Shooting Industry - August 2013.PDF-META

Scorching Sales Simmer
Page 8
AUGUST 2013
Bill Carter
flatoutfast
THE NEW SAVAGE FEATURING :
Sells Hunting
B.MAG THe fastest rimfire in the world.

At 3,000-FPS, the new 17 Win Super Mag is the fastest, attest-shooting rimre
Brighter Flashlight Flashlight Sales Sales
cartridge in the world. And the new Savage B.MAG was designed to deliver that blistering speed with all the accuracy of a Savage.
ENERGY VS. R ANGE

EFFECTIVE ENERGY ( F T-LBS )
400 300 200 100 0 50 100 150 200
Completely new compact rimre action with rear locking lugs and cock-onclose bolt. . Same thread-in barrel headspacing system as our centerre ries. Center-feed rotary magazine. Light, crisp AccuTrigger is useradjustable without special tools. Soft rubber butt pad. Hidden action screws.
17 WIN SUPER MAG 17 HMR 22 WMR
R ANGE (YD )
TR A JEC TORY VS. R ANGE

0
Long Guns
INCHES
Versatile
Creating Trends Inspiring Innovation
-5 -10 -15 -20 50 100 150 200
R ANGE (YD )
Dealers Only Giveaway pg. 29

www.shootingindustry.com
SAVAGEARMS.COM
Someone has to lead

Since its beginning 20 years ago, Savage Range Systems has revolutionized and led the shooting range industry. From the moment it introduced the Deceleration Chamber, which decelerates a bullet rather than smashing it, it has led the field of shooting range manufacturers. The introduction of the wet Snail Trap sytem, which encapsulates lead particles in a biodegradable aqueous solution resulting in a virtually lead-free environment, again demonstrated Savage leading the way. The Savage Air Barrier System, for dry traps, creates an air barrier using positive pressure which keeps lead particles where they belong, inside the Deceleration Chamber providing a clean and safe environment. Again, leadership. When it comes to target retrieval, Savage has led with the KMA Overhead Target Retrieval System. The KMA is the most advanced, user-friendly retrieval system ever made. Designed to provide the shooter with a controllable, smooth and easy retrieval system, KMA is a plug and play modular system that accommodates any length of range! Target lighting rides with the carrier and illuminates the target at the programmed distance. Advanced design and revolutionary engineering. Thats the Savage way... thats leadership!
Savage Range Systems

Shooting Ranges Bullet Traps Target Systems Shoot Houses
SavageRangeSystems.com
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SINCE 1955 THE INDUSTRYS BUSINESS MAGAZINE
AUGUST 2013 VOLUME 58 NUMBER 08
Features
36 40
Page 36
Selling Hunting With Bill Carter

Lots To Learn From 50 Years Of Ol Bill Sez
Greg Staunton
Brighter Flashlight Sales Versatile Long Guns
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Increased Quality Demands Greater Knowledge, Balanced Inventor Inventory Carolee Anita Boyles MSRs Remain Hot, Creating Trends, Inspiring Innovation
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Industry News 8 Scorching Firearm Sales Cool 10 Daniel Defense Donates Home To Vet 11 NSSF Promotes S.A.F.E. Summer 13 Remington Expands Ammunition Plant 16 Sports Inc. Issues Additional Rebate 19 Taurus Joins HAVA Family Of Sponsors 20 Newsmakers Columns
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Personal Defense Market

New Products, Intense Enthusiasm At NRA Show
Massad Ayoob J.K. Autry

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Mountain Khakis Survey: Yes, Pants Are Versatile
29 Dealers Only Giveaway: SCCY Handgun Package Arms And The Woman Back Blast & Other Hot Gases
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Lisa Parsons-Wraith Commander Gilmore Russ Thurman
Compact Gun Safes Are Must-Haves For Lady Shooters So, How Bad Is The Economy?
54
Industry Watch
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4 AUGUST 2013
Dealers Only Giveaway! SCCY Handgun Package Page 29
SHOOTING INDUSTRY (ISSN 0037-4148) is published monthly by Publishers Development Corporation at 12345 World Trade Dr, San Diego, CA 92128. Periodical Class Postage paid at San Diego, CA 92128, and at additional mailing offices. Subscription $25 yearly in U.S.A. Single copies $3 (except for the December SHOT SHOW issue, $25). Change of address: Four weeks notice required on all changes. Send old address as well as new. POSTMASTER: Send address changes to: SHOOTING INDUSTRY 12345 World Trade Dr, San Diego, CA 92128. PRINTING SERVICES/PREPRESS: Democrat Printing Company. CONTRIBUTORS submitting manuscripts, photographs or drawings, do so at their own risk. Material cannot be returned unless accompanied by sufficient postage. PAYMENT will be made at rates current at time of publication and will cover reproduction in any or all of the editions of SHOOTING INDUSTRY. OPINIONS expressed in bylined articles or columns are those of the author and do not necessarily reflect the views of the magazine or its staff. Copyright 2013 by Publishers' Development Corporation. All rights reserved. Reproduction or use of any portion of this magazine without written permission is prohibited.
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Our biggest challenge right now is ammo. No ammo means no guns or accessories going out the door. Im the only dealer in this county (Okanogan County, 5,200 square miles) with .22 LR ammo, so I limit purchases to 200 rounds a week. I dont see this letting up anytime soon, until Obama is out of ofce. This side of Washington state east of the Cascades is very conservative. Its those stinkin liberals on the westside that are trying to control you for your benet. Weve been able to nullify any actions taken in Olympia, but you have to stay informed. You snooze, you lose. Mike Murphy Murphys Outdoor Sporting Goods Tonasket, Wash.
Email the Editor editor@shootingindustry.com
Biggest Challenge
able slowdown in shooters and new buyers. Some dealers say spring is having an impact on consumerism, as the ads on TV, radio, etc. are all promoting as well. This new audience, that was the driving force in the buying over the last several months, is still passionate about the sport, but needs to be encouraged to reconnect. With a large inventory of guns still coming in, the demand for ammo is still the top story. The Oklahoma numbers are lower than neighboring states, and that is due to the storms that hit our area in May. Miles E. Hall H&H Shooting Sports Complex Oklahoma City, Okla.
The issue of Internet sales vs. the storefront dealer has not changed. Small shops, Noticeable Slowdown aided by strong demand for certain guns When you look at the May NICS back- and most ammunition, are in a relatively ground check data, there is a real sense good position now, but this is false security. the ammo shortage has led to a noticeLarger chains also benet from this
False Security
increase and show record earnings. These earnings are invested in new store locations and stronger Internet presence. Thats not good for the small shop. At least these chains provide a valid service to the hunting and outdoors market, plus they provide employment and pay taxes. Internet-only stores do little of the above, while avoiding local and state taxes as well. Once the demand for rearms and ammo slows down, and it will, small storeowners will once again have problems operating a protable store. As long as storeowners continue to buy from manufacturers that sell to Internetonly establishments, they are contributing to their own demise. This group should lobby that Internet sales are subjected to the same taxes as brick and mortar sales, and that rearm and ammo sales are only allowed from licensed dealers with a brick and mortar presence. Reinhard Seipp, General Manager Meopta U.S.A Inc. 9
AUGUST 2013
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Industrynews
Scorching Firearm Sales Cool
By Russ Thurman he white-hot rearm sales that hit a historically high mark in December 2012 appear to be cooling. In June, NICS conducted 872,025 (NSSF-adjusted) background checks, a modest 3 percent increase over June 2012. That is the smallest percentage of yearto-year increase in background checks since June 2010. Yet, the June number still marks the 37th straight month of increased NICS (NSSF-adjusted) background checks. In December, following the tragic Connecticut school shooting and threats of presidential-driven gun control, consumers inundated gun stores. They purchased huge numbers of rearms. NICS conducted a record-setting 2,237,731 (NSSF-adjusted) background checks in December 2012, a staggering 59 percent increase over the previous high month of December 2011. Consumers continued what seemed
Compact Gun Safes Are Must-Haves pg. 30
to be an insatiable need to buy rearms, with sales hitting record levels for January through June of this year. Even the modest 3 percent increase in June set a NICS (NSSF-adjusted) historically high mark for that month. In 13 of 20 months, beginning in November 2011, NICS conducted more than 1,000,000 background checks. The slowdown in sales is a result of the normal summer slump (calling nearly 900,000 background checks a slump seems odd) and a signicant reduction of headline-screaming cries for gun control. There are major anti-gun battles ongoing, with many more likely to come; however, consumers are not being bombarded daily with the threat of gun bans and other restrictions. In addition, its likely consumer rearm purchases have reached the saturation point of a new normal. The slowdown has caught very few in the industry off-guard, as many knew the level of consumer buying was not sustainable. Dealers have reported a leveling of
rearms sales since mid-May. Ammunition continues to be a major concern for dealers, although inventory is improving slightly. Looking beyond summer, dealers are concerned about the availability of enough ammunition to meet the needs of hunters during the crucial fall and holiday buying season. Moreover, with the huge number of rearms sold since December 2012, there is uncertainty as to whether consumer buying will reach the normal levels recorded in October and November of last year. The modest availability of ammunition has impacted range operators signicantly. It also has reduced the interest level of some consumers, especially those new to the shooting sports. Ammunition manufacturers report ongoing around-the-clock production, with numerous companies announcing major expansions. To review the latest NSSF-adjusted NICS data, visit www.nssf.org/research.
NSSF ADJUSTED: NICS Background Checks January 2010 June 2013

Year 2010 2011 2012
2013
Jan.
715,309 784,856 920,840 1,790,154
Feb.
848,036 963,746 1,266,344 1,634,309
March
861,408 990,840 1,189,344 1,501,730
April
731,955 843,484 931,660 1,185,231
May
625,763 696,947 840,412 974,457
June
602,908 679,840 846,437 872,025
July
628,125 680,258 853,355
Aug.
718,971 815,858 1,042,924
Sept.
770,310 878,345 1,007,259
Oct.
854,563 945,088 1,118,994
Nov.
945,463 1,101,076 1,525,177
Dec.
1,133,371 1,410,937 2,237,731
Totals
9,436,182 10,791,275 13,780,283 7,957,906
NSSF removes NICS purpose codes used by several states for CCW application checks and other purposes. The removal of this data provides a more accurate report of background checks conducted for the purchase of rearms. Visit www.nssf.org/research.
U.S. Customs Seize Counterfeit BLACKHAWK! Products

.S. Customs and Border Protection recently seized two shipments of counterfeit BLACKHAWK! products, including SERPA holsters, at the Port of Miami. BLACKHAWK! and CBP ofcials collaborated in the operation. We would like to extend our thanks to the U.S. Customs and Border Protection and, in particular, the vigilant ofcials at the Miami Seaport, said Chuck Buis, BLACKHAWK! brand director. We work hard to ensure our customers arent exposed to imitation BLACKHAWK! products. Buis pointed out that counterfeit products create confusion in the marketplace. In addition, original products produce American jobs and provide the quality expected of brand-name products.
Imitation products can present a very real danger to those who depend upon those products to ensure their safety, Buis said. We will continue to work with the authorities to prevent the infringement of our brand name, the counterfeiting of our products and to protect our reputation as the manufacturer of the best tactical and duty gear on the market. For more information, visit www.blackhawk.com
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8 AUGUST 2013
SUPER SLA M 3-15 x 42mm
TOUGH SHOT S . ROUGH PL ACES .

Super Slam scopes are engineered with all the latest technological advances of modern high-performance optics to set them apart from the pack: Etched-glass EBX reticle; Reset-to-zero, pull-up turrets; Side focus parallax adjustment; and the list goes on and on. If youre serious about selling high performance optics, this line of premier riescopes is specically built for you. Welcome to the latest evolution of optics. Call for dealer information 866-223-9388 weaveroptics.com
A portion of the proceeds of every Super Slam scope sold goes to benet the Rocky Mountain Elk Foundation.
Industry news
Daniel Defense Donates Home To Vet
aniel Defense presented a combat veteran, and his family, a mortgage-free home during this years NRA Annual Meetings & Exhibits. Through the Military Warriors Support Foundation, Daniel Defense learned of a soldier who was awarded three Purple Hearts. Army Sgt. First Class Jonathan David Langford sustained multiple injuries during two deployments, including a blast concussion, broken ribs, shrapnel and a traumatic brain injury. The company surprised the wounded soldier and his family at the Daniel Defense NRA exhibit booth, by announcing the gift immediately following a rie giveaway. Langford, with his family present, had been invited to draw that winning name. As attendees were asked to remain for a special announcement, Langford and his wife were told they were the recipients of a home located in the Florida town where they planned to settle after Langford leaves the Army. I am amazed by the bravery these soldiers demonstrate in the eld. We cant thank them enough for their sacrice, said Marty Daniel, Daniel Defense president and CEO. The Military Warrior Support Founda-
tion is dedicated providing hope for warriors and their families. By partnering with great, patriotic companies like Daniel Defense, we are able to put these heroes in a mortgage-free home and help them transition to a successful civilian life, said Josh Kinser of the Military Warrior Support Foundation. For more information about Daniel Defense, visit www.danieldefense.com. For more about the Military Warriors Support Foundation, visit www.militarywarriors.org.
Army Sgt. First Class Jonathan David Langford and his family celebrate receiving a mortgage-free home from Daniel Defense.
10
AUGUST 2013
NSSF Promotes S.A.F.E. Summer
SSF has launched its S.A.F.E. Summer effort, part of Project ChildSafe, to focus attention on the importance of safe rearm storage, particularly while children are home from school and are more likely to be unattended. Our primary message is that if you own a rearm, respect it and secure it, said Steve Sanetti, NSSF president and CEO. Proper storage is the number one way to help prevent rearm accidents in the home; it has an instant effect in making homes and communities safer, and saves lives. If you cant or wont accept that responsibility, we strongly urge you not to own a rearm. As part of the campaign, NSSF has pledged an additional $1 million to provide 500,000 free rearm safety kits to rearms owners throughout the U.S. The kits include educational materials and a gunlock. The S.A.F.E. acronym stands for: Secure rearms when not in use; be Aware of those around you who should not have unauthorized access to guns; Focus on your responsibility as a rearm owner and Edu-
cate yourself and others about safe rearm handling and storage. The NSSF will continue working in partnership with local law enforcement agencies throughout the nation to distribute the kits. New educational resources and materials, including an infographic designed to help rearm owners choose a safe storage option based on their lifestyle and needs, is available on the updated Project ChildSafe website: www.projectchildsafe.org. NSSF launched Project ChildSafe in 1998 (prior to 2003 the program was called Project HomeSafe). The program has provided more than 36 million free rearm safety kits to gun owners in all 50 states and ve U.S. territories. Project ChildSafe was originally supported by federal grants from the U.S. Department of Justice; since 2008, when this funding was cut, the rearms industry has solely funded the Project ChildSafe program through the members of NSSF. For more information, visit www.nssf. org.
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Industry news
Zoli North America Announces Joint Venture
oli North America has announced the formation of a new joint venture partnership with Norbert Haussmann, former president of Blaser USA. Zoli North America is the distribution, sales and marketing arm of Z Gun-branded sporting and game shotguns produced by Antonio Zoli of Gardone, Italy. The new venture, Zoli International, will be headed by Haussmann and headquartered in a new facility near San Antonio. Haussmann will direct all business activities related to import, distribution, sales and service for all Zoli rearms.
This new partnership is built on a foundation of nearly eight years of Zoli brand development in the U.S. market. Norbert Haussmans management will assure the Zoli brand continues to enjoy the growth and success our ne rearms deserve, said Stephen Lamboy, general manager. For more information about Zoli North America, visit www. zoli.it.
Court Dismisses Ammunition Lawsuit
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he U.S. District Court for the District of Columbia has dismissed a lawsuit brought by the Center for Biological Diversity (CBD) and six other anti-gun groups, demanding the Environmental Protection Agency (EPA) ban traditional ammunition containing lead components. The NSSF led a motion to dismiss the lawsuit last August. The court agreed with NSSF that EPA does not have the authority to regulate traditional ammunition under the Toxic Substances Control Act. The EPA had previously denied attempts by CBD to have the agency ban traditional ammunition, and the court had dismissed an earlier case brought by CBD seeking the same relief. According to the NSSF, traditional ammunition represents 95 percent of the U.S. market and is the staple ammunition for target shooters, hunters and law enforcement, with more than 10 billion rounds sold annually. We are gratied that the court has found this second frivolous lawsuit, which is essentially the same as the one dismissed last year, was equally without merit, said Lawrence G. Keane, NSSF senior vice president and general counsel. Keane pointed out that tens of thousands of U.S. jobs are dependent on traditional ammunition manufacturing, and wildlife conservation is funded in part by the 11 percent excise tax on ammunition sales. In addition to the NSSF, the NRA, Safari Club International and Association of Battery Recyclers intervened in the case. For more information, visit www.nssf. org/factsheets.
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12 AUGUST 2013
Sportsmans Warehouse Adds Northwest Outlets

portsmans Warehouse has acquired 10 additional storefronts in Oregon, Washington and Montana. The stores, acquired from Canadian cooperative United Farmers of Alberta and temporarily closed on March 11 for remodeling and restocking, have now reopened as Sportsmans Warehouse stores. We are very pleased to increase our presence in the Pacic Northwest market in such a signicant manner, said John Schaefer, Sportsmans Warehouse CEO. This acquisition is in line with our business plan, promoting stable growth that will benet our company, our vendors and, most importantly, our loyal customers. For more information, visit www. sportsmanswarehouse.com.
Remington Expands Ammunition Plant In Lonoke, Ark.
emington Arms Co. LLC announced an expansion of the Remington Ammunition Plant in Lonoke, Ark. The $32 million expansion, which includes the construction of a new building, is projected to be completed and operational by the second quarter of 2014. We are proud to provide job growth within communities that have supported us for so many years, while meeting the increasing global demand for superior ammunition products. This expansion reinforces our commitment to deliver the nest quality products for our customers, said Jim Grahlmann, Lonoke plant manager. The Remington Ammunition Plant was established in 1969. We continue to invest in all of our manufacturing operations, because we are committed to ensuring quality, increasing product availability and improving ontime delivery. This signicant investment in Lonoke is a testament to that commitment, said Kevin Miniard, COO of Remington. For more information, visit www.remington.com.
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CALIBER: 9mm Para / .40 S&W ACTION: Semi-auto WEIGHT: 2.03 - 2.05 lbs. LENGTH: 7.4 - 7.8 BARREL LENGTH: 3.86 - 4.25 CAPACITY: Full - 15 rds. , Compact - 10 rds. COMES W/: Two magazines Scan to watch video! RESTRICTIONS: NY; CA; DC; HI; MA; Cook County, IL or where prohibited by law Visit www.centuryarms.com for these and other model firearms, ammunition & accessories! 430 South Congress Ave. Toll Free: 1.800.527.1252 Tel: 561.265.4530 Suite 1 Dept.1308SI Delray Beach, FL 33445 Fax: 561.265.4520
AUGUST 2013
13
Industry news
NSSF Sponsors Hunting And Fishing Day
his years National Hunting and Fishing Day (NHFD) will be held on Sept. 28, and the NSSF is again one of its major sponsors. Legendary bass-angler, TV host and conservationist Bill Dance is representing sportsmen around the nation as the NHFD 2013 honorary chairman. I grew up in a small Tennessee town learning all about the outdoors. Valuable lessons learned while spending time on the water and in the woods with my granddaddy and dad shaped the core beliefs I still hold true to this day. I want my great-greatgrandkids to enjoy the type of experiences I had when I was a little one, Dance said. Dance is one of Americas 34 million hunters and anglers. Together their licenses, permits and special taxes contribute more than $4.7 million each day for wildlife, sh and habitat programs.
The National Shooting Sports Foundation gets it, said Misty Mitchell, director of conservation programs at Wonders of Wildlife, home to NFHD. Every year they are the rst to step up and voice their support for NHFD. Additional sponsors of NHFD 2013 include Ducks Unlimited, GunBroker.com, North American Fishing Club, North American Hunting Club, Realtree, Smith & Wesson and Yamaha. Companies and organizations wishing to support NHFD may contact Misty Mitchell at nhfday@wondersofwildlife.org. Visit www.nhfday.org and www.nssf.org for more information.
Kahr Provides Support With Donations

ahr Firearms Group has made donations to three organizations in an effort to address the many political challenges the rearm industry has been dealt the past few months, according to a company news release. Kahr is supporting the NRA Firearms Civil Rights Defense Fund (CRDF), the NRA Freedom Action Foundation and the NSSF PAC. Our CEO and founder, Justin Moon, feels strongly that educating society and voters regarding the history and background of the Second Amendment is crucial to the survival of our nation
as a constitutional republic. Current events, which brought on the onset of many restrictive new gun laws, do not provide a safer society, but rather they only infringe on the rights of responsible gun owners and violate the principles established by our founding fathers. The NRA and the NSSF are leading the charge in this ght for our freedoms, and Kahr Firearms Group is honored to be able to support them, said Frank Harris, Kahr Firearms Group vice president of sales and marketing. For more information, visit www.kahr.com.
14
AUGUST 2013
Glock Presents Annual Donations

lock, Inc. has donated $115,000 to the NRA and several of its organizations, along with $100,000 to the Special Operations Warrior Foundation. The company presented its NRA donations during the NRA Annual Meeting & Exhibits in May. Glock donated $50,000 to the NRA, making it the fourth consecutive year the company has given NRA that amount. The company also donated $50,000 for the fth consecutive year to the NRA Wittington Center, an educational and recreational shooting and camping facility. Additionally, Glock donated $15,000 to the NRA Wittington Center Adventure Camp, renewing a gift the company had made to the camp for 10 consecutive years. Glock also donated 30 pistols to the NRA Law Enforcement Division (LED) for the sixth consecutive year. The NRA and its related organizations continue to uphold the values of rearm education and safety. We at Glock, Inc. are delighted to contribute to the ongoing efforts of the NRA, to defend our Second Amendment right and to support the rearm industry, said Josh Dorsey, Glock Inc. vice president. Glock presented its $100,000 gift to the Special Operations Warrior Foundation during the 2013 Special Operations Forces Industry Conference held in Tampa, Fla., in May. We are tremendously grateful for the sacrice and dedication of the armed forces, and relish the opportunity to contribute to honoring the men and women on the front lines, Dorsey said. Visit www.teamglock.com.
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Industry news
Sports Inc. Issues Additional Rebate
he Sports Inc. board of directors approved an additional $672,000 in payments to its membership, via a patronage rebate for the scal year 2012. This brings the total payments made to Sports Inc. members in 2012 in the form of rebates, show incentives and deferred stock to just under $29 million, an increase of $7 million over 2011. Members also receive other advantages, such as discounts, terms and special buys. The patronage rebate portion of what we paid our members is something that has only happened three times in our history, said Todd Adams, Sports Inc. CEO. It was a nice surprise for our members to nd out that we outperformed our budget. One of our
primary objectives is to return as much of our earnings to our membership as possible. Sports Inc. is a 100 percent member-owned group, with each member owning an equal share of common stock in the company. All current members received a portion of the $672,000 Patronage Rebate in April, Adams said. For more information, visit www.sportsinc.com.
Smith & Wesson Supports Local Groups

mith & Wesson Corp. raised $35,000 for two local Massachusetts organizations through its annual Big Game Dinner earlier this year. The Pioneer Valley USO received $25,000, and $10,000 went to the Chicopee Comprehensive High School vocational scholarship fund. More than 470 guests attended the banquet, which featured a wide array of wild game appetizers and entrees. In addition to attendee ticket sales, Smith & Wesson raised funds through the sale of rafe tickets for various donated hunting and shing items. Smith & Wesson received support for this years banquet from 66 volunteers, who logged over 600 hours during three
days of preparation. Thanks to their efforts, contributions from local vendors, and the many hunters and sportsmen who provided game donations, we were able to donate needed funds for two important local organizations. On behalf of Smith & Wesson, I would like to thank everyone who participated in this years game dinner, and we look forward to continuing the tradition next year, said James Debney, S&W president and CEO. Those interested in supporting next years dinner may contact Elaine Stellato, S&W employee/community relations manager, at (413) 747-3371, email: estellato@smith-wesson.com.
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MidwayUSA Foundation Receives Donation
he MidwayUSA Foundation and Scholastic Shooting Trust has received a $680,000 donation from Pheasants Forever/Quail Forever. The gift provides $5,000 to the endowment account of each of the 136 youth shooting teams that attended the 2013 Pheasant Fest. Pheasants Forever/Quail Forever has generously partnered with our foundation as longtime participants in our Adopt-ATeam program, said Dick Leeper, MidwayUSA Foundation executive director. For more information about The MidwayUSA Foundation and Scholastic Shooting Trust, visit www.midwayusafoundation.org. For more information about Pheasants Forever/Quail Forever, visit www.pheasantsforever.com.
FNH USA Introduces Contingency Program

NH USA LLC introduces the FNH USA Contingency Program to support shooters in the various shooting sports disciplines, including 3-gun, USPSA, long-range precision and practical shotgun matches. The 2013 FNH USA Contingency Program will allow shooting sports enthusiasts competing in approved matches the opportunity to earn reward credits toward the purchase of any new FN rearm or accessory at retail value. The goal of our contingency program is to expand support of the shooting sports to the individual competitor level. This program is a wonderful outlet to get FN rearm owners involved in the shooting sports and to support those who may already be competing, said Ken Pfau, senior vice president of commercial sales. Participation is open to all shooters competing with production FN rearms and wearing the 2013 Contingency Program jersey. Reward credits will be awarded to shooters placing in the top of their division among other FNH USA Contingency Program members. To learn more about the program, or to register for approved matches, visit www. fnhusa.com/contingency or contact the program coordinator by email: contingency@fnhusa.com.
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Industry news
Ellett Brothers Opens Dallas Office
llett Brothers opened a sales ofce in Dallas, Texas, in May. Karmon Kerr, newly-appointed regional sales manager, will lead a 10-person staff, consisting of shooting and marine sales associates Were anticipating great things from our new Dallas ofce due to our top-notch, Texas-raised sales force; the support from the Ellett Brothers leadership team will provide the essential training to drive success, said Chuck Walker, United Sporting
Companies (USC) chief sales and marketing ofcer. USC has two subsidiaries, Ellett Brothers and Jerrys Sport Center, with facilities in Connecticut, Kansas, Nevada, Ohio, Pennsylvania and South Carolina. USC serves over 30,000 independent retail customers and maintains a product selection of more than 85,000 SKUs. For more information, visit www.ellettbrothers.com and www.jerryssportscenter.com.
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he National Association of Sporting Goods Wholesalers (NASGW) recently donated $30,000 to the NSSF in support of its Project ChildSafe rearms safety education program. It is NASGWs privilege to join other industry partners in helping NSSF support this very important initiative, said Kent Williams, NASGW chairman. We encourage all of our members to become involved as well. NSSF has taken a critical role in providing this valuable information and tools to educate youth in the proper safety and use of rearms. Project ChildSafe reminds gun owners to safely handle and securely store their rearms in order to make certain that they are not casually accessible to any unauthorized person including: children, atrisk individuals and persons legally prohibited from possessing a rearm. Additionally, NASGW has donated $20,000 to Honored American Veterans Aeld (HAVA), joining with other shooting sports companies and organizations that support disabled veterans and injured active-duty military in recovering their condence through active participation in outdoor sports. We are so indebted to these brave men and women, and feel honored to assist in this truly worthwhile cause. HAVA has taken a lead role in helping disabled veterans, and we are proud to add our support, Williams said. For more information, visit www. nasgw.org, www.projectchildsafe.org and www.honoredveterans.org.
18
AUGUST 2013
Taurus Joins HAVA Family Of Sponsors

onored American Veterans Aeld (HAVA) announces the addition of Taurus USA to its growing list of sponsors. Taurus is the eighth rearms manufacturer to join HAVA as a sustaining sponsor. These manufacturers join many other major industry companies in recognizing the nations wounded warriors contribution, and the industrys commitment to support these men and women. It is Taurus privilege to join our industry brethren in helping HAVA support these Americans who have sacriced so much protecting all of our freedoms, said Mark Kresser, Taurus USA CEO. We are so indebted to these heroes, and cant wait to serve their needs through HAVA nancially, and with considerable time and resources. HAVA has become the voice of our industry in helping disabled veterans, and we are proud to add our support. Adding a major rearm company like Taurus to our sponsorship program is a big plus for HAVA, as their considerable resources and passion for the cause will open new paths for us to serve the truly deserving, said Tom Taylor, HAVA chairman. In an age when our industry is being tremendously challenged, its a pleasure for the HAVA team to welcome companies, like Taurus, who still take the time to support those who have supported America so nobly. For more information, visit www.honoredveterans.org
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Newsmakers
Industrynewsmakers
Gene Lumsden, CEO of Legacy Sports, has appointed Andy McCormick as the companys new president. Lumsden previously served as both CEO and president. He continues as the companys CEO, and will work primarily on strategic initiatives, potential acquisitions, vendor/customer and banking relationships. McCormick will manage the companys day-to-day operations and will be responsible for planning and implementing its growth strategy. He has been with Legacy for nine years, and most recently was vice president of sales and marketing. McCormick formerly worked at Turners Outdoorsman, a 15-store retail chain in Southern California, and also served as an outdoor guide in Alaska. Given Andys experience and energy, the entire Legacy team looks forward to continued growth and success in the years ahead, said Lumsden. Additionally, Brett Kennon has been promoted to national sales manager at Legacy Sports. He is responsible for 50 sales reps, and will provide training and support for dealers across the country. Most recently, he was the companys regional manager for the East Coast.
Legacy Sports Selects President, Sales Manager
Stanley has a bachelors degree in marketing from Florida State University, Tallahassee, Fla.
Carl Zeiss Sports Optics has named Kevin Barry of Total Sales and Marketing LLC as its Sales Representative of the Year. Barton Dobbs, Zeiss Western regional sales K. Barry manager, presented the award during the companys annual sales meeting. Barry is responsible for select retailers, dealers and distributors on the West Coast. Kevin supports his dealer network with a variety of innovative sales programs and some of the best customer service in our industry, said Mike Jensen, president of Carl Zeiss Sports Optics.
Carl Zeiss Sports Optics Announces Top Sales Rep
Otis Technology has promoted Frank Devlin from commercial sales channel manager to national sales manager. He will oversee all chain and independent retail accounts, buy groups and distributors in the U.S. and Canada. Devlin joined Otis in February 2011, bringing with him over 20 years of sporting goods and consumer product sales experience.
Otis Technology Appoints Sales Manager
ArmaLite has named Greg Adamson as vice president of sales and marketing. Adamson has worked with the company as a consultant for the past two years and is a retired captain from the Bettendorf, Iowa Police Department. He is also a veteran of the United States Army, retiring as a lieutenant colonel in the military police.
ArmaLite Names VP
A. McCormick
B. Kennon
Gray Loon Marketing Group has hired Tara Stanley as project manager. She is responsible for project supervision and client service for the agencys outdoor accounts. Prior to joining Gray Loon, Stanley was the marketing and design manager for Venuworks. She also has held sales and marketing posts with the NBAs Orlando Magic.
T. Stanley 20 AUGUST 2013
Gray Loon Marketing Group Adds Project Manager
Benelli USA, Federal Premium Ammunition and Champion Traps and Targets join the rest of the outdoor industry in mourning the loss of Tom Knapp. The world famous exhibition shooter dazzled audi- T. Knapp ences with live shows in countries all over the globe. Knapp passed away April 26 at the age of 62. We consider ourselves really fortunate for having had Toms shooting abilities, experience and extraordinary talent representing Benelli. His performances showcased our shotguns in exciting ways that proved they could handle any extreme shooting challenge that Tom put them through, said Steve Otway, former Benelli USA general manager. Toms uncanny shooting ability and stage presence were obvious to all who saw him perform. Our hearts go out to his wife, Colleen, and the rest of their family. Tom was an exceptional steward of the shooting sports and an amazing performer. We will all miss him dearly, said Kyle Tengwall, Federal Premium vice president.
Benelli USA, Federal Premium Remember Tom Knapp
Steiner announces the creation of a new sales and marketing team. Ross Gilsrud is the channel manager for Hunting & Shooting. He is responsible for managing sales to independent dealers across the U.S. He most recently was with Yakima Products. Michael Miller is the channel manager for Specialty Retail. He is responsible for sales to electronic, photo and online retailers. With over 30 years of experience, he recently owned an independent rep group. Chris Aruta is the channel manager for Marine, and will manage sales in both fresh and saltwater markets. He previously was an independent sales representative for Great Lakes Marine Marketing. Matthew Joyner is the director of business development for Government/LE. In addition, he will be involved in generating new business through government tenders and contracts. He has over 10 years of experience in sales and business development. Current Steiner sales manager Martin Noller has been promoted to Steiner channel manager. Dennis Phillips, who previously handled marketing for both Burris and Steiner, will focus on Steiner, with responsibility for all advertising, collateral development, trade promotions, public relations, social media and web marketing. Continued on page 22
Steiner Assembles Marketing Team
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Industrynewsmakers
The American Custom Gunmakers Guild (ACGG) recently recognized Frank Brownell, Brownells chairman, with an Honorary Life Membership in the guild for his dedication and support of custom gunmakers. Brownell is the rst and only non-craftsman to receive the award. Franks support for the custom gunmaker, the trade and the ACGG has been
Continued from page 20 unwavering for years, said the president of the ACGG, Michael Ullman. He isnt just concerned about giving his time to the gunmakers who have already made a name for themselves, but hes known for freely giving of his time to help out the aspiring gunmaker. ment of David Langston as the new vice president of sales and marketing. Langston will direct and manage all sales and marketing strategies, functions, policies, objectives and initiatives. Langston most recently was the director of sales and marketing at Hunter Safety System. Prior to that, he was the director of sales and marketing for Muzzy Products Corp. We fully expect that his unique skill set and thorough understanding of the market will enable CanCooker to excel in delivering the best outdoor cooking products and total satisfaction to our customers at both the business and consumer levels, said Seth McGinn, CanCooker president.
American Custom Gunmakers Guild Honors Frank Brownell
CanCooker Appoints VP
CanCooker announces the appoint-
Joe Houser is Viridians new sales and marketing director. Houser is responsible for all sales and marketing, including managing sales channels, developing and executing marketing and advertising J. Houser strategies and working closely with Viridians research and development department on new products. Houser brings almost 20 years of sales and marketing experience to Viridian. Most recently, he was sales manager for Shooting Sports Retailer magazine with Grand View Media Group. Houser is an active USPSA/IDPA/3gun competitive shooter, NRA Certied Instructor and defensive pistol instructor. Houser holds a bachelors degree in organizational management and communication from Concordia University in St. Paul, Minn.
Viridian Introduces Director
Range Systems has hired Brad Ross as its new brand manager. In his new role, Ross will focus on restructuring the companys e-commerce platform to create a user-friendly system. He will also work with the R&D department in the development of new and improved products that will address the needs of customers. Brads extensive experience in the supply/consumable goods market makes him a strong t for our team, said Charlie Baker, Range Systems president and CEO. 9
22 AUGUST 2013
Range Systems Hires Brand Manager
THE RUGER 4R PROGRAM IS I S BACK

While our industry is seeing a boom in sales and rearms interest, we believe that it is extremely important to continue to reward those who are doing all of the hard work at the retail counter you and your sales professionals. This years program will ensure that those working hardest to sell new Ruger rearms from August 1, 2013 through October 31, 2013 receive a potential extra benet for their work.
1 Sign-Up Visit the Ruger Rapid Retail Rewards Program SM website
at www.rugerpromo.com and click on the Sign-Up navigation item. You will be stepped through a simple registration process.
Do what you do best sell Ruger !
2 Sell Ruger Firearms Do what you do best sell Ruger!

With every new Ruger rearm sold between August 1, 2013 and October 31, 2013, you will earn 4R Program points redeemable . for FREE Ruger rearms*
Program Starts: August 1, 2013 Program Ends: October 31, 2013 Redeem By: November 15, 2013
3 Enter Your Sales Visit the Get Rewarded page of the 4R

Program website. Track your sales online or download the Sales Tracking Form to record your sales as you move closer to a FREE Ruger rearm!
4 Get Rewarded! Once you have accumulated enough 4R

Program points, you can redeem them for FREE Ruger rearms!
R U G E R - P R O V I D I N G T H E B E S T T O Y O U R C U S T O M E R S!
* Rules and Regulations:
Ruger Rapid Retail Rewards ProgramSM points have no cash value and must be redeemed on or before November 15, 2013. Void where prohibited by law. Offer is good only in the United States and for sales of new Ruger rearms. All rearms sales and free rearms transfers must comply with applicable local, state and federal laws and regulations. Earned Ruger Rapid Retail Rewards ProgramSM points are subject to verication before redemption. For complete Rules and Regulations, please visit the Ruger Rapid Retail Rewards ProgramSM website at www.rugerpromo.com.
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2013 STURM, RUGER & CO., INC.
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Defense
Personal Defense Market
New Products, Intense Enthusiasm At NRA Show
Massad Ayoob
he NRA annual gathering is seen as a national meeting by most of its members, but industry people often refer it to as the NRA Show. The events acres of display tables make it the second largest gun show in America. The biggest, of course, is the SHOT Show, where the focus is on members of the industry. This April, more than 86,000 everyday gun buyers attended the NRA Show; an important reason for the large turnout was the chance to see all the guns and related products on display. A record turnout it was: roughly 12,000 more than the previous largest NRA bash in the organizations 142 years. As always, the show is a great test lab for what buyers are looking for and what they hope to actually purchase. At this writing, guns are starting to come through the pipeline again, though most manufacturers are still hugely backordered. Ammunition, on the other hand, is disappearing from dealers shelves almost as soon as it arrives. Thats not just a local perspective, either. The NRA Annual Meeting was the nal week of a ve-week coast-to-coast tour I conducted that resulted in the same conclusion: The ammo shortage is severe everywhere.
Berettas latest handgun, the Pico .380 ACP, can be modified to .32 ACP with a simple barrel replacement.
The SHOT Show, of course, is the hot spot for each years new gun introductions. That said, the NRA conclave is a handy midyear point for introducing rearms. There were denitely some potential best sellers debuting in Houston, Texas this year. From Beretta comes the ultra-thin Pico. A micro .380, the Pico is designed to compete with the wildly popular Ruger LCP and Kel-Tec P3AT. The sights are unusually good for this type of pistol. With a slide that locks open on the last shot, a manageable slide-lock/slide-release lever and a low-prole Walther-style
New Defense Guns
magazine release, the Pico is readily convertible from .380 to .32 ACP. The latter feature may appeal to those who are especially recoil sensitive, while the interchangeable calibers will resonate with folks who found .380 ammo unobtainable during the ammo shortage, but could occasionally spot a box of .32 ACP on otherwise bare shelves. Price point is around $400, and I look for it to be a strong seller. Many of your customers are clamoring for the cool, radical, little Kel-Tec KSG shotgun regardless of how nearly impossible they are to get in stock. For those who arent willing to wait for the KSG, consider the very similar UTS-15 from Turkey (www.utas-usa.com). This 12-gauge is going to get a lot of attention, if the crowds stacked around it at the NRA show were any indication. It sports a smooth pump action, a grip and safety lever that owners of modern sporting ries will be right at home with, as well as dual seven-round magazine tubes, having a total unloaded weight of 6.9 pounds.
Shooting Without Ammunition
hat ve-week tour I mentioned encompassed a week at the International Law Enforcement Educators and Trainers seminar, where it became clear cops are just as desperate for ammunition as you and your customers. This has required cops to cut back severely in live-re training. Dry-re is all well and good, but it doesnt give you the greatest am I hitting the target? feed-
back. The current situation is a natural for non-ballistic shooting. At the NRA event and law enforcement seminar, iSniper Inc. presented the iMarksman Virtual Target System, which connects to your customers personal computer and almost any training gun that emits a laser beam when the trigger is pressed. Such training guns include the dedicated laser SIRT pistol and the SIRT bolt for AR15-type ries (www.nextleveltraining.com). LaserLyte (www.laserlyte.com) offers laser cartridges for use with rearms. They include the recently introduced LTS Trigger Tyme dedicated laser training pistol, plus, LaserLyte has interactive targets designed exclusively to work with their products. Ive had good luck in testing with these items. Getting back to the iMarksman system, new software allows it to go beyond simple electronic bullseye shooting. No, its not a FATS machine or a MILO range like they have at the police academy (which almost create a virtual-reality gunght). However, iMarksman doesnt cost tens of thousands of dollars, either. Www.imarksman.com is your source for more info.
Andrey Safanyuk, iSniper Inc. president, uses a modified S&W M&P to demonstrate his companys iMarksman product.
24
AUGUST 2013
Personal Defense
Market
BLACKHAWK!s Diversion Workout Bag offers secure, discreet transport of firearms.
Gun-Related Products
un cases that dont look like gun cases can deect unwanted interest in the rearms your customer routinely transports. BLACKHAWK!, a company always looking for new dealers, now offers a neat line of non-traditional gun cases in their recently-added Diversion line. At the NRA show, BLACKHAWK!s Chuck Buis showed me backpacks designed to transport folding-stock modern sporting ries. The Diversion line looks like yuppie-wear instead of gun stuff. Yes, I know, some of your customers would rather be seen as gun guys than yuppies. Still, theres a huge market for low-prole stuff that doesnt ag the gun owner as a target for theft. BLACKHAWK! even offers a gym bag that can carry multiple M4-size carbines. Check them all out at www.blackhawk.com. All those customers who crowded the NRA exhibit hall in Houston are just like your customers. People want to spend time with the things theyre enthusiastic about, so its perfectly logical that gun enthusi-
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asts want to spend time with their guns. When they cant nd ammo to shoot or primers to feed their reloading machines, their thoughts turn to other applications for their interest and other products to buy. More sophisticated cleaning gear, for the enthusiast who wants to spend more time better understanding the rearms he or she owns, is a great purchase option. Otis offers a wide range of brilliant gun-cleaning products, and backs them with colorful advertising, making the line hugely popular. The companys success was evident by the large crowds that surrounded their booth at NRA. They also offer an attractive display for retailers. Check them out at www.otisgun.com. Sentry Solutions also drew large numbers to their booth, based on their reputation and free samples offer. When this rm was founded in my native state of New Hampshire in the 1980s, I was skep-
tical, at rst, of their claims. But working with Sentry Solutions products such as Smooth-Kote and Tuf-Glide made me a believer. They denitely reduced maintenance needs, in terms of cleaning and lubrication, and kept hardused guns up and running longer between clean-up sessions. You can get info from them at www.sentrysolutions.com. May of 2014 will nd the 143rd NRA Annual Meeting & Exhibits in Indianapolis, Ind. Hopefully, the ammo situation will be better by then. In the meantime, dealers who attended this years event in Houston, have solid ideas for new products to bring cash ow into their gun shops. 9
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Outdoor
Outdoor marketplace
Mountain Khakis Survey: Yes, Pants Are Versatile
new survey from Mountain Khakis reviews more than 80 percent of men default to khakis when they arent sure what to wear. Mountain Khakis, of the Freedom Group family of companies, markets their pants as The Best Damn Khakis. They liken the wardrobe choice to a Swiss Army knife, in that khakis are a versatile tool that can go anywhere with you. The survey provides evidence encouraging dealers to carry khakis as a stable in their inventory. In addition, the survey offers insight into the lighter side of mens attitudes. Khakis take men everywhere they want to go, from the boat to the boardroom, from a day of hiking to a date, from yard work to a wedding, said Jen Taylor Muhr, creative director for Mountain Khakis. More than 60 percent of men in the survey said that when it comes to pants, khakis make them feel most condent. You can sh, hunt, go to work, a date all in the same pant. They can be spruced up or laid back, just by changing the shirt or shoes, one respondent said. Almost half of those responding to the survey reported wearing khakis to a wedding. Just over 5 percent of respondents said they wore khakis to their own wedding. More than one-quarter of respondents reported owning seven or more pairs of khakis, and more than half reported owning ve or more pairs. As for commitment to their khakis, 47 percent said they have a pair of khakis older than their current relationship. Almost 45 percent have khakis that are ve years or older, and 6 percent have khakis that span more than a decade. Sixty percent of respondents said they would rather give up beer than their favorite pair of khakis. Also, in a statistic with even greater implications, almost one in three said they would rather give up their girlfriend. However, only 12 percent reported being willing to give up their dog. How do the ladies feel about men in khakis? Ninety-six percent of women said they like a guy in khakis. More than half of female respondents said a man in khakis is sexier than in jeans. The survey did not address whether women ever wear khakis. Mountain Khakis offers a wide range of khaki pants for men and, yes, women too, along with other outerwear. For more information on Mountain Khakis, visit www.mountainkhakis.com.
J.K. Autry
Khakis are not only affordable and comfortable, they look great, whether youre working in the field or going out on a date.
Parker Bows Offers Dealers Rewards

icking off its second year, Parker Bows has launched its 2013 Parker Rewards Program. The Rewards Program provides dealers an opportunity to earn a free, personal-use Parker bow or crossbow. In order to qualify for the program, dealers must be a Retail Sales Associate that sells new Parker bows or crossbows. For each crossbow or bow sold between June 1 and Nov. 30, 2013, the Sales Associate can register the sales to earn Parker Bucks that can be used for the free Parker bow or crossbow. We are enthusiastic about launching the Parker Rewards Program for a second year, said Rob Mason, president of Parker Bows. It is an excellent incentive for sales associates, and it creates a real win-win for the retailer and their employees. For selling 17 compound bows or crossbows, a Retail Sales Associate can earn enough Parker Bucks to receive a free crossbow, including the top-selling Challenger or Enforcer. For selling 10, a dealer can earn Parker Bucks for a compound bow, such as the new Eagle or the popular SideKick youth model.
26 AUGUST 2013
For more information, visit the Parker Rewards website at www.parker-rewards.com or call (540) 337-5426.
Continued on page 28
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Outdoor marketplace
MGM Drops Price On Attack Target
GM Targets continual improvements and technological advancements on its products have allowed the company to drop prices on the Attack Target by 40 percent. Originally selling for $2,499, the Attack Target is now available for $1,499. The Attack Target is designed to graphically demonstrate a threat, closing a gap of 21 feet in 1.5 seconds. Considering that law enforcement ofcers are typically required to wear a holster that will prevent a suspect from stealing his or her gun, acquiring the skill to draw and re accurately in under 1.5 seconds is critical. We would like to see this in every law enforcement agency across the United States, said Mike Gibson, president of MGM Targets. With this reduction of price, we know it will be reasonable for departments to afford. This is the best training tool for a member of law enforcement or military to understand how quick-
Continued from page 26
ly a perpetrator can close a distance of 21 feet. We hope this will allow them to recognize this threat and take their training and skills to the next level. The Attack Target is completely self-contained and requires no outside power source. It operates on a coil system that pulls the trolley down a modular track system. A trigger device allows the instructor to initiate the attack. The target can also be turned, so the target moves left to right for a shooter to practice engaging a target traveling laterally. For more information, visit www.mgmtargets.com and click Categories then Attack Target, or call 1-888-767-7371.
Vandalia Range & Armory Earns Five Star Rating

andalia Range & Armory in Vandalia, Ohio, is the latest range to receive a Five Star rating from NSSF. A Five Star rating reects a ranges excellence in all aspects of management and operations. This facility is a great example of what we look for in Five Star ranges, said Zach Snow, NSSF manager of shooting promotions. Vandalia Range & Armory offers quality customer service combined with a clean and presentable appearance that makes any visitor feel welcome the rst time they step foot in the door or on the range. Visit Vandalia Range & Armory at www. vra-ohio.com. NSSF rates ranges on appearance, management, customer
service, amenities, customer development and community relations. Visit www.nssf.org/ranges to view a list of all Four and Five Star ranges. 9
DRIVING SALES: Ongoing Programs, Rebates & Promotions

For a weekly updated listing, visit www.shootingindustry.com Consumer Promotions:
Bushnell Win a fully-loaded prize package filled with gear; $14,000 retail value including a 2013 Polaris Ranger EV Through Aug. 31 www.bushnell.com Browning Up to $100 rebate; with purchase of select firearms by members of various shooting programs Through Dec. 31 www.browning.com Federal Premium Up to $10 rebate; with purchase of qualifying Federal Premium ammunition Through Dec. 31 www.federalpremium.com Hornady Up to 500 free bullets; select reloading purchases Through Dec. 31 www.hornady.com/promotions Smith & Wesson Up to $100 rebate for active, retired and disabled military personnel; with purchase of select M&P rifles or pistols, or any revolver Through Dec. 31 www.smith-wesson.com/nationsfinest RCBS Bucks Or Bullets Rebate Purchase $50 in RCBS equipment, receive 100 Speer Bullets or $10 cash Purchase $300 in RCBS equipment, receive 500 Free Speer Bullets or $50 cash Through Dec. 31 www.rcbs.com Redfield $25 rebate; with purchase of Redfield Rebel or Renegade Binocular Through Aug. 31 www.redfield.com Winchester Ammunition Up to $100 rebate; with purchase of AA Target Loads Through Aug. 31 www.winchester.com Zeiss $100 rebate; with purchase of Victory HT or Conquest Duralyt Riflescope $50 rebate; with purchase of Conquest HD5 Riflescope $20 rebate; Terra ED Binoculars and Terra 3X Riflescope
Email your Programs, Rebates & Promotions to: editor@shootingindustry.com

SI DIGITAL
Bonus
Through Sept. 30 www.zeiss.com
Dealer Promotions:
RCBS Free shell holders; with purchase of 25 Full Length Die Sets www.premiumpartners.atk.com Savage Arms Free rifle and assorted perks; with purchase of certain rifle packages Through Nov. 30 www.savagearms.com Weaver Free Grand Slam Steel Rings; with purchase of 20 scopes Free Buck Commander BlackTrail Backpack; with purchase of laser rangefinder www.premiumpartners.atk.com
28
AUGUST 2013
WIN!
GIVEAWAY!
Dealers, enter for a chance to win a Dealer Package from SCCY Industries, Versacarry and Grizzly Targets.
DEALERS ONLY
ENTER TO WIN!
Package Valued At Over $850

SCCY Handgun Dealer Package
A gift certificate from SCCY Industries offers a Generation 2 CPX-1 or CPX-2 handgun. The Generation 2 CPX collection of DAO pistols features a 3.1-inch barrel machined from bar stock with seven lands and grooves having a 16:1-inch right-hand twist. The grip and frame are made from Zytel polymer, with ergonomic finger grooves and an integral RE-COIL CUSHION on the backstrap. The Versacarry Holster uses a unique patent-pending design that carries a firearm by the inner barrel diameter. This design allows for many concealed carry possibilities, while remaining one of the smallest carry devices in the world. The Grizzly Targets IPSC Torso Target System features a faceplate, bracket and base made from 100 percent, 3/8-inch thick galvanized steel. The faceplate is pitched at a 27-degree angle, directing bullet splatter down onto the ground to minimize ricochet and improve safety.
ENTER ONLINE
Dealers, to win the SCCY Handgun Prize Package, visit www.shootingindustry.com, click Giveaway and complete a brief, four-question survey. You will be automatically entered to win. Entries must be received before October 1, 2013.
Arms
Arms and the woman
esponsible gun ownership is the key to promoting and protecting our shooting and hunting heritage. Recent events have put even more pressure on gun owners to take extra precautions when securing their rearms. Mothers, and women who interact with children, are held to the highest standards of safety, and gun dealers are in a prime position to assist women in securing their rearms. At A&S Indoor Pistol Range in Youngwood, Pa., securing a rearm begins with education, and owner Todd Edmiston always includes a section on securing a rearm in beginning handgun courses. We show them the different designs and how both the locks and safes work. Then, after theyve decided on a rearm, we help
Lisa Parsons-Wraith
Compact Gun Safes Are Must-Haves for Lady Shooters
them choose a safe to t their needs, Edminston said. He noted while his store carries trigger locks, most manufacturers now include them with a rearm so those types of sales are minimal. Edmiston said women tend to invest in the quick-access gun safes that hold one or two rearms. The biometric safes are popular as well because of the electronic locks. Stack-On safes are in demand at A&S because, They work well for the price and they are reasonably affordable. Stack-On safes run the gamut from large reproof safes to small, quick-access safes. Your customer can choose the technology she is most comfortable with a standard electronic lock or a biometric lock that reads ngerprints. Either version is priced in the $100 to $150 range, making them an affordable option for many women. GunVault safes are a popular gun-security option at Faith Armory in Temecula, Calif. According to sales associate Whitney Barr, women like the GunVault safes because they make it easy to keep guns away from kids. GunVaults are small, safe and easy to use, Barr said. The GunVault MiniVault and NanoVault are best sellers, Barr added. The NanoVault 100 is a key-lock case made of 20-gauge steel that can be secured with an included security cable. With a MSRP of around $35, this is one of the most economical ways a woman can secure her rearm. A step up from the NanoVault is the MicroVault. This notebook style case features GunVaults No-Eyes keypad, and is available is both standard and biometric versions. The MiniVault features 16-gauge steel housing and comes in Standard, Deluxe and Biometric models. The Standard has GunVaults basic touch keypad; the Deluxe sports an interior light and motion alarm, while the Biometric can recognize up to 15 unique ngerprints. Your customer can choose the technology and level of security to best t her needs.
The MiniVault Standard from GunVault offers optimum security at an economical price point of $159.99.
Securing Firearms Is A Big Selling Point
arrying a gun securely and concealed is also an important issue for women. Many women carry their rearms in a purse holster, and it is important to them the gun be protected against unauthorized access. Purse holster companies, like Coronado Leather and Galco, have integrated locking zippers on their holster compartments to help secure rearms. These locking zippers are also a great way to thwart theft of valuables, as well as rearms. A friend of mine was carrying a large amount of cash in her purse on her way to an overseas vacation. While her purse was placed under the seat in front of her, as is required by the airlines, someone managed to steal her money. The use of a locking zipper to secure her valuables could have prevented this theft. This is an example of an additional selling point to help women justify the purchase of a quality purse holster from your store.
AUGUST 2013
Keeping a rearm safe from unauthorized access is a top priority for anyone. There has been talk of legislation that will allow a tax deduction for rearm safes, and this may make a huge impact on the demand for quality gun safes. Stocking a variety of safes with multiple options and price points will make securing a rearm a natural, and a necessary add-on sale to any rearm purchased.
Featuring a locking zipper, the Coronado Leather Hobo secures handguns and other valubles.
Continued on page 32
30
Balance of Power
Compact, Comfortable, Proven
The TAVOR, developed in close cooperation with the Israel Defense Forces and proven on the battleeld by the IDF, is now available in a semi-auto only conguration as the TAVOR SAR to US citizens for the rst time.
Extremely well balanced and ergonomic Bullpup design Long barrel accuracy with short rie comfort and convenience Completely ambidextrous and chambered in 5.56NATO Optional Conversion Kits for 9mm and 5.45x39
TAVOR SAR BALANCE the POWER Americas been waiting.
IWI US, Inc.

info@iwi.us www.iwi.us
Arms and the woman

NSSF Community Outreach
he NSSF recently revved up some programs to help dealers reach out to women. This summer, NSSF launched S.A.F.E. Summer in an effort to focus attention on the importance of safe rearm storage. They have pledged to provide 500,000 free rearm safety kits including a gunlock to rearms owners. NSSF stated, SAFE is as an acronym for: Secure your rearms when not in use, Be Aware of those around you who should not have unauthorized access to guns, Focus on your responsibility as a rearm owner and Educate yourself and others about safe rearm handling and storage. The effort is focused on providing education and tools to help gun owners take responsible action to keep their families and communities safer. The kits will be distributed throughout local law enforcement agencies, and dealers can support the program by referring their customers to www.projectchildsafe.org. The site is designed to help rearm owners choose gun storage options based on their needs and lifestyle. Dealers who participate in the NSSF First Shots program can take advantage of NSSFs and USA Shooting Teams Athlete Ambassador Program. First Shots is designed to introduce new participants to the shooting sports and the Athlete Ambassadors of First Shots will actively engage in the program through social media, appearances, blog entries, photography and interviews. Two of the athletes are lady shooters, and should provide a great deal of inspiration to budding women gun enthusiasts.
Athlete Ambassadors participating in the program will include 2012 Olympian Amanda Furrer (Spokane, Wash.) and Paralympian Eric Hollen (Colorado Springs, Colo.). In addition, 2012 National Skeet champion Jaiden Grinnell (Port Angeles, Wash.) will also serve as an inaugural First Shots Athlete Ambassador. Hosting a First Shots event is a great way to reach out to new shooters, and the participation of these acclaimed athletes is sure to make the event a success for your operation. For more information on First Shots contact Tisma Juett via email at tjuett@nssf.org. 9
Team USA Shooting member Amanda Furrer is one of three First Shots Athlete Ambassadors.
www.AmericanTactical.us
32 AUGUST 2013
800-290-0065
/AmericanTactical /user/ATIFirearms
(stock)
SUPER STOCK
Convenient storage of two magazines in stock.
Optional monopod conceals in pistol grip.
Barrel insert adapts standard or bull (target) barrels.
Reversible Picatinny rail mount conceals in forend.
Why have only stock when you can offer a racing model?
Theres stock...and then theres super stockthe TacStar Adaptive Tactical M4 Stock is the fastest way for your customers to upgrade their Ruger 10-22 from standard to a tactical racing machine in one easy, no gunsmithing, doit-yourself step. The TacStars fully adjustable buttstock ts a wide range of shooters and is equipped with two, handy storage compartments for standard Ruger magazines. In addition, the TacStar stock features a barrel insert to accept standard or .920 bull barrels, as well as a reversible rail in the forend of the stock for easy mounting of Picatinny accessories, and an optional monopod that conceals in the pistol grip for additional stability. The Adaptive Tactical M4 is available in black or a variety of camo patterns too: Legends, Muddy Girl, or Kryptek Highlander. Give your customers the option to take their reliable 10-22 into the fast lane with the TacStar M4 Adaptive Tactical Stock!
www.tacstar.com
A Lyman brand.
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So, How Bad Is The Economy?
ack in the Jurassic when I was a young patrolman workin a below Broadway beat downtown, every time the weather turned wet and cold, some of the Sidewalk Saints would approach me, applying for a stint in city jail. Three hots and a cot aint bad, Ofcer Gilmore, they would say. Might get ta see the dentist too, and I could use a couple of them Vitamin B shots. Often they would present me with some cheap article they claimed to have stolen, and confess to a theft, just so theyd have a beef to be charged with. Deputies working the night shift at the Butler County Jail in Hamilton, Ohio, were faced with the same kind of dilemma when they caught Tiffany Hurd, 36, trying to climb over the security fence to get into the calaboose. They told her to leave several times, and each time she demanded they arrest her. They got the denite impression she had nowhere else to go at least nowhere with the same benets as a stay in the GrayBar Hotel. After giving her a last warning, she spun around and began climbing the fence again. Finally, deputies gave up and arrested her for criminal trespass and disorderly conduct. She was apparently very relieved to be walked into jail.
Commander Gilmore
Illustration by Nick Petrosino
Just consider the phrase a ght broke out in the dormitory, and what kinda scene do you imagine? A dozen drunken frat boys dukin it out? Eight guys throwing punches and overturning a lamp on a nightstand? Now just add in China to the sentence. Sources in Taiyuan, an industrial city in northern China, reported a ght erupted in one dormitory building occupied mostly by young single men working at a cellphone factory. Apparently, the companys dorm oor monitors had been bullying the residents, and a couple of em nally had enough and somebody got poked in the nose. As other monitors and more employees jumped into the dog pile, the numbers quickly rose, like, to over 2,000 brawlers. The company sent about 500 security ofcers to quell the fracas, and when it appeared they were gettin their butts whupped, the police were called. They sent 5,000 cops. Kinda makes you wonder if they left a skeleton crew of maybe only 1,000 cops at the local precinct station, right? Final gures were confused, but sources said several people were arrested, 40
34 AUGUST 2013
Dorm Fight!
were reported injured, and it took police four hours to restore order. It could have been worse. Seventy-nine thousand people again, mostly young, single guys work at that one factory. That might actually qualify as a big ght in China and require more than 5,000 cops. We assume if you call an FBI eld ofce and leave an angry voicemail for an agent thats loaded with over a dozen F bombs, miscellaneous insults and an outright threat to break (the agents) #&!#! neck, you can expect a visit from the feds, right? Well, Thomas Bitter left such a message with the Bureaus San Diego ofce, and he got some attention, all right! That is, attention of the handcuffs-andcharges variety. That drew some attention from journalists, who were later kinda mystied when Bitters prosecution was quietly dropped. What, no charges for a guy who threatened an FBI agent? Newsies did some snooping, apparently running into walls of silence and blind alleys. OC Weekly suggested without revealing what they had found that Bitter had been acting as a condential
informant, and he was angry you might say Bitter was bitter because the feds were tardy in making payments to him. Hey, if you dont pay your bills, you gotta expect nasty calls! A patrol cop on the graveyard shift in Goshen, Ind., was cruising past a Krogers grocery store when he noticed rst, that the 24/7 lights were on as usual, but second, the store, which was supposed to be closed at that hour, appeared to be open. The ofcer checked it out and found the electronic door locks had apparently malfunctioned and were unlocked, leaving the market wide open for theft. He reported there were about a dozen people inside, lined up with their purchases and holding their credit or debit cards, trying to get the self-checkout register to work for them. When told the store wasnt supposed to be open and the self-checkout wouldnt work, they cheerfully put their groceries back where they belonged and left quietly. Store management later reported that not a stick of gum or a bottle of pop appeared to be missing. Thats just the way folks are here, an ofcer said. 9
A Pretty Nice Place To Live
Just Another Disgruntled Client
By Greg Staunton
Bill Carter knows a lot about hunting and the business of selling. This year, he is celebrating 50 years of Carter Country, an icon in Texas and the firearms industry.
Lots To Learn From 50 Years Of Ol Bill Sez

ts August and rearms dealers should have a clear hunting season sales strategy at least through the end of this year in place. The importance of hunting to a dealers protability is substantial. Hunting accounted for nearly 43 percent of last November and Decembers rearm and related purchases, according to Southwick Associates Hunter Survey. How much of that business will be conducted in your store this year? To provide dealers with long-learned business tips, Shooting Industry enlisted one of the countrys leading hunting experts, and seasoned business veterans, Bill Carter. The founder of Carters Country Guns & Ammo in the Houston metro area is eager to share 50 years worth of insights. Hunting is one of the main outdoor objectives in Texas, Carter said. The rst season starts in September with dove hunting. Then deer bowhunting season comes in October, followed by general rie hunting in November. What we call our peak hunting time is during school holidays, and Christmas sales are the nal jump. Carter says the upward trend in his hunting business even continues through the third or fourth week in January.
36 AUGUST 2013
We spend eight months getting ready for four months. We have to be very well prepared and make sure we have the proper amount of inventory, plus enough staff in place, he added. Today, with four thriving retail outlets, a gun range and elk and whitetail hunting ranches, Carters Country is one of the Lone Star States gems and Ol Bill remains a xture at the center. Continuing the family tradition, Carters son Billy now manages the anchor store in Spring, Texas. Earlier this year, Carters Country was honored as Rugers 2012 Retailer of the Year. The fact that Carters Country is celebrating 50 years is validation of their successful business practices, and we are proud to recognize them for their accomplishments, said Mike Fifer, Ruger president and CEO. We do several things in getting ready for hunting season. One of the rst is to have a preseason, free nancing sale in July, Carter said. We buy quite a bit of extra advertising. Weve been doing this so many years, our customers depend on it to buy some of their fall hunting needs and get ahead of the crowd. We follow
Work Your Strategy
Carters Countrys weekly print ads are packed with deals and anchored by Ol Bill Sez. Carter says his print ads attract more sales than any other form of advertising.
www.carterscountry.net
...STRAIGHT SHOOTIN SINCE 1961
that up in September with another free nance sale. We step up our advertising in newspaper, TV and radio even more. Despite reports that print readership is on a downward trend, Carter says his newspaper ads drive more sales than any other form of advertising. Ol Bill Sez is one of Carters trademarks, his shtick and it endears him to his customers. Weve been prominent in the sports section of the paper for 40 years. Believe it or not, they want to hear what Ol Bill has to say, and Ill never understand that, Carter said. During the July and September prehunting season sales, customers who make a minimum $500 purchase enjoy free nancing for 12 months. Carter says the business of his stores during these sales probably doubles. He and his team make sure they have extra hunting products inventory on hand, and they hire seasonal, part-time staff to handle the customers who crowd the stores. Even though smaller dealers may not be able to offer free nancing, there are other creative options to lessen the purchasing bite for their customers and still increase sales. One example, is a seasonal or Christmas layaway program. The main objective is to nd what works for you, and let your customers know they can count on it every year. Then promote the program through advertising print, radio, TV and Internet and in-store signage and yers.
In addition, are you utilizing your manufacturers reps to help boost your hunting sales? Bill Carter does. During these sales, we have a lot of help from the various factory representatives who come in to demonstrate their products. We get treated really well by all of our manufacturers, Carter said. Companies representing different segments of rearm-related markets want to help dealers increase their sales. Contact your sales representatives to learn how they can help you boost your hunting sales at instore special events. The September free nancing sale at Carters Country coincides with National Hunting and Fishing Day (NHFD); its an event dealers can tie into to promote the fall hunting season. The NHFD website (www.nhfday.org) has free, downloadable promotional materials and lots of helpful information. We dont take advantage of the day the way we
STAINLESS LIGHTWEIGHT AND COmPACT SEmI-AuTO RuGGED CONSTRuCTION 10 SHOT ROTARY mAG COmPLETE w/bACKPACK STYLE CARRY/G READY TO SCOPE uN bAG ...............
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OL BILL SEZ SURE HAD A REAL GOOD TIME AT LAST SUNDAYS ANNUAL COMPANY PICNIC, WHEN MY WIFE GIT TO SHAKE AND HOWDY WITHAND I OUR ASSOCIATES AND THEIR FAMILIES TO SEE OVER 160 FOLKS FROm THE bAbIES ... I WAS PROuD TO DAVE AGE 80, WHO KEEPS mE FROm bEING THE OLDEST ROOm FIREARmS mANuFACTuRERS PROVIDED GuY IN THE THEIR NEWEST mODELS FOR uS TO FuN SHOOT AND TEAm COmPETITION bETWEEN THE 4 STORES AND WAREHOu PACK SE FOLKS A RIFLE SumPTuOuS bbQ bY THE GOODE COmPANY mE HuRT mYSELF THEN SOmE OuTSTAND ALmOST mADE ING ASSOCIATES WERE PRESENTED SPECIAL AWARDS, INCLuDING TWO 30 YEAR 97 SERVICE AWARDS THEY HANDED mE A HOT mICROPHO NE AND A CAPTIVE AuDIENCE I TOLD A FEW WINDIES uNTIL CLOSING TImE I STAYED uP WAY PAST mY bEDTImE AND DAILY SuRE DID LOVE IT ... NO PLACE LIKE CARTERS COuNTRY
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When you step inside one of the four Carters Country stores, you know hunting is a major focus. Texas has always been a family hunting state, but its even more so now, Carter says.
AUGUST 2013
37
Bill Carter reaches a wide customer base via Carters Countrys very active Facebook page. Visitors to the page have a lot to chat about, including weekly deals and, of course, Ol Bill Sez.
Earlier this year, Carters Country was named the 2012 Ruger Retailer of the Year. At far right, Chris Killoy, Ruger VP of sales and marketing, presents Bisley Ruger Vaqueros to (from left) Billy Carter, Bill Carter and Tommy Zdunkewicz.
should, Carter said. It draws a lot of attention, so we need to do a lot better to promote around it. NHFD is a great way to introduce more families to hunting. Texas has always been a family hunting state, but its even more so now. And we see a lot of lady hunters. That requires us to stock special lady-friendly rearms. We try to do a good job in that area. Its always been our policy to introduce as many people as we can to our sport, and especially hunting, Carter said. Every region offers opportunities for dealers to give back to their community while supporting the nations hunting and rearm heritage. These efforts, in addition to doing the right thing, boost a rearms dealers standing in the community, and will naturally draw in more customers. We do all we can to support and promote local organizations. We donate scholarships to high school graduates who are going to pursue a career in the outdoors. We also hold youth hunts on our ranches and we host wounded warrior hunts, Carter said. Are you sponsoring local hunting workshops, utilizing one or more of your seasoned hunters staff or local experts to share their hunting and safety expertise with your customers? These workshops, when properly promoted, draw crowds and sales. A prominent hunter, Carter formerly taught such seminars. Today, he lets his younger staff do the teaching, with a special focus on hunter safety. We promote safety at every opportunity we have, Carter said. When hunting sales have been good in the past, perhaps even great, it can be tempting for dealers to fall into a comfort zone when preparing for hunting season. Even Carter says his company has stayed mostly with what has worked well for them in the past. However, as younger people come into the business, Carter sees that beginning to change. Weve been a price industry for so long. There is now a whole new generation of gun-buyers and hunters, Carter said. People are not as price-conscious now as they are quality-conscious. We are giving the consumers what they need, and thats a bunch of
38 AUGUST 2013
Believe it or not, they want to hear what Ol Bill has to say, and Ill never understand that.
Listen To Customers
calibers and gear based on quality, not price. Carter says, these new consumers, who have embraced rearm ownership and hunting in ever-increasing numbers, have created a strong business opportunity for dealers. The market is there, we just have to make the adjustment. With the Internet, customers can recognize quality and thats part of their buying decision, Carter said. Hunters also rely on social media for a lot of their information, and Carters Country maintains a very active Facebook page to stay in contact with more than 7,000 followers. As expected, his Ol Bill Sez feature is popular on Facebook, as it is on the companys website. Carters Country began promoting hunting on its Facebook page as early as Memorial Day this year. What are some of the top lessons Carter has learned in his 50 years of business? How can those help boost your hunting sales? One of the things Ive learned is not to sell merchandise you dont have and dont depend on special orders. Weve cultivated good distributor relationships over the years, and now with computers, products are only a day away. We dont depend on that, but we use it to ll the gaps, Carter said. Bottom Line: Hunting customers will nd another retail outlet if you shortchange them in inventory. However, you can be their hero with the occasional rush order. That leads to Carters second major lesson: Good customer service is vital. If you have one dissatised customer, hell tell 20 guys. If you have a bunch of happy folks, they just take it for granted. We are very service-oriented. We listen to our customers, and we train our associates, Carter said. We are blessed with some of the most wonderful associates we could have. When customers talk with a Carters Country associate and our tenure is probably some of the best in the industry they feel they are getting good advice. 9
CM
MY
CY
CMY
Editors note: Next month, well continue our visit with Bill Carter and get his advice on Equipping Your Hunting Customers.
Brighter Brighter Flashlight Flashlight Sales Sales

By J.K. Autry
The SureFire G2X Pro is the top-selling handheld flashlight at Franklin Gun Shop and Dobransky Firearms. The dual-output flashlight provides 320 lumens of maximum output.
Increased Quality Demands Greater Knowledge, Balanced Inventory
hanks to technological advancements in the ashlight industry, more companies are producing higher-quality, brighter lights with lower price tags. With more quality lights on the market, its a challenge for dealers to thoroughly evaluate the vast number of products in order to select the right inventory for their stores. Daniel Jerik is the go-to guy for tactical accessories at Franklin Gun Shop in Franklin, Tenn. He is constantly evaluating new products, and believes the rst step to serving customers in search of a quality handheld ashlight or weapon light is ensuring his bestsellers are stocked and ready to go. While it is a little tough to select inventory today, I know that SureFire is always going to be at the forefront for us, Jerik said. Theres a reason SureFire lights are used by more military units than any other light. They have a proven track record.
AUGUST 2013
While SureFire generally has a higher price point than some other lights offered at Franklin Gun Shop, the companys ashlights are consistently best sellers at the store. Thats because Jerik ensures his staff emphasizes the key selling points of SureFire products. He says its important to know and explain what sets them apart from their lower-priced counterpoints. A lot of it comes down to the quality of the particular product and the testing and research and development that goes into it, Jerik said, pointing out that knowledge is a key factor. Even if you have several leading ashlights in handheld or weapon lights, it allows you to say that this one is more expensive, but theres a reason its more expensive.
Answer Their Questions
Drew Elliott, sales manager for Dobransky Firearms in Mas-
40
Streamlights TLR series is a top seller at Franklin Gun Shop and Dobransky Firearms. For 2013, Streamlight introduces the HL models, which deliver 630 lumens of light.
sillon, Ohio, agrees that helping customers to understand the specications of each ashlight especially lights in the higher price point range is critical to making the sale. Even for the most seasoned sales staff, its difcult to keep up with the technology, Elliott said. We keep three-ring binders full of spec sheets of every product we have in the store. Its a guide to help the sales staff when theyre talking to customers. They can go to the spec sheet and look up a ashlights lumens, runtime and other features. In managing Dobranskys inventory, Elliott stocks entrylevel handheld ashlights and weapon lights to serve as his main movers. He also stocks lights that hit a higher, yet still affordable, price point for customers who are looking to purchase a top-of-the-line light. In weapon lights, our bestsellers are SureFires X300 Ultra and Streamlights TLR-1s, Elliott said. The X300 Ultra has a 500-lumen output; its really bright. We sell a lot of weapon lights to law enforcement, and the TLR-1 tends to do better because it has different features like a strobe, which is programmable. In handheld lights, the SureFire G2X Pro and 6PX Tactical, which have MSRPs of $95 and $115 respectively, are best sellers in the mid-range price point at Dobransky Firearms. Elliott also stocks Pro-Tech lights to ll the need for lower price point lights, as well as ashlights from Nebo Tools. Once the price goes up, its a harder sell unless the person
knows exactly what they want, Elliott said. Typically, someone who has done their research knows what they want. If they havent done the research, we have the spec sheets ready to an answer their questions. At Franklin Gun Shop, Jerik reports he sells more SureFire handheld and weapon lights than any other brand. Like at Dobransky Firearms, the SureFire G2X Pro is Franklins most popular handheld light. You can take that light and adapt it, Jerik said. It has dual output, so a customer can have a high setting and a low setting. You can conserve battery life, depending on what youre using it for, but you also have the option of going bright when you need it. Its also adaptable through various mounts as a weapon light. The SureFire G2X Pro is ideal for customers who know they want a SureFire light, but dont want to jump to the higher price point to purchase the X300 Ultra or a similar light. For customers specically wanting a dedicated weapon light, the X300 Ultra is easily Jeriks bestseller. Yes, in weapon lights, we sell more of the SureFire X300 Ultra by far, as well as the SureFire M300 Scout, Jerik said. Were one of the largest dealers in Northern Tennessee, with more than 6,000 guns in stock. We need to offer customers a weapon light
Versatile Weapon Lights
We need to offer customers a weapon light that ts a large number of guns.
Tactical Lights For Cops And Citizens

Smarter Chips, Flashlights on the market today, along with their increasingly Be tter Grips higher power, are important tools for those in law enforcement And Lots More Power and everyday citizens. In the May issue of American COP Magazine, retired San Diego police ofcer John Morrison looks at some of the best, brightest and newest in his article Smarter Chips, Better Grips And Lots More Power. The lumen wars rage on as manufacturers compete to squeeze the most candlepower out of the smallest package. The Tac Lights runtime races are just as competitive, with many new lights acFor Any Assignment tually delivering higher lumen counts over longer periods from T the same, unchanged power sources, Morrison writes. To read Lumen Wars, visit www.americancopmagazine. 1 com and click Digital Editions, then select the May 2013 cover. Shooting Industry Digital readers, click on the Hot Link logo. SI DIGITAL 2
he lumen wars rage on as manufacturers com- of the box, beyond established pete to squeeze the most candlepower conventional designs, shapes out of the and applications. smallest package. The runtime races are just The result is that were hip-deep as competitive, with many in new lights from delivering higher lumen counts over new lights actually increasing numbers of companies. There are the same, unchanged power sources. longer periods from cover in an article, or even in an issue. So, just too many to makers are paying more attention Even better for us, the to present some of the best, brightest and were just going newest for your in terms of improved ergonomics, to our real-world needs consideration. If you dont see your favorite greater reliability under its just harsh conditions of both weather and because we only have so much room, company here, use, and thinking out cover them so well likely later.
John Morrison
1 3
2
a third battery and the momentary and constant-on switch button facing forward! Now imagine holding the CL-43 like a pistol and Got Tactical Balls? Brite-Strikes RID3 Tactical operating the switch with your trigger Balls are no joke, and not toys. I nger, and youll get the picture. Its unusual, sure, admit I laughed out loud when I picked up the but it box labeled Tactical Balls. It concon and makes it ideal to use in concert with a handgun. points so naturally its intuitive, tained a pouch and three goofy little plastic balls with an on/off push-switch on one side The twin-tube design keeps overall length to just 4", so holding it in a saber or pistol and two white-light LEDs set in a reector protected grip encloses it in the hand with just the by a clear plastic dome on the other. lamp protruding. Then I thought about it a lot, did some practical testing as well as some practical joking and began to see their value. It weighs only 3.8 ounces, and the Cree XP-G LED develops 480 lumens with a runtime of 3.35 hours. The CL-43 is constructed The formal name is RID3: Rolling Illumination of CNC-machined 6061 aluminum with Distraction and Disorientation Device. Kel-Tecs patented nonslip pattern, and is waterproofed Theyre small, about 1.5" diameter, light, at .80 ounces each, and unevenly weighted so to one meter. Available in a theyll black hard-anodized nish, OD green or desert roll and wobble crazily when tossed into a dark tan cerakote nishes, its equipped with room or down a hallway, and stop a pocket clip and lanyard ring, and theres an optional adaptor offered for using AA bat- with their LEDs pointing upward. Billed as shock resistant, they survived me tossing teries. Lots of you will pick one up, point it, operate them repeatedly from waist and shoulder level onto hardwood, concrete and asphalt and the switch and immediately like it. List price is $140. bouncing them off walls. Theyre not blinding-bright, nor do they go bang! , but neither will they ignite combustibles and volatile fumes and they do prompt Brite-Strikes Quick Cam Roto-Loc holster adds interesting reactions by people who speed and higher security to an arent expecting them. Theyre virtually certain already ne design. If youre not already familiar to give you with Brite-Strikes high-quality, to cop-designed tactical lights, you should be. But make your entry, and may also backlight or illuminate a second or two of distraction here we want to show you their Quick Cam your opposition. You can also use them to make quick searches of dark potential Roto-Loc ashlight holster, which adds greater speed and higher security to an already ambush holes. ne design. The Roto-Loc allows you to carry and Powered by two included CR-2032 coin cells per position ball, runtime is 20 hours. A set through 360 degrees of angle, so you can go hands-freeany of their 2-cell tactical lights the pouch and three Tactical Balls lists for $60. IR Tactical Balls, used primarily for to cover suspects or illuminate searches details, then quickly adjust the angle to a secure and marking, are also available. but readily-changeable position. Instead of a snap-secured strap, the Quick Cam employs two spring-loaded curved clamps on rollers, so you can pop your light in The new TT-5 from TerraLUX offers smart controls and high power in an extremely and out faster. Its still very secure, but if you wish it to be more positively locked, just durable design. Based on years of experience reach down with thumb and forenger developing advanced lighting solusolu and raise the cam-action lock levers on either tions for industrial applications, TerraLUX has leaped side of the holster. Its even more quickly into the tactical eld. Released the disengaged by pushing straight down on the day this article wrapped, the TT-5 is the largest cam levers. Both processes, drawing and of ve new tactical handheld lights for re-holstering, and engaging/disengaging the LE, and it features excellent engineering and cam lock, are quick to learn and aided quality construction. The dual-switch tail by good design ergonomics. Our test sample worked cap, shown above, is key: the larger round button controls momentary and constant-on/ great, and so did the BTL-150-HLS 280-lumen tac light shown in the photo. The Quick off functions, with the default set to high power 650 lumens from its Cree XM-L LED. Cam Roto-Loc lists for $40. From ON, punch the triangular mode button and you cycle from high to medium
Hot Link

Sightmarks new SS2000 rechargeable is tough, bright and Momentary and constant-on are controlled Last year we evaluated Sightmarks H2000 rechargeable has excellent controls. by the protected tail cap switch. Low Triple-Duty ashlight and power, at 280 lumens, found it to be very well made and suited for high power and strobe both a blazing 2,000 all-around utility and emergency services controlled lumens are use. But with three selectable light levels plus by an easily rotated mode selection ring just strobe and SOS functions, all controlled assembly. behind the big lamp head by a series of taps on the tail cap switch, we felt The three marked tactile click positions are about operation simply had too many steps in change a 1/2" apart so accidental is unlikely, but changing mode is fast and certain. it for fast tactical work under stress. We shared Runtimes on a full charge are our ndings and suggestions with Sight- 10 hours at 280 lumens, 1 hour on 2,000 lumens mark, and by the time you read this, their new and 1.5 on strobe. SS2000 Triple Duty Flashlight, optimized At 9" long and 20.5 ounces the SS2000 has a nice for LE use, will be available. heft to it, but its agile in the hand. MSRP will be $215.99. The prototype SS2000 we tested shares the H2000s best features, from the extremely tough, waterproof, deeply textured and Type II mil-spec anodized aluminum Kel-Tecs CL-43 tactical light breaks new ground construction to its three powerful Cree T6 LEDs in ergonomics and packs peak per powered by two rechargeable Li-Ion batperformance for its size. Kel-Tec has made their bones teries. Also like its predecessor, the SS2000 is offered as a complete kit with charger, a designs. on unusual, innovative rearm Their new CL-43 ashlight continues that trend, weapon mount, an additional corded tail-cap with remote pressure switch, lanyard and tiny size and odd shape how powerful and ergonomic and youd never guess from its three colored lters: red, green and blue. The big it is. The longer tube section holds change is in the control setup. circuitry, lamp assembly and two lithium CR123 batteries. The shorter barrel section holds 26
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on a budget. Jerik plans to add the handheld and weapon lights from Inforce. The companys WML-HSP weapon light has attracted consumer attention, particularly since it is featured on the Jack Carbine, a rearm built by BCM (Bravo Company Manufacturing). Jerik has had several customers come in specically looking for the Inforce WML-HSP. The WML is a unique light in its shape and overall prole, Jerik said. The model is momentary only, so you touch it and its on, you let it go and its off. Those are great selling points for tactical usage, since you cant accidentally bump the light and turn it on. You have to put your thumb on the activation button.
that ts a large number of guns. The X300U has the different rail settings so you can easily adjust it, and its not a hassle to switch to other rearms. Jerik doesnt stock Streamlights handheld lights, because he believes theres too much crossover between the models and price points of other handheld ashlights he carries. However, he does stock Streamlight weapon lights. The Streamlight TLR-1s and TLR-2s are ideal for customers who want a handgun light, but dont want to spend a lot more to get a higher-end light, Jerik said. The TLR-1s is a good light, and its right on the money in the $130 to $140 price range. SureFire is around $275, so thats a big price difference for customers
Technology in the ashlight market will continue to evolve, which will increasingly challenge dealers. Its critical for dealers to properly stock the right balance of inventory, be knowledgeable and be ready when customers come in asking for the newest, popular product. While the frantic purchasing of rearms subsides, Jerik knows customers will always need dependable lights. Everyone went out and bought tactical rearms during the rush, but they know they still need something to help identify a threat in their home, Jerik said. Hunters need a good light when theyre out in the eld, and even farmers need a reliable light when theyre trying to deal with predators. There will always be a demand for durable ashlights. 9
Be Stocked, Be Knowledgeable, Be Ready
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Versatile
By Carolee Anita Boyles
While MSRs are hot sellers, Jason Perryman, general manager of SharpShooters USA in Roswell, Ga., says he sees a trend in customers buying rifles with wood stocks and blued finishes.
Long Guns
MSRs Remain Hot, Creating Trends, Inspiring Innovation
n todays market, virtually every type of gun sells. The popularity of the modern sporting rie (MSR) has changed what hunters and target shooters are buying, opening the door to emerging trends in long-gun sales. Earl Cupp, manager at Winchester Gallery Gun Store in Fort Worth, Texas, said his hunting clientele buys a lot of MSRs. Were seeing MSR, shotgun and .22 LR sales, he said. The number one thing people are buying is MSRs in .223, closely followed by 7.62x39. The next most-popular model everyone wants is in .300 Blackout. The store carries .300 Blackout models from Bushmaster, Colt and SIG SAUER. Cupp said his customers hunt feral hogs throughout the year, using larger-caliber MSRs. His .22 sales are very good, driven by the low price of ammunition. People use .22s for target shooting, squirrel hunting and for
44 AUGUST 2013
teaching kids to shoot, he said. At SharpShooters USA in Roswell, Ga., customers like MSRs as well as more traditional rearms. Most of our customers want a synthetic stock and a basic setup, said Jason Perryman, general manager of SharpShooters USA. Im seeing a trend away from heavier and longer-barreled ries with big magnication scopes, and seeing people buying hunting ries that are shorter and more traditional, with a 24-inch or shorter barrel and a more traditional scope, such as 3-9X power. Perryman said another prevalent trend is customers buying basic ries with wood stocks and blued nishes. The Ruger American has really done well for us, he said. Other ries Perrymans customers are buying include the Remington CDL, Remington BDL Deluxe, Winchester Model 70 and the Ruger No.1. Most people are buying .308, .30-06 or .270. I also have a few
Bushmaster offers numerous models of modern sporting rifles, including the Varminter A-TACS. For 2013, the rifle features a Magpul Original Equipment rifle stock.
Im seeing a trend away from heavier and longer-barreled ries with big magnication scopes, and seeing people buying hunting ries that are shorter and more traditional.
people buying 7mm Magnum and .300 Magnum, Perryman said. Although he does see a trend in hunters using MSRs, Perryman said those rearms are less popular in north Georgia. Were starting to see more people who are into the modern sporting rie for personal defense realize theres an application for them for hunting, he said. That trend hasnt quite caught on here in the northern part of Georgia. In south Georgia, though, theres a lot more feral hog hunting, and the MSR is a very popular platform for that type of hunting. Perrymans customers favorite rie calibers include: 6.8 SPC, .308 Arrow, .30 Remington AR, .450 Bushmaster, .458 SOCOM, .50 Beowulf and 6.5 Grendel. Perryman said MSRs lead the way in target shooting. Theyre mostly in .223, but were also seeing people buy .22 conversions to shoot .22 LR, he said. Several companies are building .22s and other caliber uppers for MSRs, which is the beauty of the platform. I think that is going to make them the mainstay for a lot of people down the road. Since many MSRs have collapsing stocks, Perryman says a customer can buy one rie and everyone in the family can shoot it by adjusting the stock to t, along with changing the caliber to suit how the shooter uses the rie. There just arent any other rearms that have the versatility that the MSR platform has, Perryman said. The versatility of MSRs has inspired improvements in traditional long guns, such as bolt-action ries, as companies respond to consumer demand. The Ruger Guide Gun is one example. We introduced our Guide Gun in calibers from .30-06 to .375 Ruger with a 20-inch stainless steel barrel, said Ken Jorgensen, director of media relations for Ruger. People seem to be looking for shorter barrels that are more maneuverable and dont snag on things when youre walking with the gun on your shoulder. The versatility of the Guide Gun has great appeal for customers. It has the adjustable butt pad system. It comes with spacers so you can change the length-of-pull, Jorgensen said. If youre hunting in hot weather and all youre wearing is a T-shirt, you can add a half-inch or an inch to the stock. Then if youre hunting in cold weather and wearing six layers of clothing, you can remove spacers from the stock and the gun still ts you. Ruger has developed a muzzle brake system that adds to the versatility of the companys Guide Gun, African and Magnum Hunter ries. The muzzle brake comes with a dynamically-matched weight, Jorgensen said. Practice with the muzzle brake. When you go hunting, to reduce noise, you can take the muzzle brake off and put the weight on. Your point of impact will not change. Todays serious hunters are looking for versatility. They want products that help them do a better job and give them options, Jorgensen said. For several years Ruger has been asking people what theyre looking for through our Voice of the Customer program, and then designing, building and delivering those products. We have a lot of new people coming into shooting, and if retailers offer products that meet their needs, while educating them about what those products do for them, theyll sell them. At SharpShooters USA, Perryman said his shotgun market is geared more to the wingshooter, mostly for dove and quail. In addition, he moves a lot of shotguns to shooters who compete in skeet and sporting clays events. Turkey hunting is not as popular with our customers, he said. Those customers who do turkey-hunt primarily use a Remington 870 or a Mossberg 590 pump-action, or a Beretta A400 semiauto, all of those in 12-gauge. We do have an occasional customer looking for a 12-gauge slug gun for deer hunting. Those customers primarily are looking to hunt out of state or on special state-regulated draw hunts. Perrymans most popular semiautos for hunting are the Beretta A400, the Benelli Super Black Eagle and the Mossberg 930. The most popular pump-actions for hunting are the Remington 870 and Mossberg 500 and 590. His most popular shotguns for competition shooters are the Beretta A400 and Benelli SuperSport in 12-gauge. Ninety percent of the shotguns we sell are 12-gauge, Perryman said.
Hunters And Competitors
Versatility Sells
One of the top sellers in competition shotguns at SharpShooters USA is Benellis SuperSport in 12-gauge. This model is the 12-gauge Vinci SuperSport ComforTech Plus.
www.shootingindustry.com AUGUST 2013 45
The Ruger American has really done well for us, says Jason Perryman. New for 2013 is a compact version of the American Rifle, which features an 18-inch barrel.
Perryman said the market for accessories is booming. Customers who purchase a gun for hunting almost always purchase an optical sight, along with a sling and a carrying case. Then they purchase some sort of maintenance equipment, whether thats a gunsmithing screwdriver set or a cleaning kit, he said. Perryman said the stores number-one seller in optics is Trijicon. Trijicon makes glow-in-the-dark sights, and also build the ACOG for the military, which now has moved into the civilian market and is very popular, Perryman said. They also have their AccuPoint line, which is a phenomenal sporting optic. Customers want to add a lot of accessories to guns, Perryman said.
Hunting Accessories
They want to mount lasers and lights, he said. The people I know who hunt feral hogs use SureFire gun-mounted lights, which are legal here in Georgia as long as they dont exceed 6 volts. Both Cupp and Perryman say selling rearms and accessories in this market is easy, but they havent lost sight of the need to educate customers and promote add-on sales. If we get to the point when we see slow sales, we get on Facebook and post information about what we have, Cupp said. We have constant phone calls asking whether we have something. I got in a case of 9mm ammo and it was almost gone in less than two hours. Perryman said SharpShooters USA puts a lot of effort into education.
Connect With Customers
We get people who are interested in Trijicon optics, but theyre on the high side and are out of some peoples price range, he said. We explain the technology and their quality, and most people see the value in the extra dollars theyll spend. Once we get them sold on the rst one, they come back and buy more of them. Perryman said the store reaches out to its customer base through social media. In May, SharpShooters USA posted information about a sale on the Mossberg 400 Tactical Persuader 12-gauge on their Facebook page. The guns quickly sold out. We put out a lot of information through social media, he said. Right now were trying to get more videos uploaded to our YouTube channel. We shoot a lot of video to inform customers about the products we offer, as well as products we dont carry. We want informed customers. 9
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CCW Breakaways
Multi-Purpose Belt
CCW Breakaways
(717) 774-2152
SI DIGITAL
The Multi-Purpose Belt has holes all of the way around the belt, enabling it to be used as an everyday belt. It has a variety of improvised functions and is able to be used as a strap or binding, an emergency tool like a tourniquet, a sling and a drag for an injured person or a temporary restraint. Belt length sizes range from 32 to 44 inches.
www.shootingindustry.com/ccw-breakaways
Hot Link
Longfowler Series 20-Gauge Shotgun

Stoeger introduces a 20-gauge model to the Longfowler Series of double-barrel shotguns. The Longfowler SxS has the appearance of a classic bird gun, embodying all the features of a traditional fowling piece. It features a 30-inch barrel with walnut stock and for-end that sports a weather-resistant, stained-oil nish.
Stoeger
Stoeger
1-800-264-4962
www.shootingindustry.com/stoeger
SI DIGITAL
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Traditions Performance Firearms

Vortek Strikerre
This patent-pending rie takes features from the Vortek series but incorporates a StrikerFire system, which has no external hammer. This allows for faster lock time, mounting the scope closer to the bore and a crisp trigger. The rie has a 28-inch barrel and weighs 6.25 pounds. www.shootingindustry.com
Traditions Performance Firearms

1-860-388-4655
SI DIGITAL
www.shootingindustry.com/traditions
Hot Link
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AUGUST 2013
Laser And Light For Beretta Pico

Teaming up with Beretta, LaserMax introduces an integrated laser and light sys system for the micro-compact Pico. The light source, electronics and power supply are encased within the dust cover area, and does not impact concealment capabilities. This fully integrated system is also available as an upgrade to the base Pico Model.
LaserMax
LaserMax
SI DIGITAL
1-800-527-3703
www.shootingindustry.com/lasermax
Hot Link
1X MP Zombie Assault Sight

The 1X MP Zombie Assault Sight from Bushnell features 1X magnication and a versatile illuminated reticle that allows shooters to quickly acquire targets in competition or at the range. It also features an illuminated T-Dot reticle with ve brightness settings, providing light transmission and reducing glare with its Amber-Bright lens coating.
Bushnell
Bushnell
(913) 752-6105
www.shootingindustry.com/bushnell
SI DIGITAL
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9600 Tactical Thigh Holster System

This system is designed for military and LE applications; it has secure weapon retention, pivoted attachment points for unhindered movement and is both comfortable and stable. It is fully modular, which allows the user to remove the holster portion or switch it out. The weapon containment component is adjustable 360 degrees for custom-tted weapon access.
HT Holsters USA
HT Holsters USA
(586) 232-3999
SI DIGITAL
www.shootingindustry.com/ht-holsters
Hot Link
Model 1100 50th Anniversary Knife

The Model 1100 50th Anniversary Knife features B grade American walnut handles, the same wood used for the iconic Model 1100 stock, with a laser-etched signature R utilizing the same checkering pattern as the Model 1100 shotguns. The 440A modied stainless steel blade features a nail pull styled after the vent rib of the Model 1100, with a laser-etched Model 1100 50th Anniversary inscription. The 50th Anniversary Knife is proudly made in the USA.
Remington
Remington
1-800-243-9700
www.shootingindustry.com/remington-arms
SI DIGITAL
Hot Link
AUGUST 2013
49
Harness the power of the world-wide-web to bring new customers to your door.
Strike Industries
SI GSR
The SI GSR is a tactical lightweight, inexpensive solution for shooters wanting to add a rear sight to their Glock. It comes with a rail to mount any sight, screws to adjust height and a back plate locking system to secure the rail and eliminate movement. There is also a separately sold ambidextrous charging handle option.
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Call Today for a Free Consultation and Online Demo Toll Free: 1-800-699-0820
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Stealth Cam
1911A1 Carbine 45acp
MSRP: $1025 Guns available through Zanders, Hicks and Big Rock Sports. We also sell dealer direct.
Comes as a complete AR15 style rie, with a 1911 style lower unit 16.25 stainless steel barrel chambered in 45acp M4 style, 6 position adjustable stock Full length picatinny mounting rail for sight attachments AR15 style adjustable front sight AR15 style carry handle with adjustable rear sight Sights are removable for mounting optics Gun is available with or without some of these accessories
SKOUT NO-GLO Camera

The SKOUT NO-GLO Camera comes with a ZX7 processor, along with Stealth Cams exclusive TRIAD Technology, which creates faster trigger speeds, increases battery life and features an easier setup. The SKOUT NO-GLO camera incorporates three technologies: video, still imagery and time lapse in one complete package. The external LCD status display lets the user quickly identify and select the modes of operation, and the camera accepts up to a 32GB memory card.
Stealth Cam
SI DIGITAL
321-636-3377
50 AUGUST 2013
IverJohnson_SI_DEC_12.indd 1
www.iverjohnsonarms.com
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Nikon
Archers Choice Laser Rangender

The Rangender uses a LCD display containing LED illumination that allows selection of the mode that contrasts best against subject and background. The screen displays the range of the farthest target among a group of measured targets. The Archers Choice also features long eye relief (18.3mm), an adjustable diopter and 6x multicoated optics.
If you think you know Global Military Gear, think again!

With these 30 new products added in 2013, GMG now gives you over 150 tactical items that let you meet the needs of even your most price-sensitive customers. They save, and you sell more.
Contact GMG today to make more sales and profit in the growing tactical market.
Nikon
1-800-645-6687
www.shootingindustry.com/nikon
SI DIGITAL
The TacTical Value leader
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TEL: 516 986-3370 EMAIL: info@gm-gear.com
Hot Link
Cyclops
Cyclops Fuse Flashlight

The Cyclops Fuse Flashlight has a bright 3-watt white LED bulb and is able to be used as a lantern with 24 bright energy-efcient white LEDs. With an ABS plastic housing, the light is equipped with a swivel handle and an integrated hook for easy use in camp. The light is powered by a 4V rechargeable sealed lead acid battery and includes a home AC charger and car 12V DC charger.
Firearms Business Insurance

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Cyclops
(309) 944-5341
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AUGUST 2013
51
Advertisers
Index Of Advertisers
Page Advertiser Advertiser Page Advertiser American Tactical Imports 32, 56 Barnes Bullets Inc. 15 Century International Arms 13 Colts Mfg. 7 Davidsons Inc. 27 Electronic Transfer International 15 Elzetta 50 EOTech 25 Falcon Industries 17 FISST 22 Galco Gunleather 11 GM-Gear 51 Grizzly Targets 12 Interstate Arms Corp. 48 Iver Johnson Arms 50 IWI US Inc. 31 Jerry Sports Center Joseph Chiarello & Co. Kahr Arms Kel-Tec Lewis Machine & Tool Lyman Products Magpul Industries Corp. MMC Armory MTM Case-Gard N82 Tactical NSSF Old Faithful Holsters Outdoor Business Network ProGrade Ammunition Rock River Arms Ruger 42 51 49 46 18 10, 33 39 2 14 12 43 55 50 5 13 23 Savage Arms Savage Range Systems Security Equipment Corp. Shooting Search SKB Cases Springeld Armory TAPCO Trijicon Inc. Versacarry Weaver Optics
Page 1 3 22 50 6 35 21 16 19 9
All advertisers are included in the all-digital edition of Shooting Industry. Visit www.shootingindustry.com to subscribe to SI Digital. Its free!
Subscribe to SI Digital. Its Free! Subscribe to SI Digital. Its Free! www.shootingindustry.com. www.shootingindustry.com.
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ACCESSORIES
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52 AUGUST 2013
Classified ads are: $2.00 per word per insertion with a 20-word minimum OR $1.50 per word per insertion for three or more issues with a 25-word minimum. No charge for CAPS. Bold words add $1.00 per word. Copy and rerun orders must be accompanied by PAYMENT IN ADVANCE. NO AGENCY OR CASH DISCOUNTS ON LISTING OR DISPLAY CLASSIFIED ADVERTISING. All ads must be received with advance payment BY NO LATER THAN THE 1st of each month. EXAMPLE: Closing for NOVEMBER issue is October 1. Ads received after closing will appear in the following issue. Please type or print clearly. PLEASE NOTE: NO PROOFS WILL BE FURNISHED. Include name, address, post office box, city, state and zip code as counted words. Abbreviations count as one word each. Mail to SHOOTING INDUSTRY CLASSIFIEDS, 12345 World Trade Dr, San Diego, California 92128. IF YOU HAVE ANY QUESTIONS REGARDING YOUR CLASSIFIED AD IN SHOOTING INDUSTRY MAGAZINE, CALL OUR SALES REPRESENTATIVE AT (858) 605-0235.
Industrywatch
Email the Editor: editor@shootingindustry.com
Young Gun Guy Is SIs Managing Editor
ade Mold is Shooting Industrys new managing editor. He brings a fresh perspective and lots of enthusiasm to our business magazine. I grew up around guns, spending hours out on the range and out plinking in the desert, Mold says. Being a young gun guy allows me to keep tabs on what younger consumers might be interested in, and I look forward to providing my own insight over time. Mold has been a part of the FMG Publications staff for over a year, primarily lming and producing videos, assisting in photography and writing news releases. This, and his rearms experience, gives him a healthy perspective concerning growing our ranks. One important thing to remember, Jade says, if a young guy or young lady stops by your store or range, introduce yourself with a friendly handshake. Thatll do wonders to welcome them to the shooting sports family and wed all benet with a little more support in our ranks. You can contact Jade via email at: jade@fmgpublications.com.
J. Mold
GMG Targets Price-Sensitive Consumers

lobal Military Gear (GMG) manufactures and distributes tactical weapon accessories for L.E. agencies, target shooters and hunters. The company reports it had unprecedented growth in 2011 and 2012. As a result, GMG recently added 18 new products to its 2013 product line, and announced it will launch its rst-ever consumer and business-to-business advertising program. To meet the demand, we recently increased the product line by 14 percent, and will be doing more than ever before to ensure price-sensitive gun enthusiasts across America know where to buy the 150 available Global Military Gear products, said Bob Pallitto, GMG sales manager. To view the new products, visit www.gm-gear.com. For more information, distributors and dealers should call: (516) 986-3370, Ext. 313.
GMG recently added 18 new products to its line of more than 150 tactical products.
SI DIGITAL
Hot Link
Mike Noell Invests In America

ike Noell, the highly successful founder and former CEO of BLACKHAWK! has launched M3 Investing in America. According to Noell, the private equity companys mission is to support new and growing companies with capital and management resources. Noell, a former U.S. Navy SEAL, started BLACKHAWK! in his garage in 1993. By 2008, under his leadership, he grew the company to a global presence. Headquartered in a 65,000-square-foot facility, the company has manufacturing operations in three states, and acquired nine companies and brands. BLACKHAWK!s vast product line is known for its quality. ATK acquired BLACKHAWK! in 2010, and Noell retired to spend time with his family. The launch of M3 Investing in America provides Noell, according to the companys launch announcement, a new pivotal role to pursue his passion, and love of developing and growing companies by providing them with productive and effective leadership skills, tools and resources to become brand leaders. We are currently pursuing any potential relationships with like-minded companies, Noell said. You can contact Noell by email at: m.noell@M3inv.com.
Mike Noell recently launched M3 Investing in America.
Airguns In Demand
eve noted numerous times in SI that airguns are gaining in popularity, far beyond the traditional rst gun for kids. This modern-day trend is evident in American Airgunner TV and its title sponsors: Umarex USA and Pyramyd Air. The shows 13-week Airgunner Challenge began on July 3. During the season, six contestants from ve states will shoot a variety of airguns in hopes of winning a $5,000 cash prize from Umarex USA. The airguns and targets will change each week, with the eld of six contestants narrowed to two over the course of the season. The shows executive producer, Justin JB Biddle promises an explosive nale like never before seen on American Airgunner. The show is available to all DISH Network and DIRECTV subscribers. American Airgunner can also be viewed online via FilmOn.com during its regularly scheduled air times: Fridays 1:30 a.m. and 8:30 p.m., and Wednesdays 4:30 p.m. (all EST). Visit www.americanairgunner.com. 9
AUGUST 2013 53
Industry watch
First-Time Gun Buyers Are A Dynamic Force
Russ Thurman
irst-time gun buyers are estabget shooting is by far the most populishing new trends and creating lar shooting activity among rst-time NSSF Report First-Time Gun Buyers a dynamic customer base for gun owners (84.3 percent), followed a study of consumers that purchased their first firearm in 2012 long-term stability in the market. These by hunting (37.7 percent) and plinking are indicators gleaned from a recently (27.4 percent). First-time gun owners National Shooting Sports Foundation released study, NSSF Report: Firstwho have participated in hunting (53.2 Time Gun Buyer. The data-packed, percent), practical pistol shooting (46.3 55-page report provides invaluable inpercent), clay-target sports (44.0 persight into this new class of gun owners cent) and gun collecting (42.4 percent) a subject many rearm dealers have said they want to increase their particitalked about since early 2012. pation in these activities. NSSF compiled the report to better According to the report, local gun understand what motivates rst-time shops were where most rst-time buygun buyers and how their rearms are ers made their purchases (43.6 perbeing used. The online research by cent), followed by mass retailers (33.6 InfoManiacs Inc. was conducted in percent). First-time gun buyers spent March and April 2013, involving conan average of $515 for their rst gun, sumers ages 22 to 65, who purchased and nearly as much for accessories their rst rearm during 2012. ($504). Nearly a quarter of rst-time NSSF reports the most important buyers bought at least one more refactors driving rst-time gun purchases arm within the rst year after their rst WWW.NSSF.ORG are: home defense (87.3 percent), selfpurchase, on average spending more defense (76.5 percent) and the desire to on the follow-up purchase. share shooting activities (73.2 percent). Theres much more data in the reSecondary factors include: self-sufciency (69.6 percent), desire port including: additional purchasing factors, rearm training, to learn to hunt (63.8 percent), involvement in shooting sports hunting activity and a detailed review of the consumers who were (60.1 percent) and before rearm is no longer available (51.7 per- included in the study. cent). Bottom line: these new buyers are forming a new and refreshWomen, in particular, are highly focused on personal defense ing customer base. and self-sufciency. The majority of rst-time buyers (60.3 perThe report is exclusive to NSSF members, and can be accent) tend to be active, using their gun once per month or more, cessed by logging in at www.nssf.org/members, and selecting with one in ve reporting usage of once a week or more. Tar- NSSF Industry Research.
Conducted for the National Shooting Sports Foundation by InfoManiacs, Inc.
Masters Marketplace: SI Bonus

dvertisers, are you taking advantage of the Masters Marketplace? In the October issue, well present complete coverage of last months Shooting Industry Masters. The section will include a new feature: MasR ters Marketplace. It provides companies an R opportunity to boost their advertising at low rates, while helping us raise more money for NSSFs First Shots program. For companies that reserve a half- or quarter-page ad in Masters Marketplace, 20 percent of the rate will go directly to First Shots. For details, see page 47. To place your ad, call your FMG Publications sales rep, or Delano Amaguin at 1-888-732-6161, email: delano@shootingindustry.com.
Heres how you can save a bundle on advertising and help build the NSSFs First Shots program to boot. The October issue of Shooting Industry will include the Masters Marketplace a special section devoted to complete coverage of the 2013 Shooting Industry Masters. If you reserve a half or quarter page ad in the Masters Marketplace section, 20 percent of the rate will go directly to First Shots.
In addition to reaching the ONLY circulation of consumer selected FFL dealers available, youll also receive special discounted advertising rates.
MASTERS MARKETPLACE
Mark NHF Day With Local Events

ealers and range operators, are you taking advantage of National Hunting and Fishing Day (NHF Day)? The annual event attracts a great deal of attention throughout the country, and it is a great opportunity for tie-in events at your store. This year, NHF Day is September 28. NHF Day is one of the programs of Wonders of Wildlife, and the organization offers a number of valuable promotional resources. The events website has downloadable posters, tips on working with the media, a press release template and more. Visit www. nhfday.org for more inSI DIGITAL formation. Hot Link Continued on page 53
SI DIGITAL
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Whats in it for you?
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You save $837 plus $240 goes to First Normal 1/2 page, full color ad rate:
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The Shooting Industry Masters has raised awareness and nearly $150,000 for the First Shots program. The hands-on education First Shots provides, safely introduces thousands of people to guns and shooting sports every year.
For more information, ad size requirements and to reserve space, contact your FMG sales representative or Delano Amaguin (888) 732-6461 delano@shootingindustry.com
Now you can help grow new shooters and potential new customers for your business regardless of your participation in the Shooting Industry Masters event. Your ad in the Masters Marketplace section will contribute to First Shots continued success and create more sales opportunities for you at less cost. Reserve your space right away.
New Customer Round-Up
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54 AUGUST 2013
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Scorching Sales Simmer

B.MAG THe fastest rimfire in the world.

Brighter Flashlight Flashlight Sales Sales

ENERGY VS. R ANGE

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TR A JEC TORY VS. R ANGE

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Dealers Only Giveaway pg. 29

Someone has to lead

Savage Range Systems

SINCE 1955 THE INDUSTRYS BUSINESS MAGAZINE

AUGUST 2013 VOLUME 58 NUMBER 08

Selling Hunting With Bill Carter

Brighter Flashlight Sales Versatile Long Guns

Personal Defense Market

Massad Ayoob J.K. Autry

Lisa Parsons-Wraith Commander Gilmore Russ Thurman

First-Time ime Gun Buyers Are A Dynamic Force

Departments 6 Letters 52 Index Of Advertisers

New Products Classifieds

Dealers Only Giveaway! SCCY Handgun Package Page 29

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Compact Gun Safes Are Must-Haves pg. 30

NSSF ADJUSTED: NICS Background Checks January 2010 June 2013

U.S. Customs Seize Counterfeit BLACKHAWK! Products

Subscribe to SI Digital. Its Free! www.shootingindustry.com.

SUPER SLA M 3-15 x 42mm

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NSSF Promotes S.A.F.E. Summer

Court Dismisses Ammunition Lawsuit

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Sportsmans Warehouse Adds Northwest Outlets

Remington Expands Ammunition Plant In Lonoke, Ark.

ZASTAVA CZ999 PISTOLS

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Kahr Provides Support With Donations

Glock Presents Annual Donations

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Smith & Wesson Supports Local Groups

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MidwayUSA Foundation Receives Donation

FNH USA Introduces Contingency Program

DESIGNED FOR THE MOST IMPORTANT PART OF THE RIFLE

NASGW Supports Project ChildSafe, HAVA Programs