He was smart enough to step outside to the street for a smoke, and that’s where he was when The Big Ka-Boom just about blew him off his feet. His partner wasn’t so lucky, receiving serious burns over most of his body. Touch said the Shop-Vac was “almost full of gasoline” just before the blast. Apparently, before the explosion, Ralphie and his pal thought they had discovered a really cool and effective new way to clean dirty concrete floors. They probably wondered why no one thought of it before they did. Maybe somebody did — but didn’t survive to tell about it. Illustration by Nick Petrosino You know the economy is tanking when reports like this show up on the police blotter. In Georgia, a 27-year-old man told police he was only looking for a quick meal when he pulled into the parking lot at the local Wendy’s. However, two crime kings, bent on scoring big, approached him, both wearing black and looking sinister. One of the dastardly duo waved a gun, just like he’d seen on TV — ya, know, kinda gangsta style — and demanded the gent’s wallet. Being a smart fellow, Mr. Citizen complied, whereupon our dangerous twosome tore into the wallet, no doubt expecting a big payoff, and extracted one rather worn dollar bill. Frustrated, Bonehead and Clumsy departed in great haste. Georgia police are on the lookout. Police in Orem, Utah, responded rapidly to a frantic caller’s report that she was locked in her vehicle, the battery was dead, and she couldn’t get out! Was the 24 MARCH 2009 High-Stakes Crime Marvels Of Technology car on fire? Sitting on a railroad crossing? Sinking in a river? Ummm . no. When officers arrived, they found the lady was indeed locked in her car, but apparently in no greater danger than possibly missing an appointment with her hair stylist. First, they tried to talk to her through the closed window, but the sound-dampening insulation and sealing of her vehicle was so good they couldn’t understand each other. She gestured for them to call her cell phone. Once communications were established, an officer talked her through her “emergency.” First, he advised her to look closely at the driver’s door panel, right by her elbow. Then, amazingly, he guided her through the intricate process of using her finger to slide the manual “LOCK — UNLOCK” button to the “UNLOCK” position. She was freed! What an amazing story! And just think: the rescue process was completed without electronic assistance! So you think your records are a mess and you desperately need a new filing system? In mid-December 2008, the German government quietly admitted they had lost more than 300 files marked “Top Secret” and bearing the highest classification for secrecy and sensitivity. After reporters jumped on that little piece of news and repeatedly asked what those secret files generally concerned — military, political, public health information or whatever — the government finally answered. Those files, they said, were so secret that no one they could find in government knew what was in them. All they knew is that the files were gone, and although no one knew what was in ’em, the materials would not have been classified so high if they weren’t of “considerable significance.” Gee, I hope nobody was supposed to press a “Stop Something” button, but now they won’t know they have to do it. 9 Really Top, Top Secret Read SI DIGIT2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=25http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=25Circle No. 229 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=26http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=26SHUT UP! Sanetti Challenges Executives To Step Outside! PUT UP and the Step Outside program. So, come out and shoot. You’ll have a great time and we’ll see who really are the top guns in our business,” Sanetti said. Or Or I n a bold move, Steve Sanetti, president of the National Shooting Sports Foundation (NSSF), challenged company executives to Step Outside at the 2009 Shooting Industry Masters. “I still don’t understand why people who make a living in the manufacture of firearms are not involved in the Shooting Industry Masters,” Sanetti said. “We’re supposed to be in this industry because we love what we do and, frankly, I think there is a bit of fear on the part of some executives of being shown up. I would challenge them personally to come on out and have a good time in friendly competition with their peers and kind of put up or shut up — to say, ‘Look, I really am a shooter, I really enjoy doing this.’” Sanetti, who has participated in every Masters event, first as the president of Ruger and then as the head of NSSF, pointed out that, “You don’t have to win anything.” “You just have to come out on the friendly field of battle, join us and have a great time in the process, and show your support for the NSSF, FMG Publications Since 2003, FMG Publications has raised nearly $55,000 through the Masters raffle to support Step Outside. “We owe a great deal of thanks to our Steve Sanetti, NSSF president, says of the Masters: “You’ll have a great time and we’ll see who really are the top guns in our business.” Special Thanks To Our 2009 Sponsors 26 MARCH 2009 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=27http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=27Team DPMS, 2008 Open Class champions, led by company CEO and president Randy Luth (left). Randell Pence of Ruger had a great day of shooting and helped lead his team to the 2008 Masters Industry Class championship. sponsors and those companies that donate products for the raffle,” said Russ Thurman, Masters match director and publisher of FMG Business Magazines. “Step Outside is a program that works. Its development of new shooters and the reintroduction of inactive shooters is important to the industry, because it translates to increased sales.” For 2009, the Shooting Industry Masters will again be held in Gun Valley at the Hartford Gun Club in East Granby, Conn. The competition, July 24 and 25, has been expanded to ac- “What a terrific event! This is singularly the best shooting industry event available and a testimony to our cohesiveness and passion for the sports.” Ron Coburn, Savage Arms CEO commodate 50 teams. “Based on the success of the Masters and the tremendous feedback we’ve received, we are expanding the event to two days of shooting and adding some shooting stages,” said Randy Moldé, FMG promotions director and Masters chairman. “We invite companies throughout the industry to join us on the firing line for the 2009 competition.” Details on the 2009 Masters are available at www.shootingindustry.com, or from Elizabeth O’Neill, Masters coordinator, at 1-800-537-3006, ext. 279. EVENT SCHEDULE: Handgun, Rifle & Shotgun team events & lunch Masters Team Check-In at the Shooting Industry Academy of Excellence Awards presentation at The Hartford/Windsor Marriott 2009 MATCH ENTRY FORM EARLY BIRD BONUS: Enter your team with payment by April 10, 2009 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 Friday, July 24, 2009 Friday Evening Saturday, July 25, 2009 Handgun, Rifle & Shotgun team events & lunch Contact Name: Company: Address: City/State/Zip: Phone: Payment Type: Card No: Exp. Date: Initial: $350 Individual MATCH FEE AFTER APRIL 10, 2009 $1,700 5-Man Team Entry $1,450 4-Man Team Masters Awards Banquet with Raffle to benefit NSSF’s Step Outside Program at The Hartford/Windsor Marriott Saturday Evening E-Mail: MC/Visa/AmEx/Dis Check Enclosed ® For additional information, including donating prizes, raffle tickets, area airport and hotel information, please contact Elizabeth O’Neill at (800) 537-3006 ext. 279. E-mail: elizabeth@shootingindustry.com. www.shootingindustry.com Mail or FAX with payment to: FMG Publications 12345 World Trade Dr. San Diego, CA 92128 FAX (858) 605-0247 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! MARCH 2009 272009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=28http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=28Dealers’Troubles Industry’s Are The Open Letter To The Industry T Troubles his is not a normal industry and it requires people of vi- than most know. From beginning to end, we spend several hours on sion and understanding to guide us into the future. With each and every gun sold. This involves eight different people. The this said, I would like to tell you of my concerns. minimal profit we make will hardly cover the time we put into it. We operate H&H Gun Range in Oklahoma City, Okla. In Some dealers may do less, but with ATF standing ready and 1996, when my wife Jayne and I made the decision to go into willing to pounce on us for even the littlest mistake, we have to retail sales in Oklahoma, we did a considerable amount of review put in the time to make it right. On our last inspection, we had and study. What we found was very disturbing. six inspectors here for 11 days going over every entry and gun Dealers who were selling guns were not marketing or making in the building. When they left, we did not have a single write any real efforts to get new shooters into the sport. In effect, they up. We and other dealers are very vulnerable to rogue inspectors were living off an ever-shrinking market base. We also found the whose only desire is to make a name for themselves, and hanging retail margins on most guns were only around 10 to 12 percent, a high-profile business would be at the top of their list. I could go which may be one reason dealers were not marketing. We also on for several pages on this issue alone, but I am sure you get the found that the style of the shops was, for lack of a better term, picture. The shooting sports is not a typical business and it cannot old school. afford to be treated as such. Next, we found the tiered level During the years I have been of distribution was not working. involved with NSSF and this busi“Distributors/Retailers” were opness, hundreds, if not over a thouerating out of the same location. sand, business folks have flown to These distributors, who were sellOklahoma to learn how they can duing direct to the public, were only plicate our design. I help freely all contributing to their own pockets who come because that is how we — not helping the market grow. help build an industry. These venWe found the local industry was ture capitalists have two basic queson the verge of collapsing, a death tions: “How much can I make?” and spiral of its own making. The number of hunt“What are the risks?” Try as I may to promote ers was less and declining, the number of guns the heritage and tradition, the reality is margins being sold was also declining, and worst of all, are very low and if the federal paperwork is not the impression of guns was not positive in the correct, you could go to jail. That’s not a lot of fashion we knew it should be. positives for this very important group. We weighed all this as we entered the retail I tell you these things not to preach, but trade. For reasons that only a few tend to undermaybe to shed some light on the dealer’s plight. stand, we made the choice of trying to correct In order for this industry to grow, it must have the problem and put the shooting sports back on Miles and Jayne Hall operate the award- a deeper understanding of the dealer. The dealan upward turn, or at least level it out. Our mar- winning H&H Gun Range and Shooting er’s troubles are the industry’s troubles. The keting, design and service have had an impact. Sports Outlet in Oklahoma City. dealer’s lack of profitability will kill this indusWhen I first contacted the National Shoottry faster than any anti-gun group could. Too ing Sports Foundation (NSSF) in the early ’90s about developing many people are just waiting for that special moment to happen. the National Association of Shooting Ranges and the National Dealers need support, to be sure, but more than that, I feel Association of Firearms Retailers, I found an ally that was eager they want some understanding of the bigger picture and 2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=29http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=29Mouse Hunt You need one to read these. A computer mouse, that is, to read the new Digital Editions of GUNS Magazine, American COP and Shooting Industry online. They’re exactly the same as the print editions without the paper. Same valuable information. Same favorite authors. Even turning pages with sound. But there’s more. Lots more. • • • • • • Search issues for a word, product or phrase. Zoom pages for a closer look and easier reading. E-mail a friend or customer to share what you find. Visit advertiser web sites just by clicking their ad. Download the issue as a .pdf file to read later. Print and save your favorite articles. The best part? They’re free. That’s right, free. If you have a mouse, computer and Internet connection, you can read the latest issues of GUNS Magazine Magazine, American COP and Shooting Industry. No charge. No obligation. Just click, flip and read. While you’re there, sign up for free digital subscriptions to be notifi ed each time new issues are ready for viewing. What are you waiting for? Go tr y them now by visiting: www.shootingindustry.com www.gunsmagazine.com www.americancopmagazine.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=30http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=30TURKEY Promote, Advertise & Display To Increase Your Sales SELLING I Mossy Oak t’s turkey-hunting selling time. Are your sales up or down? While hunting prod- ucts have taken a downturn, it doesn’t mean you can’t maximize sales in your area. That’s what Philip Kastner, general manager of Trader Bill’s Outdoor Sports in Hot Springs, Ark., does. “For us, turkey-season sales are a shrinking segment of our business,” Kastner said. “The bird population here is shrinking, and because private property is predominant here, there’s an increasing limitation on places where hunters can go.” As a result, Kastner applies all his marketing skills to maintain, even increase, his turkey-hunting sales. This hunter is outfitted in Mossy Oak Obsession clothing, and using a M.A.D. Calls turkey call and Browning shotgun. Are you ready to outfit your hunting customers? 30 MARCH 2009 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=31http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=31By Carolee Anita Boyles HUNTING Priorities: Promotions And Advertising astner’s two main priorities when it comes to turkey hunting are promotions and advertising. “Since I have no control over the bird population or over landowners allowing people to hunt on their land, those are the only two variables I can control. So I do a lot of promotions and seminars, and try to steer my customers’ interest in that direction,” he said. When he organizes promotions and seminars, Kastner uses all the manufacturers’ resources available. “I ask manufacturers’ reps and pro staffers to come in,” he said. “For example, I’ll get Bobby Murray to do a seminar for Knight & Hale. Or I’ll get my Primos rep to bring in one of his pro staffers and spend one night or one weekend just talking with customers, answering questions and working with customers on turkey calls. I try to do three of those during the season.” Ultimately, Kastner said, the number of seminars he does depends on who the manufacturers are able to send. “I want the manufacturers to send someone whom I consider worth spending the money on to advertise,” he said. “If I can get someone like Bobby Murray here, I’m going to spend some money advertising the fact that he’s coming.” Kastner does a lot of his advertising in local newspapers, but he doesn’t stop there. He also takes it to the airwaves. “I do a local radio show on hunting and fishing every day at 12:20 in the afternoon,” he said. “I publicize all my promotions on that show.” Getting into radio is simple, Kastner said. “I just called the radio station and www.shootingindustry.com K Take It To The Airwaves, Internet What will hosting a turkey-hunting seminar do for your business? How about increased sales. Here, Jim Strelec, training and promotions manager for Knight & Hale, presents a turkey-calling seminar, resulting in customers with cash in hand, eager to make purchases. MARCH 2009 31 Knight & Hale Knight & Hale2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=32http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=32Thursday we mix it up. Depending on what’s going on, we might talk about turkey hunting one day, fishing one day and marine maintenance the third day.” Kastner also For 2009, Federal Premium adds a 12-gauge option to its Mag-Shok uses the InterHeavyweight turkey load with FLITECONTROL Wad line. net to heavily promote the turspend $500 a month, and that buys me five key season. minutes worth of advertising per day,” he “Of course, we put all our seminars said. “I talk with the local disc jockey, and promotions on our Web site,” he said. who is an avid fisherman and who knows “Plus, we have a mailing list of anglers something about hunting, and we just have who fish our tournament circuit. We ea conversation about what’s going on that mail all of them the upcoming promotion particular day in the local area.” schedule, as well.” During the spring, Kastner focuses on Kastner said e-mailing the tournament turkey hunting as well as the spring fish- fishing list about upcoming turkey-hunting that’s also taking place. ing promotions is effective, even though it “On Mondays we talk about what might not seem so at first glance. happened over the weekend, and Fridays “There’s enough crossover there to we talk about what we think is going to make it worthwhile,” he said. “A redneck happen during the upcoming weekend,” is a redneck, and he doesn’t care what he’s he said. “On Tuesday, Wednesday and hunting or fishing for. My customers fish 12 months a year — there are as many boats on the lake the day after Thanksgiving and the day after Christmas as there are on any day in March and April.” As a result, he said, he uses any customer list he can to promote his turkeyhunting sales. In the past, Kastner did a newsletter, but he found that it wasn’t as effective as other forms of advertising. “I quit doing both that and direct mail because I got no response from either one,” he said. “The last year I did that, I decided I was wasting my time and money. Everything has pretty much gone online for me, even though there are still a lot of people in Arkansas who don’t even know how to turn on a computer. I’m reaching those people by newspaper and radio. Even 10 years ago, I noticed I was getting less and less response from direct mailings of any kind.” One other thing Kastner does to bring in turkey hunters is hold a turkey contest each year. “It’s simple,” he said. “The biggest turkey wins. I ask my manufacturers for free stuff, and get turkey-call packages. Every now and then I can get someone to give me a shotgun. I also do a lot of gift certificates.” HOT REMINGTON DEALS! 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I t w I l l w h e n yo u n e e d I t ! 32 MARCH 2009 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=33http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=33Where And When To Place Products n terms of merchandising turkey-hunting products, Kastner has a strategic plan that makes the most of when and where products are on the shelf. “Our turkey season begins the first of April,” he said. “Most of my manufacturers give me dating, so I usually start to receive turkey-hunting products in mid-February, about 45 days before turkey season opens. That’s about as far out as you need to put merchandise out. If you do anything beyond that, you’re not taking advantage of the season you’re currently in.” Because of the size of the store, Kastner doesn’t place turkey-season products near the front door; rather, he has a place in the interior of the store where he showcases upcoming seasons. “Our store is 20,000 square feet,” he said. “This isn’t like walking into a small store. I have a lot of impulse items I sell a lot of all year long by the front door.” However, Kastner has one section on the main aisle he changes out every 60 days at a minimum, and that’s where turkey-season products are, starting in the middle of February. I “I consider turkey-season products to be a 60-day rotation, 90 at the most,” he said. “So those products go on that main aisle in the middle of the store where everyone has to walk through them to get to the gun counter.” Because products in that section of the store are changed on a regular basis, depending on the season, customers Aimpoint’s 9000SC in Realtree Advantage MAX-4 HD is available in know that’s where 1-dot size (4 MOA) and it fits most 30mm mounting systems. they should look for what’s both close attention to what people are buying upcoming and current. and how heavily. From that information, How long Kastner actually leaves the he makes a decision about whether or not turkey-hunting products in that location to leave those products on the main aisle or depends on how sales are going. He pays move them to a less-desirable location. www.shootingindustry.com Circle No. 213 on Inquiry Card MARCH 2009 332009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=34http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=34“As quickly as I can shrink that inventory down and consolidate it, I do so,” he said. “That way I don’t sit on too much inventory. If I have product more than six months, I sell it on eBay. If products are here more than one cy- cle, I’m in ‘punt’ mode.” Although turkey hunting is a shrinking market in his area, Kastner still spotlights the sport. His turkey-hunting cus- Keep The Focus tomers, his tournament anglers and his deer-hunting customers are all the same demographic, and by targeting all of the them — and meeting their demands — he remains the one-stop shop for the outdoor sports in his area. 9 Benelli’s SuperNova SteadyGrip 12 gauge is dressed in Realtree APG HD. 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TruGlo Inc . . . . . . . . . . . . . . . . . . . . . . . . . . . . Whitewater Outdoors . . . . . . . . . . . . . . . . . . . . Winchester Ammunition . . . . . . . . . . . . . . . . . . Winchester Repeating Arms . . . . . . . . . . . . . . . 260 261 262 263 264 265 266 267 268 269 270 271 272 273 274 275 276 277 P Also Available in Smith & Wesson Blue C USTO MIZED TO FIT ANY S E DAN, SU V o r PIC K2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=35http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=35PACKAGE PACKAG Combine Long Long Guns Guns And And Accessories Accessories For For Increased Increased Profits. Profits. Combine TARGET TARGET By Mark Mark Kayser Kayser By SALES Browning’s Midas Grade Extended Tubes feature Invector-Plus long taper choke-tube technology. Mark Kayser SALES Y Y ou see it everywhere: The concept of packaged sales. Packaging products together provides customers with the convenience of the ever-popular “one-stop shopping” experience. Applying this marketing method to your long-gun and accessory sales will please your customers and ensure you increased sales. Mississippi gun-shop sales manager Sell Long Guns First Paul Merritt embraces the philosophy of providing it all to customers — with an emphasis on accessories for long guns. Merritt manages Surplus City USA, in Clinton, Miss., a single business consisting of two stores — one with a heavy emphasis on firearms, and a second store next door with indoor handgun and longgun ranges — which is definitely a onestop shopping destination. Profit is the reason to push longgun accessories, as Merritt says no fa- Long-gun profits don’t reach their full potential without generous amounts of accessory sales. www.shootingindustry.com MARCH 2009 352009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=36http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=36Surplus City USA offers its customers an extensive array of long guns and accessories. vors are being granted to the independent firearm dealer. “The margins are not fair,” Merritt said. “Most dealers who are selling a lot of firearms — big dealers — get a 15-percent profit margin, max. That makes it clear that you need to be aggressively selling longgun accessories to make a profit. But that also means you have to stock long guns. You can’t sell the accessories without first making a long-gun sale.” Surplus City USA has at least 650 rifles and shotguns on hand at any one time. Long guns account for nearly 50 percent of sales each year at the store. When it comes to rifle sales, Merritt keeps a large selection of used firearms in stock, but the store’s top three new sell- ers are rifles by Remington, Browning and Ruger. Top-selling models include Remington Model 700s, Browning A-Bolts and Ruger’s M77 action. In shotguns, Merritt heavily stocks Benelli, Browning and Stoeger. He’s very impressed with the acceptance of and requests for Stoeger shotguns over other popular brands. The Super Black Eagle and M2 lead in Benelli sales, while Browning’s Gold semiautomatics also garner attention. In the Stoeger category, sales favor the Uplander in its side-by-side configuration and the over-and-under Condor. The large inventory of long guns on hand guarantees add-on sales. “Accessory sales are mandatory,” Merritt said. “We couldn’t make it without the sale of accessories. If we sell a rifle, we immediately ask the customer about stud mounts and then a sling. We ask them about optics and finish the sale with the suggestion of cleaning accessories and a gun case.” Surplus City USA carries a wide selection of slings because they are an easy sale to make with a rifle. “Top sellers include those by AA&E Every Accessory Counts What Your Customers Are Reading Now! F MG Publications’ four sister magazines are where your customers look for the newest guns, latest trends and other valuable information. Here is what they are reading this month. “The idea of a custom leather rig may seem out of reach, but I’m amazed how many professional cops buy outrageously expensive guns and pack them around in a butt-ugly plastic holster,” says Mark Hanten in the “Carry Options” column in American COP’s March/April issue. Mark helps dealers find the right holsters for their L.E. customers. In the April issue of GUNS, Massad Ayoob profiles Advantage Sights, finding them to be “an advantage, unless you’re in the dark.” American Handgunner always has the goods on new, quality knifemakers hitting the scene, and the March/April issue is no exception. Writer Pat Covert profiles DiamondBlade Knives in “Bringing New Meaning to the Word Edge.” “Big Ones, Short Ones, Tall Ones, Small Ones: Which Size 1911 Is Best For You?” in the American Handgunner Personal Defense 2009 Special Edition tells you all you need to know about choosing the best 1911 for your needs. Dealers, to stock these FMG titles in your store, contact FMG’s Distribution Manager, Sergio Jauregui, at 1-800-597-8065. For a look at the magazines, visit www. fmgpublications.com.2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=37http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=37Leathercraft, Torel, BLACKHAWK!, Uncle Mike’s and Butler Creek,” Merritt said. “Everyone’s tastes are different, so we have lots of slings made from a wide variety of materials, including neoprene and all the way to leather.” Merritt also stocks Stoney Point Products, including shooting sticks, monopods, bipods and tripods for shot stability. He also stocks Harris bipods because of “their noteworthy quality” and the wide range of models available for any firearm. In the shotgun accessory category, shooting glasses and hearing protection are must-have items. Merritt focuses on mid-range items, as he found customers were not purchasing the more high-end products. “At one time we sold Ray Ban glasses, but the high cost cut sales. Our best-selling models in both shooting glasses and hearing muffs are from Peltor. We also carry some cheaper brands and even rent glasses and muffs at the range. We sell a lot of the foam plugs, but when someone is looking for a set of muffs to use time-and-time again, Peltor is the best buy,” Merritt said. For sport shooting, Merritt stocks a se- lection of clay target throwers and clay targets. Do All Outdoors makes his top-selling target thrower units, and clays manufactured by White Flyer lead target sales. Standard sizes are the most popular, but Merritt also stocks rabbit targets and minis. Chokes are another shotgun-only product that brings in a flurry of sales during turkey season. Most companies package shotguns with a variety of chokes except for turkey chokes, such as extra full and super full models. Merritt looks to Primos, Remington and Browning to fill that need. Merritt also makes sure every customer is asked whether they Black rifles, like the Sig Sauer 556 Classic, are “accessory heavy,” and offer additional and follow-on sales. Stoeger’s over-and-under Condors are among the best-selling shotguns at Surplus City USA. Thank You For An Amazing Show! Together We Have Started 2009 On The Road To Success! Go ahead and mark your calendars for next year. January 6-9, 2010! Ellett Brothers® LLC Chapin, SC www.shootingindustry.com 1-800-845-3711 Circle No. 212 on Inquiry Card www.EllettBrothers.com MARCH 2009 372009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=38http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=38Enhanced sighting products, like TruGlo’s fiber optic TG90 Glo-Dot Universal, are easyto-sell accessories. need cleaning products with their new long gun. “We carry Hoppe’s, DAC Technologies, G96 and Sweet’s products, in addition to Remington kits. For rods we carry upper-end rods like Tipton, along with Pro Shot brushes and jags and Remington kits,” Merritt said. “Tipton rods are upper-end cleaning rods whereas Pro Shot brushes, jags and rods are in an intermediate price range. Of all, Hoppe’s is the most wellknown brand name, and we carry their high- and low-end cleaning products.” Riflescopes are one of the more expensive accessories that Merritt aggressively targets, offering free mounting and bore sighting when customers purchase their riflescope accessories during a one-stop shopping spree. “We keep a wide variety of optics on hand to make sure we cover low-end and high-end needs. Neither area dominates sales, and we routinely sell products ranging from $30 to $1,000 or more,” Merritt said. “Our top sellers continue to be products from Nikon, Leupold, Bushnell and Shooters Edge, with Nikon and Leupold far outselling the rest. Most folks are looking for a mid-range scope, and want the rings and bases to mount the scope at the same time.” Surplus City USA also is seeing an increase in reloading interest. “We do have a reloading department, and with the high price of ammo, our powder sales are definitely up,” Merritt said. “I think people are digging their old reloaders out of the closet or purchasing new ones and increasing the amount of ammunition they’re loading. Plus, you still have a devoted group of shooters looking for accuracy, and reloading is the only way to go.” Finally, Merritt ensures each customer knows the options in firearm cases to transport long guns. Merritt offers cases to customers who intend to transport their long guns on an airline, those with ATV concerns and for basic storage needs in vehicles or at home. “We carry a variety of soft and hard gun cases,” Merritt said. “In the soft-case category, we carry Browning, Remington and more affordable models from Allen. In the hard-case category, we carry SKB and some low-end units.” Even though Surplus City USA strives to carry all long-gun accessories, Merritt doesn’t kid himself. He can’t carry it all. “If we don’t have it, we get on the phone with other privately owned stores and do our best to find it locally,” Merritt said. “Our customers appreciate the effort, and we share business with the other local stores by working hand-in-hand with them. They reciprocate the effort. The last place we want to send our customers is to a box store.” 9 Can’t Carry It All K LONG GUNS & ACCESSORIES AA&E Leathercraft . . . . . . . . . . . . Allen Co . . . . . . . . . . . . . . . . . . . . A .R .M .S . Inc . . . . . . . . . . . . . . . . Advanced Technology . . . . . . . . . ArmaLite . . . . . . . . . . . . . . . . . . Barrett Firearms . . . . . . . . . . . . . Battenfeld Technologies . . . . . . . . Bell and Carlson . . . . . . . . . . . . . Benelli USA . . . . . . . . . . . . . . . . . Beretta USA . . . . . . . . . . . . . . . . . Birchwood Casey . . . . . . . . . . . . . BLACKHAWK! . . . . . . . . . . . . . . . Boyds’ Gunstocks . . . . . . . . . . . . Browning . . . . . . . . . . . . . . . . . . B-Square . . . . . . . . . . . . . . . . . . Bushmaster . . . . . . . . . . . . . . . . Bushnell . . . . . . . . . . . . . . . . . . . Butler Creek . . . . . . . . . . . . . . . . Caesar Guerini . . . . . . . . . . . . . . Caldwell Shooting Supplies . . . . . . Century International Arms . . . . . . Champion . . . . . . . . . . . . . . . . . Charles Daly . . . . . . . . . . . . . . . . Colt’s Mfg . Inc . . . . . . . . . . . . . . . Command Arms Accessories . . . . . CZ-USA . . . . . . . . . . . . . . . . . . . . DAC Technologies . . . . . . . . . . . . Dakota Arms Inc . . . . . . . . . . . . . . Do All Outdoors . . . . . . . . . . . . . . Doskocil . . . . . . . . . . . . . .2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=39http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=39KNIFE SHARPEN I f the ever-narrowing margin on handguns gets you down, and the seasonal slump in deer rifles makes you sour, it’s time to pull out the price sheet on your best-selling knives and do some serious pondering. If you don’t see several profit margins on knives in the $150 to $200 price range — which equal or exceed your margin on $650 pistols — then maybe you’re stocking the wrong knives. If you do see those hefty margins, but you’re not pulling customers in like hungry fish, maybe your sales strategy needs to be rethought. Go to a full-line cutlery store and check out their hottest sellers. Look especially at the models displayed up front at eye level, which offer no discounts or sales specials. Usually this is because they don’t have to — those knives sell briskly at full price. Also look for models you carry. If their price is significantly lower than yours, this could explain the knives’ failure to fly off your shelves. First, do a “dust check.” Generally, if a knife has been on visible, out-of-the-box display for three to six months, you can attribute that dust-gathering status to one of three reasons. By John Morrison YOUR YOUR Put A A Fine Fine Edge Edge On On Your Your Marketing Marketing Strategy! Strategy! Put KNIFE SALES SALES If, for example, you have Remington-logo knives two aisles away from your Remington firearms, your brand-loyal customers may not see your Remington cutlery to make that all-important connection. Mix those knives in with the guns and see them sell! Check your display lighting, too — even the most attractive knives can be overlooked if you don’t “spotlight” them brightly enough. Move lower-end knife displays to high-traffic, end-cap posi- Out With The Losers 2. Placement is poor and your display is a dud. New for 2009, Leatherman’s Expanse is available in 2.6" and 3.1" blade lengths. Be aware that a knife, which appeals to you, may have no appeal at all to your customers. 1. The knife simply doesn’t fit your customers’ needs or tastes. tions, and place higher-end “gift knife” displays at your point-of-sale, where you can direct customers’ attention to them with: “Can I show you this new knife we just got in? It’s a beauty, and a real bargain!” If you aren’t enthusiastic about the knives you carry — their features, utility or 3. Maybe you’re just not “talking them up.” Remington’s F.A.S.T. Knives are now available in Mossy Oak Blaze Orange for 2009. www.shootingindustry.com MARCH 2009 392009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=40http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=40The companies listed have featured advertisements or products in this issue. Look to them first when you are ready to make a purchase. Companies ADVERTSERS Aimpoint American Tactical Imports Battenfeld Technologies Benchmade Knife Company Brownells Champion Charles Daly Colonial Arms Crimson Trace DPMS Davidson’s Inc. Ellett Brothers Fobus USA Hardigg Cases Lewis Machine & Tool MKS Supply Inc. MTM Molded Products Numrich Gun Parts Pearce Grip Pro Ears Pro Mag Industries Scherer Supplies Sig Sauer Sports South Springfield STI International Sturm, Ruger & Co. TruckVault Weaver Circle # 201 202 203 204 205 206 207 208 209 210 211 212 213 214 215 216 217 218 219 220 221 222 223 224 225 226 227 228 229 230 231 232 233 234 235 236 237 238 239 240 241 242 243 244 245 246 247 248 249 250 251 252 253 254 255 256 257 258 259 260 261 262 263 264 265 266 267 268 269 270 271 272 273 274 275 276 277 278 Page 9 6 13 21 19 16 1 5 11 5 32 37 33 44 3 19 15 14 19 17 42 23 48 2 47 23 7 34 25 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 30 35 Companies Allen Co. A.R.M.S. Inc. Advanced Technology ArmaLite Barrett Firearms Battenfeld Technologies Bell and Carlson Benelli USA Beretta USA Birchwood Casey BLACKHAWK! Boyds’ Gunstocks Browning B-Square Bushmaster Bushnell Butler Creek Caesar Guerini Caldwell Shooting Supplies Century International Arms Champion Charles Daly Colt’s Mfg. Inc. Command Arms Accessories CZ-USA DAC Technologies Dakota Arms Inc. Do All Outdoors Doskocil DPMS EMF Co. Inc. FNH USA G96 Products Co. Galco International H&R 1871 Harris Engineering Heckler & Koch Inc. Henry Repeating Arms Hi-Point Firearms Hogue Grips Hoppe’s H-S Precision Inc. Kel-Tec Kimber Mfg. Lyman Products Corp. Leupold & Stevens Marlin Firearms Co. McMillan Fiberglass Stock MTM Molded Products Navy Arms Co. New England Arms Corp. New England Firearms Nikon O.F. Mossberg & Sons Outers Pachmayr Ltd. Peltor Plano Primos Pro Shot Remington Arms Co. Rossi Savage Arms Shooters Edge Shooters Ridge Sig Sauer SKB Sports Smith & Wesson Springfield Armory Stoeger Stoney Point Products Sturm, Ruger & Co. Sweet’s Taurus International Thompson/Center Arms Tipton Torel Traditions Performance Firearms TruGlo Uncle Mike’s Weatherby Inc. Weaver White Flyer Circle # 279 280 281 282 283 284 285 286 287 288 289 290 291 292 293 294 295 296 297 298 299 300 301 302 303 304 305 306 307 308 309 310 311 312 313 314 315 316 317 318 319 320 321 322 323 324 325 326 327 328 329 330 331 332 333 334 335 336 337 338 339 340 341 342 343 344 345 346 347 348 349 350 351 352 353 354 355 356 357 358 359 360 361 Page 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 35 Companies Winchester Repeating Arms Circle # 362 363 364 365 366 367 368 369 370 371 372 373 374 375 376 377 378 379 380 381 382 383 384 385 386 387 388 389 390 391 392 393 394 395 396 397 398 399 400 401 402 403 404 405 406 407 408 409 410 411 412 413 414 415 416 417 418 419 420 421 422 423 424 425 426 427 Page 35 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 39 43 43 43 43 43 44 44 44 KNIFE MARKET TURKEY SALES ADCO Sales Advantage Camouflage Aimpoint Ameristep Benelli USA Corp. Beretta USA Browning B-Square Birchwood Casey BuckWing Products Burris Bushnell Outdoors Butler Creek Charles Daly Cody Turkey Calls DK Flatwoods Feather Flex Federal Premium Flambeau H&R 1871 Haydel’s Game Calls Hevi-Shot HiViz Sight Hunter’s Specialties Kahles Kick’s Industries Knight & Hale Leupold & Stevens M.A.D. Calls MOJO Outdoors Mossy Oak New England Arms Corp. New England Firearms Outdoor Prostaff O.F. Mossberg & Sons Penn’s Woods Primos Hunti2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=41http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=41gift value — if you’re not purposefully weaving them into conversations with your customers, then they are less likely to see your blades as a great buy. Today’s knives are feature-loaded and technology-rich. You have to pick up that knowledge, speak the language and transmit your enthusiasm to the customer. Imagine how you would interact with your customers if you only sold knives. Look at those profit margins again — and think about it. Now, if you’ve identified some losers, you can still make money with those knives. Use them as “deal sweeteners” to help close that rifle sale, as door prizes during sales events or donate them as raffle or auction prizes at local charity events. When you donate, include a certificate for a free cleaning and sharpening, thereby pulling a new customer into your store. This works even better if you send only a good photo and product write-up for display at the event, stipulating that the winner can pick up his or her prize at your shop. Buck’s 2009 ErgoHunter Skinners, in three models, have 4 2/3" full-tang blades and a generous belly design. Click the “Edge-U-Cation” tab on Spyderco’s Web site, and you’ll find facts on actions, blade steels, handle materials and a complete glossary of knife terms. Visit www.spyderco.com. Benchmade offers extensive information on its Web site, www.benchmade.com, including designs and finishes, materials, mechanisms and knife care. Buck Knives offers a full education on cutlery by clicking on “About Your Knife” at www.buckknives.com. In addition, find out how Columbia River Knife & Tool’s Auto-LAWKS safety system works at www.crkt.com; how the V-Cutter and glass breaker on SOG Knives’ twin-blade Bi-Polar operates by visiting www.sogknives.com; the trick to using the Axial Locking Mechanism on Paul Poehlmann’s designs for Lone Wolf Knives on www. lonewolfknives.com and more. If you’re not a “knife knut,” recruit one of your staff to keep current on the latest trends and developments. Tons of information can be found on manufacturers’ Web sites. Super Sales Strategies 1. Boost your “knifeknowledge” and that of your sales staff. from his pocket and says, “Here’s what I carry and why.” Carry a tactical folder on your right, a “gentleman’s folder” on your left, and be able to point to your choice of hunting fixed-blade knife in a nearby display. Offer such knives to your employees at your cost — they’ll carry and show them enthusiastically! Knife people are hands-on types, and nothing helps a sale more than actual holding, hefting and handling. 4. At your first opportunity, get a knife into your customer’s hand. Plan for occasions like Fathers Day, high school and college graduations, Veterans Day and Christmas, then stock and advertise aggressively. Often, knife manufacturers and your distributors will help with holiday sale displays, special pricing and advertising assistance. 5. Develop an annual sales calendar for cutlery. Capitalize on logo loyalty to help these sales. Beretta, Browning, Glock, Heckler & Koch, Remington and Smith & Wesson and are only a few of the gunmakers offering knives bearing their logo. There is no better time to add a knife to a gun sale than when proud buyers pick up their firearm. 2. Adopt the policy that “No gun leaves this store without a knife.” Diamond Machining Technology’s (DMT) Double Sided Diafold and Lansky’s Quick Fix sharpeners are priced for quick, easy, add-on profits, which can frequently lead to purchases of complete sharpening systems. Another great sharpening system is Spyderco’s Triangle Sharpmaker, which includes an instructional DVD. 6. Even when you’re adding a knife to a firearm sale, you can add accessories to the knife. You may already be selling injectionmolded holsters and magazine pouches by Blade-Tech, and not know their selection of knives has doubled or tripled 3. Carry the knives you in numbers recently. If you’re already a want to sell! BLACKHAWK! Authorized Dealer, you Nothing impresses a buyer more than2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=42http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=42Selecting A Knife Company hat should dealers look for in selecting a knifemaker? Jeff Goddard, director of sales and marketing for the Sport Division of Kai USA, which includes Kershaw, ZT Knives and SHUN Cutlery, and Doug Hutchens, marketing director of Lone Wolf Knives, offer sound advice. Both emphasize the importance of carrying only quality knives, even if they cost you more up front: “Something your sales people can feel confident in selling, and won’t leave a bad taste in the customer’s mouth,” Goddard explains. “Your customers can buy low-quality knives cheaper from a mass marketer,” but W higher-quality knives “are easier to sell because of the factory support, resulting in a more comfortable, worry-free purchase by your customer,” Hutchens adds. Hutchens and Goddard also agree that your company should offer support in the form of availability — knowledgeable staff as close as picking up the phone — as well as point-of-sale and other display materials designed to make your shop look better and attract customers’ attention. Another must: Companies that place striking, eye-catching ads in outdoor and shooting sports consumer magazines your customers read will help you make sales. 9 Zero Tolerance (ZT) offers touch combat knives like the Model 0302 assisted folder. KNIFE MARKET A .G . Russell Knives . . . . . . . . . . . . . Al Mar Knives . . . . . . . . . . . . . . . . . Atlanta Cutlery . . . . . . . . . . . . . . . . Bear & Son Cutlery . . . . . . . . . . . . . Benchmade Knife Co . . . . . . . . . . . . Beretta Knives . . . . . . . . . . . . . . . . BLACKHAWK! . . . . . . . . . . . . . . . . . Blade-Tech Industries . . . . . . . . . . . Browning . . . . . . . . . . . . . . . . . . . . Buck Knives . . . . . . . . . . . . . . . . . . Chris Reeve Knives . . . . . . . . . . . . . Coast Products . . . . . . . . . . . . . . . . . Cold Steel . . . . . . . . . . . . . . . . . . . Colt Knives . . . . . . . . . . . . . . . . . . . Columbia River Knife & Tool . . . . . . . Diamond Blade Knives . . . . . . . . . . . Diamond Machining Tech . . . . . . . . . . Elishewitz Custom Creations . . . . . . . Emerson Knives . . . . . . . . . . . . . . . . EZE-LAP Diamond Products . . . . . . . . Frost Cutlery Co . . . . . . . . . . . . . . . . Fox Knives USA . . . . . . . . . . . . . . . . Gerber . . . . . . . . . . . . . . . . . . . . . . Glock . . . . . . . . . . . . . . . . . . . . . . . Great American Tool Co . . . . . . . . . . GT Knives . . . . . . . . . . . . . . . . . . . . Gutmann Cutlery . . . . . . . . . . . . . . . HallMark Cutlery . . . . . . . . . . . . . . . Heckler & Koch . . . . . . . . . . . . . . . . Ka-Bar Knives . . . . . . . . . . . . . . . . . Katz Knives . . . . . . . . . . . . . . . . . . Kershaw Knives . . . . . . . . . . . . . . . 363 364 365 366 367 368 369 370 371 372 373 374 375 376 377 378 379 380 381 382 383 384 385 386 387 388 389 390 391 392 393 394 KutMaster . . . . . . . . . . . . . . . . . . . Lansky Sharpeners . . . . . . . . . . . . . . Leatherman Tool Group . . . . . . . . . . Lightfoot Knives . . . . . . . . . . . . . . . Lone Wolf Knives . . . . . . . . . . . . . . Meyerco USA . . . . . . . . . . . . . . . . . MicroTech Knives . . . . . . . . . . . . . . Outdoor Edge Cutlery . . . . . . . . . . . . Randall Made Knives . . . . . . . . . . . . Remington Arms . . . . . . . . . . . . . . . Savage Arms . . . . . . . . . . . . . . . . . SHUN Cutlery . . . . . . . . . . . . . . . . . Sig Sauer . . . . . . . . . . . . . . . . . . . . Smith & Wesson . . . . . . . . . . . . . . . Smith Abrasives . . . . . . . . . . . . . . . SOG Specialty Knives . . . . . . . . . . . Spyderco Inc . . . . . . . . . . . . . . . . . . Strider Knives . . . . . . . . . . . . . . . . . Taylor Brands LLC . . . . . . . . . . . . . . Timberline Knives . . . . . . . . . . . . . . Victorinox Swiss Army . . . . . . . . . . . W .R . Case & Sons . . . . . . . . . . . . . . William Henry Knives Cutlery . . . . . . Wilson Tactical . . . . . 2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=43http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=43Text First Line See Your Product Here! If you are a manufacturer, importer, distributor or entrepreneur with a newsworthy, new or revised product available to dealers or distributors, let us know! We have room for about 80 words. Pictures Company should Phone #be color, if possible. Electronic images, transparencies and glossy prints are acceptable. Website Product releases are printed on a space-available basis at the discretion of the editorial staff. 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 FMG Text Publications First Line Defensive Thinking DVD Text New for 2009, firearms training expert Clint Smith, of Thunder Ranch training facility, teaches “Defensive Thinking: Logical Solutions for Home, Car and Carry.” This two-disc set includes Mental Preparation and Logic Lecture; Home Defense, including Locks, Lights, Guns and Brain Power; Vehicle Defense; and Concealed Carry Options, including guns, platforms and drawing techniques. Filmed at Thunder Ranch in Oregon, “Defensive Thinking” is full of tips, techniques and Clint’s personal observations about the tactics and gear that work best. Circle # 000 Text First Line Anschutz Model 1770 Hunting Repeater The Anschutz Model 1770 Hunting Repeater in .223 Rem. incorporates a newly designed action, with six locking lugs providing added strength and reliability. The action also allows a short 60-degree bolt lift, and several pressure vents redirect gas away from the shooter in case of cartridge failure. The rifle has a medium target weight, 22" barrel, and select-grade, oil-finished walnut stock with semi-oval cheek piece and Schnabel forend. The rifle weighs 7.5 lbs. Text Merkel USA Company (205) 655-8299 Phone # www.Merkel-USA.com Website Company FMG Publications Phone # 1-800-628-9818 Website www.americanhandgunner.com 420 Circle # 000 423 Circle # 000 Text First Line Text Legacy Sports International Chuck Connors Rifle Legacy Sports International Company (775) Phone828-0555 # www.legacysports.com Website 421 Circle # 000 To mark the 50th anniversary of the TV series, “The Rifleman,” Legacy offers the Chuck Connors Commemorative Rifle. The Model 92 .44-40 reproduction, manufactured in Italy by Chiappa, features a large-loop lever and a setscrew (non-functioning) to simulate the one that allowed Connors to rapid fire his rifle. The rifle also has a commemorative medallion bearing Connors’ likeness and his laser-etched signature. The rifle comes with a certificate of authenticity, a black-and-white portrait of Connors and a CD featuring two episodes from the popular TV series. BLACKHAWK! Text First Line Gladius Maximis Text The Gladius Maximis combines the features of the Gladius with improved capabilities that maximize its function in critical close-quarters situations. The Gladius Maximis runs for 90 minutes at its full-power output of 120 lumens and over 400 hours at its lowest setting of 1.5 lumens. It is powered by two 3-volt CR123A lithium batteries contained in its water-resistant aluminum anti-roll body. The 1-inch body diameter is also compatible with all standard weapons mounts. It weighs about 6 ounces with batteries. Text First Line Text I.O. Inc. IOK-47-C I.O. Inc. Company The IOK-47-C rifle with polymer stock is made in the USA. The rifle features a 16 1/4" barrel, with a 1:12" righthand twist; polymer forend and stock; an ergonomic pistol grip; and adjustable front sight. It has an overall length of 36" and weighs 7 lbs. It comes with one 30-round magazine and will accept standard AK magazines. 1-866-882-1479 Phone # www.ioinc.us Website BLACKHAWK! Products Group Company 1-800-694-5263 Phone # www.blackhawk.com Website 422 Circle # 000 www.shootingindustry.com 424 Circle # 000 MARCH 2009 432009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=44http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=44Fieldline Reversible Handwarmer Fieldline’s Reversible Handwarmer is constructed of fleece and is available in New Mossy Oak Breakup on one side and blaze orange fleece on the other side. The jacket-style cuffs on each end of the handwarmer provide insulation from the wind and cold, while the 1" belt with side-release buckle allows for comfortable, portable wear. Fieldline 1-800-438-3353 www.fieldline.com Elvex Corp. Women Safety Glasses Elvex’s newest safety glasses, Avion SG-18, are designed for women. Featuring a sleek style and colorful temples, the glasses are about 6 percent smaller than standard safety glasses. The Avions are available in clear, clear anti-fog, amber/ yellow, indoor/outdoor and gray lenses. The glasses have mono-lens construction, with wraparound lens, rubber-tipped temples and a soft rubber nose bridge. The lenses provide 99 percent UV protection and comply with ANSI Z87.1-2003 (+) and CE-EN-166 Circle # 427 RIVALRY SYNERGY Elvex Corp. Pelican Protector Cases Hardigg Mobile Office 1-800-888-6582 www.elvex.com Circle # 425 Storm Carry Cases Hardigg Rack Mount Cases Blue Book Publications 30th Anniversary Blue Book The new 30th Anniversary Edition of the “Blue Book of Gun Values” by S.P. Fjestad has been expanded to nearly 2,300 pages. All 2009 new firearms are included, plus updated values on discontinued firearms and antiques. Paramilitary rifle values have also been brought up-to-date. The 80page Photo Percentage Grading System provides color images to help determine a firearm’s correct condition factor based on the percentage of original condition. The edition is also available by subscription online and on CD-ROM. Hardigg Custom Applications Pelican Advanced Lighting Tools Learn more at: pelican.com/si DECEMBER 23, 2008 PELICAN PRODUCTS ACQUIRES HARDIGG INDUSTRIES SYNERGY 23215 Early Avenue Torrance, CA 90505 (800) 473-5422 • Fax: (310) 326-3311 147 North Main Street South Deerfield, MA 01373 (800) 542-7344 • Fax: (416) 665-4801 www.Hardigg.com Blue Book Publications 1-800-877-4867 www.bluebookinc.com All trademarks and logos displayed herein are registered and unregistered trademarks of Pelican Products, Inc. Circle No. 214 on Inquiry Card Circle # 426 44 MARCH 2009 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=45http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=45Continued from page 46 ACCESSORIES Colt Commercial Is Back C BUSINESS 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. 407-3215822 www.shootingsearch.com. search@ shootingsearch.com. Classified ads are: $2.00 per word per insertion with a 20word 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. olt Manufacturing Co. was represented at the SHOT Show with a new booth and a battery of new products. Along with the new booth, there’s a renewed emphasis in addressing the commercial market. Joyce M. Rubino, a 30-year veteran of Colt who was promoted to vice president and COO of Colt Manufacturing in November, heads the new initiative. “We had a very positive reaction to our new products and programs at the show,” Rubino said. “The history is here, and dealers want the product. They are very pleased with what we are doing.” So are we. Visit www.colt.com for more information. Masters Attracts Major Interest W e are impressed with the number of companies contacting us, asking if they can become sponsors of the Shooting Industry Masters. We don’t take our sponsors for granted because, without them, we would not be able to conduct the three-gun competition, which raises money for and awareness of NSSF’s Step Outside program. During the 2008 Masters raffle, we raised $16,500 for Step Outside. With that amount, FMG has raised nearly $55,000 through the Masters, all in support of this important program. “FMG has been a phenomenally good supporter of the Step Outside program and other NSSF efforts to recruit and retain shooters,” Sanetti said. “Step Outside has been tremendously successful and we thank FMG Publications. They are a great partner and we hope the partnership continues for a long, long time to come.” We’re also pleased with the number of companies that have entered teams for this year’s event, which will be held July 24 and 25 at the Hartford Gun Club in East Granby, Conn. Based on the success of last year’s event, we’ve expanded the numbers of teams and shooters for this year’s event. If you haven’t entered your team, see pages 26 and 27 for more information. Additional information is also available at www.shootingindustry.com. Sign Up For A Free Subscription To SI’s All-Digital Edition. Visit www.shootingindustry.com. FNH USA Draws Sales F NH USA has two promotions to drive business to gun dealers. Customers who purchase a new FNP-9 or FNP-40 pistol between Jan. 1 and April 15, 2009, will receive a free FN Shooter’s Pack, which contains a BladeTech polymer belt holster, a double magazine pouch and a polymer training barrel. Buyers of an FNAR rifle between Jan. 1 and April 15, 2009, will receive a lightweight, padded shooting mat free. “We had so much success with the Shooter’s Pack in 2008, we decided to bring it back for an encore in 2009,” said Barbara Sadowy-Bailey, director of marketing for FNH USA. “As to the FNAR promotion, this gun is new to our line and we want to spread th2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=46http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=46Russ Thurman Entering A Firearms-Forbidden Zone S alutes to the National Shooting Sports Foundation (NSSF) for its venture into one of the nation’s major Firearms-Forbidden Zones: Chicago. On Jan. 28, NSSF ran a full-page ad in the Chicago Tribune to raise awareness of major programs sponsored by the firearms industry. “It’s important that all Americans understand how members of the firearms industry are working to encourage the safe and responsible use and storage of their products through NSSF’s nationally recognized programs,” said Steve Sanetti, NSSF president. “Chicago is the first of a number of major cities where NSSF will run this educational ad and where we also will bring our industry’s safety programs, such as Project ChildSafe, First Shots and Don’t Lie for the Other Guy, to demonstrate our industry members’ commitment to safe firearms ownership and storage.” The eye-catching ad also highlighted the Web sites of these important programs. Then, to emphasize the industry’s efforts, on Feb. 7, NSSF conducted nine First Shots seminars at three ranges around Chicago: Midwest Sporting Goods in Lyons, G.A.T. Guns in Dundee and Bass Pro Shops in Gurnee. Salutes, also, to these businesses for helping in this campaign. About 150 people took in the seminars. They included husbands and wives, mothers and daughters, members of the media, veterans who had not fired a firearm since leaving the military and many others. “This seminar really changed my opinion and educated me greatly on gun safety and what it is to shoot a gun — and how much fun it is. I highly recommend it to everyone,” said one participant. For more information on NSSF programs, visit www.nssf.org. For details on how to host a First Shots seminar, visit www.firstshots.org. GUNS Adds 1.4 Billion To Stimulus Package ot to be outdone by the folks in Washington, D.C., FMG Publications is helping to stimulate the shooting sports by offering Shooting Industry’s sister publication, GUNS Magazine free to 1,463,632,361 Internet users. Beginning with the April issue, GUNS Magazine is available at no charge to anyone with access to the Internet. The bonus Web circulation is provided to advertisers for free as part of an FMG added-value incentive package. “Why should the government get to have all the fun,” said Roy Huntington, GUNS publisher. “With the click of a computer mouse, over one billion potential readers have access to GUNS Magazine. We have an incredible group of Americans who write for each of our titles. Sharing their firearms skill, knowledge and enjoyment of the shooting sports N will provide more incentive for consumer involvement and, hopefully, spending.” The new interactive digital edition of GUNS Magazine uses the latest dynamic flash, flip-page technology to create a realtime, page-turning, online magazine-viewing experience. Embedded links in featured products and advertisements allow visitors easy, single-click access to manufacturer Web sites. The April digital edition also includes embedded video files that provide a glimpse of the multimedia enhancements viewers can expect in future editions. GUNS Magazine is the third FMG Publication to make the jump to cyberspace, joining Shooting Industry and American COP in digital formats. For more information, visit www.fmgpublications.com. Continued on page 45 WE’RE CALLING YOU OUT TO THE SHOOTING INDUSTRY MASTERS! Page 26 46 MARCH 2009 Read SI DIGITAL www.shootingindustry.com2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=47http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=47Circle No. 225 on Inquiry Card2009-03-02T19:31:00+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=48http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Mar2009/?Page=48® Exceptional Performance and Reliability! Ambidextrous safety Mini Red Dot Sight included Rigid steel receiver Ergonomic design for balance Full length gas piston 30-round AR integrated connecting polymer magazines The SIG 556 rifle delivers unmatched reliability with virtually no cleaning or maintenance. At the very core of SIG 556 is a stainless steel upper housing that completely encloses a hardened steel monoblock. Threaded to a cold hammer forged barrel, this unique design provides an ultra rigid platform delivering unparalleled accuracy and performance. Gas volume is regulated by a two position valve that practically eliminates carbon build-up and firing residue, insuring reliable function under the most extreme conditions. 2 position gas valve Folding buttstock for portability and concealability Cold hammer forged barrel ® Circle No. 223 on Inquiry Card Fo r m o re i n f o rm a t i o n v i s i t s i g s a u e r. c o m2009-03-02T19:31:00+01:00