http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/RSS.ashxShooting Industry November 2008 PagesTue, 04 Nov 2008 16:13:21 +0100http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=1http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=1INDUSTRY FACES UNCERTAIN ECONOMY NOVEMBER 2008 Sure, Steady Sales! SECURITY TARGET SAFETY & VARMINT, PREDATOR HUNTING & Airguns And 10 Sales Tips Paintball FMG GOES DIGITAL p. 9 Circle No. 235 on Inquiry Card www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=2http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=2Circle No. 232 on Inquiry Card2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=3http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=3Circle No. 233 on Inquiry Card2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=4http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=4Features 24 Page 24 Safety & Security A Sure Bet For Steady Sales. John Morrison 31 37 Varmint & Predator Sales Big-Game Season’s End Doesn’t Stop Hunting Profits! Mark Kayser Airguns And Paintball Ten Tips For Explosive Sales! Carolee Anita Boyles Industry News 8 Industry Faces Uncertain Economy, Election Results 9 FMG Publishes Digital Editions 10 Taurus Acquires Rossi 10 Beretta Pledges $1 Million To NRA Columns 16 18 20 22 46 Lethal Force Help Customers Purchase Firearms As Gifts. Massad Ayoob Outdoor Marketplace Giving Is Good For The Heart And Business. Greg Staunton Arms And The Woman Proven Strategies To Create Return Customers. Lisa Parsons-Wraith Back Blast & Other Hot Gases Keeping It In The Family. Commander Gilmore Industry Watch Building A Better Business Power Tool. Russ Thurman Departments 6 Letters 41 Reader Service 42 45 New Products Classifieds TJ's Custom Gunworks WIN A CUS TOM ROB Duty Ready Jewelry AR/SPR INGFIELD XD! POCK COLTS ET SECR ? ETS TOOL WO ODEN MP-4 ! Rifles: 0 SU Light Tactical BG Needs UNVs Wants FN Battle P-45 Ready .45 Shooting With X-Ray Vision Part II Affo rdab Hand le guns FOCU S: WH AT’S HOT: Tacti cal Lights SHOOTING INDUSTRY® (ISSN 0037-4148) is published monthly by Publishers’ Development Corporation at 12345 World Trade Dr, San Diego, CA 92128. Periodical Class Postage paid at San Diego, CA 92128, and at additional mailing offices. Subscription $25 yearly in U.S.A. Single copies $3 (except for the December SHOT SHOW issue, $25). Change of address: Four weeks notice required on all changes. Send old address as well as new. POSTMASTER: Send address changes to: SHOOTING INDUSTRY® 12345 World Trade Dr, San Diego, CA 92128. PRINTING SERVICES/PREPRESS: Democrat Printing Company. CONTRIBUTORS submitting manuscripts, photographs or drawings, do so at their own risk. Material cannot be returned unless accompanied by sufficient postage. PAYMENT will be made at rates current at time of publication and will cover reproduction in any or all of the editions of SHOOTING INDUSTRY®. OPINIONS expressed in bylined articles or columns are those of the author and do not necessarily reflect the views of the magazine or its staff. Copyright© 2008 by Publishers' Development Corporation. All rights reserved. Reproduction or use of any portion of this magazine without written permission is prohibited. 4 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=5http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=5SINCE 1955 — THE INDUSTRY’S BUSINESS MAGAZINE BOARD OF DIRECTORS Thomas von Rosen, CEO; Thomas Hollander, Randy Moldé, Marjorie Young PUBLISHER & EDITOR Russ Thurman EDITORIAL ASSISTANT Roxanne Smith ART DIRECTOR Eric Tse ART ASSISTANT Andy Loy PRODUCTION MANAGER Dennaye Cusick Anita Carson Steve Evatt, Jeff Morey, Delano Amaguin, Scott McGregor PROMOTIONS DIRECTOR Randy Moldé PROMOTIONS COORDINATOR Lorinda Massey ADVERTISING SALES DIRECTOR ADVERTISING ACCOUNT EXECUTIVES CONTRIBUTING EDITORS Massad Ayoob Shari LeGate John Morrison Carolee Anita Boyles Ray Oeltjen Lisa Parsons-Wraith FMG PUBLICATIONS Editor: Dave Douglas Advertising: Delano Amaguin americancopmagazine.com 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 www.shootingindustry.com SUBSCRIPTION SERVICES . . . . . . 858.605.0250 EXPRESS SERVICE . . . . . www.shootingindustry.com General Assistance . . . . . . . . . . . . . Click: Contact Us EDITORIAL . . . . . . . . . . . . . . . . 858.605.0243 PRODUCTION . . . . . . . . . . . . . . russ@shootingindustry.com . . . . . . . . . . . . . . 858.605.0202 . . . . . . . . . production@shootingindustry.com National Advertising: 12345 World Trade Dr., San Diego, CA 92128 858 605 0209 or 866 972 4545, FAX: 858 605 0211 General Counsel/Legal Affairs Steele N. Gillaspey PRODUCED IN THE U.S.A. Circle No. 210 on Inquiry Card www.shootingindustry.com NOVEMBER 2008 52008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=6http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=6Memorable Event I want you to know how thrilled I was to receive the highest award presented to anyone in the industry, the Shooting Industry Award, in Hartford on July 25. I was there mostly to support your delightful event and our company, and was totally surprised to be announced the awardee. The award was truly one of the highlights of my life, especially since my dad is a past recipient (1996), and many of the past honorees are personal friends. Many are heroes to all who love hunting and shooting. And, of course, knowing the integrity of the voting system makes the award meaningful as truly representing the industry as a whole. Thank you for overseeing the process and for your personal involvement in planning and executing a truly memorable event. I also enjoyed every aspect of the next day’s shooting fun (Shooting Industry Masters), and the opportunity to get to know other leaders in the outdoor sports. My very best personal wishes, Robert E. Hodgdon Treasurer/Board Member Hodgdon Shawnee Mission, Kan. Mr. Hodgdon, on behalf of Randy Moldé, the director of the Shooting Industry Academy of Excellence and the chairman of the Shooting Industry Masters, thank you for the kind words. While a lot of work goes into administering the Shooting Industry Academy of Excellence, FMG Publications is committed to sponsoring and producing the awards in a way that reflects integrity and service to the industry. We also thank the 500 members of the Academy who hold the voting power. It was also an honor to present the award to you on behalf of the academy, and to hear your heartfelt comments from stage. We also noted you did seem to enjoy the shooting events at the Masters, gauging by the near-constant smile on your face. We hope to see Team Hodgdon compete at the 2009 event. Congratulations, Mr. Hodgdon, for being honored by the industry. Novak Professional After many years of saving my money to have custom 1911 work performed by Novak, I finally was able to send my gun off to realize my dream. When the gun was returned, it was everything I had hoped for; it shot great and looked perfect, except the Novak logo was missing. I sent a letter to Novak thanking them for the fine work and letting them know I was disappointed not to see their logo. A few days later, I received a handwritten letter from Wayne Novak, apologizing and explaining that leaving the logo off was an oversight. He told me to return the slide to him and he personally would take care of it. I sent the slide and in less than a week I had it back, shipping paid, and a company shirt included. To go to all of this trouble for me about a logo tells me a lot about the kind of guy Wayne is and the company he has built. Had this been a function, reliability or safety issue, I have no doubt that it would have been dealt with quickly and professionally. Novak and only Novak will be doing any future work on my 1911. Thanks to Wayne and his crew for treating me right. Robert Bright Portland, Ore. via: American Handgunner Magazine 9 Bob Hodgdon E-mail the Editor russ@shootingindustry.com Circle No. 216 on Inquiry Card 6 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=7http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=7® ® Available in Brushed or Blackened Stainless finishes with Black grip frame, or in Blackened Stainless finish with OD Green grip frame. 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), 916-784-2234 AWR Sports (Fresno), 800-456-4463 Parts Only CONNECTICUT Jerry’s Sport Center, NE (Newington), 800-456-5595 GEORGIA AcuSport Corporation (Duluth), 770-622-1602 ILLINOIS Williams Shooters Supply, Inc. 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Circle No. 236 on Inquiry Card www.shootingindustry.com NOVEMBER 2008 72008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=8http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=8Industry Faces Uncertain Economy, Election Results By Russ Thurman ompanies throughout the industry are bracing for an uncertain hunting and fall buying season in the face of the economic turmoil that rocked the financial markets in the U.S. and the world in October. This, combined with doubts surrounding the presidential election, has companies reducing their workforces and adjusting manufacturing goals and sales projections. Reports indicate that a number of firearm manufacturers have cut jobs. The challenges the industry is facing, while intensified by the Wall Street meltdown, are not a surprise to industry leaders. “I think it’s going to be a very challenging year in the domestic hunting and sports shooting market,” said Tommy Millner, Remington CEO, in June. While the hunting market will be hurt, Millner said, it would fare better than some other “consumer durables.” “Thank God our users are passionate about hunting; they’re not going to stop hunting. Might they hunt with last year’s rifle and not get a new one? That’s a possibility,” Millner said. The soft hunting market has taken its toll. On Sept. 25, a week before the Wall Street Meltdown of 2008, Smith & Wesson announced it eliminated 80 huntingrelated rifle-production jobs at its Rochester, N.H., facility. “As we have discussed over the past several months, economic conditions and their impact on consumer discretionary spending have negatively impacted the hunting-relat- C ed long-gun portion of our business,” said Michael Golden, president and CEO. “Until the market for these products strengthens, we remain focused on making sure that our factories operate efficiently.” The market’s downturn in hunting firearms altered the sales strategy at Red’s Trading Post in Twin Falls, Idaho. “We actually canceled a scheduled order of bolt-action rifles and shotguns because we were not getting much interest, and coupled with manufacturer’s price increases, we changed course,” said Ryan “We actually canceled a scheduled order of bolt-action rifles and shotguns because we were not getting much interest.” economic downturn during the year, as reflected in the number of background checks being conducted by NICS. For the first nine months of 2008, there was a 7.3-percent increase in background checks over the same record-setting months in 2007, according to NICS. From January through September, NICS conducted 8,444,569 background checks, an increase of 574,691 over the same period in 2007. Those increases are reflected in the business at H&H Gun Range in Oklahoma City, Okla. Owner Miles Hall said that as of early October, his sales were up “just shy of 50 percent over 2007. “In 2007, we were up 54 percent over 2006. The bulk of this increase is in new shooters. We have Ryan Horsely, Red’s Trading Post not yet seen the Obama effect on sales. Now that could hit just after the Horsley, marketing director. “We loaded election,” Hall said. up on ARs and other firearms that might Despite the concerns, Hall said he’s be subject to a ban should Obama get in.” looking forward to 2009. That concern, the possibility of Sena“I’m a diehard optimist. The indications tor Obama becoming president, is also af- are it should be a great year. The shooting fecting the marketplace, according to Bob sports in this market are very much alive Godell, owner of The Gun Doctor, as re- and growing in acceptance,” Hall said. ported in the Marshall (Texas) News MesAt Sprague Sports in Yuma, Ariz., senger on Sept. 22. owner Richard Sprague also has mixed “We call it the ‘Obama factor.’ People reviews for the future. are very concerned that if a Democrat is “I see sales being decent heading into elected, they will see more restrictions on the election, driven mostly by the fall handguns and assault rifles. I think as a re- hunts, etc. After the election it is anyone’s sult of that we have seen steady handgun guess. If the wrong guy gets elected, it sales, and there’s been an increase in the could be a short-term boon for blac2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=9http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=9FMG Publishes Digital Editions S hooting Industry magazine is now being published in a digital format. FMG Publications launched the digital edition of Shooting Industry with the October 2008 issue. The November issue is now available at www.shootingindustry.com. “The value to our readers of publishing Shooting Industry in a digital format is significant. It gives readers in every segment of the industry instant access to vast amounts of information via the digital pages of our magazine. It takes Shooting Industry to a higher level as a business-building resource,” said Russ Thurman, publisher of FMG Business Magazines and editor of Shooting Industry. The digital editions of the magazine feature turn-page technology, zoom-in/ out viewing, an “overview” feature, which permits viewing entire issues on one screen, and search capabilities of all issues of Shooting Industry beginning with December 2007. In addition, readers of the digital edition can print selected pages, download the entire issue and e-mail the issue to others, with the digital magazine “open” to the “viewed” pages. “This feature is especially valuable for readers who want employees or company executives to read a specific page,” Thurman said. “If a dealer wants a salesman to read a specific story or see an advertisement he’s viewing, he clicks the ‘envelope’ on the bottom ribbon, enters an e-mail address and sends. A ‘hot link’ appears in the salesman’s e-mail, which takes him to the entire edition, but with the pages open to the specific article or ad. This is also a valuable tool for companies wanting to share information quickly.” Information sharing is a cornerstone of FMG Publications, Thurman said, which is why the digital editions of Shooting Industry have hundreds of Internet hot links in Industry News stories, major features, new products, e-mail addresses and advertisements. “All advertisements in Shooting Industry’s printed versions are included in the digital editions, even those dating back to December 2007,” said Anita Carson, FMG Publications advertising sales director. “This is a significant added value for our advertisers at no additional cost. Just as important, every advertisement in the digital edition is hot-linked to that company’s Web site, providing readers instant access to additional information and products.” The features offered in FMG Publications’ digital editions are only a first step in harnessing the power of the Internet, according to Thurman. “The industry can look forward to further enhancements of our digital editions as we maximize the Internet’s distribution opportunities, while enhancing the value of our publications for our readers,” Thurman said. In addition to Shooting Industry, American COP magazine, FMG’s specialty magazine for law enforcement, is also available as a digital edition. Visit www. americancopmagazine.com. For more information on FMG Publications, visit www.fmgpublications.com. Circle No. 202 on Inquiry Card www.shootingindustry.com NOVEMBER 2008 92008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=10http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=10Beretta Pledges $1 Million To NRA Taurus Acquires Rossi orjas Taurus S.A. announced in September its acquisition of the manufacturing and distribution rights of all Rossi products, including the Model 92 leveraction rifle from Rossi Firearms S.A. According to Taurus, it will expand its manufacturing capabilities and dedicate additional funding for research and development of new Rossi products. Distribution of all Rossi products in the U.S. will continue through BrazTech International in Miami. “We have enjoyed our association with Rossi USA for the past 10 years and have helped with its dramatic growth in U.S. sales over the past several years. I look forward to the continuation of current product production and rapid development of new and innovative models to be introduced in the near future,” said Bob Morrison, president and CEO of Taurus International. For more information, visit taurususa. com and www.rossiusa.com. T he NRA announces that the Beretta Group, led by Beretta U.S.A., Benelli U.S.A. and Burris in the U.S., have pledged to give the NRA $1 million over the next five years. The gift will benefit the NRA Institute for Legislative Action and the NRA Civil Rights Defense Fund. Cav. Ugo Gussalli Beretta made the gift announcement in August. The new pledge brings the Beretta Group’s gift commitments to the NRA to over $2 million. “We are truly grateful for Cav. Beretta’s vision and leadership. The Beretta Group and the NRA are natural partners when it comes to protecting our Second Amendment freedoms, and this gift will have great impact in the months and years ahead,” said Wayne LaPierre, NRA executive vice president. To learn more about making gifts to the NRA, visit www.nragive.com. For more information on the Beretta Group, visit www.beretta.com. F Remington Enters Tactical Apparel Market R emington Arms Co. has entered the tactical apparel market through a new company, EOTAC. Based in West Columbia, S.C., EOTAC has launched its Operator Grade line of apparel. “On a daily basis, Remington and our sister companies, Bushmaster and DPMS, interact with operators all over the world. This puts us in a position to provide a constant stream of feedback and ideas to EOTAC’s design team, leverage our industry expertise and relationships, and support EOTAC in developing and supplying the finest tactical and discreet clothing available,” said E. Scott Blackwell, president of Remington global sales and marketing, and vice president of EOTAC. Dealers may contact EOTAC at (803) 744-9930, e-mail: dealer@eotac.com. For more information, visit www.eotac.com. www.eotac.com Circle No. 206 on Inquiry Card 10 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=11http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=11www.shootingindustry.com Circle No. 237 on Inquiry Card NOVEMBER 2008 112008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=12http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=12Streamlight Marks 35 Years, Expands D.T. Systems Selects Howard For PR treamlight Inc. marked 35 years of operations with a gala reception and tours of its newly expanded Eagleville, Pa., headquarters in September. More than 250 guests, including Lower Providence Township officials, key customers, employees and distribution partners, toured the 75,000-foot addition to the company’s office and manufacturing space. “We are extremely proud to mark 35 years of providing tough, durable, long-lasting flashlights to professional users across many different markets. Our expanded facility will enable us to keep pace with the growth we continue to experience,” said Brad Penney, Streamlight president and CEO. The addition added 55,000 square feet to the company’s original 70,000-square-foot manufacturing space, a 75-percent increase. The company also doubled the size of its headquarters office and engineering facility with an additional 20,000 square feet of office space. The company’s total plant size is now 165,000 square feet. Streamlight built its original facility in 2001, which housed 100 employees. The company now has 170 employees. For additional information, visit www.streamlight.com. S D .T. Systems Inc. of Dallas, Texas, has appointed Howard Communications Inc. as its public relations firm. D.T. Systems Inc. manufactures electronic dog training collars and a variety of other dog training products, including beeper collars, bird launchers, training dummies and dummy launchers. For more information, visit www.dtsystems.com. Howard Communications was recently presented the Golden Glow Corporation Award for 2008 by the Association of Great Lakes Outdoor Writers (AGLOW). The public relations firm received the award “for leading the industry in public relations, media relations and consumer awareness. For their tireless effort in representing the top outdoor industry leaders in the United States, and working closely with outdoor media to promote outdoor sports.” “It has always been a pleasure to work with this group of professional outdoor media members. Having Howard Communications, Inc. selected to receive this year’s Golden Glow Award for a company is an honor,” said Kevin Howard, president. For more information, visit www.howardcommunications.com. pc 8/14 /08 1:38 PM Page 1 WIN A FREE un dealers, your customers are greatly influenced by what they read — and your display cases and shelves should be stocked accordingly. Here’s the stories your customers are reading this month inside FMG’s sister publications. FN’s FNP-45 graces the cover of the November/December issue of Battle Ready American Handgunner. Initially, it took writer John Taffin “a long time MP.45! 40 S UBG to accept the ‘Tupperware guns,’” but this polymer-frame .45 pistol UN WO ODE NC PO OLTS “not only feels good, it also looks very attractive.” SECCKET T ? RET OOL S FOC The cover of the November/December issue of American US: COP features “Super SIGs,” profiled by editor Dave Douglas. Dave took a P226 and P229 — both duty weapons — to TJ’s Custom Gunworks, who “turned them into the most stunning SIG pistols I ever laid eyes on.” On the cover of the GUNS December issue is Smith & Wesson’s new ’S GUIDE 09 BUYER BONUS: 20 hunting rifle, the iBolt, a “hunter’s delight.” Dave Anderson takes this rifle for a ride, noting that “the simplicity of the design reduces manufacturing costs, a boon to both maker and purchaser.” $ The 2009 American Handgunner Tactical Special Edition features a SAVE $$ cover story “experiment” by editor Sammy Reese on Les Baer pistols, Duty Ready Jewelry “Two Baers Are Better Than One.” Sammy shoots a full-size and a Commander-size pistol side-by-side and carries them in similar holShooting Wi sters all day to see if there really is a difference. th S X-Ray Vis NOVAK’ Part II ion N EXT Dealers, to stock these FMG titles in your store, contact FMG’s 1 1 9 1 ADY DUTY RE Distribution Manager, Sergio Jauregui, at 1-800-597-8065. For a Light Tactica HOLSTERS Rifle2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=13http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=13HAVA Launches New Web Site Winchester Ammunition Inks Licensing Deal inchester Ammunition has signed a licensing agreement with Palm West Leather of Mesa, Ariz., to offer leather goods featuring the Winchester logo, including belts, wallets, money clips and more. “This is an exciting relationship, since Palm West’s products will further promote the Winchester brand,” said Vicki Schrimpf, licensing manager for Winchester Ammunition. “Our customers will be impressed with the high quality and variety of products.” For more information, visit Palm West Leather at www.palmwest.com and Winchester Ammunition at www.winchester.com. H onored American Veterans Afield (HAVA), an organization developed to raise awareness and further assist disabled veterans with their healing process through guided hunts, shooting events and other active outdoor sports, has launched a new Web site, www.honoredveterans.org. Co-sponsored by major firearm and outdoor equipment manufacturers, the HAVA Web site contains information about the organization, along with details on how individuals and companies can become 2008/2009 contributors. “HAVA was formed by several concerned firearm and outdoor companies for the sole purpose of supporting disabled veterans and active duty soldiers,” said Tom Taylor, chairman of HAVA. “Support for the organization has been overwhelming and the Web site gives us a new means to communicate and raise awareness.” HAVA has hosted 57 disabled veterans and active duty soldiers at hunts and shooting events. In October, HAVA hosted a family day at the National Shooting Complex in San Antonio, Texas. HAVA is planning several other hunts and events across the U.S. For more information, visit www. honoredveterans.org. W www.shootingindustry.com Circle No. 204 on Inquiry Card NOVEMBER 2008 132008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=14http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=14Carl Zeiss Optical Expands Sales Team Carl Zeiss Optical Inc. has increased is sales coverage with the creation of Eastern and Western regional sales team leaders. Anthony Trani, a member of the Zeiss Sports Optics team since 2003, has been appointed director of sales for the Eastern Region. David Brown joins Carl Zeiss as director of sales for the Western Region. He has more than 20 years of experience in the sports op- tics field, including five years as national sales manager for Leica Sport Optics. “We are committed to building stronger relationships with our customers and business partners here in the U.S.,” said Erik Schumacher, president of the company. Additionally, Zeiss has hired Pamela Scarlatelli as director of customer care and channel marketing. She has 13 years of sports optics experience and led the customer service and marketing efforts for Swarovski Optik for many of those years. Richard Moncrief has been promoted to training manager. He has been with Carl Zeiss for more than six years and has worked in several areas of the company, including customer service, training and public relations. D. Brown PELICAN ™ P. Scarlatelli R. Moncrief POWER COMBO Pelican 1750 CASE shown with a Barrett M82A1/M107 Mossy Oak Announces Promotions Haas Outdoors Inc. has promoted Chris Paradise to vice president of licensing. Paradise has worked in the outdoor industry for 14 years. He joined Mossy Oak in 2004, where he started in the sales and licensing department. Prior to joining Mossy Oak, Paradise was the senior vice president of sales and marketing for O.F. Mossberg. “As we look towards the future and the need to drive deeper integration with our key licensees, we need someone with a keen understanding of the industry and vast knowledge in our current licensing structure. Chris is the guy,” said Butch English, executive vice president of sales and marketing. Mossy Oak also has promoted Will Woods to director of new business development and sales business management. “In his new capacity, Will is focusing on business efficiencies, expanding the Mossy Oak brand footprint inside and outside the industry and optimizing business models,” English said. Prior to his new role, Woods was the sales manager for U.S. and international retail accounts for Mossy Oak. He had 14 years of experience with Microsoft, where he managed some of the largest and most diverse set of channel organizations in the world. 9 BARRETT CHOOSES PELICAN PROTECTOR™ CASES. SHOULDN’T YOU? For more info, go to www.pelican.com/si 23215 EARLY AVENUE, TORRANCE, CA (TOLL FREE) C. Paradise Circle No. 227 on Inquiry Card W. Woods www.shootingindustry.com 14 NOVEMBER 2008 Read SI DIGITAL2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=15http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=15ADD 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. 208 on Inquiry Card 877.509.9160 / FAX 573.446.66062008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=16http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=16Massad Ayoob Help Customers Purchase Firearms As Gifts he holiday season is the time of year Gift Certificates or she wants. There are gift-buyers who think guns when the words “give the gift that For customers who aren’t enthusiaskeeps on giving” constantly ring in are just horrible, but will grudgingly buy tic supporters of gun ownership — and the festive air. One such gift, of course, is one as a present for the nephew graduat- even those who are, but are not sure what one for self-defense. It may firearm to purchase — gift never be used for proteccertificates are a great option, but the peace of mind tion. Be sure to advertise it gives is constant and lasts the fact that they can be a lifetime. had at your shop. Folks Such a theme is one you who aren’t knowledgeable can use in your Christmas about firearms, and those advertising: “Give the gift of who have qualms about personal safety,” “The gift buying one, will be much of peace of mind,” “The gift less averse to purchasing of personal protection.” a piece of paper that fits Top-quality firearms have nicely inside a Christmas always been cherished gifts. gift card. Like jewelry, they are works Gift certificates have of craftsmen’s art and they other advantages. How last indefinitely. For centumany times has someone ries, American presidents come back to your shop have given firearms as diplowith a new gun and a rematic gifts to foreign heads ceipt and confessed, with of state. Are your custom- Gift certificates ensure the perfect firearm is purchased. They are easy to some chagrin, that the ers and the people they care produce and easy to sell. wrong gun was purchased? about any less important? Gift certificates prevent And, while Yuletide isn’t the only time ing from the police academy, the young this neatly. The recipient gets exactly of year for presents, it’s the most intense. student who wants to join the junior rifle what he or she wants: no muss, no fuss, Catering to the gift-giving portion of your team, or a loved one who has told the gift- no hassle, no restocking paperwork or retrade can enhance your profits year round. giver that a particular firearm is what he stocking fee. T Offer Personalized Gifts ou can also take the gift certificate to another level. Consider a program where your customers can “register” for the guns and accessories they would most like to receive. Think Christmas, anniversaries, Father’s and Mother’s Days and birthdays. Display a sign and place a notice on your Web site that explains the advantages of gift registration. 1. The recipient gets exactly what he wants. 2. There is no duplication of gifts. 3. It is super-convenient for the gift giver. 4. It allows a non-gun person who wants to buy something appropriate for a shooter to avoid going to that scary old gun shop; instead, they purchase painlessly with a phone call, or a few computer keystrokes and a credit card. Personalization makes the gift of a firearm particularly memorable. The Colt Custom Shop, the Smith & Wesson Performance Center and many others can not only personalize firearms, but also arrange for fancier engraving. Some companies will even, with sufficient advance notice, produce a gun for your customer with a personalized serial number. My collection includes a North American Arms pocket pis16 NOVEMBER 2008 Y Personalized engraving gives gifts a special touch. Springfield’s Custom Shop personalized this 1911, with quick delivery. tol, a Seecamp .32 and a Dan Wesson .357 revolver that all have the same serial number, based on my initials: “MFA-1.” Do I cherish those firearms? You bet, and so will the recipient Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=17http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=17Future Business K nives also make excellent presentation gifts. Engraving can be done on the grip scales, the pommel (if the knife is shaped correctly for that), the blade or, with a folder, on the metal pocket clip. Again, check your area for top custom knifemakers who can do such work. If you don’t find one locally, consider Jason Clark, Clark Custom Knives of O’Brien, Fla. He is happy to work with dealers. Check out his work, along with additional information, at www.clarkcustomknives.com. Custom grips and stocks are another possibility for affordable, memorable gift purchases. Your favorite maker can usually tailor something unique on a custom basis. Just make sure you contact them well in advance to guarantee delivery times, etc. Always remember that gift items tend to be specific-date intensive and must be delivered on time. Avoid creating customer dissatisfaction nightmares. When a gift is personalized and memorable, it’s not just the giver who is remembered. The business source that made the cherished gift a reality is remembered, too. Being remembered positively by people who give generous gifts is never a bad thing, especially for anyone who makes a living selling good things to the public. 9 of such a gun that the presenting customer orders through you. Both the giver and the receiver of the gift will likely be back to do more business with you. Jewelry stores in your community may be able to personalize guns you have in stock. You’ll want to see samples of the work, of course. Some jewelers may object to a gun being brought into their businesses. In this case, just deliver a revolver’s sideplate or pistol’s slide for engraving. Simple block letters, such as “To Kimberly From Dad,” are the sort of inscription that a store with the proper equipment can turn around quickly, efficiently and affordably for you. You may be fortunate enough to have a private firearm engraver in your community. They, too, need a good deal of advance notice, so plan carefully when doing business with these craftsmen. www.shootingindustry.com Circle No. 214 on Inquiry Card Read Shooting Industry Magazine’s All-Digital Edition. Visit www.shootingindustry.com. NOVEMBER 2008 172008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=18http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=18Greg Staunton Giving Is Good For The Heart And Business ou already know you’re part of consecutive year Glock has contributed to Angeles Police Memorial Foundation. an extraordinary industry with a these organizations. For each Kimber SIS .45 ACP pistol sold, long, proud history of supportOver the past year, the De Asis fam- Kimber contributes $15 to the foundation. ing many shooting and hunting heritage, ily and Benchmade Knife Co. donated Gene Lumsden, president and CEO of recreational, conservation and Legacy Sports Internationyouth programs. But those al and an Army veteran, is in this business are also gendonating $50 from the sale erous to worthy causes and of each of Legacy’s Puma charities not connected to the lever-action Wounded Warfirearms industry. rior Project (WWP) comFirearms and outdoor-rememorative rifles to WWP. lated companies donate hunLegacy has a goal to raise dreds of thousands of dollars $25,000 to $50,000 for to a wide range of charitable WWP. organizations each year. Many Lipsey’s made significompanies have been genercant contributions to Baously supporting specific charton Rouge, surrounding ities for a number of years. communities and the state Industry giving generally of Louisiana during Hurcomes in the form of direct ricane Katrina. Lipsey’s cash donations, sponsorships, opened its warehouse for employee contributions or use as a relief staging area, funds raised through various Richard Lipsey, chairman of Lipsey’s, assisted with rescue and relief opera- donated 19 handguns to the organized events, such as char- tions in the New Orleans area during Hurricane Katrina in 2005. Sheriff’s Department and ity shoots or auctions. Also, spearheaded search and in-kind support, such as the donation of $50,000 to Clackamas Community Col- rescue operations. Following Hurricane equipment and the use of corporate facili- lege for the military families scholarship Rita, Lipsey’s organized a relief fund for ties, services or access to staff expertise, endowment. Benchmade has joined forces families. For its efforts, Lipsey’s received are donated for worthy causes. Corporate- with the Canby Rodeo to create a donation the 2006 Shooting Industry Academy of giving programs allow dealers to partner program using knife sales to further assist Excellence Citizenship Award. with companies via product promotions to the families of veterans with their educaSmith & Wesson Corp. has designed tion needs. In addition, Benchmade is do- a special M&P9 polymer-frame pistol support various charitable causes. nating 10 percent of the wholesale profits in collaboration with S&W professional Those Who Give from the Pink Griptilian women’s folding shooter Julie Goloski, with sales proceeds Who are some of these generous knife to the Oregon Health and Science designated to benefit breast cancer awarecompanies and what are they doing to University Cancer Institute in Portland. ness and research. make a difference? Here is a sampling. Ellett Brothers, a past winner of the Remington Arms has helped raise mon(Please note, this is not an all-encom- Shooting Industry Academy of Excellence ey for Support Our Troops with a charipassing list of companies that support Citizenship Award, has raised more than table machine-gun shoot, and has donated charitable causes.) $38,000 through its ongoing support of the more than $10,000 to Goodwill Industries Glock Inc. is making donations to American Cancer Society Relay for Life. of Western Connecticut. the Special Operations Warrior Founda- The company also supports local chariJay’s Sporting Goods in Michigan, tion (SOWF), the Young Marines and the ties, such as the Adopt a Family program, another Academy of Excellence CitizenConcerns of Police Survivors (COPS) this which works through a local food pantry. ship Award recipient, has served its local year, totaling to $200,000. This is the third Kimber donated $35,000 for the Los community through the Mentor Read- Y Legacy is donating $50 to the Wounded Warri2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=19http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=19ing Program, where employees are paid full wages to teach children to read. Jay’s also has provided generous support to the United Way. Auto-Ordnance Corp. recently donated one of its Tommy Guns with a 50-round drum magazine to the Memphis Division of the Cystic Fibrosis Foundation, to be auctioned off at its Roaring 20s-themed gala benefit. The gun brought in $1,600. Smith & Wesson, Crimson Trace, Leupold, SureFire, Hornady, Yamaha and FMG Publications are the founding companies of Honored American Veterans Afield (HAVA). Streamlight sponsors The organization Life Hunts for termi- assists disabled nally ill youth. veterans with their healing process through guided hunts, shooting events and other outdoor sports. Hodgdon Powder Co., via its Family Donor Advised Fund, has supported funding to over 145 charitable organizations. Beretta’s Project Allegiance supports police officers and their families. Trijicon supports the Wounded Warrior Project. Sig Sauer supports the Concerns of Police Survivors (COPS) program. Streamlight also supports COPS, the National Fallen Firefighters Foundation and Buckmasters American Deer Foundation’s Life Hunts for terminally ill youth. Crimson Trace supports the National Blind and Disabled Hunter Program and a fallen police officers fund. Ruger, Winchester Ammunition and Beretta support the Sportsmen For Charity shooting events. The list goes on. DSA announces the TP-9 Range Demo Gun Program! Put the fun in your range rental program with one of the most innovative tactical pistols to come along in years . The B&T TP-9 Pistol or TP-9 Short Barreled Rifle! FFL holders with a shooting sports facility, indoor or outdoor range qualify for DSA’s TP-9 Range Demo Gun Program and special promotional pricing. A wide variety of accessories including transferable sound suppressors are available to customize your B&T TP-9 for a unique shooting experience in the economical 9x19mm cartridge! For more details, call DSA. TP-9 Pistol: $925 TP-9 SBR: $1075 Suppressor: $750 SBR & Can Combo Deal: $1725 DSA Inc. / P.O. Box 370 / Barrington, IL 60011 / Tel: 847-277-7258 Fax: 847-277-7259 / customerservice1@dsarms.com / www.dsarms.com Circle No. 215 on Inquiry Card Giver Also Benefits In addition to feeling better when businesses give to causes that help those in need, a study reported in the Chronicle of Philanthropy in 2007 suggests there is an economic benefit to corporate charitable giving. The study maintains that sales and revenues increase when companies give to worthy causes. While this may be hard to quantify, it makes sense that www.shootingindustry.com a company with a charitable outlook will attract likeminded consumers through that goodwill. Dealers have a host of opportunities not only to support causes in their communities, but also to join in national efforts by partnering with manufacturers that donate a portion of sales for select products to charitable causes. If you needed another reason to feel proud of the firearms industry, now you have one. If you want to extend that feeling of shared generosity to your customers and give them more reasons to do business with you, seek out causes you can support, either on your own or in partnership with others in the industry. In accepting the 2008 Citizenship Award from the Shooting Industry Academy of Excellence for Brownells in September, CEO Frank Brownell said, “If you really believe it, you have to put your money where your heart is, and that’s what we do.” The deadline to enter a company or dealership for the 2009 Shooting Industry Academy of Excellence Citizenship Award is Feb. 16, 2009. Visit www.shootingindustry.com for more information. 9 NOVEMBER 2008 192008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=20http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=20Proven Strategies To Create Return Customers B ringing new customers A random grand prize into your store is key drawing — 2008’s grand when trying to build a prize was a Benelli shotgun successful business, but a one— also gives those with off introductory class doesn’t smaller birds a chance at a always create a lifelong cusprize. tomer. There are a wide variPeople always like their acety of tactics you can use to complishments recorded and generate repeat customers, by posting photos and scores in from basic to subtle. the store, McCutchen gives his Dennis Rohman, general customers a reason to check in manager of Project 2000 (P2K) frequently. A contest like this Shooting Range in El Cajon, is simple to administer, can be Calif., says his range made done for almost any hunting a conscious decision to hire season and creates a buzz. youthful staff that was a mixKeep new shooters coming ture of males and females. Staff back to your store by handing photos are prominently disout coupons for a free range played on the range’s Web site. session or gun rental, or offer“The female staff helps bring Paducah Shooters Supply in Kentucky holds an annual turkey contest ing small discounts on ammo in women because females re- and posts pictures of contestants, generating a lot of foot traffic. Here or a holster. A hunting contest is the winner in the women’s biggest bird division, Terry Green, with her late to females,” said Rohman. 63.65-pound bird. or even a postal match is a “About 35 percent of our shootgreat way to re-spark the interers are women.” est of long-time clientele. Rohman says it’s beneficial to have pic- year that owner Lynn McCutchen says Anything that generates buzz will pique tures and information about the activities generates more foot traffic in his store. the interest of your customers. his range hosts — such as Scholastic Clay Contestants are charged a nominal regisTarget Program — on the range’s Web site tration fee and prizes are awarded in sevbecause it sends a friendly message. en categories, including longest beard, “We want to partner with people who highest women’s NWTF score and highcome in,” Rohman said. “This is an enter- est youth NWTF score. tainment industry and we’re the Disney“We take everyone’s picture and put land of shooting. We want it to be young, it up on the board,” McCutchen said. friendly and fun.” “People come in all the time to look at Paducah Shooter’s Supply, in Pad- the pictures and see how they’re doing. ucah, Ky., holds a turkey contest every They also send in friends and family.” Get Ready For The Holidays he holiday season is upon us and I’m sure you have plenty of customers who appreciate the ease of one-stop shopping. Now is the time to stock some new and unique items that make great holiday gifts for lady shooters. Some of your customers are going to come in for big-ticket items like firearms, but smaller accessory items can be big money-makers, as well. Here are a couple of new products any outdoorswoman would love to see under the tree. T camo — is sure to save the day. This rain suit, designed especially for a woman’s frame, is 100-percent waterand windproof, but it’s no plastic rain slicker. Frogg toggs breathable raingear is constructed with a patented process of three layFrogg toggs Outerwear is now offered in Realtree All Purpose and Mossy Oak Breakup camo. Wet Defense Nothing makes a day of shooting more miserable than being soaked to the skin, but frogg toggs Outerwear — now offered in Realtree All Purpose and Mossy Oak Breakup 20 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=21http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=21ers of polypropolene material with a center of “microporous” film. The pores are 20,000 times smaller than a water droplet, creating an impenetrable barrier that keeps shooters completely dry. Water seepage through seams is a thing of the past with “frogg fold” seam technology and waterproof taping. Additionally, frogg toggs raingear is lightweight. The rain suit weighs in at 17 ounces, making it easy to stuff in a range bag or glove box. Frogg toggs for women is available in sizes small to extra large and in two additional colors — maroon/ cherry and royal blue. The Pink Griptilian from Benchmade helps support breast-cancer awareness. Knife For The Cause Almost everyone knows someone whose life has been touched by breast cancer. To help in the fight, Benchmade Knives is offering the Pink Griptilian knife designed for women. This folding pocketknife is intended for everyday carry, and is 6.5 inches long and weighs 2.56 ounces. Ten percent of the wholesale profits from the Pink Griptilian will go to the Oregon Health and Science University Cancer Institute in Portland to benefit the Breast Health Education Program, which provides medical students, residents and practicing clinicians with standardized training to enhance their ability to detect breast cancer in its earliest form. Keep these little knives near your cash register and they’re sure to sell year-round. Circle No. 203 on Inquiry Card Sharp Light Combo Browning is continuing to capitalize on the pink craze by introducing a pink knife and flashlight combo. This great little stocking stuffer is part of Browning’s MicroBlast line of finger-sized LED flashlights, which are about the size of a tube of lip balm. The little keywww.shootingindustry.com chain light will run up to 12 hours on one AAA battery. The matching knife with 2-inch blade is made to slip into a purse or pocket. It sports a thumb stud for easy opening. The combo is priced to sell at $19.99. 9 Browning’s MicroBlast knife and light combo is priced to sell at $19.99. NOVEMBER 2008 212008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=22http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=22Commander Gilmore Keeping It In The Family F or Stephanie Martinez, it was just another busy Friday night workin’ at a pizza place in Denton, Texas. Nothing more threatening had occurred than a pizza-sauce spill or more exciting than a rogue slice of pepperoni skittering across the floor — until a gang of armed bandits stormed in screaming orders, making threats, announcing a robbery and being generally obnoxious. Then things got kinda “festive,” y’know? Stephanie was highly entertained and a teensy bit scared when a fellow employee faked out Robber Number One with a feint and then slugged him on the jaw so hard it not only knocked him out cold, but caused his wig, phony moustache and Elton John sunglasses disguise to fly off. Stephanie looked down at the unconscious bandit honcho, sucked in her breath as her eyes got saucer-wide and exclaimed something like, “Daddy? Is it YOU?” Yup, it was dear ol’ Dad. As the circling cuckoos cleared around his head, Daddy scrambled to his feet and led his gang in a headlong retreat back out the door. Denton police nabbed ’em soon after, with the help of a witness who followed their getaway truck from the scene. And, of course, there were more surprises in store for our sweet Stephanie: the other members of “The Not Wild Enough Bunch” included her mom and her husband. At that point, one might suggest little Stephanie was in on the conspiracy, but no. During questioning, her family declared Steph indeed knew her kinfolk were gonna pull some kinda heist somewhere that night, but had no idea her place of employment was the target. She was released, and the others hit the slammer. Well, somebody has to be home to feed the cats, right? Illustration by Nick Petrosino Talkative Dead Guy When a police captain in Caledon, South Africa, was accused of stealing rubber floor mats and hubcaps from a car that had been badly damaged in a fatal accident, he had a quick and reasonable answer. Captain Dawid Jullies explained that the owner of the vehicle had given him permission to take those parts. A departmental hearing cleared Jullies and not only returned him to duty, but promoted him to acting commissioner of the Caledon station. Then a family member of the vehicle’s owner asked an embarrassing question: How could the vehicle’s owner have given permission when he was killed in the accident? Hmm . Wait, it gets even stupider. The obvious follow-up response was along the lines of “Before he died, he said, ‘Sure, take ’em.’” But the relative had yet another fact to embarrass officials with. The owner, George Morkel, had been decapitated in the accident. In most places, folks would simply assume that either a decapitated person could not speak, or, at least, is not able to 22 NOVEMBER 2008 give a coherent response to inquiries about bequests of auto accessories. Decapitated people have never been known to be very talkative. Local officials are said to be taking another look at the incident. Paperwork Problems All of you know — or should know — what New York City’s Mayor Michael Bloomberg thinks of gun dealers, right? Yeah, basically, he wants you drawn and quartered and your family sold into slavery if you fail to cross a t or dot an i. He thinks the mountains of paper you generate for gun sales ought to be flawless. Now let’s see how — or if — he responds to a recent audit of his own police department’s firearms “control systems.” A story in The New York Times reported on the audit, which is public information. It revealed that about one-third of all firearms seized and impounded by NYPD could not be, well, located. Paperwork showed them being turned in and locked up, but when auditors tried to match descriptions and serial numbers on the docu- ments to firearms in “secure storage,” the guns were nowhere to be found. What I’d like to know — and this was not addressed in the article — is, have any of those “missing guns” been seized on the street again since their original seizure — and perhaps even disappeared again2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=23http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=23Circle No. 213 on Inquiry Card recovered a quantity of drugs and druggie-gear. Fortunately, the two occupants of #17 took their neighbors’ places in the morning chow line at county jail. trailer next door, at lot #17. Yup, the druggies who lived next door to the other druggies were awakened from their slumber by those shouts and knockin’ noises and thought they were being raided. So, of course, they commenced pitchin’ their dope and paraphernalia out the window. Here’s the best part. The “targeted” suspects weren’t even home, although officers proceeded with their search and www.shootingindustry.com Gullibility Insurance No, the bank isn’t going to replace your money because banks don’t insure people against gullibility. From Tigard, Ore., we have a case in which the crooks were smart and their victims? Well, they’re not rocket scientists. The caper began one recent evening when two uniformed security guards, appropriately adorned with badges and guns, walked up to the night deposit slot of a lo- cal bank and draped it with a sign reading “Out of Order.” Then they stood silently by, looking sharp, crisp and businesslike, greeting late-night depositors, apologizing for the inconvenience, and offering to take custody of their cash deposits. Oh, of course they issued written receipts! If they didn’t, well, that would be pretty suspicious, don’t you think? You guessed it. The next morning, the bank learned of the fraud when customers called in to check on their deposits. No matter what kinda day you’re having in your gun shop, we think the customer service rep at that bank was having a worse one. 9 NOVEMBER 2008 232008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=24http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=24John Morrison Peltor’s Tactical hearing muffs are top sellers at The Last Gun Shop. G T un locks may not be as eyecatching as guns, and gun safes can come with price tags as staggering as their weight. Sales of $9.99 shooting glasses aren’t going to pay the rent, and new range muffs may not make your heart race. But for steady, certain sales — regardless of the season — safety and security products can be counted on to keep the cash register ringing. According to dealers recently interviewed by SI, it just takes careful stock selection, thoughtful product placement and enthusiastic presentation of both new items and time-tested winners. Stocking Selectively For Eyes & Ears he Last Gun Shop in Napa, Calif., isn’t really the sole surviving firearms dealer in the area, but if only the successful survive, it may well be. Chris Cunningham, the corporation’s president, says he wrings maximum profits out of every square foot. “It’s a small shop,” Cunningham said. “And with so little space, stock selection and placement are extremely important.” 24 24 NOVEMBER NOVEMBER 2008 2008 Cunningham says eye protection is a good example of stocking smart. “We used to carry several lines of shooting glasses, but we had too many SKUs to track and they took up too much display space,” he said. “A distributor introduced us to the Radians line. My staff and I tried them and liked them, and our customers have too. Now they are the only shooting glasses we carry.” Radians offers a large, value-priced line of models, which incorporates features such as temples that are adjustable for both length and angle. Small-footprint display towers hold five to 36 pairs of glasses. The company also provides Remington-logo glasses and displays. “We’re selective about hearing protection, too,” Cunningham said. “Of course, we carry lots of inexpensive foam plugs www.shootingindustry.com www.shootingindustry.com Read ReadSI SIDIGITAL DIGITAL2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=25http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=25SAFETY SECURITY A Sure Bet For Steady Sales and passive range muffs, mostly from Silencio, but with electronic range muffs, we’ve noticed buyer interest is strong into the $70-$80 price range, then drops off rapidly as you approach $100. To stay within that profitable range, we stock Peltor Tactical and Howard Leight Impact Sports, and they’ve sold very well.” Cunningham places all of his safety products next to the check-out counter and exit for maximum exposure. or used for portable security. “We’ve sold Life Jacket for five years, and never had a problem with one,” Cunningham said. “The quality is very high.” In full-size safes, he enthusiastically recommends the American Security Products (AMSEC) line. “Even in our small store, we keep four fullsize safes and seven or eight smaller lockboxes on display,” Cunningham said. “AMSEC safes are mechanically excellent, strong and carry a great warranty the customer will likely never need. We keep them right up front and visible and they sell.” Buyer favorites include two full-size AMSEC models, BF6030 and 5517, and the PB-2 two-handgun lockbox. Cunningham has an important parting tip. “A final note: Encourage your safe buyers to plan for years down the road, and buy bigger than what they presently need. A quality safe will last a lifetime and should accommodate growing needs.” Pro-Lok offers both personal-sized vaults and trigger locks like the GL-650, an innovative design with three levels of security and three speeds of access. A Locksmith’s View Cunningham’s background is in locksmithing, so he rigorously evaluates gunlocks and safes. “My customers know I was a locksmith, and I wouldn’t sell them something I don’t trust myself,” Cunningham said. Cunningham named Pro-Lok and Life Jacket as strong sellers. Pro-Lok’s GunLok GL-650 is a uniquely designed triggerlock offering three ascending levels of security and three speeds of access. Life Jacket is a “clamshell” design that covers a firearm’s entire action and trigger area, and can be either bolted in place www.shootingindustry.com NOVEMBER 2008 252008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=26http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=26The Safe As A Silent Salesman D ru Petty, sales specialist at Range Master, a gun shop and range in San Luis Obispo, Calif., agrees product placement is important, especially when selling safes. “We’ve created a centrally located island of safes and security boxes. From anywhere in the store we can see someone checking out the safes and move to assist them. And, we can walk the customer through all sizes and levels of safes and vaults,” Petty said. Winchester e-Vaults, models eV400, eV600 and eV1200, sized for one or two handguns and documents, are low-cost, fast movers in Petty’s shop. When asked for an example of a hotselling new security solution, Range Master’s president, John Perry, jumped in. “That would be the Titan Gun Vault,” Perry said. “We’re selling a lot of them to police and corrections officers, as well as citizens, and customers have been really pleased.” Using different mounting plates, the single handgun-sized Titan Gun Vault can be positioned horizontally or vertically almost anywhere in the home or office, in vehicles and even on steel bed rails. The lockbox itself attaches to the mounting plate in seconds from the inside of the box, enhancing security. A user-programmable, push-button code allows the user to swing open the door, and as it opens, a universal holster on an armature lifts a handgun up into an easily grasped position. “It’s a great design,” Perry said. “Rugged, strong and it demos really well when “People are often surprised at the great interior furnishings and organization of quality safes,” said Dru Petty of Range Master. “Just getting a customer to visualize their guns and valuables inside can close a sale.” Here, Petty presents Browning safes. Secure Your Safety Sales unVault recently expanded their successful product line with a fingerprint-activated, single-gun model, the MultiVault Biometric, and full-size GunVaults. Visit www.gunvault.com. For your prescription-wearing customers, check Live Eyewear’s EyeArmor shooting glasses, sized to fit right over corrective glasses. Visit www.liveeyewear.com. To safely clear firearms going into or coming out of storage, Safe Direction now offers their slug-stopping composite armor boards with stout, collapsible wire stands angled for easy use and elimination of transferred backface damage. Visit G www.safedirection.com. Sometimes just being out of sight carries its own level of security. Sure Set Holster Mounts can keep a handgun both hidden and very handy. Visit www.sshmi.com. The Versatile Gun Rack is a tough, durable, space-saving handgun organizer for use inside safes, on shelves and in your display cases. Sold in four- or sixgun sizes, a solid stacking system joins units to provide two levels. The Rack has a non-marring finish, is almost unbendable and made in the U.S.A. Visit www. versatilegunrack.com. Caldwell’s low-profile E-MaxTM hearing protection has two microphones to amplify sounds below 85 decibels and shut off sounds above 85 decibels. The microphones, one in each cup, offer true stereo sound, allowing the user to identify the directional source of a sound. Visit www.www.battenfeldtechnologies. com/Caldwell. Revision Eyewear, a major supplier of protective glasses and goggles for GunVault’s latest, the MultiVault Biometric, uses fingerprint-recognition technology for super security and super speed opening. the military, has gone fashionable while retaining their ballistic resistance with one-ounce wraparound Hellfly sports and shooting glasses. See them at www. revisioneyewear.com. If you’re already carrying Mossberg firearms, check out their inexpensive, easily installed Lok-Box, which will secure Mossberg’s tactical shotguns, as well as several other makers’ models in “at-the-ready” condition. The strong, key-locked design mounts almost anywhere, providing both security and speed. Visit www.mossberg.com. Pro-Ears’ Dimension Gold Series hearing protection has a microprocessor that runs an electronic diagnostic, just like a computer, to ensu2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=27http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=27NAME: COMPANY: TITLE: LOCATION: HIGHLIGHTS: INTERESTS: NEW PRODUCTS. NEW CATEGORIES. NEW MERCHANDISING IDEAS. www.shotshow.org Circle No. 229 on Inquiry Card2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=28http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=28ing hoot get s tion. r a t peti ot, ction an a bal com e to shost. — o g n l e n g b gu ra ding nAir as a h the Actio art poun or area pete wit s h i t i d o e fiel st w ind ah com te te create y 8'x16' takes to ying to step a a l m p i n lt e to t ty nd hat i use a rnet so th the u abili ge a ls to s the inte s of Fire, u have w irgun kit nd your challen l i k s a A he our if yo urse ilize ills. m ction ept t Put y that ut d the Co s to see de A r own ske it? Acc un.co a t e r r r a g o o o l c u l p s g o n s o d r r r y w i n p u o t a o d the you bu an h ctiona Just upload y uses s ou c titor ing limit Think y oday at a e then p nts. oth kit t y com Ever level. N en it cou official r h % u 100 up w rder yo o Circle No. 201 on Inquiry Card you’re showing it to customers. It’s discreet and unobtrusive, with a briefcasetype handle for carrying, so it doesn’t draw a lot of attention. And, support from the manufacturer has been terrific.” In full-size safes, Range Master offers Browning’s complete line, and Petty reports Theftgard and ProSteel models lead in sales. “The Browning name has instant recognition and respect,” Petty said. Keith Thompson, manager of Fowler Gun Room in Orange, Calif., echoes Petty’s opinion on Browning. “To many buyers, Browning means top quality and strength,” said Thompson. Thompson’s shop has 6,500 square feet of display space and he takes advantage of it, typically carrying 15 or more full-size safes. Browning’s Medallion and Gold series, he says, are standouts and customer favorites. “Browning is our best-selling premium safe line and one of the easiest to sell,” Thompson said. “Browning’s entry and fire-resistance ratings are impressive, and every feature — from the huge locking bolts to the precise fit of the massive, heavily armored door — creates confidence. Once your customer swings open a door and looks inside, you’re not really ‘selling’ so much as you’re just explaining interior options, and Browning has some terrific storage solutions.” In Thompson’s experience, once a buyer is committed to buying a quality, full-size safe, if the salesperson has done his homework on features and can articulate the benefits of costlier options, the customer will upgrade his purchase. And the mere presence of a quality gun safe The small footprint has an almost subof Radians tower liminal benefit. displays, including “Something their Remington-logo glasses, packs plenty many dealers who of profit potential in don’t carry safes may not undervery little space. 28 NOVEMBER 2008 Circle No. 235 on Inquiry Card Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=29http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=29stand is gun safes have presence — they’re big, solid and, in the case of Browning safes, rich and attractive in appearance,” he said. “They make a lasting impression, even on customers who aren’t in the market for a safe at the time. At some later date, when he’s ready to buy, he’ll not only remember that you carry gun safes, but you obviously carry highquality gun safes. A gun safe is your silent salesman.” Walker’s Game Ear provides state-of-the-art electronic range muffs (seen here), as well as high-tech, in-theear models for hunters and low-cost foam earplugs. Your Conversation Starter Thompson says demand for valuepriced gun safes is increasing too, and his sales of Stack-On products are growing. “For the buyer who wants a higher level of security than a gun cabinet, and who might park his safe out in the garage, Stack-On offers good quality for the money,” he said. Stack-On gun safes come in single-handgun sizes up to 19-place, long-gun vaults, and are approved by California DOJ. Like dealers Petty and Cunningham, Thompson displays his eye and hearing safety products where customers can’t miss them — next to the exit register. “Following sales of guns, we’ll always ask about their vision and hearing protection needs, and having the goods right there and convenient often leads to add-on sales,” Thompson reported. Best-selling, low-end products include Silencio glasses and valved earplugs, and higher-priced favorites are Wiley X glasses and electronic muffs from Peltor. “There’s always something new in safety and security products,” Thompson concluded. “And there’s your conversation starter.” Your safes should be your only silent salesmen! 9 SAFETY & STORAGE American Security Products . . . . . AOSafety, Peltor, E.A.R. . . . . . . . . Arias Tech Ltd. . . . . . . . . . . . . . . Beretta USA . . . . . . . . . . . . . . . . Blade Tech . . . . . . . . . . . . . . . . . BioVault (Sequiam) . . . . . . . . . . . Browning . . . . . . . . . . . . . . . . . . Caldwell (Battenfeld) . . . . . . . . . . Cannon Safe Inc. . . . . . . . . . . . . . Champion Safe . . . . . . . . . . . . . . Child Guard . . . . . . . . . . . . . . . . Citadel Safe Co. . . . . . . . . . . . . . DAC Technologies . . . . . . . . . . . . Degil Safety Products . . . . . . . . . Dillon Precision Products . . . . . . Fort Knox Security Products . . . . . Franzen Security Products . . . . . . Frontier Safe Co. . . . . . . . . . . . . . Granite Security Products . . . . . . . GunVault. . . . . . . . . . . . . . . . . . . Heritage Safe Co. . . . . . . . . . . . . Homak Mfg. . . . . . . . . . . . . . . . . Hoppe’s . . . . . . . . . . . . . . . . . . . Howard Leight . . . . . . . . . . . . . . Hardigg (Storm Case) . . . . . . . . . Jackson Safety . . . . . . . . . . . . . . Liberty Safe. . . . . . . . . . . . . . . . . Live Eyewear. . . . . . . . . . . . . . . . www.shootingindustry.com 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 Master Lock . . . . . . . . . . . . . . . . M.S.E. Group (Life Jacket) . . . . . . North Safety Products . . . . . . . . . O.F. Mossberg & Sons . . . . . . . . . Patriot Safe . . . . . . . . . . . . . . . . Pelican Products . . . . . . . . . . . . . Personakey Corp. . . . . . . . . . . . . Pro-Ears . . . . . . . . . . . . . . . . . . . Pro-Lok . . . . . . . . . . . . . . . . . . . Radians Inc. . . . . . . . . . . . . . . . . Remington Arms . . . . . . . . . . . . . Revision Eyewear. . . . . . . . . . . . . Safari Safe Co. . . . . . . . . . . . . . . Safe Direction . . . . . . . . . . . . . . . Sargent and Greenleaf . . . . . . . . . Sentry Group . . . . . . . . . . . . . . . Silencio . . . . . . . . . . . . . . . . . . . Smith & Wesson . . . . . . . . . . . . . Stack-On Safes . . . . . . . . . . . . . . Sturm, Ruger & Co. . . . . . . . . . . . SureFire . . . . . . . . . . . . . . . . . . . Sure Set Holster Mounts . . . . . . . . Titan Security Products . . . . . . . . . Truck2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=30http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=30NO INVESTIGATION NECESSARY. If you need forensic evidence to prove that CCI® loads are devastating on impact, then you must be shooting blindfolded. Once you squeeze the trigger, you’ll witness the explosive nature of CCI’s unique bullet technology on varmints. From our latest product developments like TNT Green™ to the tried and true cartridges you’ve stocked for years, CCI is the ultimate in rimfire performance. Case closed. Contact your ATK Sales Rep for Details. THE LEADER IN RIMFIRE AMMUNITION® www.cci-ammunition.com © 2008 CCI Circle No. 211 on Inquiry Card2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=31http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=31Mark Kayser VARMINT & & PREDATOR SALES SALES Varmint and predator hunters demand the best from their gear and provide repeat business to dealers who cater to their whims and needs. Big-Game Season’s Season’s End End Doesn’t Doesn’t Stop Stop Hunting Hunting Profits! Profits! Big-Game W hat happens to your hunting sales once the big-game season is over? Do they fall off or grind to a halt? It doesn’t have to be that way if you cater to the varmint and predator market. Varmint and predator hunters are a whole different critter than those who hunt big game. The predator and varmint crowd demands the best from their gear and provides repeat business to companies that cater to their needs. Carl T. Ritenour, store manager at Ritenour’s Sporting Goods and Police Supply in Normalville, Pa., is embracing the varmint and predator market. Ritenour, an avid sportsman, recently bought the sporting-goods store and is committed to providing customer service as he would like to be served. Ritenour’s focus is on all outdoor markets, including firearms, archery and outdoor gear. To ensure income keeps flowing after the major spikes of deer and turkey season, Ritenour has focused on varmint and predator hunters. “After the spring gobbler season and especially after deer season, there’s not a whole lot to hunt until these seasons roll around again,” Ritenour said. “If a person is into hunting, they look for another activity. In the winter, they lean toward predators, and after turkey season, they target groundhogs. They put a lot of time into the pursuit of these animals — and that means more visits to stock up on gear.” As the new dealer on the block, Ritenour needed to let hunters know his store embraces all aspects of the sport. To lure in the varmint and predator crowd, Ritenour organized coyote-calling and groundhog-hunting contests. “Our main purpose for holding the coyote and groundhog contests was to draw attention to our store,” says Ritenour. “Coyote and groundhog hunting are fairly popular in this area. Having this hunt draws attention to the business itself and then wordof-mouth NOVEMBER 2008 31 www.shootingindustry.com NOVEMBER 2008 312008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=32http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=32At Ritenour’s Sporting Goods and Police Supply in Normalville, Pa., you’ll always find customers ready to talk hunting. Here they discuss the best varmint-hunting cartridge. spreads the message from there. Besides introducing hunters to our store, the contests control some of the groundhogs. Groundhogs and farmers don’t get along too well.” Ritenour was especially pleased with the coyote-calling contest results. In the days leading up to the contest, he saw increased interest in predator-hunting calibers and an increase in sales in the calling section — both mouth-blown and digital callers. Ritenour says the coyotecalling contest accounted for a nearly 15-percent boost in income in the days prior to the event. “We bumped our income by using the coyote-calling contest,” Ritenour said, “but, more importantly, we got the word out about our store. Hunters are beginning to see that we cater to the varmint crowd and shop here exclusively.” Circle No. 217 on Inquiry Card 32 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=33http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=33Predator Must-Haves To become a one-stop destination for predator and varmint hunters, you have to understand their needs. For instance, where predator hunters require predator calls and camouflage, varmint hunters rely more on optics and ammunition for pinpoint precision. After reviewing each season, Ritenour believes predator hunters spend more money. “I believe coyote hunters spend a little more,” Ritenour said. “Many of the varmint hunters already have investments in specialized rifles, but they visit the store to stock up on ammunition. Coyotes are always attracting interest and hunters use more gear during the hunt. I see more sales in camouflage, cover scents and especially game calls when hunters target coyotes.” Ritenour is constantly tweaking inventory and game calls top the list of items that lure predator hunters into his store. His two top sellers are calls by Dennis Kirk and Johnny Stewart, both offered by Hunter’s Specialties. The rush of digital callers on the market, including Preymaster models by Johnny Stewart, have been taking over sales. Ritenour still sees some sales in electronic cassette callers, and says hunters seem to prefer a mix of electronic and digital. Ritenour also strongly recommends not overlooking the demand for handheld calls, including the ever-popular cottontail- and jackrabbit-in-distress call. Hunter’s Specialties PC-1 and PC-7 provide versatility in mimicking these squalls. Ritenour says predator hunters are more attentive to updates in firearms. His sales reflect the national trend for the three most popular calibers: .22-250, .223 and the .204 Ruger. “The Remington 700 VLS has been a good mover in these calibers, but I’ve also seen solid sales with the Ruger M77 Hawkeye,” Ritenour said. “As the price of ammunition increases, there’s also been a surge in the smaller calibers, such as the .17 HMR and the traditional .22 Magnum. People have been purchasing these calibers in rifles built by Marlin, including the Model 917.” Coyote hunters especially embrace the concept of camouflage because of the predator’s sharp eyes. Although Ritenour would love to provide an ever-growing selection of camouflage, he finds it hard to compete with the “mart” stores in his area. “The marts beat me into the ground with camouflage sales,” Ritenour said. “It’s hard to compete with their purchasing volume. Even though they have firearm sales in their stores, one area I can beat them in is service and packaging. We have an experienced sales team that can put together a rifle package for any hunter’s needs.” Remington’s Model 700 Varmint-Tactical Rifle (VTR) features a triangular contoured 22" barrel with integral muzzle brake. Visit www.remington.com. TM The Bidding Starts Now. Don’t limit your business to just your city or state: GunBroker.com has more than a million and a half potential customers nationwide looking to buy what you’re selling! We can help you get started, get firearms appraised, manage your photos, auctions or sales, and much more! It’s fast and easy. Come see what The World’s Largest Online Auction of Firearms and Accessories™ can do for your business, only at www.GunBroker.com. Circle No. 219 on Inquiry Card www.shootingindustry.com NOVEMBER 2008 332008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=34http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=34Caldwell Fire Control Full Length Rest gives varmint hunters the ability to nudge their rifle’s crosshairs up and down using the rest’s fingertip controls. Visit www.battenfeldtechnologies.com/Caldwell. Varmint Necessities Whereas the coyote crowd looks to call-in its quarry, varmint hunters often have to wait out their prey, particularly the groundhog. Groundhog hunters often are required to take long shots across hay or agricultural fields for success. Because of the possibility of a long shot, Ritenour stresses the need to keep a good selection of varmint and target riflescopes on hand, both affordable brands and high-end models. “I sell quite a few of the target and varmint scopes in 6-24 power and 8-32 power,” Ritenour said. “These high-power scope models sell better in the spring and summer when more guys are out groundhog hunting. I sell both high-end and medium-priced models.” One of his best sellers in rifle optics is BSA and Ritenour says most guys are impressed with the quality combined with a low price. BSA offers varmint options in eight of their models, including their Mil Dot, Contender, Platinum Target and Panther lines. Ritenour also stocks Bushnell and Simmons as additional options. Diehard varmint hunters still demand a higher quality and Leupold riflescopes fit that niche quite nicely, selling more than any other brand in Ritenour’s store. Leupold offers varmint options in popular models such as the VX-III, VX-II, VX-L and the specialized Mark 4 models. Ammunition While holding his contest, Ritenour consistently saw hunters leave with ammunition in hand. “They’d drop in and if they didn’t pick up anything else, they always left with a box of ammo,” Ritenour said. As in firearm sales, varmint and predator hunters still hold true to three top calibers — .22-250, .223 and the .204 Ruger. Winchester and Remington definitely outsell all other brands. Remington’s Premier AccuTip grade of ammunition has been a strong competitor and attractive to hunters. Winchester’s Supreme Elite grade using the Ballistic Silvertip bullet caters specifically to varmint and predator hunters with options in the popular calibers, plus the coyote-busting .243. For more affordable rounds, the Winchester Super-X and the Remington Express Rifle lineups offer all the popular calibers with several dollars in savings. Winning Strategy From the start, Ritenour’s policy has been to treat others as he would like to be treated. By stocking up on varmint and Circle No. 212 on Inquiry Card For 2009, Barnes’ Varmint Grenade bullets will include .30-grain .22 Hornet bullets and 26-grain bullets for the .204 Ruger. Varmint Grenade factory loads are available from Black Hills Ammunition. Visit www. barnesbullets.com. At Ritenour’s, electronic game callers like the Johnny Stewart PM-4 Remote Digital Caller are dominating calling sales. Visit www.hunterspec.com. 34 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=35http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=35Circle No. 234 on Inquiry Card2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=36http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=36predator gear, he’s committed to winning the hearts and minds of the varmint and predator crowd, and to taking advantage of increased expenditures from hunters. So far, it’s been a winning strategy. 9 VARMINT MARKET Alliant Powder . . . . . . . . . . . . . 297 ArmaLite Inc. . . . . . . . . . . . . . . 298 Barnes Bullets . . . . . . . . . . . . . 299 Beretta USA . . . . . . . . . . . . . . . 300 Berger Bullets . . . . . . . . . . . . . . 301 Black Hills Ammunition . . . . . . . 302 Browning . . . . . . . . . . . . . . . . . 303 BSA . . . . . . . . . . . . . . . . . . . . . 304 B-Square . . . . . . . . . . . . . . . . . 305 Bushmaster Firearms . . . . . . . . . 306 Bushnell . . . . . . . . . . . . . . . . . 307 Caldwell Shooting Supplies . . . . 308 Charles Daly . . . . . . . . . . . . . . . 309 Cooper Arms of Montana . . . . . . 310 CZ-USA . . . . . . . . . . . . . . . . . . 311 DPMS/Panther Arms . . . . . . . . . 312 Federal Cartridge Co. . . . . . . . . 313 H&R 1871 . . . . . . . . . . . . . . . . 314 Henry Repeating Arms Co. . . . . . 315 Hodgdon Powder Co. . . . . . . . . . 316 Hornady Mfg. . . . . . . . . . . . . . . 317 Hunter’s Specialties Inc. . . . . . . 318 J. Dewey Manufacturing . . . . . . . 319 Kimber Mfg. Inc. . . . . . . . . . . . . 320 Leupold & Stevens . . . . . . . . . . 321 Marlin Firearms . . . . . . . . . . . . 322 New England Firearms . . . . . . . . 323 Nightforce . . . . . . . . . . . . . . . . . 324 Nikon . . . . . . . . . . . . . . . . . . . . 325 Nosler . . . . . . . . . . . . . . . . . . . 326 O.F. Mossberg & Sons . . . . . . . . 327 Primos Inc. . . . . . . . . . . . . . . . 328 Redding Reloading Equipment . . 329 Remington Arms . . . . . . . . . . . . 330 R.W. Hart & Son Inc. . . . . . . . . . 331 Savage Arms . . . . . . . . . . . . . . 332 Sierra Bullets . . . . . . . . . . . . . . 333 Sig Sauer . . . . . . . . . . . . . . . . . 334 Sightron . . . . . . . . . . . . . . . . . . 335 Speer . . . . . . . . . . . . . . . . . . . 336 Springfield Armory . . . . . . . . . . 337 Stoney Point Products . . . . . . . . 338 Sturm, Ruger & Co. . . . . . . . . . . 339 Swarovski . . . . . . . . . . . . . . . . 340 Tasco . . . . . . . . . . . . . . . . . . . . 341 Taurus International . . . . . . . . . 342 Thompson/Center Arms . . . . . . . 343 Weatherby Inc. . . . . . . . . . . . . . 344 Winchester Ammunition . . . . . . . 345 Circle No. 223 on Inquiry Card Don’t worry, this Dog Does Bite Think of your Charter revolver as your loyal watch dog. It’s always ready to protect you and its bite is definitely worse than its bark. A Charter revolver can be your other best friend. For more information on Charter firearms or to locate the dealer nearest you, visit www.charterfirearms.com. www.charterfirearms.com Circle No. 225 on Inquiry Card Read Shooting Industry Magazine’s All-Digital Edition. Visit www.shootingindustry.com. 36 NOVEMBER 2008 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=37http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=37AIRGUNS AND AND PAINTBALL Ten Tips For Explosive Sales! A irguns, including airsoft, can mean decent bucks in a gun shop — if you’re selling them the right way. Paintball, too, can add dollars to your bottom line. The key to selling both is understanding how the market has changed for these categories and adapting to the changing times. Here’s what experts have to say about selling airguns, airsoft and paintball equipment in today’s marketplace. Carolee Anita Boyles Understanding The The Airgun, Airgun, Airsoft Airsoft Marketplace Marketplace Understanding aren’t just “BB wide range of these new airguns in your may know more than you do! Tip #1: Airguns guns” anymore. Airguns store and including them in your displays. “When someone comes into your store, are often the first “gun” a youngster shoots. However, youth airguns are only a small portion of the airgun business today. “There have been a lot of changes in the airgun business in the last 20 years,” said Roy Stefanko, national sales manager for Crosman Corp. “We’ve seen the largest growth in the adult category. That includes guns like our Discovery and the Benjamin 392 and 397.” Stefanko recommends providing a Tip #2: “There are PCP guns, break-barrel style guns, CO2 guns and pneumatic pump-up guns,” Stefanko said. Understand new airguns. Before stocking your shelves, read up on airguns and accessories. Know how they work and how to use them and, above all, treat your customers with respect. With the amount of information available on the Internet, they find out what their end game is,” Stefanko said. “Why does this customer want to buy an airgun? We’ve seen consumers looking for guns capable of dispatching varmints and nuisance animals in their backyards where they can’t use a .22.” Think about your merchandising. “We’ve spent a lot of money on our packaging because we adhere to the Seven-Second Rule,” Stefanko said. “When a Tip #3: This AirForce Condor air rifle is loaded with accessories, which increases the “cool” factor — and sales. www.shootingindustry.com NOVEMBER 2008 372008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=38http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=38The 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.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=39http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=39ness that’s evolving.” Stefanko sees a lot of parallels between what’s going on in airsoft and what’s going on in paintball. In both cases, the customer’s taste is increasingly discerning and they’re looking for bigger, better, faster and more powerful units. “And we continue to see an escalation in price-point,” Stefanko added. Savvy dealers would be smart to keep an eye on those higher price-point items. “Again, retailers can be very successful selling around the big boxes,” Ste- fanko said. “In many cases — although not all — the big-box stores have locked themselves into the opening price-point spring models, which retail from $15 to $40. Retailers have a great opportunity to service that higher-end, more demanding consumer, because that’s where many of the big-box stores are lacking.” Set up an indoor range. “If you can set up an indoor range where you can demonstrate airguns, you’ll sell more of them,” McCaslin said. “You can use a simple .22 bullet trap and you’re pretty much good to go. It doesn’t need to be anything exotic. It just needs to be something safe.” One company has added a new twist to “practice” for the airsoft marketplace. ActionAirgun LLC has launched a global shooting league using live airsoft target shooting and the InterThe Crosman Tactical Kit includes two camoflauged airsoft guns, net. Using the compathe Stinger S32PA rifle and the Stinger P30 pistol, 6" sticky target, ny’s Advance Shooting pistol holster, safety goggles and 500 airsoft BBs. Kit, each week shooters download three courses, practice, shoot for score and enter the results on the ActionAirgun Web site. There is even a world championship. Visit www.actionairgun. com for more information. AIRGUN MARKET ADCO . . . . . . . . . . . . . . . . . . . . ActionAirgun . . . . . . . . . . . . . . . Air Arms . . . . . . . . . . . . . . . . . . AirForce Airguns . . . . . . . . . . . . Anschutz . . . . . . . . . . . . . . . . . . Beeman Precision Airguns . . . . . Benjamin . . . . . . . . . . . . . . . . . BSA . . . . . . . . . . . . . . . . . . . . . B-Square . . . . . . . . . . . . . . . . . Burris Co. . . . . . . . . . . . . . . . . . Bushnell Performance Optics . . . C-More Systems . . . . . . . . . . . . Crosman Corp. . . . . . . . . . . . . . Daisy Manufacturing Co. . . . . . . Dynamit Nobel/RWS . . . . . . . . . European American Armory . . . . . Gamo USA . . . . . . . . . . . . . . . . Leupold & Stevens . . . . . . . . . . Marksman Products . . . . . . . . . . RWS. . . . . . . . . . . . . . . . . . . . . Swift Optics. . . . . . . . . . . . . . . . TruGlo Inc. . . . . . . . . . . . . . . . . Weaver . . . . . . . . . . . . . . . . . . Webley & Scott . . . . . . . . . . . . . 346 399 347 348 349 350 351 352 353 354 355 356 357 358 359 360 361 362 363 364 365 366 367 368 Tip #6: Circle No. 205 on Inquiry Card www.shootingindustry.com NOVEMBER 2008 392008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=40http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=40Lone Wolf Knives makes cutting anything “Look Good!” Paul Executive with Cocobolo Handle LM23410 Paul® Executive, 2.5 inch blade, Patented Paul lock system locks blade open and closed, marble Cocobolo handles, 1.6 oz. LM23410. Also available with 3-D Carbon Fiber handles LM23415. Profiting From From Paintball Paintball Profiting a smart product Tip #7: Stock selection in your store. You can’t carry enough to please everyone, so choose the best paintball products for your marketplace and your level of involvement in paintball. “One of the hottest products in paintball right now is our new U.S. Army brand paintball markers,” said Kevin Sheehan, director of sales at Tippmann Sports. “When you play paintball, you need a marker, paintballs, a CO2 or compressed air tank, and a mask to protect your face. We make a Power Pack that has the marker, the tank and the mask in one package.” Sheehan has been encouraging gun and hunting stores to stock U.S. Army markers and Power Packs. “That way, when someone comes into the store who might not be a paintball player, he sees the Power Pack with everything in it and he can buy it all at one time,” Sheehan said. Stock a smart selection of easy-to-sell accessories. “There are good margins in the accessories,” Sheehan said. “Make sure you have harnesses, pods and loaders, because that’s going to enhance your margins.” And don’t forget the paintballs themselves. Pay attention to smart partnerships. “A local paintball field would love to have a gun store send customers there to play,” Sheehan said. “And the field can tell the players to go to the gun store to have their air tanks filled or to buy accessories.” Another smart idea is to put your store’s name on popular paintball Web sites. Paintball consumers, made up largely of young males, though the female presence is increasing, have grown up online. “That group of consumers is very savvy on the Internet,” Sheehan said. “They shop on the Internet and they search for stuff on the Internet. It would be valuable for a gun shop to be listed on key paintball Web sites as a paintball dealer.” The two most popular sites are PB Nation at www.pbnation.com, and PB Review at www.pbreview.com. “A lot of people go to www.trypaintballnow.com, which is owned by Tippmann, to find a place to play and a place to buy equipment,” Sheehan said. “When a dealer starts carrying our equipment, we set him up on that list.” Tip #10: Cater to your woodsball players. There are two different styles of paintball play: woodsball and speedball. “Woodsball is going out to play paintball in the woods,” Sheehan said. “The players wear camouflage, and there’s a lot of strategy involved. “Speedball is a lot more colorful and is very expensive, and it’s only 10 to 15 percent of the market,” Sheehan said. Woodsball is the category Tippmann Sports specializes in, and Sheehan says it’s a good fit for gun stores. 9 Tip #8: Diablo-DA Micarta® LD23153 Scale release automatic or manual one-handed-opening. 3.3 inch CPM-S30V blade, locking-liner, green/black layered Micarta®, 4.1 oz LD23153. Also available in one-handed-opening’ Non-automatic version LC23156. Tip #9: PAINTBALL MARKET 32 Degrees Markers . . . . . . . . . . Airgun Designs . . . . . . . . . . . . . AKA Products . . . . . . . . . . . . . . Blackpoint Engineering . . . . . . . Bob Long . . . . . . . . . . . . . . . . . Brass Eagle . . . . . . . . . . . . . . . Crosman Corp. . . . . . . . . . . . . . DMA Inc. . . . . . . . . . . . . . . . . . Game Face Paintball . . . . . . . . . Kee Action Sports . . . . . . . . . . . Kingman Group . . . . . . . . . . . . . Nelson Paintballs . . . . . . . . . . . Nelson Sports . . . . . . . . . . . . . . Palco Sports . . . . . . . . . . . . . . . Pursuit Marketing . . . . . . . . . . . Raven . . . . . . . . . . . . . . . . . . . Rogue Outfitters . . . . . . . . . . . . Smart Parts Inc. . . . . . . . . . . . . Spyder Fenix . . . . . . . . . . . . . . Tippmann Sports . . . . . . . . . . . . ZAP Paintball .2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=41http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=41The companies listed have featured advertisements or products in this issue. Look to them first when you are ready to make a purchase. Companies ADVERTISERS ActionAirgun Advanced Technology Int. AirForce Airguns American Tactical Imports ArmaLite Barnes Bullets Barska Battenfeld Technologies Inc. Brownells Buckwear CCI Command Arms Accessories Crimson Trace DPMS DSA Elite Operator Ellett Brothers Fobus Gunbroker.com Gunslick Joseph Chiarello Kwik-Site Corp. Lewis Machine Tool Lone Wolf Knives MKS Supply Numrich Gun Parts Pelican Products Pro Mag Industries S.H.O.T. Show Security Equipment Corp. Sightron Sports South Springfield Stag Arms STI Int. Sturm, Ruger & Co. Trijicon 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 28 9 21 13 39 10 43 15 42 5 30 34 23 17 19 6 32 38 33 47 42 45 36 40 36 44 14 29 27 44 48 2 3 35 1, 28 7 11 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 Circle # Page Companies Pelican Products Personakey Corp. Pro-Ears Pro-Lok Radians Inc. Remington Arms Revision Eyewear Safari Safe Co. Safe Direction Sargent and Greenleaf Sentry Group Silencio Smith & Wesson Stack-On Safes Sturm, Ruger & Co. SureFire Sure Set Holster Mounts Titan Security Products Truck Vault Versatile Gun Rack VisuaLock V-Line Industries Walker’s Game Ear Wiley X Eyewear Winchester Safes Zeiss Sports Optics Circle # 271 272 273 274 275 276 277 278 279 280 281 282 283 284 285 286 287 288 289 290 291 292 293 294 295 296 297 298 299 300 301 302 303 304 305 306 307 308 309 310 311 312 313 314 315 316 317 318 319 320 321 322 323 324 325 326 327 328 329 330 331 332 333 334 335 336 337 338 339 340 341 Page 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 24 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 31 Companies Taurus International Thompson/Center Arms Weatherby Inc. Winchester Ammunition Circle # 342 343 344 345 346 399 347 348 349 350 351 352 353 354 355 356 357 358 359 360 361 362 363 364 365 366 367 368 369 370 371 372 373 374 375 376 377 378 379 380 381 382 383 384 385 386 387 388 389 390 391 392 393 394 395 396 397 398 Page 31 31 31 31 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 42 43 43 43 44 44 44 45 45 AIRGUN MARKET ADCO ActionAirgun Air Arms AirForce Airguns Anschutz Beeman Precision Airguns Benjamin BSA B-Square Burris Co. Bushnell Performance Optics C-More Systems Crosman Corp. Daisy Manufacturing Co. Dynamit Nobel/RWS European American Armory Gamo USA Leupold & Stevens Marksman Products RWS Swift Optics TruGlo Inc. Weaver Webley & Scott VARMINT MARKET Alliant Powder ArmaLite Inc. Barnes Bullets Beretta USA Berger Bullets Black Hills Ammunition Browning BSA B-Square Bushmaster Firearms Bushnell Caldwell Shooting Supplies Charles Daly Cooper Arms of Montana CZ-USA DPMS/Panther Arms Federal Cartridge Co. H&R 1871 Henry Repeating Arms Co. Hodgdon Powder Co. Hornady Mfg. Hunter’s Specialties Inc. J. Dewey Manufacturing Kimber Mfg. Inc. Leupold & Stevens Marlin Firearms New England Firearms Nightforce Nikon Nosler O.F. Mossberg & Sons Primos Inc. Redding Reloading Equipment Remington Arms R.W. Hart & Son Inc. Savage Arms Sierra Bullets Sig Sauer Sightron Speer Springfield Armory Stoney Point Products Sturm, Ruger & Co. Swarovski Tasco PAINTBALL MARKET 32 Degrees Markers Airgun Designs AKA Products Blackpoint Engineering Bob Long Brass Eagle Crosman Corp. DMA Inc. Game Face Paintball Kee Action Sports Kingman Group Nelson Paintballs Nelson Sports Palco Sports Pursuit Marketing Raven Rogue Outfitters Smart Parts Inc. Spyder Fenix Tippmann Sports ZAP Paintball SA2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=42http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=42HELPS YOUR BOTTOM LINE Brownells Business Advantage (BBA) 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 specifically for firearm-related businesses like yours. Get all 4 services for one low $50 annual membership fee. Call 800-741-0015 or visit BrownellsBusinessAdvantage.com to learn more about how BBA can save you money. Circle No. 209 on Inquiry Card Source Code: 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, Text First Line let us know! Text We have room for about 80 words. Pictures should be color, if possible. Electronic images, transparencies and glossy prints are acceptable. Product releases are printed on a space-available basis at the discretion of the editorial staff. BP7 Address all releases to: New Products Editor SHOOTING INDUSTRY MAGAZINE 12345 World Trade Dr. San Diego, CA 92128 Company Phone # Website SHOOTING INDUSTRY MAGAZINE www.shootingindustry.com Firearms Business Insurance Endorsed By Text Line FMGFirst Publications Defensive Revolver Text Clint Smith of Thunder Ranch presents “Defensive Revolver: Logical Solutions For The Real World.” Filmed at Thunder Ranch in Oregon, the two-disc DVD is packed with tips, techniques and Clint’s personal observations about the tactics and gear that work best. Smith presents a Mental Preparation and Logic Lecture and covers Proper Technique and Application; Loading, Unloading and Malfunction Clearance; Carry and Draw Demonstration; Range Drills; Demonstration and more. Circle No. 221 on Inquiry Card FMG Publications Company 1-800-628-9818 Phone # www.americanhandgunner.com Website Circle # 390 42 NOVEMBER 2008 Read Read SI SI DIGITAL DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=43http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=43U.S. Fire Arms Mfg. New Model 12/22 The New Model 12/22 from U.S. Fire Arms Mfg., a full-size, 12-shot .22 caliber revolver, features new lockwork to accommodate the 12-shot cylinder. This design includes changes to the revolver’s internals and a new ratchet design. The New Model 12/22 has all-steel construction, traditional full-cocking action and loads two rounds at a time. Rio Grande Custom Grips 1911 Line Rio Grande Custom Grips’ new line of custom grips for the full-size 1911 pistol are made in the USA and molded with a premium-grade, high-strength engineered polymer. The grips are decorated with a patented method for one of the most permanent images available. The full-color grips are salt-, solvent-, water-, impactand abrasion-resistant. U.S. Fire Arms Mfg. (860) 296-7441 www.usfirearms.com Circle # 393 Rio Grande Custom Grips (303) 330-2812 www.riograndecustomgrips.com Circle # 391 MTM Molded Products Shotgun Hunter Case The MTM Shotgun Hunter Case, for 12 gauge, features a strong handle, easy-open latch and a nylon shoulder strap. Two outside-access lid compartments are teamed with molded-in shell holders. Inside are four, 25-round shotshell trays plus the EZ-Grab Shotshell Holster, which accommodates the provided trays and MTM’s 25-round shell boxes. The EZ-Grab attaches to a belt or pocket and positions trays at a 45-degree angle. The case is available in camo and forest green. MTM Molded Products (937) 890-7461 www.mtmcase-gard.com Circle # 392 www.shootingindustry.com Circle No. 207 on Inquiry Card NOVEMBER 2008 432008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=44http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=44Text First Line Text Pelican Products Rechargeable 8060 LED Pelican’s large rechargeable 8060 LED flashlight features four hours of peak (6-hours total) burn time, powered by a Nickel Metal Hydride (NiMH) rechargeable battery. It offers 190 lumens of bright light at its peak. For increased utility, the 8060 LED also functions on four “C” alkaline batteries. The 8060 LED is nearly 13 inches long and weighs 23.2 ounces, with a chemical/corrosion-resistant, engineering-grade polymer body. Company Pelican Products Phone # 1-800-473-5422 Website www.pelican.com TRU-SPEC 24/7 ALL SEASON PANTS TRU-SPEC’s 24/7 All Season Pants are manufactured from lightweight 6.5-ounce 65/35 polyester cotton rip-stop. The fabric is Teflon coated to protect against stains. The pants have two slash-style front pockets, two cargo pockets with expandable gussets and hidden internal pockets, two external cell phone/magazine pockets, two knife or accessory pockets, two rear pockets and reinforced knees with inside openings for tactical knee pads. The pants are available in five colors: khaki, navy, olive drab, coyote and black. Circle # 394 TRU-SPEC 1-800-241-9414 www.truspec.com Circle # 395 Circle No. 226 on Inquiry Card HELP FIGHT BREAST CANCER WITH PEPPER SPRAY. Security Equipment Corporation will donate to the National Breast Cancer Foundation for each HC-NBCF-01 purchase. Carl Zeiss Victory 8x26 T* PRF The Victory 8x26 T* PRF is, according to Zeiss, the world’s first premium monocular with digital laser rangefinder, LED display and integrated Ballistic Information System (BIS). The Victory 8x26 T* PRF provides ranging from 10 to 1,300 yards using an invisible, eye-safe laser beam. Its accuracy is ±1 yard at ranges up to 600 yards and ±0.5 percent at ranges beyond 600 yards. The BIS determines the holdover — how many inches above or below the target the shooter needs to aim at a given distance. Call 800-325-9568 for a SABRE Distributor Near You 330 Sun Valley Circle Fenton, MO 63026 www.sabrered.com info@sabre-sabrered.com Carl Zeiss 1-800-441-3005 www.zeiss.com/sports Join the Fight Against Cancer & Crime with SABRE RED! Circle # 396 44 NOVEMBER 2008 Circle No. 230 on Inquiry Card Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=45http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=45ACCESSORIES Charter Arms Laser Sight Option SHOOTING RANGE FOR SALE ”Grandfathered” range and gun shop with 3 bedroom, 2 bath modular home on 9.51+/acres. Located 15 minutes from Ft. Bragg, N.C. Go to www.Range-1.com for more information. Call 910-893-9887 for appointment. No e-mails. Serious inquiries only. 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. Charter Arms is offering four Crimson Trace-equipped self-defense factory laser sight revolvers. They are the Crimson Undercoverette, 2" barrel, .32 H&R Magnum; Crimson Undercover, 2" barrel, .38 Special +P; Crimson Pug, 2.2" barrel, .357 Magnum; and Crimson Bulldog, 2.2" barrel, .44 Special. Charter Arms will also offer separate Crimson Trace laser grips for all of their revolvers as part of a retrofit kit. Charter Arms (937) 454-0363 www.charterfirearms.com Circle # 397 L O O K ING TO THE F U T U RE ! Bobster Eyewear Prowler Camouflage Bobster Eyewear’s MIL-PRF-31013 certified Prowler Eyewear now includes four frame colors in camouflage and desert sand. The frames are made of military grade nylon, with removable temples for conversion from sunglasses to goggles. The Prowler includes an anti-fog, smoked lens. - 2009 Show Schedules & Special Events Web Site Showcase Bobster Eyewear 1-800-603-2662 www.bobster.com Circle # 398 Circle No. 222 on Inquiry Card www.shootingindustry.com NOVEMBER 2008 452008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=46http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=46Russ Thurman Building A Better Business Power Tool F MG’s launch of digital editions of Shooting Industry is a major step in providing an enhanced power tool for manufacturers, distributors, dealers and others involved in the firearms industry (see page 9). A lot of people tell us that Shooting Industry is invaluable to their businesses. With Shooting Industry Digital, that value has increased substantially. In business, information is vital to a company’s success. It’s always been that way. In today’s business environment, driven by the Internet’s ability to disseminate vast amounts of information rapidly, there’s no lack of knowledge available to those running businesses. The challenge is in harnessing all the information and knowledge in a way that makes it useful. Shooting Industry Digital meets that challenge. We’ve taken our highly praised printed version and super-charged it for use on the Internet. Packed with the latest Internet publishing techniques, the digital edition becomes a business power tool unequalled in the industry. And, we’re just beginning. You can expect more enhancements to the digital editions, which will translate in businessbuilding boosters. To our knowledge, we’re the first in the firearms industry to publish entire digital editions. That should not surprise anyone. At FMG, we understand this business and we will use every tool available to serve our readers and our advertisers. To power up our newest business tool, visit www.shootingindustry.com and click on the digital edition section in the upper right-hand corner of the home page. The Essentials ext month’s issue of Shooting Industry is the first of our two issues that begin the 2009 business year. While we have traditionally called the December and January issues our SHOT Show editions, since they are packed with information on the show, they are best described as our New Business Year issues. The issues’ New Product Showcases provide dealers with invaluable information on new offerings that customers will be demanding in 2009. Plus there will be marketing insights and reviews of product areas that are drawing the most attention in gun shops. Finally, the December issue will have our updated version of The Universe’s Greatest Buyer’s Guide. Now, as a bonus, these two essential issues will be available as digital editions. It’s our way of saying Happy New Business Year! ScentBlocker Sweetens Deals N S centBlocker is offering customers who purchase Dream Season Fleece Suit in Mossy Oak Treestand a Performance Pack worth $100. The pack includes a bottle of Ti4 Scent Elimination Spray, Scent Shield Clothes Wash, Breath Shield Gum, Drury Outdoors Speed Kills DVD, ScentBlocker Secret of the Pros DVD, ScentBlocker Decal and a Mossy Oak Decal. The offer is good while supplies last. For more information, visit www.scentblocker.com. S&W Attracts Hunters MTM Celebrates 40 Years S C ongratulations to MTM Case-Gard, a company that opened its doors in 1968. We salute founder Bill Minneman, who built a better box. His first box, the Case-Gard 50 Series Ammo Box, is still available today. MTM is still a family-owned business with six of Bill’s children involved with the company. From ammo boxes and clay target throwers to gun rests, MTM makes innovative and cost-effective Americanmade shooting products specifically designed for sportsmen. For more information, visit www.mtmcase-gard.com. NOVEMBER 2008 mith & Wesson is attracting hunters with its Smith & Wesson Goes Hunting Fall Spectacular, which began Aug. 1 and runs through Dec. 31, 2008. Customers who purchase any new Elite Series Shotgun will receive a World-Class Case free, a $299 value. Those who buy a new iBolt rifle or new 1000 Series Shotgun will receive $50 rebates. Customers purchasing a new Model 500 or new Model 460 revolver will get a $75 rebate. Visit www.smith-wesson.com for more information. 9 46 Read SI DIGITAL www.shootingindustry.com2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=47http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=47GUN-FOAM® GUN OIL Keeping a firearm well oiled and rust free is a major goal for gun owners. Gun-Foam® does both. This patented system is considered the ultimate in lubrication technology and provides superior rust protection—regardless of temperature in the extremes. GUN-SEAL® Gun-Seal forms an instant, long-lasting waterproof barrier that penetrates deep into metal pores to protect against corrosion, either in the field or in the safe. Defend your customers’ guns from harsh damp or salt environments. ® ULTRA-LUBE™ GUN OIL Ultra-Lube’s advanced formula is the ultimate in lubrication technology. It bonds to metal surfaces for superior lubricity, and offers layers of powerful protection against corrosion. For more information, contact Dealer Services at (866) 223-9388 Circle No. 220 on Inquiry Card2008-11-04T16:13:21+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=48http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2008/?Page=48Circle No. 231 on Inquiry Card2008-11-04T16:13:21+01:00