SHOT Business -- April/May 2013

NSSF

VOLUME 21, NUMBER 3 APRIL/MAY 2013

Another record-setting show, as more than 62,000 attendees looked over the latest in new gear PG. 29

FIRING LINE: CVA’s Accura MR inline muzzleloader lets hunters take the long shot PG. 24

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contents

s h o t b u s i n e s s ❚ a p r i l / m ay 2 0 1 3 ❚ v o l . 2 1 , i s s u e 3

Departments 24

2 4

29

Features

cover: john hafner/windigoimages.com

29

shot show 2013 once every year, the movers and shakers of the

firearms and outdoors industry gather for a not-to-be-missed conclave loaded with product launches, business meetings, and announcements. we pack four days into 14 brimming pages.

nSSF update 15

17

firearms safety

16

‘don’t lie’ straw-purchase

nssf delivers value

16 17

summit postponed new

18 19 20

tune up your retail six formulas for firearms retail success

Pac ensures our industry isn’t outgunned

deterrent program targets border states

date for summit is june 2014

retail education seminars more in 2013

demand grows for nssf educational materials

you should Know

feet up on the desk?

news briefs Bushnell trains retailers online; winchester razorback XT hog ammo expands line; Trijicon names distributor of the year.

22

fyi retailer strategies for when inventory gets scarce

24

firing line how cva is

26

undercover shopper sniffing out

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from the nssf The nssf

editor’s note are your

extending the reach of the modern inline muzzleloader

the best hog-hunting gear in east Texas what’s selling where

good stuff hornady’s new american whitetail ammo new products

Tenzing’s new TZ Bv13 vest; Tristar arms’ hunter eX LT lightweight over/under; Bushnell’s first strike reflex reddot sight; and more

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minority outreach could maximize shooter numbers

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editor’s note

nSSf

Leading the Way

Strategic planning begins with a clean desk

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ot too long ago, I read a blog on Forbes.com by Jerry Bowyer. He had interviewed Herbert E. Meyer, who served during the Reagan administration as special assistant to the director of the Central Intelligence Agency (among other duties). Meyer has been credited as having been the first senior official to predict the fall of the Soviet Union, and his take on intelligence gathering is brilliant— and mostly outside the scope of SHOT Business.

shooting, hunting & outdoor trade

SLaton L. White, editor

Margaret M. nussey, Managing Editor David e. Petzal, Shooting Editor David Maccar, Assistant Editor Maribel Martin, Senior Administrative Assistant James a. Walsh, Art Director Judith Weber, Production Manager Contributing eDitorS

Larry Ahlman, Barbara Baird, Scott Bestul, Philip Bourjaily, Chris Christian, Christopher Cogley, David Draper, Jock Elliott, William F. Kendy, Mark Kayser, Peter B. Mathiesen, Brian McCombie, Tom Mohrhauser, Robert Sadowski, Robert F. Staeger, Peter Suciu, Wayne Van Zwoll

eriC ZinCZenko, executive Vice President aDVertiSing: 212-779-5316

But in the course of a wideranging discussion on intelligence (or the lack thereof ), Meyer offered up some fascinating comments on organizational leadership—particularly what makes a good leader—which should interest any business owner. Here are some nuggets to think about, all taken from this interview:

“The first rule of organizations is that first-rate executives hire firstrate executives. President Reagan was a first-rate executive, and he brought in a varsity team: Bill Casey at the CIA; Cap Weinberger at defense; Jeanne Kirkpatrick at U.N. And they hired first-rate executives themselves. He understood something that a lot of CEOs don’t.

To accomplish your objective, you’re going to have to work very closely with people you’re not very comfortable with and don’t want to hang out with. You don’t have to want to hang out with these people

to work closely with them. He had his own friends.

“In contrast, and I don’t want to overstate this, but the George W. Bush people were a bunch of frat boys. It was as if they thought that, ‘If I’m not comfortable with you, I don’t want you here.’ They were good guys, but they were all the same. You see this mistake in corporations all the time.

“You hire the talent and point them to the objective and get out of the way. You remember that people have different skills.

President Reagan, for example, could do things no one else could do, [such as] standing in front of the Berlin Wall and telling Gorbachev to tear it down, but he couldn’t name all 25 members of the Politburo. He probably couldn’t name all the members of his cabinet, and he saw no reason to clutter up his mind with such detail.

“He would not make any decisions that could be made by anybody else. He would only make those decisions that only he could make.

“The chief executive shouldn’t be that busy. When I see a chief executive who’s buried in paperwork at 10 o’clock every night, that guy doesn’t have a grip on it. The CEO should be sitting there with his feet up on the desk thinking, figuring out strategically what to do next.”

Got your feet up on the desk?

Maybe you should.

Slaton L. White, Editor

gregory D. gatto, Publisher Paula iwanski, National Sporting Goods Director brian Peterson, West katie Logan, Sporting Goods Sales elizabeth a. burnham, Chief Marketing Officer ingrid reslmaier, Marketing Design Director

buSineSS oPerationS

tara bisciello, Business Manager

ConSuMer Marketing

robert M. Cohn, Consumer Marketing Director raymond Ward, Senior Planning Manager barbara brooker, Fulfillment Manager

ManufaCturing

Laurel kurnides, Group Production Director Stefanie La bella, Associate Production Director

bonnier

Chairman, Jonas Bonnier Chief executive officer, Dave Freygang executive Vice President, Eric Zinczenko Chief Content officer, David Ritchie Chief financial officer, Randall Koubek Vice President, Corporate Sales, John Driscoll Chief brand Development officer, Sean Holzman Vice President, Consumer Marketing, Bruce Miller Vice President, Production, Lisa Earlywine Vice President, Corporate Communications, Dean Turcol general Counsel, Jeremy Thompson

SHOT Business (iSSN 1081-8618) is published January, February/march, april/ may, June/July, august/September, October/November and December by Bonnier Corporation, 2 park avenue, New york, Ny 10016-5695, and is the official publication of the National Shooting Sports Foundation, Flintlock ridge Office Center, 11 mile Hill road, Newtown, CT 06470 (203-426-1320). Volume 21, issue 3. Copyright © 2013 by the National Shooting Sports Foundation. all rights reserved. Editorial, circulation, production and advertising offices are located at 2 park avenue, New york, Ny 10016-5695 (212-779-5000). Free to qualified subscribers; available to non-qualified subscribers for $25 per year.

Single-copy issues are available for $5 each. Send check, payable to NSSF, to: SHOT Business, c/o NSSF, 11 mile Hill road, Newtown, CT 06470-2359. SHOT Business accepts no responsibility for unsolicited manuscripts and photographs. all correspondence should be accompanied by a stamped, selfaddressed envelope. requests for media kits and advertising information should be directed to Katy marinaro, Bonnier Corporation, 625 N. michigan ave., Ste. 1270, Chicago, il 60611. periodicals postage paid at New york, Ny, and at additional mailing offices. printed in the USa. For Customer Service and Subscription questions, such as renewals, address Changes, Email preferences, Billing and account Status, go to: shotbusiness. com/cs. you can also call 386-246-0188 or write to SHOT Business, 2 park ave., New york, Ny 10016 For editorial inquiries, write to Slaton l. White, SHOT Business, 2 park ave., New york, Ny 10016 rEpriNTS: E-mail reprints@bonniercorp.com. pOSTmaSTEr: please send address changes to SHOT Business, p.O. Box 422494, palm Coast, Fl 32142-2494.

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We’ve Got Your Back

N

National Shooting Sports Foundation®

ow is not the time to go it alone. Firearms and ammunition retailers have a friend in the business.

The National Shooting Sports Foundation is the voice of the firearms industry and has been a trusted resource for outdoor sporting goods retailers for more than 50 years.

By becoming an NSSF member, you are never alone.

Some key benefts designed specifcally for retailers include: • Deep discounts on the industry’s benchmark research that gives retailers a competitive edge • Customized programs to help retailers grow, ranging from discounts from national brands such as Federal Express® and Staples® to cost savings for services such as credit card processing, employee background checks and telecommunications offerings.

• Comprehensive materials and guidance to maintain ATF/legal compliance with everything from a 4473 overlay to a new hotline just for retailers.

• Customized services and amenities at the industry’s leading trade event, the SHOT Show® including exclusive access to the Members Lounge and Business Center.

• Programs and partnerships to help recruit new customers such as First Shots®, Hunting Heritage Partnership® and the NSSF Range Grant Program.

During this year when our industry will be challenged more than ever, your NSSF membership helps you grow your business and adds one more strong voice to the industry’s chorus. Contact Bettyjane Swann at 203-426-1320 or bswann@nssf.org.

WWW.NSSFMEMBERSHIP.COM

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e d i t e d b y d av i d m a c c a r

news briefs news

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promotions

❚

awards

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outreach

Nikon Sports Optics awards this trophy to its top sales representatives.

Hunter’s Specialties Partners with Integrity

Nikon Recognizes Top Sales Representatives

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ikon Sport Optics is proud to announce the winners of its 2013 Sales Awards. These awards are chosen by taking into consideration sales number increases, but also factor in unique aspects of a representative’s given territory and the efforts he puts forth.

Salesman of the Year is based on the best percentage of dollar increase among all of the representatives, while the Rep Group of the Year award focuses on the best increase from a group perspective.

Elite Salesmen must show an increase in sales, but are also chosen based on marketing and promotion efforts within their territories and stores.

“Nikon chooses their top reward recipients using a selection criteria way beyond sales increases,” said Randy Garrison, senior national sales & marketing manager for Nikon. “While sales increases are taken into consideration, we look for the groups and individuals that truly represent the core characteristics that make them an important business partner to our customers.

“Their overall efforts in planning, execution, analysis, and follow-through are the components that separate Nikon salesmen from the rest and what we look for

Bits & Pieces

in our final criteria selection. I am proud to say that in 2012, these salesmen exceeded expectations, and with that, also exceeded their sales goals significantly.”

Winners:

Salesman of the Year: Randy Hughes, Odle and Associates Rep Group of the Year: Odle and Associates Rookie of the Year: Trevor Hintz, Mitch Beene and Associates

Elite Salesmen:

David Deveny, Owens Outdoor Sales Scott Odle, Odle and Associates Joe Palermo, Professional Marketing Inc. Curtis Smith, Odle and Associates Rocky Stewart, Gowen and Sons

This product is from sustainably managed forests and controlled sources.

Hunter’s Specialties, one of the world’s largest manufacturers of hunting products and accessories, has appointed Integrity Outdoors as its sales representative for Eastern Canada.

“We’re excited to represent Hunter’s Specialties and the strong lineup of products they produce,” said Integrity owner Lee Branscombe. “We look forward to helping Hunter’s Specialties expand its sales into the Canadian market.”

Integrity Outdoors represents a number of hunting- and fishing-related clients and has more than 50 years of combined experience in sales related to the outdoors industry.

TacProGear Signs Laura Burgess for PR and Marketing

TacProGear, a manufacturer of high-speed, low-drag tactical gear and equipment for law enforcement, military, security, and precision shooters, has signed Laura Burgess Marketing to provide public relations and marketing services.

TacProGear manufactures mission-critical equipment including hard and soft armor, nylon carriers and vests, pockets and pouches, ballistic helmets, bags, and packs, safety equipment, and more.

“Laura Burgess Marketing brings more than 10 years’ experience in successfully reaching the military, government, and law enforcement media,” said Dan Lounsbury, CEO of TacProGear. “The LBM team will radically increase our presence in the tactical world.”

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Trijicon Names Distributor of the Year

Trijicon, Inc., global provider of high-quality, innovative aiming solutions to military, law enforcement, and individual customers, has named Gun Accessory Supply as its 2012 Master Distributor of the Year.

Each year, Trijicon honors one specific distributor with the Master Distributor of the Year Award. These recipients have demonstrated impeccable service to dealers and have proven to be true working partners with Trijicon.

“Gun Accessory Supply is an amazing two-step distributor,” said Trijicon sales manager Tim Adams. “Over the past several years, they have partnered with Trijicon to stock and have available for the retailers a greater variety and number of Trijicon optics.” Adams continued, “Gun Accessory Supply has grown to become one of Trijicon’s largest distributors. Melissa Dubiel and her team are great partners, and we look forward to an even better 2013.”

Gun Accessory Supply is a true two-step distributor located in Oakdale, California. For more information about the distributor, visit gunaccessory supply.com.

For more information on Trijicon’s Brilliant Aiming Solutions for the hunting, shooting, military, and law enforcement markets, contact Trijicon at 248-960-7700 or visit trijicon.com.

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Winchester Razorback Xt hog Ammo Line expands Don’t blink. That’s enough time for North America’s wild hog population to grow larger. The explosion of wild hog numbers everywhere from California’s coast to the swamps of Florida means hunters need tough ammo for tough boars.

The Razorback XT line from Winchester Ammunition is the world’s first line of ammunition specifically designed for wild hog hunting, and in 2013, Winchester will expand the line with a hardhitting .44 Rem. Mag. offering for handgun hunters.

Shotgun hunters will get shells designed specifically for harvesting hogs with

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A cross section of the new Razorback XT.

Razorback XT buckshot and slug loads.

The 225-grain .44 Rem. Mag. Razorback XT cartridge includes an engineered hollowpoint for delayed expansion on tough hogs. The six-position beveled profile delays expansion and strengthens the

expanded segments for high weight retention and deep penetration.

The 12-gauge Razorback XT buckshot load will feature eight buffered 00 pellets for hard-hitting, closerange knockdown power.

The Razorback XT segmenting rifled slug is designed to segment into three equal pieces upon impact for dramatically improved terminal performance. It also features an innovative wad stabilizer for pinpoint accuracy up to 125 yards.

The new Razorback XT products will be available early this year. For more information on the line, visit winchester.com.

RAZORBACK XT HANDGUN AMMUNITION SPECIFICATIONS CALIBER .44 Rem. Mag.

SYMBOL WEIGHT S44MWB

BULLET

VELOCITY

225-grain

1,300

RAZORBACK XT SHOTGUN SHELL LINE SPECIFICATIONS GAUGE 12 12

SYMBOL PROJECTILE VELOCITY S12RB00 00 Buck 1,450 (8 Pellets) S12RBSS 1 oz. Seg1,600 mented Slug

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newS bRiefS Lena Miculek, 17 years old, won the second annual 3GN Lady Championship, recently held during the 2013 NRA Sports Rumble on the Range in Las Vegas, Nevada.

She vied with her mother, Kate Miculek, for the honor.

Mom and Daughter Face Off at 3GN Lady Championship In only her first year of competitive 3-Gun shooting, 17-year-old Lena Miculek won the second annual 3GN Lady Championship recently held during the 2013 NRA Sports Rumble on the Range in Las Vegas, Nevada.

Miculek defeated last year’s inaugural Lady Champion, world-renowned competitive shooter Kay Miculek (affectionately known in the Miculek household as “Mom”). Mossberg congratulates both Miculeks on their impressive journeys to the Shoot-Off and for providing an exciting all-Miculek final!

With the Shoot-Off set, both Lena and Kay began the final match shooting their own personalized versions of another famous Miculek’s shotgun, the Mossberg 930 JM ( Jerry Miculek) Pro Series. In 2010, Jerry Miculek joined the Mossberg team and began collecting championships with the Mossberg 930 autoloading shotgun. After working closely with Jerry on the features required for the demands of a competitive shooter, Mossberg introduced the 930 JM Pro Signature Series in 2012.

Now the members of this famous shooting dynasty all shoot Jerry’s namesake shotgun.

“As in the Super Bowl battle between the Harbaugh brothers, it is a rare opportunity when family members challenge each other for the championship title,” said Tom Taylor, vice president of sales and marketing for O.F. Mossberg & Sons.

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“Congratulations to Lena and Kay on their amazing performances during the 3GN Lady Championship! I only have one question for Jerry: Who was he pulling for in this final?”

That’s probably a question best left unanswered.

Lena won her first major championship in September during the 2012 IPSC Shotgun World Championship in Debrecen, Hungary, where she was coached by her mother throughout the match. She continues to add to the family’s collection of trophies with her win at the 3GN Lady Championship.

Competitive shooting fans can follow the Miculeks on Mossberg’s official Facebook page at facebook.com/ MossbergOfficial.

Founded in 1919, O.F. Mossberg & Sons is the oldest family-owned firearms manufacturer in America, and is the largest pump-action shotgun manufacturer in the world. Leading the way with more than 100 design and utility patents to its credit, and standing as the first ISO 9001 Certified long-gun manufacturer, Mossberg is considered one of the most innovative firearms manufacturers in U.S. history. For more information on Mossberg’s line of commercial, special purpose, law enforcement, and military shotguns, rifles, and accessories, shooting sports enthusiasts can visit the company online at mossberg.com.

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HAVA and Feed the Children Ride Together

Yamaha Outdoors is announcing a major national promotion for the benefit of two charities: Honored American Veterans Afield (HAVA) and Feed the Children. For a $5 donation, outdoors enthusiasts earn the chance to win a Yamaha Rhino 700 FI Side-by-Side vehicle valued at approximately $13,000, while supporting disabled veterans and disadvantaged children.

To enter and make a donation, visit yamahaoutdoors.com/rhinoforcharity.

Browning Adds to Line of .22 Pistols New in Browning’s Buck Mark 22 pistol line for 2013 are the Buck Mark Camper UFX and Camper Stainless UFX models. Both new Buck Marks feature the new Overmolded Ultragrip FX ambidextrous grip design.

Available in black and gray, the Overmolded Ultragrip FX allows the UFX pistols to be easily handled by both left- and right-handed shooters.

Both pistols feature Pro-Target adjustable sights and lightweight alloy receivers in a matte blued finish. The Camper UFX features a 5 ¼-inch tapered bull barrel in matte blued finish. The Camper Stainless UFX features a stainless 5 ¼-inch tapered bull barrel. SRP: Buck Mark Camper UFX, $379.99; Buck Mark Camper Stainless UFX, $419.99. For more information visit browning.com.

The Buck Mark Camper Stainless UFX is one of two new guns with overmolded grips that Browning has added to its line of pistols.

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on the Move Recent promotions and hirings in the industry

Brian Lasley

D.T. Systems has hired Brian Lasley as director of marketing. He will lead the consumer and trade marketing programs. He most recently served as marketing manager of the Long Guns division at Beretta USA.

Dennis Veilleux

Dennis Veilleux has been appointed president and CEO of the Colt’s Manufacturing Company. He joined Colt in 2006 as executive director of engineering, and was soon promoted to vice president of manufacturing.

Jennifer Lambert David Fee Crosman Corporation has appointed Jennifer Lambert as vice president of marketing. She will oversee the company’s marketing efforts, with an emphasis on accelerating new product development.

David Fee has been named Benchmade’s new vice president of sales and marketing. He has more than 10 years’ experience in the outdoor industry, including at Yakima Products and Garmont.

Jason Slinkard

Jason Slinkard has joined Bushnell Outdoor Products as product manager for Uncle Mike’s and Uncle Mike’s LE. He will be responsible for managing all aspects of product development, from concept to commercialization.

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Black Cloud Partners With Tony Vandemore Federal Premium’s Black Cloud Ammunition has partnered with expert hunting guide and photographer Tony Vandemore, co-owner of Habitat Flats. The arrangement will provide waterfowl hunters and Stormchasers Network members with new content from one of the world’s leading waterfowl hunting authorities. Vandemore has a long track record of successfully guiding, educating, and entertaining waterfowl hunters. The arrangement includes producing dynamic new content for FederalPremium.com, Stormchasers Network, and Federal Premium’s social media streams.

Vandemore will deliver timely videos, blog posts, and more throughout the year.

Stormchasers Network is a popular online destination for waterfowl hunters, with an online community of more than 8,000 members worldwide. The site encourages members to post photos, share videos, give tips, ask questions, and strategize with each other. Hunters can even stay up to date on waterfowl migrations through the site’s interactive StormTracker feature. Membership is free.

“We’re thrilled to have Tony onboard to help spread the word about Black Cloud and the Stormchasers Network, while also interacting with our members,” said Federal Premium brand director Rick Stoeckel. “We partnered with Tony because of his decades of experience and strong reputation among serious waterfowl hunters. We know Tony is committed to waterfowl hunting and is an excellent guide, whose experiences in the field will help hunters of all skill levels.”

Vandemore is a skilled photographer and veteran guide who often hosts hunts for TV shows and for outdoors writers. He lives in north-central Missouri, where he manages and hunts Habitat Flats, a topnotch waterfowl lodge known around the world for its excellent wildlife management and hunting-success rates.

“I’m very excited about partnering with Black Cloud,” said Vandemore. “When it comes to choosing gear that performs the most predictably and effectively every day, my ammunition is at the top of the list. As we enter snow goose season, a load for snow goose stronger than Black Cloud simply doesn’t exist.”

Stormchasers members can expect new

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posts and comments from Vandemore, because the 2013 spring snow goose season—one of Vandemore’s areas of expertise—is now under way. Visit stormchasersnetwork.com and federalpremium.com for more.

Hunting guide Tony Vandemore is joining the Stormchasers Network.

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3/12/13 12:56 PM

news briefs

Buck Knives Honors Sales Rep, Agency

Bushnell Trains Retailers Online with 3Point5.com Bushnell Outdoor Products, an industry leader in high performance sports optics and outdoor accessories for more than 60 years, has partnered with online retail training leader 3Point5.com to introduce a new training program for Bushnell retail associates.

The Bushnell training program includes three unique modules designed exclusively for retail associates: The Bushnell Brand, Optics 101, and Outdoor Technology. The training modules are intended to provide retail associates with more information about Bushnell, introduce new products, and provide an overview of product categories and families offered by Bushnell.

Following each training module, retail associates will demonstrate their comprehension by completing a short assessment. After the retail associates complete all three modules and pass the respective exams, 3Point5.com will provide them with an exclusive discount on Bushnell products.

Participating retail associates can learn more about the company’s instructional courses and register online for the new Bushnell training program at 3point5.com/Bushnell.

At the recently completed 2013 SHOT Show, Buck Knives awarded its 2012 Sales Rep. Agency of the Year to Pro Line Sports of Canada, as well as naming Jamie Stehman Sales Rep of the Year.

Pro Line Sports and J. Harding & Associates, of which Stehman is a member, are independent manufacturer’s representative agencies with longstanding relationships with Buck Knives. Pro Line Sports consists of Al Belhumeur, Ray Denyer, and Russ Kronstrom, and has worked with Buck Knives for the past 15 years. Jamie Stehman has been a Buck rep for the past five years, and covers the Colorado, New Mexico, and southern Wyoming region.

“I take great pride in

Buck Knives honored Jamie Stehman, top, and Pro Line Sports.

honoring these individuals for their accomplishments.

My family is very appreciative of what our external sales force has accomplished and for the hard work they put in on behalf of Buck Knives on a daily basis.” said C.J. Buck, president of Buck Knives. “Both Jamie and the members of

Pro Line Sports have worked hard to grow our brand and sales within their territories.”

Al Belhumeur, owner of Pro Line Sports, said, “We at Pro Line take a ton of pride in representing such an iconic brand as Buck Knives.” Stehman likewise commented that he was honored to receive his Rep of the Year award and plans to further grow his territory in 2013.

“Our sales force, dealers, and distributors are what make the business grow. Al Belhumeur and his team, as well as Stehman, are being recognized for outstanding results in 2012. I am happy to recognize these gentlemen as outstanding ambassadors for Buck Knives,” said Bob George, Buck’s director of sales and marketing.

outdoor Women united honors traditions The nonprofit organization Outdoor Women United presented a support award to Traditions Performance Firearms president Tom Hall at the 2013 SHOT Show in Las Vegas, Nevada. Traditions Performance Firearms and Outdoor Women United have been working together since 2012 to help familiarize more women with muzzleloaders and hunting. Rebecca Wood, founder of the organization, presented the award.

Outdoor Women United is dedicated to providing women and families with the education and the excitement of the outdoor experience through teaching life skills and sharing the knowledge of our natural resources, all while building self esteem, strengthening individual character, and promoting self-reliance in a safe and professional environment.

“I am honored to receive this award from Outdoor Women United,” said Hall

during the presentation at the Traditions booth. “This organization is great for both women and families. Becky and her team are working hard to make a difference in our industry, and Traditions is proud to be aligned with them.”

Visit outdoorwomenunited.com and traditionsfirearms.com to learn more.

Tom Hall of Traditions Firearms received an award from Rebecca Wood, founder of Outdoor Women United.

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THE TIME TO ACT IS NOW. Whether you are a manufacturer, distributor, retailer, or press partner, there couldn’t be a more crucial time in our history for you to join the National Shooting Sports Foundation (NSSF).

As the one true voice of our industry, the NSSF opposes the severely restrictive firearms bills that have been introduced in the U.S. Congress and in many states. This new legislation could affect millions of law-abiding citizens—and potentially cripple our industry.

As you already know, each and every one of us benefit from the NSSF. Without their voice and their influence, we could all be in for a long and devastating assault on our Second Amendment rights.

JOIN THE NSSF NOW. Call 203-426-1320 or visit nssf.org.

That’s why I’m personally calling on all non-NSSF members to step up, unite as one, and join today. Your membership will not only prove that you are a staunch supporter of our cause—it will enable the voice of our industry to grow that much stronger.

Please stand with me and help America carry on.

Together, we can make a difference.

Proud NSSF member since 1983.

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3/8/13 12:06 PM

NEWPPQ M2®

WE ENGINEERED THREE NEW PRODUCTS

AND WE’RE RE-ENGINEERING

A GREAT BRAND. There’s a new Walther in town.

NEWPPK/S .22™

Not only are we launching new products, we are ramping up the brand overall. We hired a new sales force to work closely with you. We built a massive warehouse and service facility in Arkansas stocked with inventory ready to ship.

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W W W.WA LT H E R A R M S .C O M

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B Y L A W R E N C E G . K E A N E , N S S F S R . V. P. & G E N E R A L C O U N S E L

U P D AT E

FROM THE NSSF

Ensuring We’re Not Outgunned

The NSSF PAC is dedicated to our industry

I

t’s 1994 all over again. If President Obama, Sen. Feinstein, Mayor Bloomberg, and other gun-control extremists get their way, “Mr. and Mrs. America” could be turned into criminals overnight.

A new era of gun control is sweeping through Washington, D.C., and state houses across the nation, moving at warp speed to erode the Second Amendment and vilifying the firearms, ammunition, hunting, and shooting industry. Dozens of gun-control bills have been introduced in the U.S. House of Representatives and the Senate, and more are likely to be filed. The NSSF has fervently defended the interests of its members, and we will continue to demonstrate that we are a law-abiding indus-

the President, Sen. Feinstein, New York Governor Cuomo, New York City Mayor Bloomberg, and others have opted to exploit the Sandy Hook tragedy to use emotions to swiftly pass ineffective antigun legislation. They have wrongly decided that banning commonly owned firearms and their magazines and imposing other onerous restrictions on an unsuspecting public and a lawful industry will somehow make our communities safer from the cruel, despicable acts of a madman.

As an industry, we can’t just sit and hope that facts, logic, and rational conversation will win the day. Our friends on Capitol Hill need to know we will stand with them. try dedicated to promoting the safe and responsible use of our lawful products.

We are committed to finding real solutions to violence, not legislation passed in a “New York minute” that would have major repercussions and do nothing to make our communities safer.

Our industry has thrived despite the massive financial headwinds, creating tens of thousands of new, well-paying jobs over the past four years, contributing hundreds of millions of dollars in taxes, and providing a windfall for wildlife management and conservation programs in all 50 states.

Unfortunately, President Obama and other anti-gun politicians—along with their willing allies in the media—are unwittingly or defiantly blind to the costs of their gun-control agenda. Sadly,

NSSF’s president and CEO Steve Sanetti said it best at the recent SHOT Show: We are here to stay!

But it’s not going to be easy. As an industry, we can’t just sit and hope that facts, logic, and rational conversation will win the day. Our friends on Capitol Hill need to know that we will stand with them when they are attacked by the media spin machine, egged on by the White House. There has never been a more important time for all of us to stand together.

This is where the NSSF Political Action Committee (PAC) comes in. The NSSF PAC is the only PAC dedicated solely to supporting our industry’s economic health, by supporting lawmakers and candidates who understand and will defend our contribution to the national

economy. We are the political mouthpiece for the gun industry, and we’re proud of it. The NSSF PAC is our dedicated, pro-industry political action committee and one of the most effective ways for us to join together as an industry.

A strong and robust NSSF PAC is our best defense against the armies of antiindustry, anti-gun crusaders viciously attacking our industry. Since the PAC’s inception only three years ago, it has raised more than $200,000 and has close to 250 contributing members. Thanks to the PAC’s tremendous growth, it has been able to give greater support to more pro-industry, pro-gun candidates on both sides of the aisle who will champion our issues. Of the 14 candidates the NSSF PAC supported directly in the November elections (including Gov. Mitt Romney), eight of them won their respective races—a more than 60 percent overall success rate.

Benjamin Franklin, upon signing the Declaration of Independence, said, “We must, indeed, all hang together, or assuredly we shall all hang separately.”

These words ring as true today as they did then. This is our battle, and the NSSF PAC—our industry’s PAC—is our most powerful means to fight the forces that want to destroy us.

Lawrence G. Keane

NSSF Senior Vice President & General Counsel APRIL/MAY 2013❚❚❚SHOT BUSINESS❚❚❚15

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U P D AT E

Southwest Border Campaign Targets Illegal Purchases

A

s part of an ongoing national effort to help prevent illegal “straw” purchases of firearms, the National Shooting Sports Foundation (NSSF), the trade association for the firearms industry, has been reminding the public along the southern border in Texas and Arizona that stiff penalties are in place for individuals convicted of making such purchases.

Radio and billboard advertisements for the “Don’t Lie for the Other Guy” program have been aired by NSSF in both English and Spanish in the El Paso, McAllen/Brownsville, and Laredo, Texas, markets, as well as in the Phoenix and Tucson, Arizona, areas. The campaign’s message is, “Buy a gun for someone who can’t and buy yourself 10 years in jail.

Whatever you do…Don’t Lie for the Other Guy.” More than 130 million media impressions were delivered from January through March through the publiceducation program, which is being funded by the firearms industry.

“Don’t Lie” is a cooperative program between the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) and NSSF.

The effort was developed over a decade ago to raise public awareness about the seriousness of the crime of purchasing a firearm for someone who cannot legally do so. The program also helps ATF educate firearms dealers so they can be better prepared to deter potential straw purchases.

The public campaign drives home the message that anyone attempting an illegal firearms purchase faces a stiff federal felony penalty of up to 10 years in jail or up to $250,000 in fines.

“This warning can help deter an illegal purchase long before a person steps into a licensed retail store,” said Steve Sanetti, NSSF president and CEO. In the retailer segment of the campaign, Federal Firearms Licensees are provided with a “Don’t Lie for the Other Guy” retailer kit. Each kit contains a training video and an informational brochure for storeowners and staff, as well as point-of-purchase displays aimed to deter illegal straw purchases.

Learn more about “Don’t Lie for the Other Guy” at dontlie.org.

Illegal buyer, beware: The “Don’t Lie for the Other Guy” program, the industry’s cooperative effort to prevent illegal straw firearms purchases, is stepping up its public-awareness campaign in areas along the southwestern U.S. border.

NSSF Postpones Shooting Sports Summit The National Shooting Sports Foundation’s Shooting Sports Summit, set for June 10–12, 2013, in Springfield, Massachusetts, has been postponed to June 9–11, 2014.

“We have postponed the Shooting Sports Summit so we can fully focus our resources on the legislative and regulatory challenges our industry is facing,” said Chris Dolnack, NSSF senior vice president and chief marketing officer. “We remain committed to working with our Task Force 20/20 partner organizations to increase

hunting and recreational shooting participation by 20 percent by the end of 2014.”

Formed in 2008, the Task Force 20/20 Steering Committee consists of key individuals from 15 organizations representing the industry to assist with reaching the stated goal. The top initiatives that surfaced from Task Force 20/20 were to develop programs and efforts to serve as models for many motivated groups to use, and to lower costs for implementation.

Existing and effective programs were enhanced to reach the most

people possible and are referred to as “Models of Success” programs.

“NSSF will provide an interim report on the progress of Task Force 20/20 Models of Success projects later this year,” said Melissa Schilling, NSSF director of recruitment and retention.

Projects designed to increase hunting and recreational shooting participation that are gaining traction can be found in Florida, Texas, Michigan, Alabama, and several other states.

“We are currently reviewing and selecting new Models of Success programs to maintain the momentum of our outreach efforts,” said Schilling.

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NSSF Kicks Off 2013 Retailer Education Seminars In order to satisfy demand, NSSF will offer a dozen free Retailer Education Seminars this year—four more than in 2012. The seminars bring together federally licensed firearms retailers and NSSF consultants retired from the Bureau of Alcohol, Tobacco, Firearms, and Explosives, plus an expert on the FBI’s National Instant Criminal Background Check System (NICS).

Topics covered in the seminars include properly filling out the Form 4473, inventory control, store security, straw-purchase awareness, and the NICS backgroundcheck process. Each seminar wraps up with a question-and-answer session.

The seminar series has already featured filled-to-capacity sessions in Fort Lauderdale, Nashville, and Montgomery, Alabama. Upcoming seminars will be in Dallas, April 16; Oklahoma City, April 18; Greensboro, North Carolina, May 14; St. Louis, Missouri, June 18; Kansas City, Missouri, June 20; Des Moines, July 16; Cincinnati, August 13; Cleveland, August 15; and Salt Lake City, September 10. For more information, contact Patrick Shay, NSSF director of retail development, at pshay@nssf.org, or visit the NSSF Retailer Education Seminar webpage at nssf.org/ retailers/resources/seminars.cfm.

About 45 days prior to each Retailer Education Seminar, all FFLs in the state will receive an invitation from NSSF. These popular and informative events are not to be missed.

Demand for NSSF Safety Education Materials Skyrockets

S

ince the beginning of the new year, demand for NSSF safety and education materials has increased substantially. Orders for the popular educational brochure, “Firearms Safety Depends on You,” were up 110 percent in January, for example, compared to the same period last year. There were 217,486 copies of the brochure ordered during the month, up from 103,431 last January. Orders for NSSF’s firearms safety DVD compilation jumped 1,700 percent, with the majority of the 2,250 copies being ordered by educators and childcare professionals.

“Firearms Safety Depends on You” reviews the 10 rules every shooter must

obey to ensure safe and responsible use of firearms. The brochure is popular with manufacturers, who include it with their products. It is also popular with state agencies, retailers, and safety programs.

The DVD offers these four videos: “McGruff the Crime Dog on Gun Safety,” for grades K through 6; “It’s Your Call: Playing It Safe Around Guns,” for grades 6 through 9; “Firearms Safety Depends on You,” an all-ages video that covers the 10 commandments of gun safety; and “Introduction to Range Safety and Etiquette.” The first two titles help teach students how to respond should they encounter a firearm in an unsupervised situation. Learn more at nssf.org/safety.

Sanetti on PBS: Firearms Owners, Industry Not the Bad Guys In an extended interview with the PBS Frontline program, Steve Sanetti, president and CEO of the National Shooting Sports Foundation, emphatically said that the nation’s firearms owners and firearms industry are not responsible for the criminal misuse of firearms and, consequently, should not be subjected to the severe restrictions being considered by Congress and many state legislatures. “[Firearms owners] are not the bad guys. The industry isn’t the bad guys,” said Sanetti in the interview. “Insofar as we can help the situation, we want to be able to help. But that doesn’t mean piling meaningless restrictions and onerous conditions upon people who want to exercise their rights and just enjoy what they do peacefully.”

NSSF agreed to do the interview in February in order to provide the firearms industry’s perspective on contentious gun and legislative issues.

Following the broadcast, Frontline posted the transcript of the complete interview online in a Q&A format at tinyurl.com/sanetti-frontline.

NSSF president and CEO Steve Sanetti spoke with PBS’ Frontline in February.

© 2013 National Shooting Sports Foundation, Inc. All Rights Reserved. SHOT Business®, SHOT Show® and all other trade names, trademarks and service marks of the National Shooting Sports Foundation appearing in this publication are the sole property of the Foundation and may not be used without the Foundation’s prior express written permission. All other company and product names are trademarks or registered trademarks of their respective owners.

APRIL/MAY 2013❚❚❚SHOT BUSINESS❚❚❚17

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U P D AT E

B Y PAT R I C K S H AY, D I R E C T O R , R E TA I L D E V E L O P M E N T

Tune Up Your Retail Business Retailing 101: Financials

Tips to help identify and analyze key financial numbers

e.g. e.g. e.g.

e.g.

e.g.

if your pricing is too high, or if your freight costs are too high.

Gross Margin is the dollar amount of profit generated for a single item or specified time period for your store. Gross Margin Percent is the reciprocal of the COGS percent, for together they add up to 100 percent. The formula is Formula D. This is calculated for a time period, usually figured for the month.

For example: Retail Sales for the month ($8,900) – Cost of Goods Sold for the month ($4,500) = Gross Margin ($4,400) To figure Gross Margin as a percentage, the formula is Formula E. For example: Gross Margin for the month ($4,400) ÷ Retail Sales for the month ($8,900) = Gross Margin Percent (49.4%) Firearms retailers (with sales under $1 million) surveyed in the NSSF Financial Benchmarking Survey showed a Gross Margin Percent of 44.9%.

Average Inventory is the amount of inventory, on average, that you carry in your store during a one-year period. This number is critical to the profitability of your business. The formula is Formula F. For example: Sum of inventory for 13 months ($1,000,000) ÷ 13 (Months) = Average Inventory at Cost ($76,923) The numbers will come from your previous 13 months’ balance sheets. Use 13 months instead of 12 to ensure that you see the full 365 days of inventory. The lower the number, the better—to a point, because if your inventory is too low, you won’t have enough stock to satisfy demand. What is average? Firearms retailers (with sales under $1 million) surveyed in the NSSF Financial Benchmarking Survey showed an Average Inventory of $89,000.

This is not an exhaustive review of your financials. Instead, it’s more of a quick “dashboard” look at some of the key numbers that you should be reviewing on a regular basis.

This material was compiled from a seminar conducted at the 2013 SHOT Show by Tracy Moffatt of K&K Consulting (Tracymoffatt@ aol.com). In this new, regularly appearing department, NSSF director of retail development Patrick Shay will provide operational tips for the firearms retailer to help him tune up his business.

e.g.

T

he many details the firearms retailer has to track can be overwhelming. It can be a monumental task just to understand how your business is performing. To help you with that last point, we’ve come up with a list of the key financial numbers that you should be reviewing.

This list is not meant to be comprehensive, but it provides a great starting point for a review of your financials by covering four key financial numbers: Retail Sales; Cost of Goods Sold (COGS); Gross Margin; and Average Inventory.

Retail Sales are the amount of revenue generated from the sale of merchandise. This should be a yearly goal, and you can see how well you are doing in achieving that goal by calculating your year to date (YTD) progress. The formula for finding this number is Formula A. For example: This Year’s Retail Sales ($100,000) – Retail Sales Plan ($95,000) = $5,000 ÷ Retail Sales Plan ($95,000) = Year to Date Progress of Retail Sales (5%) So in this case, you are 5 percent ahead of goal.

This number is also important in helping to set your goal for the upcoming year, although it is wise to err on the conservative side with this measure.

Cost of Goods Sold (COGS) is the dollar amount it costs to create sales revenue for any specified time period or product. This number is usually run at the end of the month. The formula is Formula B. For example: Starting inventory for the month ($53,000) + Inventory Received for the month ($25,000) = $78,000 – Month End Inventory ($73,500) = COGS ($4,500) COGS is usually expressed as a percentage of retail sales. The formula for finding the percentage is Formula C. For example: Cost of Goods Sold ($4,500) ÷ Retail Sales ($8,900) = Cost of Goods Sold Percent (50.5%) When reviewing COGS percent, the lower the percentage number, the better indication of your sales performance relative to your inventory levels. If your COGS percent is higher than you would like it to be, check to see if you have excessive inventory,

18❚❚❚SHOT BUSINESS❚❚❚APRIL/MAY 2013

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B y J i m C u r C u r u t o , N S S F d i r . , i N d u S t r y r e S e a r C h a N d a N a ly S i S

u p d at e

Yo u S H o u l d K n o w

NSSF Releases Report On Diversity Could more ethnic involvement ratchet up hunter/shooter numbers?

U

.S. Census Bureau statistics tell us that in 2011, Hispanics, blacks, and Asians made up approximately 14 percent, 12 per­ cent, and 5 percent, respectively, of the U.S. population age 16 and older. Additionally, the U.S. Fish and Wildlife Service’s 2011 National Survey tells us that Hispanics, blacks, and Asians made up approximately 2 percent, 3 percent, and less than ½ percent, respec­ tively, of hunters age 16 and older.

The gaps are substantial—so substan­ tial, in fact, that if participation in hunting by these three diverse groups were to match their U.S. population percentages, a 25 percent increase in hunting would occur by creating more than 3.5 million new hunters. Figures are not as readily available for the ethnic makeup of target shooters; a hypothetically similar makeup,

assist in conducting a targeted study on this topic. The resulting report, “Under­ standing Diversity in Hunting and Shooting Sports,” released to NSSF mem­ bers in February 2013, provides results of the comprehensive study that identifies variations in responses among four key ethnic groups; whites, blacks, Asians, and Hispanics.

Hispanics, blacks, and Asians are not participating in hunting and the shooting sports at the rates they represent in the population. however, would provide millions more target shooters as well.

Research has told us that people partici­ pate in hunting and target shooting for many reasons. Chief among them are that these activities are fun, social, and quite often happen in the fresh air and sunshine of the great outdoors. Aside from the many joys and benefits of hunting and target shooting is the fact that these activi­ ties can be enjoyed by anyone, regardless of gender, age, or ethnic background.

Questions arose as to why the dispari­ ties exist, and several NSSF member com­ panies requested NSSF provide additional data on this topic. In late 2012, NSSF con­ tracted Market Decisions Corporation, a leading market research firm based out of Portland, Oregon, to break ground and

It was no surprise that the study found personal firearm ownership, as well as hav­ ing a firearm in the household, highest among white respondents, with the largest gap being between whites, at 45 percent, and Asians, at 24 percent. What may come as a surprise, however, is that interest in firearms and the shooting sports is strong among all groups, with Hispanic house­ holds leading the way at 58 percent, fol­ lowed by white, Asian, and black house­ holds at 53, 50, and 49 percent, respectively.

The report goes on to cover such topics as perceptions of firearms, buying habits, role models, current interest, and influ­ encers. It includes personal responses on several topics. When prompted for open­ ended suggestions for improving partici­ pation in the shooting sports, a recurring

theme occurred among black, Hispanic, and Asian respondents: Better marketing and advertising is needed.

This suggestion is echoed among many already in the industry. Donny Adair, pres­ ident of the African American Hunting Association, has been working on this issue for many years. “Current imaging and messaging are glaring issues,” says Adair. “Most outdoor television program­ ming, as well as the majority of hunting­ and target shooting­related magazines, do not provide talent or images that mirror the ethnic makeup of the United States.”

Referring back to the Census statistics, Hispanics, blacks, and Asians simply are not participating in hunting and the shooting sports at the rates they represent in the population. “People tend to do what they see, and if they do not see oth­ ers like them hunting or target shooting, they shy aware from these activities,” Adair says. “Better efforts are needed to equalize these disparities.”

Interest in learning more about diversi­ ty is growing within the hunting and tar­ get shooting community. The results of this report, along with communicating better and initiating programs to diversi­ fied audiences, will help lead to an evenly balanced participant base and allow more people, regardless of age, gender, or eth­ nic background, to enjoy the fun, social, and outdoors activities of hunting and tar­ get shooting.

NSSF members may access the full report on diversity, as well as a variety of additional research, by logging in and selecting “NSSF Industry Research” at nssf.org/members. april/may 2013❚❚❚SHot BuSineSS❚❚❚19

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U P D AT E

NSSF Delivers Value “Don’t Lie for the Other Guy”: A Firearms Retailer’s Friend

ONE MEMBER’S EXPERIENCE

T

he National Shooting Sports Foundation (NSSF) has partnered since 2000 with the Department of Justice’s Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) and the Office of Justice Programs (OJP) to assist law enforcement in educating firearms retailers to be better able to identify and deter illegal straw purchases and to raise public awareness that straw purchasing is a serious crime. The program is multifaceted, including making available a free Don’t Lie retailer kit. Below are comments from Glenn Duncan, a firearms retailer who recently was presented with the NSSF Don’t Lie for the Other Guy Retailer of the Year award for his efforts to educate his staff, the public, and fellow retailers about the Don’t Lie program.

Description of Business: “Fifty-three

Member: Glenn Duncan, owner Business: Duncan’s Outdoor Shop Bay City, Michigan

years ago, my mother, with my father’s help, started Duncan’s Outdoor Shop, selling 300 bows a year out of our home. Our family started traveling around the country, competing in archery and, later, shooting. At 7 years of age, I began shooting the National Matches at Camp Perry, Ohio. It was then that I knew I wanted to be a good shot, teach shooting, and become a gunsmith. I knew I would need the right equipment to make these goals possible. At Duncan’s Outdoor Shop, we try to make your shooting experience the best we can. We don’t sell you guns; we fit the guns to you. This year, our range and retail operation received the SHOT Business Range of the Year award.”

Experience with Don’t Lie for the Other Guy: “The ‘Don’t Lie for the Other Guy’ information package is in the initial orientation material for new employees at Duncan’s Outdoor Shop. You can talk about straw purchases, but, as the saying goes, ‘A picture is worth your FFL,’ and the videos that NSSF has made in support of the Don’t Lie program to help retailers recognize and deter straw purchases are invaluable. At regular breakfast meetings, supported by Don’t Lie materials, we refresh our employees regarding ‘straw deals.’ Because of the Don’t Lie training, two or three times a year we recognize a prospective purchaser who does not appear to be the end user, and we will not sell them a gun. Last year, one incident led to police action.”

Interested in NSSF Membership?

Value of NSSF membership: “NSSF

more than 8,000 companies and

is a reference library for your business. For example, its website can put volumes of books, pamphlets, and videos at your fingertips to help you start a business and set up a business plan; establish a budget; build a range and show how the range should be laid out; and create signage to help your customers know what to do on and off the range. If you would rather talk to someone for advice, NSSF has knowledgeable staff members, in all areas, who will work with you and help you jump through the many hoops of operating a business. NSSF helps you get started and helps keep you in business.”

Promoting the great American tradition of hunting and shooting is what the National Shooting Sports Foundation is all about. For our members, it’s more than a sport; it’s a way of life. Join the individuals who have already discovered that NSSF Delivers Value! To learn more, visit www.nssf.org/join or call 203-4261320 for Bettyjane Swann, NSSF director of member services (bswann@nssf.org), or Samantha Hughes, NSSF member services coordinator (shughes@nssf.org).

20❚❚❚SHOT BUSINESS❚❚❚APRIL/MAY 2013

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FYI

BY SCOTT BESTUL

Déjà Vu All Over Again

A

Top retailers and how they’re surviving yet another trip down the ammo scarcity road

s gun-control shenanigans in Washington escalate once more, retailers are faced with major inventory shortages: Waiting lists for firearms of all stripes; ammo flying off the shelves as quickly as it can be stocked. You know you’re desperate for a silver lining when all you can come up with is, “Well, at least no one else can get stuff, either.” For a look at how retailers are dealing with the latest dearth of shooting sports inventory, I called some of the top shops and ranges in the country.

Oregon Firearms Academy Co-owner Dan Abbott says he’s done his best to maintain a business-asusual approach at his range and training facility. “If you’re looking for instant gratification when it comes to buying ammo, these are tough times. If you think you can pick up 1,000 rounds of 9mm, it’s the impossible dream. No one is going totally without, and we’re just adjusting our class regimen to reflect the ammo shortage—we might drop some drills and focus on more repetition on those we keep. We figure, the courses are for the customers; we’ll work them however they want to work them.”

two- to three-box limit on some ammo, and a 100-round max on stuff like .223. One thing that shocked us is the shortage of .22 long rifle. I’ve never seen that before, and in my mind it’s a classic example of a shortage building on itself. People are in panic mode, which is perfectly

items like hearing protection. A big part of successful selling is using the English language properly and putting people in the right mindset: ‘You have a sidearm and like to shoot it. How do you keep it clean?

And are you taking care of your ears with hearing protection?’ And we

destination in Michigan is weathering the storm as well as can be expected, according to gun department manager Jeania Canel. “When you’re out of .22 long rifle, it’s pretty bad,” she says. “We’ve put maximums on most ammunition buys. One thing we’ve tried is to

but the demand is high enough now that it’s not really fair to the customer who’s ready to buy something right now. That’s probably the toughest part of all this for us—it’s just frustrating to not be able to take care of our customers. We’re doing all right, and I don’t see this lasting a really long time, but it’s certainly going to be a while until our shelves are filled to capacity.”

H&H Shooting Sports

Hyatt’s Gun Shop

Of all the calibers in short supply, the one that puzzles retailers most is the lack of .22 LR. Could it be a case of panic-buying feeding on itself?

The always goodhumored Larry Hyatt was philosophical about inventory difficulties.

“Just the other day I was wondering how much I can afford to pay an employee to stand there and say, ‘We don’t have that,’ to every customer who walks through the door. Seriously, we’ve just been doing our best to ration out what inventory we’re lucky enough to get. We had a

understandable. When the President gets on TV and says ‘better buy it now,’ they react.”

Accessories have taken up some of the slack in the gun/ammo void, Hyatt says. “We’ve been selling a lot of MSR addons: laser sights, lights, forearms and grips, magazines. We’ve also been moving holsters and magazines, snap caps, range bags, and safety

have a chance to work on things like our Facebook page, where we’ve made an open invitation to our friends in New York to come to North Carolina, where we have not only lessrestrictive gun laws, but also warmer winters!”

Jay’s Sporting Goods The venerable shooters’

offer a ‘value pack’ that allows customers to mix-and-match three boxes of the popular rounds like .223, .308, 9mm, etc. And we’ve also decreased our maximum ‘hold’ dates on firearms purchases. We prefer not to hold a gun longer than three days right now. We do extend it some for known customers or special circumstances,

“The number of folks coming into the building has not slowed,” says Miles Hall, owner of Oklahoma’s H&H Shooting Sports Complex. But he’s worried that lack of inventory could turn off his new shooters, most of whom do not understand the dynamics of this industry. “Lack of product is foreign to this group,” he says.

Hall also says the ammo shortage has had an impact on range usage. “Our customers are still shooting, but not for as long.

Ironically, this has somewhat of an advantage, as the wait to shoot is now down to an hour or less.”

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Open The DOOr TO new Faces An introduction to shooting

Haven’t held a First Shots event yet at your range?

Already held a First Shots event at your range?

2nd Round — Moving Forward

An introduction to shooting

Help introduce frst-time shooters in your community to frearms safety and the shooting sports — and grow your business in the process.

The National Shooting Sports Foundation is here to help with your event. We’ll provide assistance with:

Bring those new shooters back for a

• Co-op Advertising • Targets • Ammunition

• Did they try shotgun shooting Give them an intro to skeet this time.

• Did they try handgun shooting Give them an intro to steel targets.

• Reference Guide • Presentation Materials

Schedule a seminar at nssf.org/frstshots

Second Round. This new segment of the First Shots program gives those newly introduced shooters a chance to try one of the shooting sports in a friendly and fun environment.

Interested? Contact tjuett@nssf.org

www.nssF.Org/FirsTshOTs

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firing line

b y s l at o n l . w h i t e

Stretching Out

Think a modern muzzleloader is only a short-range tool? CVA begs to difer

T

here’s a lot to be said for having the folks who design a product know what it’s like to use it in the field. That’s the philosophy behind the new CVA Accura MR (Mountain Rifle), the result of a collaboration among the company’s Pro Staff members. They wanted a rifle that was light, so it could be carried easily all day by spot-and-stalk hunters. At the same time, they also wanted a rifle that was maneuverable enough for use in the cramped quarters of a treestand or a ground blind. Those design parameters led to an aluminum—rather than steel—frame, which yielded a rifle that weighs just 6.35 pounds—more than 1 pound lighter than the manufacturer’s popular Apex.

The staff also recommended a barrel length of 25 inches (2 inches shorter than the barrel on the Apex), which they felt would provide the necessary maneuverability and accuracy.

(Many so-called boltaction “mountain rifles” feature 22-inch barrels, but they can take advantage of the extra length of the receiver. In order to get a complete and efficient powder burn in the break-action MR, CVA determined that the 25-inch barrel was the way to go.)

While the Pro Staff members were weighing in on what they would like to see, CVA decided it really didn’t make sense to reinvent the wheel, so it borrowed the break-action breech and stock design from the Apex. It also made use of its Spanishmade 416 stainless-steel Bergara barrels, which have earned a reputation for accuracy and

CVA’s Accura MR (Mountain Rifle) features an aluminum—rather than steel—frame, making it light enough to shoulder all day.

dependability.

So, does the new design achieve its goals?

You bet it does.

I hunted mule deer in Montana last fall with the MR and found it was light to carry and as accurate as the company claimed. Muzzleloaders aren’t considered longrange threats by many hunters, who often feel required to pass up shots that go much past 150 yards. But the MR shoots accurately out to

250 yards or so (when using magnum charges), as I learned after a 200yard belly-crawl to catch a buck feeding in open country out in front of us. Frankly, given my Eastern woods whitetail background, I would have been far more comfortable with a shot under 150 yards, but when we peered over the top of the knob, the buck had moved on us.

He was now at 223 yards, and an alert doe

had moved in to a point where she was just about to catch our scent.

It was now or never. I held just over his back and took the shot. It was a miss, but only because the wind where he was pushed the shot wide just to the right.

The guide said, “You were dead-on with the height.”

So we went back to spotting, and a few hours later I collected a nice buck—this time

with a shot of 115 yards. The buck leaped at the shot, and didn’t even go 20 yards before it fell.

CVA notes the barrel is coated with a WeatherGuard finish designed to protect it from harsh weather.

Good thing, too.

Though we began the day under bright sun, by late afternoon, when I took the shot, it was snowing heavily. That sort of thing happens when you commit to staying out all day in the open.

Other features of the MR include a Quick Removable Breech Plug (no tool required), a recoil pad, a palm-saver ramrod, and a Quake Claw Sling. In addition, each rifle comes with Durasight rings and bases, and a lifetime warranty. The rifle is available with a black stock and in Realtree Max 1 camo. SRP: $612.95. (cva.com)

Closing the Sale

Although the Accura MR is an accurate, flat-shooting blackpowder rifle, to help a customer achieve its maximum potential, recommend two key accessories—.50-caliber Powerbelt bullets and IMR’s White Hot .50-pellet propellant. The pellets allow for a fast reload, and burn as fast as 2,300 fps. The aerodynamic design of the Powerbelt bullet helps it achieve greater downrange accuracy, and the Aerotip gives it greater penetration. Tell the customer that when he combines all three, he’ll be shooting at peak accuracy.

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R ED D OT S I GH TS

R A N GEF I N D ER S

B I N OC U L A R S

R I F L ES C OP ES

S P OT T I N G S C OP ES

The last thing your customers expect from you is backpedaling and passing the buck. Give them all the performance and value they deserve with a full line of quality sports optics that get the job done — “No Excuses.” For the latest Redfield® riflescopes, binoculars, spotters, and rangefinders, contact your Redfield representative. ©2013 A Brand of Leupold & Stevens, Inc.

BC_013508_SHB0513P.indd 1

REDFIELD.COM

3/5/13 11:00 AM

undercover shopper

Hog Wild in East Texas

I

On the prowl for a good pig-hunting rifle

was in East Texas last spring, dividing my time between Shelby and San Augustine counties, while a large feral-hog-hunting contest was being held in the area. Everywhere I went, the big topic of conversation was hog hunting and the substantial cash prizes the contest offered. So, I decided to check out the area’s firearms retailers for a good pig-hunting rifle. My focus: What do local hog hunters use, and why?

STORE A

ers. Hank mentioned several popular sellers, but he had only a half dozen modern sporting rifles (MSRs) in the gun racks directly behind him.

“They sell out as fast as we can get ’em. We’ve been backordered for months now!”

Hank directed me to the far side of the gun section, where he showed me several leverand bolt-actions still used by many hog hunters. He also provided a quick tutorial on good hog optics, with an explanation of the attachable

lights people here use for night hunting. Hank shook my hand and said he hoped to see me again.

STORE B Next stop, a big-box retailer.

The outdoors section of the store was large and well stocked. This felt like a good place to buy a gun—until the clerk started talking.

“We sell a lot of the assault rifles to pig hunters,” he said, nodding. “Lots.”

“You mean tactical rifles?” I tried.

“People love assault rifles ’round here,” the clerk claimed.

Talk about off-putting: A gun clerk using the language of the anti-gun movement! I tried to salvage the situation by inquiring about which hog rifles, specifically, were in demand. He mentioned two, but he had to be pushed to detail their features. Oh, and he said “assault rifles” two more times before I left.

pixel pushers

My first stop was a large outdoor goods retailer. At the gun counter, the sales clerk—let’s call him “Hank”—nodded as I explained what I was looking for. Then he said, “Right now, for hogs? Most guys around here are going tactical.”

Why tactical? I asked. To put as many shots as possible on target, as fast as possible, Hank said. Plus, these trim carbines handle well in the thick brush of East Texas, where Hank himself has hunted wild pork-

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undercover shopper

STORE C In my experience, pawn shops are a real mixed bag. Many are professionally run establishments, but a decent percentage, unfortunately, look like flea markets run amuck, and operate accordingly. Did I mention the cluttered, jumbled counters and poor lighting of Store C, a local pawn shop?

The racks behind the gun counter, though, held a good number of long guns, giving me some hope. The clerk, “Ben,” said he was a hog hunter himself, and told me exactly what I needed: a good leveraction .30/30. He just hap-

pened to have three in stock.

Well, two in .30/30 and one in .22 WMR. All three rifles had seen a good deal of use; their stocks, receivers, and barrels were dinged and dented.

Given their fairly high asking prices, however, you could be forgiven if you thought the rifles were nearly new-in-thebox.

I asked if a .22 WMR was really enough gun for a big hog. “You bet,” Ben assured me. “Just get close.”

STORE D Leery of pawn shops after the experience at Store C, I was searching out a gun shop I

had found in the Yellow Pages when I came across Store D, another pawn shop. In its favor, this second pawn emporium boasted a tidy storefront complete with new awnings.

Then I noticed that one of its signs advertised an on-duty gunsmith. That seemed promising.

Inside, I found an obviously well-run operation: clean, well lit, with merchandise carefully arranged by category. I was greeted as I approached the gun counter. The clerk asked questions about where I might be hog hunting, the terrain, and cover, and if I’d be hunting during the day or at night.

“Lever-actions have always

been popular here,” the clerk told me, and handed me several to shoulder, including one in .45-70 caliber. About the latter, the clerk added, “You hit him anywhere with that rifle, you’ll bring home the bacon. Great brush gun, too.”

He also had two bolt-actions that would work—one chambered in .30/06, the other a .300 WSM. The actions worked well, and the prices were reasonable. Tactical rifles? He had none on hand at the moment, although he said several would be on the sales floor by early the following week. He shook my hand when I left, and wished me a good day.

how’d they Do? Customer Service

Product Knowledge

Product Availability

The clerk listened carefully to me, directed me to various rifles, and offered accessory suggestions.

he knew the features and capabilities of all the hog rifles in stock.

Msrs, bolts, and levers— certainly enough of each to tempt a buyer.

The rifles the clerk suggested would work, yet he never mentioned the many other options in the racks.

Two popular models were on hand, but the clerk failed to mention several other potential hog rifles in his racks.

he knew lever-actions would take hogs—but he didn’t know much else.

The clerk seemed intent on only pushing the leveractions.

A real gun guy, this clerk knew his stuff.

Good selection of levers and bolts. Msrs? On the way….

A❚

Store

You can’t use antigun jargon at the gun counter!

B❚

Store

The clerk did a decent job, until he tried to push a waytoo-small-caliber rifle.

C❚

Store

The clerk was polite, listened well, and knew hog hunting.

D❚

Store

SCORing SySTEm: Outstanding:

Very Good:

Winner: Store

Average:

A

store A had the best counterman of the four stores.

The clerk was a hog hunter himself, with experiences to share. The Msr selection was a bit skimpy, but availability is low everywhere. The store had the best display of long guns, too.

Wulf Outdoor Sports 1141 hurst st.

Center, Tx 75935 936-598-8310 wulfoutdoor sports.com

Fair:

poor:

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7/6/12 11:30 AM

WERE YOU AT THE 2013 SHOT SHOW? IF NOT, YOU MISSED A HUMDINGER. FOUR DAYS OF INTENSE, NONSTOP WALKING AND TALKING

JUSTIN APPENZELLER

F

unny how time flies. If the industry visionaries who created the first SHOT Show stood in the center of just one bustling aisle of the trade show, celebrating its 35th year, they would no doubt marvel at how much the show has grown. But they certainly would understand the passion that is the foundation of the shooting sports industry, and they would beam with pride to see their vision still going strong so many years later. The 2013 SHOT Show set a new record for attendance, and it remains the place to be, and be seen, in this industry. It’s the hub where retailers, manufacturers, marketers, and others all gather.

CONTRIBUTORS: CHRISTOPHER COGLEY, PHIL BOURJAILY, DAVID DRAPER, DAVID MACCAR, PETER B. MATHIESEN, ROBERT F. STAEGER, PETER SUCIU, AND SLATON L. WHITE

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HK OFFERS PROVEN RIFLE WITH TOP-NOTCH PRECISION ACCESSORY KIT The MR72A1 rifle from Heckler & Koch is a direct descendant of the company’s fully automatic HK416/417 series chambered in 7.62 x 51mm, only in a semi-auto configuration developed for civilians. Now, HK has elevated the capability of this proven rifle platform with an accessory pack, dubbed the Long Rifle Package (LRP), that turns the MR72A1 into an out-of-the-box precision rifle.

The rifle itself is gas-operated and uses a piston and a solid operating “pusher” rod in place of the common gas tube normally employed in MSRstyle rifles. This greatly reduces malfunctions common to directimpingement gas systems, since hot carbon fouling and waste gasses do not enter the receiver area.

“This package of

Heckler & Koch is packaging its popular MR72A1 rifle with a host of precision add-ons, including a Leupold scope, an HK G28 stock, and a bipod. accessories really makes this a true precision rifle and utilizes the capabilities of the rifle to their fullest for precise shooting,” says Johannes Wolber, HK operations coordination manager.

So what comes in the box? Well, first of all, the LRP package comes in a 42-inch Model 1720 Pelican case, not a box. Mounted to the rifle is a Leupold 3–9VX-R Patrol 3–9x 40mm scope along

with an HK G28 adjustable cheekpiece buttstock and a LaRue Tactical BRM-6 bipod.

Throw in an ERGO pistol grip from Falcon Industries, an OTIS cleaning kit and a Blue Force Gear sling, one 20-round magazine and one 10-round magazine, and the LRP is truly a complete package.

But let’s not forget the rifle itself. The MR72A1 LRP uses a barrel produced by HK’s

cold-hammer-forging process. The highest quality steel is used in this manufacturing process, producing a longlife barrel that provides superior performance with minimal degradation of accuracy and muzzle velocity after prolonged use. The barrels are manufactured in Germany and finished in the U.S. HK had this rifle ready to shoot at this year’s Media Day

at the range and, in short, it was a pleasure. The five-position adjustable stock with a moveable cheek rest absorbed plenty of recoil, allowing for quick second-shot target acquisition. As expected, the Leupold scope was clear and bright. Coupled with the sturdy bipod, hitting the 100-yard target was nearly effortless.

This rifle would make a great medium-range

hunter as well as a tactical/law enforcement firearm, with greatly expanded capabilities over a typical MSR-style rifle. It has all the features sought by civilian precision shooters as well as law enforcement organizations seeking an alternative to the HK G28 series of designated marksman rifles.

LRP Package SRP: $5,995. (hk-usa .com) —David Maccar

FEDERAL TOP GUN SHOTSHELLS SUPPORT WOUNDED WARRIORS ATK-Federal has always supported America’s military, whether through supplying cutting-edge ammunition or by providing funding for causes that support veterans. Most recently, Federal’s Top Gun shotshells are helping support the Wounded Warrior Project, providing much-needed funding required to help injured service members transition back to civilian life.

The 2¾-inch target loads are available in 12-gauge and packed with No. 8 shot. The hulls are an assortment of red, white, and blue colors, which add patriotic fun to a casual day of shooting. Top Gun loads are

Federal Premium is supporting the Wounded Warrior Project through sales of its Top Gun target loads. economically priced, yet still made to deliver reliable performance. The on-box royalty program delivers proceeds from every sale of the ammunition directly to support the Wounded Warrior Project, an organization that aids individuals involved in service-related injuries on or after the tragedies of 9/11. (800-322-2342; federalpremium.com)

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MOSSY OAK ROLLS OUT NEW WATERFOWL CAMO

Building on a history of such leading-edge waterfowl patterns as Bottomland, Shadow Grass, and Duck Blind, Mossy Oak Brand Camo used the 2013 SHOT Show to introduce its latest pattern, Shadow Grass Blades. “As waterfowl hunting has continued to evolve, with more grass and field-edge duck holes being utilized, we decided the missing link was a pure grass pattern,” says Larry Moore, director of research and development. “Our field research of waterfowl environments revealed grasses with varying color, position, and condition. Each blade was unique in itself.”

Shadow Grass Blades features a precise arrangement of individual blades of grass—be they windblown, broken, or bent—onto a background of thatch consisting of lesser or dead grasses to create what Moore calls “the perfect pure grass pattern.” Carefully placed shadows from the main grass arranged atop the thatch, which incorporates light to dark spots as seen in nature, creates depth that gives Shadow Grass Blades a realistic 3-D appearance and a superior ability to break up a hunter’s outline.

“With more than 25 years in pattern development, we’re never satisfied with ‘good enough,’ and that drive has resulted in the development of what we consider to be the single most effective waterfowl pattern ever introduced,” says Chris Paradise, senior vice president and chief sales officer. “We believe Shadow Grass Blades is the waterfowl pattern you’ve been waiting for.” Shadow Grass will be available this fall. (mossyoak.com)

BROWNING EXPANDS BLACK LABEL TACTICAL LINE In 2012, Browning introduced Browning Black Label Tactical Blades, which included 30 unique knives.

For 2013, Browning is not only expanding its Black Label blade selection, but is also adding more tactical products, including tactical clothing, gear bags, range accessories, and gun safes.

“We all expected a positive reaction to the Black Label knives, but it definitely exceeded our expectations,” says Browning project manager Rafe Nielsen. “The response ramped up our efforts to broaden the line, and it set a pretty high bar for us to reach.”

The new Black Label range accessories include tactical glasses and goggles, a tactical hearing protector, and a range kit.

A line of tactical bags and cases will include the Alfa shoulder bag, Alfa pistol case, and Alfa long-gun case.

Black Label clothing will include two tactical pant models, four tactical shirts, a soft shell vest and jacket, a fleece vest and jacket, performance T-shirts, a waterproof jacket, and the three-layer WindKill jacket.

“The tactical market is becoming

increasingly important to Browning,” says Nielsen. The Tactical FMJ WindKill jacket features two chest concealed-carry pockets, ConcealAccess split sides with nonlocking zippers, armpit zippers, and two side slash pockets.

SRP: $225 to $240.

Black Label tactical pants feature wearresistant canvas fabric with a partial elasticized waistband and

The expansion of Browning’s Black Label brand is due to the success of its line of Black Label tactical knives.

heavy-duty belt loops.

The pant has internal knee-pad pockets, two accessory side pockets, leading-edge hidden-zippered side pockets, and two rear pockets. SRP: $80 to $87. The cotton/ spandex tactical shirt features SnapShot hidden magnetic center buttons for fast access to a shoulder holster or chest pockets. The shirts sport a long, vented back,

two front-load pockets, and two pleated chest pockets. SRP: $53 to $72.

The Tactical Alfa Range Bag is constructed of a heavyduty padded ballistic polyester fabric shell with water-resistant urethane interior coating. The roomy main compartment has four organizer pockets; it also has two zippered side compartments with six elastic

magazine retainers and internal organizer pockets. A removable ammo/accessory bag with zippered top and hook and a loop side pocket gives added versatility. SRP: $115.

The new Evader Tactical Hearing Protector is a folding tactical earmuff (NRR 31db) with an adjustable cushioned headband and soft earcup cushions. SRP: $53.

“We’ve divided the tactical market into basically two segments: military/law enforcement and recreational/competitive shooters,” says Nielsen. “We’ve specifically designed products that target each segment, as well as products that work as great crossover items.”

(801-876-2711; browning.com) —Robert F. Staeger

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HELPING TO CREATE A BETTER SHOT If you’ve worked behind a gun counter for any length of time, it’s a safe bet that you’ve had a customer approach you and ask for advice on how he can become a more accurate shot.

There’s one answer that’s much cheaper than getting a new gun, but which can dramatically boost accuracy.

“Before I started working here, I had no idea how much changing a trigger could improve your accuracy,” says Kevin Dee, a technician at Timney Trigger. “The first time I put my finger on that trigger, though, I was amazed by what a drastic difference it made.”

That was the basic concept that led gunsmith Allen Timney to form Timney Triggers in 1946, after returning from World War II. Dee says that Timney wanted to help make his customers’ rifles more

says. “When you put your finger on the trigger you’ve set at 3 pounds, you know that when you put 3 pounds of pressure on it, it’s going to go off every time. It’s consistent. And that makes all the difference.”

Typically, the difference is most noticeable in older rifles—the rifles that many of us don’t want to give up, either because we can’t afford to or because we’ve grown too attached to them.

“As hard as the economy is today, if you can put a new trigger on an old rifle and shrink your groups by half, you have an opportunity to reinvent the gun you have,” Dee says. “With this one simple step, you can take a gun that has been handed down to you or bought second-hand and turn it into an incredibly accurate rifle.”

And when you consider the fact that the vast majority of Timney triggers have an

You can help upgrade a customer’s rifle without forcing him to pay a king’s ransom to do so. The secret? Installing aftermarket triggers such as those manufactured by Timney.

accurate, but by working on each trigger individually, he was limited by the number of rifles he could improve in any given day.

To overcome that obstacle, Timney came up with the concept of building a trigger that had the same specifications as the ones he was upgrading his customers’ rifles to, then preassembling it to make it easy for people across the country to change out their factory triggers with a Timney and significantly improve the accuracy of their rifles.

Sixty-seven years later, the concept hasn’t changed.

“The key to accuracy is consistency,” Dee

SRP of less than $130, with many—especially for older bolt-action rifles—under $100, it makes the accuracy results they deliver even more impressive. Combine that with the ease of installation (Dee says that nearly anyone can install a Timney trigger in 10 to 15 minutes), and the sale becomes a no-brainer.

“The bottom line is that if you can help your customers improve the accuracy of their rifles, they’re going to be able to make better shots and take game more humanely,” Dee says. “And at the end of the day, that’s what it’s all about.” (866484-6639; timneytriggers.com)

LEICA’S GAMECHANGER “We believe this to be a game-changer,” says Terry Moore, vice president of Leica Sports Optics, of the Geovid HD-B laser rangefinder, which it introduced at the 2013 SHOT Show. “When you hold it in your hands, you know it’s something special.”

You first notice the unusual profile, but its easy-on-the-hands feel will make for comfortable viewing, particularly for hunters who spend hours scanning for big game.

But Moore really wants users to focus on the newly developed ballistic function ABC (Advanced Ballistic Compensation) system, which provides the proper aim point. He says the Geovid HD-B’s processor instantly gathers and analyzes ballistic

information with one touch of a button, giving accurate information for the correct hold over, turret adjustment, or dropdown reticle aiming point. In calculating the trajectory, distance to the target and angle are taken into account, as are temperature and air pressure.

The Geovid is programmed to use 12 ballistic curves, representing most of the trajectories of modern hunting cartridges.

In addition, a micro SD card slot, located inside the battery housing, lets hunters program and save personal ballistic data.

The Geovid HD-B will be available in two models—an 8x42 ($2,945) and a 10x42 ($2,995). (800-2220118; leica-sport optics.com) —Slaton L. White

Leica’s new Geovid HD-B laser rangefinding binocular, which ships to retailers this spring, will be available in 8x42 and 10x42 configurations.

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MAGELLAN ZEROES IN ON GPS FOR HUNTERS

SHOT Business editor Slaton L. White presents Laurie Lipsey Aronson, president and CEO of Lipsey’s, with the SHOT Business Distributor of the Year award at the Bonnier Outdoor Group annual SHOT Show breakfast. Five other industry leaders were also honored.

SHOT BUSINESS AWARDS At the Bonnier Outdoor Group breakfast, SHOT Business honored six industry leaders. The honorees were Carter’s Country, Retailer of the Year; Lipsey’s, Distributor of the Year; Todd Binsfeld, of Birchwood Casey, Manufacturer’s Representative of the Year; Duncan’s Outdoor Shop, Range of the Year; Keystone Sporting Arms, Company/Organization of the Year; and the Honorable Paul Ryan, Person of the Year.

The annual SHOT Business Awards acknowledge industry trailblazers who preserve and promote America’s hunting and shooting heritage. “Simply put, the winners of these awards represent the best in every field,” said Slaton L. White, editor of SHOT Business.

“The SHOT Business Awards recognize and acknowledge leadership in the shooting-sports industry and

the communities in which our representatives reside. Each of these winners are top-notch in their respective fields, but they also give back to the industry and the communities in which they operate.”

“Winning the prestigious SHOT Business Distributor of the Year award is the pinnacle of our year.

It’s gratifying for our entire team to be able to celebrate this award together,” said Laurie Lipsey Aronson, president and CEO of Lipsey’s LLC. Aronson said that everyone in the company had a hand in its achievements, and like any success, it doesn’t come by accident. “Our team worked very hard to meet our personal and company goals this year. Instead of asking why, we say why not. They made it happen and showed pride in their work. That means the world to me. Our theme for the year was

Going the Extra Mile. And they did,” said Aronson, who added the company has just broken ground on a new office building and distribution center that will be completed in December 2013—a move that, according to Aronson, will enable Lipsey’s to grow and develop its team members while creating new opportunities for everyone.

“I’m greatly honored to receive the 2012 SHOT Business Range of the Year award,” said Glenn Duncan, owner of Duncan’s Outdoor Shop in Bay City, Michigan. “We have worked hard to make our range and store a safe and fun place to be, but we also try to do everything we can to reach out to the community, promote and expand the shooting industry, and protect our Second Amendment rights.”

—David Maccar

Not everyone is born with a natural sense of direction, and Magellan knows this more than most. That’s why it is introducing a new outdoor GPS—the eXplorist 350H—specifically designed for hunters.

“We believe the eXplorist 350H will be the go-to navigational tool for the modern hunter,” says Warren Hewerdine, senior director of marketing for Magellan. “It contains detailed maps with the latest gamemanagement unitboundary information, as well as trail-cam management, waypoint marking, virtual-scout satellite imagery, and the ability to define hunting geofences to ensure that the hunter stays off private lands and within the desired public hunting range.”

The eXplorist line features sunlight-readable screens and a long battery life. (408-6155100; magellangps .com) —Peter Sucui

Magellan has introduced the eXplorist 350H, designed specifically for hunters.

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BACK BY POPULAR DEMAND For a number of years, Weatherby offered a lightweight hunting rifle known as the Back Country. Weighing less than 7 pounds, for many hunters it was the ideal rifle to carry all day.

And then, thanks to availability issues with its stainless-steel platform, it was no longer in the line. But recently, the company decided the Back Country was worth bringing back— only this time, it would use chrome-moly rather than stainless steel.

The Vanguard Series 2 Back Country is guaranteed to shoot subMOA with Weatherby factory or premium ammunition. Accuracyenhancing features include a pillarbedded Monte Carlo composite stock and a 24-inch fluted barrel.

A Pachmayr Decelerator pad helps reduce felt recoil.

Like all Vanguard Series 2 rifles, the Back Country has a matchquality two-stage trigger and a three-position safety. The adjustable trigger (to 2.5 pounds) has an auxiliary sear for a creep-free, consistent let-off. Caliber options include .240 Wby. Mag., .270 Win., .257 Wby. Mag., .30/06 Springfield, .300 Win. Mag., and .300 Wby. Mag. SRP: $1,399. (805-2272600; weatherby. com) —Slaton L. White

Reinhard Seipp, general manager of Meopta USA, displays one of the 10 new riflescopes the optics manufacturer introduced at the 2013 SHOT Show.

GAINING TRACTION Meopta’s products have been called “The Best Glass You’ve Never Heard Of.” Talk about a mixed blessing.

Why haven’t more hunters and shooters heard of the brand?

According to Reinhard Seipp, general manager of Meopta USA, much of that has to do with the company’s history. “Meopta has been making precision optics for 80 years, mostly for military forces due to the ever-evolving political circumstances of the times,” he says. “They didn’t have to market; sales channels were built in. When Meopta did start supplying riflescopes, binoculars, and spotting scopes to the hunting and outdoor consumer market, we initially did so as a manufacturing partner to many of the world’s finest optical brands. Only in the last five years have we introduced our own line of sports optics under the Meopta brand. We make great optics, but

have little expertise in selling them.”

Meopta traces its roots to 1933, when the Optikotechna company was founded in Prerov, Czechoslovakia. Originally founded to produce optical lenses, the company rapidly expanded its lines to include binoculars, cameras, and projectors.

Optikotechna enjoyed a thriving consumer business until the company was seized by the German Wehrmacht in 1939 and forced to produce military riflescopes and binoculars. At the close of World War II, the company was renamed Meopta and intended to refocus on the design, development, and production of consumer optics.

However, Czechoslovakia fell under Soviet occupation, and Meopta was once again shifted into military production.

After the dissolution of the Soviet Union in 1991, Meopta was

acquired by an American family of Czech descent and fully privatized.

Today, Meopta is recognized as a supplier of premium, high-performance optics to military, aerospace, medical, and industrial markets.

When it comes to sports optics, Meopta says its greatest strength today is in riflescopes, and the manufacturer takes great pride in its 30mm MeoStar and 1-inch MeoPro riflescopes lines. In fact, they are so confident in their expertise in this realm, Meopta launched 10 new riflescopes at the 2013 SHOT Show.

“The Meopta brand is relatively new to the consumer, but we are confident that it will continue to gain traction among serious hunters who not only seek high performance but also appreciate value,” says Seipp. Despite a modest marketing budget, Meopta’s product speaks for itself. Hunters who have used Meopta glass in the field will attest to its exceptional low-light performance. (800-828-8928; meoptasportsoptics.com)

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CANNON UNLOCKS THE FUTURE At its booth at SHOT Show, Cannon Safe introduced a new lock for its Armory, Cannon, and Commander series of safes. The exclusive dual-access EMP lock system offers the immediate access, simplicity, and dayto-day security of an electronic lock backed up by the assurance of a manual combination lock.

“Cannon’s EMP lock is the cutting edge of high-securitylock technology,” said Aaron Baker, president of Cannon Safe.

“It allows the ultimate user experience by combining the ease and security of a Type 1 high-security lock with the peace of mind of a mechanical override—all in one

product.”

Baker said that the EMP (which stands for electromagnetic pulse) was developed because of the high number of consumer requests for a product that could still be operated if there was a pulse event. “At Cannon Safe, we have been the drivers of safe innovations and technology advancements since 1965,” he said. “This is a huge step forward for safes and for the experience a safe owner will have in the future.

The EMP Lock will provide the peace of mind you want and deserve but can only find by being a member of the Cannon family.”

(800-242-1055; cannonsafe.com)

Cannon Safe’s new EMP dual-access lock can be opened even in the event of an electromagnetic pulse.

XGO FINDS SUCCESS IN NEW MARKETS For more than six years, XGO— the military and tactical brand of Longworth Industries—has been helping to keep U.S. soldiers, sailors, and service members safe with a series of tactical base layers designed to perform in some of the harshest conditions in the world. Now, the same products that have created so many loyal military and tactical customers are finding a new base of fans in other markets around the world for one simple reason—they work.

Effectively branded as “The First Layer of Defense,” XGO base layers are designed to help military and service personnel regulate their body temperature in extreme conditions and situations by wicking moisture away from the skin.

XGO products also contain a silver antimicrobial feature that helps eliminate odors and protects against harmful bacteria.

Arguably one of the safest, and most attractive, features of the XGO products—and the reason they’ve developed such a loyal following—is the fact that XGO has found a way to make a flameretardant base layer that is actually comfortable.

“Much of the flame-retardant material out there is so hot and uncomfortable that people don’t want to wear it,” says Sherry Lyons, XGO’s director of global sales. “In order to be effective, our products have to perform to the highest standards and also be comfortable enough that people would actually wear them.”

With that goal in mind, XGO paid attention to the small details: flat seams that don’t cut across load-bearing points; shirts that are 2 inches longer so they won’t ride up or pull out.

“We listen,” Lyons says. “Everything we do comes from someone on the ground telling us what they need.”

Because the garments are designed, sourced, and manufactured in the company’s North Carolina headquarters, XGO can quickly and effectively respond to customer requests. And those requests for high-quality products continue to

come in even after the customer is no longer on active duty.

“Contractors are a huge segment of our new business,” she says. “A lot of them are former military; they have different jobs now, but they’re working in the same conditions, so they want the gear that helped keep them safe and comfortable when they were in the military.”

That same desire is also increasing XGO’s presence in the private retail market, as sportsmen and -women discover the benefits of wearing XGO base layers in the field. “Retailers have to sell products that bring customers back to their stores,” says Lyons. “Our gear does that because it lives up to its promise.”

Considering that XGO’s customers are some of the most demanding in the world, that isn’t too tough to believe.

(800-552-8585; proxgo.com)

—Christopher Cogley

XGO is known for making flameretardant base layers that are actually comfortable to wear.

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BARNES SITE MAKES BULLET BUYING EASY

TENZING BREAKS THE MOLD

Reloading is purely a numbers game. Bullet weights and lengths, case capacity, powder charges— deciphering and organizing all that information can be confusing.

One company that has tackled that challenge head-on is Utah-based Barnes Bullets, which has introduced two new Web-based initiatives designed to cut through the clutter. The first of its new Web portals is barnesbullets.com, specific to each line of its component bullets. Users can choose the component they’re interested in from a drop-down menu. With one click they’re taken to a product-specific page. An easy-todecipher scroll bar on the side of the page lists calibers and corresponding data, including bullet weight, diameter, and length.

Additional information now available to consumers are the reams of data Barnes has collected over the years, along with photos and high-action videos to be featured on the other innovation, the new Barnes ProvinGround section of the site.

“We test bullets like crazy and, because of all that testing in the lab and field, we feel we have the best hunting bullet out there,” says Barnes spokesman Brett Throckmorton. “And we figured since we’re already doing the testing, we might as well share it with our customers.”

Although they were designed with the end-user in mind, these new web initiatives from Barnes also provide a valuable resource for retailers. “The most important aspect of the retail business is having salespeople with strong product knowledge,” says Throckmorton. “Our web portals serve as a handy reference guide to answer customer questions.”

Throckmorton believes ProvinGround will be an extremely valuable resource for retailers to educate their salespeople.

“When a person is knowledgeable about a product, they’re better equipped to make the sale,” he says. “A retailer’s sales force is the gateway to the consumer, and the ProvinGround is an easy way to get them informed and excited about our products.” (435-856-1000; barnesbullets .com) —David Draper

▶ In keeping with its innovative history, Tenzing has released a 130-pound-rated pack that weighs a scant 3 pounds 4 ounces. The TZ CF13 is the largest and lightest supportive backpack on the market, with a retail price in the mid$700 range.

“This is a statement of innovation, and it shows the consumer and retailers the standards we have set and where we want to go,” says Jay Robert, director of product development for Tenzing.

You may not have heard of Tenzing—this year was only its second SHOT Show—but it is part of one of the oldest companies in the outdoors industry, the Plano Molding Company, which has kept a sustained-growth vision using nimble operating behavior and dedicated enthusiasm to move a promising idea onto the shelf.

“As we look to expand inside our industry, there

is one thing we understand as a company— storage,” says Jesse Simpkins, vice president, marketing and sales.

“We wanted an emerging brand that could be flexible and reach out across the entire outdoor marketplace. We saw the backpacking segment as an opportunity for that, and knew the right guy was the key.”

The right guy was Jay Robert. He was not only a backpack designer, but he had spent nearly two decades in the trenches on the retail floor in Idaho, deciphering what customers wanted, what products worked, and how to sell them. He field-tested almost every product he sold, and he kept a careful mental inventory of what functioned and—maybe more important—what failed.

In 1997, he and a partner opened Black’s Creek, a pack company, where he put that knowledge to practical use in design. In 2010, Robert sold his interest in the company and entered into an agreement with Plano to form

a new division, Tenzing.

“We asked Robert to do what he does best, and said we’ll bring the resources necessary to the project,” says Simpkins.

Robert did not disappoint, bringing a full line of packs to market for the 2012 season that included a winner of a “Best of the Best”

Tenzing’s Jay Robert designed the heavy-duty, lightweight TZ CF13 pack. award from Field & Stream. By the fall of 2012, the line completely sold out its year’s production.

“It’s important to find innovative fabrics and build efficient straps and practical pockets. But it’s also about the entire

picture,” says Robert.

“You must have product that a consumer understands when it’s on the shelf, and you must have the resources behind that product.”

Along with hunters, the military has quickly seen the value of the company’s ultralight supportive pack systems, and will be adding to Tenzing’s rapid growth in 2013.

The launch of this new company has required production investment, an all-new marketing infrastructure, and an absolute commitment from the in-house sales staff. “It was a significant investment,” says Simpkins.

“But when you have the right team, anything is possible.”

Both Robert and Simpkins say the future of the Tenzing brand will include more than just backpacks. We’ll have to wait for the 2014 SHOT Show to see what innovations will emerge, but they’re off to a fast start. (800874-690; tenzing outdoors.com) —Peter B. Mathiesen

PALMETTO STATE ARMORY NAMED ATK DEALER OF THE YEAR

Palmetto State Armory was honored as ATK’s 2012 Dealer of the Year at SHOT Show.

South Carolina’s Palmetto State Armory recently claimed bragging rights at the 2013 SHOT Show, where it was named overall ATK Dealer of the Year. The retailer, based in Columbia, S.C., has seen huge growth in its four-year history, rapidly expanding to three locations. It also experienced triple-digit sales growth for ATK brands, including Blackhawk, RCBS, Champion, Outers, and Weaver.

For owner Jamin McCallum, building the business has been a labor of love. “I created Palmetto State Armory because I wanted to work with what I’m passionate about every day. This is a huge honor.”

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TRADITIONS PERFORMANCE FIREARMS UPS THE ANTE

RMEF ADOPTS MSR PLATFORM FOR BANQUETS

The people behind Traditions Performance Firearms don’t like to rest on their laurels.

They’d rather stir the pot and keep the competition on the run. And they think the new Vortek Strikerfire muzzleloader, which was introduced at the 2013 SHOT Show, will do exactly that.

In development since 2008, this patent-pending rifle takes features from the popular Vortek series but incorporates a StrikerFire system, the most interesting facet of which is the lack of an external hammer. “The system is easy to

▶ Fundraising gurus with the Rocky Mountain Elk Foundation admit they didn’t know what to expect several years ago when a local sporting goods store donated the first modern sporting rifle ever seen at an RMEF banquet and auction. How would the traditional audience of big-game hunters react? Suffice to say the reaction was—and has been ever since— extremely positive. For 2013, RMEF has purchased more than 500 MSRs for its fundraisers nationwide. In fact, based on testing at select events over the past year, RMEF officials now have the highest expectations that their investment in Smith & Wesson M&P15-22s will generate the margins needed to fund RMEF conservation work across elk country.

“Historically, traditional hunting rifles and shotguns have been the centerpiece of our fundraising efforts,”

use,” says Tom Hall, Traditions president. “Just slide the striker button forward until it locks and then shoot. Eliminating an external hammer improves the rifle in three key ways. First, you get faster lock time; second, you get the ability to mount the scope closer to the bore; and third, you can build a crispbreaking two-stage trigger, which we have set at 3 pounds.”

Hall says de-cocking the firearm is simple. “The recessed de-cocking button allows for quick and quiet de-cocking of the firearm. And, when you

break open the gun, an automatic de-cocking occurs.”

The rifle is also equipped with two safeties—a triggerblock safety and a striker-block safety. The overall design saves some weight as well. The new rifles comes in at a svelte 6.25 pounds. A one-piece stainlesssteel Accelerator Breech Plug allows the user to fire both loose and pellet powder without changing the breech plug, and a removable butt pad (which releases with the touch of a button) allows for convenient storage. (800-388-4656; traditionsfirearms.com)

FEDERAL LOADS TOP GUN IN 7/8-OZ. 12-GAUGE

Federal’s new lighter-recoil target load is ideal for young shooters.

For 2013, Federal adds an important extension to its affordable Top Gun shotshell line: a 1,200 fps ⅞-ounce 12-gauge load. Smart shooters have been loading their own ⅞-ounce shells as practice loads and for teaching new shooters for some time. With this load, Federal offers a reasonably priced factory alternative. It combines 20-gauge recoil with target-breaking authority, and is perfect for training and practice.

“The ⅞-ounce loads are becoming

popular with the sporting-clays community,” says ammunition new-product development director Drew Goodlin.

“With the large number of youth, women, and new shooters getting involved in the shotgun sports, this is a great time to introduce our new Top Gun ⅞-ounce 12-gauge load. It’s a very efficient, light-recoiling load that produces exceptional patterns. ” Be sure to stock these along with the rest of the popular Top Gun lineup, and train your staff to recommend them to beginners when they come to your store looking for ammo and advice. Many shooters choose practice ammo solely by price, so this shell offers a low-recoil alternative at the same cost as other Top Gun offerings. Shells that kick softly make happy shooters, and happy shooters come back for more ammo.

The ⅞-ounce loads may not cycle all semi-automatics, but for pumps and break-action guns, these are perfect. SRP: $6.49–$6.99. (800-322-2342; federal premium.com) —Phil Bourjaily

says Steve Decker, vice president of marketing for RMEF. “But we were surprised in 2009 when a .45 ACP handgun emerged as our topperforming firearm. We were surprised again in 2012 at the outstanding performance of MSRs. They did so well, in fact, we’re now introducing them into our standard banquet package.”

This is further evidence, says Decker, of the successful assimilation of modern sporting rifles into America’s traditional sporting culture. RMEF selected the Smith & Wesson M&P15-22 clad in camo with an engraved RMEF logo. Decker says RMEF selected a .22-caliber rifle based on testing and because a .22 is perfect for introducing new shooters to the MSR platform. In 2012, firearms-based fundraising helped RMEF conserve more than 6.2 million acres of habitat for elk and other wildlife. (800-225-5355; rmef.org)

MSRs are being adopted into RMEF’s standard banquet package.

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Razorback XT has been a resounding success for Winchester, and a popular new hog load. Now the company is bringing bolt-action rifles and bigbore pistols into the game, with new loads in 225grain .44 Rem. Mag., 180-grain .30/06, 130-grain .270, and 123grain 7.62x39mm.

BUSHNELL BROADENS ITS BULLETPROOF PROMISE In the world of sporting optics, consumers face an eye-watering array of choices. And manufacturers face great difficulty differentiating themselves from the competition.

Yet Bushnell stands out by standing behind its products, offering a 100 percent satisfaction guarantee on its Elite, Legend, and Trophy XLT optics and full line of hunting laser rangefinders.

In modern times, the 100 percent satis-

“A retailer can say only Bushnell believes in their product so much they put their money where their mouth is.” faction guarantee has become all but extinct.

Bucking the trend, Bushnell implemented its Bulletproof 100% Money Back Guarantee in 2011 to cover its Legend Ultra HD line— though not, according to director of marketing Aaron Oelger, without some trepidation.

“Back in 2011, we were challenged to get our Legend line in customers’ hands,” says Oelger. “Someone threw out the idea of a money-back

guarantee. Would it work? How many would be returned?

Ultimately, we decided to go for it, and the consumer responded really, really well. And returns were extremely low, even below our expectations.”

With the initial success of the program and the low return rate, Oelger and the Bushnell team decided to expand the Bulletproof Guarantee in 2012 to cover its Elite and Trophy XLT line, as well as a long list of laser rangefinders. “Bushnell’s Bulletproof Guarantee really makes our optics an easy sell,” says Oelger. “A retailer can say all these products are good, but only Bushnell believes in their product so much they put their money where their mouth is.

It’s pretty compelling.”

To further help retailers, Bushnell supported the 100 percent promise in 2012 with a cross-platform advertising campaign.

“The message is pretty simple,” says Oelger. “Bushnell makes great optics and you’re going to be happy with them. In fact, we promise you’ll be happy with them, and if not, we’ll refund your money. No questions asked.” (800221-9035; bushnell .com) —David Draper

MAXIMUM PERFORMANCE Last year, Winchester Ammo introduced Razorback XT, a new product engineered for maximum performance on tough wild hogs. Designed for delayed expansion, it incorporated a beveled profile to compress the hollowpoint cavity and strengthen expanded segments. The lead-free bullet, available in 64-grain .223 Rem. and 150-grain .308 for MSRs, was made of solid gilding metal, and also featured a nickel-plated case.

“We hit a home run,” says centerfire product manager Mike Stock. “We tripled our original sales estimates.”

Stock says the success of Razorback was due to two factors: First, the product obviously appeals to an underserved market; second, after the initial new-product announcement, Winchester moved quickly to get the ammo into the hands of retailers—and hunters.

To build on that success, for 2013 the company is expanding the line and will introduce four new versions: 225-grain .44 Rem. Mag., 180-grain .30/06, 130-grain .270, and 123-grain 7.62x39mm.

As for product availability, Winchester will again emphasize speed. “We’re going to deliver product early,” he says. “Last year we got it out in the first quarter, and we’ll do the same this year. Hog hunting is a year-round activity, and this ammo will give a retailer multiple turns throughout the year.”

The manufacturer has also watched the phenomenal growth of predator and varmint hunting, which continues to grow by leaps and bounds. Given the cost of a deer lease, and the dismal state of the overall economy, it should come as no surprise that many shooters—especially those in their late teens and early 20s, who have less disposable income—are looking for more affordable hunting opportunities.

“Varmint and predator hunting doesn’t compete with deer season,” Stock says, “and many states are now actively encouraging hunters to harvest coyotes because they are just devastating populations of key game such as deer and turkeys.”

To serve this fast-growing market, Winchester Ammo is introducing Varmint X. It will be available in 32-grain .204 Ruger, 40-grain .223 Rem., 55-grain .223 Rem., 55-grain .22/250 Rem., and 58-grain .243 Win. All rounds feature a brass case and a non-coated polymer-tipped charcoalgray bullet.

Given the price sensitivity of the target audience, Winchester will market the new ammo in its mid-priced “Gray Tier” packaging in a 20-round box.

The packaging, Stock says, should really appeal to the younger crowd. “It practically screams ‘predator,’ and features a big, gnarly coyote on the box.” (618-2582000; winchester.com)

—Slaton L. White

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WET, YET DRY Blackhawk’s new line of clothing should please seekers of quality performance apparel.

Heading up the new offerings is the Advanced collection of waterproof and water-resistant outerwear. Included in the collection is the Advanced Soft Shell Jacket, a 100 percent polyester softshell jacket with a bonded fleece interior. For complete waterproof protection, the Waterproof Jacket and Waterproof Pants are sold separately.

Like the Soft Shell, the waterproof offerings have a sleek design, allowing for freedom of motion without snagging on surrounding obstacles. Both the pant and jacket are made of 100 percent nylon three-layer waterproof and breathable fabric, underlaid with another 2.5 layers of another waterproof, yet breathable, fabric. The pants also offer zippered side seams, as well as double layering in the seat and knees. SRP: $250, Advanced Soft Shell Jacket; $300, Waterproof Jacket; $170, Waterproof Pants.

Blackhawk’s 2013 offerings also include a Women’s WR Quilted Jacket—a lightweight design tapered for a better fit—that can be worn as a water-repellent stand-alone garment or snap easily into the company’s Women’s Waterproof Jacket (also new). The Quilted Jacket features front storm flaps, a front zipper garage to protect the wearer’s neck and chin from being rubbed by the zipper when pulled all the way up, and drop shoulder seams for a better, sleeker fit. SRP: $110.

The Women’s Waterproof Jacket is constructed of the same quality materials and shares many of the features found on the men’s Advanced Waterproof Jacket, but it offers a more tapered midsection to better fit a woman’s shape. SRP: $300.

Blackhawk also offers casual styles for concealed carry during a well-earned day off. (800694-5263; blackhawk.com) —Doug Howlett

Blackhawk’s Women’s Waterproof Jacket is available in burgundy, black, navy, and green.

RIVERS WEST STRETCHES PROFIT FOR RETAILERS

The Advanced Waterproof Fleece fabric system consists of a waterproof fleece shell, an interior lining, and fully taped seams.

▶ After an investment of more than 16 months of research and development, Rivers West, an outerwear company based in Seattle, used the 2013 SHOT Show to announce a pioneering fabric system it calls Advanced Waterproof Fleece (AWF). AWF consists of a waterproof/breathable fleece shell, an interior lining, and fully taped seams.

The two-layer system will debut at retailers this summer.

The line features eight new styles, with increased dealer margins and lower retail price points. As a result, minimum dealer margins for AWF start at 50 percent, while retail price points have dropped 13 to 40 percent across the board.

“Compared to

off-the-shelf fabrics.

“They often use WeftKnit fabrics that are extremely difficult to seal.” To him, the inevitable result speaks for itself.

Ryan also said that many clothing companies often start with a single garment design to achieve a desired retail price. Working backward, they then determine how many pockets, zippers, and snaps, and which types of fabric, can be utilized in order to reach that finished retail price point.

“Our approach allows us to modify garment design based on fabric limitations,” he says. “For example, our flagship, Original Waterproof Fleece, has limited breathability.

This trade-off increases

brushed tricot, a staple in the waterproof hunting market for the past 15 years, AWF is softer inhand, has lateral stretch, and is a much quieter fabric,” says Matthew Ryan, Rivers West executive vice president.

Ryan then addressed some of the misconceptions that are typical of both consumers and retailers when it comes to choosing a garment.

One issue that is a sore point with Ryan is when a company states that “brushed tricot is their ‘quiet’ waterproof fabric, when in reality, brushed tricot will never be as quiet as 100 percent polyester fleece.”

Another point of contention involves brands that have not developed seam-sealed fleece garments, choosing instead to purchase

durability, longevity, and warmth. To improve ventilation, we add options like underarm zipper vents, mesh-lined pockets, and external storm flies.”

Rivers West’s new Advanced Waterproof Fleece products will continue to offer some of the highest dealer margins in the industry for performance fleece outerwear. In fact, the prices are well below what they were a year ago, a trend that retailers and hunters can embrace.

Retailers will like the extra profits they will pocket, and hunters will enjoy highperformance, breathable waterproof garments that are easy on the wallet. (riverswest.com) —Peter B. Mathiesen

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AIMPOINT LAUNCHES NEW RETAILER EDUCATION PROGRAM

Aimpoint, working with online-training specialist eXperticity, is expanding its dealer-support program.

Aimpoint, the Sweden-based manufacturer of electronic red-dot sighting technology, is expanding its dealer support program in the United States. The key components of this support include a partnership with eXperticity (an online training specialist that uses the 3Point5.com platform to help retail staff more effectively serve customers), as well as new point-of-purchase fixtures and expanded marketing collateral designed to increase retailer product knowledge and provide more effective brand presentation at the retail level. eXperticity’s 3Point5.com service is founded in an understanding that creating experts is a powerful tool in enhancing the sales process. The website provides a vehicle for more than 300 manufacturers to extend product training to more than 46,000 retailers. Sales associates receive incentives after completing a training module.

Aimpoint will utilize 3Point5.com’s online training to educate retail managers and sales associates about its hunting and tactical products. “Online training allows Aimpoint to reach thousands more retailers than we ever could in person, and allows us to customize our sales materials instantly, and with far less effort and expense than we could with printed materials,” says Kristi Drawe, Aimpoint’s marketing director. “It’s an advantage for everyone involved.”

Aimpoint is also introducing new point-of-purchase fixtures for dealer showrooms and an expanded catalog of dealer-marketing collateral and Aimpoint brand-identification materials. (877-246-7646; aimpoint.com)

BROWNING CAMPING INTRODUCES NEW LINE OF POP-UP, HUB-STYLE GROUND BLINDS Browning Camping unveiled its new line of pop-up ground blinds, consisting of four different hubstyle models (the Mirage, Phantom, Phantom PC, and Powerhouse), at the 2013 SHOT Show. To those who may wonder how blinds fit into a camping line, Zach Scheidegger, product manager for Browning Camping, says, “Actually, it’s a natural fit, especially as we are a company known for being ‘The Best There Is,’ in the hunting and shooting sports.”

Scheidigger says that research and development of the

blinds has been in progress for more than a year. “We didn’t want to rush the process. We wanted to be sure that we listened to consumers’ concerns so we could make this new product category better than the competition.

We found that people are frustrated with many of the models currently offered.

They said that even simple things such as stakes and carry bags weren’t done correctly.

So, we’ve worked hard to design a line of pop-up blinds with new features that will make ours stand out.”

To achieve that goal, Scheidegger

says, the new blinds use strong and durable components such as 600D fabric, heavier-than-normal mesh, aluminum hubs

with engineered steel tips and pins, strong and flexible fiberglass poles, and oversize No. 10 zippers. Each corner uses extra fabric

Browning Camping’s pop-up ground blinds feature heavy mesh, durable 600D fabric, and oversize zippers.

for reinforcement and bartacks for added strength and durability. “We didn’t want to just make some of the parts better,” he says.

“We wanted to make them all better.”

He believes that attention to detail will pay off big. “The window flaps on the Shadow series can be adjusted to multiple positions, and the Phantoms and Powerhouse include carry bags with padded shoulder straps, compression straps for holding a bow or rifle, and an extra pocket for carrying a blind chair. The stakes for the Mirage are larger and stronger than

most competitors’ stakes, but the stakes for the Phantoms and Powerhouse are even longer and stronger still, and include a handle to help in placing and removing them. In addition, the Phantoms and Powerhouse include a blind skirt that helps control scent and keeps light from coming through the bottom of the blind. Finally, the Powerhouse includes camera windows, enough center height so you can stand up, and a center support that can double as a monopod shooting stick.” (browning camping.com)

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REEBOK UNVEILS TACTICAL LINE A new line of Reebok-branded military and tactical boots was introduced at the 2013 SHOT Show. Warson Brands, known for occupational and duty brands that include Knapp, Iron Age, and Converse, revealed the entire Reebok duty uniform line of boots for men and women, as well as prototypes of new high-tech military boots in development.

Warson introduced three lines of Reebok military boots, including the Rapid Response RB, the Fusion 360, and the Hyper Velocity. The Rapid Response has been proven in combat in both Iraq and Afghanistan, and features an aggressive mountain-trail rubber outsole. The boot has a removable athletic cushion insole, a shockeliminator heel cushion, and nylon-mesh lining. It also offers side zip and waterproof options, and is available in desert tan, black, and sage green.

The Reebok Fusion 360 Series features TCT Total Cushioning Technology—1 ½ inches

of cushioning and impact resistance in the heel, with five layers of cushioning and shock absorption for comfort. The boots are available in desert tan and sage green and are Berry Amendment–compliant (a federal requirement that the DOD give preference to domestically produced products).

The Reebok Hyper Velocity Series—a new line of high-performance, 8-inch military boots—weigh only 16 ounces per boot. These performance-training boots offer super-flexible uppers and outsoles, high-traction outsoles, a removable cushion athletic insert, and an optional side zip. Colors will include desert tan and sage green.

Three new high-tech prototypes were also shown, and featured seamless technology, synthetics, bruise plates, and new Gore-Tex extended-comfort systems.

The new line of Reebok military and tactical

MOTOROLA EARMUFFS: HIGH-TECH BENEFITS

a Motorola Solutions licensee. “We understand the importance of hearing safety and reliable FRS/GMRS communication for hunters, and we designed our hearing protector headsets to be compatible.”

The MHP61 Isolation Earmuff combines passive hearing protection with the ability to communicate through twoway radios. The MHP71 and MHP81 Electronic Earmuffs are ideal for serious hunters.

They protect hearing by compressing harmful sounds and also feature amplification, which means hunters can hear normal human voice tones, but harmful noises are filtered out.

SRP: starts at $49.99. (motorolasolutions. com/talkabout) —David Maccar

▶ Motorola International unveiled its first series of hearingprotection earmuffs that connect with the company’s Talkabout two-way radios. The earmuffs include a cable with a push-totalk microphone, allowing hunters in the field and shooters at the range to communicate and protect their hearing at the same time.

The new lineup features the MHP61 Isolation Earmuff and the MHP71 (shown at right) and MHP81 Electronic Earmuffs.

The three models provide maximum ear protection while allowing shooters to

communicate with their instructor at the range or hunters to answer calls on their iPhone with the MHP81 model.

“The Motorola Talkabout MH series of earmuffs are designed for a large variety of consumers that operate in noisy environments, but they are especially suited for hunters, providing maximum safety and convenience in the outdoors,” says Marjon De Groot, business director of Giant International,

Warson Brands introduced Reebok’s new line of tactical footwear on the 2013 SHOT Show floor. footwear is available now via select dutyuniform retailers throughout the United States.

“The Reebok brand on any shoe sets the highest expectations for comfort and performance,” says Bill Mills, Warson Brands president and sales manager. “This new line of Reebok-branded military and tactical footwear will deliver on the Reebok brand promise—and then some.” (warsonbrands.com) —Peter B. Mathiesen

HOME DEFENSE GOES 20-GAUGE Mossberg has expanded its 20-gauge line for home defense. Built on the proven 500 platforms for more than 50 years, the updated 20-gauge pumps can use both 2¾and 3-inch rounds. “This is an ideal gun for home defense. It’s easy, quick to handle, and perfect for women, who may find a 12-gauge too heavy or awkward,” says Linda Powell, Mossberg’s director of media relations.

The Model 500 pumps have non-binding twin-action bars, positive steel-to-steel lock-up, and an anti-jam elevator for smooth operation. The 20-inch barrel features Ghost Ring aperture sights, the exposed metalwork has a nonreflective matte blue finish, and stocks and forends are made from synthetic materials in matte black. The pumps have an 8-round capacity magazine tube, an ambidextrous top-mounted safety, and sling The new Mossberg Model swivel studs. SRP: starts at 500 20-gauge is excellent $485. (mossberg.com) for home defense.

—Peter B. Mathiesen APRIL/MAY 2013❚❚❚SHOT BUSINESS❚❚❚41

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GERBER AIMS TO HELP RETAILERS

CAMP CHEF TAKES OUTDOOR COOKING UP A NOTCH

Gerber, a leading global supplier of personal outdoor, tactical, and industrial gear, used the 2013 SHOT Show to roll out its new Independent Dealer Programs, a set of distinct sales programs designed to meet the needs of independent and specialty retailers. The programs allow customers to choose from a number of pre-selected product assortments, which include free display support, collateral, and signage.

“The Independent Dealer Program is a tailored solution created for the unique needs of independent dealers and specialty retailers,” says Andrew Gritzbaugh, Gerber’s marketing manager. “These programs underscore our commitment to our independent dealers and are designed to help establish a foundation for success by providing the right products, display support, and brand assets.” The programs are available to new or existing accounts. In conjunction with last year’s updated branding, these programs signal Gerber’s active efforts to expand its share of the marketplace.

(503-639-6161; gerbergear.com)

There was a time when the camp chef was most likely a reluctantly recruited volunteer whose main talent was the ability to tamp down a grease fire. These days, camp chef means something altogether different, thanks to Ty Measom. Measom, an engineer for a fabrication company based in Logan, Utah, recognized the desire to eat well while in deer camp or on a fishing trip. That “aha” moment led to the launch of Camp Chef in 1990, and its first product—the DB-60D, a powerful two-burner stove with side shelves. Now tweaked a bit and dubbed the Pro-60, it remains the flagship of the line.

In the intervening years, Camp Chef has continued to grow, adding accessories such as barbecue grill boxes, flattop griddles, and Dutch ovens to enhance the outdoor cooking experience.

“Camp Chef products stand out for their quality and simplicity. It starts with a stove, and can be built into a custom outdoor kitchen by adding accessories. The best part: It’s easily taken on the road wherever you’re headed,” says Steve McGrath, Camp Chef ’s director of marketing and public relations.

I had the chance to enjoy McGrath’s considerable skills using his own gear in a Cabela’s tent camp last spring while hunting turkeys in the Sand Hills of Nebraska. We hunted hard all day, and in the evening, thanks to his seasoned touch and well-designed cooking gear, ate like kings. Not only did we enjoy some serious

smoked meats and panini sandwiches, but McGrath also made fried Oreos for dessert.

The members of the camp jumped on that plate like a pack of wild dogs on raw meat.

“Fish won’t always bite, and game may not show up. And we all know the weather is a wild card,” says McGrath. “With all those unknowns, it’s nice to be able to count on the food back at camp.” (800-650-2433; campchef.com) —Slaton L. White

With Camp Chef’s extensive line of outdoor cookware, there’s no longer any need to throw a foil-wrapped potato in the fire.

MUCK GETS (XPRESS) COOL

Gerber is developing product assortments and free display support for independent and specialty retailers.

The Muck Boot Company is adding a new technical fabric liner for improved comfort in warmer weather to nearly a dozen models, starting in spring 2013. The boots will feature Muck’s exclusive XpressCool lining.

“XpressCool is a significant breakthrough in moisture management and makes a boot far more comfortable to wear in early-season hunts.

The material rapidly redistributes perspiration away from the wearer, resulting in a dry, comfortable

experience, even in warm, summerlike temperatures,” says Ari Mintz, Muck Boot senior product manager.

Boots that include XpressCool will cover more than 10 configurations suitable for hunters, construction workers, and farmers. Most models will see improved comfort ratings as well. (muckbootcompany.com) —Peter B. Mathiesen

Muck boots coming to stores this spring will sport XpressCool lining.

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W H AT ’ S S E L L I N G W H E R E

West

Straightline CA Tactical, Anaheim

With barely 40 firearms in inventory (down from nearly 500), this store is having a difficult time getting restocked. Given skyrocketing national demand for MSRs, handguns, and ammo, Straightline is at a disadvantage because it can only stock Californiacompliant firearms. There’s little to choose from. “We went to SHOT this year, ready to buy more than usual [compared to distributor shows], and we had a difficult time,” said owner Don Zappone.

Orders were placed with Glock, Ruger, and SIG. However, due to limited runs of state-legal firearms, this retailer is now in the slowest sales period of its history, despite the boom. Straightline has been buying ammunition at regional gun shows to resell in the store.

B Y P E T E R B . M AT H I E S E N

Second AZ Amendment Sports, Tucson

The store will be opening a new location in Palm Desert, California, this summer, and sent four employees to the SHOT Show with instructions to buy for a 6,000-square-foot store with the capacity for 1,300 firearms. “We went to Vegas to find new rifle vendors. Show specials and communicating with manufacturers and distributors are the other reasons we were willing to send a large staff,” said general manager Josh Beck.

Glock and Springfield hold the top slots, with Ruger right behind.

Beck foresees high demand in 2013 for Ruger LC380s and SR45s. The question is, Can he get them? In addition to checking on existing orders with the store’s top MSR sellers, new orders were given to Sun Devil Manufacturing and Black Rain

Midwest Gun & MIBob’s Tackle, Hastings

With an average inventory of 2,000 firearms, 35 employees, and more than 15,000 square feet of space, this large independent depends on the SHOT Show to find out what’s new. “We still do our large-scale buying at distributor shows, but we wouldn’t miss SHOT. It’s our only time to get the big picture of what’s new in firearms and gear. We actually bought more than usual in Vegas this year,” said buyer Steve Hayes.

Bob’s spent time in the Ruger booth committing to LCR .22 Mag., LC .38s, and several MSRs. Orders were also written at SIG and Glock, and for Kimber Solos.

Savage .17 Super Mags attracted attention, as did the new Redfield tactical scope’s accessible entrylevel price point. Bob’s always

sends at least two buyers to the show, and relationships built there go a long way when inventories are tight.

IN

Midwest Gun Exchange, Mishawaka With 8,500 square

feet of display space and more than 8,000 guns in inventory, this Great Lakes area retailer usually sends five staff members to SHOT. “Normally, we go looking for deals and new product. This year, we went to foster orders with our most important vendors. We renewed commitments and demonstrated that our orders were realistic and not inflated. We believe it will make a big difference in our deliveries throughout the year,” said general manager Brad Rupert.

Although this year’s trip was more meet and greet, some large orders

Ordnance. Ammo seems particularly scarce, with this retailer continuing to feed the pipeline with orders out as far as 12 months.

Oak Grove ORGuns, Eugene

This gun store typically stocks 275 guns, yet current inventory is down to 100. The staff attended SHOT to buy, but had trouble spending their budget. “We actually were turned away by several MSR companies that couldn’t commit to delivery within the year. That drove us to look for new vendors,” said owner Dave Miller. “A few other rifle companies were more accommodating.”

The store opened a new account with SIG Sauer, and had a large portion of its order delivered by the time Miller got home from the show.

Other new vendors include Benelli and Nanuk waterproof cases.

were inked at SIG and LWRC.

R.H. Kay MN Firearms, St. Paul

This retailer sent one employee to the SHOT Show to stock this tightly inventoried 500-square-foot store. The overarching goal for this show was to order MSRs. “We really hunted for new suppliers, and were happy to find MGI. They committed to firstquarter delivery times,” said owner Rick Kay. Other large orders were placed at Windham Weaponry and Olympic Arms.

On the new-product front, the store placed a significant order with UTAS for the new 15-round-capacity pump shotguns. Although this retailer purchases mostly Taurus handguns through a local distributor in Minnesota, additional orders were placed at SIG and Glock.

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W H AT ’ S S E L L I N G W H E R E

East

Toter’s PAGun Supply, Eynon

Just north of Scranton, this retailer has fewer than 200 guns in stock, down from 500 (primarily handguns). This was the staff’s seventh SHOT Show, and they used the time to buy. Les Baer Customs received an order for more than 40 custom 1911s; orders were also placed at SIG, Glock, and Kimber.

Reloading gear was also a priority, with a large order placed at Redding Reloading. “One of my frustrations with some vendors was the attitude of ‘Place your order, pay for it now, and we’ll deliver it in a year and a half.’ I’m just not going to let a manufacturer hold $50,000 for 20 months,” said owner Mike Frezzolini.

This dealer got a commitment from SIG for a large order of M400 rifles. He also added Vortex Optics to the store’s lineup.

South

Gainesville FL Target Range, Gainesville

This outdoor gun range handles more than 80 shooters, and sent five employees (three buyers, two researchers) to the SHOT Show. Orders for 1911s were given to Les Baer and Nighthawk Custom. Hefty handgun orders were placed at Glock, Smith, and SIG. “It was my first SHOT Show, and people tell me I’ll always remember it,” said sales manager Brian Spiess.

With ammo availability tightening, the store committed to a large order at Camdex Automatic Ammunition Systems to sell ammo that will be assembled on the premises.

Pawn Gallery, ARClarksville

This small, independent pawn shop is

Fernwood NY Firearms, Hankins

Specializing in MSRs and handguns, this 1,500-squarefoot shop is less than two years old.

The owner was on the floor of the show when New York enacted legislation that bans MSRs. “Most manufacturers won’t sell to me in New York State. This is putting my store in a very difficult position. There is little inventory I can get, and most distributors that I deal with are in a ‘wait and see’ mode. I want to remind the industry what this law is designed to do—put me out of business,” said owner John Kielbasa.

Kielbasa said that his inventory is starving. He is only able to restock with surplus accessories and a few new guns from High Standard, along with Ruger Mini 14s and 30s.

He also mentioned that many of the companies and distributors that

located 40 miles east of Fort Smith off Interstate 40. It stocks an average of 250 firearms, and, for the first time, sent two employees to the SHOT Show. Locking up stocking programs with Ruger, Glock, and SIG was this store’s priority.

Another objective was to meet with new distributors and to put a face to all the phone calls. “It’s really about fostering personal relationships. I just had no idea about the true scope of the show. I’ll be more organized next year,” said owner Rick Elam.

With handguns in good order, this store owner looked for small, specialty MSR manufacturers to help ease inventory demand. He ordered from MGI, including the Marck Modular 15 in 5.56mm.

Another vendor that received attention was the Deep Conceal Holster company; its concealed

won’t ship to him have taken large deposits from his store, which they have been extremely slow to refund.

Firearms Support NJ and Storage, Whippany

With more than 3,000 square feet of vault space, this retailer stated it was the first stateand federal-approved public gun storage facility in the country. This retailer sent five employees to SHOT for firearms, range equipment, and gun storage systems. The staff met with new and existing distributors to iron out inventory challenges in the coming season. They added new accounts with Beretta, Action Targets, SIG, and Windham Weaponry. “In the tri-state area, we see gun storage as a highly marketable service, and predict that our growth at this retail location will be substantial,” said owner Ross Osias.

holster shirts merited an order.

River City KY Firearms, Louisville

This metro Louisville dealer stocks an average of 250 handguns. Owner Derrick Myers attended his first SHOT Show with his wife, spending most of his time researching and looking at new product. “I’m just amazed. It’s hard to conceive just how many vendors are there to talk to. Although I didn’t buy much, my time was well spent, especially talking to my new distributors,” he said.

Springfield’s new XD9s and Walther PPX9s caught his eye.

Myers said that although it was an overwhelming experience, he would definitely return next year.

This first-year retailer also reported his inventories have improved since early in the first quarter.

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CCI: The Only Prescription for Bad Gators When you make a living toe-to-toe with 800-pound, armor-wrapped killers, you don’t mess around. That’s why veteran gator hunters Troy and Jacob Landry, from the Swamp People series on HISTORY®, use CCI ammunition.

Contact Dealer Services at 866-223-9388

The Leader in Rimfre Ammunition® cci-ammunition.com

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b y d av i d d r a p e r

Targeting the Deer Hunter

U

Hornaday’s American Whitetail ammo goes straight for the heart

ntil the Great Ammo Shortage of 2013, retailers’ racks induced in consumers the same kind of mind-boggling awe that defectors from behind the Iron Curtain must have experienced the first time they stepped into an American supermarket. Not only were the shelves filled with ammunition from well-known manufacturers still running at full speed to keep up with demand, but there were also boxes from smaller established companies, all-new brands, and, at some larger retailers, private-label ammunition sourced from Eastern Europe and beyond. When things calm down and inventory levels return to normal, hunters will once again face a staggering array of choices—enough to make their eyes glaze over as they remember the lean days we’re living through now.

To help clear up some of that confusion and rise above the increasingly crowded retail space, Nebraska-based manufacturer Hornady has introduced a new cartridge to its growing line of pre-loaded ammunition, and it’s done so with the kind of pinpoint accuracy the company has based its reputation on. In fact, with patriotic packaging and a distinctive stylized logo, Hornady’s American Whitetail ammo couldn’t be any more on target, hitting the bull’s-eye on the country’s most popular game animal and the millions of hunters who chase them each fall.

“For a typical deer hunter looking at a vast array of boxes on the shelf or listed on a web page, American Whitetail takes the guesswork out of trying to decide which box of ammunition to select,” says Neal Emery, marketing

Closing the Sale

Not only does American Whitetail offer a simple choice for shooters, it also makes it easy for retailers to help their customers. Your sales staff members don’t have to be ballistics experts to recommend the brand with confidence. The packaging itself is bound to catch the eye of shoppers and will leave no doubt that it is an appropriate deerhunting cartridge. That should make the sale easy— and who doesn’t appreciate that?

operation manager for Hornady. “There is no shortage of selections presented to a hunter. Some avid hunters are well versed in bullet and ammo options, and might be looking for certain features. A majority of hunters, however, are simply looking for a good deer round that is priced competitively.”

For Hornady’s engineers and ballisticians, a “good deer

round” means incorporating the company’s time-honored and field-proven InterLock bullet. Revolutionary when it was first introduced, and still an industry standard, the InterLock is a true balanced bullet, effectively combining expansion and penetration in one hard-hitting package.

Thanks to the patented InterLock ring, which mechanically secures the lead core to

the gilding metal jacket, the bullet also maintains its integrity during impact and terminal performance—something I learned last fall when I downed a nice buck at just under 230 yards. The load is available for all of the most popular deer calibers, ranging from .243 to .300 Win. Mag. “When faced with an overwhelming assortment of ammunition choices in popular calibers, new hunters are bombarded with information that they likely don’t understand,” says Emery. “They will be faced with options ranging from bonded bullets to monometal bullets, tipped versus non-tipped, high velocity versus low recoil, and many more. American Whitetail offers the consumer an easy choice, drawing on Hornady’s many years of experience in this field.” (800-338-3220; hornady.com)

Hornady’s American Whitetail packaging is designed with new hunters in mind, helping to simplify the process of picking ammo.

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®

®

R U G ER DI STRI BUTORS: ALABAMA Bangers L.P. (Birmingham), 800-226-4377

ILLINOIS Williams Shooters Supply, Inc. (Quincy), 217-222-4195

M O N TA N A AcuSport Corporation (Billings), 800-543-3150

ALASKA V.F. Grace, Inc. (Anchorage), 907-272-6431

Zanders Sporting Goods (Sparta), 800851-4373

MT Sports, LLC (Billings), 800-243-1610

KANSAS Simmons Gun Specialties, Inc. (Spring Hill), 800-444-0220

N E VA DA Ellett Brothers, LLC (Reno), 800-845-3711

LOUISIANA LipseyÕs, LLC (Baton Rouge), 800-666-1333

NORTH CAROLINA HenryÕs, LLC (Morehead City), 800-545-5654

Sports South, Inc. (Shreveport), 800-388-3845

OHIO AcuSport Corporation (Bellefontaine), 800-543-3150

ARIZONA DavidsonÕs (Prescott), 800-367-4867 CALIFORNIA AcuSport Corporation (Roseville), 800-543-3150 AWR Sports* (Fresno), 800-545-5654 Ellett Brothers, LLC (Granite Bay), 800-845-3711 GEORGIA AcuSport Corporation (Duluth), 800-543-3150

MASSACHUSETTS Camfour, Inc. (Westfield), 800-347-3276 M I N N E S O TA CSI Sports, LLC (Sauk Rapids), 800-328-7087 AcuSport Corporation (Waite Park), 800-543-3150 Bill Hicks & Co., Ltd. (Plymouth), 800-223-0702

Ellett Brothers, LLC (Lakeview), 800-845-3711 Outdoor Sports Hdqtrs., Inc. (Dayton), 800-444-6744 W. L. Baumler (Lorain), 800-321-2501

P E N N S Y LV A N I A AcuSport Corporation (Morgantown), 800-543-3150 Ellett Brothers, LLC (Downingtown), 800-845-3711 JerryÕs Sport Center (Jenkins Township), 800-234-2612 SOUTH CAROLINA Ellett Brothers, LLC (Chapin), 800-845-3711 TEXAS L.M. Burney Distributors, LLC (Waco), 800-737-3006 Hill Country Wholesale, Inc (Pflugerville), 800-777-2666 AcuSport Corporation (Arlington), 800-543-3150

OREGON All-Sports* (Clackamas), 800-545-5654 * Parts and Accessories Only

F O R M O R E I N F O R M A T I O N , C A L L Y O U R R U G E R D I S T R I B U T O R T O D A Y.

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NEW PRODUCTS (Continued from page 52)

TriStar Arms’ new Hunter EX LT is a lightweight over/under that comes in 12- and 20-gauge.

TriStar Arms The new, lighter Hunter EX LT over/ under will come in both 12-gauge (28-inch barrels) and 20-gauge (26-inch barrels) versions. The 12-gauge version weighs 6.8 pounds; the 20-gauge weighs only 5.4 pounds. Both models have 3-inch chambers and can accommodate 2¾- or 3-inch shells, and every gun comes with five standard choke tubes (SK, IC, M, IM, F). Other features include extractors, vent top and mid rib, a fiber-optic sight, a single selective trigger, chrome-lined chamber and barrel, engraved receiver, and Turkish walnut stock and forearm. SRP: $659. (816-4211400; tristararms.com)

Go to: www.ShotBusiness.com for free info.

Bushnell Outdoor Products

3537; bushnell.com)

Winchester Ammo The .17 Win. Super Magnum offers the downrange performance (as far as 200 yards) of a centerfire cartridge at only a fraction of the cost. In addition, varmint hunters can expect pinpoint accuracy and devastating performance. This new proprietary cartridge was created by necking a .27-caliber case down to .17-caliber. It accommodates 20- and 25-grain bullets.

Velocities for 20-grain slugs reach 3,000 fps, with 25-grainers hitting 2,600 fps. Winchester states it has the same trajectory and wind drift as the .22 Hornet, but at rimfire prices in a 50-round box. It is being introduced in 20- and 25-grain polymer-tipped bullets and a 20-grain JHP. (618-258-

Lightweight and compact, the point-and-shoot First Strike Reflex red-dot sight allows 2000; winchester.com) hunters to quickly acquire a tarThe .17 Win. get. With unlimited eye relief, Super Mag. the First Strike Reflex is not performs at up Diamond Machining only easy to mount on a variety to 200 yards.

Technology of firearms, it is also a highly DMT’s popular Diafold diaadaptable sighting system for handguns, turkey guns, and modern sport- mond sharpeners are getting a makeover.

The new Diafold packaging is smaller and ing rifles. The waterproof sight features unlimited eye relief and a 5 MOA dot with lighter, and uses 93 percent less plastic.

Of additional benefit to distributors and an automatic brightness adjustment that quickly adjusts to variable light conditions. retailers, the packaging is more tamperresistant and does not change product UPC It also has a built-in mounting system that or bar codes. Each model will now feature new see-through handles manufactured from tough resin. These handles maintain the compact folding stow-and-go design that protects the Diafold when not in use, but they now allow users to immediately identify the tool type. In fact, it’s the ability to display the Diafold in its folded position that allowed for the development of the improved packaging. The new Diafold line includes six tool types: single-sided, singlesided with fishhook groove, double-sided, flat file, serrated, and chainsaw. Like all Bushnell’s First Strike Reflex red-dot DMT products, the Diafold sharpeners are sight is adaptable for handguns, made in the U.S. (800-666-4368; turkey guns, and MSRs.

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quickly attaches to Weaver-style bases or Picatinny rails. SRP: $219.95. (800-423-

dmtsharp.com)

3/14/13 2:08 PM

GunVault Because long guns are less concealable than handguns, there has been a growing need for a tactical storage solution large enough to house them. GunVault has answered the need with the TacVault, an 80-pound secure storage safe that fits discreetly inside most standard-size closets. The new TacVault is capable of holding any tactical shotgun or MSR-platform rifle with a 30-round magazine. It has a convenient shelf for storing spare magazines, ammunition, knives, or a flashlight. It is predrilled to secure to the floor and features a high-strength lock mechanism. Built of tamper-proof 14-gauge steel body (12-gauge steel door) with precise fittings, the TacVault is virtually impossible to pry open with hand tools.

It is available with GunVault’s patented No-Eyes keypad or biometric fingerprint scanner for easy access. Foolproof security is ensured with a backup override key and an optional high-strength security cable. An audio and LED low-battery indicator protect against direct tampering and unexpected power loss. SRP: $500 to $550. (800222-1055; gunvault.com)

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The TacVault is an 80-pound secure storage safe that stores any MSR and fits discreetly inside most closets.

QMAXX QMAXX Products Group, manufacturer of Q20 BLU multipurpose gun oil, is launching a new lubricant—Q20 Black Diamond. Q20 Black Diamond has been specially formulated to meet the needs of modern sporting rifles. It features superior lubrication and unmatched waterdisplacement capabilities.

NANOMAXX technology utilizes nano diamonds that act as natural ball bearings to produce smooth, frictionless movement to assist with the action of moving parts. Nano diamonds are the result of exploding diamonds on a molecular level, in essence creating “diamond dust” that helps fill in the nano-scopic voids in metals mechanisms.

Black Diamond will be available in 2-ounce, 8-ounce, and 16-ounce pump sprays. It will also be available in the new QMAXX lube pen. (314-550-0000; qmaxxproducts.com)

3/12/13 11:10 AM

NEW PRODUCTS

Tenzing

The shape of the TZ BV13 vest permits natural movement, whether using both arms to navigate through heavy cover or when swinging quickly on a bird.

The wrap-around bird-carrying compartment allows easy access from either side. And when it’s time to clean the birds, the compartment unzips for easy access.

The vest is also part pack. It has 13 pockets and compartments, including two for radios or dog-collar accessories, plus 14 shotshell loops. High-quality zippers and buckles deliver dependable performance in all kinds of weather. Additional straps allow for the easy addition of more items on the outside. It also has a compartment that can stow 2- or 3-liter water reservoirs. SRP: $199.99. (800-

PHOTO CREDIT

874-6905; tenzingoutdoors .com) (Continued on page 50)

52❚❚❚SHOT BUSINESS❚❚❚APRIL/MAY 2013

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THE STRENGTH OF SIG IN A DURABLE, LIGHTWEIGHT FRAME. The SP2022® delivers all the performance and reliability you expect from SIG in a hard-use polymer package. Classic hammerfire design, 4-point safety system, and MIL-STD-1913 Picatinny rail for accessory attachment. Comes with two grip shells for a custom fit. Available in 9mm, .357SIG, and .40 caliber. No wonder it’s becoming the standard choice among elite military and LE forces worldwide.

Find out more at sigsauer.com/SP2022.

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