SHOT Business -- October / November 2013

NSSF

VOLUME 21, NUMBER 6 OCTOBER/NOVEMBER 2013

Big-game season means an opportunity to sell boots, knives, optics, ammo, and an old favorite, bolt-action rifles PG. 26

ALSO IN

FIRING LINE: Citadel’s .22 Tactical is a fully functional 1911 clone that shoots on the cheap PG. 22

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THIS ISSUE

GOOD STUFF: The BioLite CampStove is a great addition for the hungry hunter on the go PG. 46

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v S en ec s u 32 ri 0 ty Si M Pu H Pis gh od mp M ea t tol t R el a S R Sh Gr i il P i p $ 2 eld 80

S

te

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ve G Se ns ho cu 3 s t ri 20 Ri t y P Pi ng Mo um M s t Si d p S ol gh el R P Gr t s $ 2 ip 70

get a security shotgun without getting robbed

StevenS 320 Shotgun Rotary Bolt Dual Slide-Bars 5+1 Capacity

heavy on features. light on your wallet.

SavageArms.com

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S H OT B U S I N ES S

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OCTOBER/NOVEMBER 2013

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CONTENTS

VOL. 21, ISSUE 6

Departments 24

2 5

the big-game game

NEWS BRIEFS Roberts Defense custom 1911s; Garmin’s new action cam; Walther Inc. takes over its U.S. business; ATK to acquire Bushnell

20

FYI A veteran retailer’s

22

FIRING LINE Citadel’s

Features

24

UNDERCOVER SHOPPER Looking for

26

42 46

WHAT’S SELLING WHERE

52

NEW PRODUCTS

26

THE BIG GAME As sales of modern sporting rifles begin to cool, it’s

time to take a closer look at the bolt-action rifle, the choice of biggame hunters from coast to coast. And now is also the time to start selling those all-important accessories—ammo, riflescopes, boots, and knives. The SHOT Business staff shows you the way.

NSSF Update 14 15

FROM THE NSSF An update

on changes at SHOT Show

RETAILER TOOLBOX Your

FAQs on NSSF’s Premium Retailer Membership

COVER: WINDIGO IMAGES

EDITOR’S NOTE Get in

16 16

FIRST SHOTS BIG CITY The

tour rolls into Houston

COMPLIANCE WORKSHOP

Learn lead management and OSHA regs in NOLA

17 17 18 19

RETAIL BENCHMARKS Does

your business measure up?

FIREARMS OWNER POCKET CARD A handy, pro-gun

tips on long- and shortterm planning

M-1911 .22 Tactical takes a bite out of ammo costs

concealed carry for Dad

GOOD STUFF BioLite’s

CampStove provides hot meals on cold hunts

Spyderco’s new knives; MeoPod TP-1; TenPoint’s Stealth SS crossbow

52

talking points reference

NSSF DELIVERS VALUE

YOU SHOULD KNOW

Register your range for NSSF’s Where to Shoot app OCTOBER/NOVEMBER 2013 ❚ SHOT BUSINESS ❚ 1

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editor’s note

nSSf

The Big-Game Game Why the bolt-action still makes sense

N

o question about it: The modern sporting rifle is a great platform. Its versatility and adaptability have attracted millions of new shooters to the shooting sports. I’ve used this rifle for target shooting as well as on varmints and prairie dogs, and I know hunters who believe there’s nothing better for hunting hogs.

But come big-game time, I return to an earlier design—the bolt-action. Yes, some folks may see it as a bit dated, but there’s a reason it’s still around—it works. In recent years, manufacturers have been busy creating new, highly accurate, and very affordable versions of this gun. For example, the rifle you see on this page, the new Remington Model 783, helped me take a very nice bull elk in New Mexico last year. This rifle will win no beauty contests, but as a hunting tool, it

excels. And it retails for less than $500. The accuracy it achieves is truly jaw-dropping; it will deliver the kind of groups that you would expect of a custom rifle costing five times as much. Other models worth showing to your customers include the Marlin X7 series, Weatherby’s Vanguard, Ruger’s American, Savage’s Axis, Mossberg’s ATR, and Browning’s A-Bolt 3 Composite Stalker.

As contributing editor David Draper says in his take on the boltaction (page 32), which is part of a special section on selling big-game

gear, “One of the most compelling reasons the bolt-action rifle is the best tool for big-game hunting is pure economics. Most firearms manufacturers in the rifle game are now offering at least one $500 (and in some cases, $400) bolt-action rifle in their product line. Considering the quality and performance a consumer can walk out of the store with for that money, modern bolt guns represent the best value available in today’s rifle market.”

And as we all know, in this tepid economy, retailers need to provide customers with “value” above all else.

Another item that’s worthy of your attention and delivers a lot of value is a hunting knife. On page 40, contributing editor Christopher Cogley explains how a retailer can benefit from this product category, which often carries a far higher margin than that found on firearms. The key point here is to understand the various types of knives that hunters use. And don’t forget survival knives, which have shot up in popularity because of television “survival” programs.

Interest in big game, especially whitetail deer, remains strong.

Millions of Americans, including many newly minted hunters, will need equipment to enjoy this pursuit. Shouldn’t you be in the game, too?

shooting, hunting & outdoor trade

SLaton L. White, editor

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

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

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

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

buSineSS oPerationS

tara bisciello, Business Manager

ConSuMer Marketing

robert M. Cohn, Consumer Marketing Director barbara brooker, Fulfillment Manager

ManufaCturing

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

bonnier

Chairman, Jonas Bonnier Chief executive officer, Dave Freygang executive Vice President, Eric Zinczenko Chief Content officer, David Ritchie Chief financial officer, Randall Koubek Chief operating officer, Lisa Earlywine Chief brand Development officer, Sean Holzman Vice President, Consumer Marketing, Bruce Miller Vice President, Corporate Communications, Dean Turcol 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 21, issue 6. copyright © 2013 by the national Shooting Sports Foundation. All rights reserved. editorial, circulation, production and advertising offices are located at 2 Park Avenue, new York, nY 10016-5695 (212-779-5000). Free to qualified subscribers; available to non-qualified subscribers for $25 per year. Single-copy issues are available for $5 each. Send check, payable to nSSF, to: SHot business, c/o nSSF, 11 mile Hill road, newtown, ct 06470-2359. SHot business accepts no responsibility for unsolicited manuscripts and photographs. All correspondence should be accompanied by a stamped, 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.

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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 shotbusiness@emailcustomer service.com or write to SHot business, 2 Park Ave., new York, nY 10016 For editorial inquiries, write to Slaton L. White, SHot business, 2 Park Ave., new York, nY 10016 rePrIntS: e-mail reprints@bonniercorp.com. PoStmASter: Please send address changes to SHot business, P.o. box 422494, Palm coast, FL 32142-2494.

Slaton L. White, Editor

2 ❚ Shot BuSineSS ❚ october/november 2013

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Bits & Pieces

news briefs news

❚

promotions

❚

awards

❚

outreach

I.O. Relocates to Palm Bay, Florida

Firearms manufactuer I.O. Inc. has reloacted to Palm Bay, Florida. “We are happy about our decision to relocate,” says CEO Uli Wiegand. “We were able to expand our customer service department and add a complete barrel-production line. This building is outfitted with the latest in technology, allowing us to be more efficient as our customer base expands and we prepare for the launch of several new products.”

Revo Rebrands Itself as Primer 180

Known primarily for its line of innovative Real Avid tools, the Revo Brand Group is going by a new name—Primer 180. “The name of our marketing and brand innovation business, formerly Revo Brand Group, is now Primer 180,” says chief innovation officer Howard Tripp. “The new name reflects what we do best: ignite fresh thinking and bring game-changing strategic marketing and communications programming to generate measurable results for our client partners. Our two other businesses, Real Avid and EverFire Group, will also operate as part of the Revo Brand Group portfolio of brands.”

Sturm, Ruger Expands to New North Carolina Facility

Sturm, Ruger & Company Inc. has finalized the purchase of a 220,000-square-foot facility in Mayodan, North Carolina. This is the company’s first major expansion in more than 25 years. Production at the new facility is expected to begin during the first quarter of 2014.

Roberts Defense Super Grade handguns can be custom-built for your customer’s needs.

Roberts Defense Debuts Customized 1911s

R

oberts Defense is introducing a line of special quality 1911 custom-built firearms chambered in .45 ACP, offering a multi-tiered selection for law enforcement, competitors, and personal and home defense use.

The firearms feature forged frames and slides and match-grade barrels, and are outfitted with VZ Grips and target-quality Kensight gun sights. Roberts Defense currently offers 13 affordably priced models in three tiers—the Super Grade, Operator, and Recon series—that can be custombuilt to meet your customers’ specific shooting needs.

“Whether you depend on a Model 1911 pistol for competitions, to guard your family, or to carry while you protect and serve, all of our parts are hand-fitted with the utmost attention to detail,” says Rob This product is from sustainably managed forests and controlled sources.

Under, president of Roberts Defense. “We purposely build a limited amount of firearms to fit and function flawlessly, and we make sure our high-quality product is available at a reasonable price. In addition, each firearm is hand-built by a stable of talented gunsmiths using 100 percent American-made quality components.” As an example of the quality found in each handgun, Under says hammers, disconnectors, and sears are machined from solid D7 tool steel. The custom firearms ship in a tactical soft case, along with an accompanying gun lock. Each also carries a lifetime transferable warranty.

Under also notes that every model is issued with a checklist the firearm must pass before it is sold. “That’s your assurance that it meets the stringent tests required to meet the company’s ‘never compromise’ standard,” he says.

Located in Oshkosh, Wisconsin, Roberts Defense was founded in 2011.

SRP: $1,499, Recon series; $1,549, Super Grade series; $1,649, Operator series. (robertsdefense.com)

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news briefs

ENDLESS POSSIBILITIES Everything you need to maintain, repair, customize and shoot your guns All products 100% GUARANTEED – FOREVER brownells.com 800-741-0015

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Garmin is entering the action-camera category with Virb, capable of shooting up to three hours of 1080p HD video.

Virb includes a color display, image stabilization, and lensdistortion correction. The higher-end Virb Elite has a builtin GPS and WiFi.

Garmin, known for satellite navigation and electronic dog collars, is getting into the action-camera business with the introduction of Virb, its first true HD 1080p action-camera series.

Virb features a rugged and waterproof (IPX-7) housing, so there is no extra case necessary to withstand the elements. The unique 1.4-inch Chroma color display makes setup and playback a breeze; it also uses minimal power, so Virb can record up to three hours of true HD (1080p) video on one charge. On-board video enhancement features such as digital image stabilization and lens-distortion correction help ensure that recorded footage will look great, even before editing. Virb can also capture high-quality still photos while the video camera is recording.

Virb Elite incorporates all these features but also comes with built-in WiFi, data sensors, and a high-sensitivity GPS. Both Virb and Virb Elite feature ANT+

connectivity for remote-control functionality with other Garmin products, and for data transfer with other fitness sensors.

“Action cameras are growing rapidly in popularity, and Virb has some gamechanging key features—like a color display, extended battery life, optional GPS, and compatibility with existing Garmin products—that set it apart from other cameras on the market,” says Dan Bartel, Garmin’s vice president of worldwide sales. “Our customers already embrace an active lifestyle, whether they’re hunters, hikers, mountain bikers, skiers, trail runners, boaters, or pilots, so a Garmin action camera is a compelling option to them. With GPS and enhanced wireless capabilities in Virb Elite, users can capture not only what they were doing, but also where they were and how they did it— and then share it with their friends and family.” SRP: $299.99, Virb; $399.99, Virb Elite. (800-800-1020; garmin.com)

Leupold Launches Online Gear Store

Leupold has launched an updated gear store at Leupold.com so fans of “America’s optics Authority” can get officially licensed apparel, headgear, and other items right from the source. consumers shopping for men’s and women’s apparel can select from any of the family of Leupold & Stevens brands, such as Leupold, Leupold Golf, Leupold tactical optics, and redfield.

From bottle openers to ball caps, playing cards to pullovers, fans can now find all their Leupold & Stevens gear in one spot on the web. (leupold.com) Source Code: E9C

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CAMERA dESIGNEd By STANISlAv lEvIN FROM THE NOUN PROjECT

Garmin ups the Ante in Action Cameras

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on the Move Recent promotions and hirings in the industry

Marty owens

CRKT has named Marty Owens to the newly created position of business development manager. Owens will be tasked primarily with developing and servicing CRKT’s large retail accounts.

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Stephanie Young

Buck Knives has promoted Stephanie young to marketing and communications manager. She will manage specific marketing initiatives supporting key growth areas and corporate strategies.

Dan Gaddis

Quantico Tactical has hired dan Gaddis to be its vice president of marketing and merchandising. Gaddis has previously led merchandising teams at U.S. Cavalry and the Eastwood Company.

John Caffey

john Caffey has been named vice president of sales of lawry Shooting Sports, after three years as the company’s director of sales. He is also a contributor to Trap Shooting USA and Clay Shooting USA.

Ryan Hennig

Brownells has named Ryan Hennig as its new director of marketing. He will serve under chief marketing officer Michael Ousley, and will provide direction to the communications and e-marketing teams.

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news briefs

Walther Arms inc. takes over All Aspects of Walther Business in the u.S.

Walther firearms have been well-known and well-used across the United States for decades, but until recently, the company, based in Arnsberg, Germany, didn’t have a corporate presence in the U.S. Instead, it partnered with Smith & Wesson to handle the sales, distribution, and servicing of all Walther firearms and accessories. That changed recently when Walther Arms Inc.—the U.S. division of Walther that is headquartered in Fort Smith, Arkansas—officially took over all aspects of the U.S. business.

“We are extremely excited to offer the entire Walther line, including all aspects of marketing, sales, distribution, and service,” says Adam Blalock, chief

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Walther’s presence in Fort Smith has opened the door to widening the company’s footprint in the U.S. market.

executive officer of Walther Arms. “We’re moving forward with plans to re-ignite the Walther brand, and this is another major step.”

The entire process began a year ago with the formation of Walther Arms Inc. in Fort

Smith. “It allowed the company to intensify the focus on the U.S. firearms market with a dedicated team of sales, marketing, and product development professionals in an ever-changing environment,” Blalock says.

Blalock says that retailers can

expect more direct communication and personalized attention, as well as an increased focus on customer service. “The biggest benefit to the U.S. consumer will be product development that is focused on them, because now our dedicated staff will be able to gather more market information and react quicker to meet the needs of our U.S. customers,” says Blalock.

Walther and Smith & Wesson will maintain a strong strategic partnership. Smith will continue to manufacture the PPK for Walther, and Walther will continue to manufacture the S&W M&P22, but day-to-day operations will all be handled by Walther Arms Inc. (479-2428500; waltherarms.com)

—Christopher Cogley

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news briefs

The Wild Chef

The preparation and enjoyment of wild game has always been an important part of Field & Stream, but for many years the typical recipe for venison often involved nothing more than cream of mushroom soup poured on a dried-out chop. That all changed when Jonathan Miles (former cocktail columnist for The New York Times and contributor to Food & Wine magazine) began writing the magazine’s “The Wild Chef ” column and blog.

The basic idea, Miles says, “was to help cultivate and encourage a revival in game and fish cookery and to provide our readers

The Wild Chef includes more than 130 recipes, organized by season.

with opportunities for adventure even after the guns and tackle boxes have been packed away.”

His contributions, which were noted for pushing the envelope (venison– stuffed tamales, for exam-

ple) and encouraging outdoorsmen to truly savor the entire experience, are now available in book form in time for the holiday season. The Wild Chef (published by Weldon Owen; $32.50) is a handsomely packaged guide to the technique and appreciation of wild fish and game cooking, and contains more than 130 recipes organized by season.

Miles also provides helpful tips on such matters as the best way to field dress and age deer and the utensils needed for a properly equipped camp kitchen.

All in all, it’s a very welcome addition to any hunter’s (or angler’s) library and kitchen.

Hide in Plain Sight When is a skirt appropriate hunting attire? When it’s wrapped around a treestand to help conceal hunter movement.

That’s the idea behind the Hunter’s Specialties Easy Fit Tree Stand Skirt. Constructed of durable Realtree Xtra camo material with a black backing for added concealment, it comes in two 32x50 sections. Tie straps on the top and bottom quickly attach the skirt to the stand; you can store accessories in an interior pocket. The Tree Stand Skirt fits most one- and two-person blinds that are equipped with a shooting rail. SRP: $24.99. (319395-0321; hunterspec.com)

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news briefs

The Pennsylvania State Capitol Police will be carrying IWI’s US Tavor SAR.

PA Police Choose IWI The Pennsylvania State Capitol Police—which provides law enforcement, security, and parking enforcement services to the State Capitol Complex in Harrisburg, Pennsylvania, and at state government buildings in Philadelphia, Pittsburgh, and Scranton— has chosen to carry the IWI US Tavor SAR. “We are honored that the Pennsylvania State Capitol Police have chosen to be outfitted with the Tavor

SAR,” says Michael Kassnar, vice president of sales and marketing. “The State Capitol Police were looking for an extremely reliable rifle that was built specifically for close-quarter battle, and the design of the Tavor SAR bullpup was a perfect fit for their requirements.”

The Tavor SAR, specifically designed for the U.S. market, was developed in close cooperation with the Israel Defense Forces (IDF).

Available in black and flat

dark earth, it features fully ambidextrous controls with removable 16.5- or 18-inch chrome-lined barrels, a fulllength top-mounted integral Picatinny rail, and a short 45-degree rail for mounting accessories. Also available are a left-hand model with a 16.5-inch barrel and an IDF model with an integral MePro-21 reflex sight. The Tavor SAR uses standard AR-15/M16 magazines and is easily fieldstripped into sub-assemblies for routine maintenance.

RuAG Ammotec increases Production Capacities

RUAG Ammotec, Europe’s leading producer of ammunition, is significantly extending its production capacities and investing in new systems. This step has become necessary because of the high level of capacity utilization in Germany, Switzerland, Sweden, Hungary, and the United States.

The increase in capacity is being achieved by taking on more staff and by intensifying shift operation. At the same time, the manufacturer is undertaking a major investment program that will be implemented over the next three years. It is the biggest project of its kind in the history of

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RUAG Ammotec.

“Expanding our production network across all our locations will ideally increase our current capacities. This is the only way for us to be able to meet the high international demand even better in the future and reinforce our market position,” says Cyril Kubelka, CEO of RUAG Ammotec.

“At the same time, the way in which capacities are being extended at RUAG Ammotec is also contributing considerably toward increasing the company’s economic efficiency, which, in view of strong global competition, is of great significance.”

9/11/13 11:37 AM

nikon’s Monarch 5 Binocular Line Goes Wide Nikon is adding three new models to the Monarch 5 binocular line, with each featuring 56mm objective lenses. Available in 8x56, 16x56, and 20x56 versions, these new Monarch 5 56mm binoculars are built with Nikon’s ED (Extra-Low Dispersion) glass lenses, which correct chromatic aberrations across the farthest limits of the visible light range and effectively compensate for color fringing. Even when observing objects that would make chromatic aberration the most apparent—such as adjacent whites and blacks—the images will maintain superior contrast and resolution thanks to the ED glass.

With 56mm objectives, the new Monarch 5 binoculars provide sharp, high-contrast views by allowing greater amounts of light to enter the optical system. The 8x56 version boasts an incredible 7mm exit pupil for extreme low-light performance.

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Monarch 5 binoculars are made with Eco-glass optics that are free of lead and arsenic, making them environmentally friendly. They are made with dielectric high-reflective multilayer prism coatings to ensure superior light transmittance uniformity across the visible light range for brighter images and more natural colors.

They also have phase-correction-coated roof prisms to increase resolution.

Nikon has manufactured the Monarch 5 binoculars with a high-eyepoint design.

This provides a clear field of view for everyone, even when the user is wearing eyeglasses, with sufficient space between the user’s brow and the binocular’s eyecups. Multi-click turn-and-slide rubber eyecups make it easy to find the correct eye positioning to see the full field of view.

Nikon is including a tripod adaptor with the 16x56 and 20x56 models. The binoculars are made of fiberglass-reinforced poly-

The new 56mm Monarch 5 binocular models utilize Nikon’s ED (Extra-Low Dispersion) glass.

carbonate resin and are covered in rubber armoring for added durability. They also include flip-down rubber objective lens caps and a soft-to-the-touch neck strap.

SRP: 8x56, $749.95; 16x56, $799.95; 20x56, $899.95. (nikonsportoptics.com)

9/11/13 11:37 AM

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Winchester Unveils Deer Hunting Pump Shotgun Deer hunters can now take to the woods with the new Winchester Super X Pump Black Shadow Deer. New to the SXP line, the Black Shadow Deer features a 22-inch rifled barrel and 3-inch chamber.

The Black Shadow Deer model includes a black synthetic stock and forearm.

The receiver is drilled and tapped for optional mounts that allow you to easily install an electronic or optical sight. The rotary bolt features four massive lugs that provide a solid lockup to the barrel. The bolt and other components have black chrome protection that lasts longer than traditional bluing.

The Speed-Plug system allows the plug to be easily removed without tools. A drop-out trigger group allows for easy cleaning. A Truglo fiberoptic front sight and adjustable rear sight are also featured.

SRP: $519.99. (win chester guns. com)

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9/11/13 3:29 PM

news briefs

Bushnell to Be Acquired by ATK Bushnell Outdoor Products, a worldwide leader in sports optics, premium eyewear, and outdoor accessories, and MidOcean Partners, a leading middle market private equity fund, recently announced that Bushnell has entered into a definitive agreement to be acquired by ATK. The companies expect to complete the transaction during the third or fourth quarter of ATK’s fiscal year 2014.

Founded in 1948 by Dave Bushnell, the company has been an outdoor industry leader for 65 years. Headquartered in Overland Park, Kansas, Bushnell employs approximately 1,100 skilled workers globally, and has established more than 10,000 customer accounts in more than 90 countries worldwide. Along with the iconic Bushnell brand, the company’s portfolio includes other well-established brands such as Bollé, Butler Creek, Gold Tip, Hoppe’s, Primos, Serengeti, and Uncle Mike’s.

“I am very proud of what the Bushnell team has accomplished during our time with MidOcean Partners. The passion we have for our brands, products, and the enthusiasts we serve has allowed us to build one of the strongest consumer products portfolios in the outdoor industry. The opportunity to join ATK will give us the chance to take that passionate pursuit to the next level,” says Blake Lipham, Bushnell Outdoor Products president and CEO. Joining ATK’s Sporting Group, Bushnell

Bushnell Outdoor Products will be acquired by ATK in the third or fourth quarter of fiscal year 2014.

will complement a portfolio that includes Blackhawk!, Alliant Powder, Champion, RCBS, Gunslick Pro, Outers, and Weaver.

“The Bushnell acquisition is consistent with ATK’s focus on establishing leadership positions in our core markets,” says Mark DeYoung, ATK president and CEO. “This acquisition will broaden our existing capabilities in the commercial shooting sports and expand our portfolio of branded shooting sports products. In addition, this transaction will allow the company to effectively enter new sporting markets in golf, snow skiing, and camping. ATK will leverage Bushnell’s strong sourcing, marketing, branding, and distribution capabilities, and capitalize on Bushnell’s track record of successfully integrating acquisitions and delivering profitable growth.”

ATI Introduces Aluminum Fluted Magazine Extensions Advanced Technology International, a manufacturer of gun stocks and firearms accessories, is now shipping aluminum fluted magazine extensions for select Remington, Winchester, and CZ 12-gauge shotguns. ATI’s new magazine extensions will be offered with three different end caps: a standard flat cap, swivel stud cap, and stand-off cap.

“The fluted magazine extensions will be offered in both seven- and eight-shot models, which add two and three shells, respectively,” says Jon Shaffer, director of business development.

Shaffer added that the extensions were engineered to match the outside diameter of the shotgun’s barrel lug.

“Designing the extensions in this way was key for ATI to make its aftermarket accessory flow seamlessly with the firearm,” he says.

The magazine extensions are constructed of Military Type III anodized 6061 T6 aluminum and are covered by a limited lifetime warranty, like all of ATI’s U.S.-made products. (800-925-

2522; atigunstocks.com)

Springfield Recalls XD-S Pistols Springfield Armory has launched a voluntary safety recall to upgrade 3.3 Xd-S 9mm and 3.3 Xd-S .45ACP pistols with new components in order to eliminate the possibility of a potentially dangerous condition.

Owners of Xd-S 3.3 9mm and .45ACP pistols are instructed to stop using their pistol and carefully unload it. That done, go to springfieldrecall.com

and follow the instructions to begin the upgrade process.

Springfield will cover the cost of the shipping and upgrades.

This safety recall applies to all Springfield 3.3 Xd-S 9mm pistols with serial numbers between XS900000 and XS938700, as well as all Springfield 3.3 Xd-S .45ACP pistols with serial numbers between

XS500000 and XS686300.

Springfield says that under exceptionally rare circumstances, some 3.3 Xd-S 9mm and .45ACP caliber pistols could experience an unintended discharge during the loading process when the slide is released, or could experience a double-fire when the trigger is pulled once. Springfield said the likelihood of these condi-

tions existing is exceptionally rare, but if they were to happen, serious injury or death could occur.

“Springfield apologizes for this inconvenience,” says dennis Reese, Springfield’s co-chairman. “Our customers’ safety is our paramount concern. We want to emphasize that no injuries have been reported to date.”

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B Y C h r I s D o L n A C K , s r . V. P. & C . m . o .

from the nSSf

SHOT Show Update Something old, something new, something borrowed

S

ince we last gathered at the Sands Expo in January, it’s been an exciting and challenging year for the industry as a whole, and in particular for your industry’s trade association and its signature event—the SHOT Show. Throughout the process, our focus has been to maintain continuity for our exhibitors and attendees while delivering a continuously improving SHOT Show experience.

In May, NSSF ended its 30-plus-year association with Reed Exhibitions. After a thorough national search involving the trade show industry’s top management companies, we named Las Vegas–based ConvExx as our new show management partner for the next three years. ConvExx is privately held and has produced more than 200 shows and events, including the Specialty Equipment Market Association (SEMA) Show. Trade Show Executive magazine ranks the SEMA Show as the fourth-largest trade show in North America (SHOT Show is ranked 16th), with 2,250 exhibitors, 135,000 attendees, and more than 1 million net square feet of exhibit space.

ConvExx offers a unique combination of extensive large-show and Las Vegas experience, which will serve our exhibitors and attendees well. Rest assured that ConvExx is a pro–Second Amendment organization.

We wouldn’t have selected them otherwise.

We have also struck a new five-year agreement with our long-time partners at Freeman as the official exposition services contractor for the SHOT Show. This new agreement with Freeman provides our exhibitors with the best-in-class services and cost certainty.

ConvExx ofers a unique combination of large-show and Las Vegas experience.

Freeman is the leading global partner for integrated marketing solutions for live engagements. It produces more than 4,300 expositions annually, including 135 of the 250 largest U.S. trade shows, and 11,000 other events worldwide. What’s more, the Freeman family is made up of avid hunters and shooters.

Also in May, NSSF selected CSG Creative as its agency of record for marketing the 2014 SHOT Show. CSG was selected at the conclusion of a national account review that included a number of well-known trade-show marketing agencies. Their experience in the trade-show and face-toface event business is unparalleled, and we have enjoyed working with them to make the 2014 SHOT Show the best event yet.

Based in Alexandria, Virginia, CSG Creative is a strategic marketing and creative agency with unparalleled insight into event promotion, branding, and strategy development. Its award-winning creative staff, stellar service, and innovative approaches have made CSG one of the premier agencies in trade-show, conference, and event promotion. We’re confident that our new SHOT Show website and new attendee promotion campaign, combined with our participation in the U.S. Department of Commerce International Buyer Program, will deliver new qualified buyers for our exhibitors.

We’ve also reached new agreements with our official housing partner onPeak, our registration services provider CompuSystems, and our mobile app developer Sherpa. All have done a great job for us, and we look forward to working with them to make the SHOT Show the industry’s “must-attend” event.

Here’s what’s in store for you. You’ll receive the same outstanding customer service you’ve come to expect from NSSF and the SHOT Show, and enjoy the comfortable familiarity of our registration and housing systems. There will be additional newly designed, high-impact signage to help you find your way around, including arrows pointing to the main hall exits on Level 1 and Level 2.

Retailers will have more opportunities to learn new skills and take innovative ideas back to their stores from SHOT Show University and our expanded retailer education seminars. In addition, select retail buyers will be invited to participate in a hands-on shooting range experience on opening morning.

The Law Enforcement Education Program will begin the day before the show opening, providing LE professionals with the opportunity to earn continuing education unit credits while learning from nationally recognized experts.

Outdoor Channel has returned as the Pinnacle Sponsor of the 2014 SHOT Show and will be providing attendees with amenities such as mobile-device-charging stations and Internet hotspots. State of the Industry Dinner attendees will be treated to a performance by renowned illusionists and Second Amendment supporters Penn and Teller, courtesy of Outdoor Channel.

The 2014 SHOT Show is just too good to miss. I hope to see you in Las Vegas.

Chris Dolnack

NSSF Senior Vice President and Chief Marketing Officer

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BY Ra N dY C L a R K , N SS F M a N aG I N G d I R eCtO R , B uS I N eSS d e V e LO p M e N t

u p d at e

R e TA i l e R T o o l b o x

NSSF’s Premium Retailer Membership A message worth repeating on a great new value

T

he National Shooting Sports Foundation (NSSF) is constantly on the hunt to identify new member benefits and improve or expand existing ones. Benefits offered to the organization’s retailing community are at the forefront of this pursuit.

As a result, NSSF has created a stellar compliance program. The NSSF has six of the most talented former ATF officials working side-by-side with Patrick Shay, NSSF director of retail development, to bring an unprecedented level of training to its firearms retailer members. Couple this with an NSSF-subsidized pricing strategy and additional training tools, and you have a program that’s second to none.

Just like Detroit, NSSF took it upon itself to improve the product.

Enter NSSF Premium Retailer Membership. This new level of membership is designed to offer the best protection and benefits to qualifying FFLs who have been NSSF members for at least the past year.

At the heart of the program is a defense fund to help retailers protect their business against administrative actions taken by the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) and judicial proceedings challenging an ATF license revocation. NSSF will offer Premium Retailer Members access to a select list of the industry’s best firearms defense attorneys and pay all related attorney fees in any ATF administrative action, such as a warning conference or legal proceeding appealing a license revocation.

In addition to this unparalleled industry offering, NSSF has packaged a long list of items into this new level of membership: ➤ A free site visit from one of NSSF’s FFL compliance consultants, who will conduct a simulated ATF audit of the store. ➤ Access to a free 24/7 hotline where Premium Retailer Members can ask compliance questions. ➤ A copy of NSSF’s Compliance Compendium, containing all of NSSF’s books, articles, and kits that help a firearms retailer stay in legal compliance.

➤ NSSF research materials, including the Industry Reference Guide, Financial Benchmarking Report, and Firearms Retailer Survey. These references should not only help ensure compliance, but also encourage success and continued growth. ➤ Several SHOT Show benefits, including a free ticket to SHOT Show University and VIP access to the SHOT Show.

Since the rollout of the program this summer, an impressive number of retailers have signed up for Premium Retailer Membership. If your business has not yet joined, there’s no reason to wait any longer.

Here are answers to some frequently asked questions about the Premium Retailer Membership to help you decide whether to participate today.

Will NSSF really pay all of my legal fees?

Yes. If you meet membership eligibility

requirements, are not involved in any pending ATF administrative action or judicial proceeding, and you follow the guidelines from NSSF’s compliance advisers, NSSF will be there to pay any fees that result from ATF actions to revoke or deny renewal of your license.

Are the defense funds really unlimited?

Yes. If you follow the guidelines laid out

above, NSSF will provide unlimited funds to protect your FFL and your business.

What hidden costs are there?

NoNe. Once you are a Premium Retailer

Member and pay your yearly membership

registration, there are no additional fees for the benefits you receive.

Will my NSSF membership rate be pro-rated?

Yes. NSSF will adjust the cost of the

Premium Retailer Membership based upon the dues you have already paid.

Is this just a money-making scheme by NSSF?

No. NSSF is a nonprofit organization whose goal is to promote, protect, and preserve the shooting sports industry.

Why is NSSF providing this program?

NssF UNDeRsTANDs that firearms retail-

ers operate under tremendous financial and regulatory pressure, from high taxes and healthcare costs to strict ATF record-keeping and licensing requirements. We want to provide the best compliance program and defense fund at a reasonable rate to help our retailer members comply with regulatory requirements and stay in business.

What’s the catch?

TheRe is No cATch. We are providing

this service to firearms retailers as part of our mission to protect our industry.

Simply put, the National Shooting Sports Foundation, the trade association for the firearms, ammunition, hunting, and shooting sports industry, has your back. For more information, contact Bettyjane Swann at bjswann@nssf.org or Samantha Hughes at shughes@nssf.org. october/november 2013 ❚ SHot BuSineSS ❚ 15

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from the nssf

First Shots Big City tour Keeps Rolling

T

he National Shooting Sports Foundation’s First Shots Big City Tour rolled into Houston in August for three days of seminars providing supervised, safe introductions to the sport of target shooting.

More than 200 people attended at four host ranges, reflecting the strong national trend of Americans wanting to know more about firearms ownership, personal and home protection, and the shooting sports.

As in all First Shots seminars conducted nationwide, certified firearms instructors introduced participants to the topics of safe firearms handling and storage, federal and state laws, and the responsibilities that accompany firearms ownership. Moving out of the classroom to the shooting range, First Shots participants took their “first shots” in a

safe, controlled environment.

The seminars were hosted at four area ranges: American Shooting Centers in Houston, High Noon Indoor Pistol Range in Crosby, Spring Guns and Ammo in Spring, and the Arms Room in League City.

In addition to Houston, the First Shots Big City Tour has been to greater Chicago, Madison, Wis., Miami, D.C., and Sacramento. The First Shots Big City Tour next rolls into Atlanta in early November.

Surveys show that more than 43 percent of First Shots participants have returned to the host range an average of six times within six months of taking their first shots.

Learn more about First Shots at firstshots.org, and if you are a range owner or operator, consider hosting a First Shots or First Shots Second Round.

Bone up on ePA and oShA Regs As a shooting range owner or operator, you need to know about the National Shooting Sports Foundation’s Lead Management and OSHA Compliance Workshop scheduled for October 13–15 in New Orleans.

Shooting ranges can be exposed to a number of liabilities, particularly in the areas of health and environment, as range owners and managers are well aware. The best way to eliminate or minimize liability exposure is to effectively manage your business and to make sure management and staff are educated, prepared, and proactive in complying with the regulations applicable to shooting ranges. Failure to do so exposes a range to significant fines and penalties, cleanup costs, and potential criminal prosecution.

“This workshop is an educational opportunity that can literally save your business,” said Zach Snow,

NSSF’s Lead Management and OSHA Compliance Workshop takes place in New Orleans, Oct. 13–15.

NSSF’s manager of shooting promotions.

Those attending NSSF’s Lead Management and OSHA Compliance Workshop will benefit from a team of experts that has hands-on experience in the fields of environmental law related to shooting ranges, OSHA compliance and inspection, and lead reclamation and range maintenance.

Topics that will be covered include: Case Study—Welch Group Environmental; Compliance; EPA and OSHA—The clock is ticking, be prepared; Elements of Management Safety and Health Plan; OSHA Enforcement and Penalty Structure; Medical Surveillance and OSHA Record Keeping; Hazard Communication; Best Management Practices for OSHA Compliance; and Environmental Laws and Regulations Applicable to Gun Ranges.

Learn more about NSSF’s Lead Management and OSHA Compliance Workshop at nssf.org/ ranges/ComplianceWorkshop/ or contact NSSF manager of shooting promotions Zach Snow at zsnow@ nssf.org. Register today online at nssf.org/ranges/Compliance Workshop. To address registration questions or problems, call 800516-4265 ext. 0.

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Know Your Retail Benchmarks Most firearms retailers have limited opportunity to compare their financials with similar companies. That’s changing, thanks to a new report on financial benchmarking. The 2013 Shooting Sports Industry Financial Benchmarking Report, issued by NSSF, gives firearms retailers the ability to compare their business performance with similar companies, take advantage of trends in the market, and plan for growth.

The report is based on surveys completed by 74 shooting sports locations.

“This study responds to requests from NSSF retailer members for benchmarks that companies can use to gauge their company’s oper-

ating strengths and weaknesses and to make improvements,” said Randy Clark, NSSF managing director of business development. “This report alone is worth the price of a retailer membership in NSSF.” Information in the report can help retailers monitor and manage expenses, mea-

sure and improve productivity, protect the bottom line, evaluate employee effectiveness, and compare their business to others.

Benchmarking data includes comparative financial ratios on such measures as return on asset, asset turnover, cash cycle, and inventory turnover; employee and space productivity measures; income and balance sheet breakouts; sales mix; and marketing data, among other metrics.

The NSSF 2013 Shooting Sports Industry Financial Benchmarking Report is $250 for members, $2,500 for non-members. To purchase the report, go to nssf.org/research/Financial BenchmarkingReport.

Print, order “Proud to Be a Firearms owner” Pocket Card

W

ith its new “Proud to Be a Firearms Owner” pocket card, the National Shooting Sports Foundation is arming the nation’s 100 million gun owners with facts they can use to demonstrate they are law-abiding, practice safety, are passionate in their defense of the Second Amendment, and are major supporters of conservation through their purchases of firearms and ammunition.

“Firearms owners have been misrepresented and even maligned in the ongoing public debate over gun legislation,” said NSSF president and CEO Steve Sanetti.

“Our goal is to remind gun owners they have many reasons to be proud. You should stand tall, and if someone takes an unfriendly shot at you for being a firearms owner, respond with the facts listed in our new pocket card.”

Among the 13 bullet points on the Proud to Be a Firearms Owner card are these: “I am one of 100 million firearms owners in the U.S.”; “I am one of 35 mil-

lion target shooters and hunters”; “I am part of a great American tradition”; and “I am a conservationist—excise taxes on firearms and ammunition purchases, combined with purchases of hunting licenses, contribute more than $1 billion annually to wildlife conservation and firearms safety education.”

The NSSF “Proud to Be a Firearms Owner” pocket card is available online at nssf.org/PDF/FirearmsOwnerPocketCard .pdf. NSSF members can order printed copies of the card from the Safety & Education section of the NSSF member shopping cart.

hWA Program expands

The Hunting Works for America program has grown yet again and now includes a state chapter in Utah. Hunting Works for Utah joins Arizona, Minnesota, North Dakota, Iowa, Missouri, and Pennsylvania, which launched in June.

Utah is the seventh state to be included in the awardwinning program.

“These states represent an extremely important cross section of our nation’s hunting heritage, and I couldn’t be more pleased to see the enthusiasm we’ve experienced thus far,” said Steve Sanetti, NSSF president and CEO. The newly formed Hunting Works for Utah partnership has more than 30 partner organizations and will be adding dozens more in the months to come.

Hunting Works for America, through its state organizations, is an initiative that seeks to bring into an alliance shooting sports organizations with businesses, workers, and other non-traditional hunting entities, through a shared interest in the economic impact of hunting.

Hunting Works for America initially launched in 2010, and now represents more than 700 businesses, organizations, and associations representing tens of thousands of stakeholders.

Becoming a member of HWFUT is free of charge. Visit HuntingWorksforUT.com to learn more about how to become a partner and about the program, including leadership, members, and social media opportunities.

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

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NSSF Delivers Value IntelliCorp Employment-Screening Tools

ONE MEMBER’S EXPERIENCE

R

unning background checks on prospective new employees is an advisable business practice, particularly for firearms retailers.

IntelliCorp provides members of the National Shooting Sports Foundation with a wide range of employment-screening products to help make better hiring decisions.

Here, one NSSF member tells about his experiences with IntelliCorp—and his membership in NSSF.

Member: Chris Willard, recruitment and retention coordinator Description of Business: “The

Oregon Department of Fish and Wildlife’s mission is to protect and enhance Oregon’s fish and wildlife and their habitats for use and enjoyment by present and future generations. Whether we are improving the habitat for fish in coastal rivers, restoring bighorn sheep to their historic ranges, or protecting wetlands for migratory birds, our work makes it possible for Oregonians everywhere to enjoy the tremendous diversity of fish and wildlife resources of our state.”

Organization: Oregon Department of Fish and Wildlife, Salem, Oregon

Experience with IntelliCorp: “IntelliCorp’s

services assist us in meeting our mission. An important part of our work involves preparing young hunters to enter the field as responsible, knowledgeable, and involved hunters—hunters who understand the importance of complying with hunting laws and behaving ethically. We use a statewide cadre of certified volunteer instructors to deliver this mandatory training to several thousand young hunters each year. The effective screening of volunteers who work with youth and firearms simultaneously is a challenge faced by every state hunter-education program.

IntelliCorp worked with us to develop a volunteer screening solution that is streamlined, easy to use, affordable, and delivers the privacy and security that we must adhere to. IntelliCorp gives us confidence that the youth we serve are in good hands.”

Value of NSSF Membership: “From

grants that support hunter recruitment and retention efforts, research that helps steer the use of limited resources and member benefits, such as IntelliCorp, that make our jobs easier, NSSF membership has continued to pay big dividends. NSSF’s efforts to expand participation in hunting and shooting sports help industry members and natural resource agencies alike. In the end, all of our successes look the same, and NSSF is helping us get there.”

Interested in NSSF Membership?

Promoting the great American tradition of hunting and shooting is what the National Shooting Sports Foundation is all about. For our members, it’s more than a sport; it’s a way of life. Join the more than 8,000 companies and individuals who have already discovered that NSSF Delivers Value! To learn more, visit www.nssf.org/join or call 203-4261320 for Bettyjane Swann, NSSF director of member services (bswann@nssf.org), or Samantha Hughes, NSSF member services coordinator (shughes@nssf.org).

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

U P D AT E

YO U S H O U L D K N O W

Convenient Range Finder

Is your range listed in the new app from NSSF?

L

ooking for a shooting range near you? There’s an app for that, and it’s another way NSSF can help you get your business noticed...by customers who could be right around the corner.

The National Shooting Sports Foundation’s Where to Shoot app is a hit with iPhone and Android users. In fact, the app soared to the No. 4 spot for free sports apps in Apple’s App Store shortly after its launch—right up there with popular sports apps from ESPN, Yahoo! Sports, and Major League Baseball.

The app puts North America’s most comprehensive directory of shooting ranges in the palms of shooters’ hands. It allows them to search for ranges near their current location as well as locations

across the country. It also includes video tips for shooters, news, and firearmssafety information.

It’s a great tool for all ranges. If your range isn’t already listed, simply visit WhereToShoot.org and click on “List Your Range.” From there, you can provide all of the essential information about the range, including address, phone number, accessibility, activities offered, what types of services and competitions are offered, and more.

If your range is in the database already, NSSF encourages you to make

NSSF’s popular Where to Shoot app is available for both Apple and Android devices. Users can search for a range in their area, or anywhere in the country.

It’s easy to get noticed by listing your range information on the app.

sure your information is up to date.

The app is modeled after NSSF’s popular WhereToShoot.org website, which also continues to see a steady increase in traffic.

The website and the app are two more vehicles to use to give your business additional exposure. By making sure your listing is complete, the information you’ve provided gives potential customers an accurate idea of what to expect of your facility when they are looking for a new place to shoot.

Being a member of NSSF helps businesses stand out even more on the Where to Shoot app and website, as NSSF member ranges are listed first in the search results—a nice perk for those that support NSSF. You should understand that as soon as you list your information in the Where to Shoot database, it is automatically incorporated into the app, including those already downloaded by iPhone, iPad, and Android users.

The five minutes it takes to list your range are wisely spent, tremendously increasing your potential to reach new customers. Perhaps the best part of your investment is that it’s free. iPhone and iPad users can download the app at wheretoshoot.org/iOS. Android users can get the app at where toshoot.org/Android.

Join the thousands of shooting facilities that have already been entered in the database and whose names and information come up repeatedly when interested shooters search for a range on the Where to Shoot website and app.

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FYI

BY SCOTT BESTUL

The Long and Short of It A veteran retailer talks about planning and smart business

C

omparing your gun inventory to a bin full of corn, wheat, or soybeans may seem odd, but not to John Monson. Owner of the three-store Bill’s Gun Shop & Range (billsgs.com), Monson likens his work to that of a commodities broker: studying current trends and future markets, then making smart decisions about how to manage inventory to stay profitable. Winner of a SHOT Business Range of the Year Award and holder of an NSSF Five-Star Rating, Monson offers five tips for running a profitable gun shop/range. ➤ KNOW THE FLOW: “This industry is full of roller-coaster rides, and it’s easy to get overextended if you don’t recognize that fact and learn to anticipate,” he says. “The boom window caused by the last election, school shootings, and the threats to gun laws has passed, just like it did in every other dramatic upswing we’ve experienced. I’ve watched a lot of guys get in trouble because they made some nice profit for a few months and tried to ride it longer than they should. I like a steadier, more conservative approach. Why start tossing Hail Marys when you’re making 10 or 12 yards on every play?”

➤ STAY FOCUSED: It’s no secret that some serious money has been made by firearms retailers in the last several months, but don’t expect Monson to upgrade his car or remodel his home anytime soon. “We’re back at standard inventory levels, and it’s business as usual here,” he says.

“I think it’s critical to keep yourself in the office and stick with the game plan that got you to where you are. If you’re lucky enough to have made a little money, look for ways to reinvest it in your business or your employees, or save it to help accomplish your long-term goals.”

He’s built three ranges, so John Monson has a few thoughts about pulling one off successfully. Here are three solid tips from a veteran: ● “It’s important to build relationships with city councils and other people who will permit the range, but I’m also emphatic—I won’t build under a CUP [conditional use permit]. I’m making a huge investment, so I need to know the ordinance has changed permanently.” ● “Build it right the first time. I’ve never lost a round at any of my ranges, because I insisted on the best quality material and construction. There are no shortcuts.” ● “Manage your money. I saved for six years to build the last range and studied the market to know when the time was right.

These things are expensive—your timing has to be perfect to build it right, while still getting the most from every dollar.”

➤ PRACTICE PLUS-ONE: “I need to run this place so that if I—or an employee—get hit by a bus, the business keeps going without a hitch. So we use the Plus-One system, in which the person next in line for a position trains so he can fill that position on any given day. This allows me to give my employees sick or vacation days, and business doesn’t have to suffer. It also allows me to make hard decisions about people who are underperforming—if they just aren’t up to par, letting them go doesn’t mean things slow down. We can take our time, make a good hire, and start the process again.” ➤ PRACTICE CUSTOMER SERVICE: “If the last few years have taught us anything, it’s that you can’t identify a demographic for the gun business. Your customer is whoever walks through the door. It’s the four old cronies who come in, shoot a few rounds each morning, and drink coffee for four hours. It’s a hunter or a trap shooter. It’s a young woman who needs a gun, and training, for home or personal defense. At the end of the day, this is still retail—you service everyone who comes through that door. I tell my employees I want my mom to walk in here and feel comfortable and respected. It’s not rocket science; it’s taking care of people, just like you would in a restaurant.”

TOM MOHRHAUSER

RANGE RECON

➤ KEEP LOOKING AT THE ROAD MAP: “I used to be in the restaurant business, and every morning we’d meet and talk about the daily specials, the things we were going to try to push that day. I do the same thing here with pre-shift meetings. At the same time, we’re looking two, three months ahead: We have a ‘Gun of the Month’ running special, and those items are selected a couple of months in advance. You have to be aware of what’s happening in your customer’s world and anticipate things like the opening of duck or deer season.”

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firing line

by Chris Christian

Plinker’s Dream

The Citadel M-1911 .22 Tactical is a fully functional 1911 clone that shoots on the cheap

A

lthough the design is more than 100 years old, and with no thought to whether the task is personal defense or competition, American shooters continue their love affair with John Moses Browning’s venerable .45 ACP 1911. In fact, not only do most major makers offer one or more models, but new versions also emerge every year.

The only drawback is feeding them. With “inexpensive” .45 ACP FMJ practice ammunition running $25 to $30 for a box of 50, it doesn’t take too many trips to the range to take a big bite out of the budget.

Handloaders can shave those costs considerably, but those with thin wallets that rely on factory ammo have to seek options. One is marrying into a rich family.

Another is a rimfire conversion unit that shoots .22LR ammo. Yet another, very practical one is the Citadel M-1911 .22 Tactical pistol.

Externally, it is a faithful copy, right down to the weight, length, single left-side controls, and balance. Two exceptions: The grip safety is nonfunctional (which many 1911 shooters might applaud) and a key lock is present on the right side that blocks the hammer from hitting the firing pin when activated.

Internally, the gun uses the traditional recoil spring, spring guide,

recoil spring plunger, and barrel bushing, but wraps them around a fixed barrel with an integral feed ramp. An automatic trigger-blocking safety locks the trigger until the breech face is fully closed, and the trigger on the test gun I used broke at a crisp 6 pounds. The gun uses the Browning-type inertia firing pin and springloaded extractor.

Elevation is adjusted

by replacing the front sight, and a shorter front sight was included, although I didn’t need to adjust elevation.

The magazines are polymer, with generous witness holes. They held the advertised 10 rounds and loaded easily without tools. The gun ships with two magazines; additional mags are available ($29 each). The grips are Hogue rubber with finger grooves.

The Gun Distributed by Legacy Sports International, the Chiappa-made Citadel M-1911 .22 Tactical ($346) is a full-size 1911 alloy-frame, blowbackoperated semi-auto chambered for the inexpensive .22LR.

The Citadel M-1911 .22 Tactical pistol, distributed by Legacy Sports International, can provide many hours of fun, inexpensive shooting for plinkers and competitors alike.

On the Range The owner’s manual states that the gun requires a 100- to 150round break-in period.

They weren’t exaggerating. There were numerous malfunctions (failure to feed or eject) until I had run about 200 rounds through the gun.

Then it settled down and purred right along.

Once broken in, the gun was not finicky about ammunition.

Five-round groups from a 25-yard sandbag rest showed that the varied mix of ammunition I used produced groups that ranged between 2 and 3 inches.

The biggest problem I had on the range was keeping the magazines filled. Once I got it broken in, it was just so easy to rip off 10 rounds on multiple targets. And I wasn’t worried about the cost. (800-553-4229; legacysports.com)

Closing the Sale

The Citadel looks, feels, and handles like a full-size 1911 .45 ACP. Yet the $346 SRP is about the same as 500 to 600 rounds of .45 ACP ammo. That’s about a half-dozen trips to the practice range for many shooters. The same number of .22LR rounds can be had for less than $30. The Citadel also price-points the same (or slightly less) as a .22LR conversion unit, yet it provides a complete gun instead of an add-on accessory.

And for those with a competitive mindset, there is another factor. The Steel Challenge and ICORE (International Confederation of Revolver Enthusiasts) have both recently created rimfire divisions for their matches, and the Citadel is perfectly legal in both. Plink, practice, and compete—and all on the cheap.

22 ❚ Shot BuSineSS ❚ october/november 2013

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undercover shopper

Senior Moments

Looking for CCW handguns in Arizona can be an otherworldly experience

Store A

No piNk guNs

➤ We waited in the first gun store, located off a busy highway in a strip mall, while a female sales associate showed several handguns to three young customers. I emphasize young, because after about 10 minutes, she looked at one of them and asked, “How old are you?”—to which he answered, “21.” Only then, it appeared, did she realize that she should have asked this question earlier. She then proceeded to argue with him about whether he legally could carry a handgun in Arizona.

Never mind that the guy was already packing a Glock 22 in a belt holster. She informed the “boys” that she could not work with them any further. They left and she approached us. We told her she’d have no problem with our ages.

My father gave her the line about wanting a “concealed weapon.” She asked him if he’d like it in .22 caliber, showing him a model with a 12-inch barrel. He didn’t like it. She then pulled out a Charter Arms Pink Lady in .38+P and said, “The bad guys won’t care what color your gun is!”

He didn’t want a pink gun, either. She then pointed at several other guns in the case and again asked, “Why do you want to carry a gun?” He said he walks country roads in South Dakota and feels the need to be armed for personal defense. She then asked, “So, are you wanting a gun to shoot at animals or people?” He said, “I want to protect myself against a person intent on doing me harm.” At which point she marched him over to the pepper-spray rack and tried to sell him a can. When he said he preferred a gun, and she told him that since he had stated that he wanted a gun to

shoot people, she could not sell him one.

We left the store. My father looked at me in disbelief and said, “What just happened in there?”

Store B

TiNy sigNs

➤ We finally found this place, after driving around in the desert looking at warehouses and trying to spot the store’s tiny signs placed randomly on road corners. Once we found the hole-in-the-warehouse-row place, we had to wait awhile because the sales associate misplaced a customer’s ID somewhere in the back office. Let’s just say that the atmosphere was tense.

Offering used gun belts and holsters in a worn cardboard box near the register, along with a small selection of guns, this place was a man’s store. My dad liked it.

pixel pushers

F

or this assignment, I asked my father—a retired university professor who looks the part—to accompany me to gun stores near his winter home in Sun City West, Arizona. Our story: My dad carries a CCW permit from South Dakota (true), and he is looking for a gun to take on walks and to wear in his fanny pack.

24 ❚ Shot BuSineSS ❚ october/november 2013

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How’d they Do? Customer Service

Product Knowledge

Product Availability

Hello? Did you hear my father when he told you what he wanted?

a pink gun for a guy? a .22 with an über-long barrel? pepper spray when he wanted a firearm? What?

they get one star for having a shelf.

a friendly sales associate recommended two different guns, one for walking and one to store at bedside. Smart move. We just wish he would have said, “Be right with you,” when we entered the store instead of making us wait unattended for 15 minutes.

a 30-year firearms instructor, this guy connected with my father. He encouraged him to take courses and offered to work with him privately.

only available online.

Suggested that my dad google a gun and order it from the store.

His quick attention to detail, combined with the ready stock on hand, made this sales associate’s job a lot easier than that of any of the other salespeople we visited.

this guy knew a lot about guns, and why my dad would like a gun such as the 642.

available now. my dad, if he’d had a valid arizona concealed-carry permit, could have purchased a gun.

the sales associate was receptive, honest, and forthright, and understood what my father needed. Dad said, “You could tell that he had law enforcement training.”

Let’s put it plainly: this guy knew guns.

Had hardly any guns. it’s good advice to check beforehand to see if the store has any guns in inventory.

Store

A

Store

B

Store

C

Store

D

SCoring SyStem: outstanding:

He connected with the sales representative and wanted to talk to him about further training. However, the store didn’t stock a good inventory of carry guns.

Store C

Stepping up

➤ This big-box store in a nearby city offered a gun my dad immediately liked— a Smith & Wesson Model 642. In fact, he started to like the idea of getting one with a Crimson Trace laser attached.

He walked right up to the counter near the smaller handguns, and the sales associ-

Very good:

average:

ate stepped up to help him. They talked about reasons for carry, and the associate put that 642 into my dad’s hand. He would have bought it, too, if only he’d had an Arizona driver’s license.

The associate also offered other options in semi-autos.

Store D

important Stuff

➤ This very large gun store in a neighboring city features an indoor range. Now, my dad knew he liked the 642, and he also convinced himself that he liked the laser

Winner: Store

C

the big-box store won because it had guns in inventory. unfortunately, given the times, all the other gun stores suffered from shortages of inventory, including ammunition.

Cabela’s 9380 W. glendale ave. glendale, aZ 85305 623-872-6700 cabelas.com

fair:

poor:

option. The sales associate immediately began to work with my father on the concept that training with any carry gun is extremely important. He also emphasized that if you choose a laser option, you must check every day to make sure the laser works. I could see that my father felt comfortable and enjoyed learning more about training opportunities. I wouldn’t be surprised if next year, when he returns to Arizona, he takes more training under this guy’s tutelage. However, as with most gun stores these days, the inventory failed to impress us. In fact, six 642s had been ordered and already sold. october/november 2013 ❚ SHot BuSineSS ❚ 25

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• PAGE 27 •

PHOTO: ROBERT MCGOUEY/ALAMY. ELK DESIGNED BY MICHAEL BUNDSCHERER FROM THE NOUN PROJECT

Whether it’s a monster bull elk bugling in the frosty mountain air or a whitetail picking its way carefully through a hardwood stand, big-game hunting rules the autumn across America. The season offers retailers a great opportunity to sell boots, knives, optics, ammo, and rifles. But in order to capitalize on the season, you and your staff need to know the precise selling points for each of these products. That’s the main purpose of this special section: If you can freeze a customer in his tracks with sales competence, both you and he will be the better for the experience.

The hunter embarking on an elk hunt will need good boots, good optics, and premium ammo matched to a good bolt-action. And don’t forget about knives, which will be put to serious use after the animal is down.

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• 2013 •

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9/11/13 6:05 PM

Mastering the Boot Game Selling boots to big-game hunters can be very profitable, as long as you understand the rules of the game By Peter B. Mathiesen

Y

ou may be more attentive to the inventory of concealed-carry handguns and .223 ammo than to a pile of boot boxes on the back shelf of your store. But keep in mind that every customer who walks through your door is wearing shoes or boots. If you’re stocking footwear, 100 percent of your clients are potential boot customers. When you consider that one pair of $200 boots can deliver two to three times the profit margin of a $500 handgun, you’ll begin to understand the wisdom of selling footwear.

Inventory by Season and Use For most stores, the highwater mark for footwear traffic is big-game season.

The challenge is stocking the right product for your customer base. Obviously, a 24-year-old spot-and-stalk hunter wants a far different boot than a 55-year-old who intends to sit in a treestand all day.

And while stocking a diversity of footwear is always attractive to your customers, managing the inventory and carrying too many SKUs can be a costly nightmare. The rational way to go is to check with the young hunters who frequent your store; compare their footwear choices with those of the older hunters, and then make your footwear decisions. Typically, young hunters are more influenced by trends, camo styles, new fabrics, and scent control than older customers. Generally, older hunters want to stay warm, comfortable, and dry.

Location matters, too. An Alabama hunter will most likely be interested in a product mix that has no practical appeal to a hunter in Upstate New York or Wyoming. At the same time, you can’t forget that

SHB1113_BIG.indd 28

the cold, humid November air of the Midwest and the South can, at times, be more challenging for your customer than the cold but dry air in Montana. Here’s another consideration: If a hunter is only out for two hours at a time, it’s easy to stay warm, even in very cold weather. But four hours on a treestand vigil at 30 degrees in high humidity is another matter entirely.

In the latter case, an older hunter should dress as if he’s heading to Saskatchewan, even if he’s in Tennessee.

The High End of the Spectrum Once you pass the $200 mark, you’re in the upper echelon of leather and rubber hunting footwear sales.

Just as with optics or rifles, there’s greater commitment to brand inventory, sales training, and, of course, profit. The high price tags come in state-of-the-art rubber-heated footwear and leather hunting boots built for mountain elk, deer, and sheep hunters.

Keeping a single, highend brand will improve Built on a hiking platform, Danner’s light High Ground is made for hunters on the move.

your store’s positioning and demonstrate to your customers you have expertise in fitting and brand selection. Companies such as Lowa, Kenetrek, and Hanwag feature footwear that can retail as high as $450; such products are rarely sold online at discounted prices. These companies offer at least two widths and half-sizing throughout their lines.

Most customers in this price range want to check fit while in the store and won’t be willing to wait the extra time on shipping. In this price range, you’ll have no trouble selling ancillary items such as high-grade performance socks.

Offering a second leather brand is invaluable regardless of retail cost, because every customer simply does not fit into every company’s last. To be sure you stock a boot that fits, two different leather brands are a must.

Made in the USA The list is not long or inexpensive, but keeping a few SKUs built on U.S. soil not only shows a commitment to our working men and women, but to the members of our military as well.

There are a handful of

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• pAGe 29 •

the rules of fit A customer’s fit changes by at least a half size by the afternoon.

If cold weather is a factor, consider sizing up.

Know that fit is different from brand to brand. Sizing can be different even within the same company.

Always have fresh, clean socks available for boot fittings. Small point, maybe, but experience shows you’ll sell a lot more boots.

companies, including Danner, that keep a full line of hunting, work, and military wear made in America. Rocky, Wolverine, and even Reebok have “Made in USA” lines. Other brands have experimented with overseas manufacturing.

Some found the resulting product wanting, especially when customers looked at the price tag.

Filson moved its Upland Boot ($400) overseas but brought it back to our shores within a year and a half because the quality suffered.

Be a stand-up store Your customer deserves footwear that fits, stays intact, and keeps his feet dry. If any of these three issues present a problem bad enough that a customer actually returns to complain, they deserve prompt attention from a manager that can make a decision on the spot. A

positive experience with a return can result in a lifelong customer.

Fit may be the trickiest of the three. It is your responsibility to train your staff and have the right footwear on hand. If the boot hurts the customer, he will think of your store every time his foot is pinched.

In reality, if the boot doesn’t fit properly, the store, not the customer, is at fault.

If you can see the boot is in decent condition— even if it’s after the season or the given time frame for a return—be sensitive and make the effort to put the customer in a new last, a different size, or an alternate manufacturer. Some stores offer 30-day fit guarantees; some offer longer guarantees. The key is to show concern for the customer’s fit at the time of the sale while creating confidence you can make him happy if a problem crops up.

Product failures should

The full-rand Lowa Tibet GTX is a boot for those who will hunt in rocky terrain. The patented lacing system helps provide a secure fit.

SHB1113_BIG.indd 29

be an easy response based on the return policy of your distributor. Some manufacturers, such as Danner, warranty their hunting products for one year against defects.

Here’s a classic example of a product failure: A customer brings in a pair of neoprene rubber boots—let’s say they’re seven months old.

They’re torn, dirty, and tattered. The sole is beginning to separate from the rest of the boot.

Yes, they’re worn, but sole separation indicates a problem with the adhesive, regardless of any heavy usage by the wearer. The boots should be replaced.

When it comes to waterproof performance, most mid- and highpriced footwear ($175 and up) use an internal waterproof bootie, waterproof leather, sealed seams, and a durable water repellent (DWR) added to the outside. This type of construction should stay waterproof for 100 days of use. Below the $150 range, most companies construct the footwear without a separate breathable bootie. In either situation, if a customer comes back 30 days after deer season and complains that his boots leak, the defective pair should be replaced.

All of these examples demand a clear understanding of the manufacturers’ and distributors’ policies. The last thing you should say is, “You’ll need to call the company’s 800 number.” If that’s the policy of the bootmaker, you should make the call yourself, and take care of the shipping for the customer.

• Boots •

It is your responsibility to train your staf and have the right footwear on hand. If the boot hurts, the customer will think of your store every time his foot is pinched.

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• 2013 •

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• pAGe 30 •

• Boots •

Your store should always be an advocate for the customer. If you have an unhappy customer who presents a legitimate complaint, respond in a way that makes it all a positive experience, even if it’s at your expense.

Otherwise, his next purchase will be elsewhere.

Always on sale A sign on the front of your store that says “On Sale” year-round will quickly diminish the impact of your message.

Basically, all you’re doing here is associating your store with the likes of unscrupulous merchants (remnant carpet houses come to mind) that are always having a “sale.”

Sales should be special events reserved for creating increased traffic within a specific timeline, designed to help close a buying decision.

However, there’s nothing

wrong with offering a deal in the store at all times.

One of the best ways to keep your regular customers interested in coming to your store every time they’re thinking of footwear—or better yet, catching their attention when they’ve stopped in to buy ammo—is to post a sign that reads “Check Out the Boot Specials.”

Most stores have returns created by sizing issues or overstocks from previous seasons. These boots can be filtered out on a special display shelf with specific discounts.

Depending on the return polices of the your distributors, it might be far more practical and profitable to sell these items at a discount to your customers than to package them up and ship them back for credit.

Keep the discount stock small—as few as five pairs—and rotate the

stock every week. Make sure there are always a few pairs of boots in the prime sizes like 9 through 11.

Returns from product failures should never make it to the sale shelf; instead, they should be sent back to the distributor or to a secured dumpster. Any customer that wears a boot with a leak or tear will blame both you and the manufacturer, even if they got it at 60 percent off.

Big-Game profits Whether you’re fine-tuning your footwear inventory or placing your first order of rubber boots, the keys to capturing consistent profits during the big-game boot season are knowledge, inventory control, and stellar customer service from a trained staff.

Given the margins, it’s well worth the effort.

Lacrosse Big Country All Leather boots are an ideal choice for hunters who prefer not to wear camo footwear.

first time in the shoebox There are three rules to live by.

First and foremost, commit a trained staffer to manage the department. Train him as you would the guy behind the rifle counter.

Look to your rep or distributor for help.

Second, create a clean, dedicated space where customers can sit and be attended to.

Have comfortable seating, vacuum the floor regularly, and return unsold stock to the shelf within minutes.

Third, be selective and define your niche carefully. You don’t have to stock five different categories of boots, but you do need to maintain at least one or two segments with strong displays, a thorough inventory of sizes, and the right local camo patterns.

oct./nov.

• 2013 •

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NUMEROUS FEATURES.

Welcome to the closest bond yet between hand and gun. Between grip and control. Between fit and performance. With three interchangeable palmswell grips including a new textured grip, and multiple ambidextrous features, the M&P Pro Series is truly tailored to you.

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• pAGe 32 •

Back in Action • rifles •

oct./nov.

• 2013 •

It’s time to bring bolt-action rifes out of the case By David Draper

A

s we move into the fourth quarter of the year, there are signs that sales of modern sporting rifles are cooling off a bit. Rather than lines of customers around the block clamoring for product, many retailers are now reporting more normal inventory levels. Instead of worrying about the prospect of declining sales, enterprising gun retailers should instead refocus their attention on the date that probably brought them to the gun-selling dance in the first place—the bolt-action

rifle. Luckily, the opening of big-game seasons across the country offers timely opportunities to capture hunters’ dollars in the form of new rifle sales.

“The modern sporting rifle has brought a fun and profitable dimension to the industry in recent years,” says Scott Grange, Browning’s director of

public relations and shooting promotions. “However, the romance and nostalgia of the traditional boltaction system, along with modern materials, makes it the choice of a lot of serious big-game hunters.”

To help those customers choose what many consider an “old” rifle style, it might help to re-familiarize

staff with this design. Also, realize that the market for hunting rifles is changing as many new people representing a diverse demographic are joining the ranks of hunters.

Manufacturers are responding to market dynamics with a whole new crop of bolt-actions, blending performance and

affordability unlike any offered for rifles before.

Bolt-Actions and Big Game The bolt-action was first introduced nearly 200 years ago, and since the late 1800s, it’s been the platform of choice for big-

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9/11/13 5:20 PM

• pAGe 33 •

The Browning A-Bolt 3 Composite Stalker has a toptang safety and a detachable magazine.

• rifles •

The Marlin X7 Synthetic features a 22-inch barrel with a target crown. It’s available in three popular calibers.

Mossberg’s ATR is a value leader, with a Lightning Bolt Action adjustable trigger and a 22-inch fluted barrel.

game hunters. Not unlike the rise of the modern sporting rifle, the boltaction’s popularity in the field was born out of its performance on the battlefield, as thousands upon thousands of returning soldiers turned to their trust-

ed Springfields and other bolt-action Mauser variants to hunt with. The reasons those soldier-hunters relied on bolt-action rifles then are still valid today—the bolt-action is reliable, accurate, and versatile.

“While there are

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enough benefits of the bolt-action to fill a volume of books, to me, it really boils down to the reliability of the action itself,” says John Fink, senior product manager for rifles at Remington. “Every round is manually cham-

bered, and lock-up of the bolt is precise, creating a rifle that will fire as intended every time you pull the trigger and deliver the bullet on target with the greatest precision.”

It’s that legendary precision that can really seal the

oct./nov.

• 2013 •

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• pAGe 34 •

The Remington Model 783 uses a button-rifled magnumcontour barrel and a new trigger to enhance accuracy.

• rifles •

Though marketed as an entry-level rifle, the Savage Axis exhibits accuracy worthy of a more expensive firearm.

The Vanguard line delivers the heralded Weatherby performance, but in a far more affordable package.

oct./nov.

• 2013 •

SHB1113_BIG.indd 34

deal when selling a customer on the bolt-action platform. While advancements in material and construction have helped the modern sporting rifle overcome a reputation for just average accuracy, even some custom MSRs have a hard time competing at the bench with today’s factory bolt guns. This is especially true when it comes to the kind of longrange performance some big-game hunters demand.

“The bolt-action is the rifle of choice for the superlong-range shooting rage that’s storming the country these days,” says Grange.

The longer barrels available on bolt guns, measuring up to 26 or 28 inches, squeeze every last fps of velocity out of modern cartridges, and the vast array of chamberings—including large, magnum, and wildcat calibers—cover just about any application the big-game hunter asks of his rifle.

“The accuracy of the bolt-action makes it the ideal choice for big-game hunting. Many times, all you have time for is one precise shot, which negates the need for a quick follow-up,” says Fink. “If necessary, with a little prac-

tice, a bolt-action can be cycled without taking the rifle off the shoulder or even moving the scope out of alignment, providing a follow-up within seconds.”

outfitting the hunter After years of decline, the recent upward swing in hunting license sales has been heralded with much fanfare. It’s also been the subject of research and analysis, as everyone is trying to find out just who these new hunters are. Safe to say, many of the new hunters in the fields aren’t from the rural and male subsets that are typically mentored into the hunting lifestyle by a father, uncle, or family friend.

Women, urban twentysomethings, and even older adults are finding their way into firearms and outdoor stores looking to purchase their first hunting rifle. Often, frontline retail employees are their initial contact in the gun world. Smart retailers would do well to remind employees that nothing sends a customer out the door faster than a condescending tone and know-

it-all attitude. A good first experience might make a new customer a customer for life—a lucrative prospect considering all the gear and accessories that a new gun owner would need for the first hunt.

Foremost for the new hunter, the bolt-action is easy to use, offering a simple-to-operate mechanism for loading and unloading, as well as a safe and intuitive fire-control system.

This instills the kind of discipline and forethought every hunter should possess before going afield.

“From loading the magazine, to chambering the round, to cycling the safety, to firing and unloading— every action is done manually with a bolt gun, forcing the shooter to think through everything he is doing,” says Fink. “This discipline helps new shooters develop good shooting technique more quickly.”

Don’t forget price Practical, application-based arguments aside, one of the most compelling reasons the bolt-action rifle is the best tool for big-game hunting is pure economics.

Most firearms manufactur-

ers in the rifle game are now offering at least one $500 (and in some cases, $400) bolt-action rifle in their product line.

Considering the quality and performance a consumer can walk out of the store with for that money, modern bolt guns represent the best value available in today’s rifle market.

“From a performance standpoint, bolt-action rifles being built today are exceptionally accurate, possessing all the performance features that have made the bolt-action the go-to rifle for the last 115 years without costing a lot of money,” says Fink. “The new Remington Model 783 is a perfect example of a rifle that is solidly built for a lifetime of service. It delivers accuracy rivaling many custom-built rifles, but retails for under $450.”

Others worth adding to your racks include the Marlin X7 series, Weatherby’s Vanguard, Ruger’s American, Savage’s Axis, Mossberg’s ATR, and Browning’s new A-Bolt 3 Composite Stalker.

Despite its age, or more accurately, because of its heritage, the bolt gun remains the best rifle for many big-game hunters.

9/11/13 5:20 PM

• pAGe 35 •

selling Ammo Hunters Need When the hoarding ends, hunters will buy from retailers with good product, good prices—and good advice By Wayne Van Zwoll

T

he 2012 election and subsequent events triggered a run on ammunition. That’s old news for firearms retailers, who know firsthand that even the millions of .22 rimfire rounds produced daily at Federal and CCI plants have been absorbed instantly. One customer who demanded more than the ration of one carton at a Cabela’s outlet was told: “Without the limit, you’d have no ammo at all. That carton would have been snapped up on arrival.”

Manufacturers have responded to this huge surge in consumer demand, but their efforts have fallen short of meeting demand. “We’re producing 40 percent more ammo than last year,” said a spokesman at Hornady.

“But demand is up over 100 percent.”

This frenzy will surely fade. The surge in sales during President Clinton’s administration flattened trade the following autumn, when ammuni-

tion usually sells briskly.

“Shooters were tapped out,” a retailer told me.

“They had no cash left for hunting ammo.”

No doubt, persistent attacks on private gun ownership have prolonged this spike. In a big Midwest gun shop recently, I found mostly empty shelves. A salesman pointed to a plaid-shirted fellow prowling the aisles and said, “He has a quarter-million .223 cartridges in his basement.”

Hoarding and record prices for even common rounds resulted in ammo being bought and immediately resold for profit.

Winning the Big Game Now, while even a can of sardines stamped “5.56” might fly off the shelf, smart retailers look past the challenge of getting enough pistol and modern sporting rifle ammo to sell. Long-term, you’ll boost profits with hunting loads—big-game ammunition you can price competitively and recommend

confidently.

Superior Ammunition, a custom loading shop, catalogs 265 rifle cartridges.

Cartridge lists from major manufacturers show more than 80 loads for the .30/06 alone! Omitting exotic, wildcat, and obsolete rounds, and then sifting out special-purpose loads, you still have thousands of options. What to order?

Regional tastes matter. I live in elk country, where in my surveys the 7mm Rem. Mag. and the .30/06 top popularity charts. The .300 Win. and .270 also are perennial favorites. Overpowered in most places, the .338 Win. has strong support here, and the .300 WSM is gaining. As many elk hunters use the same rifle for deer, such potent rounds tumble bucks that elsewhere might fall to .243s. Long shooting keeps the 6mms and .25/06 popular for deer. Hunters like the 7mm-08 and .308 for their versatility and gentle recoil. The .223 is more popular with ranchers than with prairie dogs: “An MSR is clumsy,” a rancher told me. “But last fall I

surprised three coyotes and shot ’em all before the last one got out of range.

A bolt gun would have been too slow, and I’d have run the magazine dry.”

Although “big woods” deer hunting in the East brings to mind the .30-30 and .35 Rem., hunters in close cover have long trended to scoped bolt guns with more reach.

The .30/06, .270, and .308 are popular everywhere, and you’ll do well to carry a variety of loads for

• AMMo •

Knowledgeable advice is what separates gun shops from bigbox stores.

It’s a viable substitute for volume pricing.

Fusion 130-grain .270 (left) delivers good performance at an affordable price. The Winchester Power-Core 95/5 130-grain .30/06 is also an economical cartridge.

oct./nov.

• 2013 •

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9/11/13 5:20 PM

• pAGe 36 •

• AMMo •

each—and some pricepoint options like the new Hornady American Whitetail. “It’s our custom ammo with less-expensive ball powder,” my friend at Hornady told me.

Though surplus infantry rifles are no longer cheap,

you can alert owners to superb new hunting loads for the 6.5x55, .303 British, and 8x57 Mauser. The ubiquitous Savage 99 still needs .300 Savage ammo.

The .45-70 is riding a resurgence in the Marlin 1895 and other rifles. The .220

Swift, .250 Savage, .300 H&H, .348 Win., and other faded stars generate little traffic, but shooters who need them will remember your shop for having a box or two, and you needn’t offer any discounts. Ditto redundant magnums such as the WSMs and Remington’s long and short Ultra Mags.

Weatherby’s listing of affordable Vanguard rifles in .240, .257, and .300 Wby. will bolster demand for these rounds. New loads and spiffier packaging can help you sell more of popular cartridges.

Blue-collar safari-style rifles in .375 H&H, .416 Rem., .458 Win., and .458 Lott give these cartridges legs, and margins on bigbore ammo are healthy.

Customers who blanch at sticker prices still pay.

That 10-pound CZ with a quarter-rib insists!

It’s a given that you know differences between cartridges, and can advise someone with a “threehun’rd mag.” Barring after-market wildcats, you should be able to quickly narrow possibilities.

Consider this scenario: “What’s the rifle?”

“Remington, I think.”

“How old?” “Well, sometime after the war…but before Kennedy.”

Taking this fellow at his word, you know he needs .300 H&H ammo, because the .300 Win. didn’t appear until 1962, and the Remington 721, which arrived in 1948, was sold in .300 H&H, never .300 Wby. (circa 1945). Didn’t jump ahead on this interrogation? You’re losing sales. Not just this one, The Remington Premier Scirocco Bonded line uses a Swift Scirocco bullet.

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but the many that hinge on your ability to entertain shooters hungry for intelligent talk. Wow them with your historical and technical savvy, and you’ll earn their business.

Knowledgeable advice is what separates gun shops from big-box stores. It’s a viable substitute for volume pricing and doesn’t cost you anything. More and more people buying ammunition know little about firearms. Oddly, the importance of earning customer confidence escapes some retailers. Recently I hosted a group of hunters on their first safari. One, who owned a .280 Remington, wrote before the trip of buying Nosler ammo in .280 Improved.

Gently, I inquired if there might be a typo, as “.280 Improved cartridges won’t chamber in a .280 Remington barrel.” The ammunition went back for exchange. The retailer should have been alert to this possible oversight.

Weighty Matters For popular cartridges, the proliferation of bullet types within weight ranges makes load selection a chore. In my youth, “onefifties” for a .308 meant Winchester Power Points or Remington Core-Lokts.

Now Winchester lists nine bullet types. Nosler has eight. Barnes and Hornady each offer 11, Federal 12.

Not all are suited for big game, but hunting bullets dominate every manufacturer’s stable. Barnes puts 62 under the TSX label alone. You must tell the customer with the .308 (tactfully!) that you haven’t time to discuss each of dozens of useful bullets.

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But, add that you can narrow his choices. “For deer, try 150- to 165-grain bullets. You want easy upset but adequate penetration for quartering shots.

Pointed noses add reach.

But you don’t need VLD (very low drag) bullets or even boattails. Lead-free bullets cost more.” You get the idea. Explain as you trim the list of options how you’re helping the customer.

faster... faster After 40 years of reporting on hunting ammo, permit me some personal observations. Bullets that once killed deer and elk still do.

The beasts haven’t changed. And while hunters who don’t remember Rin Tin Tin might find it hard to believe, many metric tons of tough animals have fallen to the 7x57, .303 British, and .30-40 Krag, all dating to the advent of smokeless powder. Most game still drops within point-blank range of modern cartridges. My last half-dozen animals fell at an average distance of 135 yards.

Still, the trend is to fast bullets that fly flat. Think pointed noses. All of Winchester’s expanding big-game bullets are pointed. Of Sierra’s 130-odd hunting bullets, only 13 are not pointed. All but six of Barnes’ lead-free hollowpoints are pointed. Swift A-Frame and Scirocco bullets through .358 diameter have aerodynamic noses.

Hornady’s broad selection includes just a handful of round-nose bullets.

Like sports cars, pointed bullets look fast standing still. Though they’ll likely be used at what was once

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iron-sight range, they outsell blunt bullets. Sharp polymer tips add appeal.

The Nosler Ballistic Tip delighted riflemen in 1984.

“We were the second North American firm with a polymer-tipped bullet,” said Bob Nosler. “Earlier, Canada’s now-defunct Dominion brand had the Saber Tip.” Nosler gave the nose to AccuBond, its first bonded bullet, in 2002, and to its lead-free E-Tip in 2008.

Other firms have seen the light. While polymer noses can’t be said to improve the accuracy or flatten the arc of samestyle bullets absent tips, they add a cosmetic edge.

Poly tips can influence upset and penetration.

Penetration and retained weight, easy to measure in gelatin, don’t reflect killing power. Nosler’s Partition characteristically loses most of its front end in tough game, but it still drives in deep enough to do the job. In my experience, the remaining shank of a Partition scales about 60 percent of original weight. That’s okay, because the 40 percent I don’t retrieve has still helped kill the animal. I’m as keen on Swift A-Frame and Federal Trophy Bonded bullets, which retain 90 to 95 percent after double-diameter upset. I’ve found Norma’s bonded Oryx deadly on tough animals (Norma is making an effort to improve ammo distribution stateside). For me, the aerodynamic AccuBond shoots accurately, expands reliably, and drives deep. Ditto the Swift Scirocco and Barnes TSX.

A bullet’s base affects flight. Boattail (taperedheel) design trims drag, but inside 300 yards, flatbase bullets fly as flat.

Sierra’s MatchKing BT has an enviable record; still, a flat base is easier to produce because it has one less angle, so one less variable. Uniformity is the key

to accuracy.

Got all that? Just keep in mind that helping a customer select the right load for the job at hand reaps big benefits down the road—especially when he comes back through your doors with a big smile on his face to show you his hero shot.

• AMMo •

The proliferation of bullet types makes load selection a chore. Your job is to help the customer choose the load that works best for the job at hand.

Federal Premium Trophy Bonded Tip uses boattail bullets with a polymer tip.

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Big-Game riflescopes • optics •

Take the guesswork out of choosing the right reticle

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By Robert Sadowski

odern riflescopes are technological wonders. Many boast exceptional lens quality as well as specialized coatings that make the sight picture clear, sharp, and vibrant. These scopes are also far more robust than those of a generation ago. Indeed, your customer expects a new scope to withstand intense recoil as well as nasty weather conditions, including snow, sleet, rain, and dust. Even some budget-priced scopes now perform at very high levels.

So, your real issue isn’t recommending a brand of scope; it’s recommending the correct reticle. Reticles now run the gamut from simple, old-fashioned crosshairs to seemingly complicated mil-dot versions. Leupold, for example, offers more than a dozen different reticle designs. Zeiss offers at least 18 suitable for deer.

So, what’s best for the hunter standing on the other side of the counter?

“The first thing a retailer should do is try to ascertain what kind of hunting the customer is going to be doing,” says Pat Mundy, product man-

ager at Leupold & Stevens. “Different reticles are more appropriate for different animals and different conditions.”

Let’s say your customer is excited about the thought of getting a BDC (bullet-drop compensating) reticle. These are a very hot trend at the moment.

Though these reticles may seem a bit complicated at first glance, they really are not. Most are easy to use.

Each manufacturer has its own proprietary BDC reticle, but in general they all work in a similar fashion.

By using a caliber with a known bullet weight, BC (ballistic coefficient), and

muzzle velocity, the reticle is designed to generally match the trajectory of the bullet. Hash marks on the vertical post of the reticle give shooters additional aiming points; if the center aiming point is zeroed to 100 yards, the hash marks below it provide aiming points from 200 to 600 yards, depending on the manufacturer. The shooter need only know the distance to the target and the magnification setting required (as determined by the manufacturer) to set the scope to use the additional aiming points. It might seem intimidating to a customer to gather

the cartridge data, but most manufacturers make it easy, providing factory load data and magnification settings in the scope manual or on their website.

range in on the intended Use Terrific, right? Well, just keep in mind that, in some cases, BDC reticles really aren’t the best choice. “A BDC reticle isn’t necessary if your customer only shoots in the 100- to 150-yard range with a centerfire rifle,” says Paul Arnhold,

Meopta (right) and Meostar are designed to deliver European performance, but without an exorbitant price tag.

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Bushnell’s public relations manager. But if he intends to take a longer shot, this would be an appropriate choice.

“Bushnell’s Dead-On Accurate (DOA) Reticle is simple to use and very accurate, and it offers accurate holdover points from 100 to 600 yards,” says Arnhold. “The DOA 600 reticle, Bushnell’s centerfire BDC reticle, is compatible with calibers from .224 to .308 in ammunition from a number of manufacturers to sight in your rifle and use the reticle to full advantage.”

Because most manufacturers do offer several different types of reticles, you should ask where the customer intends to hunt.

“Leupold’s long-range Duplex, available in VX-1 and VX-2 scopes, has great holdover points, but no hold-offs for wind,” says Mundy. “That reticle might be ideal for somewhere that hunting is not usually very windy, but I would opt for a Boone and Crockett reticle in a VX-3 if a hunter was going somewhere windier, like Wyoming or Montana, and needed that extra dimension.”

The only “guesswork” still involved with a BDC optic is determining distance to target. Many reticles provide a distance calculator built into the reticle. Basically it is a pair of vertical hash marks off each horizontal aiming point. If the brisket of the average size deer fits between the hash marks, the beast is 200 yards away and so on. These are approximations but generally work well in hunting applications.

“When you couple one of the BDC reticles with Leupold’s RX-1000i range-

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finder that uses our proprietary TBR (True Ballistic Ranging) software,” says Mundy, “you really get the utmost in long-range precision.”

Here, it certainly makes sense for a retailer to ask a customer if he has a rangefinder to squeeze the most out of BDC reticles.

less Guesswork, More confidence Since a reticle’s performance is directly tied to the cartridge used, I create a cheat sheet—a simplified version of a sniper’s dope card. I use a permanent marker to draw the reticle on a piece of masking tape and indicate zero distance, the distance of the additional tick marks, and the load. I then affix the piece of tape to the eyepiece of the scope or the side of the stock so I can easily see it as I start to aim. This might be a good suggestion to a hunter whose rifles collect dust in the off-season. It also can help customers who have numerous rifles.

“Improvements in rifles have made long-range hunting possible,” says Reinhard Seipp, general manager and chief operating officer at Meopta U.S.A. “But it required improvements in scopes and, in particular, reticles to make it safe.” BDC reticles also help take the guesswork out of holdover at different ranges. Less guesswork means hunters have more confidence to take longer shots when the conditions are appropriate. But just because the scope has a BDC reticle does not mean it’s a substitute for a lot of practice. All manufacturers agree that quality trigger time behind BDC scopes—

or any scope, for that matter—is extremely important. It’s also wise to mention to customers that a BDC does not automatically give the hunter the right to take long-range shots.

“A lot of practice, good range data, and the right conditions—along with these reticles—can help hunters make clean harvests at long ranges,” Mundy says. (This is also a good opportunity to crosssell ammo with a scope purchase. Make sure the ammunition is the same type your customer is going to use for hunting.)

Another hot reticle style at the moment is the mildot. Having a quick conversation with a customer unaware of mil-dot reticles is like trying to teach college-level calculus in five minutes. Don’t get me wrong: Mil-dot reticles are easy to use, but only after the shooter is familiar with the mil-dot concept. In reality, the mil-dot is probably more appropriate for target shooters rather than typical deer hunters.

However, if your customer considers himself a “precision” shooter, this just might be for him. In this case, take the time to carefully explain the advantages of this reticle.

Finally, have any of your customers “lost” the crosshairs when aiming at a beast in the shadows?

Illuminated reticles can help make a black reticle on a black target infinitely clear.

“Illuminated reticles, such as the new Bushnell BTR-1 and BTR-2, allow for fast target acquisition at close range—think red dot—on a low-power setting, as well as holdover points for longer-range shots at high-power magnification,” says Arnhold.

Given all the available options, educating your staff on how best to match customer to reticle will pay off handsomely. You’ll sell a customer a product that works for him, ensuring he’ll come back to you again and again.

For a hunter who wants a top-of-the-line scope, Zeiss is a good choice.

• optics •

Bullet-dropcompensating reticles help take the guesswork out of holdover at diferent ranges. They often work best when paired with a rangefnder.

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selling Hunting Knives • KNiVes •

Understanding blade types is the key By Christopher Cogley

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ore and more gun store owners are realizing that hunting knives are a natural extension of their product assortment. They’re also realizing that the add-on sales potential and margins associated with knives is a great way to increase profits, not just in the months leading up to hunting season, but throughout the year. To maximize those profits, however, it’s important to understand the main tasks that hunters call on their knives to perform,

and which blade types are best suited to handle each of those tasks.

General purpose “There are those guys who will carry a knife that’s only for skinning and another knife that they use for everything else,” says Nando Zucchi, vice president of sales and marketing for SOG Specialty Knives and Tools. “Then there are those guys who want to bring only one knife, and they want it to do everything.”

Regardless of which camp your customer falls into, the best choice for a general-purpose knife that can do nearly anything a hunter needs is one that has a drop-point blade.

“Drop-point blades are strong and very versatile,” says Stephanie Young, marketing project manager at Buck Knives. “They can be used as general work knives because the blades are fullbellied with a strong, thick

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point for heavier tasks.”

Because a knife with a drop-point blade is made to be so versatile, and relied on for so many tasks in hunting camp, it’s typically a fixed blade, with a full or threequarter tang to increase its strength and utility.

“A large-bladed droppoint knife can help you clear brush, split a breastbone, and even dig holes,” says Bill Raczkowski, category manager for Gerber Legendary Blades. “It also gives you more of an edge, so you have a larger cutting surface and can use more of your blade without having to stop and sharpen it.”

skinning Skinning an animal—especially a large animal, such as a moose or elk—can be a daunting task. Although many hunters (those who only want to carry one knife) will skin all of their animals with a standard drop-point blade, many

knife makers have modified the drop point and created blades that make the process of skinning much more manageable and effective.

“Blade design for a true skinning knife is extremely important,” says Dan Weidner, president of Boker. “The purpose of a skinner is just that—to remove the hide from the meat without penetrating the meat. The drop point and belly of a true skinning blade help to make this chore more achievable.”

Because most hunters don’t want to have to stop in the middle of the process to sharpen their blades, skinning knives are designed to provide more surface area for hunters to use.

“A good skinning knife should have a lot of cutting edge with a smooth, sweeping surface,” Zucchi says. “It helps to have a finger choil up front that allows you to have more control when you’re skinning and helps you to use

the entire length of the blade so it doesn’t dull as quickly.”

As with generalpurpose knives, however, when it comes to skinning knives, blade design isn’t the only factor your customers should consider.

“The actual process of skinning game proves to be a messy situation,” Weidner says. “For that reason, a firm grip is key. The rough guayacan wood handle of the Boker Skinner will actually take on a tacky feel when it’s used, which helps prevent slipping. Notched thumb ramps in critical areas for the thumb and forefinger also enable precise cutting and blade placement.”

From the width of the handle to the length of the blade, skinning knives are available in all sizes, and there isn’t necessarily an ideal size for any one person, or any one animal. As with so many other aspects of knives, much of it comes down to personal preference.

The clip-point Buck Folding Hunter is a classic lock-back design that is prized for its durability and versatility.

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“You need to feel the knife—the balance, the handle grip, the weight,” Raczkowski says. “Not every knife fits every hand.”

Detail Work “There’s often a perception in the industry that hunters want these giant knives with huge blades, but when you actually talk with hunters, you find out that the reality is that they typically want something smaller with more control,” Zucchi says.

From caping an animal, which requires delicate and precise cuts in order to detach the hide from the skull, to removing small cuts of meat from the bone in hard-to-reach places, hunters need to have a knife that gives them the ability to perform extremely detailed tasks. Because most of that detail work will be performed with the tip of the knife as opposed to the belly, when the time comes, most hunters will reach for a clip-point blade.

“The front end of a clip-point blade is concavely ground to a crescent tip, which makes it thinner with a sharper point,” says Young. “This shape provides good control for detail work and cutting in tight places.”

Clip-point blades are also typically the preferred blade for small game and bird hunters, because cleaning their quarry requires

The Small Field Dressing Kit from Victorinox includes boning, skinning, and fillet knives, and a sharpener.

the kind of delicate control that these blades provide.

That control comes with a price, however.

“While the point of the blade is effective for detail work, it’s not as strong as the thicker points on drop-point blades or skinners,” Young says. “You have to be very careful not to put too much side pressure on the tip, or you could break your blade.”

For that reason, it’s unlikely that you’d ever find a clip-point as the lone knife in a hunter’s pack. However, it’s equally unlikely that you’ll find many hunters who aren’t carrying a secondary clippoint blade to handle all those small tasks for which a drop-point isn’t suited.

“Variety is the key,” Raczkowski says. “There’s no such thing as one knife that can do it all. You should really have at least two or three knives with you when you’re hunting.”

Tactical knifemaker SOG recently introduced the droppoint Huntspoint, a traditional fixed blade.

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survival Although it’s technically not a hunting knife, one type of blade that more and more hunters are choosing to carry in their packs is a knife specifically suited for survival situations. And, just like with the hunting knives you’re selling them, it’s important to point out the features that will help your customers choose a survival knife that’s right for them.

“Functionality in a survival situation is the top consideration,” says Jared Schoening, category manager for Gerber Legendary Blades.

The challenge for many of your customers, however, will be visualizing what functionality they’ll need before they’re in an actual emergency. You can help by reminding them that, just like with hunting knives, variety is crucial.

“Until you’re in that situation, you can’t always predict what you’re going to need,” says Christopher Costa, director of product management and packaging for Victorinox. “The key is to have a knife that has the implements to cover a wide range of tasks you might encounter in a survival situation.”

The more of those tasks you can help your customers see—from building a fire and preparing shelter to spearing fish and signaling for help— the easier it’ll be for them to understand what qualities are most important in a survival tool.

“A lot of people don’t think about it, but coloring is a big consideration for survival knives,” Schoening says. “If it’s dark and you set it down, or if you drop it in a stream, it could be hard to find. And if you lose your knife in a survival situation, you could be in for a world of hurt.”

Durability, functionality, and general quality of construction also become important factors when considering a survival tool.

Although many hunters can readily see the importance of this, it might be hard for them to justify paying a steeper price for a knife or tool that they don’t plan on ever having to use. It’s important, however, to remind those customers what the true purpose of the knife is: It’s a tool that can help save their life.

• KNiVes •

There’s a perception in the industry that hunters want these giant knives with huge blades; the reality is that they typically want something smaller with more control.

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W H AT ’ S S E L L I N G W H E R E

West

Fort, Big MT The Timber

Employing 15 people and stocking more than 1,000 guns, this busy independent inventories a long list of shooting accessories. Sales for 2013 have been excellent.

Although modern sporting rifle numbers are down, the store continues to average two to three each week. Deer and elk guns are seasonally peaking—demand for the Savage Axis and Trophy, primarily in .270, is very high. Remington CDLs are hot as well, and this dealer reports Browning and Winchester shipments are heavily back-ordered.

“Our Browning numbers would be a lot higher if I could get our inventory filled,” said manager Don Vancil.

Upland shotgun sales are better than last year’s, with Beretta Silver Pigeons in 20 and 28 seeing steady improvement. Handguns continue

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

to make quick turns, with large numbers of SIG 938s, Springfield XDSs, and Smith & Wesson M&Ps in .40 and .45. Ammo stocks are slightly better than expected.

NV

Silver State Arms, Reno

With three full-time employees and an average of 600 guns in stock, this family-run store services home defense, reloaders, and hunters in a snug 1,500 square feet. Handgun sales are off compared to last year’s “run on guns,” says counter salesman Ken Wall. “Our local traffic has been the slowest in years.” Springfield XDSs and Glocks in 9mm and .40 are pulling the highest numbers.

Smith J-Frame revolvers and Ruger LCRs are attracting light traffic.

Although MSR sales are down to two per month, seasonal bolt-action sales are improving, with movement

Midwest Guns, MIGary’s Muskegon

This 1,500-square-foot gun shop keeps 500 firearms in stock. The store is reporting strong sales for 2013.

“Although handguns are an exception this year, our store has become highly price-sensitive. Rifles, muzzleloaders, and semi-auto shotguns all sell under the $500 to $600 mark,” said owner Gary Foster.

Deer gear is hot. Savage Trophy combos and Remington SPSs with new X-Mark Pro triggers are moving well. The most popular rifle caliber this year is .243. The new Traditions Muzzleloader is getting the best blackpowder turns in several years.

MSR sales slowed to two per week over the summer. Smith M&P Sports are the top seller for the category.

Handgun sales continue to be brisk. Glocks and Smith M&Ps are selling equally in 9mm and .40;

Diamondback 9mm pistols are remarkably active.

IA

Mike’s Guns, Iowa Falls Keeping

about 300 new and used guns in stock, this small two-man shop is reporting that 2013 summer sales were the slowest in several years.

Kel-Tec .380s and Ruger LCRs and LCPs are the best movers this fall.

“We could deliver numerous Kimber sales, but we just can’t get them in. We are more than a year behind,” said owner Dixie Beaupain.

Ammo stocks are improving, with some .22s showing up. However, .45ACP is particularly hard to get.

Sporting long gun sales are improving. Savage bolt-action slug guns and Mossberg 500 Combos pull the best numbers. MSRs have slowed down to just two turns during the entire summer.

in used Winchesters and Brownings, and some new Remington BDLs. Ammo stocks are low, with shortages in .22, .380, and .45ACP.

Gun WAWelcher’s Shop, Tacoma

This busy metro retailer stocks large inventories of hunting rifles, MSRs, and handguns. With hunting season in full swing, handguns are still moving. “Our handgun sales remain impressively consistent year-round.

If we could just get .22 ammo, we would be in good shape for fall season,” said manager Bryan Welcher.

Ruger LCPs lead the pack, but the Springfield XDS in three calibers is posting good numbers. Smith Shields are also hot. Bolt-action sales are increasing, with Browning X-Bolts in .30/06 and .300WSM Tikkas turning well. In MSRs, Smith and Rock River split the high ground.

R&R Gun Shop WI and Variety, Loyal

Located in rural central Wisconsin, this small-town retailer keeps its firearms inventory below 60 units while stocking jewelrymaking supplies and guitars.

Handgun sales have slowed. High points here are Hi-Point CM-9s and .45ACPs, as well as a few used Glocks. “We have really seen a downturn in our local economy, and it has slowed all retail business across the board,” said owner Richard Rinehart.

Ruger 10/22s would be selling strong, if this store could just get them in stock. Instead, Savage Model 93s in .17HMR and Axis Rifles in .223 are on the move.

In addition to used pumps from Ithaca and Mossberg, new Remington 870s have seen a few turns.

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W H AT ’ S S E L L I N G W H E R E

East

Guns, PA Bee’s Saltsburg

With more than 350 firearms in inventory, this small shop has two full-time and two part-time employees.

“We’ve dedicated a lot of time on the phone to make sure we have high inventories of deer-rifle calibers,” said counter salesman Mike McKnight. Sales of hunting long guns are in high gear, with Savage Axis and Ruger Americans posting the highest turns. Popular calibers include .30/06, .308, and .270.

MSRs have decelerated to one sale a week, on average.

Upland and duck pump guns are moving, with Benelli Novas and classic 870s pulling the best numbers. Handgun sales are brisk.

Kimbers are on back order, and the Taurus TCP .380 is securing plenty of attention. Sales of M&Ps in .40 are strong, as are Ruger LCPs.

South

Autrey’s GA Armory, Fayetteville

With 15 employees, this tactical home-defense retailer is located in the suburban Atlanta area. Handgun sales are steady, and back-ordered inventories are quickly catching up. Springfield XDS sales are on hold; information is being sent to customers affected by the late August recall. Glocks are filling the void, along with additional demand on Smith Shields in 9mm and .40. “Ammo shortages continue to concern our customers.

Our supplies of .22 ammo are limited to high-grade match rounds, and even that is hard to get,” said general manager Mark Poole.

MSR sales are up, with Rock Rivers topping the list. The scales on pre-deer season bolt-actions have tilted toward Ruger American and Savage Axis in .308 and .243.

Coliseum Gun NY Traders, Uniondale

Located just 15 miles from New York City, this dealer packs more than 4,000 firearms into just 2,400 square feet, including a gunsmith shop. Learning how to deal with the changing state gun laws has been an exercise in patience and marketing savvy. “We are more optimistic now, since a Buffalo court is reviewing the state’s gun law. Our MSR shelf space has been replaced by high-end shotguns and rifles, and they’re selling well,” said owner-buyer Andrew Chernoff.

Sporting rifles are peaking, with Sako 85s in .270 and Remington 700 CDL SFs in .308 and .30/06 turning fast. Clay and bird gun sales are strong, with Beretta Silver Pigeons, Browning Citoris, and Blasers posting more turns than last year. Handgun sales are steady. Springfield XDSs

Heber Springs AR Gun & Pawn, Heber Springs

Located in north-central Arkansas, this small, three-employee store keeps more than 300 guns on hand. Handguns are heating up, with Kel-Tec P-3ATs and 9mms tied for the top slot.

Meanwhile, Glocks are selling well in 9mm. “Our sales of .22 pistols would be through the roof if we could just get ammo,” said counter salesman Ben Parker.

Savage Axis and Remington 700 BDLs have staked the high ground in bolt-action sales, predominantly in .270 and .308. MSRs are still holding their own, with more than one turn a week, principally from Bushmaster. Benelli Super Black Eagle IIs are starting to heat up, with several Remington 870s and Mossberg 500s heading home with waterfowlers.

and Ed Brown 1911s are holding their own. The store has several Wilson Combat pistols on order.

Gun Shop, NH SL Mason

With 1,200 guns in 2,000 square feet of space, this retailer is located just 500 feet from the Massachusetts border.

Ammo shortages of .22 are this retailer’s bane. “We have to limit .22 ammo to the purchase of a .22-caliber gun,” said manager Chris Gauffin.

MSR sales continue to cool. Boltaction rifles, however, are fast movers. Tikka T3s and Remington 700 SPSs are moving in .308, .270, and .30/06. Slug deer shotguns are also hot—the Mossberg 935 combo is selling best. Benelli Montefeltros and Stoeger Uplands are leading upland shotgun sales. Handgun inventories are at an all-time high. SIG P380s and Smith Shields are especially hot.

Philadelphia MS Gun & Pawn, Philadelphia

This eastern Mississippi shop specializes in handguns, and it keeps more than 300 firearms in stock to serve its rural clientele. Glocks in .40 hold the reigning position at this store, followed by a high number of Springfield XDSs and Smith Shields.

“Our ammo inventory has improved across the board. However, it’s still extremely difficult to get our hands on .22 ammo in any numbers,” said counter salesman John Bozeman.

Bolt-action hunting rifles are active, with Marlin XL7s and Browning X Bolts and A Bolts climbing the sales chart daily. Remington 700 CDLs and BDLs are posting higher numbers than they did last year. MSRs are down to three per week. Here, Bushmaster holds the leading position.

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GOOD STUFF

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

Power Lunch few years ago, while I was deer hunting on a cold, dank day, my guide asked me if I was hungry. When I said yes, he replied, “Then it’s time for lunch.” He opened his pack, but instead of handing me a bologna sandwich on white bread (with the usual yellow mustard), he pulled out a small cast-iron skillet, a backpack stove, and some venison.

He looked at me—I’m sure my jaw had dropped a country mile—and said, “Here’s what I’ve learned about hunters.

A hot lunch picks everybody up on a cold day, and it will help keep you focused this afternoon.”

He was right. The hot sandwich was so good, I forgave him the white bread and yellow mustard. Later that day, I had enough focus to wait out a nice 8-pointer.

That lunch came to mind when I was setting up a BioLite CampStove. The stove was originated to help make cooking on wood for Third World denizens as clean, safe, and easy as it is with petroleum-based fuel. But the company added a neat twist— the stove converts the heat generated into electricity that can power a cell phone through a USB port. So if you’re hunting way back in the boonies, the backpack version can not only deliver warm vittles at a critical time, but it can also wake up a phone with a dead battery. (Having endured Hurricane Sandy, I think this is also a nice item to have in the garage when bad weather comes calling and the power goes out for a week or more.)

With the basic stove, you’ve essentially got a platform that will hold a pot for the usual backpacker gruel. But if you opt for the portable grill, as I did, you can really do some cooking.

Setup is simple. Just extend the stove’s three fold-out legs, set it down, and attach the power module. The module

houses the thermoelectric generator that converts heat to electricity. It also provides the current to run a two-speed fan that helps regulate the fire, which burns so efficiently that you’ll need far less fuel than you think. Because the stove

gets maximum production from small bits of wood, you won’t have to spend very much time gathering firewood—in fact, all you need is a collection of rather small kindling and some dried duff. (Note: The stove has been designed to burn

1

2

The accessory grill (1) has a surprisingly large cooking surface. The fuel intake lid (2) snaps open to feed the fire.

Closing the Sale

G

iven the design, this is a product that will probably appeal more to younger customers, who will no doubt see the value in being able to recharge a smartphone as well. And though the BioLite system is bulkier than the typical backpack stove, emphasize that the user doesn’t have to carry in fuel—or worry about running out of it.

wood only; no fuel tabs, charcoal, or liquid fuel of any sort.)

The one real issue I found when using the stove is with, oddly, lighting the fire. That’s because the design of the fuel chamber requires you to get the flame down toward the bottom to start the fire. The company recommends long fireplace matches, which can be a problem on a windy day. I would suggest commercial fire sticks, which is what I used.

Once lit, the fire gets going quickly. After about 10 seconds, push the low-fan switch.

The fan is nothing more than a bellows that efficiently gets more oxygen into the mix. If needed, you can switch the fan to high. It will take some time to figure out how to regulate the fuel mix in order to provide just the right amount of flame for cooking, but this is not a steep learning curve.

Give the unit plenty of time to cool down before cleaning it and safely discarding the ashes.

The big surprise is that you won’t have much to dispose of.

This is a very efficient stove, and when I peered into the chamber after the fire had died out, I was surprised at how little ash there was. There really wasn’t much more than that left behind from a particularly good panatela. Oh, one other thing. Though it may not be as compact as a backpack stove, you won’t have to tote in any fuel. In the woods, it’s all around you. And this stove is sure a lot lighter to carry than a cast-iron skillet. SRP: $129.95, stove; grill, $59.95. (biolitestove.com)

KYLE THOMPSON

A

Hot food on the go

46 ❚ SHOT BUSINESS ❚ OCTOBER/NOVEMBER 2013

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Owned by:

9/10/13 10:47 AM

NEW PRODUCTS (Continued from page 52)

Bear OPS Just when you thought zombie mania was over, here comes a knife for the undead!

The new Undead series of tactical knives from Bear OPS features a distinctive Reaper Z coating (created by combining realistic images of zombies and bio-hazard symbols) and quality steel blades. Models in the series include the Stiletto, the Constant II, and the Bear Song IV. The UD-MC-300 Stiletto has a 3¼-inch blade made of top-quality S30V stainless steel. For smooth opening, the blades ride on bronze phosphorous washers and a

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Bear OPS has introduced the Undead series of “zombie” knives, including the UD-CC-600 Constant II, a 4¼-inch modified drop-point, fixed-blade knife. The blade features Reaper Z coating, and the zombie-green handle is textured G-10.

precision ball bearing. The handle is T6 aluminum. SRP: $120.

The fixed-blade UD-CC-600 Constant II has a 4¼-inch modified drop-point blade made of high-carbon 1095 stainless steel.

The green handle is textured G-10. SRP: $140. The UD-B-450 Bear Song IV Butterfly has a 2 ⅞-inch 14C28N steel blade and a T6 aluminum handle.

SRP: $140. (256-435-2227; bearops knives.com)

BeKool Biting insects are the bane of the outdoors, but BeKool has found a way to help deal with the nasty itch these bites leave behind. It’s a disposable, medicated patch that, once applied, calms and seals the bite so you aren’t tempted to scratch it, which, in most cases, only inflames the site. The patch can be worn for five hours, and if needed, patches can be re-

9/10/13 3:12 PM

BeKool is introducing the disposable Itch Relief Patch, a clear, medicated patch that can be applied to the skin and worn for five hours of relief from itchy bug bites. A flat pouch of 18 fits right in a hunting vest...or comfortably in a POS display.

applied up to three times per day. To use the Itch Relief Patch, simply peel one of the clear patches from the sheet and apply to the irritated area. Keep the flat pouch, which contains 18 patches, with you in your backpack or hunting vest. SRP: $4.99. (800-432-8629; bekool.com)

Meopta, USA The MeoPod TP-1 tripod has been designed specifically for use with spotting scopes, not SLR cameras. The two-way fluid head, guided by a long handle, delivers vibration-free panning and tilt action, a big plus when digiscoping or iScoping in

movie mode. The lockable handle allows for quick and stable “image capturing” after the target is acquired. Target shooters will also find this feature handy: Using an angled spotting scope and Meopta MeoPix iPhone Adapter, the shooter can see and photograph bullet holes in targets at great distances without having to leave the shooting position.

The tripod weighs just under 6 pounds and folds to 26 inches for easy carrying in the field. The MeoPod also features quickrelease levers to speed deployment of the padded, anodized legs, and its unique leg pivots adjust to four different angles for more versatile observation and photography. The maximum total height with center riser extended is 70 inches, and there is a center hook on which to hang extra weight, such as a backpack, for additional stability. SRP: $359.99. (800-828-8928;

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

meoptasportoptics.com)

LensPen

The MeoPod TP-1 tripod folds to 26 inches for easy transport.

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It’s no secret that many of your customers record their hunts on a smartphone of some sort. And every time they touch the screen, they leave behind an oily fingerprint. That’s where LensPen steps in.

SmartKlear is designed to remove fingerprints from iPhone and Android phone touchscreens. Its cleaning pad is impregnated with the same carbon compound used in other LensPen products designed for riflescopes and binoculars. No liquids, cloths, or sprays. Replaceable cleaning pads give 300 cleanings per pad.

CellKlear features the same carbonimpregnated cleaning tip as other LensPen models, and is sized perfectly to clean a smartphone lens. iPads and tablets are also very popular cameras. SideKick, the original LensPen touchscreen cleaner, has

9/10/13 3:13 PM

NEW PRODUCTS

TenPoint’s new Stealth SS crossbow is a smaller version of the Stealth XLT.

a cleaning pad twice the size of SmartKlear’s, and it is perfect for removing fingerprints from larger touchscreens.

SRP: SmartKlear, $9.95; CellKlear, $8.95; SideKick, $19.95. (lenspen.com)

TenPoint Crossbow Technologies The Stealth SS crossbow pairs the company’s popular, streamlined XLT bow assembly with the new stock and tactical barrel

assembly to create a shorter, lighter, and more powerful version of the awardwinning Stealth XLT. The key component is the FSB (Functionally Superior Bullpup) stock and a new black, anodized, 19.5-inch tactical aluminum fluted barrel fitted with a 4-inch bullpup version of the company’s patented PowerTouch trigger. The FSB stock uses strategically placed cutouts to reduce weight and improve balance, and the ergonomic design is configured with optimal comb height and length of pull.

For 90 years Crosman has built

America’s Airguns Drive Your Sales with Crosman’s

Display!

Freestanding Display features a range of Crosman’s top selling guns that are built right here in the USA, including the MK-177, M4-177 and the legendary 760 Pumpmaster, among others!

The embedded barrel employs rubber inserts and dual-purpose rubber safety wings to further reduce noise and vibration. The primary function of the patentpending wings, however, is to help keep the shooter’s foregrip hand safely below the flight deck.

Like TenPoint’s other XLT models, the Stealth SS’s bow assembly measures a streamlined 13.5 inches from axle to axle when cocked. Its machined riser is fitted with 11-inch IsoTaper Limbs, MRX cams, D-75 string and cables, and a detachable, lightweight, coated aluminum foot stirrup.

The combined assemblies produce an ultracompact 185-pound draw-weight model that shoots a 420-grain Pro Elite arrow 334 fps. With the new FSB stock and barrel configuration, the Stealth SS measures just 34.4 inches long and weighs only 6.8 pounds, making it the most compact crossbow TenPoint has ever produced. SRP: $1,099– $1,119. (800-548-6837; tenpointcross bows.com)

CRKT Tom Veff is internationally recognized as one of the world’s foremost professional knife sharpeners. He also designed CRKT’s acclaimed Veff Serrations, a design that has been embraced by knife fans around the globe. The Veff Flat Top Serrations were successfully introduced in 2009 on the Marine Utility Knife (M.U.K. model). Now the design is featured on many new serrated knives available from CRKT. The serrations excel at a wide variety of cutting tasks. Cardboard and rope are easily dispatched without snagging and catching. Due to their open design, the serrations are also easy to sharpen. Veff Flat Top Serrations can be found on the Ripple Stainless (SRP: $135), Enticer (SRP: $89.99), and Liong Mah (SRP: $49.99).

(800-891-3100; crkt.com)

Look for the Crosman booth at distributor shows nationwide, or contact your Crosman sales rep for more information.

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Easy-to-sharpen Veff Serrations are featured on the Enticer and other CRKT knives. crosman.com

9/11/13 4:31 PM

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

of paper to one ragged hole. Designed from the ground up with the world’s most advanced accuracy-enhancing features.

By the masterminds who brought you the Model 700. The new Model 783. Developed at The Rock, by Remington.®

Made in the USA

by American workers

©2013 REMINGTON ARMS COMPANY, LLC.

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9/11/13 4:44 PM

NEW PRODUCTS

PHOTO BY KYLE THOMPSON

Spyderco

From left to right: Phil Wilson South Fork fixed blade (SRP: $429.95) is a faithful rendition of Wilson’s custom version. The blade is ground from state-of-the-art CPM S90V steel; the high carbon content and the addition of molybdenum ensure a fine grain size and extreme wear resistance, giving it outstanding cutting performance and edge retention. The small, easy-to-carry Enuff Serrated Sheepfoot Salt (SRP: $179.95) uses H-1 steel to make it completely rustproof. The odd-shaped Equilibrium

by Ed Schempp (SRP: $154.95) is symetrically identical on both ends when folded. The VG-10 blade is fullflat ground and arcs upward in a pronounced choil, which helps place the blade’s edge in line with the knuckles of the hand, offering impressive cutting power for its size. (800-5257770; spyderco.com) (Continued on page 48)

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LEVER ACTIONS KNOCKING THEM DOWN 132 YEARS RUNNING. Since 1881, American hunters and shooters have trusted one lever gun over all others.

We’re honored to be a fixture of this great tradition, and are proud to offer the designs that started it all. Like the big-bore Model 1895SBL, now with a big-loop lever, corrosion-resistant stainless steel finish and laminated hardwood stock. And the Model 336 line, America’s most famous family of deer slayers, bred for superior speed and dependability.

Marlin. The strongest, smoothest, most accurate lever actions in the woods.

marlinfirearms.com

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