Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. The Airgun Pellet Trap from Champion Traps & Targets makes it easy to set up a range in a gun shop or backyard. consumer is shopping an assortment, he decides within seven seconds whether or not a particular item is for him. We put a lot of information on our packaging, so if the dealer chooses to leave our airguns in their factory packages, there’s plenty of information available for the customer.” Tip #4: Many dealers display higher-end airguns with their firearm rifles behind the counter. “I’ve rarely seen that executed well,” Stefanko said. “Airguns tend to get lost in that kind of assortment. If you’re going to put airguns in your rifle racks, mark them clearly or segregate them in some way that makes it clear to the customer what they are.” Stefanko says he sees a big opportunity for independent gun dealers to merchandise successfully around the big-box stores. “Most of our large unit sellers are .177,” Stefanko said. “Most consumers looking to dispatch an animal humanely want a .22. Very few big boxes carry much in the way of .22. So there’s a huge opportunity out there for independent dealers.” Stefanko offers two of their most recent models as examples — Crosman’s Benjamin Discovery and the Benjamin Super Streaks. He’s seeing the .22 sell almost one to one over the .177. Accessories and ammunition are important. “Depending on what you choose to sell in terms of caliber and velocity, make sure the ammunition matches the gun,” Ste- fanko said. “The right ammunition for airsoft units is heavier ammunition. With the more powerful CO2 and higher-end AEG (automatic electric guns), dealers need to be sure they have .20, .25 and maybe even heavier ammunition.” Displaying airguns with accessories is a real attention-grabber. “When you put all the bells and whistles on a higher-end airgun, the cool factor goes way up,” said John McCaslin, president of AirForce Airguns. “Then people don’t care what the price is — they want the gun just as it’s displayed. The accessories may mean a 50- to 60-percent increase in the retail price. What we’ve found is that people aren’t resistant to the retail price if it’s something they perceive as new and different, or high quality, or that will perform better, or even that just has more style points.” The bottom line? People are more concerned about what it does than what it costs. Airsoft is an entirely different market than traditional airguns. “Airsoft airguns provide fun, safe indoor target shooting for the whole family,” Stefanko said. “This is a consumer that’s evolving and also a busi- Tip #5: Circle No. 218 on Inquiry Card 38 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com