SHOT Business -- February/March 2013

NSSF

VOLUME 21, NUMBER 2 FEBRUARY/MARCH 2013

SHOOTING, HUNTING & OUTDOOR TRADE

This year, optics manufacturers have set their sights on refined glass that can be used up close or way out there PG. 30

ALSO IN

FIRING LINE: Remington’s new Model 783 bolt-action delivers afordable accuracy PG. 26

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THIS ISSUE

GOOD STUFF: Portable power helps the modern hunter stay connected even while in the woods PG. 46

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S H OT B U S I N ES S

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F E B R U A R Y/ M A R C H 2 0 1 3

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CONTENTS

VOL. 21, ISSUE 2

Departments

28

2

EDITOR’S NOTE Do you

5

NEWS BRIEFS Henry Repeating Arms survives Sandy; Winchester offers varmint loads; Brownells breaks ground in Iowa

24

FYI Know when to grow…

26

FIRING LINE Remington’s

30

OPTICS 2013 This year, manufacturers are focusing on refined glass that can be used to view targets up close or way out there in the distance. See the best of what today’s glassmakers have to offer in our annual overview BY ROBERT SADOWSKI

28

UNDERCOVER SHOPPER Desperately

40

PASSING THE TORCH You’ve worked long days and nights, carefully

44 46

WHAT’S SELLING WHERE

52

NEW PRODUCTS

30

Features

building your business. When the time comes to make way for your successor, you don’t want to rush your decisions. It’s never too early to plan your exit strategy BY WILLIAM F. KENDY

NSSF Update 17 18

FROM THE NSSF The 2013

Shooting Sports Summit

SHOT SHOW ADDRESS TO INDUSTRY The state of the

Advertising/Marketing for the Firearms Retailer covers traditional and social media

18

NSSF COMPLIANCE TOOLBOX Your key to

20 21

FROM MY SIDE OF THE COUNTER ‘Don’t Lie’

19

INDUSTRY REFERENCE GUIDE 2012 edition available

22

YOU SHOULD KNOW First Shots, Second Round

industry is “misunderstood”

COVER: JOHN HAFNER

19

NSSF PUBLICATIONS

withstanding ATF scrutiny

have a plan for dealing with the unexpected?

and how to do it the smart way

Model 783 delivers performance and value

seeking a muley handgun in Seattle

GOOD STUFF Options to

recharge your electronics in the field

LaCrosse’s AeroHead boot; Aimpoint’s new Blaser mount; Winchester’s AA Tracker loads

NSSF DELIVERS VALUE

46 combats straw purchases

FEBRUARY/MARCH 2013 ❚ SHOT BUSINESS ❚ 1

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editor’s note

nssf

When the Wind Shifts

Do you have a plan for the unexpected?

T

he plan was simple: hike the back of a rise in central Montana and wait until the mule deer buck we had spotted on the other side walked over the top. The guide said, “There’s a mound of rocks at the top that some hunter a long time ago turned into a rough blind. We can sit in there until the deer come over the top.”

So we hustled up the rise, but when we got to the blind, we were greeted by the biggest porcupine I’ve ever seen. He was sitting in the middle of it, and when he saw us, he bristled ferociously. I looked at the guide, who said, “Okay, so we aren’t going to sit in it.”

Instead we just crouched behind the blind.

After about an hour, we saw the first deer, sentinel does, cross over.

And then five bucks showed up, all out of range of my muzzleloader.

They began working down a crease.

The guide asked me, “Can you belly-crawl about 200 yards so we can close the distance?”

You bet.

When we finally eased over the knob, the deer were there, but they had, unaccountably, moved out to 225 yards.

“Ranchers are moving cattle today,” the guide said. “That’s got the does all riled up, which is spooking the bucks.”

As proof, he pointed to a doe

that was walking, on full alert, slowly toward us. If the wind shifted, which it had been doing all morning, she would blow our cover. It was now or never.

I settled for a prone shot, using my binocular as a rest, and pulled the trigger.

I missed. The guide said, “You were dead-on with the height. There must be some wind down there.

The bullet went just to the right.”

So, we pulled up stakes and went back to the truck to regroup. Later that afternoon, as the season’s first snow swirled around us, I found a nice old buck as it was crossing a meadow. This time, I was right on target.

The point of this story is not to boast about any hunting prowess, but to point out that nature can alter the bestlaid plans. As a business owner, you see this all the time—it could be a massive weather event such as Hurricanes Katrina or Sandy, or an inability to secure financing because some bank has overextended itself.

These days, it pays to be flexible and have a backup plan—even for your exit strategy (p. 40)—that you can execute quickly when life throws that proverbial left hook. To put it more simply: When that porcupine turns up in your blind, what do you intend to do?

slaton l. White, Editor

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, Doug Howlett, William F. Kendy, Mark Kayser, Peter B. Mathiesen, Brian McCombie, Tom Mohrhauser, Robert Sadowski, Robert F. Staeger, Marilyn Stone, Wayne Van Zwoll

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

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 barbara taffuri, Production Director

bonnier

Chairman, Jonas Bonnier Chief executive officer, Dave Freygang Chief financial officer, Randall Koubek Vice President, Corporate sales, John Driscoll Chief brand development officer, Sean Holzman Vice President, Consumer Marketing, Bruce Miller Vice President, Production, Lisa Earlywine Vice President, information technology, Shawn Larson Vice President, Corporate Communications, Dean Turcol Publishing Consultant, Martin S. Walker general Counsel, Jeremy Thompson

ShOT business (ISSN 1081-8618) is published January, february/march, april/ may, June/July, august/September, October/November and December by bonnier corporation, 2 Park avenue, New york, Ny 10016-5695, and is the official publication of the National Shooting Sports foundation, flintlock ridge Office center, 11 mile hill road, Newtown, cT 06470 (203-426-1320). Volume 21, issue 1. 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

Bits & Pieces

news briefs news

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promotions

Winchester Improves App

Two years ago, Winchester introduced its Ballistics Calculator on Winchester.com.

Applications for iPhone and iPod Touch followed. Now the company has updated the app to make the calculations more comprehensive.

The original version allowed users to choose centerfire rifle ammunition and compare different cartridges with charts and graphs. The updated version also helps users discover aiming points, impact points, and trajectories for rimfire, shotgun, slug, and handgun hunting ammunition.

“We listened to the great feedback and now the Ballistics Calculator is improved,” said Brett Flaugher, Winchester Ammunition’s VP of marketing and sales.

awards

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outreach

The 110,000square-foot facility in New Jersey lost 20 percent of its roof in the storm.

Gearhog.com Is Up and Running

Gearhog recently announced the official launch of its website, Gearhog.com. The site offers daily deals on hunting, shooting, and other outdoorsrelated products.

After signing up as a member on the website, users will receive e-mails daily of new deals.

“The popularity of daily deals sites has really taken the world by storm, and we’re thrilled to now have a site catering to shooting, hunting, and the outdoor world,” said Clayton Whipple of Brownells.

Virtually all daily deal websites work within the same “everybody wins” framework.

In this case, Gearhog.com gets the user traffic, brands get their products to the masses, and consumers get the discount.

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Henry Rifles Back on Its Feet After Hurricane Sandy

M

ost Americans are aware of the devastation Hurricane Sandy wrought upon the Northeast at the end of October, leaving the coasts of New Jersey and New York, along with other areas, utterly decimated. However, locations a bit farther inland experienced the full brunt of the superstorm as well.

The headquarters of Henry Repeating Arms has called its waterfront plant, in Bayonne, New Jersey, home for five years.

When company president and owner Anthony Imperato opened the building for the first time after the storm, he saw what, he says, “looked like Armageddon at the time.”

There was nearly 3 feet of standing salt water in the primary part of Henry’s CNC operation. The company did catch one bit of luck (if you can call it that): Because the site is slightly pitched, the water level dropped to about a foot and a half in the back of the building.

“There were a lot of conventional machines that had motors on the bottom,” This product is from sustainably managed forests and controlled sources.

Imperato says. “Whether we could dry it and kick-start it, or how much was simply ruined, we didn’t know.”

Additionally, 20 percent of the facility’s 110,000-square-foot roof was blown off, and the area was without power for at least five days. All told, the storm put Henry out of business for just over a month. Imperato says some machines were purchased before it was known if existing machinery was damaged beyond repair.

“I went out and bought additional machinery, but most of what we’ve repaired has been working, so we’re going to ultimately find ourselves with more capacity, which we wanted anyway,” he says. “We should emerge from this being able to build more guns, which is good news for our consumers, dealers, and distributors because it’s been a year of chasing demand. I think we’ll go into 2013 much, much stronger.”

Imperato credits his workers and the support of his vendors for helping the company get back on its feet so quickly.

“We couldn’t have recovered in a fiveweek period without having great employees and help from some key vendors that went way out of their way,” Imperato says. —David Maccar february/march 2013 ❚ SHot BuSineSS ❚ 5

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NeWS brieFS

Varmint X Factor: Winchester Gives Hunters new Ammunition for Coyotes and Varmints Coyote and varmint hunters all over North America are howling in approval of Varmint X, the new line of predator and varmint ammunition from Winchester.

The super-accurate Varmint X lineup will initially feature offerings in four of the most popular centerfire rifle calibers for predator hunting: .204 Ruger, .223 Rem, .22/250 Rem., and .243 Win. The charcoal-colored, polymer-tipped bullets in each caliber are optimized for longdistance accuracy and explosive impact on coyotes, prairie dogs, and other varmints.

“Predator hunting is on the rise, and our new Varmint X line gives shooters a high performance, accurate cartridge for the challenging shot angles and distances common in predator and varmint hunting,” said Brett Flaugher, Winchester Ammunition’s vice president of marketing and sales.

A recent study by the U.S. Fish and Wildlife Service showed that hunter par-

Winchester’s new line of ammunition is designed for long-distance accuracy and is available in four popular centerfire rifle calibers.

ticipation in predator hunting has doubled over the past 10 years.

Varmint X combines the excellence for which Winchester is known with today’s latest technology, resulting in a cartridge designed specifically for the demands of predator and varmint hunters.

The Winchester Varmint X line hit store shelves in January 2013, just in time for prime coyote hunting.

Each caliber is available in 20-round boxes and 200-round cases.

Known as The American Legend, Winchester is a global leader in sporting, law enforcement, military, and personal

defense ammunition production. The company continues to raise the bar with innovative products like Blind Side waterfowl shotgun ammunition and PDX1 Defender line of personal defense ammunition.

For more information about Varmint X, visit winchester.com.

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HAVA & USYF Stage Bird Hunt for Vets and Youth Honored American Veterans Afield (HAVA) and United Sportsman’s Youth Foundation (USYF) have successfully completed a pilot project to launch a new series of outdoor activities for the benefit of veterans, disabled veterans, and injured active-duty military, as well as kids from all walks of life.

This pilot program ultimately is intended to expand HAVA’s service to veterans and injured active-duty personnel and to introduce young people to veterans who can teach life’s lessons in a unique way.

Dubbed the 1st Annual HAVA/USYF Field Day, and conducted near Freeport, Illinois, the event was a day of trap, birds, dogs, and good camaraderie for 15 veterans and 15 youngsters. They spent a day together hunting and talking about the sacrifices required for freedom. More than 20 volunteers helped with bird cleaning,

Fifteen veterans, each partnered with a young hunter, participated in the 1st Annual HAVA/USYF Field Day near Freeport, Illinois, for a day of trap, birds, dogs, and comaraderie.

cooking, and setup, and kids and veterans alike learned life lessons that only the outdoors can teach.

“The joining of these young people and veterans in an outdoor setting has been a dream for HAVA, and partnering with USYF in sponsoring this event was the perfect way to make it a reality” said Tom Taylor, HAVA chairman. This pilot project

showed that the interface is positive, and we intend to go forward with the concept for 2013 and beyond.

“HAVA came to us sometime back with the idea of putting veterans and kids together in an outdoor event, and it all worked much better than even we had anticipated,” said Brendan Walsh, USYF director.

Gerber introduces new tactical Video Series

Gerber has introduced the first of a series of product videos designed to support its tactical and military collection. Developed in partnership with Panteao Productions, the series explores a wide range of Gerber’s tactical offerings from the perspective of professionals and trainers who use them daily.

“The series provides an in-depth review of some of our staple products, and illustrates their use in an accurate and compelling way. Designed around the needs of the independent retailer, their function is to create interest and awareness of products in store, educate consumers on their use, and assist our retail partners in promotion and sellthrough of inventory,” said andrew Gritzbaugh, military/tactical marketing manager for Gerber.

The series will launch through the brand’s digital outlets.

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news briefs

Taurus Secures Diamondback Firearms

First Firearms Shopping Mall

A recent technology breakthrough has transformed the shopping experience for gun enthusiasts across the country.

The National Firearms Dealer Network (NFDN) has teamed with leading manufacturers and distributors to establish the world’s first digital firearms shopping mall. The mall provides instant access to the largest firearms inventory in the world through hundreds of manufacturers’ storefronts. It’s a new paradigm for gun enthusiasts that makes shopping for firearms and accessories more convenient than ever.

Dealers who are members of NFDN have immediate access to more than $300 million of inventory, thereby virtually eliminating the limitations of traditional store hours and the disappointments of “out of stock” availability. Through live datastreaming technology, consumers have immediate access to more than 50,000 firearms and accessory SKUs, 24 hours a day, 7 days a week. The network efficiently and strategically aligns manufacturers, distributors, and dealers together to give buyers an unprecedented shopping experience.

Visit nfdnmall.com/sales for more information.

Taurus Holdings, a worldwide leader in firearms manufacturing, has finalized its exclusive global distribution agreement with Diamondback Firearms LLC. As part of the recent relationship, Taurus will assume all sales and marketing efforts of the Diamondbackbranded products from its Miami office.

“I am extremely excited about the development of this new partnership,” says Taurus president and CEO Mark Kresser. “Diamondback Firearms is a well-respected and recognized brand within the shooting industry. Along with their quality line of firearms, several other innovative projects are in the pipeline that make for a very optimistic future.”

Diamondback Firearms is a Floridabased manufacturing facility that employs highly skilled American craftsmen producing quality personal defense firearms for responsible gun owners.

“Having the opportunity to become partners with a fiscally secure company that has parallel philosophies in sound business practices, innovative design, and manufacturing that complements our brand is a winning proposition for all parties,” says Bobby Fleckinger, Diamondback Firearms owner. “Finding a global partner in Taurus will ensure a great future for our brand and one with whom I’m proud to be associated.”

For Diamondback Customer Service, call 888-380-2767.

Georgia’s Franklin Gun Shop Marks 50th Anniversary Franklin Gun Shop Inc. is commemorating its 50 years in business in the shooting sports industry and giving thanks to the many people and local institutions that have helped them grow over the past halfcentury.

The company began in Athens, Georgia, in the summer of 1962, when a young, newly married police officer had a dream to create the largest gun store in the state.

With $34 in the bank, a lathe, and some knowledge of how to trade and repair guns given to him by Bob Hughes (proprietor of Athens Pawn Shop), Clarence Franklin Jr. and his wife, Barbara, embarked on a journey founded on principles of honesty, hard work, and a dream. They reached out to several banks for a loan to buy gun parts and were on their way.

Fifty years later, Barbara Franklin still works full-time managing one of the oldest independent hunting and fishing retailers in the U.S. alongside her son, Mark.

Her daughters and son in-law, Kim and Dale Duncan and Carol Franklin, have been involved in the business over the past 40 years. The third generation of the Franklin family also helps in the business.

Nancy Denson, mayor of Athens, pre-

sented Barbara Franklin with a key to the city on Dec. 13 and a proclamation honoring their 50 years in business. Franklin’s wishes to thank First American Bank & Trust, Chastain & Associates, The Tax Shelter, Cox Radio–WNGC/WGAU, Phyllis Nelson, the Athens Banner-Herald, Sheriff Ira Edwards Jr., and Ed Tolley of Cook, Noell, Tolley, & Bates, and thousands of valued customers that have supported the business over the past 50 years.

Franklin Gun Shop is a member of National Federation of Independent Businesses. They support many local charities, are a sustaining and leadership member of the Boy Scouts of America, Disabled Veterans of America, numerous local churches and schools, local Ducks Unlimited, NWTF, and Rocky Mountain Elk Foundation chapters, and participate in the annual Toys for Tots Drive.

The Franklin family are lifetime members of the NRA. The company is now headquartered in Bogart, Georgia, and sells sporting goods products for the hunting and shooting sports markets, as well as equipment to the military, government, and law enforcement markets. For more information, visit franklingunshopinc.com.

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Brownells Breaks Ground on New Iowa Warehouse

Pete and Frank Brownell at the ceremonial first dig for the groundbreaking of their new facility in Grinnell, Iowa.

The world’s largest supplier of firearms accessories and gunsmithing tools is getting even bigger with a new facility.

On Monday, November 19, 2012, Brownells CEO Pete Brownell (left) and Chairman Frank Brownell (right) were joined by other staff in what was a Grinnell, Iowa, cornfield near Interstate 80 for the ceremonial “first dig,” marking the official groundbreaking for their new warehouse expansion and offices.

The planned 200,000-square-foot building will more than double the company’s current warehouse capacity when it opens in late 2013.

“Thanks to our great customers, Brownells is growing quickly,” said Pete Brownell. “We’ve run out of space for both people and products at our current location in

Montezuma. Grinnell was a great option for us to expand. The location is right on I-80, which is ideal for shipping and visibility. With the new space, we’ll be able to offer our customers an even larger selection of products, a more streamlined shipping process, and even a retail area for those who’d like to stop in off the Interstate for some hands-on shopping.”

The company will remain headquartered in Montezuma, located only 20 minutes from the new site, where it was founded by Brownell family patriarch, Bob Brownell, more than 73 years ago.

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news briefs

hunter’s Specialties Appoints MurskiBreeding Sales Hunter’s Specialties, one of the world’s largest manufacturers of hunting products and accessories, has hired MurskiBreeding Sales as its sales representatives for eight Midwestern states.

“We are ecstatic to have Murski-Breeding on board,” said Matt Charipar, VP of sales and marketing for Hunter’s Specialties. “They bring with them a tremendous understanding of all channels of our market and will provide our customers an outstanding level of service. We look forward to a long partnership.”

Murski-Breeding Sales has served the sporting goods industry for more than 40 years and currently has 30 representatives covering 39 states.

With a history of success and integrity, they represent some of the industries most respected brands.

“We at Murski-Breeding Sales are very excited to partner with Hunter’s Specialties,” said Matt Breeding, president of MurskiBreeding Sales. “As manufacturer representatives, it has always been our goal to provide sales and marketing services for the top brands in every category. Our partnership with Hunter’s Specialties allows us continue that philosophy for the future.”

For information about the various Hunter’s Specialties products, visit the Hunter’s Specialties website at hunterspec.com.

Morreale to Host Airgun TV Show American Airgunner is gearing up for its 2013 season, with Rossi Morreale as host.

Morreale has hosted television shows on ABC, Discovery Channel, G4 Network, and Speed Channel. You may recognize him from Belly of the Beast, a show in which Rossi gave viewers an in-depth look at the firepower of tanks and the versatility of helicopters.

American Airgunner executive producer Justin Biddle says, “I know several people who have known Rossi and his family for a long time, and they all attest to his high energy and devotion. Rossi has a genuine interest in the outdoors that was part of his youth—he grew up hunting and fishing. I couldn’t be more excited about Rossi’s desire to help us tell the story of airguns in an educative, informative, and entertaining manner.”

Rossi Morreale was born and raised in Arkansas, where he attended the University of Arkansas and started as a wide receiver for the Razorbacks.

Although he resides in Los Angeles, he still goes back to Arkansas to hunt with his dad. “I’m anxious to be a part of American Airgunner. I’ll be hosting a show about something I enjoy and grew up doing— shooting. And I expect to get to blow some stuff up!” says Morreale.

New episodes of American Airgunner 2013 will begin in July and will take viewers across the country for a look at different shooting disciplines including air rifle competition, recreational shooting, friendly challenges, airgun hunting, and product reviews, as well as tech tips and discussions about current technologies that power today’s airguns.

The show’s director, Mike Hart, says, “This season is shaping up to be packed full of informative content and entertainment for our viewers. More about the sport of air-powered guns. More fun.

More high-speed footage.”

Visit AmericanAirgunner.com for more information and showtimes.

TriStar Selects Chevalier Advertising TriStar Sporting Arms of North Kansas City, Missouri, recently selected Chevalier Advertising, Marketing, and Public Relations as its marketing agency, beginning Dec. 1, 2012.

TriStar is a primary importer of quality shotguns and handguns, and offers a great selection of firearms for hunters and recreational shooters.

“Since 1996, when TriStar was formed, we’ve provided consumers with dependable, trustworthy products at affordable prices,” said Gus Bader, owner of TriStar Sporting Arms. “Choosing Chevalier Advertising to assist us with the daily responsibilities of PR and advertising to spread the message about our guns was an easy decision. They have a great reputation in the industry and we are excited to work with them to help us achieve our marketing goals.”

Chevalier Advertising has extensive knowledge and a long history with hunting, shooting, and law enforcement markets. The agency will work to develop a solid product reputation in the marketplace and explore opportunities that increase the recognition of the TriStar brand across all market segments.

“We are extremely pleased that TriStar chose our agency to represent them with their marketing efforts,” said Greg Chevalier, president of Chevalier Advertising, Marketing & Public Relations. “We consider our clients partners and work with their marketing and sales teams to develop long-term success and growth for their brands and their product lines, so we are excited to get started with what will be a great partnership between our agency and TriStar.”

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on the Move Recent promotions and hirings in the industry

Lenn Phegley

Crosman Corporation announced that Lenn Phegley has joined the company as its vice president of manufacturing.

He replaces Dan Schultz, who retired after 39 years of service.

Matt Bates

Bushnell Outdoor Products has hired Matt Bates as product manager for the binocular and spotting scope categories. Bates will manage product development for the Bushnell, Simmons, and Tasco brands.

John Skrabo

Pradco has hired John Skrabo as vice president of marketing effective Jan. 7. He will provide leadership and management oversight across Pradco Outdoor Brands’ marketing organization.

Ryan o’Malley

The Freedom Group has promoted Ryan O’Malley to the position of press relations coordinator. She is responsible for providing short- and longterm strategic direction of the PR department.

Paul Mattingly

Paul Mattingly will be joining the sales team at Traditions Performance Firearms, where he will build sales and customer relations and work with representatives on all other projects under the sales umbrella.

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news briefs ATI’s new stock for the Benelli M4 includes two new patents: an adjustable cheekpiece and an adjustable length-of-pull mechanism.

M4 Stock Shows Off ATI Patents Advanced Technology International displayed a variety of new products at the SHOT Show. But the crown jewel of the bunch was its new stock for the Benelli M4 shotgun.

“There’ve been limitations with how to get your hands on those, and who can get their hands on those, outside of military and law enforcement,” says Jon Shaffer, the company’s director of business development. “But we really wanted to work with Benelli, and we think the M4 is a great shotgun, so we just designed a stock and package for that.”

ATI has almost 30 patents that have been recently approved or are in the pipeline, and two of them debut on the M4 stock. “We’re going to be using a lot of these patents for future projects,” says Shaffer. “Our customers will be very surprised at the innovation.”

The first of these patents is an adjustable length-of-pull mechanism that allows the end user to adjust the tension on the buffer tube. Although the industry is familiar with locking mechanisms and friction pads to tighten the fit on stocks and buffer tubes, ATI considered the M4’s classic stocks and designed from that, opting for a more traditional approach.

“The idea we fed off was the 1911, where the slides were hand-fitted to provide the most reliable functionality possible,” says Shaffer. “We wanted to incorporate that

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idea into our stocks, so we designed a length-of-pull lever that allows the user to adjust the tightness of the drag and the buffer tubes to an exact preference.”

Another feature of the M4 stock is an adjustable cheek rest. “The assembly beneath the cheek rest is loosely based on a scissor jack,” says Shaffer. “Basically there’s a knob that you rotate with your fingers, and you can adjust the cheek rest as high or low as you want, without tools of any kind.”

Previous ATI innovations are spreading across the line, too. The company released the Triton system—a dovetailed locking mechanism that allows the end user to change stocks on a firearm with just one screw—in 2010. “That’s pretty new for us, and we’re continuing to move that across new product lines each year as well,” says Shaffer.

ATI sells its stocks and accessories in packages, where you can get everything you need for a particular firearm. But the company also recognizes the inevitable desire to mix and match. “Sometimes customers don’t have the money, especially in tough economic times, to just drop $300 on a package of stocks and accessories,” says Shaffer. “We also provide individual parts, where you can put it together piece by piece or all at once, if you like.” For more information, go to atigunstocks .com.

–Robert F. Staeger

1/16/13 12:21 PM

Charter Arms Moves to New HQ

Charter Arms, manufacturer of American-made affordable and reliable revolvers for more than 48 years, recently moved into an expanded office and production facility in Shelton, Connecticut.

The company’s new location increases production space from 8,000 to 28,000 square feet, providing a major increase in the capacity to manufacture finished goods. High-performance T8 lighting was installed, maximizing sustainability while minimizing energy costs. The move was completed without interruption of customer shipments.

Nick Ecker, president of Charter Arms, explains, “The overall increase in space will enhance the efficiency and flow of parts throughout all of our plant production cells. A lot of thought went into the initial design process, incorporating many of our employees’ ideas that will favorably impact their work areas.”

Ecker says, “In 2013, we plan to introduce several new models catering to the growing interest of women shooters and a few other niche areas, so we’re eager to settle in.”

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Nosler Names Swanson Russell as Media Agency Nosler, Inc., a premier manufacturer of ammunition, bullets, and rifles for hunters and shooters worldwide, has selected Swanson Russell as agency of record for its ammunition and bullet product lines.

Since it was founded in 1948, Nosler has maintained a reputation as an innovator in the design and manufacture of ammunition and bullets for sportsmen and shooters. The company recently expanded its product line to include ammunition for home and personal defense as well as law enforcement.

“Swanson Russell is pleased

to work with such an established name in the hunting and shooting industry,” said Dick Placzek, senior vice president/ group account director at Swanson Russell, “We look forward to promoting Nosler’s premium products.”

Swanson Russell will provide strategic marketing counsel as well as produce advertising creative for Nosler’s ammunition and bullet product lines, including print, digital, television, and in-store materials. Additionally, the agency will provide media buying and negotiation, product launch promotion, and website-development services.

1/17/13 12:03 PM

news briefs

FGi names new Vice President for Handguns, Accessories Freedom Group Inc. (FGI) has appointed Leland Nichols as senior vice president and general manager for Handguns (Remington and PARA brands) and On-Gun Accessories (AAC and TAPCO brands). Nichols, the former senior vice president for sales, marketing, and business development and president and chief operating officer of Smith & Wesson Holding Corporation, will now be responsible for the strategic direction and goals of Handguns and On-Gun Accessories, and will report to FGI president Scott Blackwell.

“He’s a firearms industry veteran who has proven himself as someone who can consistently deliver. There’s no doubt he will have a strong impact on the development and growth of FGI’s world-class products,” says George Kollitides, chairman and CEO of the Freedom Group.

Nichols comes from Rinnai America Corporation, where, as senior vice president of sales and business development, he was responsible for the management of Rinnai’s North American sales organization.

“I greatly anticipate working with our strong FGI team and incorporating my passion for the outdoors and enthusiasm for firearms to accelerate the growth of handguns and on-gun accessories for the Freedom Group,” says Nichols.

Crosman is offering retailers displays with video monitors to promote interest in airguns.

The Crosman Advantage The technology that lies behind airguns is actually quite sophisticated, and has been for quite some time. Problem is, not enough retailers know it. And if the retailers aren’t familiar with the product, how can they sell it?

Crosman understands that product knowledge is a vital resource and has created a new retailer program that provides the retailer with a freestanding display and color video monitor to help showcase the product.

“Demonstrations on hunting, plinking, and target shooting will all be seen on the video. It’s a great way to help showcase our product and provide insight to the many ways that an airgun can be used,” says Blake Anderson, Crosman’s sales manager of wholesale distribution, The display also gives the retailer a clean, organized area to sell the airgun category. “We feel this a great tool to bring additional focus on a too-oftenneglected category,” Anderson says.

Though Crosman has done POP incentives many times over the years, Anderson stresses this program is different.

“This is the most significant investment Crosman has made to the independent retailer channel,” he says. “The displays are quite expensive, but it’s Crosman’s goal to support the qualifying retailers with a marketing advantage.”

Anderson also notes the new program differs from earlier efforts in three key areas. First, the manufacturer has never before offered such a large and colorful fix-

ture to display airguns and accessories.

Second, the display will include a 7-inch color video monitor to build consumer excitement. Third, participating retailers will also receive shirts, hats, banners, and decals, all helpful in promoting the brand and stimulating sales.

The target audience is independent retailers that wish to get started in the airgun category. But Crosman also believes that established retailers who want to increase airgun sales will also greatly benefit from the addition of the display.

To further whet a retailer’s appetite for the Crosman and Benjamin line, the manufacturer has added a special incentive: a whitetail hunt in Texas with company pro staffer Jim Shockey. To qualify for the drawing, a retailer needs to place a minimum order of $3,000, divided between Crosman and Benjamin products, as well as ammo and accessories. The drawing will be held next fall, and the hunt will take place in early 2014.

Although the hunt incentive is a onetime event, Crosman intends to keep the display program active for interested retailers. Obviously, programs such as these require a lot of work and financial investment to be successful.

“Our main goal is to capture retailers that are not stocking Crosman brands or not stocking in a sufficient manner,” says Anderson. “But we’ve also targeted existing customers with the hope that the display will attract more foot traffic to an airgun center.” For more, go to crosman.com.

Minox expands its northeast Sales Minox USA has hired Vincent A. Pestilli & Associates Inc. as its sales agency in the Northeast. This move completes Minox USA’s overall strategy to aggressively expand and better service its dealer network throughout the U.S. “With the addition of Vincent A. Pestilli & Associates, we have expanded our sales force to include another great agency to properly service our ever-expanding network of dealers and distributors,”

said Matt Suuck, sport optics manager for Minox USA. “We are excited to have added this highly experienced and successful group of salespeople to our already outstanding salesforce.”

“We look forward to working with a high-quality optics company like Minox USA,” says Vincent Pestilli, of Vincent Pestilli & Associates. “It fits well with the other premium brands we carry and will be exciting to offer to our customer base.”

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CT Holds First-Ever Night 3-Gun Shoot Three-Gun shooting competitions—handgun, rifle, and shotgun—have been around for more than two decades, and have grown more popular in the past few years, particularly with younger shooters.

Crimson Trace, the industry leader in laser-sighting systems for defensive handguns, has become a large sponsor of these competitive shooting events.

“The sport of 3-Gun competitive shooting has seen the largest increase in participation of any of the shooting sports in the past five years,” says Iain Harrison, media relations manager with Crimson Trace.

“We wanted to be part of that.”

Laser sights give competitive shooters more of an advantage at night than during the day, so Harrison and others at Crimson Trace came up with the idea of holding a 3-Gun

night competition to showcase their company’s products. The event, the first ever 3-Gun night competition anywhere in the country, was held last July at the Cossa Shooting Range in

Crimson Trace’s 3-Gun competition, held last July at the Cossa Shooting Range in Bend, Oregon, was the first event of its kind held at night. It attracted 120 shooters.

Bend, Oregon, and was attended by 120 shooters—men, women, and juniors.

“We must have succeeded, as we still have competitors tell us, months after the event, that it was the most fun they have ever had at a shooting competition,” says Harrison, who credits much of the event’s success to the experienced range safety officers who were hand-selected for the night.

Harrison invited the media and had writers compete. “That way they got to experience night shooting firsthand,” he says. “Writers also got to shoot against and interview some of the best 3-Gun competitors in the world.”

The downside? Everything takes longer in the dark. The event ran from 9:30 a.m. to about 4 a.m. Crimson Trace has scheduled another night shoot for August 2013. For information, visit crimsontrace.com.

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by MELISSA SCHILLING, NSSF DIRECTOR, RECRUITMENT & RETENTION

u p d at e

from tHe nSSf

Save the Dates for the Shooting Sports Summit You are needed June 10 to 12

T

he National Shooting Sports Foundation is currently getting ready to open registration for yet another Shooting Sports Summit. Nearly two years have passed since the last Shooting Sports Summit in Louisville, Kentucky, during June 2011, so it’s time for another successful summit to showcase where we are as an industry with regard to hitting our goal of increasing hunting and target shooting participation by 20 percent by the end of 2014.

The 2013 Shooting Sports Summit is planned for June 10–12 in Springfield, Massachusetts. That gathering place may spark thoughts of the Basketball Hall of Fame and the homes of Smith & Wesson and the Springfield Armory. They, too, can be on your agenda, but most important is what will be going on at the summit itself.

NSSF urges all decision-makers from throughout the firearms industry and the hunting and shooting sports communities

The current agenda is jam-packed with information that is applicable to all. We will provide participation numbers on where we are as an industry and other recent research. New “Models of Success” programs will be presented, offering proven blueprints for projects to boost participation in hunting and target shooting—and they will be evaluated to find ways to further improve their effectiveness. These programs are intended to

This year’s summit will host diverse groups of stakeholders, including state and federal agencies, hunting and shooting organizations, manufacturers, shooting ranges, retailers, NGOs, and media. to attend. We are all dedicated to preserving and promoting our shooting and hunting traditions, and we need to ask ourselves a couple of questions: Have we reached our goals? What else can we do?

This year’s summit will host diverse groups of stakeholders concerned with the future of hunting and target shooting.

They will represent state and federal agencies, hunting and shooting organizations, manufacturers, shooting ranges, retailers, non-government organizations, and media.

be implemented nationwide for years to come.

Some of the efforts highlighted during the summit are not necessarily pilot efforts.

We will look at various programs currently being carried out that have the potential to reach large numbers of participants—if extra assistance and resources are available to create a big push.

NSSF is currently working with several states to showcase their successful programs. You can choose the Model of Success that best fits your organization’s

needs, demographics, and budget.

Also included in the agenda are presentations from Rick Pitino and John C. Robinson. Pitino is one of the most brilliant minds in basketball coaching and the first coach in NCAA history to take three different teams to the NCAA Final Four.

He is an accomplished author and a dynamic motivational speaker. Robinson is also an author, as well as a leader and mentor in connecting a diversity of youth to outdoor activities.

Breakout sessions will be available for more specific areas and topics that are applicable to the various groups attending the summit. Information is being collected to identify the most pressing issues in your range, retail business, state wildlife agency, etc., so that attendees can walk away with more tools to apply once back in the office.

We want you to be a stakeholder in the future of hunting and the shooting sports.

Please remember to mark your calendars to play a part in continuing the upward trend of participation in the industry. Our shared common interest to increase our customer base is why we need all hands on deck in regard to the future of hunting and the shooting sports. Your continued involvement will play an important role in making this event a success.

For additional information on the 2013 Shooting Sports Summit, visit nssf.org/ summit.

Melissa Schilling

Director, Recruitment and Retention february/march 2013 ❚ SHot BuSineSS ❚ 17

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U P D AT E

NSSF President Addresses the State of the Industry

D

uring the wrap-up of the first day of the 2013 SHOT Show in Las Vegas, NSSF president Steve Sanetti addressed the 2,000 industry members in attendance at the State of the Industry event, explaining in a word that the state of the industry is “misunderstood.”

Referring to the “unspeakable tragedy that was inflicted by a deranged man upon the children of Newtown, Connecticut, the very home of NSSF,” Sanetti said, “There are not two sides to this debate.

There is only one side—the good people of America, on all points of the political spectrum, united in their revulsion over this senseless attack on our most helpless.”

He continued, “We all must recognize that those who don’t agree with us share in our desire to rid the world of such monstrous acts; and they must recognize that we are not the

recapped some relevant facts that had been overlooked or not comprehended by much of the media and population, which has taken an increased interest in our industry.

SEMIAUTOMATIC FIREARMS are the most popular

type of firearms for clay target shooting, the most popular target pistols, and the most popular .22 rifles for small game.

They fire one shot with each pull and release of the trigger.

NSSF president Steve Sanetti addressed the industry.

evildoers. Ours is a responsible industry that makes and sells lawful products to law-abiding citizens—citizens who exercise their constitutional right to own, use, and enjoy firearms safely and responsibly for all lawful purposes. We are part of the American life, and we treasure our children, our heritage and our traditions.”

In his address, Sanetti then

SEMIAUTOMATIC PISTOLS are the overwhelming

choice of both law enforcement and civilians for self-defense.

SEMIAUTOMATIC RIFLES,

used for hunting deer in this country since 1905, are by far the most popular rifle being sold today for hunting, target shooting, home protection, and other lawful purposes.

RIFLES of all kinds have figured in less than 5 percent of all crimes committed using firearms.

SINCE 1999, NSSF’s safestorage program has distributed more than 35 million free gun lock and safety brochures to all 50 states and all U.S. territories. Securely storing firearms when not in use would have prevented the Newtown tragedy, with no additional laws needed. Personal responsibility is the key.

Sanetti cited many other relevant facts, statistics, and safety efforts that demonstrate the popularity and safe and proper use of firearms, including data on the record number of firearms purchases while the homicide rate has markedly declined and violent crime has decreased to record lows not seen since the early 1960s.

“This baffles our friends who fear that more guns equal more crime, but thankfully, this is just not true,” the NSSF CEO said that night. “Facts, not emotions, however raw and heartfelt, must guide important social and legislative policies, especially where constitutional rights of American citizens are concerned. Of course, we listen to our hearts, but we must think with our heads.”

Retailers Are Encouraged to Use NSSF ‘Compliance Toolbox’ With the possibility of ATF inspections becoming more scrutinizing than ever, FFLs should start their year with a compliance tune-up.

Utilize all of the tools in the NSSF Compliance Toolbox—training videos, Sweat the Details, Form 4473 overlays, retail compliance seminars, the NSSF retailer around-the-clock hotline, the NSSF FFL Compliance Consulting Team, Don’t Lie for the Other Guy, and the December 2012 SHOT Business article, “When You Are Inspected.”

Another “tool” is the “Top 10 Compliance Issues.” Compiled from dozens of in-store compliance audits by NSSF’s team of FFL compliance consultants, this list outlines

the most common errors and gives tips on how to avoid making them.

You can familiarize yourself with all of these tools in the Industry/ Retailer section of nssf.org, and at that website’s “Regulatory Compliance” section (nssf.org/ compliance). Many of these resources are available to everyone in the industry, but others are exclusive or deeply discounted services for members of NSSF, the trade association for the firearms, ammunition, hunting, and shooting sports industry. Not a member? Visit nssf.org/ industry/members to view a video on the benefits of membership and review many of the special privileges extended to NSSF members.

For additional questions on membership, contact Samantha Hughes, NSSF member services coordinator, at shughes@nssf.org.

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NSSF’s 2012 Industry Reference Guide More than 170 pages of valuable firearms, ammunition industry, hunting, and shooting sports data is incorporated into NSSF’s 2012 Industry Reference Guide. This new edition provides historical trend data for leading industry indicators: NICS, excise tax, import and exports, and hunting-license sales. Also included are participation data and demographics, safety statistics, Federal Firearms License figures, firearm-production data, concealed-carry holder estimates, and economic contributions.

The guide offers a complete redesign from the 2011 edition, providing a

new look and making it easier to read. Of course, the data has been updated, and additional sources have been incorporated into the new edition. Such additions include Canada statistics, bowhunting figures, duck stamp historical sales, and historical whitetail deer

harvest charts by state.

The publication is available in both PDF and print formats at a deep discount to NSSF members. The price of the online PDF version to members is $75. For nonmembers, the digital version is available on CD only at a cost of $750. For the print copy, the cost is $95 to members, $950 to nonmembers. All orders can be placed by visiting nssf.org/research/IRG and clicking on the “Order Your Copy” box near the bottom of the screen.

Voting Members of NSSF have free, immediate access to the PDF version in the Member Only section of nssf.org.

2012 Annual Review Spotlights NSSF Achievements

T

he 2012 NSSF Annual Review, “A Year of Historic Growth,” made its debut at the SHOT Show in Las Vegas in January and can now be viewed on the National Shooting Sports Foundation’s website (nssf.org/ industry/2012AnnualReview.cfm).

The “historic growth” reference in its title is supported by highlighted sections on the SHOT Show, member services, recruitment and retention in hunting and target shooting, communications outreach, government relations accomplishments, and conservation efforts.

NSSF president Steve Sanetti, in his opening letter that recaps the industry’s trade association’s efforts, concludes by writing, “I think you can see that 2012 was a year of unparalleled growth and

success for the firearms industry and its law-abiding customers.”

His last paragraph continues, “Some dark clouds have appeared, however, in the guise of those who would severely limit the kinds of firearms and accessories that responsible American citizens can own, in the name of attempting to control the actions of violent, mentally disturbed lawbreakers who have no respect for laws or humankind. We must all be ever mindful of this threat and continue to conduct our affairs in a responsible, legal, and safe manner so that all we do reflects the best of the millions of fine men and women in our industry, which we at NSSF are proud to represent as your trade association. Rest assured that we and the NSSF PAC will continue to work hard every day to protect our industry.”

Advertising & Marketing for Retailers

The latest edition of NSSF’s educational and operational books for firearms retailers, Advertising and Marketing for the Firearms Retailer, is now available.

This book focuses on advertising and marketing in both the traditional and digital sphere.

Author Tom Shay covers such topics as advertising in newspapers, radio, billboards, direct mail, telephone directories, and newsletters— traditional media. The well-known retailer also covers digital and social media, with topics ranging from the use of Facebook and Twitter to website management and online promotions, and the value of online videos and blogs.

This edition also covers determining the return on investment on your promotions through both traditional and digital media.

This latest edition is a must for any retailer who wants to understand the variety of marketing tools available and the myriad ways of determining the value of each marketing method.

It’s available to NSSF retail members for free in PDF format (accessible in the Member Only section of the nssf.org) and as a print copy. Nonmembers can purchase only the hard copy edition, which costs $15. All orders for the print edition should be sent to Ann Siladi, NSSF administrative assistant (asiladi@nssf.org).

© 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.

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U P D AT E

NSSF Delivers Value Celerant Helps Manage Your Business

ONE MEMBER’S EXPERIENCE

C

elerant Command Retail is a realtime complete software system that manages all areas of a firearm/ sporting goods retail operation.

The system integrates point-of-sale, inventory management, warehouse, distribution center, allocation, e-commerce, data mining and more, and includes reporting features within the ATF’s requirements, replacing the need for bound log books. It has introduced a Form 4473 and keeps updating its technology.

NSSF members receive a 25 percent discount on the initial software system.

Member: Jeff Poet, president Business: Jay’s Sporting Goods, Inc. Clare and Gaylord, Michigan

Description of Business:

“My parents, Jay and Arlene Poet, started the business in the late ’60s and incorporated in 1971. Jay started out in a small one-car garage selling guns and accessories. Today, Jay’s encompasses two locations that provide nearly 100,000 square feet of retail space dedicated to many outdoor categories, such as Firearms, Hunting, Archery, Clothing, Fishing, Camping, and more.”

Experience with Celerant:

“Celerant’s Mobile Point-of-Sale has been a tremendous help in quickly processing our customers while populating the disposition of the firearm instantly into the A&D book. Analyzing data is one of Celerant’s greatest assets to us, regardless of category or type of sporting goods products we sell, and that is especially helpful in either staying in stock in those fast-moving SKUs or weeding out slow movers. Celerant has been easy for our staff to use in dealing with customers, and security settings have provided us with the flexibility to let staff see only what we want them to see to make good decisions. We look forward to using a new enhancement added to the system to process 4473 forms with the customer electronically.”

Value of NSSF membership:

“Jay’s has been a member of NSSF since 1970. It was important then to my parents to join, and it is as important, or more important, today. NSSF represents us as retailers very well to the industry and in political arenas. NSSF communications keep us up-to-date with reliable information in a timely manner. NSSF’s educational material and SHOT Show® UniversitySM have been great tools and resources to Jay’s.”

Interested in NSSF Membership?

Promoting the great American tradition of hunting and shooting is what the National Shooting Sports Foundation is all about. For our members, it’s more than a sport; it’s a way of life. Join the more than 8,000 companies and 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 ❚ AUGUST/SEPTEMBER 2012

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B Y M I L E S H A L L , P R E S I D E N T, H & H S H O O T I N G S P O R T S C O M P L E X

u p d at e

from my Side of tHe counter

Don’t Lie for the Other Guy

This straw-purchase awareness program has helped me, my staf, and consumers

T

he National Shooting Sports Foundation (NSSF) and the Bureau of Alcohol, Tobacco, and Firearms (ATF) joined forces many years ago to come up with an educational program that could be utilized by firearms retailers and other industry partners to recognize and deter the practice of straw purchases. A “straw purchase” is simply a firearm purchase made by someone on behalf of another person who cannot make a firearm purchase or doesn’t want their name associated with a firearm sale. The name of the program is Don’t Lie for the Other Guy. This program has been, and continues to be, a critical component in the day-today business operations in my firearm retail operation, and, I suppose, for all firearms retailers. Because of the importance of the program, NSSF and ATF had jointly funded it. The funding made it possible to create videos of common scenarios of straw-purchase attempts that were happening in stores.

serves as a deterrent to criminal activity, but also heightens employees’ awareness levels.

Due to budget cutbacks, ATF can no longer help fund this program, so NSSF has stepped up its efforts and is now funding this program 100 percent.

In our store in Oklahoma City, we take the Don’t Lie program very seriously.

Everyone on our staff reviews the videos

NSSF has always helped the industry, and its emphasis on Don’t Lie for the Other Guy is another demonstration of that commitment.

In addition, the funding created opportunities for stores to receive Don’t Lie for the Other Guy retail kits. These kits contain posters, shelf talkers, buttons, window stickers, videos, and counter mats, all displaying the theme of Don’t Lie for the Other Guy. With the components of the kit properly positioned inside the stores, would-be straw purchasers would be put on notice that the management and the employees have been trained on strawpurchase tactics. This program not only

as part of the new-hire training process.

Our business has been very brisk, but when we anticipate stronger sales during the fall season or building up to the holidays, our entire staff reviews the training videos again for assurance. While we are watching the videos, I emphasize with my sales staff the importance of being aware of and recognizing straw purchases. At the end of the training session, we all discuss our store’s policies and procedures in the event of a suspected straw purchase

attempt. When all questions have been answered, our staff is well-prepared for any scenario.

Throughout the store, I make sure that the Don’t Lie posters and other promotional materials are fresh and prominent for all to see. If we ever have an issue with shopworn material, I call NSSF, and they’ll promptly send me product to fill my needs.

For other independent retailers out there, I can’t stress strongly enough this training regime. Not only does it help ensure that your employees are thoroughly trained in identifying and stopping straw purchases, but it also alerts potential criminals that your store is actively engaged in identifying and stopping such crimes. Furthermore, the signs, the training, and the knowledge your staff imparts regarding straw purchases lets your customers and any other visitors to your store know that you take seriously your responsibility as a firearms dealer.

I would further recommend that you and your staff participate in training that is provided free of charge from NSSF on a regional basis that covers straw purchases in greater detail. For a schedule of the upcoming seminars, please see nssf.org/ retailers/resources/seminars.cfm on the NSSF website.

NSSF has always been first to help the industry, and its emphasis on the Don’t Lie for the Other Guy program has been another significant demonstration of its commitment. This educational program has done wonders for our store’s mission of being a responsible firearms retailer in the eyes of Oklahoma City’s citizens.

Through the program’s signage and other display materials, we can show that every day we are doing everything possible to deter and stop straw purchases. february/march 2013 ❚ SHot BuSineSS ❚ 21

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B Y T I S M A J U E T T, M A N A G E R , F I R S T S H O T S

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

First Shots, Second Round Picking up on a great introduction

I

n any business, there is a struggle to find new customers. And that includes shooting ranges. As an industry, we know why we need new shooters. They need instruction, firearms, ammunition, and accessories. Where do we find them, and how do we keep them interested, engaged, and coming back to the range for more shooting time and to purchase more ammo and new accessories?

The National Shooting Sports Found­ ation’s First Shots is the answer to all of the above. Ranges that work with First Shots are provided with a reference guide for help with hosting an event, targets, ammu­ nition, instructional PowerPoint presenta­ tions, 50 percent reimbursement for coop­ erative advertising, print­ready graphic ads, ready­to­air radio and TV spots, posting on the First Shots schedule of events, and

possess a firearm in their area. Then they get to take that ever­important first shot.

According to the First Shots Industry Intelligence Report, 43 percent of those who attend a First Shots event return to the host range an average of seven times within six months of the initial event.

Now that the participants have taken that first shot, it is our job to keep them coming back for more. Ranges that have

Second Round builds on the excitement of the First Shots event, and introduces participants to a new aspect of the shooting sports. safety literature for all participants.

One of the reasons a person chooses to sign up for a First Shots event is that they are curious about the shooting sports and they are looking for information. Many do not know how or where to get started.

They may be nervous, frightened, or a little intimidated by the concept of shooting and the shooting sports. First Shots is a great way to provide a service to the community and allow people to satisfy that curiosity in a safe, controlled, and fun environment.

We know First Shots works. It is a very simple event to run. The three­hour event does not require a lot of time from the range or the participants. Participants are given information on the shooting sports, the basics of firearms safety, and informa­ tion on what it takes to legally own and

ongoing classes, programs, events, leagues, and other activities can constantly reach out to these new shooters and get them back on the firing line. To assist those rang­ es that do not have as many activities on the calendar, NSSF is proud to introduce First Shots Second Round. Second Round builds on the excitement of the First Shots event, and introduces participants to a new aspect of the shooting sports.

If the first event involved .22­caliber handguns, use Second Round as an oppor­ tunity to introduce new shooters to higher­ caliber firearms with a Second Round Try­ A­Gun event. Bring out several firearms in different calibers and explain why some­ one might chose one caliber over another.

Perhaps the First Shots event was an introduction to shotguns. At the Second

Round event, you could introduce these new shooters to sporting clays, trap, or skeet. During the Second Round event, explain the rules and scoring, and invite the participants to join your league.

Some of these new shooters are excited to learn about other opportunities in the shooting sports. However, they understand their skills are limited; they would like to try different things, but they are afraid to show up on league night for fear of embar­ rassing themselves. A Second Round event provides an opportunity to learn the rules of the league, to practice, and to gain encouragement. All that will go a long way in making these new shooters feel welcome and give them the boost they need to return to the range and become an active participant.

A Second Round event has many possi­ bilities. NSSF has created a “Second Round Reference Guide” that lists some ideas to get you started. In addition to the reference guide, NSSF will provide a one­time contri­ bution of $500 to help get your Second Round event off the ground. As with a First Shots event, we will provide 50 percent in cooperative advertising funds up to $3,000 for each of your Second Round events, as well as offering print­ready graphic ads and safety literature for your participants.

First Shots events are a great way to introduce new people to the shooting sports, your range, and your staff. But it could be the Second Round that keeps them coming back for more.

For information on Second Round and a copy of the reference guide, please contact me, Tisma Juett, manager of First Shots, at tjuett@nssf.org.

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FYI

by scoTT besTul

Know When to Grow, Part II More thoughts on when and how to expand

L

ast month, I sat down with with Richard Sprague and Miles Hall, two of the country’s top gun shop owners, to pick their brains on how and when they knew it was time to grow their business. In this installment they’re joined by Jay Wallace, owner of Adventure Outdoors, a landmark shop in Smyrna, Georgia.

SHOT Business: Jay, Miles, and Richard stressed that one of the main reasons they decided to grow was they felt they weren’t meeting the needs of their customers.

Were you similarly motivated?

Jay Wallace: Absolutely. We realized it when we looked out in our parking lot. Customers had trouble finding a place to park. We knew there was money literally driving away from our store. We had 55 parking spaces at our former facility. Now we have 500, and they’re full every Saturday.

SB: Miles told me you’d not only grown, but did so in a pretty creative fashion?

JW: Well, I got pretty lucky.

There was a grocery store that had gone out of business and was sitting empty. I found out who the owner was, sat down with him, and struck a deal.

Miles Hall: I wish I’d thought of that…

SB: So you saved money by buying an existing building instead of building a new one?

JW: Yes, it’s substantially cheaper. But it was a big place to begin with—60,000 square feet—and we added a second floor for a total of 80,000 square feet. I actually financed it with Obama money—a

“There’s definitely a savings in taking over an existing building over new construction.”

grant specifically for blighted areas. The only difference between us and some others is, I intend to pay it all back!

Richard Sprague: Jay made a really smart move. There’s definitely a savings in taking over an existing building over new construction.

SB: So once you’ve made the decision to grow, how do you decide how to use your space?

MH: I’d suggest hiring architects and designers, people who really know what they’re doing. You also have to think

down the road a little. For example, we were starting to hold more classes, and we realized we really didn’t have enough space to do that right.

So we added more classroom space. And then there’s office space—as you grow, you hire more employees, and they’re not all sales staff. You may have to consider more than your showroom floor.

RS: Inventory was another consideration for me: Where do you store all those hard gun cases, pallets of ammo, and

other items you can’t display?

Warehouse space is often considered a luxury, but it’s worth consideration—especially since construction costs for a simple metal building are lower. In my region, new construction for finished retail space runs about $100 to $120 per square foot. That metal building is only $30 per square foot.

SB: I’ve visited all of your websites, and you’re clearly building more than just a functional facility. They really look nice and cater to more than just traditional customers.

RS: Well, thank you. But I still want a restaurant like Miles has. (Sprague is referring to the “4U Café” located in the H&H facility.)

JW: No kidding. We’re actually planning a restaurant down the road. But as part of our expansion, we did add a banquet hall that seats 500 people. Groups like Ducks Unlimited, the NRA, and Buckmasters hold their banquets there. We don’t charge them for the facility.

SB: It’s free?

JW: But not without benefit. I have customers and potential customers coming through all the time. How do you think I met the state rep who told me about that Obama money?

in-Store Big Screens

Jay Wallace found a way to keep his store full on Saturday afternoons, a normally dead time while the college football season is in full swing. “We installed six televisions with 80-inch screens,” Wallace says. “Now our customers don’t have to leave the shop to watch the game.” The TVs are for more than entertainment, however; Wallace uses them to broadcast upcoming sales and events, as well as to air gun-positive programming. “We get a lot of folks in here who aren’t serious shooters,” he says. “And you never know how they’re being influenced about the firearms industry. We use our TVs as entertainment, but also to inform and educate.”

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THE BREAK-IN PERIOD ENDS

When aiming feels as natural as breathing, that’s when you know there’s an M&P in your hands. An 18-degree grip angle ensures a natural point of aim, and three interchangeable palmswell grips tailor your gun to you.

Where grip meets hand, where fit meets form, where design meets you.

FIND THE RIGHT M&P FOR YOU AT SMITH-WESSON.COM

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firing line

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

The new Remington bolt-action Model 783 is available now in four calibers. Remington intends to introduce more calibers in the future.

Fresh Start

T

Remington’s Model 783 delivers performance and value here are times when you need to completely re-invent the wheel. Throw out all the old, tired designs and start over from scratch. Other times what’s needed is a fresh look at what you have.

Then you borrow the best components and combine them into something new.

That’s exactly the tactic Remington has taken with its new Model 783 bolt-action centerfire rifle, which made its debut last month at the 2013 SHOT Show.

John Fink, Remington’s senior product manager for rifles, says the inspiration for the design came after a thorough look at existing products.

“We took the best aspects of all of the rifles in our line, as well as competitive offerings, and rolled them all into one rifle.”

And although its DNA comes from existing designs, Fink stresses that the Model 783, the culmination of two years of work, is not a simple recombination of various elements. “It’s a brand-new rifle that’s been developed from the ground up,” he says.

“The driving requirements were accuracy, reliability, and durability. I believe we’ve hit on all three.”

He’s especially proud of the accuracy, which I experienced firsthand when Fink and I hunted elk in northern New Mexico last fall. When I marveled at how well the rifle

shot, Fink said it was the result “of a firm foundation.”

They began with a round receiver (which features a minimum-size ejection port and a detachable box magazine), into which, Fink says, “we put in as much steel as possible” in order to assure rigidity.

The Model 783 also uses a button-rifled magnum-contour barrel. “It’s our heaviest sporter-weight barrel. Again, the idea was to make the platform as rigid as possible.”

The receiver and barrel are joined by a barrel-nut system.

“This is a first for Remington,” Fink says, “and it allows us to set the headspace at a minimum dimension for improved accuracy.”

The action is dropped into a

new composite injectionmolded pillar-bedded stock.

“We wanted a very rigid stock that would flex only minimally during recoil,” he says. “Less flex means greater accuracy. In addition, we free-floated the barrel with twin pillars for enhanced accuracy.”

Next came the trigger, which sits within an oversize trigger guard that makes it easier on cold-weather hunters wearing gloves. “The CrossFire trigger is a trigger-block design that allows us to set the trigger at the factory at 3.5 pounds,” he says. “Consumers can adjust it, though they would have to take the barreled action out of the stock to do so.” The range of adjustment is 2.5 pounds to 4.5 pounds.

Closing the Sale

The Model 783 is a rifle with broad appeal. You can sell it to an experienced hunter who craves accuracy but doesn’t have $1,000 to achieve it.

It’s also a good rifle for a beginner. For not a lot of money, he gets to join the Remington family with a durable and accurate rifle.

Rounding out the package is Remington’s patented SuperCell recoil pad, which helps make the rifle very comfortable to shoot—even when using magnum loads, as we did (160-grain 7mm Rem. Mag., to be exact). It’s also light in the hand, a rifle that a spot-and-stalk hunter can carry comfortably all day.

To mount a scope, the consumer will need to use two Model 700 front bases (the rear Model 700 base won’t fit on the cylindrical receiver). These are currently available from Weaver, but Leupold, Millet, and Warne should have product in the pipeline very soon.

Remington Accessories will also have an integral base and rings available for the Model 783. And it turns out that a Savage 10/110 round-body receiver also takes two Model 700 front bases, so a hunter will have no problem finding what he needs to mount a scope.

The Model 783 will initially be available for less than $500 in .30/06, .270, .308, and 7mm Rem. Mag. (800-243-9700; remington.com)

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Kill power that matches HEVISHOT® and far surpasses steel.

SPEED BALL™ PELLET ACCELERATOR

Pellet counts on target at 40 yards higher than those from HEVIShot® or steel shotshells.

Layered construction keeps high-energy HEVI-Shot® pellets flying slightly ahead of MV2™ pellets.

Safe for all steel-rated guns and chokes.

Nontoxic

About $1 per shell cheaper than HEVI-Shot®.

WWW.HEVISHOT.COM

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undercover shopper

Sleepless In Seattle

Can a woman hunter in Seattle find a suitable handgun for a mule deer hunt?

I

Store A Nestled into a teeny space in an old strip mall, this place could barely hold its entire inventory. Boxes of ammo sat on the floor.

I waited for eight minutes to be served, and frankly, it was quite uncomfortable to be in that small space with three men. I looked intently at the cans of freeze-dried chili, trying to act interested. The sales associate apologized that it took so long to serve me, but it would have been nice if he’d said, “I’ll be with you in a minute” about five minutes earlier.

A gun store and “prepper’s” paradise, the shop touts that it can get you almost any gun within two or three days with no shipping, credit card, or transfer fees.

The sales associate asked me what caliber I’d need for deer hunting. I threw him a bone and told him that I’d need at least a .357. Then, he asked the owner to log him

into the system so he could look up gun recommendations for me. When he told the owner that I wanted to hunt with a handgun, the owner sat down, blew the hair out of his face, and looked at me for about 20 seconds in disbelief.

Both these guys were “blown away” by a woman who wanted to find a handgun for hunting. They took a Ruger .357 out of the case, and told me that the barrel would have to be longer on a hunting handgun.

The owner then suggested that I order a Smith & Wesson .460 with a scope. He showed it to me online, and suggested a sling and a shooting stick. I’m still wondering how he’d install a sling on a .460.

Store B I walked into this large, well-laid-out gun store that also includes an indoor range.

Immediately, a young sales associate asked to help me. When I told him what I wanted to buy, he asked me if it was legal to hunt with a handgun in Washington. I said that I wasn’t sure, but I could always hunt in another state, like, say, Wyoming. I thought he would ask to see my hunter safety card next.

He went to a computer and started to look up hunting regulations. Then he chose a S&W Governor from the case, put it up on the counter, and said, “This should work,” and went back to researching whether I could hunt mule deer with a handgun. He thought I’d like the Governor because of its ability to load both a .45 and a .410. I said I wasn’t interested in using shotshells in a handgun (.410 slugs can be hard to find), and that hunting deer with a .45 ACP was silly. I also didn’t intend to hunt from point-blank ranges.

pixel pushers

n my quest to find a handgun suitable for hunting mule deer in the West, I visited four gun stores in the Seattle area. I was looking to evaluate a sales associate’s knowledge of handgun hunting as well as his knowledge of the minimum mule deer–hunting calibers for handguns. I was also evaluating how well the staff handled a woman shopper. Would they lose any sleep having to deal with me?

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undercover shopper Another salesman came by, recommended the S&W .460, and said I should get it with a Picatinny rail and a scope. The younger associate agreed, and told me to stay away from an S&W .500, as it would have too much bullet “lob” (whatever that is). They could order it for me.

Store C This place—a bit worn around the edges— was located across from a YWCA and a Vietnamese restaurant on a busy intersection. It offered guns, gold, video tapes, power tools, and lots of engagement rings.

If you haven’t guessed, it was a pawn shop.

I had to walk to the back of the store, where two guys waited to help me find the perfect handgun. Offering an extensive line

of new and used handguns, the sales associates pulled out two used guns at great prices: a Ruger Super Blackhawk in .44 Magnum and a Ruger Blackhawk in .454 Casull, calling them “workhorses” for hunters. They also showed me other handguns that they could order for me online.

Then, they took that extra step: They asked me about scopes and slings, and showed me scopes that they would recommend. They offered to get the gun completely set up for hunting if I bought it from them. And they also recommended the Vietnamese place across the street, where I later enjoyed Penang shrimp curry.

Store D This very large gun store featured an

indoor range with a wide assortment of rental guns, including an S&W .460 and a .500. The facility is located in a building that has a huge parking lot and great location in an affluent suburb.

Immediately, two sales associates tagteamed to find out what I wanted. They showed me S&W revolvers as mentioned above, and also showed me another “workhorse,” a Blackhawk .454 Casull. They even offered to put a rail and a scope on the gun when it came in.

Smooth and effortless. They even knew the least caliber I needed right away. They knew what the gun needed to be able to do the job and walked me through my options. And, they asked me if I’d ever shot it before, or if I wanted to try it out on their range.

how’d they Do? Customer Service

Product Knowledge

Product Availability

had i been a normal customer, i might not have stayed.

When they finally waited on me, i think it was for the freak factor—a woman who hunts with a handgun.

The first sales associate might have done better telling me about the various freeze-dried concoctions on the shelf. The second knew that a smith & Wesson would work afield.

Only available online. Gave me a printout of a smith & Wesson revolver.

store personnel should know pertinent game regulations cold. i wasn’t asking about an obscure regulation.

A self-defense handgun for hunting? please.

pulled out a smith & Wesson Governor and said, “This should work.”

Two sales associates were at my service immediately. i love shopping on weekdays during the morning hours.

Knew it. lived it.

Could sell it.

had some used options, but would order a new one. They weren’t sure how long it would take to get an s&W of that caliber, however.

professional, courteous, and knowledgeable, with good eye contact and listening skills— these associates were gun charm-school honor grads.

Walked me through the process in record time, and they really had me sold on a ruger Blackhawk.

They had several new ones in stock, and they could order others online.

store

A

store

B

store

C

store

D

SCorInG SyStEm: Outstanding:

Very Good:

Average:

Winner: store

D

it was a tough call between stores C and D. i gave the nod to store D because of the quality of the facility.

Wade’s Eastside Guns 13570 Bel-red road Bellevue, WA 98005 425-649-5995 wadesguns .com

Fair:

poor:

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photo credit

30 ❚ Shot BuSineSS ❚ february/march 2013

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This year, manufacturers focus on refined glass that can be used up close or way out there

By Robert Sadowski

PHOTO CREDIT

T

he trend of MSR-style rifle optics continues this year with more refined sights being introduced by many brands having either close-to-medium- or long-range capability. This glass is designed for LE and military operators, but 3-Gun competition shooters and those gunning for zombies are sure to take interest, too. Wellknown brands are offering new products and fine-tuning their well-established product lines with refinements, all the while keeping price points low.

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American Technologies NetWork

Designed for ground-based night operators, the new TTWS (Tactical Thermal Weapons Sight) comes in three models: TTWS Light, with a 30mm lens; TTWS Medium, with a 50mm lens; and TTWS Heavy, with a 100mm lens.

The TTM-14 is a compact thermal-imaging monocular that fits in the palm of a user’s hand. Lightweight at 12.5 ounces, this mil-spec device can be attached to a helmet or a firearm. (800910-2826; atncorp.com)

BSA

Two high visibility tactical firearm illuminated sights, the TWLLRCP (SRP:

$104.95) and TWLLGCP (SRP: $145.95), combine a 160-lumen LED flashlight and a red or green laser sight, respectively. Both feature a two-in-one mount that fits any 1-inch or 30mm tube (954-5815822; bsaoptics.com)

Bushnell

The AR Optics line includes six new riflescope configurations. The 1–4x24mm comes with an illuminated (SRP: $299.99) and non-illuminated reticle (SRP: $199.99). The 2–7x32mm (SRP: $149.99), 3–9x40mm (SRP: $179.99), 3–12x40mm (SRP: $199.99), and 4.5–18x40mm (SRP: $299.99) riflescopes all feature non-illuminated reti-

Crimson Trace The

LG-401 Lasergrip for 1911 platforms now features a more-visible (to the human eye) green laser.

cles. The AR Optics line also features three bulletdrop compensating reticles: DropZone-22, DropZone223, and BTR-1.

The Scout DX 1000 ARC laser rangefinder (SRP: $299.99, black; $319.99, Realtree Xtra) provides accurate distance readings from 5 to 1,000 yards with +/- half a yard precision using the E.S.P. processor, which gives faster and more precise distance readings. The Fusion One Mile binocular line combines optics with a laser rangefinder in three configura-

tions: 8x32mm (SRP: $999.99), 10x42mm (SRP: $1,199.99), and 12x50mm (SRP: $1,299.99). The Fusion One Mile line has distance-measuring capabilities from 10 to 1,760 yards, and offers BAK-4 prisms with PC-3 phase corrective coating for superior resolution and clarity. Designed with Team Primos, the Truth laser rangefinder (SRP: $199.99) offers hunters 5- to 850-yard ranging

American Technologies Network The TTM-14 is a

BINOCULARS DESIGNED BY OLIVIER GUILLARD FROM THE NOUN PROJECT

compact thermal-imaging monocular that fits in the palm of a user’s hand. But it also can be attached to a firearm or helmet.

32 ❚ Shot BuSineSS ❚ february/march 2013

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Leupold The VX-6 line of riflescopes now includes a 3–48x44mm model as well as a 3–18x50mm version.

Both feature side focus, Xtended Twilight, DiamondCoat 2 lens coatings, and the Custom Dial System (CDS), custom turret dials calibrated to specific cartridge ballistics for enhanced accuracy and ease of use in the field. performance. In bow mode, it features Angle Range Compensation (ARC) technology, providing bowhunters with the true horizontal. (913-752-

$395) with high-definition lens coating for better depth and dimension viewing. The binoculars are ergonomically designed, for easy, comfortable use.

(631-963-5000; carson

now features a green laser, which is more visible to the human eye under brightly lit conditions. The diode is built into the right grip panel for a compact, snagfree design. (800-442-

Zombie Sniper 3–9x40mm scope (SRP: $75), which features a mil-dot reticle with dual red and green illumination, and the Zombie Sniper fixed-power 4x32mm (SRP: $35). (800-

3400; bushnell.com)

optical.com)

2406; crimsontrace.com)

724-7486; crosman.com)

CArson OpticAl

The 3D/ED Series binocular line now includes the TD-842ED 8x42mm (SRP:

Crimson TrAce

CrosmAn

The LG-401 Lasergrip (SRP: $399) for 1911 platforms

Two affordable scopes for zombie hunters are the

Hi-Lux

The CMR-AK762 (SRP: $459) is identical to the

Bushnell The Fusion One Mile binocular (above) combines optics

with a laser rangefinder. The Truth laser rangefinder (top right) ranges as far as 850 yards. The Scout DX 1000 ARC laser rangefinder, in black (center right) and Realtree Xtra (lower right) provides accurate distance readings from 5 to 1,000 yards.

february/march 2013 ❚ Shot BuSineSS ❚ 33

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Hi-Lux The CMR-AK762 is identical to the company’s popular CMR1–4x42mm scope, with one important

distinction: The reticle of the new scope has been designed to complement the ballistics of the 7.62x39mm cartridge. The scope also features a 30mm aluminum tube and utilizes multi-coated lenses.

CMR1–4x42mm scope, except the reticle is calibrated the 7.62x39mm cartridge and is designed to mount easily on AK/SKS rifles. The reticle will also work with the .300 BLK and .300 Whisper.

(888-445-8912;

adjustments. The Sight Pro TR (SRP: $219.99) is a tactical red-dot sight with a 35mm tube and four reticle patterns. The M30 series of scopes now includes a 10–40x52mm (SRP: $749.99) model with a dual illuminated mil-dot reticle.

hi-luxoptics.com)

(305-262-5668; konususa .com)

LAser Genetics

The ND5 green laser illuminator has been compacted to the ND5 Subzero Mini (SRP: $199.95) with an adjustable beam that illuminates up to 400 yards.

The ND1 Subzero (SRP: $199.95) illuminates up to 100 yards and is designed for night hunting. (954-

(Advanced Ballistic Compensation) that provides proper aim point matched to a cartridge’s ballistics. Twelve ballistic settings are built in, plus they take an SD card so a user can program and save custom ballistic data.

(516-858-1262; leica-sport optics.com)

581-5822; lasergenetics

Konus

The T30 Series scopes, a 3–9x40mm (SRP: $379.99) and a 3–12x44 (SRP: $439.99), are compact tactical scopes with engraved ballistic reticles. Both feature a fast-focus ocular lens and turrets with ¼-MOA

.com)

KoWA

The TSN-IP4S iPhone Adaptor allows a user to attach an iPhone 4 or 4S to either 88/77 series scopes and BD/SV/YF series binoculars. (800966-5692; kowa-usa.com)

Leupold LeicA

The Geovid HB-D 8x42 and 10x42 laser rangefinder binoculars bring two scouting tools together as one. They feature ABC

The VX-6 line of riflescopes now includes a 3–48x44mm and a 3–18x50mm. Both feature side focus, Xtended Twilight, DiamondCoat 2 lens coatings, and the

34 ❚ Shot BuSineSS ❚ february/march 2013

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Meopta Left to right: MeoCap flip-up eyepieces not only help protect lenses from the ele-

ments, but they also help form a shield against peripheral light. MRAD reflex sights offer rapid, parallax-free target acquisition.

Custom Dial System (CDS), which utilizes custom turret dials calibrated to a user’s cartridge ballistics. They’re available with either the FireDot Duplex or the Illuminated Boone and Crockett Big Game reticle. The 50mm objective also offers the FireDot 4 reticle. (503-526-1400; leupold.com)

MeoptA

The MeoPro riflescope line now features three additional models: a 3.5– 10x44mm RedZone, a 3.5–10x44mm, and a 3–9x50mm. The 3.5– 10x44mm RedZone offers seven levels of reticle illumination. Both 44mmobjective models feature

four reticle options: 4C Illuminated, No. 4, Z, and BDC. All three scopes are made in the U.S. and their optics are TO2 (Twilight Optimized Optics), designed to deliver high light transmission.

The premium 3–12x56 RGD DualZone, manufactured in the Czech Republic, has a red/green dot 4C illuminated reticle in the first focal plane. The MRAD reflex sight offers rapid, parallax-free target acquisition for many firearm platforms—from pistols and shotguns to MSRs and rifles. Reticle options include a 3- or 5-MOA dot with eight illumination levels. The body is machined from a block of aircraftgrade aluminum alloy, and

it runs on two CR 1632 batteries for up to 2,000 hours. The MRAD Micro is a compact red-dot sight with either a 3- or 5-MOA dot with five intensity

levels. MeoCap flip-up eyepiece covers not only protect binocular lenses, but they also form a shield against the peripheral light that can enter between a

Nikon The Monarch 7 binocular series, shown here in 8x42mm, offers flat, crisp viewing in conjuction with a balanced, lightweight design.

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Pulsar The Gen 3 group consists of (left to right) a

Challenger monocular, Phantom riflecope, and Edge binocular, all of which are manufactured in the U.S.

user’s eyes and the binocular. (631-436-5900; meoptasportsoptics.com)

ments, and a lightweight aluminum tube. Reticles options include the MinoPlex and BDC. (866-4693080; minox.com/usa)

Minox

The ZV 3 line of entrylevel riflescopes launches with a 3–9x40mm (SRP: $269) model that features multi-coated lenses, ¼-MOA turret adjust-

Nightforce Optics

The 5–25x56mm ATACR (Advanced Tactical Riflescope) features a 34mm tube, 120 MOA of

elevation adjustment, an ED lens for improved light transmission, Hi-Speed adjustments, and ZeroStop elevation adjustments. It has a second-focal-plane reticle design that uses either the MOAR or Mil-R proprietary illuminated reticles. A 15–55x52mm Competition scope employs ED glass and a second-focal-plane reticle design with either the CTR-1 or DD non-illuminated Competition Dot reticles. A side-mounted parallax adjustment focuses from 25 yards to infinity, and it features a new fastfocus eyepiece. It has ⅛-MOA adjustments (5 MOA per rotation), allowing a total of 65 MOA elevation and windage travel.

(208-476-9814; nightforce optics.com)

Nikon

The Monarch 7 binocular series in 8x42mm (SRP: $479.95) and 10x42mm (SRP: $499.95) offers flat, crisp viewing built with a balanced, lightweight design. Weight is 22.9 and 23.3 ounces, respectively.

(800-248-6846; nikonsportoptics.com)

PulsAr

The Phantom 4x60mm Gen 3 riflescope, the “aviator-style” Edge 1x21mm Gen 3 binocular, and the Challenger 1x21mm Gen 3 monocular are all manufactured in the

Nightforce Optics The 15–55x52mm

Competition scope (top) employs ED glass and a second-focal-plane reticle design. The 5–25x56mm ATACR riflescope utilizes a 34mm tube and has 12 MOA of elevation adjustment.

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U.S. They are sensitive to low levels of visible and near-infrared light, and provide higher resolution than Gen 2 devices. Designed for night surveillance, the Recon 550R monocular allows users to record still images and videos onto an SD card. (817-225-0310; pulsarnightvisionusa.com)

SightmArk

The Triple Duty 6–25x56mm riflescope is designed for setting up long-range shots from between 500 and 1,000 yards. It is available in duplex, illuminated circle dot, and mil-dot reticles, and it has oversize turret knobs that lock and feature ¼-MOA click adjustments.

The Solitude line of roofprism binoculars feature BAK-4 prisms, rubberarmored bodies, and twistup eyecups. Three models are offered: 7x36XD, 8x42XD, and 10x42XD. The Night Raider 3x60mm Gen 1 night-vision riflescope is designed for night hunting.

It has a built-in IR illuminator to enhance viewing capability housed in a titanium body. The two-color rangefinding reticle allows a hunter to detect the target up to 200 yards away in the dead of night. (877-

ent configurations. Two eyepieces, the ATX angled eyepiece (SRP: $2,421.11) and the STX straight eyepiece (SRP: $2,421.11), attach to three objective modules in 65mm (SRP: $979.67), 85mm (SRP: $1,721.11), and 95mm (SRP: $2,110.00). The zoom and focusing rings are next to each other and can be operated with just one hand. They all feature Swarovision technology, which provides sharp, clear images. (800-426-3089; swarovskioptik.com)

431-3579; sightmark.com)

VAnguArd SWArovski

The ATX/STX spotting scope is a modular design that allows up to six differ-

The nitrogen-filled and fogproof Endeavor HD and XF spotting scopes utilize a rubber-armored magne-

sium body. The optical system employs extra-lowdispersion glass to ensure accurate color rendition and virtually eliminate color fringing; the multicoated lenses feature BAK-4 prisms. Three eyepieces are available: 65mm angled, 65mm straight, and 82mm angled. A built-in sunshield is included. SRP: $589.99 to $689.99, HD; $389.99 to $489.99, XF. (800-8753322; vanguardworld.com)

Vortex

The Razor HD binoc family now includes a 10x50mm and 12x50mm.

Like other Razor HD models, they feature an openhinge design with a rubbercoated magnesium chassis

Sightmark Top: Sightmark's Solitude roof-prism binocular features a sturdy rubber-armored body. Bottom left: The Night Raider Gen 1 is a 3x60mm night-vision scope. Bottom right: The Triple Duty riflescope line has been designed for long-range shooting.

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Vortex The Razor HD Gen II riflescope (top) mounts on the MSR platform. Razor HD spotting scopes (bottom) use HD glass for crisp viewing.

Zeiss The new Conquest HD binoculars, in 8x23mm and 10x32mm, use the same HD lens system found in the 42mm Conquest HD model. Their lightweight, compact design is ideal for bowhunters.

and HD lens. The Razor HD Gen II 1–2x24mm riflescope is designed for shortto medium-range tactical or competition shooting on MSR platforms. It uses the Jerry Miculek–designed JM-1 BDC reticle with illuminated dots and ballistic hashmarks for distances from 20 to 600 yards. It is calibrated for .223/5.56mm and .308/7.62mm ballistics.

The Razor HD 50mm and 65mm spotting scopes use HD glass for bright, crisp, and clear viewing.

Constructed of rubbercoated magnesium bodies, these spotting scopes feature a 20–60X power angled eyepiece with coarse and fine adjustments. (800-426-0048; vortexoptics.com)

WeAver

The KASPA-Z 1.5–6x32mm Zombie scope (SRP: $299.95) is built for dispatching hordes of the shuffling undead. It features a 30mm tube and illuminated Z-CIRT (Zombie Close Intermediate Range Tactical) reticle. (608-8360922; weaveroptics.com)

Zeiss

The Conquest HD 8x32mm (SRP: $944.43) and 10x32mm (SRP: $999.99) are lightweight, compact binoculars ideal for bowhunters and allpurpose use. They use the same HD lens system found in 42mm Conquest HD models. (800-4413005; zeiss.com)

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PIXEL PUSHERS

ECCLESIASTES MAY HAVE SAID IT BEST: “THERE IS A TIME FOR EVERYTHING.” YOU OWE IT TO YOURSELF, AND YOUR FAMILY, TO PLAN CAREFULLY FOR THE DAY WHEN YOU WALK OUT THE DOOR BY WILLIAM F. KENDY

W

hether you purchased a store, took over the reins from a family member, or started your business from scratch, one of the furthest things from your mind when you took control was how to exit. Still, all things come to an end, and there will come a time when you will want to—or have to—get off the bus. Determining an exit strategy is no easy task. Many independent business owners want to keep the family heritage intact and pass the torch to a relative instead of selling it to an outsider. Regardless of what exit option you take, here are some things to consider.

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START EARLY Planning to exit your business should start the day you open the front door and hang that framed first dollar bill on the wall. The actual plans may change based on your personal and professional progression, but it is critical that you have a plan in place to ensure a smooth transition.

DETERMINE WHAT YOU WANT TO DO When the time comes, do you want to leave immediately or hang around for a while? Do you want to work only a few days a week or just specific times of the year? If the business was largely built on your presence and your business is named after you (or yours), you may have to be stay in the store for a certain period of time to make the deal work. Accept the fact that you won’t have complete control and decision-making authority. You may have always been the captain of your ship, but once you sign on the dotted line of the buy-sell agreement you most likely will no longer be the master and commander.

and saleable shape, the books are up to date, it has a profitable track record, and an exit plan is in place.

SET UP A TEAM Selling and passing along a business isn’t easy and encompasses many issues, ranging from tax planning and estate management to insurance and buy-out options. That’s the short list.

There’s a lot more.

Assemble a team that includes an accountant, a tax professional, a financial planner, a valuation expert, and a trusted confidant.

VALUE THE COMPANY Company valuations are “snapshots in time” of the

financial holdings and worth of a business. Not only is a valuation important in establishing the worth of the company (obviously affecting its selling price), the process also identifies loans, debts, and liens. It also makes cleaning up the financials easier and establishes a figure to be used for tax and inheritance planning.

Because business owners have invested a major portion of their life in their company, they have a tendency to over-value their business. Don’t be discouraged if an independent set of eyeballs attaches a value below your expectations.

“We’ve done two valuations of our stores,” says Jeff

Planning lanning anning tto exit your business should the day you open should start s the front door and hang that fr tha framed first dollar bill on the wall. It is critical that you have a plan in place to o ensure ea smooth transition. ansition.

DETERMINE WHEN YOU WANT TO GET OUT If you have an epiphany about becoming a hunting guide and think you can get out of the business in six months—good luck. Can it happen? I’m sure it has, but a quick, unconsidered exit doesn’t make very good business sense. It is advised that owners start the exit process at least three to five years out to make sure the business is in an attractive

Poet, president of Jay’s Sporting Goods in Clare and Gaylord, Michigan. “The first time we did it we spent a lot of money on a mergers-and-acquisition company, and we were floored at what it showed as the actual value of our business. It was a real eye opener, but we needed to know the bottom line.”

Who should you use to do a valuation? You could use an accountant, a commercial business broker, or a consultant.

“We use an investmentbanking and corporatefinancial-advisory firm for our valuations, because they have the experience to look at earnings, expectations, and the core of our business,” says Kevin Adams, vice president of Kittery Trading Post in Kittery, Maine. “We do a valuation every year to make sure that the stakeholders’ interest is in good shape.”

Valuing your business also can have additional ramifications, depending on how you want to structure the finances. If you identify a family member as your successor and bring them on board to work, you could craft a plan that allows that person to use the increase in business that is a result of their efforts as a down payment.

“The parent and the child value the business on the day that the child comes to work,” says small-business consultant and former retail store owner Tom Shay. “The business is revalued on the day that the parent wants out. They can do this themselves, according to the balance sheets and profit and

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loss statements. If they agreed at the beginning that the child would get 50 percent of the increase during that time period, then the difference goes toward a down payment. It is basically a self-funding downpayment plan.”

GET YOUR BOOKS IN ORDER As a businessperson it is your obligation to take every legal tax deduction available. Having said that, you might have some extraneous expenses on your books that may not be attractive to a new owner.

Keeping Aunt Matilda on the payroll may keep the clan happy, but if she isn’t pulling her weight and making a business contribution, it might be time to retire her. That’s good for your bottom line, although you may take some flak from the family. The decision, however, is ultimately best for the business and worth the grief, because the greater its profit, the more attractive your business becomes.

“Run your business as a cash business so you know your real status all the time,” says Miles Hall, president of H & H Gun Range in Oklahoma City, Oklahoma. “Know what money you have left over at any period, and stay on top of return on investment. It’s important that business owners keep in mind that their impression of their financial and business pyramid as an owner is different from the prospective buyer’s viewpoint.”

It’s also critical that you keep your acquisitions and

dispositions book up to speed, regardless of whether you are moving on or staying put. It has to go back 20 years and cover everything that spends the night, even in the gunsmithing and repair area.

“We have records from more than 40 years ago and still get traces on some of those guns,” says Poet. “We transitioned so that some of our documentation is in hard copy and some of it is electronic.”

FINDING A SUCCESSOR You may have children or other relatives that have the desire and passion to run the business, but don’t have the talent or skill set to get the job done. There also may be relatives who have all the required skills but do not have an interest or passion for the operation.

George Romanoff is the owner of Ace Sporting Goods in Washington, Pennsylvania. He purchased the business from his father and uncle and then bought out his brother. In addition to capability, he believes that the person running the operation has to have a true devotion to making the business a greater success.

“One of the biggest considerations in determining a family successor is to make sure that person has a true commitment to the business,” he says. “That commitment has to be not only to run the business but to be willing to do all the legwork and put in the numerous hours it takes to grow the company.”

What if two children have equal talent, skills, vision,

and commitment?

“If the business is going to be turned over to two family members, everything has to be decided in advance, put in writing, and included in the buy-sell agreement,” says Shay. “You need to make a decision as to who will be in charge of what, how decisions will be made, and how disagreements will be settled.”

Without such a plan in place, the co-owner who always votes “no” wins.

What if no family members are qualified? In this case, you could take the “trash and travel” option, by selling the store’s inventory and assets, cleaning up all obligations, and then heading to parts unknown with the remainder (kissing away all your brand equity, reputation, and goodwill). You also could package and market the business to an outside purchaser, or put top management in place and still maintain control of the business.

It really boils down to this: Are you bound and determined to have a family member run your business no matter what results? Or are you willing to put someone else in charge in order to continue your family business tradition and legacy?

TRAIN YOUR SUCCESSOR However you decide to divide up the business, don’t expect a family member with no business experience whatsoever to be able to run the shop successfully. You need to train your successor.

“I know of a fifthgeneration jewelry retailer

who mandates that all family members who want to work in the business start out at the lowest levels, doing tasks like taking out the trash and filling water pitchers,” says Hall. “They have to graduate from college and get a job outside of the company. Then they are allowed to come into the business, but only on a lower level. The biggest thing that owners need to ingrain in their replacements is to get them to get into the ‘why’ mode. While it is important to understand what they have to do, if they are going to lead and direct the business they need to know why they are doing what they are doing.”

ALL IN THE FAMILY Keeping the business in the family and maintaining good family relationships can be dicey. You want to make sure that you are financially fair to your children or relatives who aren’t really interested in being part of the business, but who expect some sort of payout anyway. You can handle that by providing life insurance for people who won’t benefit from the business, “gifting” relatives or, if you are incorporated, awarding non-voting stock shares to non-participating family members.

Whatever you ultimately decide to do, decide to do something. Life has a way of getting “in the way,” and the world is full of examples of people who waited too long to start the process of passing the torch, with tragic consequences for all involved.

Don’t be that guy.

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W H AT ’ S S E L L I N G W H E R E

West

Goose Sport IDBlue Shop, St. Maries

This panhandle gun-and-tackle store recently changed ownership. It markets general hunting and fishing gear and keeps an average of 300 firearms in stock.

MSRs are sold out. The store has a waiting list, but no deliver date from its distributors. “As long as we are talking legislation, we’ll have this kind of customer traffic,” says coowner Craig Wicks.

The handgun counter is the busiest in the store’s history; anything that can utilize high-capacity magazines is in top demand. Used Glocks are receiving close to SRP pricing; new inventory is turning at record numbers. Kel-Tec PF9s are especially hot and available.

Ammo in .223 is limited to 200 per customer, although Blue Goose has not raised pricing.

High Desert CA Storm Sporting Arms, Palmdale

This workingclass high-desert store is in a growth mode. It stocks around 200 tactical and hunting firearms.

Although MSRs are out of stock, owner Eric Monjack expects nearly a dozen from Windham Arms and Smith & Wesson in the next three weeks. “We’re a new store, and this is a difficult time to develop relationships with distributors,” he says.

“However, we’ve made some headway and our inventory is in better shape than at many small shops.”

Handgun sales are going strong; Glock 9mms and SIG 9s are in the top slots, while Ruger SR9s and LCRs show robust turns as well.

Fort, Big MTThe Timber

Employing 15 people and stocking more than

Midwest

Kirkwood MO Outfitters, Kirkwood

This small independent keeps 350 firearms in stock, with two employees selling a mix of hunting and home defense. If it’s an MSR, it’s already been sold. “I’m not sure when any MSRs will come into the store,” says owner Dave Hart. “I simply can’t find any inventory—and that includes lowers, uppers, barrels, and large-capacity magazines.”

At the handgun counter, it’s not what this retailer can sell; it’s what it can get. Springfield XDMs, primarily in .40-caliber, are in limited inventory, as are Hi-Point .380s and a small number of Glocks. Rugers are completely unavailable.

Hart reported that much of his extensive .223 ammo inventory was gone in the first week of January, when it went for an average of $525 per 1,000 rounds.

Guns, IAMike’s Iowa Falls

Stocking about 300 new and used guns, this two-man shop reports that its 2012 sales were the best in its history.

Concealed-carry handguns are particularly hot, and the inventory of Rugers—SR9s, LC9s, and LCPs—is just about gone. A few S&W AirLites and Glocks are still available.

MSRs are out of stock, but a few should arrive soon. Custom MSR build-outs have ground to a halt while Mike’s looks for available parts.

Savage Axis rifles in .243 are growing in popularity, and getting more attention because of the lack of availability of .223 MSRs. “These Savages have really taken off this year. Coyote hunting has become ‘the new deer’ in this part of Iowa,” says owner Mike Beaupain. Ammo stocks are low, with little commit-

1,000 guns, this busy independent inventories a long list of shooting accessories, fishing tackle, and some groceries. A few MSRs are in stock, but new guns are backordered with a three-month waiting list. Stocks of .223 ammo are below average but selling for the same price as two months ago. “Don’t misunderstand me, we are busy and sales are exceptional. But in rural Montana, our customers are pretty prepared and not so jumpy,” says counter salesman Matt Nichols.

For varmint season, Savage Axis rifles in .223 are the hottest boltactions. Winchester Model 70s in .204 and .308 are also selling well.

Handguns are approaching an alltime high, with concealed-carry pulling the top numbers. SIG 238s and Smith 638s hold the highest spots, but large numbers of Ruger LCRs and LCPs are moving as well.

ment from distributors for restocking in .223 and .22.

City Guns, KSBull Alton

Packing 1,700 guns into 2,000 square feet, this family-owned store exclusively brokers hunting and shooting supplies.

Handgun sales are excellent, possibly the best in the store’s history.

Kimber 1911s are in inventory, as are SIG 1911s, Glocks, and M&Ps in .45 ACP and 9mm. There are also some Springfield XDMs available.

MSRs are completely out of inventory. A trickle of back orders from months ago is showing up two or three units at a time; they’re sold the same day they’re received. “Even our dealer-direct manufacturers are of little help, and they won’t give us an ETA on any orders,” says owner Brice Ballard. Ammo in .223 is limited to two boxes per customer.

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

East

Firearms, PAIsland Pittsburgh

Located on an island in the Ohio River basin with only 800 square feet, this retailer also uses the ceiling to display more than 500 firearms.

MSRs are still in inventory but are moving quickly. “We’d planned for a heavy order near the election, and it landed two to three months late,” says owner Wayne Lyken. “That’s why I have relatively good inventory, but it’s moving very quickly.”

Remington 750 autoloaders have completely sold out, and 700 BDLs and SPSs are seeing unusually high turns. Ammo is gaining momentum, with .223 stock falling fast.

Handgun activity is at an all-time high, with Glocks, M&Ps, and a few Ruger LC9s still in inventory. The store is expecting fairly good deliveries from distributors through the next three weeks.

South

Chuck’s GA Firearms, Atlanta

Located in the heart of metro Atlanta, this retailer features collectibles, vintage military weapons, and higher-grade shotguns and rifles. Although this dealer does not carry MSRs, bolt-action rifles are unseasonably active, with Cooper Firearms of Montana and Remington CDLs attracting the most interest, mostly in .308. Sales of vintage military rifles are also up significantly from last year.

Handgun activity is at close to a record high, with Smith 642s, Ed Brown 1911s, and SIG 226 Navys receiving the most turns. Although handgun ammo stocks are falling, they are still available. “We spend more and more time doing largescale appraisals and collection sales, and they continue to grow,” says owner Jack Lesher.

Shooting NYKen’s Supply, Attica

Stocking 150 long guns and handguns, this retailer also sells reloading supplies. With MSRs sold out, Browning BARs and Remington 750 autoloaders in .308 and .30/06 are commanding attention. “I can’t get a delivery date on any MSRs, and .223 ammo is just not available,” says owner Ken Fridmann. Other rifles are turning, including Remington 700 bolt guns, often in .308.

Handgun sales are soaring: Glocks in .40 and 9mm, and some Ruger LCPs and SR40s, are still available.

“Glock is taking good care of us. We can get a few Springfields, but everything else is coming in almost one at a time,” says Fridmann.

Guns, NHSL Mason

With 1,200 guns in inventory and falling fast,

Kirkpatrick TX Guns and Ammo, Laredo

With up to 500 guns in stock, this west Texas store specializes in a mix of both defense and hunting guns. Although MSRs are out of stock, this retailer expects roughly four units a week to trickle in during the next two to three weeks. “It’s certainly not ideal, nor will it meet demand, but we are getting some MSRs in,” says counter person Maria Gonzales.

“But what’s coming will hardly fill our long customer waiting list.”

Ammo in .223 arrives at about 5,000 rounds a week and leaves within two days. Bolt-action rifles are still receiving attention, especially Savage Model 110s in .270.

Handgun sales are particularly intense, with 9mm Glocks and Berettas seeing the most turns due to availability. Ruger LCRs and

this 2,000-square-foot store dedicates a third of its space to three gunsmiths. All MSRs are sold out, with heavy back orders and just a dribble coming in the door. What’s surprised this retailer has been the demand for hunting rifles.

“I’m not sure if it’s because a customer comes in the door ready to buy an MSR and can’t, and then just opts for a bolt-action, but we’ve been selling unusually high numbers of hunting guns,” says owner Paul Gauffin. A number of Thompson Center .22s, Winchesters, and Browning X-Bolts—and even a few Thompson Encore muzzleloaders— are heading out the door.

Handgun sales are off the hook, maybe the highest in the store’s history. SIGs and Smith M&Ps pull record numbers, while Glock is trailing just a few units behind. “It’s nearly a run on the store,” says Gauffin.

LCPs are exceptionally hot, but are difficult to get.

City, ARGun Barling

Keeping close to 1,000 guns in stock, this retailer maintains a brisk business by utilizing a wide variety of home defense and hunting inventory. An inventory of MSRs is fully backordered and sold the day they arrive. Other stocking challenges include .223 and .22 ammunition.

Sales are active across all departments. “We have a strong relationship with our distributors, yet even that only goes so far,” says owner Jerry Barling.

Handgun demand is exceptional across the board. Glocks, compact SIGs, and Rugers are in high demand. New Colt 1911s have seen an even higher level of activity than they garnered before Christmas.

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GOOD STUFF

B Y S L AT O N L . W H I T E

Staying connected is easier than ever, whether you recharge via an electric outlet, batteries, or the sun.

2

1

3

4

Portable Power

S

When it comes to recharging devices, you can take it with you

taying connected is a priority among modern sportsmen, all of whom want to take a break from civilization but not from their favorite electronic gadgets. Energizer recently unveiled a line of four portable chargers, each designed to help outdoorsmen stay connected via their most critical devices. For example, the Energizer Instant Charger is powered by three AA Energizer Ultimate Lithium batteries (included). It can double the runtime of a smartphone and revive a completely dead battery ($19.99, iPhone/iPod; $17.99, micro USB devices).

1 Hunters with such powerdraining gadgets as handheld GPS units and tablet PCs will want to check out the Energizer Universal Multi-Port Charger (SRP: $75.99). This charger can simultaneously recharge any two USB-powered devices, regardless of brand name. It includes magnetic cable clips that attach to the charger, a rechargeable lithium-ion battery, and dual ports that can charge a smartphone and tablet PC at the same time.

2 I used the Instant Charger last fall on an elk hunt. When you’re out all day, using the phone’s GPS capability (and taking photos and texting buddies), a phone can lose a charge fast. This is an easy, convenient

way to make sure your phone stays fully charged. It’s especially handy if you’re in a camp with no electrical outlet. (314-

4

Another ingenious charging device is the solar-powered Solio Bolt. I’ve used this for two years, toting it along on hunting trips where I camped far from a power outlet. The Bolt has enough battery capacity to charge your smartphone twice before it needs to be recharged.

Keep in mind that charging the Bolt via the sun will take a full day; but it also accepts a USB port and can connect to a wall socket (in which case it reaches full power in about four hours).

It folds into a small package and weighs only 5.3 ounces.

SRP: $70. (510-574-7325;

Mophie Outdoor is also in the hunt with its PowerStation line. I’ve used a couple, and the one that has always come along on a hunt is the larger Pro. It packs a punch and can recharge your smartphone several times before it needs to be replenished. $99.95.

Mophie also offers the Juice Pack Plus Outdoor Edition, which combines a sleek, hard protective case (with a built-in recharger) with an app that helps transform the phone into a GPS. The on-board recharger really came in handy on my all-day spot-and-stalk hunts over the past two seasons.

When the charge started running low, all I had to do was flip a switch and the phone recharged while I was using it.

SRP: $149.95. (888-866-

solio.com)

7443; mophie.com)

985-2000; energizer.com)

3

Now, if all of the above seems just far too new-fangled to you, consider this: A member of my gun club was complaining one day that his grandson had brought along all his “electronic stuff ” with him into deer camp. He continued to moan about this until I said, “Well, he was in camp wasn’t he? And that’s what you really want, isn’t it?”

The world is changing, whether we want it to or not.

And although older hunters may not like it, younger hunters live by all this new “electronic stuff.”

You might not want to think about such “new-fangled” gear for your store, but carrying some of it is a sign that you understand this younger generation and want them to get the most out of their time in the outdoors. And that will enrich us all.

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new products (Continued from page 52)

The compact Micro H-1, which offers up to five years of constant-on power from a single CR-2032 battery, has 12 brightness settings for optimal performance in all light conditions. The sight is completely waterproof and has been designed to stand up to extreme temperatures as well as the shock that results from rough handling in the field. (877-246-7646; aimpoint.com)

Buck Knives The made-in-the-U.S. Micarta Harvest series includes a 7⅛-inch caping knife, a 10-inch boning knife, and a 7¼-incher designed for waterfowl use. Created with durability in mind, this series should appeal to a wide range of outdoorsmen.

The Micarta handle provides a secure, comfortable grip even in wet conditions.

SRP: $65 to $70. (800-326-2825; buckknives.com)

Aimpoint’s new Micro H-1 sight has been paired with a mount for Blaser rifles that includes two mounting points and quick-detach levers.

form a highly durable, lightweight, and insulating shell surrounding the foot up to the shin.

Inside the mold, a thick layer of polyurethane forms between the neoprene and the outsole, joining the rubber outsole to the boot and creating a supportive platform to offer cushion and comfort underfoot. The integrated shank under the arch provides support while climbing in and out of treestands, and the large, adjustable back gusset allows extra room for pants. The Brush Tuff bi-directional material on the upper supplies abrasion resistance, which, combined with the boot’s patent-pending shin guard design, delivers protection against brush and briars. Available in 3.5mm-thick versions in Mossy Oak Break-Up Infinity or Realtree Xtra Green, as well as in 7mm neoprene in Mossy Oak Bottomland or Realtree Xtra. Sizing includes men’s 5 to 15, whole The 7¼-inch Buck Harvest Waterfowler is made in the U.S. and has a Micarta handle for a secure, comfortable grip.

sizes only. SRP: starting at $130. (800323-2668; lacrossefootwear.com)

Aimpoint The popular Aimpoint Micro H-1 (2-MOA dot) sight has now been paired with a highquality steel saddle mount manufactured

by Blaser to create a new sight-and-mount combination specifically for use on Blaser rifles. Aimpoint’s previous Micro H-1 for Blaser rifles utilized a short mount that locked into just one of the two mounting points on Blaser rifle barrels. Based on repeated requests from users, a longer mount that utilizes both mounting points was developed and tested. Aimpoint added quick-detach levers to allow this sight to be mounted and dismounted quickly, without loss of zero. This mount is suitable for use on Blaser rifles, including the R93 and R8 models.

Streamlight The Stinger Classic LED is an update to the standard flashlight used by law enforcement and other professionals the world over. It was designed in response to customers who appreciate the compact size and simpler functionality of the original Xenon Stinger model, but who also want the advantages of the latest LED technology. The updated model offers three microprocessor-controlled variableintensity modes and a strobe function. It delivers 390 lumens and a 13,200-candela peak beam intensity on the high setting, 210 lumens and 6,500 candela on medium, and 100 lumens and 3,100 candela on low.

Runtimes range from 6 hours 45 minutes on low to 1 hour 45 minutes on high. The new light is available with either a threecell, 3.6-volt Ni-Cd or Ni-MH sub-C battery, both of which are rechargeable up to 1,000 times. Fabricated from 6000-series machined aircraft-grade aluminum with an anodized finish, the Stinger Classic LED also includes a durable, multifunction push-button switch. SRP: $205.

(800-523-7488; streamlight.com)

GSM Outdoors The new Cyclops Revo 700 (SRP: $99.99) and Revo 900 (SRP: $139.99) LED lights are powered by a rechargeable 6-volt 2.5Ah SLA battery. Both models have ergonomically designed rubberized grips and a trigger pulse switch with an always-on lock

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switch. Each light also comes with a home and vehicle charger. Vented housings help reduce heat. (877-269-8490; gsmoutdoors.com)

Magellan Not everyone is born with a natural sense of direction. Magellan, a manufacturer of portable navigation systems, knows this better than most. That’s why it is introducing a new outdoor GPS—the eXplorist 350H—specifically designed to meet the needs of hunters.

The eXplorist 350H contains detailed maps with the latest game management unit (GMU) boundary information, as well as trail-camera management waypoint marking, virtual-scout satelliteimagery capability, and the ability to define hunting geofences to ensure that the hunter stays off of private lands and within the desired public hunting range.

The line is designed to provide innovative features, easy-to-use menus, sunlight readable screens, and a long battery life. The eXplorist 350H also features a camouflage exterior and 1:24K-resolution base maps.

(408-615-5100; magellangps.com)

Hunter’s Specialties The i-Kam Xtreme video eyewear, which lets users capture their adventures with an built-in mobile video recorder (4GB of internal memory for up to two hours of recording), have received a stylish new comfortable ergonomic fit for 2013. The easy one-button operation makes turning on the glasses a snap, and the glasses accept up to a 32GB micro SD card for additional space. The glasses have a builtin microphone to capture sound, and videos can be viewed by simply plugging the glasses into a PC or MAC with the supplied USB cable.

The i-Kam Xtreme glasses also come with a wall charger, a sturdy carrying case, a cleaning cloth, and interchangeable lenses in clear and polarized black. They are available in Realtree AP, and both flat and

GSM’s Cyclops Revo 700 LED light has ergonomic rubberized grips and a trigger pulse switch.

gloss black frames. Polarized amber and brown lenses are available separately.

SRP: $109.99. (319-395-0321; hunterspec.com)

Birchwood Casey Birchwood Casey has teamed up with the 3-Gun Nation to design a Dirty Bird Splattering Target for 3-Gun competition.

The new 17.25-inch target features an 8-inch primary (“A” zone) and a 17.25-inch secondary (“B” zone) scoring areas. For scoring purposes, one hit in the red A zone counts as a neutralized target; two hits are necessary to count as a neutralized target anywhere in the black B zone.

Dirty Bird Targets reveal a white splatter on bullet impact, making it easy to see where shots are landing. A non-adhesive back allows shooters to mount targets on a variety of surfaces, add notes, and save the targets for future reference.

The Dirty Bird 17.25-inch 3-Gun Nation Targets come in packs of five and sell for a suggested retail price of $12.60. (800328-6156; birchwoodcasey.com)

Winchester Ammo For clay target shooters, the new AA Tracker load is designed to answer one of the most common questions asked by trap,

Hunter’s Specialties i-Kam Xtreme glasses allow the wearer to record 4GB of video and sound (up to 36GB with an optional memory card).

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new products

POWERFUL. DEPENDABLE. PRECISE. Birchwood Casey’s Dirty Bird 3-Gun Nation targets splatter when hit, so you’ll know instantly whether your shot landed in the red or black zone.

What’s your grade?

HUNTING GRADE

SAFARI GRADE

VARMINT GRADE

TACTICAL GRADE

BEAR GRADE

COWBOY GRADE

DEFENSE GRADE

MATCH GRADE

RANGE GRADE

For high profits, increased sales and unmatched accuracy shooters can depend on, load up on ProGrade’s premium quality, hand-loaded pistol, rifle and rimfire ammunition. With more than 250 variations in the full line-up, ProGrade Ammunition has a specialty grade of ammo crafted specifically for shooters of every caliber from hunters to law enforcement officials to competitive shooters — and every sportsman in between. And we make selecting the right grade easy for customers, with bold, color-coded packaging that pops — and flies — right off the shelf.

skeet, and sporting clays shooters—namely, “How did I miss that?” The new Tracker loads feature a large, brightly colored, nonpyrotechnic plastic wad that follows the shot string and provides strong visual evidence as to just where the shot went. Did you give it too much lead, or did you stop your swing and shoot behind? Were you too high or too low? The Tracker can tell you. It will initially be available in 12-gauge 2¾-inch 1⅛-ounce loads, in both a 3-dram No. 7 and a 2¾-dram No. 8. (618-2582000; winchester.com)

Meprolight Meprolight—a leading manufacturer of electro-optic systems for armed forces, law enforcement agencies, and civilian markets—recently expanded its

Call Today — for all your profit making details!

435-865-5995 • 3616 Eastside Highway, Stevensville, MT 59870

WWW.PROGRADEAMMO.COM

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Winchester AA Tracker loads include a colored plastic wad that follows the shot string and lets shooters know just where their shots went.

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portfolio at January’s SHOT Show. In addition to the introduction of the new NOA NYX 3X, several other models made their first appearances in Las Vegas last month, including the enhanced NOA XT4 thermal sight, the Mepro 4X, and the Mepro M5 red-dot electro-optical sight.

A new member of the NOA NYX family, the NOA NYX 3X un-cooled thermalweapon sight (which weighs less than 2.2 pounds) has been designed to withstand the recoil of 5.56, 7.62, and .338-caliber rifles. With this new addition, Meprolight offers four distinct sights with different magnifications of 2X, 3X, and 7X for a variety of operational and tactical needs.

The NOA XT4 is a compact and lightweight dual-use thermal weapon/surveillance clip-on designed for use by members of the armed forces and law enforcement officers. It can be used with a combat 4X day scope or as a handheld surveillance device.

The Mepro 4X is a compact and lightweight combat scope, offering 4X magnificationa and weighing only 1.7 pounds.

Utilizing a quick-release Picatinny adaptor, this MIL-STD sight provides five dif-

Meprolight’s rugged NOA NYX 3X thermal-weapon sight is designed to withstand serious recoil.

ferent brightness settings. The sight operates with a single standard battery and is equipped with a unique energy-saver feature for extended operation.

The Mepro M5 is a lightweight (less than 1 pound) MIL-STD red-dot sight spe-

cifically optimized for “both eyes open” shooting. The M5 features an enlarged display and a 2-MOA red-dot aiming point with four variable brightness settings. It is capable of up to 8,000 hours of operation. (meprolight.com)

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

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new products

LaCrosse

Built with patent-pending AeroForm technology, the AeroHead boot takes advantage of new construction that offers a comfortable fit along with high flexibility and durability in a lightweight package.

AeroForm technology is the special construction used to build the boot. The procedure starts with a

p h o t o b y p e t e r M at h i e s e n

flexible and insulating neoprene sock around the foot.

Using LaCrosse’s Armor Weld process, a liquid rubber seal is applied to the back seam of the sock, adding durability and allowing the flexibility needed to easily slide the boot on and off. In the final step, liquid polyurethane is injected into a mold around the sock to (Continued on page 48)

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From open country to dense cover, now you can cover it all.

This is the moment we work for.

Zeiss. iNNOVATiVe siNce 1846.

New CONQUEST HD5: the world’s most advanced SuperZoom.™ Introducing CONQUEST HD5 - the new standard for 1” premium riflescopes.

With its advanced 5x SuperZoom™ , ultra-compact size, low-profile stance, new ballistic lockable target turret and superior optical performance, CONQUEST HD5 provides extreme versatility and reliability for the most discerning hunter.

Your adventure begins at www.zeiss.com/sports.

facebook.com/CarlZeissHuntingUS

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THE NEW REMINGTON® MODEL 783.™ From a blank sheet

of paper to one ragged hole. Designed from the ground up with the world’s most advanced accuracy-enhancing features. By the masterminds who brought you the Model 700. The new Model 783. Developed by Remington.

©2012 REMINGTON ARMS COMPANY, LLC.

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