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Hearty Masters SaluteTo Sponsors, Teams

8Industry’s Message

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JUNE 2014 VOL. 59 NO. 06

SHOOTING INDUSTRY® (ISSN 0037-4148) is published monthly by Publishers’ Development Corporation at 12345 World Trade Dr, San Diego, CA 92128. Periodical Class Postage paid at San Diego, CA 92128, and at additional mailing offices. Subscription $25 yearly in U.S.A. Single copies $3 (except for the December SHOT SHOW issue, $25). Change of address: Four weeks notice required on all changes. Send old address as well as new. POSTMASTER: Send address changes to: SHOOTING INDUSTRY® 12345 World Trade Dr, San Diego, CA 92128. PRINTING SERVICES/PREPRESS: Democrat Printing Company. CONTRIBUTORS submitting manuscripts, photographs or drawings, do so at their own risk. Material cannot be returned unless accompanied by sufficient postage. PAYMENT will be made at rates current at time of publication and will cover reproduction in any or all of the editions of SHOOTING INDUSTRY®. OPINIONS expressed in bylined articles or columns are those of the author and do not necessarily reflect the views of the magazine or its staff. Copyright© 2014 by Publishers' Development Corporation. All rights reserved. Reproduction or use of any portion of this magazine without written permission is prohibited.

8 Executives Deliver Industry’s Message To Congress

10 Browning Supports Youth Shooting Sports

12 ATK Names Top 2013 Dealers

14 Brownells Earns AWLP Recognition

15 Now Representing

16 Sports Inc. Honors Top Outdoor Member

18 Newsmakers

INDUSTRY NEWS

6 Letters

88 Index Of Advertisers

83 New Products

DEPARTMENTS

FEATURES

COLUMNS20 PERSONAL DEFENSE MARKET Massad Ayoob

Tailor Knife Sales To Build Trust, Better Business

22 OUTDOOR MARKETPLACE J. K. Autry

New Dealers: NSSF Waives Eligibility Requirement

26 ARMS & THE WOMAN Lisa Parsons-Wraith

Women Store Owners Bring Unique Philosophy

28 BACK BLAST & OTHER HOT GASES An Unexpected “Hang Out”

90 INDUSTRY WATCH Russ Thurman

Black Rain Ordnance: “We Are Not Backing Down”40

Commander Gilmore

One Caliber At A Time, Ammunition Supplies Steady

By Carolee Anita Boyles

Target Shooting ReinforcesThe U.S. Economy

By Holly Parker

By Russ Thurman SAR Arms Giveaway Package

MASTERS SALUTE

SAR Arms Giveaway Package

32Increase Inventory, Knowledge

For Year-Round Profits

By Pat Covert

36Refine Sales Strategy To Prepare

For Upcoming Seasons

By Greg Staunton

www.shootingindustry.com JUNE 2014 5

FMG PUBLICATIONS

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Publisher & Editor Russ Thurman

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BOARD OF DIRECTORS Thomas von Rosen, CEO;Thomas Hollander, Randy Moldé, Marjorie Young

PUBLISHER & EDITOR Russ Thurman

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Advertising Sales Assistant Dana Hatfield

Production Manager Chad Huber

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CONTRIBUTING EDITORS J.K. Autry Carolee Anita Boyles Massad Ayoob Ray Oeltjen Shari LeGate Lisa Parsons-Wraith John Morrison

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editor@shootingindustry.comLETTERS TO THE EDITORLack Of Ammunition Troubles Dealers

After examining the March NICS data, I have a few observa-tions. As with the last several months, the comparisons are way off from last year. We’re hearing from most of the dealers in the network their numbers are between 5 to 12 percent over where they were in 2012. Guest count is a bit higher than average, which is between 9 and 15 percent higher.

At the risk of sounding like a broken record, a lack of ammo, winter weather and any real marketing to the new shooters is still holding back progress. Weather is getting better, which should help all retailers. The other two areas (lack of ammo and new marketing) are the trouble spots.

Most of the ranges are down in numbers, and lack of ammo is the single biggest reason for it. The vibe dealers are hearing and sensing from guests is still positive, but clearly they’re weary of the perceived shortages. On a positive note, we’re hearing ques-tions from guests about hunting and what’s involved in the sport. It’s way too early to draw any conclusions about this, but it’s a promising sign nonetheless.

Miles E. Hall, FounderH&H Shooting Sports ComplexOklahoma City, Okla.

Gun StoreMaster Test DriveI just wanted to send a quick “thank you” for the article in

April’s issue of Shooting Industry (Industry Watch, April 2014). It has been well received by my coworkers and partners alike.

We’re hoping reluctant FFL retailers might be motivated to give it a test ride. For us, an article is a definitely a motivating moment!

Steve Harris, CEOThree Circle Software LLCNewport Beach, Calif.

Steve, thank you for your kind words. Hopefully, deal-ers will overwhelm you with test drives. —RT

RCBS Stands Behind Its ProductsI purchased an RCBS Auto Priming Tool back sometime in

the early 1990s. After moving several times, I managed to lose the large and small primer assemblies. After searching online to no avail, I sent an email to Customer Service at RCBS.

Not only did I get a reply the next day, I was informed the parts would be shipped to me free of charge! Just goes to show how good companies in our industry stand behind their products.

Keep up the good work.Bob AmesVia emailVia American Handgunner 9

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N E W P R O D U C T S F O R 2 0 1 4

LCRx ™ with External Hammer38 SPL +PExternal hammer for single-action use.

RUGER.COM

Ruger American Rifle® All-Weather ®

22-250 REM, 223 REM, 243 WIN, 270 WIN, 7MM-08 REM, 30-06 SPRG, 308 WINAvailable in standard and compact models.

Ruger American Rimfire ®

22 LR, 22 WMRF, 17 HMRIncludes two, interchangeable stock modules that provide comb height options for scope or iron sight use.

Ruger American Rifle All-Weather

Ruger American Rifle® with Redfield ® Revolution™ Riflescope22-250 REM, 223 REM, 243 WIN, 270 WIN, 7MM-08 REM, 30-06 SPRG, 308 WIN100% American-made Redfield ® Revolution™ 3-9 x40mm riflescope.

LC380 ® with LaserMax Centerfire™ Laser380 AUTO

with LaserMax Laser

380 AUTO

LC380 ® with LaserMax Centerfire™ Laser

LC380 ® with Crimson Trace ® Laserguard ® Laser380 AUTO

Sturm, Ruger & Co., Inc. is one of the nation’s leading manufacturers of rugged, reliable firearms for the commercial sporting

market. The only full-line manufacturer of American-made firearms, Ruger offers consumers over 400 variations of more than 30

product lines. For more than 60 years, Ruger has been a model of corporate and community responsibility. Our motto, “Arms Makers

for Responsible Citizens®,” echoes the importance of these principles as we work hard to deliver quality and innovative firearms.

LCP ® with Stainless Steel Slide380 AUTOStainless Steel Slide380 AUTOStainless Steel SlideLCP ® with Stainless Steel Slide

GP100 ® Match Champion ™

357 MAG

Ruger 22/45 Lite ® 22 LR

SR-762™

308 WIN/7.62 NATORetains the features of the original SR-556 ® that make it a solid performer among modern sporting rifles.

Available in standard and compact models.Available in standard and compact models.

Ruger ® 10/22 ® 50th Anniversary Design Contest Winning Rifle22 LRTakes the legendary action and renowned, reliable rotary magazine of the 10/22 ®

and combines them with features of other popular Ruger ® rifles.

THE NEW P320. We asked leading law enforcement professionals what

they required in a pistol. They told us they needed safe, tool-free disassembly.

A smooth, consistent trigger pull. A proper fi t for any hand size—not just a

back strap. We listened. And carefully followed orders. The result is the P320.

A superior pistol in every way.

WE DROPPED THE HAMMER ON THE COMPETITION.

Learn more at SIGSAUER.COM/P320

P320™

SIG_SAUER_FP_SHOOT_INDUSTRY_June-2014.indd 1 5/7/14 10:02 AM

Tailor Knife Sales For Better Business — pg. 20INDUSTRY NEWSExecutives Deliver Industry’s Message To Congress

8 JUNE 2014

Executives from throughout the indus-try were on Capitol Hill in early April, vis-iting legislators as part of NSSF’s seventh annual Congressional Fly-In.

Meeting with members of both houses of Congress, they discussed the industry’s $37.7 billion national economic impact, the need for revenue-neutral measures to reduce the lengthy backlogs in ATF form processing, and the opportunity to im-prove safety information and gun locks by restarting funding of Project ChildSafe, along with other issues.

“We always welcome the opportunity to speak with our elected representatives to help ensure the economic contribution of our industry members is understood, and that we continue to work on a bi-partisan basis to help ensure our members can continue to engage in the lawful com-merce, grow their businesses and create even more well-paying jobs here in Amer-ica,” said Larry Keane, NSSF senior VP and general counsel.

The Fly-In is important to the future of the industry, according to industry executives visiting Capitol Hill this year.

“You have to be active. You have to be engaged. You have to make your voice heard — or you won’t be heard. If you want to have a market or an industry in the future, that’s why we’re here,” said Josh Dorsey, Glock Inc. VP. “You’ve got to be engaged with people writing and enacting laws. We have to be here to have a

voice with our legislators who regulate our industry — or kill it, if we’re not careful.”

“It’s a wonderful opportunity to have an audience with various senators, to be able to explain the bills that are in front of them for the next few months. We have an opportunity to speak to those

FN Manufacturing Wins U.S. Army Contract

Subscribe to

FNH USA LLC announces FN Manufacturing LLC in Co-lumbia, S.C., has received a three-year, $7.6-million indefinite delivery/indefinite quantity (IDIQ) contract from the Defense Lo-gistics Agency to build MK 19 spare receivers for the U.S. Army.

The award is in addition to a $27 million contract the company currently has with the U.S. Army Contracting Command (ACC) to produce MK 19 grenade machine guns through August 2015.

“Since its founding in 1989, FN Manufacturing has proudly built a variety of military firearms for all branches of the U.S. military, including iconic products such as the M240, M249, M4 and M16 rifles. We are extremely proud of the high-quality and reliable firearms we build for our servicemen and women, and look forward to continuing this tradition in the years to come,” said Mark Cherpes, FNH USA president and CEO.

Visit www.fnmfg.com

Industry representatives visit Rep. Collin Peterson (D-Minn.) (third from left) during NSSF’s Fly-In. They are (from left): Russ Thurman, Shooting Industry Magazine publisher, editor; former Congressman Max Sandlin; Steve Sanetti, NSSF president and CEO; Justin Moon, Kahr Arms president and Roger Smith, Colt, Washington, D.C., operations.

FN Manufacturing in Columbia, S.C., has manufactured firearms since 1989.

continued on page 11

THE NEW P320. We asked leading law enforcement professionals what

they required in a pistol. They told us they needed safe, tool-free disassembly.

A smooth, consistent trigger pull. A proper fi t for any hand size—not just a

back strap. We listened. And carefully followed orders. The result is the P320.

A superior pistol in every way.

WE DROPPED THE HAMMER ON THE COMPETITION.

Learn more at SIGSAUER.COM/P320

P320™

SIG_SAUER_FP_SHOOT_INDUSTRY_June-2014.indd 1 5/7/14 10:02 AM

Georgia Partners With NSSFThe NSSF announces the Georgia De-

partment of Economic Development has committed $225,000 in support of the NSSF Industry Summit and sponsorship messages on the NSSF website.

The agreement provided the Georgia Department of Economic Development with opportunities at NSSF’s SHOT Show last January to promote the economic ad-vantages for businesses that move to the state.

“We are very pleased to have forged this unprecedented sponsorship agree-ment between NSSF and the Georgia Department of Economic Development,” said Chris Dolnack, NSSF senior VP and CMO. “We believe this package will be an effective vehicle for the State of Georgia

in reaching its goal of building mutually ben-eficial relationships with industry manufacturers.”

The department will have a major presence at this month’s In-dustry Summit in Springfield, Mass. The summit brings together leaders from in-dustry and the hunting, target-shooting and conservation communities.

The Georgia Economic Development’s promotional sponsorship messages on NSSF’s website will remind visitors to the site of the state’s commitment to hunting and the shooting sports and its support of firearms-related businesses.

Visit www.nssf.org, www.georgia.org

Browning recently presented $54,061 to the MidwayUSA Foundation for the de-velopment and support of youth shooting sports. The funds will be divided among six shooting teams that have a Team En-dowment Account.

“When a young man or young woman becomes involved in an organized shooting program, it provides an unequalled oppor-tunity to learn responsibility, self-mastery, teamwork, respect of authority and respect

of peers,” said Blake J. Mecham, Brown-ing and Winchester national sales manager.

The MidwayUSA Foundation is a non-profit charity that works with shooting teams, conservation groups and the shoot-ing industry to raise funds in support of high school and collegiate shooting pro-grams.

Visit www.browning.com,www.midwayusafoundation.org

Browning Supports Youth Shooting Sports

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Smith & Wesson Corp. has contributed $35,000 to two local Massachusetts orga-nizations from proceeds raised at the com-pany’s annual Big Game Dinner. The din-ner raised $25,000 for the Pioneer Valley USO and $10,000 for the Chicopee Com-prehensive High School culinary scholar-ship fund.

Meals were prepared using 1,900 pounds of donated wild game. More than 500 guests were treated to menu items ranging from carved elk roasts and Cajun-style catfish to wild boar sweet sausages. Chef Norm Boucher from the Chicopee Comprehensive High School culinary de-partment led the food preparation team. In addition, Smith & Wesson received sup-port from 65 volunteers who logged a to-tal of more than 560 volunteer hours over three days to make the event a success.

“Each year the Smith & Wesson staff, along with the talented chefs from the Chi-copee Comprehensive High School, continue to amaze and delight attendees with what is truly a rare dining experience. We would like to extend our thanks to all of those who participated in this year’s game dinner, and we look forward to hosting this very worthwhile and fun event again in 2015,” said James Debney, Smith & Wes-son president and CEO.

For information on supporting next year’s dinner, contact Elaine Stellato, Smith & Wesson employee/community relations manager, at (413) 747-3371 or at estellato@smith-wesson.com.

Visit www.smith-wesson.com

Smith & Wesson Supports Local Organizations

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Message To Congressissues and how they impact our particular companies and the industry as a whole,” said Joyce Robino, Colt Manufacturing Co. VP of marketing and CFO.

“It’s important for our industry, be-cause no one else is going to defend us. If we don’t do it, we can’t rely on anyone else. There are plenty of people out there who don’t like what we do, so we need to go show them we’re not the bad guys,” said Jason Hornady, Hornady Manufac-turing VP.

This year’s Fly-In gained the attention of anti-gun organizations, with the Brady Campaign sending email alerts, urging its supporters to protest the event.

“To be noticed by them, to be picketed by them, frankly, means we have arrived,” said Steve Sanetti, NSSF president and CEO. “We are a force they feel has to be reckoned with, and if you look at it from the other side of the table, if they think we are a force to be reckoned with, that’s a pretty good endorsement of what we’re doing.”

To continue building the industry’s credibility and influence, Sanetti urges more participation by senior company ex-ecutives.

“The more of us that are there, the higher level of executives that are there, along with the wider geographic diversity we represent, the more we will be heard and the more influence we will have on Capitol Hill,” Sanetti said.

Sen. Rand Paul, R-Ky., spoke to those taking part in the Fly-In, encouraging them to stay engaged with Congress.

“There are people like myself who are firmly on the side of the Second Amend-ment. There are a lot of people in the mid-dle. They need encouragement, they need people to come to their office and talk to them, they need literature, they need em-phasis on why we need to protect the Sec-ond Amendment,” Sen. Paul said.

These types of visits can have an im-portant impact, says Jason Hornady.

“This is a really important event. It’s very rare when you can actually go talk to congressmen and senators and explain your issues face to face. You look them in the eye and make sure they understand how important it is for their home areas, and how much our industry brings to the table, and usually they come around quickly to our way of thinking,” Hornady said.

Visit nssf.org

continued from page 8

The Buyer’s Guideis now online!

Diamondhead Products are all Made in the USA

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Tel: 413-739-6970 Fax: 413-739-6973

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CONTACT YOUR DIAMONDHEAD USA DISTRIBUTORBill Hicks & Co.Brownell’sCamfour Ellett Bros.Green Supply

Gun Accessory Supply Gunarama

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L.M. Burney

Lew Horton Optics Planet

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The Youth Shooting Sports Alliance (YSSA) has received donations from El-lett Brothers and Big Rock Sports.

Late last year, Big Rock Sports donated more than $60,000 worth of merchandise to YSSA, and in January, held a silent auc-tion at the Big Rock Sports West Dealer Show. The auction raised $10,500 for YSSA. Exhibiting shooting sports vendors made donations to the auction.

“The donation of these items, in addi-tion to the silent auction, represents ways Big Rock Sports supports gun rights and the shooting sports industry,” said Gary Zurn, Big Rock Sports senior VP of indus-try relations.

The sale of the donated merchandise will help generate funds for equipment and supplies in support of YSSA-selected priority youth shooting sports programs.

“This generous donation included turkey calls of all makes and models, as well as tactical shooting accessories and firearms cleaning equipment,” said Steve Miller, YSSA executive director.

In January, Ellett Brothers’ silent auc-tion to support YSSA raised $67,640. The auction included a Colt Classic Remake 1877 Bulldog Gatling Gun Carriage Mod-el, and a number of firearms and sporting accessories.

Since 2009, Ellett Brothers has raised more than $170,000 for YSSA.

“The contributions and support re-ceived from the Ellett Brothers family has enabled YSSA to overcome many of the limiting factors to the growth of youth shooting sports programs nationwide,” Miller said.

Visit www.youthshootingsa.com www.ellettbrothers.comwww.bigrocksports.com

YSSA Receives Donations From Distributors

ATK Names Top 2013 DealersATK Sporting Group

has named Idaho’s Black Sheep Sporting Goods its 2013 Overall Dealer of the Year. The retailer was hon-ored for its 350 percent ATK sales increases, large expan-sions in accessory offerings and innovative approach to warehousing products, especially ammunition and reloading equipment.

Black Sheep owner Dave Knoll received the award at the Worldwide Buying Group Show in Reno, Nev., earlier this year.

“These kinds of num-bers, and the strategy and hard work that led to them, are exem-plary. Black Sheep’s performance and its true dedication to the entire ATK Sporting Group family of brands make it more than deserving of the Dealer of the Year title,” said Jim Bruno, ATK Sporting Group VP of distibution sales.

According to ATK, Black Sheep Sport-ing Goods dramatically expanded accesso-ry offerings included Weaver Optics; Out-ers Gun Care equipment; BLACKHAWK! clothing and leather holsters and Champion

shooting glasses, hearing protection and targets.

ATK also announced the 2013 BLACK-HAWK! Dealer of the Year Award went to Florida-based Shoot Straight for the second year. Rogers Sporting Goods of Liberty, Mo., claimed the award for Ammunition Dealer of the Year. The Shooting Accessory Dealer of the Year award went to Palmetto State Armory.

Visit www.atk.com

Dave Knoll (center), owner of Black Sheep Sporting Goods, accepts the 2013 ATK Sporting Group Overall Dealer of the Year award from Jack Harding and Jim Thompson of J. Harding and Associates.

Diamondhead Products are all Made in the USA

In-no-va-tion

Tel: 413-739-6970 Fax: 413-739-6973

DIAMONDHEAD®

Industry-Leading Innovations!

AcuSport Corp.

“The application of better solutions that meet new

requirements”

Scan with a smart phone for Diamondhead-USA.com

...with more to come!

CONTACT YOUR DIAMONDHEAD USA DISTRIBUTORBill Hicks & Co.Brownell’sCamfour Ellett Bros.Green Supply

Gun Accessory Supply Gunarama

Jerry’s

L.M. Burney

Lew Horton Optics Planet

RSR Group

Shooting Sports WSZanders

Compensator

Muzzle

Ruger has auctioned off five Ruger American Rimfire rifles from its first-run production at its next facility in Mayodan, N.C. Proceeds went to five local organiza-tions in the Mayodan region, where Ruger began production last fall.

Those benefiting from the auctions were Camp Carefree in Stokesdale, N.C.; the Salvation Army in Mayodan; Reform-ers Unanimous in Stoneville, N.C.; the American Cancer Society in Rockingham County, N.C., and the Western Rocking-ham Firefighters Association in Mayodan.

The boxes of the first 1,000 rimfire ri-fles were affixed with a special “First Pro-duction Run” sticker. The other 995 rifles were circulated through distribution in the Carolinas only.

Visit www.ruger.com

Ruger Auctions First-Production Rifles

Brownells, voted five times as Poweshiek County, Iowa’s best employer, has earned the 2014 Work-Life Seal of Distinction from the Alliance for Work-Life Progress (AWLP).

“The process started a couple of years ago, and goes along with [CEO] Pete Brownell’s vision for all our employees to succeed personally,” said Matt Bucking-ham, Brownells president. “Receiving this seal demonstrates that Brownells uses best practices to help our people achieve person-al success, and success for the business.”

To earn the seal, Brownells had to offer programs for its employees in all the areas required by the AWLP, including caring for dependents, health and wellness, paid and unpaid time off, financial support, com-munity involvement, culture change and workplace flexibility. Recently added pro-grams included offering flexible working hours and a “road to retirement” program.

Brownells is among only 66 organiza-tions to earn the Work-Life Seal of Dis-tinction for 2014. Others receiving the award include Johnson & Johnson, Texas Instruments, Northrup Grumman Corp., Delta Air Lines, Yale University and Prin-cipal Financial Group.

Visit www.brownells.com

Brownells Earns AWLP Recognition

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I never judge a man by the boots on his feet, the clothes on his back, or the friends by his side.

His fi rearm? Now, that’s a diff erent story.

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Crow Shooting Supply is now exclu-sively distributing the Red X Arms line of MSR-15 rifles.

www.crowshootingsupply.comwww.redxarms.com

Independent Sports Supply adds Simulated Range Targets to its line of shooting accessories.

www.independentsportssupply.comwww.simulatedrangetargets.com

SilencerCo announces Lipsey’s as a full-line SilencerCo distributor.

www.silencerco.comwww.lipseys.com

Davidson’s announces the addition of Carl Zeiss Sports Optics to its product offerings.

www.davidsonsinc.comwww.zeiss.com

The Mako Group is now distrib-uting Front Line polymer holsters and magazine pouches.

www.themakogroup.comwww.frontline-holsters.com

Crimson Trace has selected Schooler Associates as its sales agency.

www.crimsontrace.com

Command Arms Accessories has appointed Sportco Marketing, Don Coffey Company and Western Frontier Sales to handle product sales and grow the CAA line of accessories.

www.commandarms.comwww.sportcomarketing.com

www.doncoffey.com

RWC Group has appointed three sales rep groups to handle product sales. Sportco Marketing will handle the TALO States, Ohio, Indiana, Michigan and Illinois, Don Coffey Company will handle Eastern U.S., Minnesota, Nebraska and Kansas and Western Frontier Sales will handle Western U.S.

www.rwcgroupllc.comwww.sportcomarketing.com

www.doncoffey.com

Winchester Safes has selected Blue Heron Communications as its agency of record.

www.winchestersafes.comwww.blueheroncomm.com

Legion Firearms and MantaRails have hired Blue August to assist with editorial relations and branding efforts.

www.legionfirearms.comwww.manta.us

www.blueaugust.com

Full-Throttle Communications Inc. announces a continued partnership as public relations agency for women’s outdoor apparel line Próis Hunting & Field Apparel.

www.full-throttlecom.comwww.proishunting.com

RWC Group LLC and Command Arms Accessories have chosen CMG Marketing & Events as their agency of record.

www.rwcgroupllc.comwww.commandarms.com

www.cmgmarketingandevents.com

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In its 41st year, IWA OutdoorClassics, held in March in Nuremberg, Germany, broke all previous records for exhibitors and visitors. Organizers report this year’s event had 1,343 exhibitors from 54 coun-tries (an 11 percent increase) and 39,244 trade visitors from all over the world.

The increase required the opening of a ninth exhibition hall. The leading ex-hibiting countries after Germany were the United States, Italy, Turkey and Great Britain. Of the exhibiting companies, 50 percent were from the hunting and shoot-ing sports segment, 35 percent from the outdoor segment and 15 percent from law enforcement and security.

After Germany, the leading countries for visitors were the Czech Republic, Austria, Italy, France, the Russian Federa-tion, the Netherlands, Switzerland, Great Britain, Poland, Belgium, Sweden and the United States.

Organizers report visitors indicated their main reason for attendace was to obtain information about new products (50%). Other top reasons for attending were to cultivate business contacts (35%), general market orientation (34%) and ex-change of views and information (32%).

IWA OutdoorClassics 2015 will be held in the Exhibition Centre Nuremberg, March 6-9, 2015.

Visit www.iwa.info/en

IWA OutdoorClassics Sets Records

Sports Inc. recognized DNW Outdoors of Jonesboro, Ark., as its 2014 Outdoor Member of the Year.

“DNW’s performance is exemplary of what Sports Inc. members represent. We are pleased to acknowledge their support and success,” said Andy Eames, Sports Inc.’s outdoor marketing manager.

DNW Outdoors owners Dennis and Kay Noell joined Sports Inc. in 2003, the year after they opened the store. Since then, they have expanded the store from 2,000 to 31,000 square feet. Noell attributes much of

his growth to being a member of Sports Inc. “When I first started in the sporting

goods business, I was a little fish in a big pond. I had manufacturers who wouldn’t sell to me, sales reps who wouldn’t call me and I battled with large minimums. But since joining Sports Inc., my earlier strug-gles have been greatly relieved, and my business has grown rapidly. Sports Inc. enjoys a well-deserved reputation for in-novation and service,” said Dennis Noell.

Visit www.sportsinc.com

Sports Inc. Honors Top Outdoor Member

The DNW Outdoors staff celebrates being named the Outdoor Member of the Year by Sports Inc.

INUnited Sporting Companies Receive Awards

United Sporting Companies (USC) and its subsidiaries, Ellett Brothers and Jerry’s Sport Center, have been honored by a num-ber of companies.

DPMS-Panther Arms presented USC its 2013 Distributor of the Year Award for exhibiting top-tier distribution and customer service. Core Rifle Systems has selected USC as its 2013 Dis-tributor of the Year in recognition of a highly productive year.

Remington Arms Co. honored Ellett Brothers with its 2013 Distributor of the Year Awards for firearm and accessory prod-ucts. DNZ Products named Ellett Brothers its 2013 Distributor of the Year for outstanding sales and distribution efforts. Eagle Im-ports Inc. named Ellett Brothers its 2013 Distributor for the Year. The Glock Group honored Ellett Brothers with its 2013 Glock Perfection Award for the third consecutive year.

Marlin Firearms presented Jerry’s Sport Center its Distributor of the Year Award for “extraordinary wholesale efforts” during its 2013 campaign.

Visit www.ellettbrothers.com, www.jerryssportscenter.com

Hunter’s Specialties Honors RepsHunter’s Specialties honored its top sales reps for 2013. The

awards were presented by Dave and Carman Forbes, company co-vice chairmen.

Individual Awards were presented to Joe Allred (Outdoor Mar-keting Group) and Gene Nakata (Jeff Robles & Associates) for their largest individual percent increase.

Jeff Robles & Associates received the Largest Percent In-crease Award and the Thomas F. Gowen Agency received the Extra Mile Award.

Visit www.hunterspec.com

TriStar Arms Honors Davidson’sTriStar Arms presented the 2013 Distributor of the Year Award

to Davidson’s Inc.“Davidson’s has been an integral part of getting TriStar firearms

into the hands of consumers. It’s because of their exceptional work ethic and service that we are presenting them with our Distributor of the Year Award,” said Gus Bader, TriStar president.

“Davidson’s is very pleased to be a distribution partner with an importer of TriStar’s caliber,” said Bryan Tucker, Davidson’s CEO.

Visit www.tristararms.com, www.davidsonsinc.com

Green Supply Receives AccoladesTrijicon named Green Supply the 2013 Master Distributor of

the Year. To earn this award, Green Supply stocked Trijicon’s en-tire product line, participated in the blanket order program, had the fewest cancellations over the past year and exhibited growth.

Green Supply earned Distributor of the Year from Hogue for the third time in a row. Green Supply was the leader in purchases, marketing, customer service, presentation and other fields in 2013.

Visit www.greensupply.com, www.trijicon.com, www.hogueinc.com

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COMPANIES RECOGNIZED FOR TOP PERFORMANCE IN 2013

INDUSTRY NEWSMAKERSATKElects Director

Michael Callahan was elected as an in-dependent director to the board of directors at ATK, and was also appointed to its audit committee.

“Mike’s 36 years of leadership in the sporting goods and outdoor industry, combined with his pub-lic company management experience and cross-functional expertise, are a valuable addition to ATK,” said Chairman Ron Fogleman.

Patriot Ordnance FactoryHires Sales Manager

Tony Tarantino has been hired as sales manager at Patriot Ordnance Factory (POF).

Tarantino has 12 years of experience in the firearms industry, focusing primar-ily on purchasing, supervision and fire-arms consultancy. Tarantino most recently served as purchasing agent for Scottsdale Gun Club.

Bangers LPHires Account Manager

Mary Price is now the territory account manager at Bangers LP. Price has five years of sales experience in the firearms wholesale distribution business.

“Mary’s character and integrity, along with her winning attitude, will further en-hance our relationship and loyalty with key accounts,” said Shane Wheaton, Bangers director of sales and marketing.

HiViz Shooting SystemsHires Green Beret Soldier

HiViz Shooting Systems has hired Scott Steiert as pub-lic relations and sales coordinator. Scott was initially placed as an intern at HiViz through the United States Special Opera-tions Command Care Coalition, an agency that provides aid to SOF warriors and their families. The pur-pose of the internship is to help soldiers currently in medical discharge return and transition to civilian life and gain new skills.

“We are thrilled to have the military leadership experience and immense dedi-

cation to hard work added to our company that we see in Scott,” said Phil Howe, president of HiViz Shooting Systems.

Liberty AmmunitionHires Director Of Sales

Russell Datson is the new director of sales for Liberty Am-munition. Datson will assume responsibil-ity for all commercial and retail sales in the U.S.

Prior to joining Liberty, Datson was a national account manager for MSC In-dustrial Supply. He has also served as ac-count manager of distribution sales with the Freedom Group for Remington Arms.

RedfieldAnnounces Brand Manager

Steve Krajczyn-ski is the new brand manager of Redfield. Krajczynski brings 13 years of strategic brand management and leadership to Redfield. He previ-ously held brand management posi-tions for Craft Brew Alliance.

“Steve understands branding products for a passionate and opinionated consumer base,” said Rob Morrison, vice president of marketing for Leupold & Stevens, Inc. “We’re excited to bring that experience and his love of the shooting sports to our team.”

A graduate of Gonzaga University, Kra-jczynski holds a bachelor’s degree in busi-ness administration with a concentration in marketing.

GerberWelcomes New President

Rob Kass is the new president of Ger-ber. Kass has years of experience leading business units and marketing, including companies such as American Standard, Black & Decker and Elkay Manufacturing Co.

“I have always admired the Gerber brand and I am thrilled to be joining the

team,” said Kass. “I am looking forward to leading the team as we build upon the success of the past 75 years.”

Kass is a graduate of Tufts University, with a degree in engineering psychology. He also has an MBA from New York Uni-versity.

Davidson’s Inc.Appoints Buyer

Josh Tucker is the new buyer for Da-vidson’s Inc. Tucker has worked in ware-housing functions and the I.T. department within Davidson’s, and as a buyer for Pro-Force Law Enforcement. He holds a bach-elor’s degree in computer science from UNC-Charlotte.

“Tucker has been a from-the-ground-up kind of employee and I know David-son’s will benefit from his knowledge, attitude and passion for the firearms in-dustry,” said Larry Massimo, senior VP of Davidson’s.

American Gunsmithing InstituteAppoints Marketing Director

American Gun-smithing Institute (AGI) has appointed Vanlee Waters as marketing director. He will work to en-sure AGI receives 25 to 35 percent growth annually and will be responsible for mar-keting.

Waters previously served at Intuit as product manager, at Align Technology as marketing manager and worked with Dow Pharmaceutical.

He is an MBA graduate of the University of San Francisco, with a bachelor’s degree in environmental sciences from San Jose State University.

Smith & Wesson Announces Director, Key Retail Accounts

Denzil Tallent is now director of key retail accounts at Smith & Wesson. Tallent will serve as a strategic business resource to support the growth and development of the company and the strategic objectives of its key retail customers.

Tallent has more than 30 years of expe-rience in sales, marketing and key account management in the sporting goods industry and received his bachelor’s degree in mar-keting from Oklahoma State University at Stillwater.

“Denzil has extensive experience

S. Krajczynski

R. Datson

S. Steiert

M. Callahan

V. Waters

R. Kass

working closely with large accounts in the sporting goods industry,” said Mike Brown, VP of sales. “His deep knowledge and experience will help our organization to create alignment with their needs, sup-porting their growth as well as our own.”

Hornady ManufacturingNames International Sales Manager

Steve Catlett is the new international sales manager of Hornady. He will be responsible for ex-panding and main-taining sales of Hor-nady products outside the U.S.

“Steve Catlett is a great addition to our team,” said Renae Waltemath, sales director of Hornady Man-ufacturing. “We look forward to working with Steve as he strengthens and expands our international markets, and reaches more shooting enthusiasts around the globe.”

LWRC InternationalAppoints VP, Sales And Marketing

David Ridley has been appointed as se-nior VP of sales and marketing at LWRC International.

“David is a proven industry leader who adds significant depth to our management team. His extensive firearms market expe-rience, leading sales organizations, driv-ing brands and executing strategic market-ing initiatives is impressive,” said Richard Bernstein, LWRC International CEO.

Prior to joining LWRC, Ridley was executive sales and marketing officer with Colt Defense and also served as VP, domestic sales at BAE Systems-Armor Holdings. He also served nine years with Colt’s Manufacturing Co. (CMC) in a se-ries of sales management positions.

Easton ArcheryAnnounces President

Mark Pezzoni has been hired as the new president of Easton Archery.

“Mark brings a great combination of varied career experiences that include do-mestic and international manufacturing with a lean focus, domestic and interna-tional expertise, and a passion for archery and bowhunting, said Greg Easton, Jas. D. Easton president.

Pezzoni will oversee the Easton Ar-chery operations, which includes archery, OEM, military, medical and custom tubing segments. 9

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S. Catlett

Remember when TSA created a firestorm in March 2013 by announcing it intended to allow small pocketknives aboard com-mercial aircraft in the U.S. once more? Intense pressure from air-lines, unions and Congress forced the agency to backpedal. The initial announcement sent frequent fliers rushing to gun dealers, as consumers eagerly sought TSA-compliant knives to fit the de-scription the agency had contemplated allowing.

This convergence on gun dealers points to a solid fact: Gun people tend to be knife people. It’s probably not so much of a “weapons” thing, but rather an “appreciation of finely-made personal tools” thing. But there’s no question personal defense is an important element in the knife market. Prior to the knife ban aboard aircraft, a majority of your customers likely carried small folding knives on commercial air-lines. The blades couldn’t be longer 2 1/2 inches and they had to be straight-edged.

When courageous passengers overpowered the hijackers and crashed Flight 93 on Sept. 11, 2001, thwarting the plans of the terrorists, there’s no way of knowing how they may have used pocketknives to help with the fight. However, any of us who went through security in those days know a large percentage of pas-sengers carried small folders when they boarded airplanes; some on Flight 93 surely did.

Personally, I never thought I’d use a knife on a plane, except to slice an interesting clipping out of a newspaper or magazine. I saw it as a personal-defense weapon to be used when I landed at my destination. It wasn’t uncommon for an airline to lose my luggage (along with my enclosed firearm), and it was nice to have some-thing more than a kind word available when walking the streets

of strange and sometimes dangerous cities.

Massad AyoobPERSONAL DEFENSE MARKET

When a customer is looking for a personal-defense blade, make sure what he purchases is legal to carry in the jurisdiction where he intends to carry it. There are places where switchblades (automatic knives) are legal to sell and to own, but not to carry in public.

All sorts of cutlery (including swords) are generally legal to own in one’s home, but if one of your customers is walking around wielding a sword in public — unless he’s suitably attired in a parade or a Civil War battle reenactment — it will get him in trouble.

Giving a customer advice that will lead to his arrest is not con-ducive to repeat business. I’ve heard firearm retailers say, “Aw, the cops around here only arrest bad guys for carrying something like this. They leave the good guys alone, it’s kind of an unwrit-ten law.”

Here, I invoke Ayoob’s Law No. 11: “Unwritten laws are not worth the paper they’re not printed on.” (Of course, that must be taken in context with Ayoob’s Law No. 2, which states, “Anyone arrogant enough to name laws after himself is arrogant enough to number them arbitrarily.”)

Seriously, though, there are so many tiny, disparate patches in the patchwork quilt of American knife law that the person car-rying one for personal defense has to be meticulous about not inadvertently violating one of them.

Once this is sorted out, make sure the knife fits the customer’s hand, so he or she can open it quickly and smoothly. Keep in mind, hand shapes and sizes and individual range of finger and thumb movement vary wildly. Some people are faster and surer with a knife whose blade has a thumb stud, and some do bet-ter with one that has a thumbhole for opening, like the Emerson Wave design from Spyderco. This design, with a protuberance that catches on the edge of the pocket and “opens the blade for you” on the draw, can be stunningly fast. However, some copies of the Emerson Wave aren’t fitted snugly enough and the blade can start to open in the pocket — not a good thing.

Your older clientele will appreciate an assisted-opening knife, popularized by designer Ken Onion. Once again, though, we have to circle back to the law: Some jurisdictions may consider “assisted openers,” however incorrectly, to be prohibited switch-blades under their interpretation of the law.

The bottom line: The most knowledgeable retailer will sell the right legal knife to his customers, building trust and repeat business.

Take Care In Advice Given

There’s no question personal defense is an important element in the knife market.

Spyderco Delica4 Emerson Opener

Benchmade 275 Adamas Manual

When your customer is traveling to Wherever, USA and asks, “Do you know if it’s legal for me to have my handgun there?” you know what to do: go online and visit www.handgunlaw.us. It’s the best, most up-to-date compilation of pos-session and concealed carry laws state by state I’ve seen. I covered flying with a fire-arm in last month’s column.

The same website covers knife laws state by state. Visit www.handgunlaw.us and click “Knife Law Links.” This web-site not only covers state laws, but also delves into countless local ordinances, in-cluding which knives are legal or not to carry in public.

Another resource for knife dealers (and your customers) is Knife Rights, at www.kniferights.org. NRA’s Wayne LaPierre calls Knife Rights “the second front” in the war for Second Amendment rights. Knife Rights is an organization which, you might say, does for cold steel what NRA does for hot lead.

Knife Rights is worth belonging to, and the information on the website and in the newsletter will assist you in educating your customers on knives and their rights and responsibilities. 9

Visit www.kniferights.org

Comment on PDM We want to hear from you!

Log on to www.shootingindustry.com

What’s Legal?

NRA’s Wayne LaPierre calls Knife Rights “the second front”

in the war for Second Amendment rights.

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Continued on page 24

NSSF listened to new retail members in a major way by waiv-ing the one-year eligibility requirement to join the Premium Re-tailer Membership program. Now new members can take advan-tage of the Premium member benefits right away.

There are numerous benefits to upgrading to the Premium Re-tailer Membership — outlined in detail at www.nssf.org/premi-um — but a major benefit of the program is compliance training through a coaching audit with the FFL Compliance Consultant Team.

Once training is complete, dealers have access to a 24-hour compliance hotline to address any issues or questions. In the case the ATF takes action against a dealer’s license, the Premium Re-tailer Membership provides an unlimited legal defense fund. Other benefits include:

4473 Overlay to ensure proper and consistent completion of this important form.Acquisition and Disposition Record BooksAccess to Industry Research, including “Financial Bench-marking Report” and “Firearms Retailer Survey.”VIP access to SHOT Show, and free admission to SHOT Show University.

Recently, Nation’s Best Sports (NBS), the oldest and largest volume sporting goods buying group in North America, partnered with NSSF to provide Premium Retailer Memberships to its deal-ers’ members.

“This partnership speaks highly of NBS’s continued dedica-tion to excellence and to assisting their retailers to truly become the premium retailers in the industry,” said Randy Clark, NSSF managing director of business development.

To upgrade to NSSF’s Premium Retailer Membership, contact Bettyjane Swann at bswann@nssf.org or Samantha Hughes at shughes@nssf.org. Visit www.nssf.org/premium for more infor-mation on the Premium Retailer Membership, including the full list of benefits.

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NSSFPRM_SI_Jan.indd 1 1/6/14 11:52 AM

••

H&H Shooting Sports continues to grow and its growth has been noticed. The popular store and firearm range was recently selected as one of the nation’s elite growth-sustaining companies. Inc. Magazine’s Build 100 Project examined data from more than 100,000 U.S. midmarket companies and charted their headcount growth between 2007 and 2012.

“The Build 100 companies know how to create a vision, in-spire their employees, innovate effectively and maintain very close ties to their customers. In short they know how to build,” said Scott Leibs of Inc. Magazine in the March 2014 issue. “It’s remarkably difficult to sustain growth year after year. These com-panies are among the elite that have managed to do it even during

the worst of times.”H&H is no stranger to Inc. Magazine, as the

company has been named to the 5000 list — which highlights the nation’s fastest growing companies — for seven consecutive years. As the sole representative of the industry in the Build 100 Project, H&H sends a message affirming the firearms market continues to grow and thrive.

“Inc. is an impressive and important publica-tion, so this is an honor to our team, operation and the shooters of our area,” said Miles Hall, H&H founder and president, noting the busi-ness now has 120 staff members and continues to grow.

Visit www.hhshootingsports.com

H&H Shooting Sports Named To “The Build 100” List

H&H Shooting Sports offers six airgun lanes, 24 rifle lanes and 12 pistol lanes, providing guests options and space and allowing the range to facilitate its extensive growth.

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OM Continued from page 22

www.shootingindustry.com/rebates LOOKING TO DRIVE SALES?

ONGOING PROGRAMS, REBATES & PROMOTIONS

Southwick Associates has provided a detailed look at the brands hunters and shooters chose most frequently in 2013. The results come from more than 36,000 online surveys compiled on huntersur-vey.com and shootersurvey.com. Here’s a quick look at some of the most popular brands across key categories.

In firearms, Savage was the top rifle brand, with Remington leading in shot-guns. Ruger and Smith & Wesson tied for the top handgun brand. Thompson/Center was the most popular muzzleloader.

For ammunition, Remington came out on top for rifle ammo, with Winchester taking top honors in both the shotgun and handgun categories.

In optics, Nikon topped out as the lead-ing riflescope brand, with Bushnell as the leading name in both binoculars and spot-ting scopes.

Mathews polled as the top bow brand for 2013, while Buck Knives led the way in cutlery, and Shoot-N-C emerged as the leader in shooting targets.

You can view the top 2013 brands in all the categories on the Southwick website.

Dealers, encourage your customers to take these informational surveys at hunter-survey.com and shootersurvey.com so the industry can continue to benefit from this valuable data. 9

Visit www.southwickassociates.com

Kahr Firearms Group is now shipping one extra magazine with its premium se-ries pistols. All premium pistols will now

come standard with three magazines, reflecting a cost savings of $40 for customers.

The extra mag-azine is available on all 18 models of the premium series pistols, which includes

the TP, T, P, K, PM and MK models in four calibers: 9mm, .40 S&W, .45 ACP and .380 ACP. For the California-approved P380, Kahr now provides one extra maga-zine for a total of two.

Also new this year, Kahr has upgraded its gun cases from plastic to heavy-duty polymer with double-wall construction for added protection from crushing, dust and water. Inside, the case features a cus-tom foam insert molded to snugly hold the pistol, magazines and gun lock in place.

Visit www.kahr.com

Hoppe’s has introduced new advanced synthetic gun oil for high-performance modern fire-arms. Hoppe’s No. 9 Synthetic Blend Lubricating Oil features the same recognizable Hoppe’s No. 9 scent and lubricating properties in a nonflammable and biodegrad-able formula.

For modern firearms requiring advanced oil, the new Hoppe’s No. 9 features a special synthetic additive, containing both liquid molybdenum and PTFE for high-ly effective lubrication, reduc-

ing wear caused by friction. The oil also utilizes superior coating technology for long-lasting pro-tection.

Still made in the USA, the new Hoppe’s No. 9 Synthetic Blend Lubricating Oil formula is available in a 2.25 oz. bottle for an MSRP of $5.95.

Contact Hoppe’s for more in-formation on the company’s com-plete line of gun care products and accessories.

Visit www.hoppes.com

Southwick Posts Top Hunting, Shooting Brands

Kahr Adds Value With Extra Magazine

Hoppe’s Introduces Synthetic Blend Gun Oil

come standard with three magazines, reflecting a cost savings of $40 for customers.

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Dealers, to win this prize bundle, visit www.shootingindustry.com/giveaway and complete a brief, four-question survey. You will automatically be entered to win. Entries must be received before August 1, 2014. Winners must respond within 30 days of receiving notification or an alternate winner will be selected.

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Disse Gear’s Amerihide Belts are handcrafted from two pieces of high-quality leather, which are glued and stitched together using nylon thread. The belts are ap-proximately 0.25-inch thick.

The SAR K2, in .45 ACP, measures 8 inches and has a capacity of 15+1. The double-action, semiautomatic pistol features an alloy forged steel slide, frame and barrel, all in a black finish. With a muzzle velocity of 1,197 fps, the pistol has a fixed rear sight, changeable front sight and a three-dot sight. It features a manual safety, firing pin block and hammer-safety notch.

The Grizzly Target Build Your Own Range (BYOR) Product Package includes seven items to help create a do-it-yourself range. BYOR is a cost effective, lightweight AR500 steel target range system, including static targets, stands, dueling plates and more.

The package includes: Popper Stake In, IPSC Mini, BYOR Dueling Plates, 3-Gun Post, 3-Gun Flat, BYOR Stand and the Reactive Popper.

The phrase “a woman’s touch” used to refer to a heavy dose of feminine décor in an otherwise masculine space. In the firearm industry, however, a woman’s touch has led to some remarkable changes in the way gun stores conduct business. As more and more women get involved in the shooting sports, the industry has seen a corresponding increase in the number of women owning gun stores and ranges. As a result, the needs of women are being taken into greater consideration and stores are devoting more of their floor space to women’s products.

Becky Bieker, owner of She’s A Pistol in Shawnee, Kan., no-ticed it took some time for others to understand the concept of a store geared toward women and run by a woman. “The biggest challenge has been getting past other people’s immediate assump-tions that someone else is in charge,” Bieker noted. “We get a lot of calls from sales reps asking for the ‘guy in charge’ of purchasing, etc. I quickly set them straight.”

The staff at She’s A Pistol focuses on finding the right item for a customer by listening to his or her needs. “I think I look at products differently than most shops,” Bieker remarked. “We offer plenty of pink items, instead of just the standard black and stainless. We try to make the shop a place where customers like to spend time. Also, we listen to customers, who are often a source of ideas and help us identify trends in the market.”

Products designed by women, for women, are very popular at She’s A Pistol. “We seek out new items de-signed for ladies. We have brought in a number of prod-ucts, including multiple bra holsters and the NORB (No Ordinary Range Bag) that have been designed by ladies, for ladies,” Bieker noted.

NORB is a new product from OffHand Gear, de-signed to reduce the amount of bags a woman needs to carry to the range. The messenger-style range bag is made from durable, water-resistant fabrics and can be worn either cross-body or side-carry. A large main com-partment has enough room for ammo, eye-protection, ear-protection, a small cleaning kit and more. The rear

compartment has two pockets for pistols, which can be accessed from outside of the bag with an ambidextrous zipper.

The NORB is the complete package, offering front compart-ments to hold a cell phone, two magazine holders and an addi-tional mesh pouch for keys, hair ties, lipstick and anything else a woman might need. The front flap is lined with Slip-Not fabric that doubles as a range pad when open.

One of the first things customers will notice when they visit a store or range owned and operated by women is training and edu-cation are top priority. “We have training for everyone — from beginners to experienced shooting enthusiasts,” Bieker said. “We also offer training for a variety of things, from open-hand defense to pepper spray to firearms.”

Customer service is a driving force behind Sandy Springs Gun Club and Range in Sandy Springs, Ga., and Norcross Gun Club and Range in Norcross, Ga., owned by sisters Robyn Marzullo and Cara Workman. The idea of running a gun range was born from the sis-ters’ own frustrating experiences when they wanted to learn about firearms.

“Cara and I came from a commercial real estate background and worked together in our family business for several years,” Marzullo said. “Cara mentioned learning how to shoot and, after visiting several ranges, we realized there were not many places we felt comfortable going to as women and novice shooters.” The sisters started researching the shooting industry and they opened their first location two years later.

From the beginning, they set out to create a business with su-perior customer service — providing educational opportunities for both men and women.

“As women business owners, we are able to bring confidence, edge and a new philosophy to the previously male-dominated firearm industry by creating a comfortable and safe atmosphere to appeas to both men and women,” Marzullo said. “Our corporate backgrounds serve as a platform for practical business operations and professionalism, which are enhanced by our understanding of providing quality customer service to every patron that walks in the door. We pride ourselves in maintaining a safe, friendly and comfortable environment, and we believe our customers recog-nize us for such.”

Women Store Owners Bring Unique Philosophy

Lisa Parsons-WraithARMS & THE WOMAN

Questions Answered

Sandy Springs Gun Club offers a comfortable, welcoming atmosphere for women and novice shooters, contributing to the range’s goal of providing quality customer service.

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Both ranges offer a ladies day, com-plete with free range time for women, private lessons with NRA-certified fe-male instructors, women-only handgun fundamentals courses, family-friendly group training and competitive shooting leagues. Pro shops carrying products with women in mind — such as compact fire-arms, range bags, concealed carry purse holsters, clothing and non-lethal defense options — make a day at the range a com-plete experience. Marzullo stresses wom-en really appreciate customer service.

“Truthfully, our best-selling women’s product is our customer service,” she said. “Women want to shop where they feel comfortable. Women sign up for classes at our range because they feel comfortable with our staff from the minute they walk in the door and are eager to learn more. We’ve found women don’t gravitate to-ward any one particular item but to what suits them best.

“Our knowledgeable staff is well trained to identify the customer’s needs and provide suggestions on what prod-ucts and options are available,” Marzullo stated. “The majority of women who are novice shooters come in with two primary goals — to learn how to safely and prop-erly handle a firearm to protect themselves and their family, and to find a firearm to purchase for personal- or home-protec-tion. We encourage an individual or group lesson where customers will receive per-sonalized attention and the opportunity to shoot a variety of guns from our rental counter. From this experience they’re more comfortable in taking an active role in their firearm purchase.”

The increase of women in the shooting sports has lead successful businesses to focus on education and training. Dealers should provide a retail and range atmo-sphere where both men and women feel comfortable, and where creating shoot-ers — not gun owners — is the top prior-ity. As more and more women participate in the shooting sports and become more prominent in the business side of the in-dustry, the customer service bar will con-tinue to rise. 9

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Don’t all guilty suspects plead “not guilty” and hope to catch a break? We think in Daniel Severn’s case, he was just too depressed over his pathetic failure as a burglar.

The 27-year-old pleaded guilty in Hull Crown Court in England, possibly hoping he would never again have to see photos of himself “hanging out” while waiting for handcuffs. He tried breaking into a resi-dence by a rather unconventional route — chopping through the roof. However, all he managed to do was cause a portion of it to collapse. He fell through and wound up stuck, hanging upside down in the bath-room, right over the toilet. He tried to pull out his cell phone and call for help, but he fumbled that too and dropped his phone into the open toilet.

Luckily for Daniel, he only hung there like a bat, blood draining to his head, for about an hour before the resident came home and found him. We wonder how much longer he had to “hang out” before being taken away.

An Unexpected “Hang Out”

Commander GilmoreBACK BLAST & OTHER HOT GASES

Aww, Ain’t That Romantic?Valentine’s Day has come and gone,

and once more provided some really un-usual expressions of love — or something. In Oklahoma, if your sweetheart didn’t particularly care for roses, you could or-der her a beautiful rose bouquet — with the roses made of crispy-cooked bacon. In Texas, you could buy hefty prime Porter-house steaks cut to fit in heart-shaped clear plastic packaging, and from Arizona, we have this:

An inmate in the Pinal County Jail had been telling his fellow prisoners how much he missed his girlfriend, and he just couldn’t stand the idea of not seeing her on Valentine’s Day to reassure her of his love. Officials at the jail still aren’t sure how he did it, but on Valentine’s Day Jo-seph Dekenipp made the break, scaling a 12-foot fence, crawling through a barrier of razor wire and then climbing over a second fence topped with barbed wire without be-ing seen.

After learning his love-lonely story from other inmates, the guards knew all they had to do was find his girlfriend to find him. They did, at the Gallopin’ Goose Saloon & Grill in Florence, about 10 miles from the jail. He had apparently run there. The sweethearts had only a few minutes to

kiss and pledge their fondness before the guards hauled Joseph back to the slammer.

Get The Kid Some Lego Blocks Or Something

A young couple in the Shaanxi province in China thought they had discovered a cheap, highly effective “babysitter substi-tute” when they learned their 4-year-old boy was obsessed with tearing the pages of books into tiny pieces. Instead of scold-ing him, the Liu’s bought old books cheap from local markets and handed them over to Junior. While they occupied themselves with other things, he would sit alone in a room and carefully, completely shred pag-es for hours at a time. Then all mom and dad had to do was sweep up the confetti and toss it out. Perfect, right?

It worked great until the child found a box under the bed in his parents’ bedroom. There were lots of funny-looking papers in the box, and naturally, he shredded them. Those colorful little papers were every yuan of the couple’s savings — about $5,000. They had been saving for a down payment on a house.

After an extended episode of weeping and wailing, the Liu’s called in their rela-tives to help try to reassemble thousands of bits of paper. To make matters worse, most

of the money was in small-denomination bills. Just imagine a giant jigsaw puzzle, with the pieces fluttering away with the slightest breeze, draft, breath or movement.

Fortunately for the couple, they found a bank willing to replace all the yuan they could produce in fairly verifiable condition. The boy’s mom, Fan, admitted that feeding the kid’s paper-ripping appetite “perhaps wasn’t very sensible.” Gee, ya think?

Were They Too Drunk To Think Of Calling A Cab?

In Readington Township, N.J., 34-year-old Carmen Reategui was ar-rested for a DUI, processed and prepared for release. Of course, she couldn’t be al-lowed to drive herself home, so she called a friend to come and pick her up. That was 23-year-old Nina Petracca. The trouble was, when she arrived, officers found that she was too drunk to drive, and they ar-rested her as well. The girls in turn called a mutual friend, 33-year-old Ryan Hogan, to come and haul the two of them home.

You guessed it: Ryan made it to the station — and was promptly tested and arrested for driving under the influence. We gotta wonder if they tried to call other friends who were too drunk to answer the phone.

BBAnything Tactical Sells — So Sell It!

Gun sales are falling off? We know “tactical” arms are hot sellers, but even sales of those guns are slumping. Whad-daya do? True, your customers shoot, but they also eat! Go to thinkgeek.com and check out the Tactical Laser-Guided Pizza Cutter! Careful though, it looks enough like a “sorta-gun-thing” that it could be outlawed in California and the Northeast-ern “occupied” states. Black, sleek and precise, it looks like Darth Vader’s pizza-cutter, and it retails for only $29.95. And consider this: It could have a better margin than your average gun sale.

While you’re on the website, also check out their even more deadly-looking TGX Tactical BBQ Fork, which combines a functioning light and laser sight on a long, sharp barbecue fork. Light ’em up, laser ’em and stick those sausages! It lists for just $19.95. I’ve got mine, and now I’m waiting for the debut of the Strategic Stealth Spatula!

Aw, They’ll Probably Never Notice ItIn just a few days, an “illustrated”

young man named Jeffrey Chapman is scheduled to go on trial for murder in Kansas. He’s accused of killing one Da-mon Galliart in 2011, and attempting to hide the body in a roadside ditch. Hunt-ers stumbled upon Galliart’s remains, and the state’s case against Chapman seems strong. But his legal team may be granted a delay to deal with a thorny question: What to do about the tattoo that circles Chapman’s neck from ear to ear? The prosecution doesn’t have a problem with it, but the defense thinks if the jury sees it, it could be prejudicial to their client. In big block letters, Chapman’s tattoo reads “MURDER.”

Now why would that be a problem? Surely jury members wouldn’t just as-sume Jeffrey’s anything other than a nice little choirboy, would they? Some narrow-minded people might assume a guy who gets his neck permanently inked with “MURDER” could be prone to violence. Silly, huh?

Jeffrey wants a tattoo artist brought in to remove, subdue or cover his “artwork.” But, the county sheriff points out state law forbids registered tattoo artists from prac-ticing off their licensed premises, and his office doesn’t provide transportation and travel passes for inmates accused of capi-tal crimes to visit tattoo parlors. The de-fense is leaning toward putting Chapman in a turtleneck sweater and hoping for the best. They should hope for smarter clients. 9

COMFORT WHEN YOU NEED IT.Designed for Protection. Engineered for Comfort.

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In recent years, millions of target shooters have de-scended on ranges and fields in droves, accounting for billions of dollars for the U.S. economy. In early 2014, the NSSF released a report titled, “Target Shooting In America: Millions of Shooters, Billions of Dollars,” which examines the fiscal impact target shooting has on the U.S. economy.

Determining the exact amount of active recreational shooters in the U.S. is a difficult task — estimates range from 20 to 40 mil-lion. In 2011, target shooting alone supported 185,402 jobs across the United States; creating $23 billion in economic activity and producing $3.5 billion in state and federal tax revenues.

This substantial consumer population continues to grow, as research indicates half of active target shooters introduce a new-comer to the sport each year. With this steady growth, spending will increase across the industry.

“More people target shooting is good news for the industry, and it is equally good news for America’s economy,” said Steve Sanetti, NSSF president and CEO.

Sixty-five percent of target shooters prefer using rifles, with handguns following less than a percentage point behind at 64.7 percent. While rifles are used more often, handgun target shooters spend more time shooting — due to the convenience of indoor ranges in areas with more concentrated populations.

Target shooters spend $9.9 billion annually — more than the annual revenue of the National Football League — with individual shooters spending approximately $493 per year. Mirroring their rates of usage, rifle shooters generate the highest amount of annual consumption, spending $3.6 billion. Handgun shooters spend $3.5 billion annually, while shotgun and muzzleloader shooters spend $2.1 billion and $668.7 million, respectively.

Target Shooting And Hunting: Profit Powerhouses The NSSF report draws comparisons between target shooters

and hunters, both of which have seen higher participation rates in recent years. Combining the information found in this report with the 2013 report “Hunting In America,” the considerable economic impact of the shooting industry is clear. In 2011, target shooters

and hunters added $110 billion to the nation’s economy, fueling more than 866,000 jobs.

Although each group maintains an active population, there is a notable difference in spending. Target shooters spend signifi-cantly less money on travel in comparison to hunters. Proximity to ranges is vital to maintaining target shooting’s economic im-pact — if a range is over 30 minutes away from a target shooter, participation levels decrease and consequently, spending declines.

Hunters spent $16.8 billion in 2011 compared to $9.9 billion spent by target shooters, with this difference largely due to travel expenses. Hunters spend more than target shooters because of additional necessities, such as fuel, food, accommodations and transportation.

Equipment accounts for 82 percent of target shooter spend-ing, with the average shooter putting $406 towards equipment and $87 towards trip-related expenditures annually. Equipment expenditures are almost equal between the two groups — $8.2 billion from shooters versus $8.4 billion by hunters. Equipment can include a range of items, covering everything from firearms and ammunition to range fees and concealed-carry classes.

With strong financial numbers, the positive effects target shooting and hunting have on sectors outside of the industry can-not be denied.

“The ‘Target Shooting In America’ and ‘Hunting In America’ reports give us a more complete understanding of the econom-ic importance of the shooting sports in America,” Sanetti said. “We’ve long known about the recreational benefits of these activi-ties, and now we know how much they contribute to our country’s financial well-being.”

To read the full report, visit www.nssf.org/research. SI Digital readers, click the “Hot Link” logo. 9

By Holly Parker

NUMBER OF TARGET SHOOTERS(based 2007-2011 average)DAYS OF TARGET SHOOTINGDAYS PER SHOOTERTRIP-RELATED SPENDING

FuelFoodLodging

EQUIPMENT SPENDINGFirearmsAmmunitionRange FeesHandloadingOpticsShooting AccessoriesBlackpowderEquipment RentalInstructor FeesDues & ContributionsBooks & MagazinesCCW Classes & Training

TOTAL SPENDING

20,176,114

446,651,70822

$1,749,952,539$969,917,994$474,996,774$305,037,771

$8,197,994,342$3,915,433,320$1,168,775,747

$701,853,152$556,497,838$530,037,034$410,383,195$267,397,151$166,924,435$132,641,666$130,462,803$112,423,000$105,165,000

$9,947,946,881

$87$48$24

$415$406$194

$58$35$28$26$20$13

$8$7$6$6$5

*TOTAL ANNUAL SPENDING FOR TARGET SHOOTING, 2011

Average Per Shooter Annualy

The ammunition used for Three Gun Competition needs to be reliable and accurate. Three Gun Shooters want their ammo to be economical as well because they will be shooting lots of it for practice and at matches. Fiocchi delivers the reliability,

accuracy, and bang for the buck Three Gunners need with a wide range of our handgun, shotgun, and rifle loads. Shooting Dynamics and Exacta ammunition by Fiocchi allows the Three Gunner to select just the right load for whatever the course designer throws at you – paper, steel, or clays from near to far.

For the Fiocchi dealer near you, Call 417.449.1043www.fiocchiusa.com

Since 1876

While ammunition and accessory sales are extremely impor-tant to firearms retailers, the potential for higher profits on pri-mary and secondary sales lies in riflescopes — and to a lesser but appreciable degree — handgun scopes, binoculars, spotting scopes and other similar products.

INCREASE YOUR INVENTORY AND KNOWLEDGE FOR YEAR-ROUND PROFITS

BY PAT COVERT

Of course, storefront dealers face challenges in selling optics beyond just the technical aspects of the product category. Accord-ing to a recent research study by IBISWorld, the number of brick-and-mortar gun stores has grown considerably.

“In fact, over the five years to 2014, the number of industry [gun dealer] establishments grew at an average annual rate of 7 percent to 9,464. This is despite the heavy competition the in-dustry faces from other gun and ammunition retailers, especially sporting goods and outdoor stores such as Cabela’s and Gan-der Mountain, as well as online retailers, gun shows and pawn shops,” IBISWorld reports.

As competition continues to grow, it’s important for store-front dealers to expand their sales in other areas besides guns and ammo. Fortunately, you have the excellent competitive benefit of allowing your customers to handle optics firsthand, and provide onsite service — something web stores can’t offer.

FULL RANGE OF PRICESThere’s an old saying among shooters: “I’d rather have a

cheap rifle and an expensive scope than the other way around.” While this may not hold true for all your customers, it captures the importance many gun owners place on high-end optics. At the same time, it’s important to offer a full range of optics at various price points to ensure you cover all the opportunities for an extra hit with your rifle sales. You certainly want to carry scopes com-mensurate with the price range of rifles you carry, but it’s a good idea to carry higher and lower price points in addition to your standard stock.

To increase sales, consider offering package deals on rifle and scope combos. By offering the pair at a discount, you’ll have the opportunity to increase total sales. There are several ways you can do this. First, you can offer the pair at an attractive sale price. If you want to broaden the customer’s selection, offer the optic at a percentage discount with the purchase of a regular-priced rifle.

The combo you choose can be regular inventory or closeouts to make room for new stock. Advertise the combo or simply offer an in-store promotion. The goal is to increase traffic and move stock.

Are you overlooking a major profit center in your store, one that could easily add thousands of dollars to your bottom line? Here it is: Optics are the one-two punch of firearms sales.

32 JUNE 2014

Nikon PROSTAFF 5

CALL IN THE WINGMANIt’s nearly impossible for each member of your sales staff to

have master-grade knowledge of every category of firearms and accessories in your store. However, chances are each staff mem-ber has a special area of interest or can develop one. Use your sales force to its optimum advantage by training and utilizing each member as a knowledgeable backup to the rest of the team. Your optics “wingman” can join in the sales presentation when extra knowledge is needed to help close the sale.

This “resident expert” concept works well for all categories of product in your store, since one of the key advantages you have is direct interaction with your customer.

Dealers can also utilize this expertise after the sale. If you’re not already mounting your customers’ riflescopes, now is the time to start. If you’re already providing this service, now is a good time to promote it more heavily.

With growing Internet and local competition, customer ser-vice has never been more important. Dealers should consider of-fering free scope mounting with the purchase of new riflescopes, or combo sales.

Optics can add thousands to your bottom line. Here, Joe King (above, right) of Mark’s Outdoor Sports in Birmingham, Ala., explains the features of a Swarovski riflescope.

Offering a free riflescope-mounting service to complement sales will enable dealers to provide the added bonus of good customer service.

Meopta MeoStar S2 82 HD Angled

to start. If you’re already providing this service, now is a good time to promote it more heavily.

With growing Internet and local competition, customer ser-vice has never been more important. Dealers should consider of-vice has never been more important. Dealers should consider of-vice has never been more important. Dealers should consider offering free scope mounting with the purchase of new riflescopes, or combo sales.

dealers to provide the added bonus of good customer service.

Meopta MeoStar S2 82 HD Angled

Consider a special optics buy from the manufacturers or dis-tributors on closeouts and put a special promotion together with free mounting. This gives you the opportunity to send your cus-tomer out the door with a smile on his or her face — and chances are they’ll tell their friends and relatives, resulting in additional sales for your store.

NOT JUST SEASONALSelling optics is a year-round profit generator. Yes, you’ll

typically sell more scopes prior to hunting season and in warmer months when weather conditions are better for time at the range, but there are optics sales to be made the rest of the year.

Many hunters “scope out” their hunting areas year-round. These consumers use binoculars and spotting scopes to constantly monitor game activity to plan for the opening of hunting season. These dedicated hunters present a bonus sales opportunity — dis-play your optics in a prominent area in your store 365 days a year and include them in your advertising and in-store promotions.

OPTICS EDUCATIONKeeping up with changes in the optics industry can be a real

challenge. Many technological advances in scopes and sighting systems are due to our military’s involvement in recent conflicts. Virtually every facet of the outdoor and tactical/law enforcement markets has seen advancements — creating a rapidly changing market.

Today’s gun-store owner is expected to be knowledgeable about riflescopes, binoculars, spotting scopes, handgun scopes, monoculars and other optical and sighting systems, including rangefinders.

Many of the major optics manufacturers provide educational information for consumers. These educational centers are invalu-able for dealers and their sales staff. Of course, dealer and other trade shows, such as the SHOT Show, provide excellent opportu-nities for added optics education.

Throughout the year, you can stay updated with Shooting In-dustry and our consumer publications. 9

INCREASE YOUR INVENTORY AND KNOWLEDGE FOR YEAR-ROUND PROFITS

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10,000+ manufacturers, distributors, firearms

retailers, shooting ranges, sportsmen’s

organizations and publishers making a direct

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We’re one powerful voice for the industry.

Join us, and make us even stronger!

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This is great news for firearms dealers.Hunters put food on the table, create jobs, introduce young-

sters to the outdoors and to wildlife/habitat preservation, provide billions in revenue to maintain conservation programs and gen-erate more public shooting ranges. They’re the backbone of the industry in many ways.

Hunting added $87 billion to the nation’s economy while supporting more than 680,000 jobs in 2011, according to the “Hunting in America” report. In addition, wildlife populations have increased dramatically since the 1930s, in large part due to hunter-driven conservation movements.

Hunting is drawing higher numbers of shooters to the field and enjoying greater approval from the general population than it has seen in nearly 20 years. As many as 79 percent of Americans 18 and older approve of hunting, according to a Responsive Man-agement survey commissioned by NSSF.

Today, there are plenty of reasons to go afield, and hunting customers are eager to get there. This provides plenty of profit-able opportunities to help customers maximize their hunting suc-cess and improve their overall hunting experience.

Current Hunting DemographicsWhat has caused this renewed interest in hunting, and just

who comprises today’s hunting population?According to a 2011 study undertaken by Responsive Man-

agement and funded by the U.S. Fish and Wildlife Service, there are 10 major factors related to the hunting increase:

1. The economic recession2. Higher incomes in certain population segments3. The desire for meat and the “locavore” movement4. Recruitment and retention programs5. Access programs6. Marketing and license changes7. Current hunters hunting more frequently8. Returning military personnel9. Lapsed hunters reengaging10. A newer demographic, including women, suburban and young hunters

Signs from around the industry point to evidence hunting is on the rise.

Hunting-related purchases increased by 55 percent between 2006 and 2011,

while the number of hunters aged 16 and over increased by 9 percent. Those

encouraging numbers come from “Hunting in America: An Economic Force for

Conservation,” produced by Southwick Associates for the NSSF. This resurgence in

hunting popularity follows a two-decade period of decline.

By Greg Staunton

REFINE YOUR STRATEGY TO PREPARE FOR UPCOMING SEASONS

What were consumers purchasing at the peak of last year’s hunting season? Southwick Associates provides insight through its monthly surveys available at www.huntingsurvey.com and www.shoot-ersurvey.com.

No single influence is behind the hunt-ing surge, according to Responsive Man-agement. Instead, the above “combination of factors, a perfect positive storm of rea-sons” led to the increases in hunting.

So what motivates today’s hunters?Southwick Associates’ January 2013

Hunter Survey found 92 percent of re-spondents hunt simply because they enjoy spending time outdoors, with the vast ma-jority of that number (87%) specifically pointing to the serenity of the hunting ex-perience. Additionally, another 87 percent said they enjoy seeing wildlife in their habitat. The challenge of the sport moti-vates 80 percent, while 74 percent enjoy spending time hunting with family and friends. Seventy percent say providing food for their families and friends is their main motivation.

“Future efforts to increase hunting, or to successfully promote hunting-related products and services, must emphasize fun, social interactions and the total out-door experience hunting provides,” said Rob Southwick, president of Southwick Associates.

The Family That Hunts Together …More and more families are taking to

the field to hunt together, and women are a driving force behind it. Women now comprise nearly 11 percent of all hunters, according to Census Bureau data reported by National Geographic last year. The number of women hunters increased 25 percent between 2006 and 2011.

Women enjoy the outdoor recreation of hunting as much as men do, but they’re also heavily motivated by providing meat for their families and cutting back on their grocery bills (55 percent vs. 27 percent for men). And they’re good at bringing home their meat of choice.

For dealers, this translates to ensuring your advertising and promotional efforts are targeting women. It can pay dividends. Women are enthusiastic students, so con-sider providing local seminars or hands-on training for women hunters and add a lo-cavore or organic meat-harvesting element to the event. You may be pleasantly sur-

prised at the response and resulting sales.Women exhibit purchasing power

when it comes to firearms and hunting-related products. Their spending on am-munition was not too far behind their male counterparts in 2012, according to

the Southwick Associates’ report, “Wom-en in the Outdoors.” They outspent men in the hunting accessories category and tied them in hunting apparel purchases. Women bowhunters also outspent men in related equipment in 2012.

Southwick reports Savage was the top rifle brand for 2013. New for 2014, the Model 11 International Trophy Predator Hunter in Snow Camo includes a 3-9x40 Weaver KASPA Scope.

What Hunters Are BuyingWhitetail is still the most-sought game for most local hunters.

Anything related to deer hunting is a staple for firearm dealers. Small game, upland game bird, doves, waterfowl and turkeys draw smaller but devoted numbers of hunters. Predator hunting also con-tinues to rise in popularity.

Dealers should be sure to match new hunters with the correct long guns, and also need to be prepared for the seasoned hunters who periodically upgrade their rifles, shotguns and scopes. Scent-related products, along with sturdy hunting apparel, are perennial top-sellers during hunting season.

Any effort made to maintain a healthy ammunition supply will be rewarded, as ammunition purchases for hunters far outstrip any other add-on buys. Practice targets are another hunting staple.

Southwick Associates reports the top-selling rifle brand last year was Savage, with Remington coming in as the top shotgun brand. Remington also led in rifle ammunition sales while Win-chester offered the preferred shotgun ammunition.

Nikon led in riflescope purchases and Bushnell was the top binocular, spotting scope and rangefinder brand sold.

Reloading equipment continues to be popular with hunters. The leading brands for reloading products last year were Hor-nady bullets, Hodgdon powders, Lee Precision dies and CCI primers, according to Southwick. Lawrence was the top reload-ing shot brand.

Wildlife Research Center, Tinks and Scent-Away dominated the cover scent, lure scent and odor eliminator brands. Hunters preferred Buck Knives and Rocky Boots last year.

Hunting Sales StrategyIt’s never too early to plan for the upsurge in firearm and

hunting-related purchases that accompany the Christmas season. Fifty-two percent of hunters surveyed last year gave or received hunting-related or shooting gifts, and 66 percent claimed those items were used exclusively for hunting.

As for what influences hunters in their buying decisions, re-search indicates personal experience with a product is the great-est factor, followed by brand loyalty and other experienced hunt-ers’ and friends’ recommendations. More than a third of hunters claimed they rely on local dealers as their chief outfitters — more good news.

Most dealers are well into preparing for the fall hunting sea-son. The “numbers” indicate the customer base is growing — and they are eager to hunt. Now is the time to refine your hunting sales strategy. 9

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The tight ammunition market continues to challenge gun dealers and range operators as they struggle to balance the uncertainty of availability and customer demand. Al-

though supplies are improving, industry experts aren’t expecting large quantities of ammunition to sit on shelves any time soon.

Jeff Hoffman, president of Black Hills Ammunition, sees a con-tinuing degree of stockpiling.

“When people in this country are uncomfortable with politics — as they are with the current administration — they buy guns and ammunition. People want to be sure they have the guns and ammunition they need to take care of their families, no matter what happens,” Hoffman said.

Historically, there have been other periods when consumers bought ammunition in large quantities; however, Hoffman asserts current demand is different.

“In the past when there was a surge, people would stock up and then there would be a big ‘hangover’ spell, because the system would be full when the demand stopped,” he said. “As a manufac-turer, we know it isn’t simply stockpiling of ammunition, because people would have stockpiled and then sat back and said, ‘Okay, I’m good.’”

This difference is important.“The continued demand tells me there are more people who

have guns and are shooting than when this happened in the 1990s. Then, people were buying guns because they were afraid of gun control. Now, they are concerned about security; people are buying guns and shooting them, and engaging in the sport. That’s good for the continued freedom of this country.”

One Caliber At A TimeMike Griffin, buyer for Colonial Shooting Academy in Rich-

mond, Va., said the ammunition shortage is getting better a caliber at a time.

“It seems like .223 and 5.56 freed up first,” he said. “Then .45 ACP and .40 S&W freed up, followed by 9mm. And .22 LR is still an issue, but hopefully it will free up soon. Now, .380 ACP has become fairly scarce and has become a big challenge. I think it’s because several new guns have been introduced in that caliber, particularly the Glock 42.”

Another factor, he said, is the relative expense element.“When you can get it, .22 ammunition is less expensive than

anything else,” he said. “By the scale of production, 9mm is the cheapest centerfire round to produce. So if you can’t get .22, 9mm is a good option if you’re looking strictly at the cost.”

Cost isn’t the only factor, Griffin says. Caliber by caliber, ammunition supplies are beginning to meet customer demand. Hornady Manufacturing offers a wide range of handgun, rifle and shotgun ammunition.

continued on page 42

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Robin Sharpless, executive vice presi-dent of Redding Reloading, said sales of reloading equipment have increased and the demographics of buyers have changed.

“In our major reseller category, we saw a 40 percent increase in 2013 over 2012, and 2012 was a record year,” he said.

Sharpless said older shooters are get-ting into reloading much more than they have in the past.

“Historically, reloading has been the purview of young guys who like to shoot a lot and who want to make less expensive ammo,” he said. “If they can reload, they can save about 50 percent.”

Over the past couple of years, however, the reloading market has seen a large in-flux of older shooters who are just starting to handload.

“A lot of people thought if they couldn’t get .22 ammo, they could go to a .380 and have it shoot without too much recoil in-stead of stepping into a 9mm,” Griffin said. “In some instances that works, but the re-coil impulse for most .380 pistols is actu-ally quite stout. For a lot of people, if they couldn’t get .22, then the .380 was an op-tion to bridge the gap between the .22 and the 9mm.”

For Hoffman at Black Hills, the rising demand for .380 ACP comes as no surprise.

“The first year Ruger came out with the LCP (2008), the manager of the Ru-ger Prescott plant came by our SHOT Show booth. He reached into his front shirt pocket, pulled out an LCP and said, ‘This is the next big thing,’” Hoffman said. “My first thought was, ‘Oh yeah, a pocket .380. That’ll go over real big.’ And then in three days Ruger sold 73,000 guns. So yeah, .380 is a big deal and it’s not just a fad. It’s here to stay.”

Black Hills offers a .380 Auto in two loads: a 90-grain jacketed hollowpoint and a 100-grain full metal jacket. Hoffman said the rise in popularity of the .380 is partly because of the availability of small, con-cealable guns.

“But that’s just part of it,” he said. “AR sales are through the roof, as well. People believe they’re responsible for their own security, and this might mean an AR-15 at home or in a vehicle and a .380 in a purse.”

In contrast, the demand for big bore handguns such as the .454 Casull and the Smith & Wesson .500 has dropped off con-siderably, according to Griffin.

“Those calibers are of interest to only a small segment of the market,” Griffin said. “People like to come in and see them, put their hands on them and get an idea of the type of gun that can shoot such a large round — but very few people purchase one. If someone buys one, he doesn’t main-tain the volume of shooting someone with a standard-caliber handgun does.”

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continued from page 40

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“It’s kind of a dual thing of not being able to find what they want and the big in-crease in price,” Sharpless said.

Using information gathered from the Redding Reloading website, Sharpless is able to track the demographics of cus-tomers who request a catalog. Here’s the breakdown of new reloaders (those who had two years or less experience) during the first three months of 2014:

• 84 percent were older than 30 • 62.5 percent older than 40• 38.6 percent were in the 50-plus age

groupSharpless says this is a significant de-

parture from the years prior to 2012, when new reloaders were mostly in their 20s.

Regardless of the age of the shooter, Sharpless says, the question of why some-one chooses to reload has two different answers.

“The shooter we call the ‘reloader’ produces ammunition on par with factory ammunition he’s accustomed to having,” he said. “These are action-pistol shooters, cowboy-action shooters and other shooters who use high quantity ammunition.”

The second category includes the shooters who want to fine-tune a round to a specific firearm.

“This is the ‘handloader’ category,” he said. “This shooter wants his ammunition to do more than factory ammunition will give him.” Handloaders aren’t trying to reproduce factory am-

munition, but they also aren’t necessarily on an accuracy, perfor-mance or consistency quest.

“One other thing we’re seeing with the older beginner is they are getting information from someone else at a range or retail store,” Sharpless said. “It’s more than word of mouth; what they’re doing is finding a perceived expert at a gun shop or at a range.”

Having this kind of insight into a customer base should help dealers target their advertising, inventory and customer service to the reloader/handloader who comes into their stores. 9

During the first three months of 2014, the average age of reloaders revealed a significant shift from previous years — with older shooters driving sales in this category. Dealers should take note and target their audience accordingly.

Avast, mateys, it be time for a hearty salute to all ye who signed on to sail to Florida and the Shooting Industry Masters. Hoist the mainsail! Step lively, me hearties, we be seeking pirate treasure! Arrr!”

Yes, the 2014 Masters has a distinct pirate theme, adding to the fun factor of this in-dustry-only shooting event. This year’s Masters will be held July 18-19 at the Indian River County Shooting Range in Sebastian, Fla., along Florida’s Treasure Coast — an area where sunken treasure remains hidden offshore.

Once again, we at FMG Publications are humbled by the overwhelming support for the Mas-ters from companies throughout the industry. For the 2013 Masters, we had a record 53

sponsors; 19 additional companies are sponsoring this year’s competition. Last year, we were unable to accommodate all the teams wishing to take part in

the Masters. This year, we increased the number of team slots from 80 to 100, and they were all filled by November. More than 400 shooters from companies from every segment of the industry will step to the firing line in Florida.

Thank you to our sponsors, teams and those providing vital support.

Here’s A Hearty Salute To Our Sponsors And Teams Of The Masters

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A Family ReunionA number of things set the Masters apart from other shoot-

ing events. The Masters really isn’t a shooting competition, but rather a family reunion with plenty of trigger time. To ensure a relaxed, fun atmosphere, we don’t publish the shooting scores, which provides for plenty of farfetched, high-scoring tales.

Most importantly, the Masters is an industry-only event: it’s not open to the public. It’s a time for those in the industry — from CEOs, sales reps, engineers and dealers to accountants, machinists and mailroom staff — to relax and enjoy spending time with the “family.” Yes, there’s plenty of shooting. We provide shooting opportunities featuring firearms from virtually every segment of the market — for the fun factor and to provide an appreciation for others in the industry.

Another important aspect of the Masters is the money we raise for organizations and programs. Since 2008, we have raised $211,000 for NSSF’s First Shots Program. At the 2013 SHOT Show, NSSF presented FMG Publications the Ken Sedlecky Lifetime Achievement Award for our support of this program. At this year’s Masters, we will again raise money for First Shots.

We also raise money for USA Shooting, an organization we proudly sponsor. We’ve raised $31,800 for USA Shooting, and will support the team again this year.

For the 2014 Masters, we’ve added an event to raise money for another organization we proudly sponsor: Honored American Veterans Afield (HAVA). Treasure Coast Sports and Indian River County are hosting the Honors For HAVA Golf Tournament at Sandridge Golf Course on Thursday, July 17. To enter the tourna-ment, visit www.treasurecoastsports.org and select “Golf Tourn.”

Unparalleled FunThrough the years, those who join us at the Masters are our

best promoters.“This is the one time a year when we can come together as

friends, as an industry and shoot. We can leave the business at the shop and get some fresh air. For all these guys normally in suits and ties it’s fun, it’s unique. We really appreciate FMG put-ting this together because no one else does it. Don’t stop!” said Stephanie Pastusek, XS Sights marketing director.

“We come because we support the NSSF and we want to sup-port the First Shots program. It’s an awesome program, and if you are a member of NSSF and not here, you’re making a tremendous mistake,” said Scott Grange, Browning public relations manager.

“This is a great time for the industry to get together and attend a great fundraising event. It’s a wonderful annual event that we look forward to every year,” said Carol Franklin, Beretta national accounts manager.

“You want to come to the Masters because it’s not like any of the other shows. It’s a time to get together with people and you can do it in a relaxed environment and have fun. There’s business too, but not much,” said John Vehr, Timney Triggers president.

“We are very proud to have received this year’s Spirit Award [for enthusiasm, fun]. Our team put a lot of thought and energy into our costumes to keep with the theme and spirit of this year’s [2013] Masters,” said Aaron Moore, LaserLyte vice president. “We shot twice as better, twice as fast and looked better doing it — well, at least we thought we did!”

“This match is so well-run and so well-organized, everything ran on time with no hiccups. We’ll absolutely attend next year, regardless of where it’s held,” said Joe Bartozzi, O.F. Mossberg & Sons senior VP and general counsel.

While our team slots are filled, you can still be involved in this year’s Masters. Interested in becoming a sponsor or donating prizes for our raffles and auctions? Contact Shari LeGate, Mas-ters manager, at shari@shootingindustry.com.

For those who cannot join us at this year’s Masters, plan to do so next year. As always, we guarantee a safe and fun family reunion.

“We be seeing ye firing ye blunderbuss and smiling plenty. Arrrr!”

Thank you from Team FMG Publications 9

Masters Connection:www.shootingindustry.com/masters

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Twitter: @fmgpubs and @ShariLeGate

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The AT-P1’s pre-charged pneu-matic (PCP) power system uses a 50cc air cylinder with 200-bar fill. This includes a precision-rifled barrel and a fully adjustable two-stage Quattro Trigger. The side-lever-action pistol is available in .177, .22 and .25. It is fit-ted with a dovetail-grooved receiver for both 11mm and 22mm scope mounts and micro-adjustable rear and front sights, both with TRUGLO fiber optics.

(505) 281-3783www.shootingindustry.com/company/ergo-grip-falcon-industries

Ergo Grip introduces Textured Slim-Line Rail Covers, which are molded from Santoprene and feature a SUREGRIP texture. The rail covers protect equipment, vehicle interiors and other surfaces from damage by exposed Picatinny rails.

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Email to:editor@shootingindustry.com

stephanie@fmgpubs.com

or mail to:Shooting Industry Magazine

12345 World Trade Dr.San Diego, CA 92128

NEW PRODUCTSShooting Industry’s New Product section is designed to help dealers increase sales by highlighting the latest products to hit the market from a variety of manufacturers.

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Visit www.shootingindustry.com/index to view every company and product featured by FMG Publications.

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(800) 626-7266www.shootingindustry.com/company/corbon

CORBON DPX All-Copper Handgun Bullets feature petals which stay fully expanded and won’t fold back against the shank of the bullet, resulting in larger recovered diameters with more soft tissue damage. CORBON has also added a protective clear coating to keep the 100 percent copper bullets from discoloring for up to five years.

(203) 743-2488www.shootingindustry.com/company/elvex

Elvex Leopard Print Frames come in both Chica and Avion shooting safety glasses styles. The military ballistic-rated unitary lenses provide a lightweight wrap-around design. The Avion leopard print is also available in amber, brown, clear and indoor/outdoor lens tints in both standard and slim fit sizes.

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The semi-automatic, dual-ammo Winchester Air Rifle MP4 has a metal receiver and composite collapsible stock and weighs 5.8 pounds. The removable clip houses two standard 12-gram CO2 cylinders and a 16-round reversible rotary magazine, which holds eight rounds of BBs or .177 cal. pellets. The telescoping buttstock is collapsible. It has a fold-down front sight and fold-down adjustable rear sight and a manual safety.

CORBON

www.gunsmagazine.com/surplus

The GUNS Surplus 2014 Special Edition contains 32 articles focusing on vintage and replica guns and gear. This issue highlights the best of military artillery, delving into history and tracking the evolution of some of the world’s most famous surplus guns. It features the PPSh-41 submachine gun, the Colt Single-Action Army-styled Stampede, the Astra 400, advice on sighting in guns and more.

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P.O. Box 2225, Burleson, TX 76097817-783-6001/6433 • FAX: 817-783-6553info@sunopticsusa.comwww.sunopticsusa.com

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(800) 654-5992www.shootingindustry.com/company/skb-corporation

The 3i-5014-3G iSeries 3-Gun Competition multi-layered case is constructed of polypropyl-ene copolymer resin and features a waterproof, dustproof design. The interior has heavy-duty density-closed cell foam with a reinforced rigid multilayer divider. It offers six accessory cavities for shells and eye and ear protection, and will hold shotguns up to 48 inches long and scoped rifles up to 39 inches long.

SKB Corporation

(716) 204-7350www.shootingindustry.com/company/kynshot

KynSHOT introduces Hydraulic Recoil Dampers designed for the AR-15 and .308 rifles and various shotgun platforms. Built using mil-spec standards, the recoil dampers are made of stainless steel and offer long-life seals and hydraulic oils for longevity and performance in harsh operating environments.

KynSHOT

(800) 247-5625 www.shootingindustry.com/company/liberty-safe-security

The Ammo Can is built with heavy-duty 14-gauge steel. It has a tough composite door with dual locking bars and a single layer of fireboard. The interior contains a grey fabric finish and three perma-shelves. A gloss-textured black fin-ish and exterior hinges make for a 180-degree door opening.

Liberty Safe

(925) 583-1712www.shootingindustry.com/company/wiley-x-eyewear

The shield-style WX Vapor features a lightweight, double-injected frame design and meets ANSI Z87 high velocity and high mass impact safety standards. It offers 100 percent UVA/UVB protection, distortion-free clarity and a T-Shell lens coating to prevent scratching. The new WX Vapor is offered in four configurations.

Wiley X Eyewear

MEC-GAR is proud to offer “Optimum” - our newand unique series of high capacity flush-fit pistolmagazines.The new design of the magazine housing andinterlinked magazine components, together witha special Anti-Friction Coating offer far superiorperformance even in difficult operationalenvironments.The increased firepower of MEC-GAR “Optimum”magazines can be further raised by an optional “PlusTwo” adapter. “Plus Two” is a new set of hollowbutt-plate and inner base to raise the capacity of theMEC-GAR “Optimum” magazine by 2-rounds andstick out only 5/8” from the butt of the pistol!Available For: Beretta 92FS 9mm 18rd / 20rd

Beretta 96FS .40S&W 13rd / 15rdPara-Ordnance P14 .45ACP 14rdSIG P226 9mm 18rd / 20rdSIG P226 .40S&W 13rd / 15rdSpringfield XD 9mm 18rdSpringfield XD .40S&W 13rdTaurus PT92 9mm 18rd / 20rdTaurus PT100 .40S&W 13rd / 15rd

“OPTIMUM”... THE WORLD’S BEST MAGAZINES

World’s Finest Magazines

Mec-Gar USA, Inc., 905 Middle Street, Middletown, CT 06457Tel: (800) 632-4271 Fax: (860) 635-1712 www.mec-gar.com

Remington has determined that some Model 700 and Model Seven rifles with XMP triggers could, under certain circumstances, unintentionally discharge. A Remington investigation has determined that some XMP triggers might have excess bonding agent used in the assembly process. While Remington has the utmost confidence in the design of the XMP trigger, it is undertaking this recall in the interest of consumer safety to remove any potential excess bonding agent applied in the assembly process.

HOW TO DETERMINE IF YOUR RIFLE IS SUBJECT TO THE RECALL1. Identify the serial number (Located on the left side of a

right handed receiver and on the right side for left-handed receivers) and provide it to Remington’s recall support team, either by entering it at xmprecall.remington.com or calling 1-800-243-9700 (Prompt #3 then Prompt #1) Monday through Friday, 9 a.m. to 5 p.m. EDT.

2. You may also determine if your rifle is subject to the recall by a visual inspection. If the face of the trigger is ribbed, your rifle does not have an XMP trigger and is NOT subject to this recall. If the face of the trigger is smooth, your rifle has an XMP trigger and IS subject to this recall.

REMEDY / ACTION TO BE TAKENSTOP USING YOUR RIFLE. Any unintended discharge has the potential to cause injury or death. Immediately cease use of recalled rifles and return them to Remington free of charge. Rifles will be inspected, specialty cleaned, tested, and returned as soon as possible, at no cost to you. DO NOT attempt to diagnose or repair recalled rifles.

TO PARTICIPATE IN THIS RECALL PROGRAMVisit xmprecall.remington.com or call 1-800-243-9700 (Prompt #3 then Prompt #1) Monday through Friday, 9 a.m. to 5 p.m. EDT. You will be asked to provide your name, address, telephone number, and rifle(s) serial number.

SAFETY FIRST: Always follow the Ten Commandments of Firearm safety whenever you handle any firearm. Visit Remington.com for more information.

Remington is deeply sorry for this inconvenience, but we believe in safety first. It is imperative that Model 700 and Model Seven rifles subject to this recall are not used until they have been inspected and specialty cleaned by Remington.

The Remington team is committed to the quality and safety of its products.

Remington Arms Company, LLC (“Remington”) is voluntarily recalling Remington Model 700™ and Model Seven™ rifles with X-Mark Pro® (“XMP®”) triggers, manufactured from May 1, 2006 to April 9, 2014.

14REM4021_M700recallAds_4.625x5.indd 1 5/2/14 11:07 AM

(303) 462-0662 www.shootingindustry.com/company/boker-usa-inc

The Boker Plus Striker features a long, false edge and a slender thumb-rest integrating guard. The blade steel is composed of 440C and the handle scales are crafted of green canvas Micarta. The knife includes a Kydex sheath with a belt clip. Blade length is 6 3/8 inches and overall length is 11 5/8 inches.

(260) 203-2921 www.shootingindustry.com/company/sb-firearms

The Schroeder-Bauman line of 1911s are available in three sizes, and offer a va-riety of slide serrations as well as stainless steel or lightweight frame options. Each pistol is hand-assembled of components machined from solid billet, using CNC, EDM and laser-welding technologies.

(503) 783-5333www.shootingindustry.com/company/crimson-trace-corporation

The LG-494 Laserguard is a triggerguard-mounted laser sight for Remington R51 pistols. A front activation button engages Crimson Trace’s Instinctive Activation, which allows the laser to activate as the pistol is held in a natural firing grip. Engineered to match the frame of the R-51, the LG-494 provides 4 hours of run-time.

Boker USA

SB Firearms

Crimson Trace

www.shootingindustry.com/company/boker-usa-inc

features a long, false edge and a slender thumb-rest integrating guard. The blade steel is composed of 440C and the handle scales are crafted of green canvas Micarta. The knife includes a Kydex sheath with a belt clip. Blade length is 6 3/8 inches and

(719) 634-1687www.shootingindustry.com/company/SOLKOA

The Fire Starting Kit from SOLKOA features a Faststrike and four Fastfire tinders. The carbon steel hacksaw blade is an effective striker with additional functions for cutting and fabricating dense manmade materials. The Fastfire generates a sustained, 1300-degree flame in seconds and burns when wet.

SOLKOA

(952) 937-7933 www.shootingindustry.com/company/birchwood-casey

Birchwood Casey’s 10-Clay Silhouette Target is constructed of heavy, corrugated cardboard and features die cut holes to fit any standard size clay bird. The target measures 23 inches wide and 35 inches tall, and holds up to 10 clay birds.

Birchwood Casey

(801) 918-3266www.shootingindustry.com/company/scott-dixon-inc

Scott Dixon Inc. gun cases use aluminum and cold-forming mis-sile technology to result in a prod-uct that is Level ISO 9001-8141, Level J Military Spec, NATO and Pira tested.

Scott Dixon Inc.

(814) 368-2700www.shootingindustry.com/company/zippo-outdoor

The 4-in-1 Woodsman is a single tool that converts to several instruments. It can serve as a mallet, a stake puller, a 15-inch bow saw that cuts oak up to 4 inches in diameter and a hatchet with a 5-inch blade.

Zippo Outdoor

(888) 744-4880www.shootingindustry.com/company/xs-sight-systems-inc

XS Sight Systems announces the release of Big Dot and Standard Dot upgrade options for the Bersa BP9cc. Available as a 24/7 Tritium or Express Tritium Set, the XS Sight shallow ‘v’ paired with the visible one dot front sight is made for quick front sight ac-quisition.

XS Sight Systems

All advertisers are included in the all-digital edition of Shooting Industry.

Visit www.shootingindustry.com to subscribe to SI Digital. It’s free!

INDEX OF ADVERTISERSAdvertiser Page Advertiser Page Advertiser Page

America’s Best Apparel, Inc. 14Americase 24Barnes Bullets Inc. 17Barska 21Black Hills Ammunition Inc. 34Crow Shooting Supply 10Burris Optics 23Daniel Defense 3Davidson’s Inc. 11ADiamonhead 13Electronic Transfer Inc. 5EOTech 6Falcon Industries 19Federal Premium Ammunition 2Fiocchi Ammunition 31Global Vision 42Gould & Goodrich 27Hallmark Cutlery 29Interstate Arms Corp. 12Iver Johnson Arms 42LaserMax 41

Lewis Machine & Tool 11Luth-AR 84Lyman Products 38Maglula Ltd. 5Mec-Gar USA Inc. 85MMC Armory 16MTM Case-Gard 41N82 Tactical 29NSSF 35Outdoor Business Network 86Pelican Products 14Remington Arms 85Rock Island Armory 39 Ruger 7Security Equipment Corp. 27Shooting Search 88SIG SAUER 9SKB Cases 43Smith & Wesson 1Springfield Armory 91Sun Optics USA 84

Taurus International 15USA Brass Co. Inc. 86Viridian Green Laser Sights 92

SATISFY YOUR CUSTOMERS’ HANDGUN HANKERING!

ISSUE HIGHLIGHTS INCLUDE:

Twelve handgun-heavy features, covering the Glock 20 Gen4 10mm, .44 Magnum, Smith & Wesson Model 29 Silhouette Revolver and much more.

SPHINX Alpha SDP Compact giveaway.

The 2014 Buyer’s Guide including the latest guns, knives, lasers and lights.

To order copies for your store, visit: www.american-handgunner.com/american-handgunner-2014-spe-cial-edition

Annual 2014Special Edition

WELCOME TO THE CLOSEST BOND YETBETWEEN HAND AND GUN

When aiming feels as natural as breathing, that’s when you know there’s

an M&P in your hands. An 18-degree grip angle ensures a natural point of

aim, and three interchangeable palmswell grips tailor your gun to you.

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

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

AMBIDEXTROUS CONTROLS

POSITIVE, TACTILE TRIGGER RESET

PRECISION CUT MUZZLE FOR ENHANCED ACCURACY

Untitled-3 1 5/5/14 10:36 AM

THE INDUSTRY’S BUSINESS MAGAZINE — EST. 1955JUNE 2014

Ammo & ReloadingSupplies Steady

The Hunting Surge:Refine Sales Strategy

Hearty Masters SaluteTo Sponsors, Teams

8Industry’s Message

Heard On Capitol Hill

www.shootingindustry.com/rebates LOOKING TO DRIVE SALES?

ONGOING PROGRAMS, REBATES & PROMOTIONS

IW Continued from page 90

Celebrating The X Bullet

Dealers: Sign Up For Buyer Day

Barnes Bullets is celebrating the 25th anniversary of its intro-duction of the X Bullet. Randy Brooks, Barnes Bullets president and co-owner, developed the idea of an all-cop-per, expanding bullet while hunting brown bear in Alaska in 1985. The next year, he re-turned to Alaska with .375 cartridges and took his first bear and first animal downed with an X Bullet.

In 1989, the innova-tive bullet was made available to the pub-lic. Today, the X-Bullet’s trademark is in every Barnes all-copper projectile and am-munition product.

Salutes to Randy and Coni Brooks for continuing the legacy.

Visit www.barnesbullets.com

At the 2014 SHOT Show, the first Buyer Day at the Range was held on the opening day of SHOT Show. It provided an oppor-tunity for dealers, buyers and distributors to test new products and ask questions of manufacturers in a non-show environment. An invaluable event for gaining insight into products.

However, the event’s schedule, which took buyers off the show floor, wasn’t well received. Organizers heard the complaints and quickly made changes.

Next year, SHOW Show Media Day and SHOT Show Buyer Day will be held the day before the opening of SHOT Show:

Jan. 19, 2015, from 8:30 a.m. to 4:30 p.m. The day will be di-vided into two sessions. Beginning at 8:30 a.m., 1,000 invited media members will take part in Media Day. At noon, the range will be open to 700 invited dealers, buyers and distributors for Buyer Day.

How do you get invited? Visit www.shotshowrangeday.com and note the manu-facturers who are taking part in the event. Then, contact your manufacturers and let them know you want to be invited to the 2015 SHOT Show Buyer Day.

Circa 1986, Randy Brooks poses with his first Alaskan brown bear, and the first animal taken with an X Bullet.

Round-Up Closes In On $10 MillionSalutes to Larry and Brenda Potter-

field for 22 years of MidwayUSA’s NRA Round-Up Program. In January 1992, MidwayUSA began asking its customers if they would like to “round-up” their orders to the next higher dollar, with the extra amount going to NRA-ILA.

“Our customers overwhelmingly said yes and to date they have donated nearly $10 million,” said Larry Potterfield, Mid-wayUSA founder and CEO. “The actual donations have never been spent, but each year, NRA-ILA spends 5 percent of the in-

terest to fight anti-gun legislation.”At the 143rd NRA Annual Meeting &

Exhibits in Indianapolis in April, the Pot-terfields presented a ceremonial check to Chris Cox, NRA-ILA executive director, for $9,892,195.82, the amount of money donated by MidwayUSA customers since 1992. 9

Visit www.midwayusa.com

DISTRIBUTORCATALOG

ONLINE STORE

Harness the power of the world-wide-web to bring new customers to your door.

Increase Your Sales

- Distributor Product & Inventory Link- One-Click-To-Ship- Custom Design & Branding

Call Today for a Free Consultation and Online Demo

www.outdoorbusinessnetwork.comToll Free: 1-800-699-0820

Offer Customers A Fully Stocked

Now Your Website Can OfferOver 10,000 Products

Keeping Once Fired Brass in the USANo Order Too Small or Too Large

406.586.2474 25 Evergreen Drive | Bozeman MT 59715

www.usabrassco.com

Check out our Facebook for more industry news, content and special features.

Like us on Facebook

INDUSTRY WATCH Russ Thurman

Black Rain Ordnance: “We Are Not Backing Down”Black Rain Ordnance received a great deal of unexpected at-

tention in early April when the company announced the release of its newest rifles.

“With the continual trampling of the Second Amendment in New York, Black Rain Ordnance is proud to announce their ‘New York Compliant’ rifles. These rifles feature all of the quality and craftsmanship of the standard BRO-lines, but with the added fea-tures to allow for legal possession,” the company announced.

The new AR-15 and AR-10 rifles do not have features prohib-ited by New York’s SAFE Act:

• No Pistol Grip• Non-Threaded Muzzle• Fixed Stock• 10-Round “Low-Capacity Approved” Magazine• New Black Rain Ordnance Inc. Lo-Pro gas block “without

the evil bayonet lug.”Building “compliant” firearms is nothing new. Many manu-

facturers produce modified versions of firearms that permit their sale in a number of states. It’s quite commonplace. However, Black Rain Ordnance’s announcement attracted national media attention, which ignited a lot of questions about the company’s intent.

“The vast majority of the feedback has been nothing less than overwhelming and flattering. We have had an uncountable mass of appreciation from those that live in states that have to deal with heavy anti-gun legislation and regulations. We have also had sev-eral inquiries as to our intentions, as well as skepticism regarding our position in complying with New York State law,” said Justin Harvel, company president.

In an open letter, Harvel makes it clear that “Black Rain Ord-

nance Inc. is an all-American, made-in-the-USA company that wholeheartedly believes in the Second Amendment. From our standpoint, the legislation that has recently passed in areas such as New York and California is unconstitutional. We have a great concern with the continual trending of anti-gun regulations that appear in courts across our great nation.”

Harvel points out that while his company can’t change legisla-tion, they can produce a compliant rifle so “our New York broth-ers in arms could lawfully protect themselves. To put it simply, our motivation is availability.”

Some of the harshest criticism the company has received is from those in the gun community.

“We’ve seen the reactions from our skeptics, but we can’t un-derstand their thought process or logic,” Havel said. “Who feels the backlash when manufacturers and dealers stop selling to the anti-gun states? The answer is simple: gun owners. Not selling to New York is exactly what the New York political forces want. We refuse to let our brothers in arms do without.”

Havel says the company has received an “uncountable” amount of support from New York gun owners and dealers.

“We know their thoughts because we are hearing them firsthand. We are doing a ser-vice for those individuals and we are proud to say we are doing it. If we can accommo-date them, we will,” he said.

For those who have been critical of Black Rain Ordnance, Harvel is clear on where the company stands.

“Let the skeptics be the skeptics, but we are not backing down. We will continue to use innovation to ensure those who want firearms will have them,” Havel said.

Well said. Black Rain Ordnance is to be commend-

ed. First, on producing a firearm consum-ers want — and can purchase, even in New York. Second, for making clear — in an open letter — the company’s solid position. The industry would be well served if more companies were as forthright.

“Not selling to New York is exactly what the New York

political forces want.”— Justin Harvel, Black Rain president

Since 1876

Untitled-1 1 2/4/14 10:55 AM

Personal Defense:Priceless Gift

Increasing Percentage:Gun Laws Too Strict

Industry To California:“No” To Microstamping

THE INDUSTRY’S BUSINESS MAGAZINE — EST. 1955MARCH 2014

pg. 29

KEY TO GROWING PROFITS

RECREATIONAL SHOOTERS

KNIFE SALES

IN-STORE ADVANTAGEIN-STORE ADVANTAGE

• GOOD SALES START• HARD WORK AHEAD www.shootingindustry.com

Industry Watch continued on page 89

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