NSSF
VOLUME 20, NUMBER 5 AUGUST/SEPTEMBER 2012
SHOOTING, HUNTING & OUTDOOR TRADE
GEAR UP! Accessories ofer great margins, but they don’t sell themselves. Here’s how to move the goods
FIRING LINE: Stoeger’s Cougar 8045 semi-auto delivers reliable power in a compact package Pg. 28
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GOOD STUFF: Tasco’s ProPoint red-dot sight is priced right for hunters and plinkers Pg. 48
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Model 350 puMp securit y ( MSRP $ 270)
Model 320 puMp securit y pistol grip ( MSRP $ 235)
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Savage armS, Inc. •www.SavagearmS.com
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contents
s h o t b u s i n e s s ❚ a u g u s t/ s e p t e m b e r 2 0 1 2 ❚ v o l . 2 0 , i s s u e 5
Departments 30
34
Features
34
gear up a hands-off approach to selling accessories leaves a lot
of money on the table. the fact is, these items don’t sell themselves...so what’s the best way to sell them? We offer tips on moving everything from gun cleaners to holsters by the editors
nSSF update 19 20
from the nssf spotlight
21
compliance center an online resource to help keep up with the latest regs nssf delivers value
retailer hotline call for
22 23
retailer reading list
24
cover photo by Justin appenzeller
on nssF’s retailer services
2
editor’s note new
5
news briefs ruger reinstates 4r promotion; Greylock enters holster arena; Winchester’s new Featherlite load
26
fyi in marketing its scent control line, under armour faces challenges head-on
28
firing line the stoeger
30
undercover shopper Msrs for deer
20 21
quick answers to your FFl questions
nssF books cover key topics
you should Know Meet patrick shay, Director of retail Development
cougar 8045 offers bigbore power on a budget
in tennessee
48
good stuff the smart
50 56
what’s selling where
shot show university
the pre-show educational seminars return in 2013
shooters are a fresh market for accessories
design of tasco’s propoint red-dot sights
new products Galco’s
Double time ccW holster; Kimber’s sapphire; uncle Mike’s speed caddy; in-range’s new bullet trap
48
from my side of the counter insurance policy
for FFls
august/september 2012 ❚ SHot BuSineSS ❚ 1
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editor’S note
nSSf
The Little Things
Accessories make sense
N
o question about it: Firearms sales are on a roll. At the time of the SHOT Show, the editors of SHOT Business saw signs of an uptick, which we attributed to the coming presidential election. We figured we’d see the surge over the summer. We were wrong—by about six months. Talking to retailers at the SHOT Show, we learned that many, anticipating an immediate increase in sales, had placed their orders before the show opened. One retailer told me, “If you haven’t put your order in by now, forget it. The industry can’t meet the demand.” In the past 10 years, the number of applications for firearms purchases submitted to the FBI National Instant Criminal Background Check System (NICS)
has soared. According to the NSSF, in 2001, 7.4 million checks were conducted; in 2010, that had grown to 9.4 million. In fact, on Black Friday 2011, the big shopping day after Thanksgiving, the FBI recorded a record number of requests for background checks. The 129,166 requests far surpassed the previous high of 97,848. Many of these applications were for handguns intended for personal defense, to be carried under a stateissued concealed weapons license. Those CCW permit applications are also increasing. And a surprising number of those requests came from women. Over the past two years, many fire-
arms retailers have reported increased numbers of women coming into their stores, looking for shooting instruction and concealable handguns. Women are also going to the range and field more often these days as well. According to NSSF research, female participation in target shooting rose from 3.3 million in 2008 to nearly 4.8 million in 2010, a 46.5 percent increase. At the same time, the number of women who hunted rose to nearly 2.5 million. All in all, great news. The problem is that some retailers report that they simply can’t get enough product to sell. But rather than bemoan your fate, why not concentrate on other product categories, some of which carry far higher margins? That’s the purpose of our special section on accessories (“Gear Up!” p. 34). You might think selling holsters, knives, and cleaning products is a nobrainer, but it’s actually a good deal more complicated than that, as you’ll learn from the retailers we spoke to. In a nutshell, it really boils down to product knowledge. Your staff can’t sell what it doesn’t know. Proper display also plays a part, as does knowing the types of shooting your customers enjoy. What you may discover is that catering to the “little things” your customers need may bring them back to the store much more often. And that’s not a bad thing.
Slaton L. White, Editor
shooting, hunting & outdoor trade
SLaton L. White, editor
Margaret M. nussey, Managing Editor david e. Petzal, Shooting Editor John Burgman, Assistant Editor Maribel Martin, Senior Administrative Assistant James a. Walsh, Art Director Judith Weber, Production Manager ContriButing editorS
Larry Ahlman, Barbara Baird, Scott Bestul, Philip Bourjaily, Chris Christian, Christopher Cogley, David Draper, Jock Elliott, Doug Howlett, William F. Kendy, Mark Kayser, Peter B. Mathiesen, Brian McCombie, Tom Mohrhauser, Robert Sadowski, Robert F. Staeger, Marilyn Stone, Wayne Van Zwoll
eriC ZinCZenko, Vice President, group Publisher adVertiSing: 212-779-5316
gregory d. gatto, Advertising Director Paula iwanski, National Sporting Goods Director Brian Peterson, West katie Logan, Sporting Goods Sales elizabeth a. Burnham, Associate Publisher, Marketing & Online Services ingrid reslmaier, Marketing Design Director
BuSineSS oPerationS
tara Bisciello, Business Manager
ConSuMer Marketing
robert M. Cohn, Consumer Marketing Director raymond Ward, Senior Planning Manager Barbara Brooker, Fulfillment Manager
ManufaCturing
Laurel kurnides, Group Production Director Barbara taffuri, Production Director
Bonnier
Chairman, Jonas Bonnier Chief executive officer, Terry Snow Chief financial officer, Randall Koubek Vice President, Corporate Sales, John Driscoll Chief Brand development officer, Sean Holzman Vice President, Consumer Marketing, Bruce Miller Vice President, Production, Lisa Earlywine Vice President, information technology, Shawn Larson Vice President, Corporate Communications, Dean Turcol Publishing Consultant, Martin S. Walker general Counsel, Jeremy Thompson
sHOt business (IssN 1081-8618) is published January, February/march, april/ may, June/July, august/september, October/November and December by bonnier Corporation, 2 park avenue, New York, NY 10016-5695, and is the official publication of the National shooting sports Foundation, Flintlock ridge Office Center, 11 mile Hill road, Newtown, Ct 06470 (203-426-1320). Volume 20, issue 5. Copyright © 2012 by the National shooting sports Foundation. all rights reserved. editorial, circulation, production and advertising offices are located at 2 park avenue, New York, NY 10016-5695 (212-779-5000). Free to qualified subscribers; available to non-qualified subscribers for $25 per year. single-copy issues are available for $5 each. send check, payable to NssF, to: sHOt business, c/o NssF, 11 mile Hill road, Newtown, Ct 06470-2359. sHOt business accepts no responsibility for unsolicited manuscripts and photographs. all correspondence should be accompanied by a stamped, selfaddressed envelope. requests for media kits and advertising information should be directed to Katy marinaro, bonnier Corporation, 625 N. michigan ave., ste. 1270, Chicago, IL 60611. periodicals postage paid at New York, NY, and at additional mailing offices. reprINts: Wrights reprints, 877-652-5295. pOstmaster: please send address changes to sHOt business, p.O. box 422494, palm Coast, FL 32142-2494. printed in the usa. For Customer service and subscription questions, such as renewals, address Changes, email preferences, billing and account status, go to: shotbusiness. com/cs. You can also call 386-246-0188 or write to sHOt business, 2 park ave., New York, NY 10016 For editorial inquiries, write to slaton L. White, sHOt business, 2 park ave., New York, NY 10016
2 ❚ Shot BuSineSS ❚ august/september 2012
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One Industry. One Voice.
National Shooting Sports Foundation®
F
or over 50 years, our mission has never wavered. Promote, protect and preserve our hunting and shooting sports. We are the National Shooting Sports Foundation, the trade association of the firearms, ammunition and shooting industry. Whether it is in the field, on the range, in Washington, D.C. or 50 state capitals, we stand proudly as your voice.
H
elp us make your voice louder and stronger where it counts. Now more than ever, it’s time to become a NSSF member. To join contact Bettyjane Swann at (203) 426-1320 or bswann@nssf.org.
The future of your business depends on it.
Scan this QR code with your Smartphone for to watch our membership video
WWW.NSSFMEMBERSHIP.COM
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EDITED BY JOHN BURGMAN
Bits & Pieces Mossy Oak Supports Two Million Bullets
Mossy Oak recently expressed support for the Two Million Bullets campaign, which is a call-to-action program that aims to get more children involved in the outdoors. The campaign is spearheaded by professional hunter John Annoni, who has a history of working with kids at his Camp Compass Academy. “This campaign will look to secure two million Americans to stand up and be counted for the belief that our children are America’s most precious natural resource. Our traditions of hunting and shooting will be passed on because two million of us proved we cared about children,” said Annoni. More information can be found at 2millionbullets.org, and a brief Two Million Bullets campaign video by Mossy Oak Productions can be viewed at vimeo.com/37803035.
Zombie Event Breaks Record
DPMS Firearms has announced that a new attendance record was set at the recent Outbreak: Omega 5. Outbreak: Omega is the original, largest, and most well-attended 3-Gun “zombie shoot” in the world. The June 23 event hosted an estimated 1,400 participants and attendees. “After five years, DPMS is still striving to create an extraordinary experience for shooters of all skill levels. And Outbreak: Omega continues to be the world’s premier recreational zombie shoot,” said Dillon Jennings, DPMS sales manager.
NEWS BRIEFS NEWS
❚
PROMOTIONS
❚
AWARDS
❚
OUTREACH
The 4R Program awards points for every Ruger sale.
Ruger’s 4R Program Returns It was a busy summer for the folks at Ruger. The company was awarded a couple of Bronze honors at the 33rd-annual Telly Awards for producing videos that showcased its rifles, and the company announced the premiere of a new television program, Ruger Inside & Out. But more than that, Ruger realizes it was a busy summer for retailers across the country, who worked diligently to get guns into the hands of consumers. And to show its appreciation to those retailers, Ruger recently announced the reintroduction of its popular Ruger Rapid Retail Rewards Program, an incentive program that rewards sales professionals for selling new Ruger firearms. In the program, accumulated sales points are redeemable for free Ruger products. According to the company, it’s a way to show appreciation for the retailers who have repeatedly worked to get customers shooting Ruger products. “We’re very excited to offer retail sales professionals the opportunity to earn free Ruger firearms for doing what they do best—selling rugged, reliable Ruger firearms,” said Ruger’s vice president of sales This product is from sustainably managed forests and controlled sources.
and marketing, Christopher Killoy. “The men and women working the sales counter are the reason we are able to sell our product to firearms enthusiasts all across the country; for all of their hard work and dedication to the Ruger brand, we’re saying thank you with free firearms through the 4R Program.” The 4R Program kicked off last summer and runs through the end of September. All points must be redeemed by October 15, 2012. Retailers can earn points by selling popular Ruger firearms such as the 10/22 rifle for 5 points, the SR9 pistol for 10 points, or the M77 Hawkeye rifle for 15 points, among other Ruger products. Ruger has established quick steps for retailers to participate. First, retailers must sign up and complete the registration process for the Rapid Retail Rewards Program (rugerpromo.com). From there, the retailer should enter the sales of Ruger products—and track the sales online or download the Retailer Sales Tracking Form to keep a record of the transactions. Once retailers have accumulated enough 4R Program points, they can redeem them—and receive an extra 10 points when redeeming points using the online redemption form. Complete rules and regulations can be found at the website or on facebook. com/ruger. AUGUST/SEPTEMBER 2012 ❚ SHOT BUSINESS ❚ 5
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news briefs
ARES Defense Releases Shrike 5.56 Advanced Weapons System ARES Defense Systems, a leading manufacturer of missionconfigurable firearms and accessories, recently released its Shrike 5.56 Advanced Weapons System for the tactical professional and the modern sportsman. The Shrike 5.56 upper receiver is designed to fit any mil-spec-quality AR-15/M16/ M4–type lower receiver, and features a dual-feed system, allowing users to quickly configure the Shrike 5.56 from magazine to belt-fed without
modification to the lower receiver. The military-grade Shrike 5.56 provides shooters with the firepower of a U.S. M249 Squad Automatic Weapon (SAW) at nearly half the weight of the current SAW. The dual-feed design of the Shrike 5.56 accepts standard 30-round M16 magazines and M27-linked SAW ammunition in 5.56x45mm NATO (.223 Rem.), and fires at a rate of 625 to 800 rounds per minute. It also features a quick-change
barrel that allows the user to swap barrels in less than three seconds. The Shrike’s self-regulating gas-piston system is cleaner than the legacy direct-gas system. “We have spent countless hours refining and perfecting the Shrike design, ultimately leading to the unique offering available today,” said Geoffrey Herring, president of ARES Defense Systems. The design even allows users to perform most opera-
tions without having to remove their hand from the pistol grip. It features a coplanar hand guard and MILSTD-1913 Picatinny rails on the top cover for mounting optics and accessories. “Our research and development team is confident that the mission-configurable Shrike 5.56 delivers on our promise of an innovative weapons system that will exceed the performance standards required by users in the field,” said Herring.
The Shrike 5.56 packs a punch, but handles with quickness and ease in the tactical field.
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news briefs
On the Move New promotions and recent hirings in the industry
Cameron Grantham
Benchmade Knife Company promoted Cameron Grantham to international business development manager. He will help drive growth and performance, primarily in international markets.
Joseph Syring
Crosman announced the appointment of Joseph Syring as its national sales manager. Syring, who replaces Brad Webb, joined Crosman in 2010 and will oversee all aspects of North American sales.
Dean Alberga
Dean Alberga has been hired by Easton Technical Products as the marketing and pro staff representative to the European market. He will represent Easton to the European Target Archery Factory Team.
Rob Morrison
Leupold recently hired Rob Morrison as vice president of marketing. Morrison will lead global branding, advertising, trade marketing, and product development efforts for all Leupold and Redfield products.
Cyndi Flannigan
Industry veteran Cyndi Flannigan has been named vice president of sales and marketing for newly formed Walther Arms. Flannigan previously represented Hornady in various sales management roles.
Crystal clear in every lighting condition, nothing gives you faster acquisition than our holographic weapon sights.
transform your arsenal.
512 HWS mossy oak
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Visit L-3com.com /eotech
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news briefs
Greylock Gear Debuts Holster Line Like a confident cowboy strutting into the local saloon in the Old West, there’s a new player in town—at least in the world of firearms holsters. Greylock Gear and Leather Company, which recently also unveiled an official website, is bringing to market an array of quality leather holsters for the most popular handguns at a mod-
erate price. The new leather company is named for Mount Greylock, the highest natural point in the company’s home state of Massachusetts. Greylock Gear and Leather designs and manufactures wet-molded holsters from 100 percent Turkish rawhide and handfinishes and double-stitches them for extra
durability. Greylock does not use chemicals in the tanning process, making use of only natural ingredients to provide a consistent, quality finish for the leather holsters. The company currently carries holsters for a variety of full-size pistols, such as the Glock 17 and 22, the Smith & Wesson M&P, the Beretta 92 and 96, and the Ruger SR9/40. The company’s lineup of compact pistol leather holsters includes carry systems for the Glock 19 and 23, Smith & Wesson M&P 9.40C, the Ruger SR9/40C, Ruger LC9, and the Walther PK380 and PPS. For the sub-compact, concealed-carry owner, Greylock features a sub-compact revolver leather holster fitting Smith & Wesson J-frames, the Ruger LCR, and the Charter Arms Undercover. On the sub-compact pistol side, the Greylock holster fits the Smith & Wesson BGA380 and the Ruger LCP, as well as the Walther PPK. Greylock promises to continue to expand its holster line with more models in the near future, while intending to keep the price points moderate and budgetfriendly. Future designs will include both inside-the-waistband clip-on holsters and shoulder holsters, as well as a variety of leather products for firearms owners. Firearms retailers and dealers interested in carrying the Greylock line of holsters and leather goods can find more information online at greylockgearandleather .com, or they can call its distributor, Camfour, at 413-564-2300. Greylock holsters are available for many major pistol brand models, with additional leather designs in the works.
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news briefs
Winchester Ammunition Expands Its AA Line with 20-Gauge Featherlite Winchester’s AA shotshells are the unanimous choice for the USA Shooting Shotgun Team, and have also proven popular with consumers. Because of such popularity, Winchester recently added the Featherlite, a new 20-gauge load, to the AA lineup. “Our new, 20-gauge Featherlite AA shotshells are high-performance, low-recoil training loads for sporting clays, trap, and skeet,” said Brett Flaugher, Winchester Ammunition’s vice president of marketing and sales. “This new Featherlite load was designed to address recoil—which is a concern among many sport shooters.” America’s national team has long turned to Winchester for its ammo needs during practice.
Winchester AA shotshells are designed to meet every shooter’s need, whether it is competing in a local or national competition, or just practicing at a range with friends and family. They are designed with the Winchester High-Strength Hull for increased reloadability. In addition, AA loads use Winchester’s proprietary onepiece plastic wads, clean-burning powder, and hard shot for consistent pattern performance.
Specifications for new Winchester AA Featherlite shotshell: Gauge
Shell length
Oz.
20
2 3/4 in. 7/8
Velocity
Shot Size
980
8
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Start your Adventure Call or visit us online to book your trip to Kessler Canyon. 970.283.1145 • kesslercanyon.com
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NEWS BRIEFS
Glock to Honor American Veterans Honored American Veterans Afield (HAVA) recently announced the addition of Glock to its growing list of shootingsports industry sponsors, as the leading pistol maker committed to a multi-year program of support for the organization. Glock will provide financial support and products for the organization’s shooting events, and Glock personnel will volunteer their time and expertise to enhance the active outdoor experience for the American heroes that HAVA serves. Glock joins fellow gunmakers Smith & Wesson, Ruger, Mossberg, and other companies in providing primary support for HAVA, which offers a noncompetitive way for numerous industry manufacturers to give back to wounded warriors and support veterans in a number of ways. “HAVA represents the best of what our industry offers and allows us to show our gratitude for the enormous commitment of these heroes. Glock is pleased to add its name to the impressive roster of shooting sports companies who are taking responsi-
bility for these Americans who have given so much in the cause of freedom,” said Gary Fletcher, Glock’s vice president. “HAVA events are conducted to the highest ethical and safety standards, and we look forward to partnering with them in this effort,” continued Fletcher. “Rebuilding the confidence of these wounded warriors so they can cope in the 21st century is one of the highest callings of our time, and our employees are eager to volunteer in this effort.” “We are elated that Glock has joined us in supporting our mission of providing active outdoor opportunities for disabled veterans and injured active duty personnel who have served the cause of freedom so well,” said Tom Taylor, HAVA’s chairman. “Glock recognizes that this cause is an essential one and that all of our sponsor companies can make a difference in this vital work,” continued Taylor. “Our focus is all about serving the wounded warrior, and we are honored to walk with Glock in this effort.”
Nikon Releases Long-Range M-223 Scope for AR Platform
The new big brother of the Nikon M-223 lineup has arrived. The M-223 4–16x42 AR riflescope, with a high magnification zoom range and locking side focus parallax adjustment, lays down a serious power range for long-range shooting. Designed for speed and accuracy, this new riflescope will help maximize the performance of an AR platform rifle and the .223 Remington round—from zero out to 600 yards. The M-223 4–16x42 BDC 600 utilizes precise, tactical-style turrets with a Zero-Reset feature to get zeroed-in quicker and maintain settings—even with repeated recoil. The BDC 600 reticle was developed specifically for the trajectory of the .223 Rem./ 5.56mm NATO round. It offers shooters open-circle aiming points and hash marks from 100 to 600 yards. SRP for the M-223 with the BDC 600 reticle is $499.95; SRP for an M-223 Nikoplex is $479.95. Like all Nikon scopes, the M-223 is optimized for use with Nikon Spot On ballistic match technology, which can be purchased for smartphones or tried out free at nikonhunting.com/spoton.
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COMBAT TO COUNTERTOP
Gerber, the leading direct supplier of knives and multi-tools to the US Military, introduces a tiered sales program designed for the specific needs of tactical retailers. The new Tactical Dealer Program is a focused assortment of Gerber products including Americanmade autos, fixed blades and folders alongside battleproven multi-tools: a collection of acclaimed military staples, and the latest in everyday carry. The Tactical Dealer Program includes the new standard in retail displays, and is backed with bestin-class marketing support. Learn more at: gerbergear.com/TacticalDealer
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NEWS BRIEFS
Mossberg Announces Support of Armed Citizen Alliance
O.F. Mossberg & Sons is supporting a new initiative called Armed Citizen Alliance (ACA). The mission of the new organization is to provide an avenue for “ordinary citizens” to practice, train, and become familiar with the use of concealed-carry handguns and other personal defense firearms through an organized recreational context that simulates real-world situations. Mossberg, along with many other notable industry companies and key professionals, is in full support of this program. The company’s vice president of sales and marketing, Tom Taylor, serves on the ACA Advisory Council. ACA aims to provide the concealed-carry and personal defense community and industry with an organization and a program to which personal-defense firearms customers can turn as their “first-contact” point for practice and familiarization. “We feel that this new organization fills a significant need to allow millions of new and existing gun owners to exercise use of their personal defense firearms in a practical way,” said Taylor. For complete details on Armed Citizen Alliance, visit the website at armedcitizenalliance.com.
Aloha, Bushnell
Bushnell Outdoor Products has announced a new promotion known as the RainGuard HD Hawaiian Rainforest Adventure Sweepstakes (rainguardhdadventure. com). The patented RainGuard HD technology is a permanent, water-resistant, and antifog coating on Bushnell products that causes moisture to bead up and scatter less light, giving users a clear sight picture in unclear conditions. No purchase is necessary to enter or win the sweepstakes, which runs through December. The grand prize of the sweepstakes is a Hawaiian vacation, which includes roundtrip air transportation for two persons to Kauai, Hawaii, room accommodations for three nights at Outrigger Kiahuna Plantation Resort, an adventure activity package, and a Bushnell RainGuard HD product package. Four additional prize packages will be awarded: First Place Prize (3 winners)
» Bushnell Legend Ultra HD 8x42 Binocular » Bushnell Legend Ultra HD 12–36x50 Spotting Scope » Bushnell Backtrack D-Tour GPS Second Place Prize (5 winners)
» Bushnell Legend Ultra HD 8x42 Binocular
Third Place Prize (50 winners)
» Bushnell BackTrack GPS
Fourth Place Prize (500 winners)
» Bushnell RainGuard Rain Suits
Sweepstakes entrants can win a binocular or a GPS, among other prizes.
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NEWS BRIEFS
Kahr Arms Donates $50,000 to Wounded Warrior Project Kahr Arms, and the family of firearms that also includes Magnum Research and Auto Ordnance, recently made a $50,000 donation to the Wounded Warrior Project (WWP). Founded in 2003, the Wounded
Warrior Project raises awareness of the needs of injured service members and enlists the public’s aid. Through unique programs and services, the WWP assists injured military men and women as they rebuild their lives. Thousands of wounded warriors and caregivers receive support each year through WWP programs designed to nurture the mind and body, and encourage economic empowerment. The donation from Kahr is in keeping with the effort that the company started several years ago, to demonstrate its patriotic pride in U.S. soldiers. Kahr Arms’ catalogs and websites are dedicated to the men and women serving in the armed forces, and Kahr Arms sources its products components exclusively in the United States.
Celebrating 50 Years of Committment Commitment to serving you, the American shooting sports Dealer.
Always providing you the utmost in customer service and satisfaction.
New warehouse system gets you the goods you need fast and sure.
Stock and maintain the inventory that you need each and every day.
That’s the Zanders’ Commitment to each and every one of our Dealers.
Priced right, with meaningful specials and programs to increase margins.
The Commitment Company T: 800-851-4373
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LMT’s New Pig Man Package
Lewis Machine & Tool Company (LMT), an Illinois-based company that designs, prototypes, and manufactures small arms, accessories, and tooling components, is ready to pig out. As part of its exclusive endorsement deal with Brian “Pig Man” Quaca of Sportsman Channel’s television show, Pig Man: The Series, the manufacturer is now making a “Pig Package” available to dealers. The Pig Package is a LMT Signature Model MWS .308 with a 16-inch chrome-lined barrel in a 1:10-inch twist. Other features include a two-stage trigger group, an ambi-selector, and an ambi-mag release. The weapon system also comes complete with an engraved Leupold VX-R HIG 1.25– 4x20mm FireDot Pig Plex with a Mark 2 IMS mount. It ships with a sling, manual, tactical adjustable rear sight, tactical front sight, and one 20-round magazine. SRP is $3,488.96. “These are the weapons residing in the hands of our U.S. men and women on the front lines,” said Quaca. “And if it’s dependable enough to defend our freedom, I have no hesitation dusting a few dozen pigs with it in the field.” Pig Man’s third season is currently airing on Sportsman Channel.
www.gzanders.com
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CCI: The Only Prescription for Bad Gators When you make a living toe-to-toe with 800-pound, armor-wrapped killers, you don’t mess around. That’s why veteran gator hunters Troy and Jacob Landry, from the Swamp People series on HISTORY®, use CCI ammunition. Contact Dealer Services at 866-223-9388
The Leader in Rimfre Ammunition® cci-ammunition.com
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➧
Now available in Troy Landry signature series!
7/6/12 11:35 AM
NEWS BRIEFS
Steyr Drops Pistol Prices For a limited time, Steyr Arms has reduced prices on its line of pistols. All M-A1, S-A1, and C9-A1 handguns will carry an SRP of $560, saving consumers $89. All three pistols are functionally identical, with variations in barrel lengths, grips, and capacities. The M-A1 is the full-size pistol with a 4-inch cold-hammer-forged
barrel, a full-length grip, and a high-capacity box magazine, while the S-A1 is the compact pistol with a 3.6-inch barrel, shortened grip, and a 10-round magazine. Each is available chambered in 9x19mm Luger or .40 S&W. The C9-A1 is available only in 9mm, and features a 3.6-inch barrel, a fulllength grip, and a high-capacity magazine.
SPECS
NEW for 2012
Brunton’s New Icons
Brunton Hunting recently introduced its new Icon series of binoculars and scopes. The Icon binoculars feature SK glass paired with SHR Nano Coating Technology. An interchangeable eyecup system allows users to choose between a normal eyecup and a flared eyecup for increased comfort and reduced glare. The binocular’s lightweight magnesium frame and short bridge design reduce weight and create a larger surface area for good handling. The binoculars are shock-, water-, and fogresistant, with rubber-coated magnesium alloy grip frames. Brunton’s Halo warranty ensures immediate replacement of any Icon binocular, for any reason, anywhere, for life. The Icon spotting scopes—in an angled and a straight design—also feature SD glass with SHR Super High Resolution coatings, nitrogen-filled waterproof and fogproof housing, an armor coating, and 17mm of eye relief. Both scope models are available with 20–60X or 20–50X wide-angle eyepieces, and weigh 70.4 ounces. The Icon Angled Spotting Scope is 15 inches; the Straight is 16 inches. SRP for each is $3,900.
5 INCH BARREL / POLYMER FRAME BODY WITH OPTIONAL INTERCHANGEABLE COLORS / POLYMER MAIN SPRING HOUSING WITH OPTIONAL INTERCHANGEABLE COLORS / 4140 STEEL BILLET FRAME INSERT / 4140 STEEL BILLET SLIDE / RUBBER OVERMOLDED PISTOL GRIPS / COMMANDER HAMMER / 4.5 LB TRIGGER PULL / ALUMINUM SPEED TRIGGER / PARKERIZED FINISH / INCLUDES ONE 7-ROUND MAGAZINE / WEIGHT: 2.04 LBS AVAILABLE IN A VARIETY OF COLOR COMBINATIONS
Pre-production models shown. Specifications subject to change without notice.
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BY RA N DY C L A R K , N SS F M A N AG I N G D I R ECTO R , B US I N ESS D E V E LO P M E N T
U P D AT E
FROM THE NSSF
NSSF’s Wide Range of Retail Services
Membership provides tremendous benefits
T
he National Shooting Sports Foundation (NSSF) has now grown to more than 7,000 members. This impressive list of industry personnel is made up of many different categories, the largest of which is retail members—both independent and chain retailers. NSSF consistently seeks to provide membership benefits that meet the needs of this large and important contingent, from helping to streamline business costs to furnishing further education. When a retailer considers signing up for membership, the first question usually asked is, “What’s in it for me?” NSSF is proud of the long and substantial answer, and this article and the other five pages that make up this “Special NSSF Retailer Services Section” will touch on many of the benefits retailers receive when joining NSSF. One of the most exciting offerings NSSF provides retailers is in-store training for compliance with the governing regulations of the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF). NSSF has retained a number of seasoned professionals who will come to your store for a day of training in all areas of compliance (see “NSSF Delivers Value” in this special section). This is a cooperative program in which the member pays only $499 and the NSSF picks up the remaining fee and the travel expenses of the consultant. In addition, NSSF endorses a retailer insurance policy offered by Joseph Chiarello and Co. Inc. (see “From My Side of the Counter,” also in this special section). In addition to being competitively priced, the policy and endorsement include $25,000 coverage for ATF enforcement action. Retailer members purchasing this policy receive both liability insurance coverage and assistance in protecting their licenses from an ATF enforcement action. Within this theme of compliance is another NSSF membership benefit—an NSSF-designed overlay for the ATF Form 4473. This overlay, free to retailer members, helps the retailer avoid critical mistakes that could be made when completing the 4473 form.
If a retailer member needs to have professional legal consultation, the NSSF provides a one-time free consultation with a lawyer who has more than 25 years of experience in the field of firearms law. This attorney is widely regarded as one of the nation’s leading legal experts on the Gun Control Act and ATF licensing and regulatory matters, including license revocations. Education is a must, because the retail industry is constantly evolving. On the day before the SHOT Show exhibit floor opens each year, NSSF presents SHOT Show University, a day-long event specifically for firearms retailers. Its “curriculum” is a framework of many different subjects to help the firearms retailer stay on top of his or her game. Though it is open to all SHOT Show attendees, NSSF retailer members are given a significant discount on the registration fees. Incidentally, during the SHOT Show, NSSF members receive preferential treatment in other ways, including free access to the Member Lounge and Business Center. A series of books have been created for NSSF’s retailer members to help them operate their businesses. In fact, the titles of each end with “…for the Firearms Retailer.” They are: Employment Guide, Financials, How to Write a Business Plan, Merchandising Guide, and, to be published later this year, Advertising and Marketing. These operational handbooks are free to the retailer members. The NSSF also provides extensive research and analysis of special value to retailers. Much of it is free, and for the studies and reports for which there is a
charge, NSSF retail members receive a significant discount. Education comes in many forms, and another way NSSF continues to educate its firearms retailer members is through communications vehicles. Bullet Points, Legal and Legislative Alerts, SHOT Business magazine and the NSSF Member News e-newsletter are some of the conduits through which helpful information is sent in a timely manner. Another benefit to our retail members is the posting of their store on the NSSF retail locator section of the NSSF website, a helpful guide for prospective shoppers and suppliers. NSSF has fostered a Boy Scouts Range Grant Program, which grants money to local Scout Councils for purchases that can be made only at a retailer member’s store, and the website listing is the beacon to member-owned establishments. This page in the magazine provides an incomplete overview of NSSF member benefits for retailers; many other benefits are offered. Retailers who wish to learn more about the benefits of NSSF membership can contact NSSF Director of Member Services Bettyjane Swann or NSSF Member Services Coordinator Samantha Hughes at the NSSF headquarters at 203-426-1320.
Randy Clark
NSSF Managing Director, Business Development AUGUST/SEPTEMBER 2012 ❚ SHOT BUSINESS ❚ 19
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U P D AT E
SHOT Show University Set for Jan. 14, 2013
One school opening that retailers in the firearms industry can always count on occurs the day before business on the SHOT Show exhibit floor begins. Instead of the crowd of 60,000 that fills the aisles and booths during the run of the show, a few hundred attendees will be occupying classes to listen to presentations from established leaders in their respective fields. All of the sessions are designed to make retailers and range owners better at what they do. SHOT Show University is the official name of this day of seminars, and it has been described as a “can’t miss” experience by both relatively new and veteran retailers in the hunting and shooting industry. This year’s SHOT Show University will be held at the Sands Expo and Convention Center in Las Vegas on Monday, Jan. 14. It is a daylong affair, allowing time not only to hear presentations and ask questions during the sessions, but also to share problems and perspectives with fellow industry members throughout the day. “By sharing problems with other attendees, you quickly discover that the challenges you may think are unique to you are actually faced by many other
SHOT Show University offers valuable seminars for retailers and range owners.
people in your position,” said Randy Clark, NSSF’s managing director of business development and the unofficial dean of SHOT Show University. “It’s not only reassuring to learn you’re not the only one with a particular problem, but it is also really satisfying to realize that their solution just might work in your situation, too.”
The cost for this full-day event, which runs from 8 a.m. to 6:30 p.m., is $150 for NSSF members—a $100 savings from the fee charged to nonmembers. Included is lunch and then a reception to cap the event. Registration for SHOT Show University is available at shotshow.org at the same time as or after registering to attend the SHOT Show.
NSSF members can greatly benefit from a new service: NSSF’s Retail Member Hotline. The new toll-free hotline—855-FFL-NSSF (855-3356773)—will bring calls in to NSSF headquarters on a 24/7 basis. If questions regarding compliance, transactions, legislation, or any other topic cannot be answered at the time of the call, an all-out attempt will be made to provide the answer within 24 hours (although calls placed on Saturday may not be addressed until the following Monday). “This is yet another service we have designed to benefit our retailer members,” said Randy Clark, NSSF managing director, business
development. “We work closely with our members and with the Bureau of Alcohol, Tobacco, Firearms, and Explosives to help our retailer members understand and fulfill their obligations under the Gun Control Act and other ATF regulations.”
The phone’s actual location is in the office of Patrick Shay, who holds the recently created position of NSSF’s director of retail development. “One of the key aspects of my job is working with our retailer members to help them not only improve their businesses, but also, and more important, stay in business,” Shay said. “We plan to get our Federal Firearms Licensees and their staffs the answers to their pressing questions through this hotline.” NSSF’s new retailer hotline promises answers and assistance within 24 hours of the initial call.
©ISTOCKPHOTO.COM/CHRISTIAN DELBERT
NSSF Now Offers Retail Members Hotline
20 ❚ SHOT BUSINESS ❚ AUGUST/SEPTEMBER 2012
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“Don’t Lie” Helps Educate Retailers and Public
Understanding the importance of cooperating with law enforcement, the firearms industry, through the National Shooting Sports Foundation, has for nearly a decade partnered with the Department of Justice’s Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) and the Office of Justice Programs (OJP) to assist law enforcement in educating firearms retailers to be better able to identify and deter illegal straw purchases and to raise public awareness that straw purchasing is a serious crime. Public service announcements on the air, on the sides of buses, and through other means have warned that convicted felons, minors, persons determined by a court of law to be “mentally defective,” and certain others are prohibited by law from buying a firearm. The message is, “If a friend or relative asks you to lie to the federal government or to a federally licensed firearms dealer
to try to buy a gun for him or her, don’t do it! It’s not worth 10 years in jail. Whatever you do, Don’t Lie for the Other Guy!” To help retailers detect and deter such straw-purchase attempts, NSSF has developed videos portraying scenarios where a potential straw purchase is attempted, detected, and denied. That video, A Retailer’s Guide to Recognizing and Deterring Straw Purchases, can be ordered by Federal Firearms Licensees at dontlie.org as part of the free “Don’t Lie for the Other Guy” Retailer Tool Kit. The kit also includes a “Don’t Lie” brochure, which is a companion guide to the DVD; two posters (also available in Spanish); a 4-inch logo decal; 2-inch square buttons; “Don’t Lie” Post-it Notes; and a “Don’t Lie” counterfeit money detector pen. In addition, free “Don’t Lie” counter mats can be ordered from Ann Siladi, who can be reached at asiladi@nssf.org.
New Online Compliance Resource Center
NSSF’s new Regulatory Compliance Resource Center now provides one convenient and centralized hub devoted to helping industry members operate their businesses in compliance with the everchanging terrain of laws and regulations. The website offers an array of practical and essential compliance resources, including articles, videos, products and solutions, on-demand training courses, and much more. Federal Firearms Licensees can also order free Don’t Lie for the Other Guy Retailer Tool Kits and access information about NSSF’s ATF compliance consultation program and NSSF-endorsed Firearms Business Insurance, providing up to $25,000 in defense coverage against NSSF’s new site offers resources to help members stay compliant with changing laws and regulations.
any ATF record-keeping or administrative action. Enter nssf.org/compliance to visit the Regulatory Compliance Resource Center and familiarize yourself with the many compliance aids NSSF can provide.
Reading List for Retailers
Running a firearms retail business has its challenges that retailers in other industries don’t have to tackle, and trying to find reference books that truly address the issues involved can be a frustrating pursuit. Recognizing the void in available literature, NSSF commissioned Tom Shay, a fourthgeneration small-business owner and popular retail speaker, to write books that were tailored to retailers’ specific needs. The result of that assignment is a series created for NSSF’s retailer members. Each book is virtually a manual to help firearms retailers operate their businesses. The series includes: Employment Guide for the Firearms Retailer; Financials for the Firearms Retailer; How to Write a Business Plan for the Firearms Retailer; Merchandising Guide for the Firearms Retailer; and Advertising and Marketing for the Firearms Retailer, due later in 2012. Pdf versions of these operational handbooks can be downloaded for free at the members-only section of the NSSF website.
© 2012 National Shooting Sports Foundation, Inc. All Rights Reserved. SHOT Business®, SHOT Show® and all other trade names, trademarks and service marks of the National Shooting Sports Foundation appearing in this publication are the sole property of the Foundation and may not be used without the Foundation’s prior express written permission. All other company and product names are trademarks or registered trademarks of their respective owners.
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U P D AT E
NSSF Delivers Value In-Store Compliance Consulting
ONE MEMBER’S EXPERIENCE
I
magine having an experienced former official with the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) come to your store to review your layout, your procedures, and your documentation. He applies his experience and expertise to your business and makes recommendations on how you can improve your system of compliance to minimize the possibility of any violations should you be inspected by the ATF. To top it off, because you are a member of the National Shooting Sports Foundation, all but $499 of the adviser’s fees and travel expenses for this private consultation are paid for by NSSF. Learn more about this remarkable opportunity at www.nssf.org/retailers/consultants. Member: Robin Ball, owner
Description of Business: “My
husband, Steve, and I opened Sharp Shooting Indoor Range & Gun Shop in 1995. The business has continued to grow every year, and our outlook for the future is bright. We employ 18 people to cover being open seven days a week. In the beginning, the range was the biggest piece of our puzzle, but retail sales and classes are now equally important. With gun sales increasing, record keeping has become even more crucial.”
Experience with In-Store Compliance Consulting: “The benefits of using the National Shooting Sport Foundation’s in-store compliance consultant for our store were invaluable! The service offered by NSSF gives the retailer a former ATF compliance adviser who knows the ATF side as an inspector, and knows the retail side from doing inspections on behalf of retailers around the country. Their expertise is up-to-date and broad. Wally Nelson, former ATF deputy assistant director with 33-plus years of ATF experience, inspected for us, and before his visit we went through our records, did our own in-house audit, talked again about where our weaknesses might be, and went over a list of questions we had prepared for his visit. Wally fine-tuned our system, reinforced what was good, and made valuable suggestions for improvements. We know there is no such thing as being too careful with firearms records, and having this service available is an incredible bonus for our industry.” Value of NSSF Membership: “We
joined the National Shooting Sports Foundation during the early stages of our development. After 17 years, we believe the value we have received is much greater than the cost, and we continue to gain value through so many of the resources available. We have ordered the customized market survey three different times to watch the changes in our local business climate that we might not have known without it. We have used the various range resources many times, and the staff at NSSF is so responsive to questions, they are like having our own highly trained board of directors.”
Business: Sharp Shooting Indoor Range & Gun Shop Spokane, Washington
Interested in NSSF Membership?
Promoting the great American tradition of hunting and shooting is what the National Shooting Sports Foundation is all about. For our members, it’s more than a sport; it’s a way of life. Join the more than 7,000 companies and individuals who have already discovered that NSSF Delivers Value! To learn more, visit www.nssf.org/join or contact Bettyjane Swann, NSSF director of member services, at 203-426-1320 or bswann@nssf.org.
22 ❚ SHOT BUSINESS ❚ AUGUST/SEPTEMBER 2012
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BY RA N DY C L A R K , N SS F M A N AG I N G D I R ECTO R , B US I N ESS D E V E LO P M E N T
U P D AT E
YO U S H O U L D K N O W
A New Position to Serve NSSF Retail Members Patrick Shay joins staf to focus on retailer member needs and services
A
s the National Shooting Sports Foundation’s (NSSF) ranks continue to grow to unprecedented heights, the focus on the needs of the ever-growing membership is critical to the continued success of NSSF. That certainly is true for the largest growing segment of members—the firearms retailer.
Patrick Shay will serve NSSF member retailers by addressing any issues with the ATF, FBI, manufacturers, and distributors, and by providing sales support and general resources.
NSSF has always been the leader in providing the firearms retailer benefits and programs to help retailers conduct their business in an ethical, professional, and profitable manner. Firearms retailers, along with other retail businesses, are forever operating in a changing landscape. The old days of the downtown hardware/ sporting-goods store, cherished memories though they are, have given way to the retailer of today. The modern retailer operates on razor-thin margins, has competition from all walks of life, and faces changing merchandise trends. He—or she—is scrutinized by government officials overseeing record-keeping procedures and by demanding consumers who are better educated than ever. NSSF continues to anticipate and meet retailers’ educational needs, teaching business skills via seminars such as SHOT Show University, and holding Retail Education Seminars across the country to provide FFLs and their staffs with important guidance on regulation and compliance. Training videos and webinars that run the gamut from firearms inventory to add-on sales are also available to firearms retailers. Now, the changing climate of the retail landscape is creating several new challenges to and opportunities for the firearms retailers. Social media in all of its forms are on the forefront and being utilized by consumers in a variety of ways. And as rudimenta-
ry as the basics of customer service are, the fact that buying habits are continually changing means that the specifics of customer service are transforming themselves to meet new situations. To meet the ever-changing needs of the firearms retailer, NSSF took a serious look at its infrastructure and decided that the organization could best serve that segment of its membership by creating a fulltime retail liaison. The new post— Director, Retail Development—will be a full-time position dedicated both to maintaining the established groundwork that has been laid for our retail members and to provide firearms retailers the pathway needed to keep them on the cutting edge. Enter Patrick Shay. Shay comes to NSSF from Midway USA. He has 15 years of experience in the retailing of shooting and hunting products. During his tenure at Midway, Shay distinguished himself in the positions of publications manager, product-line manager for optics and reloading, promotions manager, and, most recently, international sales manager, where he oversaw the development of retailers in 35 countries. He will serve NSSF member retailers by addressing any issues they identify regarding dealing with the ATF, FBI, manufacturers, and distributors, and by providing sales support and general resources for whatever needs they have. Furthermore, Shay will provide retailer members with information on emerging trends within the industry and in retailing in general. Patrick Shay can be reached at NSSF headquarters at 203-426-1320 or via e-mail at pshay@nssf.org. AUGUST/SEPTEMBER 2012 ❚ SHOT BUSINESS ❚ 23
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U P D AT E
B Y J O S E P H C H I A R E L L O , V I C E P R E S I D E N T, J O S E P H C H I A R E L L O & C O .
FROM MY SIDE OF THE COUNTER
Insurance for the Firearms Retailer
An NSSF-endorsed policy that even provides for ATF proceedings
A
high priority for the National Shooting Sports Foundation is helping retailers maintain compliance with all requirements of the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF). The support NSSF offers to help retailers achieve ATF compliance is impressive, including cost-defrayed consultations with former ATF officials to review a retailer’s record keeping and recommend business practices to ensure ATF compliance; a concerted “Don’t Lie for the Other Guy” campaign to help retailers spot illegal straw purchases; free retailer education seminars held in conjunction with FBI-NICS; and a number of publications, online training courses, and videos designed to help reduce exposure to risk. NSSF’s ongoing support system provides retailers with the resources and tools they need to put in place, at low cost, a highly effective ATF compliance program so they can pass an ATF inspection with flying colors. But what if for some reason you don’t get high marks from an industry operations inspector (IOI)? NSSF approached us, a long-established insurance firm, explaining that retailers have special needs, including insurance to help protect them when facing an ATF licensing proceeding. We have responded by providing a policy that fits perfectly into NSSF’s overall process of retailer education and protection.
Worth the Expense
» Unfortunately, retailers often say that the cost of insurance is a major expense associated with operating their business. They believe that insurance premiums can be a great place to start saving money and that purchasing minimal limits, substandard coverage, or, in some cases, no insurance at all can be a wise business decision. Over the long term, however, such costsaving measures can prove to be costly mistakes. For this reason, NSSF has worked with our company to offer a policy tailored to the firearms retailer. For a small, start-up firearms retailer, the average annual commercial general liability premium in the Joseph Chiarello & Co. Inc. Firearms Business Insurance
Program is $1,000 per year. That is less than $20 per week. For that nominal amount we will set aside $1,000,000 to cover each covered claim, with a limit of $2,000,000 per year. These limits are for settlement and judgments against you, and are not diminished by defense expenses, such as investigators, attorney fees, and expert witness fees. In brief, this is $1,000,000 in protection against allegations of bodily injury or property damage caused by your business operations. Business operations include: improperly repairing a firearm; selling a product when the manufacturer has no insurance, has gone out of business or has declared bankruptcy, or the manufacturer’s limits of insurance have been exhausted on other claims; or simply when someone slips on an icy sidewalk in front of your store.
A Strong Defense
» The Chiarello Firearms Business Insurance Program has been defending firearms-related claims for more than 30 years. The program provides the knowledge and experience to defend claims, but
it also has paid judgments in excess of $5,000,000 on behalf of its policy holders. There is another very special feature of the insurance, which is a key to NSSF’s endorsement: For an additional premium of $100, a small retail business can purchase the ATF Proceedings Endorsement. This endorsement will pay reasonable and necessary “defense costs” in defense of any proceeding (warning conference, revocation hearing, and/or judicial review) coming out of any record-keeping or other administrative action brought by ATF.
Covering Legal Fees
» Under this endorsement, the Firearms Business Insurance Program will defend policyholders for up to $25,000 against any proceeding to which this insurance applies. This means we will work with you to select an attorney or other professional knowledgeable in such proceedings and recognized to practice before the ATF. For example, if your business is cited for record-keeping violations following an ATF compliance audit, this coverage will help you prepare your response to the ATF. You will be given the tools needed, including attorneys, to respond to the ATF to prevent the forfeiture, suspension, or revocation of your FFL. A reputable insurance broker with knowledge of the firearms industry is recommended when reviewing options for insuring your business. That is why NSSF has worked closely with Chiarello & Co. to develop an insurance program it would want to endorse. Of course, retailers have access to a variety of other valuable assistance as part of NSSF’s complete menu of retailer education and protection, and our insurance program, featuring the ATF Proceedings Endorsement, has become a key part of that overall program. What makes our insurance policy so unique is that it provides both general commercial liability insurance and legal help in the event of an ATF licensing proceeding.
24 ❚ SHOT BUSINESS ❚ AUGUST/SEPTEMBER 2012
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FYI
BY SCOTT BESTUL
Under Armour’s solid reputation should help bring wary consumers to its new Scent Control clothing line.
Marketing Made Easy With its Scent Control clothing line product launch, Under Armour covers all the bases
O
ne of the most common complaints of retailers asked to offer a new line of product—even from a stellar company—is, “How can I sell this to a customer who hardly knows about it?” The best stores try to educate the customer, but let’s face facts: The more help a manufacturer provides, the quicker folks will plunk down cash. Under Armour’s marketing and consumer education mettle will be tested this fall, as it tackles a category that many people are wary of from the get-go—scent control. Love it or hate it, the lawsuit against clothing giant Scent Lok had the nation’s deer
hunters pretty gun-shy about any garments promising scent control. Use the word “eliminate” and you can pretty much guarantee a run for the exits. Yet Under Armour remains undaunted by such history, and has orchestrated a media blitz for its 2012
New Colors for an Old Concept
Scent control is far from a new kid on the block, and introducing a different slant on an old idea can be a challenge. “A lot of our efforts are directed toward calling out the differences between zeolite and carbon,” says Under Armour’s Brooke Everson. While simple education is a part of this process, UA is attempting to visually differentiate its technology from carbon by making “velocity green” a trademark of the product. “The color will appear in print ads and TV commercials,” Everson says. “And our Facebook app allows customers to give their favorite photos the ‘Under Armour Scent Control treatment’ by adding green eyes.”
launch of Scent Control clothing. After talking to UA’s Koby Fulks and Brooke Everson, I’m convinced this campaign will be a winner. Here are four reasons why. • New technology in a reputable brand: Under Armour has already established a firm market share among hunters and shooters, and when a company goes down a new road, loyal customers want to follow. “Scent control has obviously been around for a while, and there are proven products to make it happen,” says Fulks. “We’ve incorporated zeolite, which has an established reputation for odor control in the industrial world, into our clothing. What we liked about zeolite is that it can be custom-engineered to absorb the size scent molecules you want to control. Even better, we could incorporate it into our clothing without compromising the weight, performance, or quality our customers expect.” • In-store employee training: Teaching sales associates the benefits of the clothing line is something the company takes seriously, says Everson. “We supply tech videos that familiarize the staff with our product. In addition, we’ve got online training. When sales associates are up to speed, we can supply in-store videos for customers, as well as posters and other displays.” • Outside ad backup: Under Armour will help launch the Scent Control line with a series of commercials that will appear on the popular outdoors television show The Crush. The 30- and 60-second spots will feature Lee Lakosky and will also appear on other popular shows on the Outdoor, Sportsman, and Pursuit channels. Print ads will also appear in the peak gear-buying months of summer and early fall. • Additional promotion: Under Armour has developed a Facebook page that will allow fans to upload their best hunting photos and give them the UA “Scent Control treatment,” turning the hunter’s eyes a bright green, as featured in the ads. Facebook fans will also be eligible to win a dream hunt and receive a complete set of Scent Control gear. In addition, attendees at the Bass Pro Shops Fall Hunting Classics can win a hunt with a member of the Buck Commander television show. This well-orchestrated campaign promises to be a retailer’s dream: Seamless employee training, attractive in-store ad material, and a broad media presence should have customers ready to spend.
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FIRING LINE
BY CHRIS CHRISTIAN
Stoeger’s Cougar 8045 Reliable big-bore power at a budget price
A
ny dealer knows that price is an important consideration for some customers. That includes those looking for a personal defense handgun. They want a reliable and powerful pistol, but they don’t want to spend big bucks to acquire it. Introduced in 2010 with a SRP of $499, the Stoeger Cougar 8045 fills that niche.
The Cougar 8045’s safety can be engaged at any point, removing the firing pin from the equation.
Chambered for .45 ACP, the Cougar 8045 is a compact semi-auto using an aluminumalloy frame and steel slide/barrel. The frame is anodized black; the slide features a matte-black Bruniton finish. The barrel measures 3.7 inches; the empty weight is 32 ounces. Unlike other Cougar pistols, the 8045 features a Picatinny rail on the dust cover for lights or lasers. The gun ships with two drop-free magazines that accept eight rounds with little effort. The low-profile, three-dot sights are dovetailed into the slide; the rear sight is drift-adjustable for windage.
Operating controls consist of ambidextrous slide-mounted manual decocker/safeties, a left-side magazine release, and a generously shaped left-side slide release that’s well shielded from accidental activation while firing. The trigger mechanism is a traditional Double Action/Single Action (DA/SA). The first round is fired via a lengthy DA pull; subsequent shots are fired from a shorter SA pull. My gauge measured the DA pull (very smooth, by the way) at 11.2 pounds. The SA pull requires about a quarter inch of take-up slack before breaking at a crisp 6 pounds, with virtually no creep. The traditional DA/SA trigger provides repeat strike capability should the primer fail to fire on the first trigger pull—a handy feature on a self-defense handgun. An important feature is the ambidextrous slide-mounted safety. Moving the lever downward to the Safe position rotates the firing pin upward and out of contact with
Closing the Sale Price and power will sell this gun to a lot of shooters. But don’t overlook the operation of the frame-mounted safety. Many inexperienced shooters (including many personaldefense customers) are sometimes confused by the seemingly complex operation of a semiauto pistol. They worry about accidental discharges and safety. If the counter people can explain the operation of the safety to the customer, those doubts will be erased.
the hammer, while dropping the hammer and disengaging the trigger. With an empty gun at slide forward/hammer down, the safety can be engaged and a round chambered from an inserted magazine by cycling the slide. With a chambered round, the slide can be cycled to clear the round with the safety on. With the slide locked to the rear, the safety can be engaged, a magazine inserted, and the slide release depressed to chamber a round. During any of these operations, if the safety is engaged there is no possibility of an accidental discharge. This feature makes the 8045 one of the safest semi-auto handguns I have ever seen. I assembled a variety of factory JHP selfdefense loads, along with some standard 230-grain FMJ ball loads. Bullet weights ranged from 165 to 230 grains. There were no surprises during the 250-plus rounds I fired. The loads the gun “loved” printed five-shot groups just under 2 inches, with no signs of first-round fliers. The loads it didn’t like stayed in the 2.5- to 3-inch range—more than accurate enough for selfdefense tasks. Due in part to its hand-filling grips, I found the Cougar very controllable, even during rapid double taps. Smaller-framed shooters may have problems and be better served with a smaller gun. For everyone else, however, it’s a reliable and powerful performer at a very attractive price. (800264-4962; benelliusa.com)
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Available in .38/.357, .45 Colt or .44 Magnum calibers.
The Lightning-Fast Lever Action for the New West... Whether you’re riding out on four legs or four wheels, Rossi’s Ranch Hand is ready for the task at hand. The Ranch Hand is a smooth 6-shot lever action that carries and stows easily, weighing in at a mere 78 ounces and an overall length of just 24 inches. Available in a Case Hardened or Matte Blue finish with beautiful Brazilian hardwood stock, the new Ranch Hand is ready to earn its keep.
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undercover shopper
Tennessee MSRs for Deer Searching for a semi-auto centerfire for deer in the Chatanooga area? It could be the beginning of beautiful friendship
H
unters are a very traditional lot. So I was curious about the reactions I’d get when asking about using an MSR-style semiautomatic centerfire for deer hunting. Once I made it clear that I was interested in .243 and larger calibers, people stopped looking at me sideways. No one was hostile—one was indifferent, and one didn’t think they were the best choice for deer. And in the end, I got my answers and encountered some genuine Southern hospitality.
Store A This bog-box store had a very good selection, but the clerk wasn’t very interested
in selling or recommending anything. It was like torture, waiting for him as he helped a man looking for a new scope. I listened as the customer thought out loud about eye relief, magnification, and objective lens size while the clerk just stood there, ready to hand him scope after scope without saying anything. I ended up in a conversation with the customer because he was obviously looking for some feed-
back before he plunked down $500. Meanwhile, there were several hundred guns on display, all with trigger locks. About 10 of them were MSR-style rifles chambered in calibers appropriate for whitetail deer, like .243, 5.56, and .308. There were four Remington R-15s in .243 and similar calibers—a great gun for whitetail hunting. There were also five SIG Sauers in 5.56 and .308—but one of the SIGs had a bolt that would shut whenever the stock adjustment was moved. This didn’t seem to bother our indifferent clerk: When I called his attention to it, he just put it back on the rack! The clerk didn’t have any opinions about any of the guns. When asked what he thought was a good caliber for deer, he said, “.243 and .308, but that’s a little large for deer.” I asked the clerk if he owned an MSR, and he said he had a SIG in 5.56. I was amazed that he even had an interest in shooting.
I waited about 20 minutes at the gun counter before a clerk came back to that corner of the chain store to help. But first, he walked up to a woman who had just arrived and helped her. She needed her husband’s new arrows cut. Ladies first, I guess. Eventually the clerk showed me their hunting MSR selection: two Remington R-15s in .223 and an R-10 in .308. I asked if people used the .308 for deer. He said they use it for coyotes, deer, varmints, and target shooting. “We sell about 10 a year, mostly around Christmas, and that’s pretty good for a specialty gun,” said the 20-something clerk. The glass counters were only about 40 to 50 percent full of optics, laser rangefinders, and other electronics. It looked depressing, like a small town with empty storefronts. In total, there were about 400
pixel pushers
Store B
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HALEY HEATH ERGOHUNTER
FAMILY TRADITIONS® ADRENALINE® SERIES ®
Haley Heath, host of the popular TV show Family Traditions with Haley Heath , knows hunting. All her years of experience have given her an expert perspective on what gear is needed in the ¿eld. Buck is pleased to introduce the knife series that Haley trusts to serve her outdoor needs. With a variety of blade steels (S30V, 12C27Mod Sandvik® and 420HC) there is a choice for everyone.
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undercover shopper guns on display, from .22-caliber target rifles for $139 to muzzleloaders and long-range bolt actions. There were no handguns.
Store C This chain store drew me in with all sorts of mounts, some local and some exotic. And if those didn’t get me, the 650 guns on display at the well-manned counter made me feel like I was in the right place. The clerks were welcoming, and the one I spoke with—let’s call him Joe—was very knowledgeable about guns, and deer hunting in particular. He was extremely helpful, clear-speaking, and took an interest in my pursuit. Joe said he was not a big fan of using an MSR for deer hunting, but he didn’t let his opinion dissuade me from my interest. He did recommend several other calibers— he shoots a Tikka .30/06 for deer—but was happy to talk about various calibers and MSR-style guns for hunting deer. The inventory was very good. There
were about 30 other MSRs, many Smith & Wesson M&Ps in .223, and as many in 5.56 and .308, and one Remington R-15 in .30 Rem. I thoroughly enjoyed the gun talk, and felt comfortable sharing hunting experiences and caliber opinions with Joe. After about an hour, my son actually had to pull me away from the counter.
Store D A small Orvis-endorsed gun and flyfishing store with warm, red-brick walls and puddle-duck mounts all around, this shop had a rich, welcoming feel, and boasted a good selection of fine side-by-sides and over/unders, as well as about 20 higherend rifles. I didn’t see any MSR-style firearms, but the owner, a former military man, was knowledgeable about MSRs for hunting. He said his son insists on an MSR for deer hunting, even though the boy has his choice of high-grade hunting rifles. The owner recommended a DPMS because he’s sold many to local hunters,
I thoroughly enjoyed the gun talk; after about an hour, my son actually had to pull me away from the counter. and has heard nothing but good things. I expressed concern about the weight of an MSR, so he recommended the LR308L, “L” for light. He did not have one to show me, but looked it up in an order book, and then online to get the price and the weight (7.9 pounds). We talked more about calibers, hunting, fishing, raising kids, and how we needed to stay in touch with each other. I didn’t want to leave this store, either.
how’d they Do? Customer Service store
A
Product Knowledge
Product Availability
i found it hard to believe the indifferent clerk even owned a gun.
several remington r-15s and siGs in 5.56 and other deer chamberings.
The clerk seemed somewhat knowledgeable and frank.
Again, a few remington r-15s and an r-10, but nothing overwhelming.
short wait. lots of customers, but as many clerks.
“Joe” the sales clerk conversed like a hunting buddy who knows more than you, and is glad to share.
About 30 Msrs that could be used for deer hunting were in stock.
short wait, quiet store. The owneroperator was eager
The owner is a former military man with passion and experience with Msrs for hunting.
No Msrs on the premises, but the owner helped me narrow down guns he could order.
The clerk didn’t help, but didn’t hinder my pursuit.
passed over after a long wait. eventually, the clerk seemed interested in helping me. store
B
store
C
store
D
to help.
SCoRing SySTeM: Outstanding:
Very Good:
Average:
Winner: store
C
This is the place you’d go before your hunt, and after. The shop has an excellent selection of all sorts of shooting gear, happy hunters behind the counter offering good advice, and an atmosphere to match. Sportsman’s Warehouse 6241 perimeter Dr., Chattanooga, TN 37421
Fair:
poor:
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Stocks and Pistol Grips
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ALWAYS USE THE PROPER AMMUNITION FOR YOUR FIREARM
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here are those who believe accessories such as cleaning gear and shooting glasses sell themselves. Not so. If you’d like to move more gear—and you should, given the margins involved—you and your staff need to know how to get and keep the customer’s attention. This special section will help you do just that.
T
BY THE EDITORS PHOTOS BY JUSTIN APPENZELLER
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BOOT CAMP
An investment in basic training pays of handsomely By Peter B. Mathiesen HANDGUNS AND MSRS MAY BE the f the average sporting sweet spot for r goods retailer, but for those who dedir cate the time and resources, the footwear side of soft goods can be a virtual cash windfall. Everyone who walks through your door is a potential customer…and the margin on one pair of $200 boots is two to three times that of a $400 handgun. If you’re new to footwear, there are a few basic rules. First, enlist a trained staffer to manage the department. This individual should be schooled in what makes a good boot, how to properly fit a customer, and strategies to display footwear most effectively. Look to your rep or distributor for help. Second, create a clean, dedicated space where customers can be fitted. That means having comfortable seating, keeping the area vacuumed (more than once a day), and returning unsold stock to the shelf within minutes. Third, be selective and define your niche. You don’t have to stock five different categories of boots. However, you do need to maintain at least one or two segments with strong displays and a thorough inventory of sizes. SIZE UP DEMAND
One of the best ways to test the footwear pavement is to stock one kind of boot seasonally. Rubber-neoprene footwear is a smart way to get started, and is needed by everyone unless you live in the Mojave Desert. Keep it simple by
committing to one brand with two different SKUs so your staff can learn how they fit. As an added bonus, rubber-neoprene boots come in whole sizes, with packaging that can be ideal for displays. Consider testing a new brand like Under Armour, because of the company’s high profile and firm pricing. Partnering with a full-line company will make any later line expansion to include hard boots (for hunting and tactical) more efficient, with one source. A 6-foot stack of rubber boots is a sure sign that you’re in the footwear business. Some caveats with “the stack” display: Consider showing the most non-typical sizes, and put a sign on the display urging customers to ask for help so they don’t tear it down getting their size off the bottom. Moreover, consider keeping boxes of common sizes against one wall. This system will work well for a small selfservice test, but it’s not recommended for more than one SKU with in-depth half sizing. LOOK AND FIT
Few will argue that camo on boots can be a little much. That said, the stuff sells. The trick is to be pattern-aware for your area and poll your customers to find out if it’s an important selling point for them. Many bootmakers are limited to one or two camo licenses. That may not be an issue, but in some regions it can
make the difference in a sale. There are some basics your staff must consider every time they slip a boot on a customer. By late afternoon a customer’s fit increases by at least a half size. If cold weather is a factor for treestand hunting, consider going up one full size, because a boot will significantly underperform if it’s too tight. Finally, realize fit is different from brand to brand; it can even vary within the same company. Never assume a size will fit just because the customer says, “I’m a 10.” BEYOND THE BOOT
Margins on accessories can be impressive, in some cases delivering more than 50 to 80 percent in peak seasons. They don’t take up much space, and most manufacturers have aggressive display programs. To maximize the performance of their new boots, customers need socks that are clean and in good condition. Tell them premium socks are a bargain, as they’ll keep them in the hunt longer. Boots with a suggested price of $150 or less usually feature less-than-impressive insoles. Adding a new pair of insoles to a sale will allow the newly purchased boot to perform to a much higher standard with more comfort. Also: Don’t laugh, but it is surprisingly difficult to find a retail outlet that offers a decent pair of laces. By simply stocking long, heavy-duty locking laces, you offer your customers a service they’ll thank you for.
SIZE MATTERS ● Roger’s Sporting Goods in Liberty, Missouri, is a familyrun general outdoors store with a heavy emphasis on firearms and soft goods. According to buyer Steve Rogers, the key
element is to stock the correct sizes. “Seventyfive percent of all males in the U.S. wear boots in size 10–12,” he says. “Be sure to carry, and quickly replace, a full run of sizes between 7 and 14.”
If a line is discontinued, or is just not selling, he says, get rid of it quickly. Start at 20 percent off, and if that won’t move it, go to 50. Better to break even than to have it take up space that
would be better occupied with a stronger seller. When you get comfortable selling hunting boots, you can expand. Rogers recommends work boots, light hikers, and tennis shoes.
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CONCEALED CONUNDRUM Sell a carry method with every concealed handgun By Chris Christian CONCEALED-CARR HANDGUN CONCEALED-CARRY sales ar are booming, and new models arriv arrive every year. Unfortunately, one critical aspect of a concealed-carry system is often overlooked. A proper “carry method” is as important as the firearm, and it should be part of the sale. The drawback is that there’s no “best” concealed-carry option, and one size does not fit all. Proper fit depends on the carrier’s build, the clothes that are normally worn, and how willing the carrier is to “dress around the gun.” Counter personnel can make a sale here, if they can explain the various concealed-carry options. Here’s a look at the most popular. POCKET HOLSTERS
Designed to fit into a pocket, these holsters provide consistent positioning for the gun, protecting it from debris that could enter the action and cause a malfunction, and breaking up its outline. They are ideally suited to J-frame revolvers and sub-compact semi-autos in .32 ACP/.380 ACP. A safe pocket holster must fully cover the trigger. They are popular with men who wear loose slacks, but many women find them a good way to tote a handgun in a purse. BELT HOLSTERS
These can be divided into two categories—those that ride outside the waistband (OWB) and those that ride inside the waistband (IWB). They are the most popular concealed-carry option for those
who will choose their wardrobe to accommodate their handgun. The most concealable OWB models are the so-called pancake styles, which hug the gun tight to the body; many carriers can conceal a compact handgun under nothing more than an untucked T-shirt. Another option, and one that is very retailer-friendly, is the belt slide. “Belt-slide holsters are not always gunspecific,” says Steve Denney, a former SWAT cop who is now a multi-certified instructor and general manager for Pro Arms Inc., in Live Oak, Florida. “They’re minimal holsters with an open bottom that can accommodate virtually any barrel length,” he says. “With a basic selection, covering our most popular handgun models, we can quickly accommodate a customer who requires a concealed-carry holster, irrespective of barrel length.” Regardless of the OWB model chosen, a sturdy belt is required but seldom considered. Even the best holster will flap around if fitted onto a flimsy belt. IWB holsters ride inside the waistband, and may be attached to the belt with a steel clip or leather snaps. These holsters can conceal even a full-size 1911, but many carriers find them uncomfortable with large guns. They are, however, ideally suited to the new crop of slim-line single-stack-magazine semi-autos. ANKLE HOLSTERS
These are a practical way to carry a sub-compact handgun on the ankle
under loose-fitting slacks. The recommended carry position is on the inside of the ankle opposite the strong hand. A quality ankle holster should have padding on the rear to protect from abrasion, and it must have a secure retaining strap or thumb break that can be easily disengaged on the draw. PURSES & FANNY PACKS
A number of purses on the market have an integral holster, and are an excellent choice for women who wish to carry a gun in their purse. Fanny packs are another, somewhat controversial, option. “There is a misconception about fanny packs,” says Denney. “Some people think they scream ‘Gun,’ but not always. If you’re jogging, hiking, or bicycling, they don’t look out of place. That’s what they’re made for, and they’re an excellent place to carry a gun under those conditions.” SHOULDER HOLSTERS
Though popular on TV, shoulder holsters aren’t that popular with those who have had to wear one. Nor are they practical for most. But, in cold climates where heavy coats or lighter sport coats or jackets will be worn all day, they provide concealment and reasonably quick access. Experienced carriers understand that there’s no “best” carry system, and often want more than one holster style available to them. That’s good news for those who can explain the options.
SHOW AND SELL ● “A holster sold with every concealedcarry handgun is a value added to the product, and it should happen with every sale,” says Steve Denney. “But you can’t sell what you don’t
have, unless you can show the customer what they will be receiving and then quickly order the product.” Denney stocks multiple holster models for the most popular guns in his area. If a
customer purchases a more obscure model, Denney can use those holsters to “show and sell,” and then quickly order the appropriate model. “Some of the larger holster makers will send their regular
dealers updates on current product availability,” Denney notes. “When a new gun comes out, the demand for holsters can be high. But if you follow the updates, you can find out who has product.”
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THE SHARP EDGE
The finer points of selling knives By Christopher Cogley KNIVES AND GUNS go hand in hand; there ar aren’t many people who carry a firear who don’t also carry a knife. firearm r Most gun retailers have realized the importance of offering a strong selection of knives, but not all of them have found the secret to successfully converting those knives into actual profits. To do that, it’s important to know the three key elements of selling knives. KNOW YOUR CUSTOMER
It’s common sense: If you want to consistently sell knives to the customers who walk through your doors, the first thing you have to do is understand their needs. “Start by asking the customer what activities they’ll be using the knife for,” says Meghan Hastie, retail marketing manager at Gerber. “Their answers will help you guide the purchase process and educate them on specific features that are a match for their planned use.” Although there will almost always be a certain level of crossover in any customer’s use of knives, most people will be looking for a knife that falls into one of three categories—hunting/outdoor, military/tactical, or general purpose/everyday. Once you determine which of these categories your customer is looking for, you’ll know which section of your knife assortment to steer them toward. Provided, of course, that you have your knives merchandised effectively.
KNOW YOUR MERCHANDISING
“Display is key,” says Dan Weidner, president of Boker USA. “If you stick your knife selection in the back corner of the store, you’re telling your customers that knives aren’t important. You have to treat it as a category, not a sideline.” That begins with giving knives a section of real estate in your store that will get noticed. For some retailers with space limitations, carving out a large section to devote to knife sales might not be realistic. But if you want to show consumers that you’re taking the category seriously, it’s important to have at least enough space to provide them with a legitimate assortment from which to choose. “If you have a wider variety, you’re naturally going to sell more knives, so it’s important to offer as many choices as you reasonably can,” says Chris Cashbaugh of SOG Specialty Knives and Tools. “As you choose which knives to offer, make sure you pick quality brands. And carry an assortment of them, don’t just stick with one brand.” It’s also important to merchandise your knife selection in a way that makes sense to your customers. “Organizing knives by intended use immediately helps guide the customer to the part of the section that has the knives most suited for their needs,” Hastie says. “A shopping experience that is convenient, clear, and direct will help increase sales.”
Arguably the most important element to increase knife sales in your store, however, is the person behind the counter. KNOW YOUR KNIVES
“You have to be comfortable handling the knife and familiar with its features,” says Cashbaugh. “If you’re timid with it, then the customer is going to be afraid as well, and won’t buy it.” Familiarity with the products will also help you explain the most important features of the knife, based on the customer’s needs. From the metal in the blade to the material used to make the handle, make sure you can explain the purpose of the knife’s design and how it will benefit your customers. At the same time, don’t get lost in the details. “The biggest thing is just having a general knowledge of the knife,” Cashbaugh says. “It’s not important to be an expert; just be familiar with the product so you can converse with someone about it.” Just as with gun sales, sometimes the best way to close the deal is to let the product do the talking. “If you can get the knife out of the case and hand it to the customer, you’re halfway there,” Weidner says. “If you put that knife in a guy’s hands, he’s going to know whether it’s a good knife or not. At that point, you won’t have to say a thing.” Except, maybe:“Would you like a firearm to go along with that new knife?”
THE POWER OF A DISPLAY ● There was a time when Rocky Mountain Sports didn’t sell many knives. Then something changed for the Riverton, Wyoming, retailer. “We figured that if we wanted to sell knives, we had to invest in the category,” says general manager
Kevin Hermann. “And the first thing we did was upgrade our display cases.” It wasn’t an easy decision, especially given the cost of the custom cases and the amount of room they required. “Our stores really aren’t all that big, and it takes a lot
of space to display knives well,” he says. “We tried using the factory display cases, and they just didn’t do the job for us. So we decided it was worth it to invest in good display cases.” The investment has paid off. In the years since they made the
switch, knife sales at Rocky Mountain Sports have exploded, and continue to grow steadily. “The more we sell, the more we offer,” Hermann says. “And the more we offer, the more we sell.” Now that’s a powerful case.
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EYES & EARS
Helping shooters protect their bodily assets pays of By Rob Staeger SAFETY GL GLASSES AND ear protection impor are among the most important gear a ha Let’s face it: No one shooter can have. ev dropped a 10-pointer thanks to his ever sense of taste. But it’s foolish to think that safety gear sells itself. There’s a lot to know about it, and the better you can answer your customers’ questions, the more they’ll be confident that you’ve got them covered.
Similarly, Champion offers over-spec models that allow shooters to comfortably wear their prescription eyeglasses underneath the protective eyewear. They might not be the most fashion-forward option, but neither is an eyepatch. Safety issues will make the sale for you, but fit and comfort will help decide which SKU your customer will walk away with. Encourage them to try different models…but emphasize the greater safety ballistic glass brings.
EYE ON SAFETY
“As far as eyewear goes, the trend with most manufacturers is ballistic-grade shooting glasses,” says Bart Biedinger, retail and rep services manager for ATK, whose Champion brand produces eye and ear protection. In general, shooting glasses are compliant with OSHA’s ANSI-Z87.1 safety rating, designed to protect eyes from the detritus and debris attendant with shooting. But ballistic eyewear adheres to more stringent military impact-resistance standards and can protect the eyes from a more direct blast. “We test ours with a 12-gauge and No. 4 steel at 20 yards,” says Biedinger. “The lenses stay intact. They don’t break, they don’t shatter; they have a series of divots in the lens. In the event of an accident, it can save your eyes.” Safety aside, much of selling eyewear revolves around style. Some glasses protect the eyes while still looking like casual shades. Champion now also offers ballistic-grade eyewear for youth shooters, so they won’t be stuck wearing oversize glasses, compromising their effectiveness.
SILENCE IS GOLDEN
With ear protection—whether it’s foam or gel earplugs, passive earmuffs, or electronic muffs—decibel reduction is the name of the game. Since you can’t demonstrate noise reduction in the store, the Noise Reduction Rating is the measure to point out. But helping customers comparison shop is a little more complicated than just comparing numbers. Michael Cottrell, an engineer at Battenfeld, helps break down the difference in protective quality. “Earmuffs will seal out sound better than plugs. A general rule is that foam ear plugs should be ‘de-rated’ by 50 percent, while earmuffs should only be de-rated by 20 percent. So a 31dBA NRR [noise reduction rated] ear plug might only provide 15dBA of realworld noise reduction, but a 25dBA muff may provide 20dBA of reduction, and will actually be more effective protection.” For more complete protection, suggest wearing foam plugs under the earmuffs. “If you shoot a lot, especially if you’re
shooting at a range, it can get disturbingly loud, because it just echoes,” says Biedinger. “Then when you take the muffs off you can still have a normal conversation with the foam plugs in, but you can still protect your ears.” Communication is a major selling point of electronic muffs, which will amplify normal sound levels so you can carry on a conversation while still wearing them. “Even when you take a safe shot right next to somebody in a tight situation, they’re going to suffer from muzzle blast,” says Biedinger. “It’s best to wear a muff that encourages keeping it on at all times.” Another benefit of electronic muffs is the ability to amplify low-level sounds. “It could be a person at the shooting range, or it could be a deer breaking a twig behind you,” says Cottrell. Unlike sound suppression, amplification can be demonstrated in the showroom. Fit comes into play here as well. Biedinger suggests bringing buyers to the gun counter with the muffs. “If they’re shooting a long gun, have them shoulder the gun and see how it fits, because they fit everybody differently.” Standard earmuffs are a little bit bigger than a lowprofile style. They cut out more sound, but trap and sporting clay shooters sometimes can’t use them because of how they position their head on the stock. Ultimately, a secure, comfortable fit is the most important factor in any eye or ear protection. Even the best gear can’t do its job if it’s sitting on the bench.
TRY BEFORE YOU BUY ● “Whenever anyone buys a gun, we recommend they take a lesson on our range,” says Bob Viden, owner of Bob’s Little Sport Shop in Glassboro, New Jersey. “Of course,
they can borrow eye and ear protection then, and we also have some for rent at the range.” The most important thing is to put safety equipment in front of the consumer.
“We put a rack of eye and ear protection in a prominent place, so you have to pass it on the way to shoot at the range,” says Viden. “We include a mix of products—middle-ofthe-road prices, along
with some high-end and lower-priced protection. There’s a price level for everybody.” From there, customers can see the variety of protection available, and decide what’s best for them.
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SEEING IS BELIEVING
The right way to upsell glass By Robert Sadowski MOST SHOO SHOOTERS AND HUNTERS cannot see the dif difference between a riflescope that costs $50 and one that T most prospective cuscosts $2,000. To tomers, all scopes are black tubes with glass lenses plugged into each end. The crucial differences between scopes (and all optics, for that matter, be they binoculars, spotting scopes, or red-dots) are the way the optic is manufactured, the features it offers, and the service after the sale. QUALITY FEATURES
There is little doubt in shooters’ minds that Zeiss offers best-in-class glass, but many shooters do not know that Zeiss has many price points in its line, with a range that begins (street price) as low as $400. “If we can get customers to look at our products against the competitors,” says Todd Pearson, vice president of sales and marketing at Carl Zeiss Sports Optics, “we most often win, because our products have technical features that other brands just can’t duplicate.” As an example, he cites the Rapid-Z reticle. “It allows quick and easy target holdover with the added ability to estimate range customized for specific
cartridge ballistics. No math, no guessing. And customer service after the sale and world-class warranty service are also in our arsenal.”
uct in its class.” Bushnell backs the claims with its Bulletproof Guarantee. If a consumer doesn’t like the product during the first year of purchase, he can return it for a full refund with no questions asked. Not very many brands allow a consumer to use a product for an entire year and then return it, which may sway a consumer hesitant about buying a premium scope.
RELIABLE SERVICE
Warranties are also a big selling point with Leupold, which has a full lifetime guarantee on its Golden Ring product line. “We’re proud to still be Americanmade,” says Pat Mundy, senior marketing manager at Leupold, “and we have a heritage of hard-core users who understand the needs of customers.” One of those hunting customer needs was a desire for a simple yet customized reticle for specific cartridge loads. “All ballistic reticle scopes offer a close approximation for elevation adjustments by bucketing up cartridges with similar ballistics,” he says. “The CDS [Custom Dial System] is tuned to a customer’s specific cartridge load and offers shooters a quick, easy, and simple solution with an elevation dial synced up to a specific load.” “Performance is everything,” says Paul Arnhold, public relations manager for Bushnell Outdoor Products, “If it bears the Bushnell name, it will offer superior performance over every prod-
COATING IS KEY
“Better glass and premium coatings result in better-quality optics for customers,” he says. “Coatings are something a consumer cannot readily see at a retailer’s counter, but in the field a lesser-quality scope can quickly be seen for what it is—a subpar product. Bushnell coatings include RainGuard HD, which causes moisture to bead up and scatter less light, so users have a clear sight picture in adverse conditions.” Another Bushnell exclusive is its Ultra Wide Band Coating, which features 60 layers of coating on each lens to optimize available light for 99.73 percent light transmission. When selling scopes, make sure your customers have a clear view of what they’re buying.
SIDE BY SIDE ● Neil Delmonico of BTP (Brooklyn Trading Post) in Brooklyn, Connecticut, manages a small, 2,000-square-foot store, and his optics buyers are typically either plinkers or biggame hunters. “Shooters who want to plink with a .22 rimfire will be satisfied with an inexpensive scope or red-
dot,” says Delmonico, who sells them on low price and service. BTP will bore-sight the scope while they wait. Big-game hunters outfitting themselves with a new hunting rifle typically go cheap on the scope, which can be a mistake. “Most guys buy a Model 700 with all the bells and whistles, for example, and pricey Nosler Partition
ammo and a Harris bipod, then they top it all off with a $59 scope,” he says. Delmonico explains that more expensive scopes can take recoil from high-power cartridges and still hold zero, even when the magnification is increased or decreased. The best tactic the crew at BTP has found to sell scopes is to show a
customer the differences in scopes with a side-by-side comparison. “Inside the store or just outside the building, customers immediately see the difference in scopes,” says Delmonico. BTP closes the sale by stressing to the customer that he doesn’t want to miss the trophy of a lifetime because of a cheap scope.
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TACTICAL APPEAL
Fashion is as important as function By Peter Suciu NO TOO LONG AGO, the old-fashNOT ioned ar army/navy store sold surplus military clothing, boots boots, and other gear. Ev Even if the items weren’t issued (as in used), they often had a somewhat musty smell that seemed to date back to the Spanish-American War. Today the strategy and tactics of selling tactical apparel have changed. Much of the “tactical clothing” today not only looks ready for a serious deployment, but is designed with modern-age fabrics that make it durable, breathable, and, most important, comfortable. GOING MAINSTREAM
“Obviously over the past two to three years, a lot of the excitement has been on the tactical side at the SHOT Show. That side of the hall is bustling,” says Brad Ottomeyer, president of the Outdoor Recreation Group for Tactical Gear at Fieldline. “We see this as a morph between hunting and tactical. It looks a little more like what the military uses, but you can wear it casually. Though much of this stuff is not designed for soldiers on the battlefield, nevertheless it has to have that look and functionality and should still last a lifetime.” The tactical clothing market has also gotten a boost from, of all places, the general media. From documentaries about doomsday to action films, tactical attire is getting a lot of camera time.
“Shooting, hunting, outdoor, and tactical gear have always crossed over each other, but with the tactical gear being showcased on TV, in the movies, and in video games, the civilian market is now seeing how versatile the gear is,” says Andy Chen of Condor Outdoor Products. “The civilian market has always been there, but I think it will continue to expand as more people become aware of the gear.” Unlike selling firearms associated with military or LE use, which requires your salespeople to be experts, tactical clothing can be sold successfully by anyone who possesses a general, rather than a specific, command of the category. However, it still goes without saying that your staff should know how a MOLLE system works and understand the particular features and functions of the clothing you stock. ...BUT MADE FOR A WOMAN
One area that is wide open for expansion is the women’s market, which is growing in leaps and bounds. But you better not try to sell them “boy-sized” clothing; they won’t stand for it. Women are looking for more than just a smaller size of men’s tactical clothing. “We have had nothing but positive comments on the fit and comfort,” says Pat Christianson, director of apparel at Blackhawk. “Women for years have been
wearing either men’s products because the women’s were not comfortable, or women’s products that just did not fit.” This has even trickled down to more traditional attire that blurs the line between casual and tactical apparel. “I have to mention the women’s polos in fashion colors,” says Christianson, noting that the burnt orange polo has been a hot seller, especially as it mixes up the traditional blacks, olive drabs, and khakis that are tactical signatures. “Women want color and comfort.” CASUAL TACTICAL
In addition, there has been a shift toward more casual attire with tactical as well. While the garments still must have the “tactical” look, they don’t have to scream SWAT or SEAL. “These offer an alternative to buying clothes from a fashion brand and having to go to the tailor to make adjustments, like making the belt loops stronger to carry all their tools,” says Christianson. “The trend we see is moving to multifunctional and slimmer designs, like our off-duty pants.” The biggest hurdle in trying to cater to the women’s market is that retailers will need to stock far more SKUs in order for a woman to get the proper fit. But those who do so tell the customer that they care about her, and they’ll earn her loyalty. And who can put a price on that?
TACTICAL IS PRACTICAL ● The buyer of tactical apparel today is not the same buyer found a decade ago. The audience has changed, and retailers need to adjust to it, says Miles Hall. president and owner of H&H Shooting Sports Complex in Oklahoma City.
“There has been a quantum shift here, not only in who the consumer is, but in what they want,” Hall says. “A lot of tactical clothing is very practical today. The deal with the old army surplus attire is that it looked army. Tactical clothing doesn’t—and
shouldn’t—have to look like tactical clothing.” As the uses (and the users) of tactical wear have become more diverse, so have the styles it can accommodate. The clothing today needs to function in all aspects of everyday life, and many of
the manufacturers have stepped up to offer diverse lines that consumers are interested in. But at the end of the day, it all comes down to one thing. “It isn’t really about tactical,” explains Hall. “It’s really about practical.”
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CLEANING UP AT THE REGISTER
Gun-care products can make your bottom line sparkle By Brian McCombie YOU JUST SOLD A FIREARM FIREARM, and, being a smar smart retailer, you then begin to y talk up your line of accessories. Your cuslea your store with his new gun, tomer leaves plus an optic and a couple of boxes of ammunition. And gun-cleaning products? Not likely, says Will Sawicki, sales director for Ventco–Shooter’s Choice. In his experience, most retailers don’t even mention gun-cleaning products. That’s a big mistake, as these products usually have a hefty profit margin. “Your customer just laid out $500 to $1,000. He’ll certainly pay another $30 to $40 to protect that investment,” Sawicki says. EDUCATE YOUR STAFF
“Sales associates talk about what they know,” says Len Nelson, vice president of marketing for Otis Technology, a top manufacturer of gun-cleaning systems and kits. “If they’re not confident about gun cleaning, odds are they’re not going to bring it up during the sales process.” Otis addresses this with sales representatives and staff who regularly conduct instore seminars to educate employees. A page on the Shooter’s Choice website, “The Four Essential Gun Cleaning Steps,” is a great educational tool, and easy to read. For each cleaning step, specific Shooter’s Choice products are recommended. When your clerk knows a product firsthand, “customers will take his advice,” says Joe Ventimiglia, president
and owner of Shooter’s Choice. “There are gun shops that use nothing but our FP-10 to maintain store guns, and their staffs use it on their personal guns, too. Guess what? They sell a lot of FP-10!” A counter chock-full of gun-cleaning products can confuse customers, says Ventimiglia. He offers this advice: “Stock a high-end line of products, and a midand a low-end line, price-wise. Don’t try to carry every available oil and solvent— you’ll have hundreds of products, and customers with glazed expressions.” If a cleaning product hasn’t sold in a year, Ventimiglia says, move it to the bargain table. “I’ve seen stores with cleaning products that were three to four years old on the shelves,” he says. “Get rid of those items and stock products that will sell. Space is money!” ASK QUESTIONS
Sales associates need to ask about the types of shooting customers do. “Are they buying that shotgun for home defense?” Nelson says. “Or are they going to spend 30 days a year in a duck-hunting blind with it? Different uses require different cleaning and maintenance.” For example, hunters with numerous firearms are steered toward Otis Technology’s HardCore Hunter, a pullthrough cleaning system that cleans everything from .22 rimfires to 12-gauge shotguns, plus muzzleloaders. For some-
one who only hunts upland birds, Otis developed the Wingshooter Cleaning System, strictly for hunting shotguns. MAKE IT AN EVENT
“Believe it or not, in-store gun cleaning demonstrations attract crowds,” says Nelson. “Some people bring their own guns in, others show up just to watch. Customers who know how to use these products are much more likely to buy them.” Lean on your vendors for support here. Otis and Shooter’s Choice will both send staff to man these events, as well as provide POS displays, counter mats, and continuous-loop DVDs to play in-store. Keep tabs on new products and trends. Otis Technologies recently debuted the MSR System, designed for the special cleaning applications modern sporting rifles require. This product’s moving off the shelves and fast, says Nelson. Shooter’s Choice recently unveiled the Barrel Wizard, a multi-function shotgun cleaning rod that stores in the gun barrel. Customer response has been enthusiastic, says Ventimiglia, especially for the Wizard’s “paper towel grip,” which uses a folded piece of paper toweling to create a tight, clean swipe. “Savvy retailers won’t let a buyer walk away without at least mentioning cleaning products,” says Nelson. “It’s not difficult. Just ask that customer, ‘And how are you going to maintain this gun?’”
THE ALL-IMPORTANT QUESTION ● Graf & Sons, of Mexico, Missouri, bills itself as “The Reloading Authority,” and just how much reloading—and shooting—their customers do guides staff in their cleaning product recommendations. “We have deer hunters who buy a
50-count box of bullets, and they’re good for the whole hunting season,” says Graf’s Jacob Nixon. “Then we get target and competitive shooters buying 500, 1,000, even 1,500 bullets at a time—and those might only last them a couple of months.”
These competitive/ target shooters often need to perform onthe-range cleaning of their firearms, so Graf & Sons will suggest handy aerosol cleaners, like Birchwood Casey’s Bore Scrubber/Cleaner, to remove copper and nitro fouling. The
heavier use of competitive firearms also accelerates wear on metal finishes. When staff ask these shooters how their bluing is holding up, these customers often leave the store with a bottle or two of PermaBlue, another Birchwood Casey product.
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GOOD STUFF
BY ROBERT SADOWSKI
Tasco Makes a Point Selling Tip The ProPoint red-dot sight is nicely designed and priced right for hunters and plinkers
R
ed-dot optics make shooting easy and fun, and the Tasco ProPoint 1x30mm PDTS133 (SRP: $172) is adaptable to many long-gun shooting scenarios. If your customer is a dedicated MSR-platform shooter, .22 rimfire plinker, turkey hunter, or slug-gun hunter, then point him in the direction of the ProPoint. Out of the box, the ProPoint adds value. Not only does it weigh under 6 ounces, it is also only 5.4 inches long. As a lightweight, compact package, it works well as a closeto medium-range optic on a flat-top MSR. I topped a Stag Arms AR-15 Model 7 in 6.8 SPC with the ProPoint using the included rings and hex wrench. The rings provided with the ProPoint sight were just the right height for use on this platform. The ring placement on the ProPoint and the Picatinny rail allowed me to customize the mount. Your customer will be able to mount it just about anywhere he pleases. There is no magnification, and field of view is 60 yards at 100 yards. Parallax is set at 50 yards. I could easily keep both eyes open when aiming the sight’s 4 MOA red dot, which can be illuminated to numerous intensity levels. Three rubber buttons are located on the left side of the sight. One button activates the red dot, and the other two change its intensity. Many low-
price red-dot sights use a rheostat knob to control illumination; in my experience, such knobs require more movement, which can be a detriment when a tom is strutting to your decoy. Some knobs also hold the battery, and when turned the battery cap can come loose and fall off—a disaster if you’re perched in a treestand. As a further test, I placed the ProPoint in a freezer for 15 minutes, then dunked it in a sink of warm water for another 15 minutes, to simulate adverse weather conditions in winter and spring hunts. I left the turret and battery compartment caps on since they each sport a rubber gasket to keep the environment out of the electronics. I saw no difference after the freeze and soak tests. Flip-open lens caps are included, and they can be invaluable on a hunt when Mother Nature is being inhospitable. The ProPoint was bore-sighted prior to use on the range. The windage and elevation turrets are hidden under screw-down
The Tasco ProPoint comes with flip-up lens covers and rings. With other red-dot optics, your customers will be shelling out more money for what Tasco provides in one package. (And, yes, the battery is included.)
caps. The ProPoint’s turret caps and battery compartment cap are all connected via lanyards, so if you fumble with a cap, there is less chance it will become lost. Red-dot sights are meant to be zeroed to a specific distance, then left alone, but I did try to shoot the box—four clicks right, four clicks down, four clicks left, four clicks up. In doing so, I found my holes on the target formed more of a rhombus than a square or rectangle. But red-dots are meant for close, fast shooting, and that’s what I did on some Zombie Industries targets. At 25 yards, I fired head shots as fast as I could and was able to hold back the zombie horde. I repeated the drill at 100 yards, and left the range confident that my delectable brains would remain safe. Finally, the price is right. ProPoints list for $172, but the street price is more like $100—a steal for a rugged, lightweight reddot sight suitable for plinkers and hunters. (800-423-3537; tasco.com)
Customers will be able to mount Tasco’s ProPoint red-dot sight just about anywhere they care to.
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MADE IN THE USA
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W H AT ’ S S E L L I N G W H E R E
West
Sporting IDLarry’s Goods, Nampa
Located in suburban Boise, this retailer stocks more than 300 guns, while keeping a mix of fishing and hunting gear as well as reloading supplies. Bolt-action sales have risen steadily over the last three years. “MSRs are just starting to take a foothold in our area. For our store, the traditional bolt gun is still king,” says counterman Nick Wilton. Browning X-Bolts and Savage Model 10s in .30/06 top the list, but several Ruger M77s in .270 are also seeing turns. MSRs are slowly gaining speed; here DPMS and Smith M&Ps in .223 sell to a mix of homedefense and varmint shooters. Springfield XDMs in .45 top the handgun traffic. Ruger SR9s and Hi-Points are also popular. Ammo stocks are good, but .223 and 9mm are getting harder to inventory.
B Y P E T E R B . M AT H I E S E N
Cascade Loan WA & Sporting Goods, Auburn
Located between Seattle and Tacoma, this suburban retailer sells handguns, long guns, and MSRs in addition to tools, gold, jewelry, and sporting goods. Focusing on used guns, Cascade only buys new firearms for special orders. Bolt guns are hot, and there’s a high demand for Browning A-Bolts and stainless Remington 700s in .30/06. Other rifle sales include Marlin lever-actions in .45/70 and Bushmaster MSRs. “Our used-gun business is where we make the most profit, so in the last few years we’ve moved heavily into used rifles and handguns,” says counter salesman Mike Mace. Kel-Tecs in 9mm are the mostasked-for handgun; SIG P266s are a close second. This retailer also
Midwest Shooting ILHP Center, McHenry
This suburban Chicago indoor range has seven lanes and specializes in handguns, keeping an average inventory of 150 guns. Long guns and shotguns are slow, but handgun sales continue to move up the ladder. “The election has been improving our handgun sales. Our clientele are working-class shooters who are showing a great deal of concern,” says owner Bill Preskar. Top-selling handguns are Springfield XDs and XDMs in 9mm and .40. Additional regular sellers include Ruger SR22s (when available) and Taurus PT92s. 1911s from Kimber, Ruger, and Springfield are on back order. All things .22 have gained in popularity lately; Smith 15-22s have been especially hot this year, in addition to traditional standbys like the Ruger 10/22.
WoodWIHunting land Co., Monroe
Twenty miles south of Madison, this archery and gun shop keeps 200 guns on hand while serving handgun and hunting gun owners. The Ruger 10/22 is the hottest-selling rifle of the summer here. MSRs and bolt-actions have been slow turners. “Guns in .22 see lots of demand in the late summer,” says counter salesman Joel Pederson. “I just wish we could get more.” Handguns are up from this time last year. Ruger Mark IIIs occupy the high spot, and LC9s have been especially hot. Taurus 709s have also seen more traffic. The store reports a good stock of ammo.
Target MO Masters, Columbia
A staple in this Midwestern college
reported that handgun ammo inventories are slightly better than last year.
in Arms, CAUp Fillmore
With 3,000 square feet, this retailer sits between Ventura and Simi Valley, near Highway 126. “We depend on handguns for the lion’s share of our business, and now that manufacturers are complying with California-compliant legislation, they have helped us improve our business,” says owner Ed Edison. SIGs (P2022 and P250 in 9mm and .40) hold the top slots; the Beretta PX4 Storm .40 is also turning well. Shotguns are just starting to move, led by Remington 870 Wingmasters and 12-gauge Beretta 686 over/unders. Henry H001 leveraction .22s are filling demand while Ruger 10/22s remain unavailable.
town for more than 21 years, this shop has a 25-yard, 10-lane range. Election fever continues to push up this store’s numbers. The .380 (especially SIG P238s and Smith J-frames) format is hot right now. Kimbers are in demand, as are Desert Eagle 1911s. Sales of sporting bolt-actions have dwindled at this store because of big-box pricing. “We have just about abandoned bolt sporting rifles. It just doesn’t make sense for us to compete with Bass Pro and Cabela’s,” says counter salesman Jim Hill. On the other hand, MSR sales are especially brisk. Bushmaster and DPMS hold the top spots, although custom rifles like the Skull model from Black Rain are selling briskly. Ammo stock is adequate, but Target Masters continually seeks new vendors to keep volume steady.
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W H AT ’ S S E L L I N G W H E R E
East
Hart’s NY Trading Post, Ballston Spa
With nearly 800 guns in stock, this small-town store also offers such special items as western Victorian clothing and Cowboy Action accessories. It even hosts weddings. The handgun counter this August is all about concealed-carry pistols; Ruger LC9s and LCPs hold the top spots. Other fast movers include bolt-actions from Savage, including the Classic in .308, and surplus Springfield M1As in .308. Sales of MSRs have slowed from last year, and the store is sitting on inventories of Stag, DPMS, and Smith M&Ps. Ammo stocks for .223 are good, but prices are rising. “MSR sales haven’t been what we expected, but all it will take is a rise in the polls for President Obama and they’ll pick up,” says owner Bill Hart.
South
Country GA Sportsman, Rome
This general hook-and-bullet retailer stocks its 2,000 square feet with more than 500 firearms, bows, and fishing supplies. Rifle sales are just starting to tick upward. Thompson/ Center Ventures lead the pack; Remington 700 BDLs in .308 and .270 are in second place. MSR sales are up from last year, and Palmetto Arms holds the top spot. ”We’ve moved a lot of business to a small custom gunmaker in South Carolina; it makes a great product and our customers feel they’re getting special treatment,” says counter salesman Bryan Freeman. Handguns continue to inch farther ahead of last year’s numbers. SIG P226s and P2022s in 9mm and .40 are doing especially well. Glock is also selling strongly, primarily in .40.
Parro’s VT Gun Shop, Waterbury
This shop stocks 800 guns in 4,000 square feet while keeping eight employees busy. August here means hunting guns, and Parro’s hosts “Ruger Day” as a fall promotion. “We are so fortunate to have a wealth of knowledge from the local Ruger staff. Our customers flock into the store for one Saturday in August to meet them, and buy Rugers,” says owner Henry Parro. Given that kind of support it should come as no surprise that rifles are in the top spot, led by the new Ruger American in .30/06, with the Savage Apex in .270 running a close second. Several Bushmaster 16M4s are also seeing turns. At the handgun counter, Glock is king in 9mm, .40, and .45. Ruger SR9s are trailing just behind.
The upcoming dove season has brought a run on 12- and 20-gauge Benelli Vincis and Beretta Extremas.
TX
Jack of Pawns, Longview
Located in east Texas near the Louisiana border, this storefront carries one of the state’s largest selections of reloading supplies. Rifles are on the upswing, with Browning X-Bolts and Remington 700 SPSs selling evenly in .308 and .243. As for MSRs, Bushmaster and Colt top the list for late-summer hog hunting. “Hogs are becoming big business; I’m amazed at how many AR-10s in .308 we’ve sold for boar hunts,” says salesman Jerry Price. Glocks are especially hot this season, but Springfield XDMs are right behind. The most popular caliber choice for both is .40. Ammo stocks are getting thin, and Hornady
Although ammo stocks are strong, .223 is becoming more expensive and difficult to get. The store started stocking bulk ammo this year, and has seen impressive turns from new customers.
Gorenflo PA Gunsmithing and Gun, Erie
Just a few miles from the Lake Erie shore, this small storefront specializes in handguns, rifles, and custom bolt-action modifications. Ruger LCRs and LCPs hold the high spot at the handgun counter. Used Colt 1911s also are in demand. Marlin lever-action .30/30s and Remington 700 BDLs and CDLs in .270 and .308 are starting to move. Custom orders for long-range rifles are also on the rise. “We build a lot of 1,000-yard guns from 700 actions,” says owner Bill Gorenflo.
Zombie Max hog loads are in short supply and high demand.
ARSportsman’s Edge, Ash Flat
Located on the edge of the Ozark Mountains in central-northern Arkansas, this rural storefront keeps an inventory of 200 firearms. High demand for Ruger LCR and LCP handguns continues, with a consequent benefit to the store’s bottom line. Handgun ammo across the board is widely available. “We don’t know what’s going to happen during the election, but we will be able to meet demand,” says counter salesman Phillip Pickett. Other strong sellers include MSRs from DPMS and Bushmaster in .223. Some sporting bolt-actions are starting to move, mainly Remington 700 BDLs and a few Ruger M77s, both in 7mm.
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NEW PRODUCTS (Continued from page 56)
.223 Rem. .308 Win. 7.62x39 7.62x54R 9mm Luger 9x18 Makarov .410 Bore
.223 Rem. .308 Win. 7.62x39 7.62x54R 5.45x39 9mm Luger 9x18 Makarov .380 ACP .410 Bore 12 ga.
Silver Bear—steel case coated with a zinc plating.
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The Kimber Sapphire’s stainless steel wears a durable, bright blue PVD finish accented with fine engraving.
Kimber The new Sapphire Ultra II 9mm from the Kimber Custom Shop combines dynamic style with a host of performance-enhancing details. Thin G-10 grips and a short trigger ensure a perfect fit, even for smaller hands. Its light 9mm recoil speeds sight recovery between shots. The highly polished stainless-steel slide and small parts wear a durable, bright blue PVD finish accented with fine engraving. With a 3-inch barrel and a weight of just 25 ounces, the Sapphire is easy to carry and conceal. Edges are rounded and blended for comfort and to prevent snags. A round-heel aluminum frame with a satin silver finish, an ambidextrous thumb safety, and Tactical Wedge night sights complete the package. SRP: $1,600. (888-2434522; kimber america.com)
Bear Cutlery The newest addition to the growing line of rugBear’s new 3-inch Bold Action lockback opens with a firm push on a recessed button.
w w w. s h o o t i n g s e a r c h . c o m Go to: www.ShotBusiness.com for free info.
SHB0912_NPD.indd 54
Go to: www.ShotBusiness.com for free info.
7/17/12 12:23 PM
ged tactical/survival knives from Bear OPS is the Model AC-110-B4-T Bold Action lockback. The 3-inch blade is made of premium-quality CPM-S30V stainless steel, heat-treated to a Rockwell hardness of Rc58-60 for durability and edge-holding, and comes with either a bead-blasted coating or a non-reflective black Ti coating. There is also a choice of handle materials—G-10 with grip ridges for secure handling, or good-looking cocobolo. The Bold Action is 41/8 inches long when closed, and weighs 6 ounces. For easy carry, it has a tip-down pocket clip. SRP: $212. Like all knives from Bear, it is made in the U.S. and comes with a limited lifetime warranty. (800-844-3034; bearandsoncutlery.com)
Uncle Mike’s With the growth in 3-Gun competitions, new accessories can help shooters of all experience levels improve their performance and success. The new competition belt system from Uncle Mike’s includes both an outer belt that’s MOLLE/PALS compatible, making it easy to attach a number of shooting accessories, and a padded inner belt to offset gear loads and provide extra comfort. Available from medium (32 to 36 inches) to XXL (50 to 54 inches), the belt system is compatible with the Uncle Mike’s Kydex and Reflex holsters and other competition products, such as the ITW FastMag. Uncle Mike’s new shotgun-shell speed caddy is CNC-machined from aircraft aluminum billet and finished with Type II hard-coat anodizing. The shells are secured with stainless-steel retention clips, and the caddy features a spring belt clip for easy on/off operation. The shotgun shell speed caddy holds four 2¾-inch 12-gauge shells and is compatible with all competition belts. SRP: $77.95, belt;
Uncle Mike’s new shotgun-shell speed caddy will help shooters achieve 3-Gun competition success.
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ENDLESS POSSIBILITIES The Portable Encapsulator bullet trap was developed for the U.S. Marines, but is now available for civilian use.
$53.95, speed caddy. (800-423-3537; unclemikes.com)
In-Range Supplies In-Range Supplies is introducing the Portable Encapsulator bullet trap, originally developed for U.S. Marine use in shoot-house training, to the consumer market. Consisting of five stacked blocks of patented Dura-Bloc ballistic rubber, it can safely capture rounds, virtually intact, with a minimum velocity of 600 fps and up to a maximum caliber of .308/ 7.62mm. The Dura-Bloc shooting surface allows for safe target shooting without the worry of ricochet, backsplatter, or airborne lead particles. Each of the DuraBloc units has been rated to accommodate up to 5,000 rounds of 7.62 NATO (.308 Win.), and can be rotated to extend the life of the unit. The Portable Encapsulator is robust, manufactured from 3/8-inch thick AR 500 steel to ensure complete ballistic integrity. The unit weighs 736 pounds and incorporates heavy-duty casters and handles for ease of movement. SRP: $1,599. DuraBloc replacements are $79 each. (877-
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423-1785; inrangesupplies.com)
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NEW PRODUCTS
Galco Gunleather
The new Double Time CCW holster is constructed of durable Kydex and features an open top for fast draw and an adjustable tension unit for security. It comes set up for inside-thewaistband carry, but also includes the hardware necessary to swiftly convert it to a highly concealable belt holster using only a flathead screwdriver. With the Double Time, the serious gun carrier gets two fast, concealable holsters in one. SRP: $69.95. (800-874-2526; galcogunleather.com) (Continued on page 54)
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THE MODEL 1911 R1.™ A LEGEND IN TOP FORM.
The only thing
more American than a Model 1911 is one made by America’s oldest gunmaker. For more than 100 years, it’s defended freedom, served justice, protected families and dominated competition. And the Model 1911 R1™ marks our proud return to one of the greatest legacies in firearms history, with the finest blend of exacting craftsmanship and out-of-box performance available today.
©2012 REMINGTON ARMS COMPANY, LLC.
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