http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/RSS.ashxShooting Industry November 2009 PagesThu, 29 Oct 2009 22:00:47 +0100http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=1http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=1SUPPORT FOR STRICTER GUN CONTROL DROPS NOVEMBER 2009 SAFETY& When It Comes To CCW, We’ve Got You Covered SECURITY Kick-Start Sales! Go-To Headquarters: VARMINTS/ PREDATORS When it comes to concealed carry, there is no “one gun fits all”what works for one might not work for another. We here at STI are well aware of this, so rather than try to sell one model to all of our shooters we currently have 10 different models suitable for CCW. All are built to the highest standards people have come to associate with the STI name, and all will perform when you need it most. So each person can decide for themselves what works best for them. Isn’t choice a wonderful thing? AIRGUNS, PAINTBAll Fixing Sales Errors Marketing To Women Six Tips www.STIguns.com 512-819-0656 For a free catalog: Catalog@STIguns.com www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=2http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=22009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=3http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=32009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=4http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=4NOVEMBER 2009 • VOLUME 54 • NUMBER 11 Features 22 Page 22 Selling Safety & Security Placement, Portability, New Features Kick Start Sales! John Morrison 25 The Law Enforcement Connection Think Secure When Off Duty. SI DIGITAL 27 33 37 Page 27 Marketing To Women Six Ways To Increase Your Sales. VIDEO Shari LeGate Varmint & Predator Hunting Want To Be The Go-To Headquarters? Listen To Your Customers! Mark Kayser Airguns & Paintball Mistakes Dealers Make — And How To Fix ’Em! Carolee Anita Boyles Industry News 8 Support For Stricter Gun Control Drops 9 Winchester Ammunition Awarded Contract 13 Newsmakers Columns 14 16 18 Page 33 Lethal Force Selling Smith & Wesson, America’s Best-Selling Revolvers. Massad Ayoob Outdoor Marketplace Buck Knives Bucks Trend With “American Commitment.” J.K. Autry Arms And The Woman Gift Cards: The Gift That Keeps On Giving To Dealers. Lisa Parsons-Wraith 20 46 Back Blast & Other Hot Gases Hmm, Should We Shoot, Salute Or Recruit? Commander Gilmore Industry Watch A Case For The Modern Sporting Rifle. SI DIGITAL Russ Thurman VIDEO Page 37 SI DIGITAL Departments 6 Letters 41 Reader Service 42 45 New Products Classifieds SI DIGITAL Hot Link VIDEO Visit www.shootingindustry.com to request a free subscription to SI Digital and view the special features in this edition. 4 NOVEMBER 2009 SHOOTING INDUSTRY® (ISSN 0037-4148) is published monthly by Publishers’ Development Corporation at 12345 World Trade Dr, San Diego, CA 92128. Periodical Class Postage paid at San Diego, CA 92128, and at additional mailing offices. Subscription $25 yearly in U.S.A. Single copies $3 (except for the December SHOT SHOW issue, $25). Change of address: Four weeks notice required on all changes. Send old address as well as new. POSTMASTER: Send address changes to: SHOOTING INDUSTRY® 12345 World Trade Dr, San Diego, CA 92128. PRINTING SERVICES/PREPRESS: Democrat Printing Company. CONTRIBUTORS submitting manuscripts, photographs or drawings, do so at their own risk. Material cannot be returned unless accompanied by sufficient postage. PAYMENT will be made at rates current at time of publication and will cover reproduction in any or all of the editions of SHOOTING INDUSTRY®. OPINIONS expressed in bylined articles or columns are those of the author and do not necessarily reflect the views of the magazine or its staff. Copyright© 2009 by Publishers' Development Corporation. All rights reserved. Reproduction or use of any portion of this magazine without written permission is prohibited. Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=5http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=5SINCE 1955 — THE INDUSTRY’S BUSINESS MAGAZINE BOARD OF DIRECTORS Thomas von Rosen, CEO; Thomas Hollander, Randy Moldé, Marjorie Young PUBLISHER & EDITOR Russ Thurman Editorial Assistant Roxanne Smith Art Director Eric Tse Advertising Sales Director Anita Carson Advertising Sales Assistant Dana Hatfield Production Manager Dennaye Cusick Promotions Coordinator Elizabeth O’Neill Web Site Manager Lorinda Massey Staff Photographer Joseph Novelozo CONTRIBUTING EDITORS Massad Ayoob Shari LeGate John Morrison Carolee Anita Boyles Ray Oeltjen Lisa Parsons-Wraith FMG PUBLICATIONS shootingindustry.com Publisher & Editor: Russ Thurman Advertising: Anita Carson, 866.972.4545 email: anita@shootingindustry.com americancopmagazine.com Editor: Suzi Huntington Advertising: Denny Fallon, 800.426.4470 email: denny@americancopmagazine.com Delano Amaguin, 888.732.6461 email: delano@americancopmagazine.com americanhandgunner.com Publisher & Editor: Roy Huntington Advertising: Steve Evatt, 800.533.7988 email: steve@americanhandgunner.com gunsmagazine.com Editor: Jeff John Advertising: Andrew Oram, 866.903.1199 email: andrew@gunsmagazine.com fmgpublications.com Editor: Sammy Reese Advertising: Scott McGregor, 800.553.7780 email: scott@gunsmagazine.com ONLINE ADVERTISING MANAGER: Tracy Moore, CLASSIFIED ADVERTISING: Lori Robbins, TEL: 888.651.7566, FAX: 858.605.0205, tracy@fmgpublications.com TEL: 800.633.8001, FAX: 858.605.0247, classads@fmgpublications.com SPECIAL EDITION FMG EAST COAST SALES: Sig Buchmayr, Buchmayr & Associates, NATIONAL ADVERTISING: 12345 World Trade Dr., San Diego, CA 28 Great Hill Rd., Darien, CT 06820, TEL: 203.662.9740, sigbuch@optonline.net 92128, TEL: 866.972.4545, FAX: 858.605.0211, anita@shootingindustry.com CUSTOMER SERVICE www.shootingindustry.com SUBSCRIPTION SERVICES . . . . . . . . . . . . . . . 858.605.0254 Express Service . . . . . . . www.shootingindustry.com and click “contacts” Glock / Kel-Tec Dealers Fax FFL for catalog Fingertip Extensions also fits many other small pistols in .22, .25, .32, and .380 calibers. EDITORIAL . . . . . . . . . . . . . . . . . . . . . . . . . . . 888.315.3638 email: . . . . . . . . . . . . . . . . . . . . . . . . . . . . russ@shootingindustry.com PRODUCTION . . . . . . . . . . . . . . . . . . . . . . . . . 858.605.0210 email: . . . . . . . . . . . . . . . . . . . . . . . production@shootingindustry.com email: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .sng@g-glaw.com General Counsel/Legal Affairs: . . . . . Steele N. Gillaspey Kel-Tec / Bersa PRODUCED IN THE U.S.A. cherer upplies Inc 205 Four Mile Creek Rd. Taxewell Tn, 37879 M-1 Garand One Shot FAX 423-733-2073 Adapter NOVEMBER 2009 5 S Slug Plug #5 for The New Glock® Model 21SF www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=6http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=6Letters Letters to the editor Seldom have I read such well-written, thoroughly thought-out, to-the-point letters as the ones by Jack Little (“Who Carried Us Best?” Letters, August 2009 and “Resentment Runs Deep,” Letters, September 2009). Little (no pun intended) does he realize how well he speaks for those of us who simply can’t afford to take the time to write to Shooting Industry for exactly the reasons he cites. I struggle to keep the paperwork legible, honest and up-to-date, make customers as happy as I can, pay the bills and clear just enough to barely keep my head above water. Thank you, Jack, for saying what I’d like to have said, better than I could have said it. Linda Ewasiuk, The Bullet Hole La Vista, Neb. I just read the excellent letter from Mr. Jack Little (“Resentment Runs Deep,” Letters, September 2009), and have to Thank You, Jack It Is Getting Tougher agree with him 100 percent. He neglected one aspect of the “sweetheart deals” to big marts concerning repairs. There is little or no consideration given by big marts to teaching anything about what they are selling. Consequently, their customers expect us to repair new products “on warranty,” at no charge, of course. We get tired of explaining that we are a dealer, not a warranty station, and we like to eat, have utility bills to pay, etc., so we charge for our work. The industry does nothing to reimburse us. You can’t blame a person for trying to save a buck, but big marts frequently sell an item for the same price I have to pay for it. A big mart can usually shut down a mom-and-pop sports shop within a year or two of their opening, and have done this many times. They can afford the big names to walk around and shake hands; and all we do is provide the demo models to “fondle and scratch” before customers go to a big mart to purchase and get their handshake. I also have been in the firearms business for a number of years, since 1982. I’m not a big dealer, stocking about 800 to 900 firearms, and it is getting tougher, not better, to be in business. I have to function on something around 16 percent, and much of that comes from accessories. We mark to MSRP; some profits aren’t bad, some as low as $3.87 between cost and MSRP. After my employees, utilities, taxes, etc., are paid, there isn’t much left. A nationwide poll of contributors to the shooting sports would be interesting. There is a mountain of fact in the last paragraph of Mr. Little’s letter. I agree with him, as I’m sure many others do, as well. I think the dice have already been thrown; we have to act before they land. Mike Sheehy, Owner, The Gun Barn Iron River, Mich. 9 E-mail the Editor russ@shootingindustry.com 6 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=7http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=7Flies Like a Ballistic Tip ® Hits Like a Ballistic Missile ™ BTLeadFree.com | 800.285.3701 Metallic Polymer Tip Initiates Explosive Expansion on Impact Patent Pending Fragmenting Copper Core Technology™ Lead Free Design Means You Can Enjoy Your Favorite Recreational Activity, No Matter Where You Live2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=8http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=8Industry Industry news Support For Stricter Gun Control Drops By Russ Thurman he number of Americans who support the right of citizens to own firearms continues to increase, while the number wanting stricter gun control drops. According to a Rasmussen Reports national telephone survey released in early October, 71 percent of Americans say the U.S. Constitution guarantees the right of “an average citizen” to own a firearm. Only 13 percent think gun ownership is not a constitutional right, while 15 percent are not sure. The same survey indicates only 39 percent of Americans believe “stricter gun control” is needed in the United States. This is a drop from the 43 percent who told Rasmussen in March that they favored stricter gun-control laws. In the October report, 50 percent of those surveyed oppose stricter gun control laws, while 11 percent are not sure. The Rasmussen Report was released Buck’s American Committment — pg. 16 T “ on the day the U.S. Supreme Court began its new session. One of the most-watched cases on the court’s docket concerns whether the Second Amendment has legal precedence over state and local guncontrol laws. Last year, the court ruled that Washing- Only 39 percent of Americans believe ‘stricter gun control’ is needed in the United States. ton D.C.’s law banning handguns was unconstitutional. Rasmussen says 63 percent of voters agreed with the decision. While the ruling was widely celebrated, its scope is narrow since Washington, D.C. is a federal district. Before the courts now is a challenge of ” Chicago’s gun laws, which will have farreaching impact on the constitutionality of gun-control laws in all states and localities. According to Rasmussen, 69 percent of adults say city governments do not have the right to prevent citizens from owning handguns. Only 20 percent believe they do, with 11 percent undecided. While there is often wide disparity between political groups when it comes to gun laws, there is high agreement concerning local rights of gun ownership. Rasmussen says that 87 percent of Republicans, 52 percent of Democrats and 72 percent of those “unaffiliated” indicate cities do not have the right to ban handgun ownership. At the same time, Rasmussen reports that 46 percent of those surveyed say it’s too easy to buy a gun in America, 13 percent say it’s too difficult and 33 percent indicate the difficulty “is about right.” B Beretta U.S.A. Enhances Customer Service director of customer service. Beretta U.S.A. also has established a partnership with Brownell’s to provide spare part sales, storage and distribution for customers throughout the U.S. “Brownell’s has a well-deserved national reputation as an efficient, prompt and effective part supplier, and is widely recognized as the world’s largest supplier of firearm accessories, gun parts and gunsmithing tools,” Gantt said. Finally, Beretta U.S.A. has launched a new customer service Web site (www.berettasupport.com) that offers customers 24-hour, 7-day access to service information, including order status, service status, warranty registration, service center locations, dealer locations, product schematics, owner’s manuals and an interactive customer support agent to answer questions. For more information, including service center information, visit the “Customer Service” area of www.berettausa.com. eretta U.S.A. Corp. announces it has launched three major programs to enhance its customer service program. The company has opened regional service centers throughout the United States. Beretta U.S.A. has for decades used Bolsa Gunsmithing in California as a Gunsmithing and Warranty Service Center. Now, Gunsmithing Limited in Connecticut, Midwest Gun Works in Missouri and Briley in Texas are Beretta authorized service centers. “By establishing four regional service centers in various parts of the United States, in addition to our customer service center at the Beretta U.S.A. factory in Accokeek, Maryland, we hope to provide customers with quick turnar2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=9http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=9Industry news mith & Wesson Holding Corp. announces its financial results for the first fiscal quarter ending July 31, 2009. Net sales for the fiscal quarter were $102.2 million, a 30.3-percent increase over the same period last year. The gross profit of $35.6 million was 43.4-percent greater than last year’s first quarter. “Ongoing consumer demand for handguns and tactical rifles fueled our strong growth and allowed us to deliver record financial results in the first quarter. Higher production levels in our Springfield factory allowed us to capture additional revenue in the quarter, and a focus on controlling costs helped translate that revenue into profitability,” said Michael F. Golden, president and CEO. Firearm sales increased for the first quarter by $21.7 million (29.6%), with pistols increasing 14.5 percent, while revolvers declined 4 percent. S&W officials say the drop in revolver sales was due to low finished goods inventory at the start of the quarter, combined with strong demand for smaller-framed revolvers, “which carry a lower retail price.” Sales of M&P15 tactical rifles in the first quarter grew by 347.4 percent, compared to the quarter a year ago. Walther product sales grew 44.2 percent. Non-firearm sales totaled $7.5 million, a 38.7-percent increase. Smith & Wesson also reports positive results from its acquisition of Universal Safety Response (USR). “Sales of $2.7 million for our perimeter security segment, or USR, represent only the brief, 11-day period between our closing of the acquisition on July 20, 2009, and the close of our fiscal quarter on July 31, 2009,” said William F. Spengler, executive vice president and chief financial officer. The acquisition of USR begins “a new and exciting chapter in our history,” according to Golden. “There is tremendous commonality between the reputation for reliable security and safety that is held by both Smith & Wesson and USR. This is a significant step in the evolution of Smith & Wesson, which is becoming a broader-based provider of safety and security products and services,” Golden said. For more information, visit the “Investor Relations” section of www.smith-wesson.com. S S&W Reports Record Quarter Sales Winchester Ammunition Awarded Contract W inchester Ammunition recently was awarded a contract by the Immigration, Customs and Enforcement (ICE) division of the Department of Homeland Security to supply a maximum of 200 million rounds over the next five years. The .40 round selected for the contract has a 135-grain hollow point, designed for the office of Field Operations of Customs and Border Protection. It will be cataloged under the Winchester Ranger line of products. “Winchester has a proud tradition of providing high-quality ammunition to our nation’s law enforcement agencies. No matter if they’re protecting our block, our city or our borders, each special agent is an invaluable resource, and we are committed to giving them the best products available,” said Dick Hammett, company president. For more information, visit www.winchester.com. S Savage Range Systems Receives Order avage Range Systems, manufacturers of indoor and outdoor shooting ranges, bullet traps, target systems and shoot houses, has received a multimillion-dollar order from Anderson Construction Co. to install an 84-position firing range as part of a new military training facility at Maxwell Air Force Base in Montgomery, Ala. Anderson Construction was awarded the $11.3 million contract by the U.S. Army Corps of Engineers. The project is expected to be completed by January 2011. For more information, visit www. SavageRangeSystems.com. NOVEMBER 2009 9 www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=10http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=10Industry news Remington Mobile Exhibit Goes On Tour R emington is hitting the road this fall, showcasing its products at events, stores and gun clubs throughout Pennsylvania, Ohio and New York in a customized mobile exhibit called “Remington On Tour.” The conversion van, emblazoned with hunting scenes, is scheduled to be on the road through December. Remington began the tour in October. Inside the mobile exhibit, visitors can experience a video hunting game and possibly win prizes. An extensive gun display, which includes Remington’s newest models, allows visitors to handle and shoulder a variety of shotguns and rifles and receive assistance in selecting the appropriate centerfire, shotshell and rimfire ammunition. Remington representatives will be on hand to answer questions, or visitors can utilize the Tech Line cell phone to connect to knowledgeable consumer services representatives. Visit www.remington.com for the “Remington On Tour” schedule. BLACKHAWK! Names Master Distributors B LACKHAWK! Products Group has designated RSR Group Inc. and Ellett Brothers LLC as master distributors, opening the entire line of more than 4,000 BLACKHAWK! products to both companies’ customer bases. “As BLACKHAWK!’s first sporting goods distributor, we are pleased to now offer their entire selection of tactical gear to our customers,” said Christina Fisher, RSR Group senior vice president. “Ellett Brothers is very progressive. Our two companies have collaborated on several pilot programs over the years focused towards increased product selection and providing better service and pricing for their customers,” said Bill Moles, BLACKHAWK! vice president of sales. For more information about RSR Group Inc., call (407) 6771333 or visit www.rsrgroup.com. For more on Ellett Brothers LLC, call 1-800-845-3711 or visit www.ellettbrothers.com. For more information on BLACKHAWK!, call 1-800-694-2013 or visit www.blackhawk.com. Read SI Digital For FREE! MODEL 17 (k-22 MAsTERpiECE) ONLY 250 MADE! NEW! Item: 150688 Caliber: 22 LR Capacity: 6 BBL: 6” Finish: Bright Blue Pinned Patridge Front Sight S&W Micro Adjustable Rear Sight EXCLUSIVE Other Features Include: • .400 Serrated Target Trigger • .500 Target Hammer • Classic Style Thumbpiece • Altamont Wood, Square Butt Target Grip $ 739 MsRp: $1,089.74 99 EACH Don’t miss out on these great deals, supplies are limited to quantities on hand. www.davidsonsinc.com 10 NOVEMBER 2009 800-367-4867 CALL TODAY Does Davidson’s GuaranteeD Lifetime Replacement make that much of a difference? I t w I l l w h e n yo u n e e d I t ! Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=11http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=11Live: Industry news aser Devices Inc. christened its new headquarters and manufacturing facilities in Monterey, Calif., on Sept. 24 at the company’s 30-year CLIENT: a ceremony also celebrating PUBLICATION: anniversary. mayorIndustry of Monterey, attendCrimson Trace Chuck Della Sala, Shooting TITLE: Guns ed the ceremony and toured the facilities, along with more IRON American Handgunner than 100 military and law enforcement personnel and other FILENAME: LIVE: local officials and guests. CT_Iron_7x6.67 7" x 6.67" Heinz Thummel, president and CEO of Laser Devices, announced plans to add more employees to the company, which has grown in personnel by 250 percent since 2000. www.shootingindustry.com L Laser Devices Opens New Facilities Laser Devices Inc. is an approved government contractor for multiple agencies within the U.S. Department of DIGITAL Defense,RETOUCHING: AGENCY: and also Expeditions serves L.E. agencies, special Advertising Bruce Harris Dan Cox, 503.780.0963 PRODUCTION: operations command and NATO Forces. ART DIRECTOR: Lenore Prato, 503.758.9156 The company’s products are 100-percent Matt Warner American-made in Monterey. COPYWRITER: For more information on Laser DeDan Cox vices Inc., call 1-800-235-2162 or visit PHOTOGRAPHER: www.laserdevices.com. John Mulligan NOVEMBER 2009 11 Live:2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=12http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=12Industry news IG SAUER has appointed Ellett Brothers and AcuSport as full-line distributors. “Ellett Brothers is a highly respected member of the shooting sports community, and we look forward to a long and rewarding relationship with them. AcuSport is highly regarded in the shooting sports industry with their commitment and involvement in many programs that support independent retailers across the country,” said Ron Cohen, president and CEO of SIG SAUER. “Our new partnership with SIG makes Ellett Brothers a more complete distribution house for the shooting products in demand today. Our new relationship with SIG will bring great- S SIG SAUER Selects Ellett Brothers, AcuSport er value to our dealer network,” said Hewitt ® Grant, Ellett Brothers president and CEO. “The SIG SAUER brand is very powerful in the marketplace and will provide our customers, independent retailers, with the opportunity to merchandise and sell a fast-growing and very profitable line,” said Jim Broering, president and COO of AcuSport. For more information, visit www.sigsauer.com, www.ellettbrothers.com and www.acusport.com. A Aimpoint Wins U.S. Army Contract to continue our 12-year legacy as the supplier of the M68 Close Combat Optic to the U.S. Army, U.S. Navy and U.S. Air Force,” said Brian Lisankie, president of Aimpoint. Aimpoint has supplied more than 750,000 sights to the U.S. Military. For more information on Aimpoint, visit www.aimpoint.com. impoint Inc. has been awarded a contract from the U.S. Army to supply up to 565,783 M68 Close Combat Optic rifle sights. The Army’s Research and Development Command (ARDEC) at Picatinny Arsenal, N.J, chose the Aimpoint CompM4s following an evaluation and competitive trial of available optical sights. The CompM4s feature seven night vision compatible settings and nine daylight settings. The modular QRP2 mount eliminates the need for a separate mounting ring. “Since 1997, Aimpoint has proven itself to be a reliable and trusted supplier to the U.S. Armed Forces, and we are proud 12 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=13http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=13Newsmakers Industry newsmakers Connecticut Shotgun Manufacturing Co. (CSMC) has named Michael D. Burnett company product manager. Along with CSMC products, he will manage B. Rizzini USA products, of which CSMC is sole distributor. Burnett is a certified gun fitter, a Level III shooting instructor and was a U.S. Navy rescue swimmer. He designed the Prestige O/U shotgun and the Reale SXS shotgun. “Connecticut Shotgun already makes a lot of great products, and I plan to let the public see that more often,” Burnett said. Connecticut Shotgun Manufacturing Names Product Manager forcement armorer’s school instructor. In this newly created role, Spradling will augment the support capabilities of Remington’s press relations team with his technical and training expertise. “We are very pleased and excited to have Jason join the press department,” said Linda Powell, press relations manager. “I’m certain his promotion will strengthen our team and enhance our ability to support the outdoor media.” Remington Arms has added Jason Spradling to its PR team as a press relations specialist. Spradling joined Remington in 2002, and most recently was a member of the field service support team and a law enNovember2009:Layout 1 10/1/09 Remington Arms Adds To PR Team M. Burnett Crosman Corp. has hired Brad Webb as its new national sales manager. Webb replaces Roy Stefanko, who was promoted to director of sourcing. Webb will oversee Crosman’s North American sales team, focusing on developing targeted sales initiatives for new accounts, while expanding the integration of product lines within existing accounts. “Our recent success in penetrating the hunting optics and archery markets has encouraged us to increase our investment and dedication to the category. We’re confident that Brad will be a genuine asset in Page 1 Crosman Corp. Makes Sales Changes that campaign,” said Steve Upham, Crosman’s vice president of sales. Webb formerly was vice president of national sales accounts at Primos Hunting Calls. He holds a bachelor’s degree in communications from the University of Southern Mississippi. In his new role as sourcing director, Stefanko will develop short- and long-term strategies to grow markets for new and existing products and product categories. “Roy has the talent to identify and promote high-value potential products, while his leadership, creativity and ability to work closely with cross-functional teams will benefit our consumers’ experience with Crosman,” said Robert Hampton, Crosman’s vice president of marketing. 9 B. Webb R. Stefanko 2:37 PM Over 300 Manufacturers Silent Auction Lots Of Giveaways State Fairgrounds • Columbia, SC Make Your Plans Today To Come To The 2010 Shooting Showcase Sale Mark Your Calendars! January 6 - 9, 2010 Call Us For Competitive Pricing and Two Day Shipping To Most Locations! 4th Consecutive Honor ® 267 Columbia Ave. • Chapin, SC 29036 1-800-845-3711 • www.ellettbrothers.com www.shootingindustry.com NOVEMBER 2009 132009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=14http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=14Lethal Lethal force S mith & Wesson recently held a seminar in which industry writers had a chance to test fire the new guns seen at the 2009 SHOT Show. During the recent postelection gun-buying craze, demand surged for models that were already known and desired, bumping these new guns to the back of the production list. During the gun-demand frenzy, dealers across the country noted intense demand for the S&W J-frame snub-nose revolver, reporting S&W couldn’t make these revolvers fast enough to satisfy customer demand. At the seminar, Jim Unger, product manager for S&W revolvers, shared his insight concerning the production of S&W revolvers. Unger says that for the last few years, every summer S&W has held round-table discussions with dealers. “Each round table consists of 10 or a dozen firearms retailers, a different group Massad Ayoob Selling Smith & Wesson, America’s Best-Selling Revolvers each time, representing small shops to large stores and different parts of the country, giving us broad feedback,” Unger said. Unger says dealers are seeing concealed carry as “The Big Thing.” “Our Military & Police pistols are strong all the way around, but the J-frame revolvers are in the forefront for this market. For instance, we introduced our Pro Series in .327 Federal Magnum because the dealers were telling us they were seeing considerable pent-up demand for this product,” Unger said. The Model 642 — the Airweight Centennial “hammerless” in stainless — is still the hottest-selling gun in the catalog, Unger reports. Jim Unger, Smith & Wesson’s product manager, shows off some of the current crop of revolvers. Understanding J-Frame Line U nger, who is in charge of designing the SKUs and determining which ones will be manufactured each year, tells dealers that understanding the J-frame line is very important. “We have upwards of 30 variations,” Unger said. “At the lowest price-point we have the Airweights with aluminum frames, the 642 and so forth. Next up in price are the all-steel models, such as the 60 and 649. The next notch up in pricing is the M&P series, such as the popular Model 340 M&P, with Scandium alloy frames and stainless steel cylinders.” Unger says the PD series, such as the Model 340 PD, are the highest price because they use the most expensive exotic metallurgy to achieve absolute minimum weight: scandium alloy frames and titanium cylinders. “Walk the customer up through the line, explaining where the costs come from and what they’re paying for at each level,” Unger advises. Sales Tip: If you’ve been keeping your used gun inventory separate from the new gun showcases, it might be worthwhile At last, S&W has a .327 Federal Magnum revolver. The Airweight Model 42-1 is sure to be appreciated by purist customers who hate internal locks, as these “lemon squeezers” don’t have them. 14 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=15http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=15Lethal force “The Model 442, essentially the same gun in matte blue, also does very well,” Unger said. “The largest portion of the Jframes we sell are chambered for the old standby, .38 Special. .357 Magnum is in second place, followed by the .22s, such as the Model 317 and the Model 351 PD.” More seasoned readers remember the days when the standard Chief Special configuration with external spur hammer was the best-selling J-frame, followed by the distant second-place Bodyguard style with built-in hammer shroud. The true “hammerless” style Centennial was so far back in third place that it was discontinued for lack of customer interest around 1974. The company reintroduced the Centennial style in 1990, and it has been hot ever since. “Changes in consumer taste are frequent,” Unger acknowledges. “Today, the Centennial is clearly in first place saleswise in our J-frame lineup. The Chief Special is second. The Bodyguard is surging back in popularity and is in third place currently, but is close to the exposed hammer style in customer demand.” Built for the U .S . Military, the NEW lightweight MRDS delivers unsurpassed tactical performance . Available in either a 3 .5 MOA or 7 .0 MOA dot, the MRDS comes in black or tan, is adjustable for windage and elevation, weighs just 0 .85oz and features auto or manual dot intensity adjustment – making it the ideal accessory for tactical rifles and shotguns. The MRDS is available now in limited quantities and supported by national advertising . Don’t miss out, order today! Commercial Distributors RSR New York . . . . . . . . . . . . . . . (800) 458-4867 RSR Texas . . . . . . . . . . . . . . . . . (800) 752-4867 RSR Wisconsin . . . . . . . . . . . . . . (800) 832-4867 RSR Nevada . . . . . . . . . . . . . . . . (800) 634-4867 Simmons Gun Specialties . . . . . (800) 444-0220 Sports South . . . . . . . . . . . . . . . (800) 388-3845 All Sports . . . . . . . . . . . . . . . . . . (800) 452-8500 Bonitz Brothers . . . . . . . . . . . . . (800) 825-7060 Ellett Brothers . . . . . . . . . . . . . . (800) 845-3711 Gun Accessory Supply . . . . . . . . (800) 755-4867 Jerry’s Sport Center . . . . . . . . . . (800) 234-2612 Jerry’s Sport Center NE . . . . . . . (800) 456-5595 MT Sports . . . . . . . . . . . . . . . . . (800) 243-1610 Outdoor Sports Headquarters . . (800) 444-6744 RSR Florida . . . . . . . . . . . . . . . . . (800) 541-4867 to move at least one secondhand Chief Special, Bodyguard and Centennial over to where your new J-frames are on display. This will allow you and your staff to demonstrate — and let the customer try — the different mechanisms without putting “turn lines” on the cylinders and making new revolvers look used. “Some dealers prefer to sell the Bodyguard over the Centennial because if the customer gets a bad round with a high primer, thumb cocking the hammer gives the shooter enough leverage to override binding,” Unger said. This situation led some of the dealers at S&W’s round tables to convince the company to bring out their new-this-year Model 438, a Bodyguard Airweight in black aluminum alloy. Sales Tip: Keep pocket holsters on hand to supplement J-frame sales. Generations of police detectives carried J-frames in hip and shoulder holsters, and they’re ideal for ankle rigs and belly bands. However, from his round table discussions with dealers, Unger reports that most customers prefer to carry their J-frames in pants pockets. Law Enforcement CampCo . . . . . . . . . . . . . . . . . . . (888) 922-6726 Kroll International . . . . . . . . . . . (800) 359-6912 For More Information Find Us At: InsightTechGear.com Toll Free: 877-744-4802 686, Night Guard Trends arly this decade, the L-frame Model 686 all-stainless .357 competed with the Model 642 for overall best seller, according to S&W executives. Today, the J-frame has moved decisively ahead, but the L-frame is still the second best-selling S&W revolver. “The seven-shot 686 with 4" barrel is the single best seller in that particul2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=16http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=16Outdoor Outdoor marketplace J.K. Autry Buck Knives Bucks Trend With “American Commitment” t a time when manufacturers time. Therefore, the real value is not are closing U.S. factories and the disposable product anymore, but shipping production overseas, the product that’s going to last season Buck Knives continues to stand firm after season. That’s another solid trend in its commitment to American-made that supports U.S.-made products,” products — and that resolve has the Buck said. potential to help gun dealers generate Tips For Dealers serious revenue. Considering market trends, now is Earlier this year, Buck announced the time for gun dealers to consider its “American Commitment,” an efincreasing their knife inventory, and fort to manufacture as many knives as Buck is perfectly positioned to help possible in the company’s Post Falls, dealers move the company’s U.S.Idaho, location, reducing the need for made products. offshore outsourcing. Buck emphasizes that dealers must “We really believe, historically, have a working knowledge of the knives Buck is an iconic piece of Americana. they carry to ensure successful sales. Where competitors tend to be able to The company publishes a pamphlet, get away with importing and have it “How to Sell Knives,” that contains a not be as much of an issue, our cusquiz on knife knowledge. Once comtomers seem to hold us to a little bit pleted, the dealer can send in the quiz of a higher standard when it comes to to receive a free special Buck knife. USA-made products,” said CJ Buck, “The dealer and sales staff must president and CEO of the 107-year-old have a certain level of education that family business. lets them walk a customer through a Even though Buck says the compurchase decision. The more educated a pany’s import products are high qualcustomer is, the more comfortable they ity and carry the same lifetime warwill feel in buying a high-end, more ranty and guarantee as their domestic expensive product. If they have doubts, counterparts, the company frequently they will walk away, or downgrade to a fielded complaints about its offshore disposable product,” Buck said. outsourcing. Buck listened to its cusBuck also offers numerous protomers, and imports are now down to grams for dealers to qualify for free 25 percent, from their highest level of 40 percent. CJ Buck is the fourth generation to lead the 107-year- displays. Interested dealers should call “While we truly believe that import- old business. “We’re still family owned and managed Bob George, Buck’s national sales manager, at 1-800-326-2825. ing high-quality product to hit some of with much passion,” Buck said. Aside from acquiring a proper workthose lower price-points is still a very ing knowledge of knives, Buck says valuable service for our customers, our any and all methods to generate revenue. focus and expansion is on building prod- Buck’s emphasis on U.S.-made products dealers must offer the right selection of uct right here in the USA.,” Buck said. has the potential to become a key factor in product to ensure successful sales. “The biggest thing I see when I go out Considering current economic woes, la- the money-making equation. beling this move a financial gamble is an ex“From a consumer standpoint, people and look at a dealer selection is reduntreme understatement, but Buck’s commit- will pay a small premium for U.S.-made dancy — carrying products that are stepment to “Made in the USA” has paid off. products. There is an elevated quality ping on each other. They are too similar “A very important sign of success has perception for U.S.-made products, even in function and price. If dealers are not been the positive reaction of our custom- though the overseas factories have put out maximizing their investment, the products are essentially cannibalizing each other,” ers — dealers and consumers — to our some good-quality products,” he said. emphasis on products made in America. Additionally, Buck sees the knife mar- Buck said2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=17http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=17Outdoor marketplace “down and dirty,” as “each type appeals to a different customer.” “If dealers have redundant inventory, they can lose one of those products and bring in something else that gives totally different options. That redundancy can be reinvested in a new product that can generate incremental sales,” Buck said. Considering Buck introduced an impressive 30 new knives at the 2009 SHOT Show — only one of which was an import — the company remains perfectly poised to assist dealers in maintaining diverse inventory, especially considering its emphasis on catering to market trends. “We have really focused the brand on pragmatic tools for everyday carry in the outdoors,” Buck said. And, of course, a rising percentage of Buck’s new knives will continue to be manufactured in the U.S., which is an asset to both dealers and customers, especially from an operational standpoint. “We are able to ship on time, complete, every time. Some dealers are working on must-arrive-by dates; that type of accuracy is very difficult to maintain when you’re importing products. You have to be sitting on scads of products, which leads to liquidation if something goes south, which doesn’t help the marketplace,” Buck said. Buck attributes much of the company’s success to fine-tuning its rapid-response “lean manufacturing” methods, replacing the traditional assembly-line processes and moving from San Diego, Calif., to an efficient plant that required 30 percent less space in business-friendly Idaho in 2005. “We’re almost building to order. We’re not sitting on large inventories of product. We’re keeping things in the raw materials stage for as long as possible,” Buck said. While inventory and quality control are definite advantages of manufacturing in the U.S., the decision to reduce overseas outsourcing is not devoid of drawbacks. “One of the things you tap into when working with overseas partners is a whole other research and development group for free. You can leverage those research and development resources. That’s a real advantage for introducing many products quickly. Many times you can avoid capital investment for tooling and packaging,” Buck said. Despite the disadvantages and struggles Buck has faced in implementing the “American Commitment,” he emphasized the benefits — both for customers and dealers — make the challenges worthwhile. “We’re getting a very, very positive reaction from consumers. Because we listened, our customers feel appreciated,” Buck said. And, in turn, dealers can feel confident that Buck’s “flawless execution,” highquality, U.S.-manufactured products and desire to educate dealers means customers will go home happy every time. “We’re not doing this out of a sense of patriotism; we’re doing this because it’s good business to have that type of inventory and quality control. We want to be a stand-up partner to our dealers. That’s good business. The brand is solid, it speaks for itself and we’re still family owned and managed with much passion,” Buck said. For more information, visit www. buckknives.com. 9 The Buck X-Tract multipurpose tool (top left), the Buck ErgoHunter skinner knife, sheathed and unsheathed (bottom left) and the Chairman Series (bottom right) are prime examples of Buck’s commitment to diverse inventory. Customers Going Home Happy MGRIP Magazine grip firmly clamps to Picatinny rail and allows a comfortable CQB grip in front of mag well. Benefits Of Lean Manufacturing MGRIP1 Picatinny rail mounted magazine grip with finger grooves, pressure switch mounts and battery storage. MGRIP2 Attaches around mag well to create a stable grip surface. No rail mounting required. www.commandarms.com 1-866-611-9576 www.shootingindustry.com ShootIndtry_MGRIP_3rd_11-2009_BW.indd 1 NOVEMBER 2009 17 10/9/09 11:28:11 AM2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=18http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=18Arms Arms and the woman aper gift certificates are on the way out, and it’s time for the savvy gun dealer to make an investment in a plastic gift-card system. Luckily, recent technology has made a gift-card system much easier and less expensive to install. Also, gift cards tied into your POS system eliminate a lot of the accounting headaches old-style gift certificates caused. Most gun shops can be up and running with the purchase of gift-card software and a relatively inexpensive gift-card printing machine. Gun dealers who have made the investment report the system is easy to use and well worth the money. Miles Hall, founder of H&H Gun Lisa Parsons-Wraith Gift Cards: The Gift That Keeps On Giving To Dealers P H&H Gun Range in Oklahoma City offers a wide range of gift cards designed in house. “It’s Just So Much Easier” G benefit as it improves cash flow and the dealer earns interest on the money sitting in an escrow account. ift cards also have a lot of bonuses for the retailer. Hall said It’s very important that dealers check their state laws on gift the number one benefit to his business is that gift cards offer card non-redemption because many states have strict rules about easy sales. His store sells them online (as well as at their retail honoring the cards and expiration dates. Hall uses a traceable giftoutlet), and online sales have really taken off. card system, so if a customer’s card is lost, Hall can replace it. “It’s just so much easier,” Hall said. “People can order the This makes people feel more comfortable about giving and getcards from home and send them to the person.” ting gift cards, plus it demonstrates excellent customer service. He also noted that when it comes to in-store gift-card sales, “A gift card is just another way to build a relationship with any clerk is able to sell the cards, which is especially valuable your customer,” Hall said. “If the customer remembers having a during busy sales times when a store’s gun experts may have good experience, they will come back.” several people waiting to talk to them. CusIf it really bothers you to have unretomers can purchase a gift card from the deemed gift cards floating around, you cashier and return during a less busy time can offer incentives to redeem the cards. with the gift-card recipient to ask questions Include a note to the gift-card recipient about various firearms. saying they will get 10 percent off their Another reason store owners are enthusipurchase if they redeem the card by a cerastic about gift cards is because people gentain date. Hall said a gun dealer he knows erally spend more than the value of the card, actually calls gift-card recipients who have says John Tandy, co-op/marketing manager of held onto their cards for a while and reGamaliel Shooting Supply in Gamaliel, Ky. minds them to use it. “People usually receive a $50 gift card for Dealers can also use their gift cards as their birthdays. Of course, you know they’re a sales tool. During the big summer sale at going to spend more than $50 when they Giving gift cards to women means she is able H&H Gun Range, Hall decided that rather come in the store with the card,” Tandy said. to pick out a gun that truly fits her needs — than offer a percentage discount on merHe also noted that people are much and isn’t saddled with a gun she doesn’t like. chandise, customers would get a gift card more likely to buy more expensive prodworth a percentage of their purchase to use ucts when they have a gift card. for future purchases. For example, rather than offering $200 off an Some dealers have been reluctant to get into gift cards be- item, the customer who bought an expensive item would get a $200 cause there is the perception that people don’t use them and they gift card to use once the sale was over. He said his sales staff was cause accounting problems on the dealer’s books. Hall says this skeptical about the idea, but not one single customer complained. hasn’t been a problem for his store b2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=19http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=19Arms and the woman Range in Oklahoma City, Okla., says the initial cost of setting his store up with a plastic gift-card system was very reasonable, and his staff has gotten quite creative with their cards, with custom cards for Mother’s Day, Father’s Day, Thanksgiving, Christmas, anniversaries and birthdays. “People just love them,” Hall said. “They’ve been an absolute hit beyond belief.” Gun stores and gift cards are a perfect fit, Hall says, because due to legal issues, “you can’t buy guns for someone else, so buying a gift card just makes sense.” Also, giving a gift card to a woman means she isn’t saddled with a gun she doesn’t like, but instead gets to come in and pick out a gun that truly fits her needs. Gift cards used to have a bit of a stigma attached to them, but Hall says those days are over. “The phobia of a gift card is gone,” he said. “People love that they can spend the card on what they want.” Bonus Advertising D on’t forget about the valuable advertising gift cards provide. It may sit in a customer’s wallet for a month or two, but during that time it acts as advertising for your store. The customer is constantly seeing your name and logo, and thinking they need to get in to your store and use that card. Another use for a gift-card system is refunds. You can create a store policy that offers store gift cards for the amount of the product returned instead of cash. That way, they money paid for the returned item stays in your store. Plastic gift cards’ electronic connection to your POS system is the magic that makes gift cards easy and useful to the gun dealer. Start-up costs are reasonable, and once you have them on your Web site and available at your store, you’ll wonder what you ever did without them. 9 Gift-Card Software Resources Gamaliel Shooting Supply uses gift-card software from POS International, and gets their cards from Plastic Cards Plus. Visit www.posintl.com and www.plasticardplus. com for more information. H&H Gun Range uses Data Cards to print their gift cards. Contact Data Cards at www. datacard.com or 1-800-328-3996. www.shootingindustry.com Source Code: BX5 Subscribe to SI Digital: www.shootingindustry.com. It’s Free! NOVEMBER 2009 192009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=20http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=20Back Blast Back Blast & other hot gases one of these cops are ex-farm boys, we think. Because just about any farm boy who learned how to drive on the family’s tractor would have known that in low-speed bumpin’-and-pullin’ matches, tractors will win over little sedans every time, and tractor tires are thick — like, too thick to puncture easily with short spikes. The saga began in a German nightclub when a 23-year-old guy’s girlfriend announced that henceforth, he could refer to her as his EX-girlfriend, danke schoen. Then she left. With the car. Her car, true, but the lad then had no way to get home. A little bit lubricated and somewhat distressed, naturally, he left the club, found a tractor, mounted up and chugged away, sorta sideswiping some cars in the process. That’s when the polizei entered the picture. This epic failure-to-yield pursuit reached speeds of almost 12 BLINDING MILES PER HOUR as it raged down quiet streets, country lanes and over a few yards and meadows. Officers rather quickly learned they couldn’t plant their comparatively foil-weight, teensy cars into the tractor’s side and nudge it off the road. Bad things happened to the losers. The next tactic tried by the Teutons was layin’ out some spike strips on the road. Oh, Ja! they thought, “This’ll vurk!” But no; they learned tractor tires are far thicker than your average Benz tires. After 40 minutes of rather embarrassing failure, Commander Gilmore Hmm, Should We Shoot, Salute Or Recruit? N der kops busted out the big guns and shot out those tires, which still took a long time to slowly pfizzle down to the last pfftt, during which time our tractor-racer rammed another police car and collided with another civilian car, which then penned him in. The news blurb didn’t say if the officers wanted to shoot him, salute him or recruit him. Sounds like a tenacious guy to me. Illustration by Nick Petrosino Accused eyeglass-frame thief Hans Kaiser was in enough trouble already after being stopped by police in Lighthouse Point, Fla., for driving on a suspended license and committing the heinous theft of several stylish spectacle frames from the Eyesite Vision Center. But the even more sinister side of his criminal nature was revealed when an officer was searching his car and sniffed a strange, musky aroma comin’ from the glove box. Opening the glove compartment — to search for more eyeglass frames, the officer said — the cop thought he’d found a dead rat, which is nothing unusual in Florida glove compartments. But when prodded, the mystery mammal moved! It proved to be a soakin’ wet, seriously overheated hamster. Officers recorded the temperature at about 90 degrees, and estimated — how did they do that? — the 20 NOVEMBER 2009 Really Big Trouble hamster had been incarcerated for at least an hour. Kaiser hit the can for the theft, his driver’s license violation and cruelty to an animal. The unidentified hamster was rushed to a veterinary hospital, where officials treated him or her for heat exhaustion and dampness. He/she is expected to pull through. Kaiser, however, is being held without bond. Here’s the coolest part: All kinds of quick-release programs, intended to reduce jail overcrowding, exist for most thefts and motor vehicle code violations. Animal cruelty, however, is a different matter. No bail, Hans. Especially since he refused to reveal his connection with that hamster, or his plans for it. Don’t you just hate it when that happens? Yeah, when a “dirty bomb” goes off and you Environmentally Friendly Bombs get all soiled? And what if you’re at work and you don’t have a change of clothes? Okay, seriously, chemists at the University of Munich in Germany recently announced they are working on the development of “environmentally friendly” bombs for use in “developed areas.” Apparently, they are concerned that bombs using carbon-based elements like TNT and RDX leave pollutants in the air when they explode, generating clouds of toxic gas, which can then settle in the en2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=21http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=21The Fiocchi Tundra Tungsten compound is the breakthrough innovation in waterfowl hunting. Shotshell Hunting Line Deforms like Lead, can be used with ALL chokes AND is non toxic. Available in 9.5 g./cc (superior weight to Bismuth) and 12.5 g./cc (superior weight to lead). For the Fiocchi dealer near you, Call 417.449.1043 / visit www.fiocchiusa.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=22http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=22SELLING By John Morrison he unprecedented gun- and ammunitionbuying frenzy set off by last November’s general election has finally ebbed, with tens of thousands of backordered firearms and truckloads of ammo still being delivered. To some dealers, that may forecast a bleak T SAFETY & winter of gun sales. But this is certain: Tons of that ammunition will be shot, and countless guns, now stacked haphazardly in their cardboard boxes, will need secure storage. Lots of money will be made, and why not by you? tion far better than an empty vault. American Security Products, a full-line safe and vault manufacturer, just introduced a new lineup of inserts, and Cannon Safe recently added an interior two-outlet electrical supply to power their electric dehumidifier, among other things. Those “extras” mean extra profits! If you’re short of space and have to stack smaller safes, check out Stack-On Safes, another full-line company serving cost-conscious consumers. They also offer desiccants, anti-corrosive bags and a cordless dehumidifier. Electronic key systems are gaining in popularity and proliferating in the industry, but many buyers don’t trust electricity to engage safe door bolts. Winchester Safes’ Legacy series employs a five-spoke vault handle driving up to 18 1-1/2"-diameter bolts from all four sides of the door. That’s visually impressive, solid security — and solid sales! Sales of single-handgun safes are way up and new American Security Products has released an entire new line of profit-building options — including interior safe inserts. Safety products — such as Wiley X shooting glasses, Life Jacket’s locking clamshell, Howard Leight Leightning LOF muffs and GunVault’s MicroBioVault — are certain to boost dealers’ bottom line. “If You Show ’Em, You Sell ’Em, Guaranteed” I f you have space for full-size gun safes, appearance is everything. Keeping safes clean, polished and well lit pays dividends. In terms of name recognition, many logos command respect, but none more than Browning’s Buckmark. Among the dealers interviewed over the years, the message is: “If you show ’em, you sell ’em, guaranteed.” An open safe thoughtfully equipped with interior storage options grabs atten- Portability Pays Photo By Joseph Novelozo 22 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=23http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=23SECURITY & Placement, Portability, New Features Kick Start Sales! www.shootingindustry.com NOVEMBER 2009 232009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=24http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=24models are moving fast. GunVault’s two new MicroVaults — one touchcode controlled and one biometric — look like compact laptops and go anywhere unobtrusively. New only a year ago, sales of the easily transportable Titan Gun Vault have skyrocketed. Buyers can purchase multiple mounting plates to fit bedframes, desks, shelves and vehicles, locking the unit down or moving it in seconds. For travelers, the tried-andtrue “locking clamshell” Life Jacket lineup from MSE Worldwide meets air transport requirements and can also be bolted into various locations. Safe Direction’s new High Security Case is like an overbuilt “bank bag,” but stronger, and includes the accidental discharge-defeating Ballistic Containment System. Transporting and securing firearms is a specialty of Pelican, with positive-sealing, lockable sizes for all needs. Pelican acquired Hardigg Industries and their successful Storm Case line in 2009, further broadening their lineup. Cheap gunlocks abound, but good, inexpensive trigger locks with innova- tive features are rare. GunLok products from Pro-Lok offer three levels of security for over 4,000 handgun and long-gun models, all California DOJ-approved. GunVault’s new Shotgun BreechVault fits nearly all Mossberg, Remington and Winchester shotguns. The unit easily inserts into the breech and locks in place, making the firearm inoperable. Pelican offers solid, sealing lockable storage and transport cases like their two-carbine model 1720. 24 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=25http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=25The Law Enforcement Connection Think Secure When Off Duty growing number of agencies now require agency-issued firearms — when not on the officer’s person — to be either “secured” and unable to fire or stored in an approved locked container. On duty and off, cops frequently enter premises where firearms are prohibited; in some cases, even while testifying at trials. Onsite safe storage may not be available. Gun safes that mount securely under a car seat, like the Titan Gun Vault, have proven popular with officers. The High Security Case by Safe Direction is another winner, especially since cops can secure it with their handcuffs. Many officers own two to four handguns. The Personal Biometric Safe, model PBS-001 from LockSAF, holds one or two handguns, and features fingerprint recognition operation and a spring-loaded, topopening door in a strong, 9-gauge steel box. Pre-drilled with mounting holes in the bottom, and measuring 4.57" in depth, it can be mounted on any flat surface or even inside a stout drawer. A The eVault 1200 from Winchester Safes offers secure storage for multiple handguns. This front-opening design has two roomy interior compartments and can be bolted to a closet shelf or even into the floor, perhaps under a bed. The eVault 1200 is operable by touch, and includes an interior courtesy light and combinationmemory backup if its battery dies. Eye and hearing protection for cops is a no-brainer. Overwhelmingly, they want the highest-rated protective glasses they can wear on duty and off, and light-adjusting lenses are very attractive to patrol officers working shifts. Offerings from Revision Eyewear, Rudy Project and Wiley X fill that need. Officers tend to buy inexpensive foam earplugs by the handful and good-quality amplifying electronic muffs. With the latter, demonstrating gunshot-dampening capability may not be possible in your shop, but typically, demonstrating sound amplification is — and it pays in sales! Howard Leight’s Impact Sports and AOSafety/Peltor’s Tactical Series fit most officers’ budgets. Demonstration is key, so make sure you can demo them smoothly. Winchester Safes’ front-opening eVault 1200 opens by touch and can be mounted under a bed — perfect security at home for police officers. www.shootingindustry.com NOVEMBER 2009 252009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=26http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=26Eyes And Ears: Serving Every Budget C lear trends in eye protection include changeable multi-lens systems, lightadjusting lenses, sizes to fit youths and women and, overwhelmingly, higher fashion. You know your customers and their relative spending “comfort levels,” and you need to cover all the bases. If the bulk of your needs are low budget, Radians displays can pack a lot of profit into a small footprint. If buyers’ tastes are higher end, Wiley X, Revision Eyewear and an established company just breaking into shooting sports eyewear, Rudy Project, all have enormous sales appeal, meet the trends listed above — and provide healthy margins. Premium maker Wiley X pledges to help you develop a stocking program to fit your business. Revision Eyewear, a longtime supplier of tough military eye protection, recently introduced their first shooting sportsspecific package, the three-lens Sawfly DeLuxe Shooter’s Kit. Rudy Project eyewear is growing geometrically, and actively seeking new dealers in the shooting industry. For a complete source of vision and hearing protection, Howard Leight Shooting Sports covers the spectrum, and now offers new Combo Kits, including one for women, youths and smaller heads, pairing shooting glasses and range muffs in convenient clamshell packaging. In hearing protection, look to AOSafety/ Peltor for the best value in electronic range muffs, with cool features like built-in FM stereo reception on the Select model. Both Peltor’s Tactical 6S BTH and Howard Leight’s Leightning L1N are cap and hat friendly, sporting behind-the-head straps. Walker’s Game Ear is a highly regarded name found on an amazingly complete line of hearing protection products. Best known for the cutting-edge technology found in products like their Power Muffs, and the higher-end Digital HD Comm behind-the-ear amplifying sound-suppression unit, Walker’s also offers consumers the low-cost UltraEar BTE at an MSRP of only $39.95. Balancing your displays between low end and high can mean big bucks! 9 Rudy Project’s Noyz model is a recent entry to the shooting sports, combining attractive fashion with high-level protection. SAFETY & SECURITY MARKET See Reader Service, page 41, for a listing of safety and security manufacturers. Pro Ears Predator Gold muffs are lightweight and feature a cup size that is ideal for youth and female shooters. 26 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=27http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=27MARKETING TO TO By Shari LeGate WOMEN Women enjoy shooting, whether it is at a Ladies’ Day in 1915 or on today’s ranges. Six Ways Ways To To Increase Increase Your Your Sales Sales Six I n August, the Pahquioque Rod & Gun Club in Danbury, Conn., held a Ladies’ Day trap shoot, with 111 ladies attending the event. That may not seem like many, except the year was 1915. Since then, women’s involvement in the shooting sports has continued to grow. In 2008, The National Sporting Goods Association reported almost six million women participate in the shooting sports today. The National Research Opinion Center and the FBI state 17 million women own some type of firearm. But that growth is not just in the shooting sports. It’s also in purchasing power. Women account for $7 trillion in consumer and business spending, according to Fara Warner’s book, The Power of the Purse, and they have more than $13 trillion in personal wealth. When it comes to buying strength, women are no longer a niche market. Dealers, are you attracting some of those dollars? Perhaps you feel you’ve marketed to women without getting anywhere? A few changes in your approach, and carrying the right products and offering the right services, will bring in women customers. The good news is that men and women want the same thing. Both want quality equipment that fits their physical ability and skill level. When selling to a woman, focus on her abilities, not her deficits. Make it a positive experience for her. These tips can get you started. 1. Reach out to the shooting sports woman. There are numerous organizations that promote women in the shooting sports. Find a local chapter and become a support center for those women by partnering your store with them. Becoming an Outdoors Woman (www.uwsp.edu/cnr/bow), NRA’s Women on Target (www.nrahq.org/women/wot. asp) and National Wild Turkey Federation’s Women in the Outdoors (www.womenin- theoutdoors.org) are just a few organizations with local chapters that provide easy access for women into the shooting sports. Work with a local range and hold an introductory event. NSSF’s First Shots (www. firstshots.org) program is specifically designed to build customer traffic at shooting ranges. That traffic will transfer to your store when those participants need equipment. 2. Develop women who shoot. Don’t just sit and wait for the women’s market to come to you — create your own market and your own customers by inviting women in and introducing them to the shooting sports. A fly fishing shop in Colorado was looking for new ways to increase foot traffic and increase sales. They focused on women. Twice a month, they held women’s fly fishing introductory classes, free of charge. By starting the class at 7 p.m. NOVEMBER 2009 27 www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=28http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=283. Become women friendly. It’s all about customer service. Train your staff on how to accommodate the female customer. A woman who makes her first foray into a gun shop may feel intimidated, and a warm hello can work wonders. A typical human defense mechanism is to notice things that reinforce what she already believes. If a woman is ignored or treated in a patronizing manner, she may believe she has Women want the same quality products you offer men, but found the “truth” she knew all there are some products that are better suited for women. along. Men may consider the use Learn what they are and offer them in your store. of familiar terms such as “honey,” “dear” or “little lady” as friendly, — which gave women enough time to get but women usually feel patronized by these home from work, tend to the needs of their names, particularly in business situations. family and get to the store — they found Keep in mind that women may not be as an average of eight to 12 women showed familiar with shooting products as you think. up. The class was simple, explaining ex- Don’t make assumptions. Make sure it’s what actly what fly fishing was, how to get in- she’s looking for and offer options. Talk to volved, what products were available and women in ways that build confidence in their where to go. These classes lasted an hour ability and build their confidence in you. — and made the little fly-fishing shop the biggest support center for women in the 4. Make your store inviting. area, increasing their customer base and Women begin forming an impression bottom line. from the minute they drive into your park- ing lot. Ask yourself, and be honest, “Does a woman want to come to my store?” But just don’t ask yourself, ask a woman, too. Whether it’s a female employee, a regular female customer, a spouse or a friend, ask them to take a hard look at your store, from parking lot to bathroom. Look at your store like it was the first time, through the eyes of a new customer. Assess your surroundings. Yes, you know where everything is, but will the first-time customer? Take tips from other retailers. You may not have as much inventory or space, but utilize the space much like they do. The first thing you notice when you walk into a large retailer is whether the shop is clean, with floors that are swept and unmarked walls, and whether or not the store is well lit. Brightness is an inexpensive, easy way to give your store a facelift and make it more appealing to women. 5. Create a womenspecific area. This may sound cumbersome, but it’s really very simple. In your store, create an area women can feel comfortable in. It doesn’t have to be very big; it can simply be a small corner or sitting area, with a few women-specific magazines from the orga- SRP $219.00 DEALERS WANTED! SRP $359.95 SRP $249.95 CONTACT TANIA KAHLOR FOR MORE INFORMATION Smith & Wesson is a registered trademark of Smith & Wesson Corp, used under license by TruckVault 28 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=29http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=29nizations mentioned earlier and a shelf of women’s products. If a woman walks into your store with a husband or friend and she isn’t involved in the shooting sports, she’ll have a place to spend her time. There she feels comfortable, finds that women are very much a part of the shooting sports and are welcome, plus there are numerous avenues of introduction for her. A future customer! Bob Holmes, owner of Whistling Pines Gun Club, designed and built his facility to be attractive to women, and makes an added effort to market to them. “I looked at the market and saw a void. There was no place for women to go and relax, feel comfortable and chew the fat about shooting and the outdoors. Men have always had their places, but not the women,” Holmes said. Thanks to Holmes’ efforts, 25 percent of his business is women. 6. Carry women’s products. Women may want the same thing as men when it comes to quality equipment, but they also still want products that are women specific. There are a lot of women’s products available. It’s just a matter of finding and having knowledge of them. There are firearms specifically de- Is your store really women friendly? Visit stores that do attract women and study displays, lighting and how customers are treated. signed for women and some come in a variety of colors. “Sales on our Derringer FS Series were good, but when we added the colored finish options of red, blue, purple and pink, sales skyrocketed. Women are snatching them up. Retailers tell us they can’t keep them in stock,” said Bill Gentry, president of Cobra Firearms. Ten-X Ammunition is manufacturing a .38 Special cartridge with a pink bullet. “Let’s face it: Women like to be women,” said Brigitta Pumerantz, owner of Ten-X. “We don’t want to be just like the guys — we want to show that special flair only women have, and pink is the most obvious way to do it. Seeing the success of the colored guns, the natural progression was to create a colored bullet.” But when it comes to clothes, pink isn’t the color. Próis, SHE Outdoor Apparel and Foxy Huntress all make functional cloth- IntroducIng the new ™ The new SIG522 has the look, feel and action of the classic military-style SIG556® rifle. yet it costs much less, and fires affordable .22LR rounds. The full-size semi-auto SIG522 features a button rifled barrel with flash suppressor, metal receiver with integral Picatinny rail, Swiss-style folding stock, and a 25-round magazine. To find out more about how to get the look, feel, action and dependability of the SIG556, combined with .22 caliber affordability, check out the new SIG522 at www.sigsauer.com – on the double! ( Shown with Optional Mini Red Dot Sight and Tactical Light & Laser) Fo r m o re i n f o rm a t i o n v i s i t s i g s a u e r. c o m ® www.shootingindustry.com SIG SAUER - Shoot Ind-HP Nov 09.indd 1 NOVEMBER 2009 10/9/09 11:1029 AM2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=30http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=30“ ing designed for women in camouflage, safari, field and fashion. All three say business is booming. “The growth is with women. Men have their toys and clothes, and now women want their own,” said Shelah Zmigrosky, owner of Foxy Huntress. Brenda Potts, director of marketing for SHE Outdoor Apparel, agrees. “Our business just keeps growing. Women want and need clothes that fit. We don’t just ‘shrink it and pink it;’ we design for women, and our pro staff field-tests it before it ever gets to the consumer,” Potts said. Men and women want the same thing — quality equipment that fits their physical ability and skill level. Bottom line: If it’s not possible to carry the inventory, have catalogs available for women to look through and order from. Keep your staff updated on products, organizations and events available to women, which lets women know your store is willing to take the extra step on their behalf. These are small improvements and gestures with minimal investment that will reap huge returns. Women tend to be very loyal customers. It’s an easy concept with women. Provide them with products they need, a comfortable setting and good service — and your store will be their first choice. And remember, if a woman is treated well, she’ll tell one friend, but if she’s treated badly, she’ll tell 10. 9 ” Sign Up For A Free Subscription To SI’s All-Digital Edition. Visit www.shootingindustry.com. 30 NOVEMBER 2009 SI DIGITAL VIDEO NSSF’s First Shots program is a great way to introduce women to shooting. The program provides dealers with ready-to-use materials. Visit www.firstshots.org. Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=31http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=31N P R IC E . IO T C U D O R P D R A D S TA N Q UA LI T Y R IF LE S . C E P -S IL M T, IL U B C U S TO M was called on to fight by economic crisis young nation paralyzed ic During World War II, a es in uncertain econom . Today, we find ourselv nts fro two on l evi d nte unprecede & Tool truction. 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LMT del production price. upgrades at a standard with the tactical accessory OM LMTD EF EN SE .C61 264 Milan, IL 1305 11th Street West, 309.787.7193 (T) 309.787.7151 • (F) sales@lmtdefense.com IFI ED ISO 90 01:2 00 0 CE rT2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=32http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=322009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=33http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=33VARMINT & PREDATOR HUNTING By Mark Kayser Want To Be The Go-To Headquarters? Listen To Your Customers! “O ur customers tell us what they want — and right now they are demanding more in the way of coyote products,” said Martin Harrington, president of Marty’s Sporting Goods in Bennington, Vt. For 15 years, Marty’s has been catering to hunters. Among the hunters who populate his shop, whitetail hunters are the most prominent, with waterfowl hunters coming in at number two and predator hunters in third place. The predator hunting market, once a small division of the store, has grown during this same period, and it keeps growing, Harrington says. “They want a wider variety of calls so we’ve been beefing up that area, including more electronic calls for coyote hunters,” Harrington said. Centerfire rifles in varmint calibers are the most popular item in the predator and varmint aisles, with calls coming in second place, Harrington says. “Primos is our overall best seller in all calls for predator hunting, and with the greater demand by coyote hunters, we’ve added the Primos Power Dogg. It’s our best-selling electronic call,” Harrington said. Hunter’s Specialties is a solid source for equipping varmint hunters. Predators Are An Economical Hunt Data from the U.S. Fish and Wildlife Service shows there are 1.1 million hunters in the www.shootingindustry.com NOVEMBER 2009 332009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=34http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=34The Ruger M77 Hawkeye Predator bolt-action rifle features Green Mountain laminate stock and a stainless steel barreled action. predator and varmint category, but it’s a whitetail hunter’s world when customers venture into the aisles of gun and sporting goods dealers. If you want to make your store the “go-to” headquarters for predator and varmint hunting, the first step is listen- ing to your customers. They are your marketing experts. Dave Tatum, an avid predator hunter and owner of TNT Outfitters and Guides (www.huntingwithdave.com), travels the Midwest and West on predator hunts, and has had both frustrating and pleas- The Clutch Bipod from Caldwell includes wide-pan and stock canting features. ant experiences while grabbing hunting gear on the go. “It’s come a long way in the last 10 years, and on a scale of 1 to 10, I’d give most stores an 8 on the variety of gear they offer for predator and varmint hunts,” Tatum said. “With the cost of predator hunting still being relatively cheap compared to big-game hunting, I’m guessing the economy is going to have the average hunter thinking about saving money on upcoming hunts. Predator hunting is a way to do that.” Predator and varmint hunts don’t require expensive, guided hunts or long treks across the country. Instead, customers can find opportunities in their area, all for the cost of a tank of gas. In this economy, hunters — like the average American — are saving more and doing with less. Predator hunting and varmint hunting fills the hunting urge without the costs of a Western pronghorn hunt. Tatum says must-have products are a wide variety of hand calls, electronic calls and shooting sticks, and a good variety of centerfire rifles, such as those chambered in the popular .204 Ruger. Still, Tatum believes stores can expand on their selection. “The variety of electronic calls on the market is getting better and better every day,” Tatum said. “To give customers more choices, stores need to stock more calls, both electronic and handheld, with a greater emphasis on variety of sound. Stores and manufacturers need to get away from the basic rabbit or fawn, and look at more sounds like turkey, woodpecker, baby lamb and baby pig.” Such unusual sounds have great attraction potential for predators, but since the general public can’t find them in a store, they don’t use them, Tatum says. 34 NOVEMBER 2009 Stock Unusual Sounds Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=35http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=35“One of the best things I used last season was an antelope fawn distress. Try and find that call anywhere,” Tatum challenges. Stores need to stock quality items at the best possible price. What doesn’t fall into that category? Tatum believes small, handheld electronic game calls don’t sound as natural and their volume doesn’t carry far enough, as compared to larger units. On the other hand, companies like Hunter’s Specialties, FOXPRO and Wildlife Technologies receive a positive grade. Tatum recently tested a Wildlife Technologies unit by sitting nearly two miles away from the call, and calling his friend on a cell phone to confirm if the howl was real or from the caller. It was from the call unit — and sounded crystal clear. Hand in hand with calls is the boom of decoys. Companies like Montana Decoy, MOJO Outdoors and Edge by Expedite now offer coyote, fox, rabbit, fawn, bird and wounded prey imitators in their lineups. Craig Achord, a predator hunter from Sheridan, Wyo., believes stores generally keep a decent selection of predator and varmint hunting gear on hand, but says it can be frustrating trying to find a new product seen on TV or in magazines. “Decoys have been hot lately, but it can be maddening when you want to purchase one and the store doesn’t have a large selection or a quality product,” Achord said. “The new vibrating, fur-covered decoys have been getting a lot of attention, but when I visited stores, the selection was limited and not always stocked with the best product.” Tatum says stores should stock a wider range of products, particularly when it comes to the variety of shooting aids, such as shooting sticks, attachable bipods and VARMINT & handheld monopods. “I can’t stress enough the importance PREDATOR MARKET of shooting aids,” Tatum said. “Whether See Reader Service, page 41, for a you’re hunting big game or predators, why listing DPMS_SB_0809 PM Page 1 of varmint manufacturers. spend the money on7/14/09 a hunt if 5:47 you can’t Don’t Neglect Shooting Aids make the shot? Spending $30 on a shooting aid is a cheap investment to ensure the shot, and stores should be providing a variety of aids to choose from.” Predator and varmint sales are growing. Listening to your customers may be the way to grow your bottom dollar in a questionable economy. 9 Decoys Are Booming Randy Luth, DPMS President and founder, shot this elk from 220 yards away at the Lazy F Bar Ranch in Crested Butte, CO. He used the Panther LR-338L with 200 gr., .338 Federal Fusion ammo and a Sightron 4-16 mil dot scope. Electronic calls — including Johnny Stewart’s Preymaster — are booming in the varmint market. www.shootingindustry.com Please check all state laws pertaining to the use of semi-automatic rifles for hunting purposes. Made In The USA! Scopes and Mounts Not Included NOVEMBER 2009 352009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=36http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=362009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=37http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=37AIRGUNS PAINTBALL Mistakes Dealers Make — And How To Fix ’Em! By Carolee Anita Boyles & A irguns and paintball will add significant dollars to your bottom line — and they’re not seasonal products. “Airgun buyers buy all year,” said Perry Delbruegge, airgun buyer for Denny Dennis Sporting Goods in Fenton, Mo. “Many hunters buy Mistake #1: Failing to focus on airguns to stay in practice, and we sell a lot of airguns to people for pest control.” However, experts say gun dealers often make mistakes when it comes to promoting and marketing these categories properly. The good news is all these mistakes can be fixed — easily. gun year round,” Schild said. “He can shoot in a basement or the backyard. That’s one big reason for the growth in this category.” Why let the big-box stores capture that market? Stock today’s airguns — which are a far cry from the BB guns of the past — and keep those dollars from walking out your door to the airguns. “Big-box stores do a great job selling airguns, and that market is growing tremendously,” said John Schild, senior vice president of sales and marketing for GAMO. “But gun dealers tend to focus on firearms, so they don’t realize the opportunities in airguns.” Schild says dealers think about buying a shotgun or rifle for $499 and selling it for $520 — making $20. Instead, dealers should buy airguns for $150 and sell them for $250. Some of your best sales can be to hunters who like to shoot, but don’t always want to go to the range. “Your customer can shoot an air- The Whisper from GAMO reduces noise up to 52 percent, with a weight of 5.28 lbs. and a length of 43.5". www.shootingindustry.com NOVEMBER 2009 372009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=38http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=38mass merchant down the street. The Crosman C41 — modeled after the famous German pistols of WWII — brings international style to airguns. Mistake #2: Displaying airguns ineffectively. Many gun dealers stick airguns in the corner where customers don’t see them — and consequently don’t buy them. “It’s much more effective to have a focused space where customers can say, ‘Hey, look at this!’” Schild said. “A good display adds credibility to the category Why sell 1 gun when you can sell 2? Sell a handgun PLUS an airgun that looks, feels & handles like a firearm— but costs less to shoot & own. Ideal for in-home target practice. and increases consumer awareness.” At Denny Dennis Sporting Goods, airguns are displayed on a slat wall. “They’re all scoped, and we have them priced so people can see what they cost,” Delbruegge said. Many manufacturers have displays available to dealers. “If a dealer places an order with us of $3,500 or more, we give him a display that’s a dedicated space for airguns,” Schild said. “We found that once a display goes into a store, in a few weeks the dealer calls back and says, ‘I’ve already sold what I normally would have sold all year long.’ Then they reorder airguns to fill it again.” Mistake #3: Overlooking airgun 44 per rd ¢ 1 per rd ¢ Double your sales with airguns! (There's no shortage of airgun ammo) We have what your customers want accessories. Airguns don’t have as many accessories as firearms, but the accessories they do have are easy sellers. The accessory business includes slings, scopes with lights and lasers, pellets — including high-speed hunting pellets — targets and pellet traps. These sales are not insignificant. In areas where customers use airguns for pest control or small-game hunting, they may buy a pack of 100 specialized hunting pellets for $10 to $12. “That was unheard of a few years ago,” Schild said. “Everyone thought you could only sell a pack of 250 pellets for $2.99 or so. But today people are willing to spend more money for hunting pellets.” Delbruegge says he stocks scopes, scope mounts and a wide variety of pellets. “We get a lot of customers who travel a long way to come to us because they can’t find a good selection of pellets where they live,” he said. “We also stock a lot of cleaning supplies, which are very different from cleaning supplies for firearms. And we carry a lot of pellet traps so people can shoot wherever they want to.” Ventur 38 NOVEMBER 2009 the power of air www.AirVenturi.com 216-292-2570 • dealers@AirVenturi.com Mistake #4: Having an uneducated staff. At Denny Dennis Sporting Goods, Delbruegge makes sure everyone is familiar with new airguns that come into the store. “Everyone who works here is pretty knowledgeable,” he said. “When a new airgun comes in, we look to see what kind of performance it gets, and check out the scope that’s on it. Our staff is familiar enough with airguns that if someone has questions on the phone, we can answer them. Then, we find out what they’re looking for, and match that up with what we have.” Delbruegge doesn’t do any mandatory training. Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=39http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=39Verdict from Game Face are the first marking airsoft BBs with a coating that transfers to the target on impact. “Everyone who works here is interested enough in hunting, the outdoors and firearms that I don’t have to make learning about anything mandatory,” he said. “Airguns go right in there with everything, and all our employees are interested so they take the time to read about them.” Mistake #5: Treating soft-air air- guns like a fad. “Many retailers think of soft air as a kids’ thing or as a novelty,” Schild said. “Retailers need to look outside the box and realize what new products are out there and how to sell them.” In fact, there have been changes in soft air that are pushing it ever closer to paintball. Game Face has introduced Verdict Marker BBs. These plastic BBs are coated with dry marking powder that leaves a mark when they hit the target, which can be another player in a game of “soft-air tag.” “Some people struggle with this because we’ve all been taught not to point guns at people,” Schild said. “But now, we have soft-air guns, and sometimes players are shooting at each other in a sport where if you’re hit, you’re out of the game.” Selling soft air is a great opportunity for purely incremental business, said Mark Skrocki, executive vice president of sales and marketing for Cybergun, the parent company of Palco Sports and Soft Air USA. “The margins that are available to gun dealers in this category far exceed any gun margins,” Skrocki said. “Average margins for independent retailers within the air-soft category are between 40 and 45 percent on the guns. On consumables and general accessories, margins are between 45 and 50 points.” Many retailers who carry soft air experience a strong peak in sales just prior to the holidays. “This is particularly true with licensed soft-air guns,” he said. “The independent retailer has an excellent opportunity to sell a licensed gun at the same time he sells a ‘real’ gun like it. If someone buys a Smith & Wesson M&P40 for himself, he also can buy an M&P40 soft-air gun for someone else.” Mistake #6: Carrying too many paintball SKUs. Don’t try to be everything to everyone who plays paintball, particularly if this is a www.shootingindustry.com NOVEMBER 2009 392009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=40http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=40185.25117 Shooting Industry Feb09 1/6/09 10:11 AM Page 1 new category for you. “Zero in on three or four vendors,” said Kevin Sheehan, director of U.S. sales for Tippmann. “Then, choose the best-selling products from those companies. That way, you don’t confuse a new paintball player. A new paintball player will only want the basic paintball products.” Within the sport of paintball, Sheehan said, there are two different categories: speedball and woodsball. “Most outdoor stores should focus on woodsball,” he said. “If you try to have every speedball product in your store, you’re missing your core customer.” Once your customers discover the value of reloading with Starline brass, you know they’ ll be back for more. QUALITY Starline brass is American made and backed with a national marketing campaign. Customers ask for Starline by name. Mistake #7: Not carrying enough paintball SKUs. Ironically, the opposite also is true. If you’re trying out the paintball category, you may put in just a few paintball markers to see how they sell — and they won’t. “You need to have the core products a paintball player needs,” Sheehan said. “You need markers, masks, paintballs themselves, tanks, gear bags and harnesses. You also need the ability to refill the tanks. Once you have this, you have the consumables. That will bring customers back to your store.” 9 INNOVATION With more than 80 calibers to choose from, Starline offers your customers the standard favorites, as well as innovative and unique calibers. View a complete list of Starline calibers on our web site at www.starlinebrass.com. We ship directly from our manufacturing facility, so your order usually will go out the very next day. To find out how you can become a Starline dealer, call us toll-free at 1-800-280-6660 or visit our web site – AIRGUN & PAINTBALL MARKET See Reader Service, page 41, for a listing of airgun and paintball manufacturers. SERVICE www.starlinebrass.com © 2009 Starline Brass Give your customers what they want. Give them Starline. The Chaser Player’s Pack from Kingman Training includes Chaser Paintball Market, KT Goggles, 200 rounds of 11mm paintballs, four 12g CO2 cartridges, KT Neck Protector and KT Barrel Blocking Device and Squeegee. 40 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=41http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=41Reader Reader service Companies Page 30 39 36 12 44 6 19 9 26 17 11 35 10 13 21 24 5 45 19 34 15 25 43 31 7 42 44 38 32 5 43 45 29 47 2 48 40 1 42 28 3 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 Companies Page 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 37 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 22 Companies 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 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 Conetrol CZ-USA DPMS/Panther Arms Edge by Expedite Federal Cartridge Co. FOXPRO 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 Montana Decoy MOJO Outdoors 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 Taurus International Thompson/Center Arms Weatherby Inc. Wildlife Technologies Winchester Ammunition Page 22 22 22 22 22 22 22 22 22 22 22 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 33 43 43 42 44 43 42 44 ADVERTISERS AirForce Airguns American Tactical Imports ArmaLite ATN Benchmade Knife Company BLACKHAWK! Brownells Buck Wear Camfour Command Arms Accessories Crimson Trace Corp. DPMS Davidson’s Inc. Ellett Brothers Fiocchi Ammunition Fobus USA Galco International Hallmark Cutlery Havalon Knives Indo-US MIM Tech Ltd. Insight Tech-Gear Interstate Arms Corp. Joseph Chiarello & Co. Lewis Machine & Tool Nosler Inc. Numrich Gun Parts ProMag Industries Pyramid Air SHOT Show Scherer Supplies Security Equipment Corp. Shooting Search SIG SAUER Smith & Wesson Sports South LLC Springfield Inc. Starline Brass STI International Inc. Sun Optics USA TruckVault Inc. Weaver Optics Bob Long Brass Eagle Crosman Corp. DMA Inc. 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 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 Master Lock MSE Worldwide (Life Jacket) North Safety Products O.F. Mossberg & Sons Patriot Safe Pelican Products Personakey Corp. Pro-Ears (RidgeLine) Pro-Lok Radians Inc. Remington Arms Revision Eyewear Rudy Project Safari Safe Co. Safe Direction Sargent and Greenleaf Sentry Group Silencio Smith & Wesson Stack-On Safes Sturm, Ruger & Co. VARMINT MARKET SAFETY & SECURITY AIRGUN MARKET ActionAirgun ADCO Air Arms AirForce Airguns Anschutz Beeman Precision Airguns Benjamin BSA B-Square Burris Co. Bushnell Performance Optics Champion Traps & Targets C-More Systems Crosman Corp. Daisy Manufacturing Co. Dynamit Nobel/RWS European American Armory Game Face Airsoft GAMO USA Leupold & Stevens Marksman Products Palco Sports RWS Soft Air USA Swift Optics TruGlo Inc. Weaver Webley & Scott NEW PRODUCTS Buck Knives Final Approach FMG Publications FNH USA Pelican Products Thureon Defense LLC 2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=42http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=42New products See Your Product Here! Text First Line Text Address all releases to: New Products Editor SHOOTING INDUSTRY MAGAZINE 12345 World Trade Dr. San Diego, CA 92128 SHOOTING INDUSTRY MAGAZINE www.shootingindustry.com If you are a manufacturer, importer, distributor or entrepreneur with a newsworthy, new or revised product available to dealers or distributors, let us know! Company Phone We have# room for about 80 words. Pictures should be color, if possible. Electronic images, transparencies and glossy Website prints are acceptable. Product releases are printed on a space-available basis at the discretion of the editorial staff. FMG Publications American Handgunner Tactical 2010 Special Edition The American Handgunner Tactical 2010 Special Edition features a cover story on the Kahr P45, profiled by editor and former cop, Sammy Reese. Articles include “Laser Lights: Why Your Handgun Needs a Laser,” “Guncrafter Industries: 50GI Glock Conversion” and “Pistols and Shotguns: Wilson Combat Style.” A 2010 catalog of currently available handguns, rifles, shotguns, knives and lights is also featured. FMG Publications 1-800-628-9818 www.americanhandgunner.com SI DIGITAL Hot Link CATALOG #31 Catalog #31 is the only source you’ll ever need for current, obsolete and military gun parts, gunsmith supplies, military surplus and shooting accessories. Order your catalog NOW! Our latest edition is over 1,344 pages and features more than 180,000 individual items, over 500 schematic drawings and parts lists, and a store brand name to original manufacturer cross reference. We carry products for hundreds of manufacturers, such as Heckler & Koch, Colt, High Standard, Ruger, Marlin, Mauser, Mossberg, Remington and Savage. Also SigArms, Uberti, AMT, Benelli, and the full line of Glock parts. Thureon Defense LLC 9mm Carbine Thureon Defense’s carbine, with a blowback action, is designed for pistol cartridges. The upper and lower receivers are machined from aluminum bar stock. The 9mm carbine’s collapsible stock, grip, magazine release and trigger group are AR15 components. The rifle accepts several existing 9mm rifle magazines. ITEM#AD-31 $19.95 Thureon Defense U.S. Orders: Shipped bulk mail. Shipping charges included. Foreign Orders: Shipped air mail (30 day delivery) or surface (90 day delivery). Shipping charges additional. (920) 898-5859 www.mycarbine.com SI DIGITAL Mail: PO Box 299 West Hurley Ny 12491 — or — 226 Williams Lane, Kingston Ny 12401 Order Toll-Free: 866-686-7424 • Toll-Free Fax: 877-GUNPART • Web: e-GunParts.com 42 NOVEMBER 2009 Hot Link Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=43http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=43Pelican Products Long Cases Pelican Products introduces the 1740 and 1770 Long Cases. The 1740 comes standard with two doublewide handles and wide-track, polyurethane wheels with ball bearings and nylon hubs. The 1770 Long Case (shown) is Pelican’s longest case to date, with a length of 54.58". It has the same transit features as the 1740. Both cases feature an open-cell core, polymer-wall construction, lids equipped with a polymer o-ring for a dust and watertight seal and six dual-action latches. Buck Knives PaperStone Metro Buck’s eco-friendly PaperStone Metro is made from 100 percent post-consumer recycled materials. It has an oval shape and is available in blue or three two-tone designs. The compact knife has a 1 1/8" drop-point blade, made of 420HC stainless steel. It also features bottle and soda can openers. The Metro measures 2 3/8" closed and weighs 1.2 oz. PaperStone, considered the “greenest” surface material, is stain- and abrasion-resistant. Originally imported, the Metro is now made in the USA. Pelican Products 1-800-473-5422 www.pelican.com SI DIGITAL Hot Link Firearms Business Insurance Wholesalers & Distributors • Retail Sales • Manufacturers & Importers Ammunition & Bullet Manufacturers • Indoor & Outdoor Ranges Trap, Skeet & Sporting Clay Fields • Gunsmiths • Firearms Instructors Providing Quality Insurance Products to the Firearms Industry for Over 25 Years. Buck Knives 1-800-326-2825 www.buckknives.com SI DIGITAL Coverage Available in All 50 States. Vi 2010 sit Us A t SH Boo OT Sh th # o 1584 w 2 Hot Link Endorsed by info@jcinsco.com • www.guninsurance.com • 800.526.2199 JCI-68 InsJournalMagAd_20091007.indd 1 10/7/09 10:31 AM Final Approach Pintail, Wood Duck Decoys Final Approach has added Pintail and Wood Duck decoys — the most-requested decoys from customers. The Wood Duck decoys look real and are hard to distinguish from live ducks on the water. The Pintail decoys duplicate the real bird down to the distinctive long tail feathers. Like other decoy models, the Pintail has a vivid paint scheme and is lifelike in shape and size. Both decoy models have weighted keels and come packed six to a box with four drake and two hen models. Final Approach 1-800-423-3537 www.fabrand.com SI DIGITAL Hot Link ® www.shootingindustry.com NOVEMBER 2009 432009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=44http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=44“Glory is something that some men chase and others find themselves stumbling upon, not expecting it to find them.” – Petty Officer Marc Lee Trijicon AccuPoint 5-20x50mm Trijicon’s AccuPoint 5-20x50 riflescope (TR23) features dual-illumination technology for long-range shooting in any light. The riflescope uses Trijicon’s fiber-optics and tritium phosphor aiming point illumination. The combination extends available shooting hours without batteries. Measuring 13.6" long, 3.2" wide and 2.5" high, and weighing 26.9 oz., the scope’s body is crafted from aircraft-quality, hard-anodized aluminum. It is waterproof to 10'. The tube is filled with dry nitrogen to prevent corrosion and eliminate fogging. It also has Standard Duplex and Mil-Dot Crosshair reticles. THE MARC LEE GLORY KNIFE Model 150 BKSN BENCHMADE.COM ©2009 BENCHMADE KNIFE CO. OREGON CITY, OR, USA MODEL SHOWN: 150BKSN Trijicon Inc. (248) 960-7700 www.trijicon.com SI DIGITAL Hot Link FNH USA FN Five-SeveN Sights FNH USA is now shipping FN FiveSeveN Standards in black matte finish and olive drab green with U.S.-made three-dot fixed sights. Chambered in 5.7x28mm, the FN Five-SeveN features a textured, ergonomic polymer frame with checkered panels, reversible magazine release and ambidextrous manual safety levers, plus a hammer-forged, hard chrome-lined barrel. FNH USA (703) 288-3500 www.fnhusa.com SI DIGITAL Hot Link 44 NOVEMBER 2009 Read SI DIGITAL www.shootingindustry.com2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=45http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=45Industry watch T Continued from page 46 E-mail the Editor russ@shootingindustry.com Background Checks Up 12.4 Percent he industry continues to set a brisk pace in the number of firearm transactions, with the FBI reporting another month of record background checks. The September data indicates the National Instant Criminal Background Check System (NICS) conducted 1,093,230 investigations, a 12.4-percent increase over the same month in 2008. From January through September 2009, NICS conducted 10,169,435 background checks, an increase of 20 percent over the same months in 2008. While the number of background checks does not reflect the actual number of firearms sold, it’s the most reliable indicator of consumer activity. Celebrating The New Business Year t Shooting Industry, we’re already well into 2010, with the production of our mega-December and January issues. We’re showcasing hundreds of 2010 new products in the two editions, which will be to dealers before the 2010 SHOT Show. Just as important, the issues will be in the hands of thousands of dealers throughout the country who may not attend the SHOT Show, but who are looking for the newest products to boost their sales. As an added bonus, dealers will have access to the December and January new product showcases in our all-digital editions of A 2010 Shooting Industry. The issues provide in-depth information on SHOT Show 2010, including schedules, special events and contact information. The January issue will feature the invaluable SHOT Show floor map and exhibitor’s list. While we call the December and January issues our SHOT Show editions, they’re much more than a publication devoted to the annual mega show. They are packed with information to help launch the new business year for everyone in the industry. Subscribe to our all-digital edition by visiting www. shootingindustry.com and clicking on the link: “FREE: Sign Up For Digital Subscription.” 9 BUSINESS OPPORTUNITIES Consider all your employment options in the Shooting, Hunting, Knife, LE/Tactical & Outdoor Industry. Industry specific, key employee search firm. Candidate contact encouraged, confidential, free. All fees paid by employer. Shooting Search, Inc. 407-321-5822 www.shootingsearch.com. search@shootingsearch.com Classified ads are: $2.00 per word per insertion with a 20-word minimum OR $1.50 per word per insertion for three or more issues with a 25-word minimum. No charge for CAPS. Bold words add $1.00 per word. Copy and rerun orders must be accompanied by PAYMENT IN ADVANCE. NO AGENCY OR CASH DISCOUNTS ON LISTING OR DISPLAY CLASSIFIED ADVERTISING. All ads must be received with advance payment BY NO LATER THAN THE 15th of each month. EXAMPLE: Closing for NOVEMBER 2008 issue is September 15th. Ads received after closing will appear in the following issue. Please type or print clearly. PLEASE NOTE: NO PROOFS WILL BE FURNISHED. Include name, address, post office box, city, state and zip code as counted words. Abbreviations count as one word each. Mail to SHOOTING INDUSTRY CLASSIFIEDS, 12345 World Trade Dr, San Diego, California 92128. IF YOU HAVE ANY QUESTIONS REGARDING YOUR CLASSIFIED AD IN SHOOTING INDUSTRY MAGAZINE, CALL OUR SALES REPRESENTATIVE AT (858)605-0235. www.shootingindustry.com Subscribe to SI Digital www.shootingindustry.com NOVEMBER 2009 452009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=46http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=46Industry Industry watch A Case For The Modern Sporting Rifle Russ Thurman hen will the Obama admin- senior advisor and trade liaison. There animate object, be inherently good or bad? istration turn its attention to likely isn’t anyone more “traditional” than Doesn’t make any sense, does it?” firearms and launch an all-out Painter, who has hunted all over the world, That’s exactly the point NSSF is directassault on the industry? Early next year? using blued steel and walnut rifles. ing at “traditional hunters,” who inadverAfter the 2010 mid-term elections? AfIn the video, “The New ‘Ol Betsy?” tently are taking the position promoted by ter the 2012 elections? Regardless of the Painter opens with, “They say you can’t anti-gun forces. That position is harmful doubt of some in the industry that such an teach an old dog new tricks. Well, some- to the entire industry, Sanetti says. assault is imminent, it is coming. “When the legislative battle we all That certainty is one of the major know is coming does take place, we reasons NSSF has launched its Moddon’t want traditional hunters who ern Sporting Rifle campaign — to love blued steel and walnut hunting correct widespread misperceptions rifles writing letters to their congressabout AR-style rifles. men or newspaper editors, saying “This campaign is aimed not so ‘I’ve been hunting for 40 years and much at the general public or those I’ve got no use for one of these. No who already own AR-15s,” said Steve one should own one of them.’ That Sanetti, NSSF president. “It is directed really hurts. We must recognize that at the more traditional shooters who an attack on one gun is ultimately an look harshly at an AR-15, or worse, attack on all guns,” Sanetti said. SI DIGITAL those who think it is a machinegun or Ironically, the popularity of ARs VIDEO it has no sporting purpose.” — modern sporting rifles — can play The foundation of the NSSF’s a key role in successfully fighting anModern Sporting Rifle campaign is ti-gun forces, Sanetti points out. the Web site, www.nssf.org/msr. The NSSF’s Web site, www.nssf.org/msr, provides invaluable “If we hold the line and the modern site is extremely well done, provid- information on the evolution of sporting rifles. Digital sporting firearm does indeed become ing a wealth of information on ARs, subscribers, click here to view video. the most popular firearm, as it’s well including “Modern Sporting Rifle on its way to becoming, it will be that Facts,” that will set straight even many times, you can. (I) never had anything much harder to ban, because there won’t just “experts” on what ARs are and — just as against AR rifles like this one, but, frankly, be a few million, but many, many millions important — what they are not. I didn’t think they had a place in the woods. of American citizens legitimately involved in For “traditional hunters,” there’s an But as I thought about it, I remembered shooting activities with these kinds of rifles. eye-opening section on the Web site: “The that Americans’ favorite deer rifle wasn’t We will then form a power base that no one Evolution of the American Hunting Rifle.” originally designed for sportsmen at all.” will be able to defeat,” Sanetti said. What can be more traditional than a woodPainter then presents a nicely done Sanetti, who also can be counted stocked bolt-action hunting rifle in .30-06? history lesson on the development of tra- among “traditional” hunters, reminds all The foundation for such a revered hunting ditional hunting rifles — from military gun owners of the importance of respectrifle is the 1903 Springfield of World War I. service firearms — and a look at today’s ing each other. That same kind of evolution is reflected in AR-platform rifles. In the closing segment, “So keep an open mind and remember, the Modern Sporting Rifle — from the M-16 Painter says, “Anti-gun folks insist on call- we are all brothers in the fraternity of shootof the Vietnam War era to today’s ARs. ing these (AR) rifles ‘2009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=47http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=472009-10-29T22:00:47+01:00http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=48http://fmgpublications.ipaperus.com/FMGPublications/ShootingIndustry/Nov2009/?Page=482009-10-29T22:00:47+01:00