SHOT Business -- June/July 2016 by SHOT Business

VOLUME 24, NUMBER 4 JUNE/JULY 2016

IS M ANAGING INVENTORY YOUR ACHILLES’ HEEL? Pg. 40

Op ti cs ta ke ce nt nu mb er of ne w er stag e th is ye ar , wi th a mo to me et th e ne ed de ls ex pr es sly de si gn ed s of th e LE co mm un it y PAGE 30

ALSO IN THIS ISSUE GOOD STUFF

FIRING LINE

SOG’s rugged new packs are absolutely the real deal Pg. 44

Mossberg’s Patriot takes on the plains game of Africa Pg. 24

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SHOT BUSINESS J U N E / J U LY 2 0 1 6 VOLUME 24, ISSUE 4

LE 2016: THE EYES HAVE IT This year, the focus is on seeing the bad guys.

BY RICHARD MANN

WHAT’S IN YOUR STORE? The tax consequences of inventory management. BY MARK E. BATTERSBY

16 17

FROM THE NSSF Keep your firearms S.A.F.E.!

NSSF DELIVERS VALUE Range at 355 utilizes NSSF research resources SUING RETAILERS HAS LITTLE SUPPORT The latest poll has good news

NEW SECURITY AUDIT PROGRAM Get your systems checked by a pro

COVER PHOTO: JOHN HAFNER/TRIJICON

#GUNVOTE Encourage your customers to vote

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RETAILER TOOLBOX The latest security tips for glass-front retailers

EDITOR’S NOTE This is not the time to be penny foolish

NEWS BRIEFS Remington brings Lonoke 2 online; Vista Outdoor puts its decision makers in the field; TacticalWalls adds RFID locking models

FYI SPG Outdoors can help you

expand the product mix in your store

selling opportunities

FIRING LINE With the Patriot, Mossberg has created an unlikely African plainsgame rifle

UNDERCOVER SHOPPER Some New York retailers have missed the boat when it comes to airgun

GOOD STUFF SOG’s new pack line is built tough

44 46 50

WHAT’S SELLING WHERE

NEW PRODUCTS Tipton’s range vise; Stevens’ 320 turkey pump; and CRKT’s Amicus folder

JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 3

EDITOR’S NOTE

NSSF

Missed Opportunity Don’t be penny foolish

he most-read feature in SHOT Business is Undercover Shopper, in which we send a “customer” to evaluate firearms retailers on customer service, product knowledge, and inventory. Our usual policy is to not identify our shopper in print—the better to allow him (or, increasingly, her) to remain anonymous as they go about their appointed rounds. But in this case—a review of how four stores handled a customer interested in airguns—we’re going to break with tradition. Contributing editor Jock Elliott is our foremost airgun expert; as such, he has his finger on the pulse of this corner of the shooting-sports industry. Though some may still view this product category through the lens of the holiday classic A Christmas Story, the industry has progressed way beyond the Red Ryder BB gun. Indeed, many airgun models are now marvels of precision and accu-

racy. And last year, SIG SAUER announced plans to launch an entire new line devoted to air rifles and pistols. If SIG sees something here, retailers should, too. But as Elliott found out, much to his dismay, the retailers he visited are largely missing the mark. Though he wrote about four establishments (to fit our format), he actually visited seven stores. Before he sat down to write the article, he told me (via email): “I was frankly dismayed by what I found among independent gun stores. If they offered airguns at all, they failed to set themselves apart by offering anything better than the products at the big-box stores, and usually with zero product knowledge. 4 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

Given the technological advances incorporated in recent years in superbly accurate precharged pneumatic air rifles and air pistols for hunting, nuisance wildlife control, and target shooting, as well as the pride of ownership offered by middle-tier spring-piston air rifles, it seems to me that independent dealers are missing a big opportunity to sell more air rifles and pocket additional profits.” One retailer’s explanation for the paucity of product was, “No one is asking about them.” Well, if you don’t promote the goods, how do you expect to grow the market? New York (the location for this Undercover Shopper) has some of the most restrictive firearms laws in the country, and it’s especially tough to get firearms in the hands of young shooters, where with adult supervision they can learn the fundamentals of safe and responsible shooting. While they’re at it, they’ll also learn shooting is fun. Airguns are not only a great way to introduce the next generation of shooters to our sports, but they are also a means for a hunter to stay in prime form through year-round practice of trigger control and target acquisition—all for pennies a round. Airguns are a great opportunity to expand your business. And as I learned a long time ago: “When opportunity knocks, open the door.”

Slaton L. White, Editor

SLATON L. WHITE, Editor James A. Walsh, Art Director Margaret M. Nussey, Managing Editor David E. Petzal, Shooting Editor Mike Toth, Special Projects Editor Judith Weber, Digital Content Producer Hilary Ribons, Editorial Assistant CONTRIBUTING EDITORS Larry Ahlman, Barbara Baird, Scott Bestul, Philip Bourjaily, Christopher Cogley, David Draper, Jock Elliott, William F. Kendy, Mark Kayser, David Maccar, Richard Mann, Peter B. Mathiesen, Brian McCombie, Tom Mohrhauser, Robert Sadowski, Robert F. Staeger, Peter Suciu, Wayne Van Zwoll

ADVERTISING: 212-779-5316 Gregory D. Gatto, Vice President, Publishing Director Brian Peterson, Western Sporting Goods Sales Katie Logan, Southern Sporting Goods Sales David Hawkey, Northeast Sporting Goods Sales Elizabeth Burnham Murphy, Chief Marketing Officer Ingrid Reslmaier, Marketing Design Director

BUSINESS OPERATIONS Tara Bisciello, Business Manager

CONSUMER MARKETING Robert M. Cohn, Consumer Marketing Director Barbara Brooker, Fulfillment Manager

MANUFACTURING Michelle Doster, Group Production Director Kelly Weekley, Senior Production Manager

BONNIER Chairman, Tomas Franzén Head of Business Area, Magazines, Lars Dahman Chief Executive Officer, Eric Zinczenko Chief Financial Officer, Joachim Jaginder Chief Operating Officer, David Ritchie Chief Marketing Officer, Elizabeth Burnham Murphy Chief Digital Revenue Officer, Sean Holzman Vice President, Integrated Sales, John Graney Vice President, Consumer Marketing, John Reese Vice President, Digital Operations, David Butler Vice President, Public Relations, Perri Dorset General Counsel, Jeremy Thompson

SHOT Business (ISSN 1081-8618) is published 7 times a year in 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 24, issue 4, Copyright © 2016 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, self-addressed 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 email SBZcustserv@cdsfulfllment.com, in the U.S. call toll-free 866-615-4345, outside the U.S. call 515-237-3697, 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 6364 Harlan, IA 51593.

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Eli Is Here Remington expands Lonoke ammo plant

PHOTOS BY AUTHOR

emington produces 2.6 billion loaded rounds of ammo a year and 100 million component products. To do that, it buys 44 million pounds of lead and 12 million pounds of copper per year. That’s a lot of copper and lead, all of which is delivered to its Lonoke, Arkansas, facility, which began operation in 1970 with World War II–vintage equipment shipped down from the old plant in Bridgeport, Connecticut. But when the company decided two years ago that it needed to expand Lonoke to meet a never-ending demand for ammunition, it had no interest in building a copycat facility. Instead, it wanted to take advantage of changes in technology and production to build a state-of-the art factory. For this reason, you won’t see any photos here of what is called Lonoke 2, or Eli (short for Eliphalet), as it is known inhouse. (If you don’t understand the reference, you’re in the wrong business.) Kris Carson, Remington’s director of public affairs, who conducted my recent tour of Lonoke, says such secrecy was warranted because the company didn’t want its competition to see how the machines were set up. “We believe our new factory will give us a great competitive advantage,” he says. “And we really don’t want to give anything away.” The most striking aspect of Eli’s new layout is that instead of brass sheets, which are used in Lonoke 1, Lonoke 2 uses brass wire. Doing so results in far less waste. Carson says all the brass waste from Lonoke 1 is recycled, which helps Remington defray some of the expense of acquiring this raw material. But because there is so little brass waste at Eli (what he showed me from one run was about the size of a deer pellet), Remington This product is from sustainably managed forests and controlled sources.

Although much of the Remington ammunition plant has been fully automated, some tasks still require the human touch (above). Newly milled brass .223 casings roll off the line into large holding containers before heading off to the next step. JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 7

NEWS BRIEFS Part of the challenge at Lonoke 1 (the original factory) is coaxing vintage equipment to perform at 21st-century levels.

doesn’t have to recycle brass, saving even more money. “And that savings is part of our competitive advantage,” Carson says. The equipment in Eli was designed by Remington engineers, who, after years of coaxing vintage equipment to produce at 21st-century levels, had some strong opinions on what they wanted. “We basically drew it on the back of a napkin,” Carson says, breaking into a broad grin. But then the company took that design to its heavy-equipment partners. The new machines are the result of a give-and-take process between design and manufacturing that Remington believes points to the future of ammo production. One thing you notice right away is that the new plant has a far smaller footprint (about one-tenth of that of Lonoke 1), with plenty of space for expansion. “Right now, we’re just producing 9mm,” Carson says. “But doing so frees up space for .380 at Lonoke 1. The ultimate near-

term goal is to move all pistol ammo to Eli. We hope that by the fourth quarter, we will also be producing .45 ACP here.” Remington wasn’t ready to discuss new ammo launches at the SHOT Show, but it now says retailers will see a whole lot coming their way. Chief among these is an expansion of the Ultimate Defense full-size handgun 2016 line. “The Golden Saber brand will no longer be available to consumers,” says Nick Sachse, director of product management for centerfire and handgun ammo. “But our Ultimate Defense line extension will match the Golden Saber SKUs.” The line extensions include 124-grain 9mm Luger+P, 147-grain 9mm Luger, 165-grain .40 S&W, 185-grain .45 Auto, 185-grain .45 Auto+P, and 125-grain .357 Mag. Shotshell 12-gauge defense loads will get two new SKUs—a standard (9-pellet) and a reduced-recoil (8-pellet), both of which are designed to augment the company’s defensive and tactical shotgun marketing. “Our current plan is to maintain family pricing of current Ultimate Defense products,” he says. And since hog hunting continues to gain in popularity, Remington is expanding its Hog Hammer line with two new SKUs. “These new 12-gauge slug and buckshot loads offer versatility,” says Tim Miller, assistant product manager for shotgun ammunition. “The high antimony buckshot will deliver improved penetration, and the copper plating is designed to improve the patterns.”

The buckshot load will be available in a 2 ¾-inch shell filled with 000 buckshot. Muzzle velocity will be 1,325 fps. SRP: $5.95 per box of five. The slug load will be available in a 3-inch version with a ⅞-ounce slug that exits the muzzle at 1,750 fps. SRP: $6.68. As with any discussion of ammo products, attention turns to the ongoing issue of .22 availability. Jennifer Watson, assistant product manager for rimfire ammunition, begins by reiterating that the federal government is not cornering the market for this ammo. Consumer demand—including hoarding—is what’s driving this market. However, Remington has made some changes designed to boost availability. “We’re simplifying the .22 line in order to produce as much of it as we can as quickly as we can,” she says. “Our 2016 production priorities include 36-grain brass-plated hollowpoints in a 525-count pack and a 1,400round Bucket O’ Bullets, a 40-grain Thunderbolt round-nose bullet 100 pack, and a 40-grain high-velocity in a 500 pack.” Even so, the manufacturer will be hardpressed to meet consumer demand. “Our ramped-up production in 2016 continues to meet intense market demand,” she admits. I saw evidence of that when we toured the rimfire portion of Lonoke 1. Along the wall were at least 10 large containers of finished .22 cartridges. Carson says each contains more than 100,000 finished rounds. That’s a lot of ammo. —Slaton L. White

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When brass, lead, and copper (along with modern propellants) come together in the proper fashion, the results can be quite illuminating.

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Leupold Custom Dial System Now Even Easier to Order Leupold & Stevens, Inc., has raised the bar on making fast, accurate shots with the introduction of the Custom Dial System (CDS). Now it’s even easier to obtain a custom calibrated dial with the launch of an online ordering system. Shooters and hunters now have the choice of calling Leupold directly to provide their ballistic data, or using the fast, easy online system to order their custom-engraved dials. CDS makes accurate, long-range shots as easy as turning a dial. Once a hunter or shooter has the range, a quick turn of the dial to a matching number is all that’s needed to make a precise, confident shot. “Leupold engineers do all the hard work in the lab, making sure it’s easy and fast in the field,” says Rob Morrison, vice president of global marketing for Leupold & Stevens. “All the shooter has to do is provide us with ballistic information. From this simple data, a custom calibrated dial is laser-engraved for that specific load, and all that’s left for the hunter to do is zero it in.” Once the easy-to-install CDS is changed out and the rifle zeroed, it’s good to go. For example, on a 500-yard target, simply turn the dial to 5, center the target in the

Shooters and hunters now have the option of using a fast online system to order custom-engraved dials.

ITHACA G U N

C O M P A N Y

reticle, and break the shot. Where other systems are based on average ballistic data for a given cartridge, CDS is tailored to the exact load used. Morrison says no other system is as fast or as accurate as the Leupold CDS. With the ability to quickly change dials, it’s easy to set up several loads in a single rifle with a single riflescope. This means you can quickly transition from coyote loads to big-game cartridges with a simple change of the dial. Leupold offers CDS-capable riflescopes across its entire product lineup. The first dial is free with the purchase of a CDS riflescope. To order a CDS dial, simply call 1-800-538-7653 or visit customshop. leupold.com/custom-dials and click on the appropriate dial for your riflescope.

TacticalWalls Adds New RFID Locking Models

acticalWalls, known for its “Hidden in Plain Sight” philosophy, continues to change the way people think about home firearms storage. Each product in the TacticalWalls line is disguised as a fully functional piece of home décor such as shelves, mirrors, marker boards, and more. Now users will have even greater security and easier accessibility thanks to TacticalWalls new Radio Frequency Identification (RFID) locking models. The RFID locking mechanism will be offered as an optional alternative to the existing magnetic lock on select TacticalWalls models, including 1450M Bundle ($630 to $760), 1420M Bundle ($500 to $660), 825 Pistol Length Shelf ($435 to $495), and 812 Pistol Length Shelf ($219 to $349).

With the release of the new RFID models, firearms owners can access their guns even faster in an emergency. Opening up the hidden compartment is as easy as swiping the preset RFID card in front of the locking mechanism. Each unit will come standard with two key cards and one programming card used to match the key to the proper unit(s). Firearms owners can also order additional RFID cards if needed. One card can also be set to open multiple units, granting access to each firearm staged throughout the home. Another unique feature of the new RFID-locking models is a programmable Tattle Tale function. When turned on, the Tattle Tale function will start beeping after the unit has been left open for a period of time.

This important safety enhancement helps firearms owners keep guns from unwanted users by reminding them if the compartment has been left open. This feature can also be disabled if preferred. If the battery on the RFID locking mechanism runs out of power, the unit automatically

defaults to an unlocked-but-stillclosed position. “The addition of the RFID locks to our lineup is a key step for us,” says Tim Matter, founder of TacticalWalls. “We aim to be the leader in home firearms storage by offering a wide variety of options.” (tacticalwalls.com)

Swiping the preset RFID card in front of the lock gives the homeowner quick and easy access to a stored firearm.

All clean. No mess. The Cyclone Rotary Tumbler is fast, effective, and hands-down delivers the best results of any brass cleaning method. The included steel pin media and cleaning solution make quick work of stubborn tarnish and grit. Steel media is virtually indestructible, ready for reuse, and perfectly sized to reach every contour of every casing. The Cyclone also includes our patent-pending, dual pan sifting system. This revolutionary sifting technology separates casings, media pins, and cleaning solution simultaneously, greatly decreasing clean up time. So you’ll get more brilliant brass, more quickly – with a whole lot less mess.

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Meopta’s New MeoRed Reflex Sight The MeoRed, Meopta’s newest and most compact reflex sight, features high-quality optics and a lower profile than its predecessor, the MeoSight III, allowing users to co-witness with most iron sights. Parallaxfree and weighing just over 1 ounce, this sight is ideal for fast, close-quarter target acquisition with both eyes open. Designed for use on handguns with cut-

out slides, AR platforms, or shotguns, the MeoRed is well suited for tactical use as well as 3-Gun competitions, target shooting, and hunting close-range moving game such as hogs. Made from aircraft-grade aluminum alloy and fully waterproof and shockproof, the MeoRed comes with an integrated MIL-STD 1913 mount in addition to an interface plate for a Docter

mount. It also features easy-to-use windage (180 MOA) and elevation (120 MOA) adjustments. Illumination of the 3-MOA red dot is activated by pushing the control button located on the left side of the sight; the brightness level of the red dot is continuous and easily adjustable. To turn the unit off, press the button, and hold. One CR 2032 battery delivers 300 hours of runtime. SRP: $517.49. (meoptausa.com) Meopta’s MeoRed red-dot features a lower profile than its predecessor.

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Blue Book Publications, Inc., is releasing of the 37th Edition Blue Book of Gun Values, by S.P. Fjestad. This new edition contains updated values and information reflecting integral changes in the gun industry. “Trends in firearms collectibility continue to change, and this edition follows these changes,” says Fjestad. “For example, some discontinued double-action revolvers are enjoying a resurgence in popularity, and values have risen dramatically for the past several years. Colt singleactions are also making a comeback.” To order, go to BlueBookofGunValues.com

Blaser Launches F16 What does it take to create a really great over/under shotgun? According to Blaser, which has just launched the F16, it requires the manufacturer to be “passionate about perfection.” And that pursuit of perfection includes using quality materials, state-of-the-art manufacturing technologies, and individual craftsmanship. Blaser engineers wanted the F16 to have the lowest profile receiver of any gun now on the market. They felt having such a low center of gravity would help the gun deliver outstanding balance and improved pointability. Other features include an innovative monocoque action, a crisp mechanical trigger, and fast lock time. In addition, the new tapered rib supports the peripheral vision of the shooter, which enhances target acquisition. The F16 also utilizes the Blaser Inertial Block System as well as the Ejection Ball System, which cocks the

ejectors only when the shot is fired. As a result, the ejectors are not under tension after ejecting the cases. The F16 will come in two models—the F16 Game (SRP: starts at $3,795) and the F16 Sporting (starts at $4,195). Both will be 12-gauges with adjustable (for length) triggers set at 3.6 pounds. Options include upgraded wood for the stock as well as extended Briley chokes. To help spur interest in the F16, Blaser has produced a stunning high-definition video, which can be accessed at

The new Blaser F16 over/under has a low center of gravity to improve balance.

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Boots On the Ground Passion, performance, and innovation go hand-in-hand

onora, Texas, is on the far western edge of the Hill Country, where this fabled part of the Lone Star State begins to morph into drier, brushier West Texas. Mexico is only 90 minutes away, and the draw here is a ranch with whitetails, hogs, and axis deer. My hunting partner, Amanda Covington, is senior vice president of corporate communications and government relations for Vista Outdoor. The company, a recent spinoff from ATK, includes such powerhouses as Federal Premium ammo, Savage firearms, and Bushnell optics, to name but a few of the brands under its umbrella. She is a turkey hunter who is about to experience her first big-game hunt. As such, after we get the rifles sighted in, she has the usual questions posed by new biggame hunters about tactics, such as the pros and cons of hunting out of box blinds and the best ways to do a spot-and-stalk. Cut to the chase: Like many other women hunters I have met, she proved to be a good shot and dropped three pigs—one of which was a monster boar—and a nice whitetail buck and whitetail doe. The experience not only helped her connect to the passion and fun of hunting, it also enabled her to use a variety of the company’s products in the field. This kind of “boots on the ground” experience is invaluable, and she said it would definitely make her better at what she does. “Getting to know our products intimately and taking this kind of feedback back to our engineers, is, I think, critical to the success of Vista Outdoor,” she said at the end of the hunt. “Being able to be a part of camps like this, sharing meals and stoCheck out those cutters on that older hog. Both pigs were taken with a Savage rifle and Federal Premium ammo.

14 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

ries with regular hunters who use our products, helps us learn what works and what doesn’t. It helps us determine how to make our products better.” But more than her hunting prowess (always good to see in a corporate executive), what fascinated me most is her unprecedented access to the man at the top—Mark DeYoung, chairman and CEO of Vista Outdoor. “Vista Outdoor is unique, and therefore our structure is unique,” she says. “Although we are a large corporation with many product lines, we are also very brand-centric. To help further that goal, I report directly to the CEO. This has elevated the role of communication. It’s not just about putting out press releases; I get to participate in strategic meetings. I’m there with the finance team, the human resources team, and the marketing team. This enables me to understand the strategic direction of the company, the drivers for why we’re doing what we’re doing at any given point, how the money is being spent, and what we do with profits. I have an opportunity to always knock on Mark’s door with any issue that we need to move on, whether it’s a pro-active pitch or some reactive scenario that we’re working through. That access creates open dialogue and opportunities to raise the bar. It also means he holds me incredibly accountable.” Another competitive advantage of the company’s structure is that Covington’s group includes the brand public relations team—J.J. Reich, Jacob Eaton, and Kristen Veverka, all of whom work closely with the outdoor, tactical, and shooting sports press. “They know the writers and they really know our product lines,” she says. And because of Covington’s access to the CEO, she is able to demonstrate to DeYoung the return on investment of the brand public relations team. This is an aspect of the business that many CEOs don’t experience, and it gives Vista Outdoor a big

“Getting to know our products intimately and taking this feedback back to our engineers, is, I think, critical to the success of Vista Outdoor.” strategic advantage. “If you think about it, our brand public relations team is only one person away from the man at the top,” she says. “And if you have a shorter path to the top, you can work through all the different approval levels faster— another competitive advantage. As a consumer products company, we need to be flexible and nimble, and our structure helps

us do just that. We can turn on a dime if we need to. We’re also able to see results immediately because it doesn’t have to filter up through the organization.” At the end of the hunt, as we were loading up gear bags and rifles, Covington admitted, “I didn’t know what to expect.” Now she does, and she intends to do a lot more of it. —Slaton L. White JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 15

U P D AT E

BY STEVE SANETTI, NSSF PRESIDENT AND CEO

FROM THE NSSF

Safe—And Secure Storing your guns properly is more important than ever, but doing so has never been easier

t’s hard to believe that 2016 is already half over, but June is here— and with it a significant safety milestone in the year. June is both National Safety Month and the beginning of NSSF’s annual “S.A.F.E. Summer” campaign.

Both events should remind all of us about the serious responsibilities that come with firearms ownership. We all have heard countless times the basic rules of firearms safety and, hopefully, practice them. Lately, two significant developments have turned the spotlight upon firearms owners to be particularly vigilant about how their firearms are stored. The first is the unfortunate rise in the U.S.’s national suicide rate, which is, unfortunately, spreading to younger age groups. The second is the highly publicized, though rarely occurring, theft of firearms from lawful gun owners that are subse-

quently used in violent crimes. Fortunately there is a relatively simple solution that can help minimize these unfortunate examples of firearms misuse— and it’s one that doesn’t require any additional legislation, regulation, or expense for most firearms owners. It’s the one we emphasize in our “S.A.F.E. Summer” program. Through this program,

The means to properly secure firearms are readily available—but it’s up to the firearms owner to use them. 16 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

we are reminding firearms owners that, in order to prevent unauthorized access, guns should be stored securely when not in use. This basic precaution is the cornerstone of our 16-year-old Project ChildSafe program, and is amplified by our recent “Own it? Respect it. Secure it.” campaign, which now has nearly 1,400 industry partners helping to spread this important safety message. Nobody wants unsupervised minors to have access to their guns, and certainly nobody wants their valuable firearms stolen and ending up in the wrong hands on the street. Consider, too, that two-thirds of all deaths involving firearms are the result of suicides, often driven by impulse. By simply putting a barrier between unauthorized persons and your prized firearms, you can help prevent many of these things from occurring. Anyone who has purchased a firearm in the U.S. in at least the last decade knows that manufacturers ship appropriate locking devices with new guns, and that gun stores display a wide variety of locking devices, from safes to lock boxes to gun locks. Too, the NSSF, in partnership with thousands of local law enforcement departments, has also distributed more than 37 million free firearms safety locks and safety kits

to more than 15,000 communities in all 50 states. The means to properly secure firearms when they’re not being used are readily available—but it’s up to the firearms owner to use them. Many of these locking devices can be unlocked in just a few seconds, should you need to access your firearm quickly. This is, of course, a personal decision dictated by individual situation. But no matter how you choose to secure your firearms, it’s your personal responsibility as a firearms owner to help prevent tragedies and keep loved ones safe. Talk over your storage options and firearms safety precautions with your family and consider your individual circumstances. More information about safe storage alternatives can be found in the firearms safety section at nssf.org. As we say at the end of every episode of our Pull the Trigger videos, which give a variety of tips to help you enjoy the experience of owning firearms, “Firearms safety is up to you.”

Steve Sanetti President and CEO, The National Shooting Sports Foundation

U P D AT E

NSSF Delivers Value Outdoor Business Network and its NSSF member discount

ONE MEMBER’S EXPERIENCE

hether you’re considering beginning a brand-new firearms retail or range facility, expanding the footprint of your current location, adding additional locations, or simply want to gain a greater perspective of your community in order to improve your marketing campaigns, NSSF’s research department has a wealth of tools to aid in your research. From up-to-date industry trend data and intelligence reports on specific subjects to Customized Market Reports that do the hard work of drilling down those demographics that affect you most, NSSF’s extensive body of research offers something for everyone. Here’s how one progressive range business in Texas made NSSF’s research work for them.

Description of Business: “More than three years ago, we came up with the idea of

Member: Larry Budnik, One of the Four Founders/Owners Business: The Range at 355, Bolingbrook, Illinois

opening a higher-end gun range and training facility on a piece of land we own. Preliminary research suggested that opening a gun range in the Chicago metro area would be challenging, but we identified the need. First order of business: Make sure our mayor would support our efforts. Next, complete a detailed business plan to help convince us that this can be a profitable venture. The Range at 355 opened in February 2016. It’s a higher-end, 19,250-square-foot state-of-the-art facility that includes two classrooms, 16 shooting stalls, and retail space.” Experience with Outdoor Business Network: “We learned about the NSSF and its

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 13,000 companies and individuals who have already discovered that NSSF Delivers Value! To learn more, call 203-426-1320, email membership@ nssf.org, or visit nssf.org/join.

research department’s Customized Market Report. The CMR included valuable population density and household income data we needed to make many decisions in developing our business model, including giving us the confidence that there was a void in our local market for the unique shooting experience we wanted to offer. The CMR summarized the number of potential shooters in both of the radius rings we requested, and the factual stats and charts in the report were a tremendous help. Information on local competition was another factor we needed to help identify our market niche and discover the incredible opportunity that was there. NSSF was a critical piece of the puzzle in our plan, giving us and our banker the confidence to move forward with this venture.” Value of NSSF Membership: “Our NSSF membership is a mutual partnership, and

there are many benefits to our membership. As a start-up business, we need to have access to industry information and support. Many times we have asked NSSF to provide us with historical data and extensive reports, and the organization is always quick to respond to our request. As we move forward with plans to open a second facility, Dianne Vrablic, Research Coordinator at NSSF, has been very willing to help, providing us with new data on the various markets we are investigating. In addition, the NSSF continually tracks industry trends and keeps the communication channels wide open for us, allowing us to absorb a tremendous amount of information.”

JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 17

U P D AT E

Little Support for Suing Retailers, Makers

even of 10 American voters do not support allowing crime victims to sue firearms manufacturers and retailers when a firearm they made or sold lawfully after a background check was used to commit a crime. Instead, voters from across political parties and geographic regions back the defense that the Protection of Lawful Commerce in Arms Act (PLCAA) provides the firearms industry.

More than 70 percent of voters disagree with a position presidential candidate Hillary Clinton has made a centerpiece of her campaign. Others running for federal office are also opposing and misrepresenting this decade-old law that protects law-abiding members of the industry from being held legally responsible for criminal misuse of lawfully sold products. These findings were among the results of a national scientific poll of 1,000 registered voters, conducted in mid-April by Harper Polling and released by NSSF.

Some 72 percent of those surveyed agree that the PLCAA “should be kept and we should punish the criminals who commit these acts, not the law-abiding manufacturers and retailers of lawful products which get misused” rather than “this law should be repealed because the current protection enables manufacturers and retailers to sell guns to people who shouldn’t have them, because they know they cannot be sued and don’t face any consequences” (26 percent). Only 4 percent were not sure. This holds true even for a majority of those who voted for

Americans agree: Manufac turers should not be held liable for others’ crimes.

President Obama in 2012 (53 percent), and for a majority of non-gun owners (56 percent). “The concept that an entire industry should not be held liable for the criminal or negligent use of products made and sold legally clearly makes sense to the overwhelming majority of the American public,” said Lawrence G. Keane, NSSF Senior Vice President and General Counsel. “It’s time for politicians to stop vilifying the hard-working people of an entire industry and exploiting real tragedy that is the result of criminal conduct.”

NSSF DEBUTS STORE SECURITY AUDIT PROGRAM In its ongoing efforts to better serve its members, NSSF is now offering a day-long security consultation program. Spearheaded by Bill Napier, a member of NSSF’s FFL Security Consultant Team and an expert on security issues affecting the firearms industry, and Patrick Shay, NSSF Director, Retail Development, the NSSF Store Security Audit Program will add yet another layer of safety and compliance information for the NSSF membership, providing to them additional value. “Security today involves so much more than setting an alarm and locking the front door,” said Shay. “For anyone in our industry

who has on-hand merchandise, customer records and information, new-product prototypes, and a plethora of other items that need to be secured, this program can go a long way toward preventing a devastating loss.” The day-long visit by one of NSSF’s FFL Security Consultant Team members will include a review of: Access Control Systems (including badges); Intrusion Detection Systems (burglar alarm); CCTV System Review, Inclusive of Camera Type and Placement; Information Security & Document Management; Lock and Key Management; Perimeter and Property Security; Safety Systems

18 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

An NSSF Security Consultant will find security weak spots and recommend improvements.

(fire suppression, backup power); Visitor Entry and Verification Procedures; Emergency Management; Personnel Security; and Inventory Management & Control. An NSSF Security Consultant will interview the owner and other personnel regarding current risk, loss, and security programs, as well as poli-

cies and procedures already in place. Also discussed will be any security concerns that may already exist as well as any past incidents that may have had or could have had an impact on the business. Following these initial evaluations, a guided walkthrough of the member facility will be conducted, where all

loss, risk, and physical security controls will be evaluated for effectiveness. The day will wrap up with the NSSF Security Consultant working with the NSSF member to determine if certain controls need to be improved or new strategies deployed to help mitigate identified threats to the business. Additional information can be found at nssf.org/retailers/ SecurityAudit. To request an evaluation, contact Patrick Shay at pshay@nssf.org or 203-426-1320 ext. 216. For questions regarding membership, visit nssf.org/ members/whyjoin. cfm.

Kudos for Conference

SSF and Orchid Advisors received high praise for the content of their 2016 Firearms Industry Compliance Conference (FICC), held May 2–4 in Atlanta. Co-hosted by both organizations, this annual conference worked to provide manufacturers, distributors, importers and exporters, wholesalers, and retailers with a comprehensive learning experience focused on current and anticipated regulations, new developments in product research and development that affect Federal Firearms Licensees (FFLs), and the processes and technologies these FFLs use to significantly improve their business. Three learning tracks were available to those attending, as well as two pre-conference workshops that provided in-depth discussions

on compliance and technology. Additionally, the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) provided a number of breakout sessions, offering FFLs an opportunity to interact, ask questions, and focus on proactive compliance. “We were very pleased to see the high level of interaction between the FFLs and the presenting speakers,” said Lawrence G. Keane, NSSF Senior Vice President and General Counsel. “This keen focus on compliance clearly demonstrates that our industry is dedicated to doing the right thing both on an individual level and as it pertains to the industry at large. This dedication will ensure our ability to face the many challenges before us, and come out ahead.”

#GUNVOTE NOW MORE IMPORTANT THAN EVER By the time this issue of SHOT Business is in your hands, the Republican and Democratic national conventions will be less than eight weeks away. The results will set the stage for local, state, and federal elections that will have an impact on our firearms industry like no other election cycle before it. It is imperative that our retailers and range owners embrace NSSF’s #GUNVOTE campaign. Go now to nssf.org/ gunvote and download

the #GUNVOTE icon for use on your website, social media pages, and wherever you can help spread the word. From that page, you can also order #GUNVOTE stickers to hand out to customers and keep the message going. Make sure, too, that you encourage your customers and employees to register to vote. Finally, when the time comes, #GUNVOTE at the polls—don’t risk your rights and your livelihood. #GUNVOTE

2nd Annual SHOT Business Awards Contest Kicks Off June 15 NSSF is pleased to announce that it is once again holding a contest for its members to nominate the candidates for 2016 SHOT Business Awards consideration. We’re looking for you to tell us which retailer, range, and manufacturer members do the best job of supporting NSSF’s mission to promote, protect, and preserve hunting and the shooting sports. So tell us—who handed out #GUNVOTE stickers by the dozens? What range partnered with NSSF to

become a Five-Star Rated facility the public loves? Which retailers and manufacturers work diligently to spread the word about NSSF’s programs? NSSF will award one lucky voter a firstclass hotel stay on the Las Vegas Strip during the 2017 SHOT Show, January 17–20. The drawing is open to all NSSF membership classes (limit one [1] nomination ballot per NSSF member during drawing period). Enter and see rules at shotbusiness.org.

D.C. FLY-IN A SUCCESS A record number of executives from the nation’s firearms and ammunition manufacturers, distributors, and retailers gathered in Washington, D.C., in April for the ninth annual Congressional Fly-In, sponsored by NSSF. The executives held a record number of meetings with members of both houses of Congress to discuss such matters as the $49.3 billion national economic impact of the firearms industry, the need for the Senate to pass the Bipartisan Sportsmen’s Act, advancing export control reform, and adequate funding for the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) functions to provide better service to industry members. They also explained the Protection of Lawful Commerce in Arms Act (PLCAA), which was passed by a bipartisan majority in both houses of Congress a decade ago, but is now under attack.

U.S. Rep. John A. Culberson (R-Texas) was officially recognized as NSSF’s 2015 Legislator of the Year. Congressman Culberson played a pivotal leadership role in persuading senior management of ATF to forestall the effort to introduce a new regulatory framework that would have banned the manufacturing and sale of 5.56 mm M855 “green tip” ammunition, which is widely used by law-abiding American citizens for target shooting and hunting.

The NSSF recognized U.S. Rep. John A. Culberson as the 2015 Legislator of the Year.

© 2016 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.

JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 19

U P D AT E

R E TA I L E R T O O L B O X

Safe and Sound Five security tips for glass-front retailers

ecently NSSF launched its new Store Security Audit Program for retailers. That program, which involves a day-long, in-store security evaluation by one of our Security Consultant team members, is meant to help retailers improve their existing programs by exposing vulnerabilities and providing education on the mind-boggling array of technology available today. One of our security consultants and a member of our FFL Compliance team is Bill Napier, who has more than 30 years’ experience in theft and loss prevention. He currently serves on the ASIS Retail Loss Prevention Council and is a member of the Subject Matter Expert Committee, and is also on the board of directors for The Loss Prevention Foundation. To give SHOT Business readers a taste of what they can expect from Bill when they sign up for a store security audit, we asked him to provide the following five tips on what glass-front stores can do to keep their merchandise secure both during and after store hours.—Patrick Shay, NSSF Director, Retail Development

Glass fronts on your building make a great visual statement from the parking lot or the road and can

draw customers with their welcoming and pleasing appearance. But with those glass fronts come risks.

Burglaries of firearms dealers are nothing new, but disturbingly, they appear to be on the increase.

Statistics provided by the annual ATF FFL Firearms Thefts/Losses Report reveal that risk and loss

Many burglaries of firearms dealers are perpetrated by criminals compromising glass fronts. Coiling doors, gates, and bollards are deterrents. 20 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

BY BILL NAPIER, NSSF FFL COMPLIANCE AND SECURITY CONSULTANT TEAM MEMBER

have increased from burglary and robbery over the past year, compared to a four-year average. Many of the burglaries are perpetrated by criminals compromising front doors or large expanses of glass. Sometimes these criminals drive a stolen car through the glass, other times they pull the doors off the frame. In minutes, the burglary crews are in smashing showcases and getting away with a cache of firearms. Here’s what you can do to minimize risk at your business and mitigate smash-and-grab robberies during store hours.

1FORTIFY YOUR GLASS ➤ Window

film applied to both sides of the glass reduces the ability of a criminal to smash the glass and enter the store. It can also be used on glass display cases, as it does not provide a visual deterrent to customers. Window film may not be enough for storefront glass and doors. For these areas, coiling doors and grilles or gates that roll down during non-business hours are an excellent deterrent. These can be installed on either the exterior or inside the store, and retailers with exceptional inventory may want both. Solid gates instead of perforated versions are a visual deterrent as well. Gates can also provide additional benefits during weatherrelated events such as tornadoes or hurricanes, and might reduce your insurance liability. NSSF has partnered with Cornell Storefront Systems to provide special pricing

to members on various gate systems. Go to the members-only side of nssf.org to learn more.

YOUR 2 SECURE LONG GUNS ➤ Securing

your long guns during business hours can lessen the likelihood of a grab-and-run when the store is open. Such a security system, coupled with a dropdown cover afterhours, can go a long way toward thwarting a theft. NSSF has partnered with Display Solutions of Topeka to offer members special pricing, which can be seen on the membersonly side of nssf.org.

FORTIFIED 3 UTILIZE DISPLAY CASES ➤ Reinforced,

high-security display cases can thwart a smash-and-grab attempt when the store is open. Pairing such cases with a dropdown cover during non-store hours improves security when your facility is closed.

STOREFRONT 4 INSTALL BOLLARDS ➤ Bollards—poles

usually made of extremely durable, hard-to-destroy materials—are set in concrete in front of store entrances or large expanses of storefront glass. Customer can walk between bollards

Glass fronts on your business make a great visual statement from the parking lot or the road. But with those glass fronts come risks.

with ease, but they are typically installed less than a car-width apart to reduce the chance of a vehicle being driven through the glass. Some businesses use large decorative rocks or boulders instead.

VAULT 5 CONSIDER STORAGE ➤ Unless

you have other means of thoroughly securing the firearms on the sales floor, your firearms inventory should be kept in a secure vault overnight, along with any inventory not on display. Many retailers resist doing this, citing potential damage to the firearms from excess handling, and this security measure does require dedicated time and labor. If smash-and-grab is a problem in your area, this extra step may be worth the time and cost. These measures are just some of the many available, and they should be paired with an alarm, key, and access systems appropriate to your business size, inventory value, and security budget. Remember, it’s your responsibility as an FFL to do everything you can to prevent firearms from falling into the wrong hands. JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 21

FYI

B Y R O B E R T F. S TA E G E R

The Un-Brand SPG Outdoors can help you expand your product mix with familiar brands

t sounds like a Zen koan: How do you make a name for yourself when you only market under someone else’s name? Signature Products Group has mastered that one-handed clap with a combination of quality, expertise, and client responsiveness. In the decade since its founding, SPG has become one of the most respected licensing groups in the outdoors industry, working with brands such as Realtree, Mossy Oak, UnderArmour, and more to make everything from hats and T-shirts to more esoteric items like gearshift covers and wrapping paper.

“We’re probably the largest company in the outdoors industry you’ve never heard of,” says Steve McGrath, marketing director for SPG. “We’re not a brand name, but we partner with the brand names. And that’s a tremendous source of pride.” Foremost among those brands is the company’s first client, Browning. “It started with Browning, and to this day Browning is one of our largest partners,” says McGrath. “We’re very proud of the business we’ve built and the reputation we’ve got. Browning spent more than 100 years building its brand into one of the biggest in the hunting industry. They’re not going to let just anybody put the Buck Mark on stuff.”

Client Communication ➤ Successful

licensing partnerships require a give-and-take: Products and designs are proposed, rejected, reimagined, greenlit. “Ultimately, it is their brand,” says McGrath. “It’s their logo on that product.” With Browning, the communication comes naturally. “We understand what they want, and they understand that we know that,” says McGrath. “But we’re still in communication with them on a daily basis. It’s not like we talk to them every six months and send them a royalty check. “There are a lot of licensed goods out there,” he says. “For the buyer, it can be a challenge

22 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

to take a few extra minutes and ask, ‘Is that a quality product that I want my name associated with? My store associated with?’” As a maker of licensed products, SPG needs to get a yes to those questions on both sides of the transaction—the licensor as well as its retail customer. It takes well-designed products to please both.

Design Expertise ➤ Packs

are a good example of the pride of design in which SPG specializes. In 2015, SPG created an exclusive line of backpacks for Browning, hiring some specialized employees to make that happen. “We brought in people with a knowledge and a background in that category. The brands trust us because they know we take their product seriously,” says McGrath. “We’re not just shifting someone’s department and saying, ‘Hey, now instead of designing seat covers, you’re designing a pack.’”

Quality Control ➤ The

focus on quality doesn’t stop at the design stage. Employees at SPG’s Shanghai office constantly monitor the craftsmanship of its products overseas to make sure they’re worthy of the brands they wear.

The key to selling licensed goods is to work with manufacturers known for quality items.

“We air-freight samples back and forth to ensure that we’re getting what we’re looking for,” says McGrath. “We want to make sure that we maintain that brand’s integrity.”

Buy Smart ➤ There are good reasons to broaden your product mix with licensed products. “Bottom line, it gives the consumer more options and offerings,” says McGrath. “And when you put some of the industry’s top brand names on there, it makes it that much easier for retailers to make turns of those prod-

ucts on the floor.” McGrath advises against going all-in on licensed products all at once. Start small, he cautions, and know your customer. You know which brands they buy, and which they avoid; it’s best to build slowly on that brand loyalty. The SPG sales staff is familiar with how their products sell in different areas of the country. They’ll help you combine that with your own knowledge of your customer base.“We want to see stores succeed,” he says. “Because if they succeed, we succeed.” (spgoutdoors.com)

FIRING LINE

BY RICHARD MANN

The Unlikely African Rifle Mossberg’s Patriot costs a fraction of some safari-grade guns

The author has twice hunted African plains game with the affordable, and very accurate, Mossberg Patriot.

frican safaris are generally associated with an abundance of gin and tonics, pressed khakis, and exquisite rifles. Those preaching on the subject will minister you with sermons on controlled-feed actions living in Circassian walnut stocks with more figure than Jane Russell. But unlike in the Africa of Roosevelt and Ruark, modern safaris are within reach of the jeanswearing, beer-drinking, blue-collar Americans who understand a rifle is a tool, not a scepter.

Oscar Frederick Mossberg immigrated to America from Sweden when he was 33 years old. He founded Mossberg in 1919, and the company remains a family-owned business. Mossberg established a reputation for building reliable shotguns that workingmen could afford. Less than a decade ago, the company entered the centerfire rifle market with the same mantra—good guns do not have to come with high prices. After some dabbling, Mossberg refined its approach to the centerfire rifle. The Mossberg Patriot retails for about $400, which equates to only a portion of most Americans’ two-week paycheck. Though it may not fit Peter Capstick’s definition of a true safari rifle, a Patriot in .308 Winchester has been my safari rifle for the last two years. It’s proved its ruggedness, reliability, and accuracy along what Rudyard Kipling called “the great, grey-green, greasy Limpopo River” and across the 24 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

Boer War–embattled savannas of the Northern Cape. Two years ago, I placed the Patriot on shooting sticks and used one of America’s least expensive hunting rifles to take one of Africa’s most expensive plains game animals. I watched my 14-year-old son do the same thing while drawing his first safari blood on a warthog. From the seated position, the Patriot put down two rouge blesbok at a distance I’m ashamed to admit. And, not to be outdone, at age 15 my son dropped a trophy kudu at 456 yards. Mossberg’s Patriot is a twin-lug push-feed bolt-action rifle that use a plunger ejector that resembles the one found on a Remington 700. The extractor is centered within the bolt’s bottom locking lug. The bolt handle is reminiscent of the Winchester Model 70, and the rifle feeds from a 2-ounce four- or five-round, detachable polymer magazine. The magazine can be loaded through the ejec-

tion port, but single cartridges can also be tossed on top of an empty magazine and the bolt slammed shut. As with Mossberg’s revolutionary MVP, a polymer bedding block/ mag well is sandwiched between the action and stock. Mossberg’s adjustable Lightning Bolt Action (LBA) trigger rounds out the package. Counting scoped combo offerings, there are almost 50 Patriot variations, chambered from .243 Winchester to .375 Ruger. Stock options include American walnut, laminated hardwood, and basic black and Mossy Oak synthetic. For 2016, a new Kryptek Highlander camo patterned synthetic stock is being offered. The Patriot meets all the qualifications of a safari rifle but one. It can be trusted to work, and it can be trusted to hit. It just doesn’t cost as much as the 16-hour flight to get you there, giving you more money for trophy fees.(mossberg.com)

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UNDERCOVER SHOPPER

Thin Air Looking for airguns in Upstate New York is a frustrating and disappointing experience

ir rifles offer lots of advantages: They can be shot in many places where discharging a firearm is forbidden; they cost just pennies per round; they can offer marvelous training for both old and young without a trip to the range; and sometimes they are just the right solution for nuisance wildlife control. But looking for air rifles in Upstate New York had this undercover shopper wondering if anyone is paying attention.

STORE A

THE INVISIBLE MAN

.22-caliber. I saw 12 different offerings of pellet ammunition, mostly .177 but some .22. These, like the rifles and pistols in the adjacent case, were also locked up. Two clerks chatted about 20 feet away while I stood for at least 10

minutes peering into the cases, taking notes on the inventory. At no point did either of them approach to ask if they could be of help. STORE B

FRIENDLY, BUT... ➤

This big-box sporting

PIXEL PUSHERS

➤ The store was a very large big-box—selling everything from blueberries to ball-peen hammers—set in a shopping mall. The sporting goods department offered 13 models of air

rifles and a similar number of air pistols, all locked up in a glass case. Most were relatively inexpensive breakbarrel spring-piston .177-caliber; some were BB guns; and there was at least one pump-up air rifle. A couple of rifles were

26 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

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UNDERCOVER SHOPPER goods store was set in another shopping center. I wandered about the hunting section (which is segregated from the rest of the store) for about five minutes before locating the airguns. I was taking stock when a sales assistant showed up. He was friendly, not pushy, and seemed eager to be of help, but the information he offered was erroneous. The inventory was not as plentiful as that found in Store A, but it was sourced from the same manufacturers. Store B, however, did offer a greater variety of pellet ammunition. STORE C

KNOW NOTHINGS ➤ When I was calling independent gun stores to find airguns, one clerk suggest-

ed that a certain armynavy store offered a “good” selection of air rifles. Set along a commercial strip of highway, Store C offers all the stuff you would expect in an army-navy emporium. Airguns were just to the left of the front door, and a friendly clerk greeted me almost immediately. At the outset, he admitted he knew nothing about airguns, and if anyone else in the establishment knew more than he did, he never attempted to fetch them. Store C offered just four models of air rifles, all from the lowest tier, but I was surprised to see that one of the break-barrel rifles was .25-caliber, a caliber that is gaining in popularity for hunting and pest control. I

was even more surprised to see that this store stocked only one type of .25-caliber pellet ammunition. STORE D

NOT CLUELESS ➤ This gun shop is housed in a stand-alone building along a commercial strip of highway. I found air rifles sitting on top of a couple of gun safes immediately inside the front entrance. The clerk asked if he could help, and I said that I had called about air rifles. He immediately spread a padded cloth over a gun case and began removing air rifles from their boxes, showing them to me and letting me handle them. The selection was meager, and most models were what you

would find in any big-box store. But among them was a middle-tier German air rifle with an excellent trigger, the kind of air rifle that would provide many years of shooting pleasure and service. While not all of the clerk’s information was accurate, he was enthusiastic about air rifles. He even confided to me that the scopes included in the package deals were “not the best in the world, but better than no scope.” I could recommend this store to a friend, despite the meager selection of air rifle models and ammunition. It offered a glimmer of what might be possible with an offering of middle- and upper-tier air rifles and a knowledgeable sales staff.

How’d They Do? Customer Service STORE

A STORE

B STORE

C STORE

Product Knowledge

Product Availability

No Stars No interaction whatsoever.

No Stars The staff never gave me a chance to find out.

A fair selection of low-end air rifles, but nothing from the middle or upper tiers.

The clerk was friendly, not pushy, and eager to help.

Marginal. The clerk was somewhat helpful, but also gave me some erroneous information.

Though the selection was similar to that in Store A, this store didn’t carry as many models.

The clerk was friendly and offered immediate attention.

No Stars He admitted he knew nothing about airguns.

A meager selection, but with one surprising caliber.

The sales associate was helpful and enthusiastic.

Useful, but the clerk’s information was not completely accurate.

SCORING SYSTEM: Outstanding:

28 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

Winner: STORE

A scant selection, but distinguished by a middle-tier gun that would provide years of good service.

Very Good:

Average:

An enthusiastic sales associate put air rifles in my hands and presented at least one offering that would deliver years of shooting pleasure. Target Sports, Inc. 122 Saratoga Rd. Schenectady, NY 12302 518-355-8923 targetsports guns.com

Fair:

Poor:

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PA G E 3 1

TH IS YE AR , IT â&#x20AC;&#x2122; S M O ST LY AB O U T SE EI N G TH E BA D G U YS BY R IC H A R D MANN

s evidenced by the new duty pistol from Ruger, firearms innovations and advancements continue in the law enforcement arena. But for 2016, the real news for cops is new optics. The devices utilized to help law enforcement better see the bad guys continue to improve, and many have become more missionspecific. Law enforcement officers benefit because they are more appropriately equipped to serve and protect. Retailers benefit as well, both from the higher profit margin and the up-sell that can accompany a firearms transaction.

JOHN HAFNER

A Â

JUNE/JULY 2016

tions to provide optimal reticle intensity. There’s also an adjustable rear backup handgun notch sight incorporated into the unit. SRP: $779.99. (leupold.com)

NIGHTFORCE • The new SHV riflescopes make the legendary Nightforce ruggedness more affordable. The latest SHV is a 4–14x50mm that brings first-focal-plane reticle performance into the SHV line. SRP: $1,250. (nightforce optics.com)

SIG SAUER • The SIG OSCAR3 mini spot-

FLIR

THE LS LINE (TWO MODELS) OF HANDHELD THERMAL CAMERAS WAS DESIGNED SPECIFICALLY FOR LAW ENFORCEMENT USE. EACH FEATURES ENHANCED HIGH-RESOLUTION COLOR DISPLAYS, EXTENDED RANGE PERFORMANCE, AND VIDEO OUTPUT.

OPTICS

Point reflex sight. Its patented Motion Sensor Technology detects any movement, automatically activating illumination. The Auto-Brightness sensor continuously samples light condi-

ting scope is light and compact, and its electronic image stabilization eliminates the need for a tripod. It’s easy to pack in a cruiser or tactical vest for when reconnaissance is necessary. SRP: $499. A rangefinder isn’t often thought of as “cop gear,” but during 13 years of working accidents and various investigations, I wish I’d thought of keeping one in my cruiser. SIG’s KILO 2000 rangefinder can read distances beyond 2,000 yards. SRP: $499. SIG SAUER’s TANGO riflescopes are built to cater to the tactical operative. They offer

FLIR • The FLIR LS-X and LS-XR are

handheld thermal cameras built for law enforcement. They feature enhanced high-resolution color displays, extended-range performance, and video output. Designed for single-hand use, the cameras have multiple imaging modes that can detect body heat through fog, rain, and smoke. SRP: less than $3,500 each. (flir.com)

LEUPOLD • The Leupold Carbine Optic is

a compact 1X red-dot sight that provides natural, rapid target acquisition. Its 1-MOA dot reticle has 16 brightness settings and is night-vision-compatible. Battery life is estimated at five years. SRP: $1,299.99. Leupold has refined the Delta

32 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

LEUPOLD

THE DELTA POINT REFLEX SIGHT (ABOVE) CAN DETECT ANY MOVEMENT, AUTOMATICALLY ACTIVATING ILLUMINATION. THE CARBINE OPTIC (ABOVE LEFT) IS A COMPACT 1X RED-DOT SIGHT.

extreme clarity and low-light performance while incorporating glass-etched illuminated reticles and first- or second-focal-plane designs. TANGO 4 riflescopes are the ideal solution for designated police marksmen, and they include SIG’s unique motion-activated reticle illumination. Three versions are offered, ranging in price from $599.99 to $999.99. SIG has four premier-quality TANGO 6 riflescopes, including a 1–6x24mm, a 2–12x40mm, a 3–18x44 mm, and a 5–30x50mm. Prices range from $1,399.99 to $2,399.99. Every TANGO riflescope comes with a coupon for a free custom ballistic turret. SIG did not forget to address pistol sights. The X-RAY 3 sights incorporate a blacked-out rear sight as well as a high-contrast front sight. This 3-Dot tritium system has been torture-tested to 20,000 rounds and is available for the SIG P230, P250, P938, and P238 pistols. SRP: $129.99. Realizing cops need to see detail when they’re conducting surveillance or analyzing a disaster scene, SIG SAUER has also included the ZULU Series of binoculars in its optics line. Models are loaded with features like low-

dispersion glass and phase-coated BAK4 prisms. Sizes range from 8x42mm to 15x56mm. SRP: $249.99 to $1,199.99. There’s a never-ending demand for zero-magnification red-dot/reflex sights and low- to mid-range magnification compact electro-optics. SIG enters 2016 with a full selection, starting with the BRAVO 3, BRAVO 4, and BRAVO 5 prismatic sights, which offer 3X, 4X, or 5X magnification and high-resolution performance. All were specifically designed for MSR/AR rifles. SRP: starts at $350. The ROMEO 3 reflex sight is an ideal sighting solution for MSRs, shotguns, carbines, submachine guns, and even full-size handguns. It’s designed to work with Picatinny and KeyMod mounts and features a motion sensor for automatic on/off. It weighs only 1.4 ounces. SRP: $380. The SIG ROMEO 4, 5, and 7 are lightweight, compact, illuminated red-dot aiming solutions for carbines and shotguns. The ROMEO 4 can be mounted extremely low, the ROMEO 5 offers motion-activated illumination, and the ROMEO 7 will run an astounding 65,000 hours on

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JUNE/JULY 2016

NIGHTFORCE

SIG SAUER

TANGO RIFLESCOPES OFFER EXTREME CLARITY AND LOW-LIGHT PERFORMANCE ALONG WITH FIRST- OR SECOND-FOCAL-PLANE DESIGNS. THE KILO 2000 RANGEFINDER CAN ASCERTAIN DISTANCES OUT TO BEYOND 2,000 YARDS.

THE AFFORDABLE SHV 4–14X50 BRINGS FIRST-FOCAL-PLANE RETICLE PERFORMANCE INTO THE SHV LINE.

one AA battery. SRP: $300. The SIG SAUER electro-optic that takes the jelly doughnut is the ECHO 1. This is a Digital Thermal Imaging Reflex Sight, and it might be the most innovative direct-view thermal sight yet. Based on the newest generation of thermal-imaging sensors, the ECHO 1 provides for day- or nighttime viewing while functioning similarly to a conventional reflex sight. It comes with ballistic reticles, but it allows the user to create custom ones as well. At less than $2,500, it’s an incredible bargain for what it does. (sigsauer.com)

TRIJICON • The Trijicon MRO is a red-dot

sight tough enough for combat. Light and rugged, it mounts easily and zeros quickly. The large objective lens and shortened optical length virtually eliminate the tunnel vision common to so many red-dot sights. The illuminated 2-MOA dot is adjustable in half-minute increments, with 70 MOA of total travel. SRP: $579.

TRIJICON

LIGHT AND RUGGED, THE MRO RED-DOT SIGHT MOUNTS EASILY AND ZEROS QUICKLY. THE LARGE OBJECTIVE LENS AND SHORTENED OPTICAL LENGTH VIRTUALLY ELIMINATE THE TUNNEL VISION COMMON TO SO MANY RED-DOT SIGHTS.

(trijicon.com)

VORTEX • The SPARC AR red-dot sight is

light and compact and has rearfacing controls. The illuminated 2-MOA dot automatically returns to the last intensity setting when

powered up. Features include fully multicoated optics, an aircraft-grade aluminum body, and integrated flip caps. It’s powered by one AAA battery. SRP: $259. The new Spitfire AR 1X riflescope delivers incredible optical quality in a compact package. It has rear-facing controls and is parallax-free, with a forgiving eye box. The DRT reticle is etched directly on the prism, so shooters have a point of aim independent of illumination. SRP: $349. (vortexoptics.com)

FIREARMS

with a Dead Air suppressor-ready Key Mount Brake. The custom chassis stock features an adjustable length of pull and changeable comb height. This designated marksman or police sniper rifle is available in .308 Winchester and 6.5 Creedmoor. SRP: $2,200. (bergarausa.com)

BUSHMASTER • The QRC (Quick Response Carbine) is configured, out of the box, as a patrol-ready carbine. It weighs only 6 pounds, has a 1:8 twist for use with 62-grain .223 ammo, and comes with a mini red-dot sight already installed. With a suggested retail price of only $769, it has to rate as one of the best law enforcement firearms buys of 2016. (bushmaster.com)

BERGARA • Bergara USA’s new Premier VORTEX

THE SPARC AR RED-DOT SIGHT USES AN ILLUMINATED 2-MOA DOT THAT AUTOMATICALLY RETURNS TO THE LAST INTENSITY SETTING WHEN POWERED UP.

Series Tactical Rifle is built with the Bergara Premier action and has a 416 stainless-steel barrel

CZ-USA • In response to the demand for

suppressor-ready firearms, CZ has more than doubled its

threaded-barrel pistol lineup. CZ’s limited-edition Urban Gray Suppressor Ready Series of pistols comes with high suppressor tritium sights. For tactical units looking for that suppressorready edge, there are a variety of CZ options to consider. SRP: $537 to $723. (cz-usa.com)

DANIEL DEFENSE • Daniel Defense’s newest rifle is

chambered for the 7.62x51mm NATO. The DD5V1 has innovative features, such as a four-bolt connection system, an optimized upper receiver, an improved boltcarrier group, ambidextrous controls, a configurable modular charging handle, and a cold-hammer-forged barrel. A Geissele SSA two-stage trigger is standard. SRP: $2,899. (danieldefense.com)

IVER JOHNSON • The HP 18 was designed for

the tactical operator. This 40-inch semi-automatic shotgun is available in 12- or 20-gauge and comes with an 18.5-inch barrel fitted with a muzzle brake. The pistol-grip stock is modular, and the high-profile rear sight is fitted to a Picatinny rail. Unloaded weight is 6 pounds 6 ounces.

(iverjohnsonarms.com)

KAHR • As part of the Value Series

Plus product line, Kahr’s new .380 ACP CW380TU features a 2.5-inch barrel, a trigger-cocking DAO action, a locked breech, and a Browning-type recoil lug. It’s only 4.96 inches long and weighs a scant 10.2 ounces, making it ideal for backup or off-duty carry. SRP: $419. Another Kahr Value Series Plus pistol is the .380 ACP CT3833TU. It has a 3-inch barrel, a trigger-cocking DAO action, a locked breech, and a Browningtype recoil lug. Though slightly larger than the CW380TU, it can serve the same off-duty role. SRP: $419. (kahr.com)

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LWRC • The DI is a completely new

direct-impingement rifle featuring many of the same high-performance attributes found on LWRC’s popular gas-piston rifles. Features include a Monoforge upper, a one-piece free-float rail, and an LWRCI cold-hammer-forged spiral-fluted barrel. The rifle has fully ambidextrous lower controls and is an option for officers looking for the cleaner-running longer-life performance of a directimpingement rifle. The rifle is chambered for 5.56 NATO, and the 16.1-inch-long barrel has a 1:7 twist. Unloaded weight is 5.9 pounds. (lwrc.com)

JUNE/JULY 2016

BERGARA

CZ-USA

THE MANUFACTURER HAS MORE THAN DOUBLED ITS THREADED-BARREL PISTOL LINEUP. CZ’S LIMITED EDITION URBAN GRAY SUPPRESSOR-READY SERIES OF PISTOLS ARE FITTED WITH HIGH SUPPRESSOR TRITIUM SIGHTS.

PREMIER SERIES TACTICAL RIFLES USE STAINLESS-STEEL BARRELS AND COME WITH DEAD AIR SUPPRESSOR-READY KEY MOUNT BRAKES.

BUSHMASTER

THE QRC (QUICK RESPONSE CARBINE) IS CONFIGURED, OUT OF THE BOX, AS A PATROL-READY CARBINE. IT WEIGHS ONLY 6 POUNDS, AND COMES WITH A MINI RED-DOT SIGHT ALREADY INSTALLED AT THE FACTORY. GIVEN THE PRICE, THIS RIFLE HAS TO RATE AS ONE OF THE BEST LAW ENFORCEMENT FIREARMS BUYS OF 2016.

MOSSBERG • Mossberg’s 500-ATI Scorpion 12-gauge is outfitted with an exceptional set of components designed to make it the ultimate tactical shotgun, ready for dynamic entry or patrol work right out of the box. It has an 18.5-inch barrel and a six-round (2¾-inch) capacity. Weight is 6.75 pounds. Available only through TALO Group Distributors. SRP: $588. (taloinc.com) REMINGTON • Two 870s have been added to Remington’s line. Outfitted the same as the black synthetic 870 Home Defense (18.5-inch barrels, 3-inch chambers), these new models have hardwood stocks. One comes with a fourround tube, the other holds six 3-inch Magnums. Either would be a good choice as a cruiser shotgun for departments on a limited budget. SRP: $450 to $475. (remington.com)

RUGER • The big news from Ruger

comes in the form of a new polymer-framed striker-fired

IVER JOHNSON

THE HP 18 (12- AND 20-GAUGE) FEATURES A MODULAR PISTOL-GRIP STOCK. THE 18.5-INCH BARREL IS FITTED WITH A MUZZLE BRAKE.

36 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

duty handgun. The American Pistol, which has a modular grip system and can be field-stripped with no tools or trigger pull required, features a trigger with a short take-up and positive reset, a low-mass slide, low center of gravity, and a low bore axis. It comes with Novak sights and is +P rated. It also has an ambidextrous slide stop and magazine release, an internal and automatic sear block, and an integrated trigger safety. Available in 9mm Luger or .45 Auto. SRP: $579. Ruger has added a compact revolver chambered for the versatile .327 Federal Magnum to the LCR lineup. This six-round LCR is double-action-only with a concealed hammer. It comes with Hogue grips, has a 1.875inch barrel, and weighs 17 ounces. It should be an ideal and versatile backup or off-duty revolver. SRP: $619. The Ruger Precision Rifle is an all-new in-line-recoil-path bolt-action rifle. It is highly configurable to the individual shooter and is available in three models: .308 Win. with a 1:10 twist and 20-inch barrel weighing 9.7 pounds, 6.5 Creedmoor with a 1:8 twist 24-inch barrel weighing 10.6 pounds, and .243 Win. with a 1:7.7 twist 26-inch barrel

RUGER

THE AMERICAN PISTOL IS A POLYMER-FRAMED STRIKER-FIRED DUTY HANDGUN THAT FEATURES A MODULAR GRIP SYSTEM, AN AMBIDEXTROUS SLIDE, AND A TRIGGER WITH A SHORT TAKE-UP. AVAILABLE IN 9MM OR .45 AUTO.

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weighing 11 pounds. SRP: $1,399. (ruger.com)

SIG SAUER • The P225-A1 retains the look

and feel of the original, but it now boasts an enhanced trigger. This single-stack 9mm has a double-action/single-action trigger system and utilizes a fully machined stainless-steel slide with a Nitron finish. It should be ideal for plainclothes officers looking for a compact duty gun for everyday carry. SRP: $1,175. The ambidextrous modular 9mm SIG MPX Carbine maintains all of the ergonomic superiority of the MPX short-barrel rifle and pistol variants, but it has a 16-inch hammer-forged barrel. A full-length aluminum KeyMod handguard provides ample room for mounting lights, lasers, and grips, and it can be turned into an SBR with a simple conversion kit. SRP: $2,055. (sigsauer.com)

SMITH & WESSON • Smith & Wesson has added a

ported-barrel option for 9mm and .40 S&W Shield pistols. As exclusive Performance Center pistols, they include a host of premium features such as fiber-optic sights

and enhanced triggers. SRP: $490. Smith & Wesson has also added to the premier line of M&P pistols. Two new variations come with an additional threaded barrel. The new 9mm variants, which include the Performance Center M&P Ported and the Performance Center M&P C.O.R.E., allow tool-less soundsuppressor attachment. For officers who serve double duty on patrol and on tactical teams, this could be the one-gun answer. SRP: ranges from $519 to $919. (smith-wesson.com)

AMMUNITION

BLACK HILLS • Working with Lehigh Defense,

Black Hills Ammunition has developed a deep-penetrating, barrier-blind, 100-grain .38 Special Xtreme Defense load. Purposebuilt for short-barrel revolvers, this load performs on a par with conventional hollowpoints, but with deeper penetration. For .380 ACP backup guns, the 60-grain Xtreme Defense load does not

MOSSBERG

THE 500-ATI SCORPION IS READY FOR DYNAMIC ENTRY OR PATROL WORK RIGHT OUT OF THE BOX. IT HAS AN 18.5-INCH BARREL.

BLACK HILLS PURPOSE-BUILT FOR SHORT-BARREL REVOLVERS, THE .38 SPECIAL XTREME DEFENSE LOAD OFFERS DEEP PENETRATION.

polymer tip capable of delivering a ballistic coefficient of .332 at 2,200 fps. The tip also improves expansion. (black-hills.com)

FEDERAL PREMIUM • The new 9mm Luger Micro

rely on a hollowpoint design, which can plug with clothing or fail to expand. Instead, it uses a new homogeneous copper projectile developed in cooperation with Lehigh Defense. With cutting edges on the forward surface, flutes on the ogive of the projectile, and a muzzle velocity of 1,150 fps, this load brings deeppenetrating life to the .380 ACP. The .300 Blackout is becoming more popular with law enforcement, and Black Hills has a new load for this cartridge that utilizes a 125-grain Tipped Sierra MatchKing. The bullet has a

RUGER

HST load utilizes a heavy-for-caliber 150-grain HST bullet. It is optimized for terminal performance and low recoil from microsized handguns. SRP: $31.95. Federal’s American Eagle Syntech loads in 9mm Luger ($19.99), .40 S&W ($26.95), and .45 Auto ($33.95) are designed to limit the metal-on-metal contact between the bullet and bore. As a result, the new polymer-encapsulated bullet eliminates copper and lead fouling. Combined with specialized clean-burning powders, guns stay cleaner. All are available in 50-round boxes. The Tactical Ballistic Tip loads from Federal for the .223 Remington and .308 Winchester benefit from the bullet’s polymer tip, which enhances accuracy and contributes to rapid, controlled expansion. Specifically designed for use in semi-automatic rifles, this ammo uses law-enforcementappreciated low-flash propellants.

THE ARX BULLET PENETRATES MANY BARRIERS WITHOUT DEFORMATION OR DEGRADATION IN TERMINAL PERFORMANCE. LIGHTWEIGHT, HIGH-VELOCITY LOADS ARE OFFERED FOR THE .380 ACP, 9MM LUGER, .40 S&W, AND .45 AUTO.

38 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

(federalpremium.com)

RUGER • Ruger entered the ammunition business by partnering with PolyCase, and its new line of ammunition uses PolyCase’s ARX bullet technology. The nonexpanding ARX bullet exploits velocity to redirect energy laterally, via flutes in the bullet’s ogive. It feeds like a round nose, yet it transfers energy over a wide range of impact velocities. Lightweight, high-velocity loads are offered for the .380 ACP, 9mm Luger, .40 S&W, and .45 Auto. (ruger.com)

GEAR AND GADGETS

CRIMSON TRACE • With their continued acceptance by law enforcement, you could say laser sights are no longer accessories but necessities. Of all the law enforcement products for 2016, the LiNQ system from Crimson Trace might be the most innovative. This wireless-operation system utilizes a replaceable power-control grip to activate and operate a remotely located light and laser-sight module. It’s designed to equip and upgrade nearly all standard long guns with M-1913- and Weaver-style rails and replaceable pistol grips. There are no wires or activation pads, and the output light/laser module is similar to Crimson Trace’s Rail Master Pro. It provides a 300lumen light and green laser in the laser-only, light-only, and laserand-strobe-light functions. Future possibilities with the LiNQ system are limitless. SRP: $549. Crimson Trace also has two new compact handgun lasers. The first is a Laser Guard Pro, which combines a bright 150lumen LED white light with a red Crimson Trace laser, for the Smith & Wesson M&P Shield (SRP: $279); the second is a Laser

Guard that fits Remington’s new compact RM380 ($229). So equipped, both pistols are ideal for backup or off-duty carry. (crimsontrace.com)

CRKT • CRKT’s new 0909 folding knife

has a distinctive curved look. It also has a nearly 4-inch S35VN blade, G-10 scales, and extra-thick liners. A reversible, deep-carry pocket clip allows the knife to ride comfortably low for convenient, everyday clandestine carry in duty trousers. SRP: $225. The new Zero Tolerance 0095BW folder is built with premium materials, including an S35VN blade and a solid titanium handle. Added niobium gives this powdered-metallurgy steel improved toughness without loss of wear resistance, and the ballbearing opening system is fast and efficient. SRP: $300. (crkt.com)

GALCO GUNLEATHER • The Bungee Sling is designed

for tactical rifles, carbines, and shotguns. It’s a single-point design and is constructed of shockabsorbing elasticized synthetic material. The sling works perfectly for transitions to the backup handgun, support-side shooting, and muzzle strikes. SRP: $67.95. Galco’s new neutral-cant BlakGuard belt holster combines the best properties of Premium Center Cut Steerhide and injec-

tion-molded plastics. Twin tension units allow quick adjustment for ease of draw, while a tension-locking unit secures the handgun at the trigger guard. A “trench-style” sight rail easily accommodates most suppressor sights. SRP: $49.95. Heavy Duty Instructor Belts are constructed of rigid SCUBA webbing. They feature a dropforged parachute-spec buckle. Available in 1½- and 1¾-inch widths. SRP: $59.95. (galco gunleather)

HORNADY • The Ballistic Band is a simple

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way for a designated marksman to record and reference ballistic information. It’s a polymer band that can be written on and then worn on the wrist. SRP: $5.16, pack of two. (hornady.com)

JUNE/JULY 2016

TIMNEY TRIGGERS • Timney is offering two-stage

triggers for the AR 15 and Remington 700. The AR 15 Targa triggers have a set firststage and second-stage weight of 2 pounds. The 700 Targa is end-user-adjustable from 8 ounces to 1.5 pounds for the first stage, 1.5 pounds to 4 pounds for the second stage. This is as cool as a free doughnut-andcorndog deal and should make department armorers very happy. SRP: $195.95 to $228.75. (timneytriggers.com)

CRKT

CRIMSON TRACE THE COMPACT LASER GUARD PRO COMBINES A BRIGHT 150-LUMEN LED WHITE LIGHT AND RED CRIMSON TRACE LASER FOR THE SMITH & WESSON M&P SHIELD AND REMINGTON’S RM380.

THE ZERO TOLERANCE FOLDER HAS AN S35VN BLADE AND A TITANIUM HANDLE. THE BALL-BEARING OPENING SYSTEM IS FAST AND EFFICIENT.

JUNE + J U LY 2016

PAGE

Managing inventory is a thankless task, with serious tax consequences if itâ&#x20AC;&#x2122;s done wrong +

PIXEL PHOTOPUSHERS CREDIT

By Mark E. Battersby

JUNE + J U LY 2016

IN V ENTORY

One of the most onerous chores facing shooting-sports businesses involves managing inventories. As a firearms retailer, you obviously must keep the tax and accounting rules, inventory is classed as an “asset.” And, as scrupulous Acquisition/ any business with dust-covered product can attest, not all assets are easily Disposition records to comply converted into cash, adding to the already high cost of most inventowith ATF regulations, but you ries. The cost of carrying inventory can include storage, insurance, risk also need to account for your of obsolescence, damage, taxes (yes, currently more than a dozen states overall store inventory. impose a tax on inventories), and lost Doing so not only helps compute the cost of goods sold for accounting and tax purposes, it also helps you gauge the overall health of your business. Recently, the Financial Accounting Standards Board (FASB), the non-profit group that creates accounting guidelines, proposed new rules designed to simplify the way inventory value is calculated. Although the new accounting rules are still only “proposed,” they’re already exposing the complexities associated with maintaining an inventory. ●

G EN E R A L R U L E

As a general rule, most businesses get about 80 percent of their total sales from only 20 percent of their inventory. Little wonder, then, that under both

42 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

opportunity costs. In many shootingsports businesses, the greatest cost of carrying an inventory is often the lost opportunity cost—the amount that might have been earned if the funds tied up in inventory had, instead, been otherwise invested. ●

NU MB ERS GA ME In many shooting-sports businesses, the greatest cost of carrying an inventory is often the lost opportunity cost—the amount that might have been earned if the funds tied up in inventory had, instead, been otherwise invested.

The amount that a gun shop or firearms dealer has invested in its inventory has a direct impact on both profits and cash flow. Managing inventory is especially crucial to the success of every business that sells products. If too much inventory is on the shelves or in the warehouse, the operation runs the risk not only that the inventory can’t be sold in a timely manner, but that it might even become obsolete and never sell. Too little inventory, and the result may be out-of-stock issues. Finding the right balance between inventory and

customer demand is an ongoing daily numbers game. Managing the business’ inventory investment to maximize profits and cash flow while minimizing expenses means knowing precisely how much capital the shooting-sports business has tied up in inventory. Since inventory is constantly coming into and going out of most businesses, it’s difficult to track the cost of inventory. Fortunately, FASB’s Generally Accepted Accounting Principles (GAAP) permit several methods for valuing inventory, the two most common of which are First-In, First-Out (FIFO) and Last-In, First-Out (LIFO). Under the former, it’s assumed that the oldest inventory is being sold first; under the latter, inventory valuation assumes that the newest inventory is sold first. FIFO method is the inventory method used by most businesses. To assess the relative values of LIFO and FIFO, it is necessary to look at the way the operation’s inventory costs change. If inventory costs are going up or are likely to increase, LIFO may be better, because you’ll be able to take those highercost items (the ones purchased or made last) and consider them as sold first. This results in higher costs and lower profits. If the opposite is true and prices are going down, FIFO might the better option. Because prices usually increase, most businesses prefer this method. ●

ATTR AC TIV E A LT E R N AT I V E

Unfortunately, there often is no practical way to determine the cost of each item in stock at the end of the year. Because many gun shops list inventoried merchandise only at their retail selling prices, any attempt to trace each item back to its original invoice cost is impracticable. One attractive alternative to such painstaking bookkeeping is the Retail Inventory Method (RIM). RIM is usually used by retailers or distributors who have nothing but finished goods in stock. Under RIM, records are kept of goods available for sale at retail prices, and sales for the tax year are deducted from this total to determine the ending inventory at retail prices. To determine costs under the retail method, the total selling price of goods in stock is reduced by the average markup

originally applied to the inventory, thereby yielding a close approximation of the original cost. RIM may be used instead of valuing inventory at cost or the lower of cost or market. In essence, RIM is an averaging method that has historically been more convenient for inventorying most types of merchandise, especially as volume increases. This method takes and subtracts the recorded sales for one year (or accounting period) from the goods available for sale during that same period in order to obtain the estimated closing inventory level at retail prices. If a perpetual inventory is maintained, a business can determine profit (other than shrinkage) without taking frequent physical inventories. Of course, the use of this method must be designated on the tax return and must be used consistently from accounting period to accounting period. ●

CO MIN G AT T RA C T ION S

The FASB’s proposed rules aim to reduce the complex ways in which businesses currently calculate the value of their raw materials, supplies, and finished goods. The proposal would require all inventory to be calculated using either the Lower of Cost or Market (LOCOM) or Net Realizable Value (NRV) methods. NRV is the estimated selling price, minus the cost of completion, disposal, and transportation. With this method, businesses would no longer be able to use replacement cost or net realizable value less a normal profit margin when measuring their inventories. Unfortunately, the proposed rules don’t take into account the nuances of calculating inventory using LIFO or RIM. Using LIFO, for instance, usually means making a LOCOM adjustment when inventory cost exceeds the market value. RIM approximates inventory cost by using current retail prices and applying a cost to selling price ratio. Although many retailers believe RIM is the more practical measure, those forced to follow the FASB’s proposed changes will have to increase their inventory balances. Given the impact of FASB’s new rules on your business, it’s time to set up a conference with your accountant.

The amount that a gun shop or firearms dealer has invested in inventory has a direct impact on both profits and cash flow. Too much inventory can be just as bad as not enough. JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 43

GOOD STUFF

B Y D AV I D M A C C A R

Equal to the Task SOG’s new pack line is cleverly conceived and built right

good pack is hard to find. Over the years, I’ve used a broad assortment of backpacks, stuff sacks, duffel bags, and other configurations of pouches and straps to haul things around in urban and rural environments. Not all were equal to the task.

Best known for its edged tools, SOG has now branched out into backpacks.

It usually comes down to the little things: the quality of the zippers and waterproofing, the stitching and the seams, how the fabric edges are finished, and the overall arrangement and design of the components. You can’t really get a feel for how a pack will function until you use it. So when a company known for great edged items—such as tactical knives, hunting knives, folders, field tools, and tomahawks—says it’s going to start making backpacks, it’s natural to be a little skeptical. You think maybe it might have strayed from its skill set. But in the case of the new line of heavy-duty packs from SOG Knife and Tool, I can state unequivocally that these are not novelty items with a company logo (though the greenberet skull does make a prominent appearance). They are solid gear-haulers with a ton of thought and engineering poured into their design. The packs have been introduced as a full line,

ranging from the compact 18L EVAC sling bag all the way up to the spacious 35L Seraphim backpack, with four other models in between. All have killer features in addition to 500-denier nylon construction (with a polyurethane coating). The shoulder straps on all the bags are padded with a rigid suspension system and come with quick-release buckles, so you can cinch down the straps and still get the pack off in a hurry if you have to. The straps on all packs accept the sling bag and have an elasticized sternum strap that’s adjustable for length and height, something missing from many smaller packs. Plus, the small plastic buckle has an emergency whistle built in. Every SOG pack can also carry a hydration bladder with pass-throughs for drinking tubes, plus guides on the straps. The Scout 24 pack and the two larger models have stowable,

44 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

padded hip belts, giving users the ability to carry heavier loads for longer periods. The Ranger also has a hip belt, but it’s unpadded. The two largest packs— the 33L Prophet and the Seraphim—also have stowable shoulder straps, so they can function as duffel bags, with the appropriate grab handles right where you need them. That’s the great thing about the entire line— the packs have zippers, pouches, grab handles, and straps all over the place, but you never feel

Available in black or gray, SOG’s new packs can handle the elements.

like the features are cumbersome or that they get in each other’s way at all.

Tech-Savvy ➤ Even

the smallest pack has a pass-through laptop compartment, as computers are so often a component of our lives these days, even in the field. The larger packs have sleeves built into them meant for laptops or tablets, and every pack has a semi-rigid, impact-resistant top pocket (that’s the shelllooking thing with the hook-and-loop panel and SOG logo), with plenty of pouches and sleeves inside to organize fragile electronic devices. It’s crush-resistant, not crush-proof, but way better than just having things hanging out in a nylon pouch. Plus, it even has a walled-off place to stash a pair of sunglasses. These packs also have pass-throughs for headphone cords in just the right places. In addition, all the packs have a laser-cut

Hypalon MOLLE panel on the exterior for attaching additional gear. It works just like traditional MOLLE webbing, but it has a much lower profile, is stronger for extended use, and is easier to keep from getting funky over time. As a final touch, ringshaped pulls make it easy to get at zippers, even with gloves on. Speaking of the zippers, it’s amazing what adding a couple can do for a big pack. The Prophet and Seraphim packs have four zippers on their main compartments, allowing users to open them from the top or bottom to access gear, no longer rendering stuff at the bottom of the pack unreachable. Plus, they open gapingly wide for packing and unpacking. SRP: EVAC Sling 18, $149.99; Ranger 12, $139.99; Scout 24, $189.99; TOC 20, $159.99; Prophet 33, $229.99; and Seraphim 35, $259.99. (sog knives.com)

W H AT ’ S S E L L I N G W H E R E

West Carson NV Armory, Mound House Located northeast of Carson City, this medium-size shop with 5,000 square feet of display space keeps nearly 200 guns in stock. Sales of modern sporting rifles have stagnated. “We really haven’t seen an election spike, but we have a ways to go until November,” said owner Eileen Ferguson. Recent sales did include Smith M&P Sports and Diamondbacks. Handgun sales, though, have been good in the past 10 months. Ruger LCRs, Smith M&P Shields, and Glock 42s have all sold well. Tactical shotgun sales are slow, with just a few turns a month, mainly Remington 870s and Maverick 88s. Although ammo inventories are good, .22 Mag. remains in short supply.

Jerry’s Outdoor CO Sports, Grand Junction

This mountain retailer fills 11,000 square feet with a selection of 1,200 guns, along with a large inventory of safes, holsters, and reloading equipment. Although early summer is a slower time for this store, late-spring handgun sales were up slightly from last year. Smith M&P Shields, SIG P938s, and Kimber Micro 380s have garnered most of the attention. MSRs are still seeing turns, averaging one unit daily. “MSR sales have been slowing down; however, if Hillary gains steam, our industry will absolutely see the greatest rush on MSR sales in our history,” said owner Jerry Stehman. Special-unit game tags are released in June, and Stehman said the store always sees an increase in muzzleloaders and big-game rifle

turns when this happens.

Sporting ID Lolo Goods, Lewiston Located in downtown Lewiston, this small storefront employs three full-time salespeople and maintains a large inventory of reloading supplies, handguns, long guns, and MSRs. Summer has brought a notable uptick in handgun traffic. “It’s not crazy yet, but handgun sales are definitely higher than they were last year. The good news is our inventory is pretty strong,” said counter salesman Mike Acree. SIG P938s and Glock 42s and 43s are trading back and forth between first and second place. Smith M&P Shields are also posting strong numbers. Other notable turns include higher summer traffic on Ruger Blackhawk .44 Mags and Smith 699s.

Midwest Superior WI Shooter’s Supply, Superior

Located just one block from Lake Superior, this long-standing Duluth-area shop specializes in firearms, safes, reloading supplies, and soft goods. The retailer says the handgun market at this store is changing. “We see a definite shift in higher turns of revolvers from the many women coming into the sport. A lot of people just don’t have the hand strength to rack a slide,” said owner Pat Kukull. Smith Shields share the top slot, along with Ruger LC9s and SP101s. Smith 686 J-Frames are right behind. MSRs have picked up slightly to three per month. DPMS is now the go-to brand. Kukull also mentioned that gun safe sales have remained consistently high in the past few months. She was pleased to report

46 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

that .22 ammo stocks are in relatively good shape.

R. H. Kay Firearms, St.

Paul This retailer stocks his tightly inventoried 500-square-foot store in metro St. Paul to meet the needs of an extensive home-defense clientele. MSR inventories are moving, and traffic is brisk. “My clients are acutely aware of current events. This election continues to remind my clients that they need to buy if they don’t already own in the MSR category. Overall, sales are very good,” said owner Rick Kay. Windham Weaponry and Olympic Arms command the top spots in this department. Handgun sales are strong, with Glock 19s in the highest spot. M&P Shields and CZ 1911s are right behind.

Target MO Masters, Columbia

A serious contender in this town for more than 21 years, this shop has a 25-yard 10-lane range. Big-box stores surround this retailer, including a Bass Pro Shop just a few miles away. Handgun sales are strong at this location. “Our traffic is excellent— unfortunately due to an exceptionally high spike in gang violence. Our concealed-carry classes have a waiting list, and we’ve never seen that before,” said counter salesman Jim Hill. Glock 42s and 43s top the list. Smith Shields and Springfield XDSs are moving briskly, and Ruger LC9s are also in high demand. Sales of MSRs have slowed significantly, to just one every two weeks. The largest turns are going to Smith M&P Sports.

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

East Firearms NJ Support and Storage, Whippany

Just 30 minutes from New York City, this 4,000-square-foot building is used as a store and office space. Keeping an additional 3,000 square feet of vault space, this retailer is the first federally- and state-approved public gun-storage facility in the country. “Our summer traffic is historically the slowest time for our store. That said, we do expect to see an improvement as the election progresses,” said manager Ross Qsias. MSR sales are steady and slightly higher than last year’s. Smith M&P Sport IIs and Ruger 556s are posting the best numbers. In the pistol category, XDs and Shields are doing well, and Beretta 92s have been fast movers. Meanwhile, Smith 686s are topping the revolver sales chart.

Sportsman’s PA Gun Shop, East Earl

A general hunting and fishing retailer with 30 employees, the inventory here includes more than 2,000 new and used firearms. June is the time for the store’s big sales event. “More than 17 manufacturer reps will set up hands-on consumer trials at our firing range,” says owner Joe Keffer. “We even get the local fire department to serve refreshments. The event has grown to several thousand attendees.” Sales of Smith M&Ps have been very good lately, and the store is also seeing heavy traffic on classic J-Frames in .38. Ruger LC9s have maintained a steady demand all year, and the Kimber Micro 380s are in especially high demand. Sales of MSRs have been steady at about two per day, dominated by

M&P Sports and Daniel Defense. Sales of Ruger 10/22s and Savage .22 bolt-actions are brisk.

Mill Creek Rod ME & Gun, Orrington

This small, twoemployee retailer keeps an average of 50 guns in stock as well as general outdoor gear. Smith 22A and Model 41 pistols are popular sellers, and a few Shields are also seeing orders. With several price points, SCCY 9mms are also doing well at this store. Henry .22 Golden Boys and Savage 93R17s are selling well. “In summer, any-price-point new .22 or .17 HMR will move, but typically, used guns are our primary focus. We stock a dozen or so new guns, and concentrate on used shotguns and hunting rifles,” said owner Dave Barrett.

South Gainesville FL Target Range, Gainesville

This retail store, with an outdoor gun range that can handle more than 80 shooters, caters to home-defense and tactical clientele. Handguns are hotter than last year; Smith M&P Shields, Glock MOS 34s, and SIG Legions are all pulling good numbers. The 9mm is the most popular caliber. The store continues to offer a “build your own MSR” program. “It’s been very popular,” said president Steve Bottcher. “We love to promote two-gun and three-gun competitions. It really drives a nice price point for our MSR inventory.” Topselling MSR platforms include Daniel Defense, ArmaLite, and Colt. Bottcher reports that ammo stocks have been good “in general,” but .22 is still coming up short.

Coin & NC Hyatt Gun, Charlotte With more than 12,000 square feet of retail space and more than 20 employees, this store keeps an average of 7,000 firearms in inventory. “Handgun sales are steady and climbing weekly. We look for much higher traffic as the summer moves into the election season,” said counter salesman Mike Montella. Smith Shields have a lock on the top spot, but Glock 42s and 43s are a close second. SIG P229s are also pulling brisk numbers. MSR sales are stable and increasing weekly. Rock Rivers and Smith Sports hold the top two spots. Ruger 516s are in third place. Bolt-action rifle sales are slow, but Montella is seeing demand for Tikkas and Savage Model 11s. Ruger 10/22s are turning high numbers.

Gallery, AR Pawn Clarksville

This small, independent pawnshop stocks an average of 250 firearms, along with the occasional crossbow. The store is located off Interstate 40 just a half hour east of Fort Smith. “I still can’t sell any .22 Mag. rifles because ammo is so difficult to get,” said owner Rick Elam. MSR sales are slowly picking up, and the store has been able to move a few Rock Rivers and M&P Sports. Elam says lever-action long guns always sell year-round at this store, and Winchester and Marlin .30/30s attract the most attention. Handgun inventories are the best they’ve been all year. Springfield XDSs, Smith Shields, and Ruger LC9s are all selling well.

JUNE/JULY 2016 ❚ SHOT BUSINESS ❚ 47

NEW PRODUCTS (Continued from page 50)

Stevens’ new 12-gauge turkey-hunting shotgun boasts the same features as other 320 field-grade models, including dual-slide bars, a rotary bolt, and a rugged synthetic stock.

pockets that can store handguns, heavyduty dual side-release buckles, and molded side barrel slots that can accommodate three long guns. SRP: $64.99. (btibrands. com)

sturdy frame lock provides safety while the blade is open and in use. Protruding back spacers and deep grooves make it easy to get a solid hold on the knife, even when you’re wearing gloves. SRP: $59.99. (crkt.com)

Savage Arms ➤ The

Stevens 320 pump shotgun series has a reputation for solid, affordable performance for everything from wingshooting to home defense. Now the manufacturer has expanded its model 320 fieldgrade shotgun lineup to include a new turkey-specific model. Stevens’ new turkey-hunting shotgun boasts the same features as the company’s other 12-gauge 320 field-grade models, including dual-slide bars, a rotary bolt, a rugged synthetic stock, and a five-round capacity. Turkeyspecific features include Mossy Oak Obsession camouflage, an extended Full choke, a fiber-optic sight, and a drilledand-tapped receiver that accepts optics such as the Weaver VZT turkey scope. SRP: $280. (savagearms.com)

CRKT ➤ The

word amicus means friend or comrade. And with a strong full-flat grind, the new 3.4-inch Amicus folding knife is very friendly to use. Designed by Danish knifemaker Jesper Voxnaes, the knife features a drop-point blade and is available in plain edge or with Triple Point serrations. An ergonomically designed handle provides a firm, secure grip in any position, and the

Safariland

tures the Grip Locking System, which automatically secures the firearm once it’s holstered but will easily release it once the user grips the firearm. The new fits to the Pro-Fit series (576, 577, 578, 579) are available in black and FDE brown. SRP: from $50 to $55. The Pro-Fit 575 IWB Holster comes in black and is priced at $50. (safariland.com/dutygear)

➤ The

new Pro-Fit 575 IWB Holster is an inside-the-waistband design that provides Truglo a deep-concealment option for civilian ➤ Last year, Truglo revolutionized handwear. In addition, two new sizes for the gun sights wth the introduction of its best-selling Pro-Fit hip holster series are TFX (Tritium+Fiber-Optic now available, providing fits Xtreme) and TFX PRO afterfor more than 225 pistols. market sights.This year, The Pro-Fit 575 IWB Truglo is bringing TFX PRO Holster has all of the reliable technology to Remington benefits and features of the shotguns. As a direct replacepopular Pro-Fit series, yet also ment to the factory front has an adjustable J-Hook for sight, TFX PRO offers a highly concealable inside-thebright and reliable front bead. waistband use. Available in just Tritium and fiber-optic eleone size, the Model 575 can fit ments combine to create a more than 100 firearms. The Pro-Fit IWB dot that glows in any lighting Furthermore, the Model 575 Holster provides condition or even complete has a fully adjustable cant for deep-concealment darkness. The tritium and user carry preference. options. fiber are encased in a virtually The two new sizes for the indestructible chemical- and popular Model 578 Pro-Fit shock-resistant hermetically sealed capseries extend the fit offerings from more sule. A white focus-lock ring also adds conthan 175 firearms to more than 225 firetrast to the front sight, which enables fastarms, including SIG, Springfield, and Beretta models. The Pro-Fit is constructed er sight acquisition. The rear sight mounts from SafariSeven material, making it light- in place of the factory sight, maintaining the full range of elevation and windage weight and durable. An added benefit is that the non-abrasive surface will not mar adjustment. Like other sights in Truglo’s Pro family, the rear sight features a the firearm’s finish. The holster also feaU-notch sight design that aids natural eye alignment, promoting increased accuracy. SRP: $104. (truglo.com)

Minox ➤ Fitted

Designed by Danish knifemaker Jesper Voxnaes, the Amicus knife features a drop-point blade and is available in plain edge or with Triple Point serrations. 48 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

with a high-quality and powerful optical system that features high-resolution, apochromatically corrected special glass, and multicoated lens surfaces, the MD 88 W APO spotting scope provides a brilliant image, rich in contrast with natural color rendition. APO technology also helps deliver a color-fringe-free image with a resolu-

tion that brings out the smallest detail, even in twilight. Another feature is the integrated, angled eyepiece that is steplessly adjustable to provide 20X to 60X magnification. SRP: $1,799. (minox.com/usa)

Wheeler Engineering ➤ The

new Wheeler Engineering AR Armorer’s Ultra Kit is the latest addition to the Delta Series line of AR tools. This comprehensive kit was designed to contain all of the necessary tools to perform more than 50 different AR building and maintenance operations with precision and ease. The kit contains several of the most popular Delta Series tools, including the AR Armorer’s Vise, the AR-15 Combo Tool with Torque Wrench, and several AR cleaning brushes. Other features include a custom-fitted carrying case, a durable Armorer’s bench block, an upper vise block clamp with gas tube, and a bore guide. SRP: $299.99. (btibrands.com) Minox’s spotting scope’s angled eyepiece steplessly adjusts from 20X to 60X magnification.

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NEW PRODUCTS

Tipton The Tipton Transporter Range Vise is the perfect addition to your next trip to the range. This handy range bag-vise combo conveniently clamps on a tabletop or bench up to 3 5∕8 inches thick and holds up to 40 pounds. Two removable non-marring, over-molded forks are included to securely hold a firearm for cleaning before you even leave the range. The vise is designed to hold up to four long guns— and it even contains a built-in cup holder. At the end of the day, it folds up into a convenient carry bag. Additional features include three integrated (Continued on page 48)

50 ❚ SHOT BUSINESS ❚ JUNE/JULY 2016

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