shot business -- august / september 2013

VOLUME 21, NUMBER 5 AUGUST/SEPTEMBER 2013

FIRING LINE: Weatherby aims for a new market with a bold line of centerfi re rifl es PG. 26

GOOD STUFF: Blackhawk unleashes a pair of state-of-the-art tactical fl ashlights PG. 56

WHOLE HOG: Cash in on a big trend PG. 40

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august/september 2013 ❚ SHot BuSineSS ❚ 1

contentsshot bus iness ❚ august/september 2013 ❚ vol . 2 1 , i ssue 5cover: k

yle thompson

Departments

2 editor’s note hog hunts make pork-belly futures a smart bet

5 news briefs Gerber introduces ultimate pro knife; Doubletap’s pocket pistol ships; vitorinox and Wenger merge; bsA chooses buck knives

24 fyi taking the reins of an existing store

26 firing line Wby-X is Weatherby’s shot at the youth market

28 undercover shopper searching for the perfect gun for a texas ranch hunt

52 what’s selling where

56 good stuff blackhawk lights up with two new legacy leD flashlights

60 new products Garmin Fenix Gps watch, huntworth Arsenal gloves, rocky Athletic mobility, leatherman cam tool, and more

Features

nSSF update 19 from the nssf What we

never hear about firearm safety trends

20 nssf studies first-time buyers survey results indicate usage patterns

20 ffl compliance team two more experts added

21 shot show two reed show organizers join nssF

21 s.a.f.e. summer A new initiative from project childsafe

21 fix nics louisiana law broadening nics record collection signed

22 retailer toolbox A kit for the established retailer

23 you should Know A look at participation trends

34 the new world of airguns Don’t dismiss it as kid stuff: tack-driving accuracy and low shooting expense are the hallmarks of the modern high-performance airgun. by jocK elliot

40 going whole hog Feral hog populations are growing by leaps and bounds—and with them, interest in hog hunting. here’s how to cash in on the trend. by brian mccombie

48 nssf premium retailer membership the industry’s trade association offers a new, elite level of service and benefits for retailers. by patricK shay

34

60

28

SHB0913_TOC.indd 1 7/15/13 4:19 PM

2 ❚ Shot BuSineSS ❚ august/september 2013

editor ’s note

Hog WildThis is no pig in a poke

W hen I began hunting whitetail deer in Texas 25 years ago, no one I knew purposely hunted feral hogs. They were viewed as a nuisance and were shot occa-

sionally as a bonus by hunters looking to extend a hunt once they had tagged their whitetail. But feral hogs are the most prolific large wild mammal in North America, and according to a report by the Texas Cooperative Extension, sows, under the right circumstances, “can produce two litters every 12 to 15 months, with an average of four to eight piglets per litter.”

That’s a lot of pigs. So it should come as no surprise that the Lone Star State is now home to about 2 million hogs, roughly half the total hog population in the U.S. What’s become a huge pest issue for Texas landowners has become a big recre-ation opportunity for hunters—and a tremendous business opportunity for smart firearms retailers.

Contributing editor Brian McCombie (a self-confessed “hog nut”) went to East Texas recently to see what all the fuss is about. His report (page 40) details a hog popu-lation that beggars the mind. Virginia Solgot, marketing director of Wulf Outdoor Sports, told him the store has seen a big increase in hog hunting. As a result, she says, “we have expanded our product selection to include hog-specific gear, and we’ve made hog-hunting products a staple in our stores.”

Manufacturers have responded, as well. “Without question, hog hunting is gaining in popularity all over the U.S.,” says Mike Schwiebert, marketing director for Weatherby. “Here in California, more hogs are killed each year than are deer, making it our number-one big-game animal.” According to Schwiebert, three factors are driv-ing hunter interest in hogs. “There’s lots of them, they don’t require any special equipment, and the seasons are very, very liberal.”

This growth potential helped fuel the decision to introduce a new ver-sion of the Vanguard rifle, the Hog Reaper, specifically designed for younger hunters. McCombie used one to take four hogs, and you can

read his report on its performance as well as Weatherby’s effort to reach out to younger hunters on page 26.

Last year, Winchester introduced its first hog-specific ammo—Razorback XT. The manufacturer expected the new load to do well, but it did better than that.

“We hit a home run,” centerfire product manager Mike Stock said at the time of the 2013 SHOT Show. “We tripled our original sales esti-mates.”

Given the success of the launch, Winchester has now added three more calibers to the line. Also new are a 12-gauge slug load and a handgun cartridge in the popular .44 Rem. Mag.

Got hogs? Get going. This is a trend with legs.

Slaton L. White, Editor

SLaton L. White, editorMargaret M. nussey, Managing EditorDavid e. Petzal, Shooting EditorDavid Maccar, Assistant EditorMaribel Martin, Senior Administrative AssistantJames a. Walsh, Art DirectorJudith Weber, Production Manager

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

eriC ZinCZenko, executive Vice PresidentaDVertiSing: 212-779-5316gregory D. gatto, PublisherPaula iwanski, National Sporting Goods Directorbrian Peterson, West katie Logan, Sporting Goods SalesJohn Driscoll, Vice President, Corporate Saleselizabeth a. burnham, Chief Marketing Officeringrid reslmaier, Marketing Design Director

buSineSS oPerationStara bisciello, Business Manager

ConSuMer Marketingrobert M. Cohn, Consumer Marketing Directorbarbara brooker, Fulfillment Manager

ManufaCturingLaurel kurnides, Group Production DirectorStefanie La bella, Associate Production Director

bonnierChairman, Jonas BonnierChief executive officer, Dave Freygangexecutive Vice President, Eric ZinczenkoChief Content officer, David RitchieChief financial officer, Randall KoubekChief brand Development officer, Sean HolzmanVice President, Consumer Marketing, Bruce MillerVice President, Production, Lisa EarlywineVice President, Corporate Communications, Dean Turcolgeneral Counsel, Jeremy Thompson

sHOt business (IssN 1081-8618) is published January, Feb ruary/march, april/may, June/July, august/september, October/November and December by bonnier Corporation, 2 park avenue, New York, NY 10016-5695, and is the official publication of the National shooting sports Foundation, Flintlock ridge Office Center, 11 mile Hill road, Newtown, Ct 06470 (203-426-1320). Volume 21, issue 5. Copyright © 2013 by the National shooting sports Foundation. all rights reserved. editorial, circulation, production and advertis-ing offices are located at 2 park avenue, New York, NY 10016-5695 (212-779-5000). Free to qualified subscribers; available to non-qualified subscribers for $25 per year. single-copy issues are available for $5 each. send check, payable to NssF, to: sHOt business, c/o NssF, 11 mile Hill road, Newtown, Ct 06470-2359. sHOt business accepts no responsibility for unsolicited manuscripts and photographs. all correspondence should be accompanied by a stamped, self-addressed envelope. requests for media kits and advertising information should be directed to Katy marinaro, bonnier Corporation, 625 N. michigan ave., ste. 1270, Chicago, IL 60611. periodicals postage paid at New York, NY, and at additional mailing offices.

printed in the usa. For Customer service and subscription questions, such as renewals, address Changes, email preferences, billing and account status, go to: shot-business.com/cs. You can also call 386-246-0188 or write to sHOt business, 2 park ave., New York, NY 10016For editorial inquiries, write to slaton L. White, sHOt business, 2 park ave., New York, NY 10016reprINts: e-mail [email protected]. pOstmaster: please send address changes to sHOt business, p.O. box 422494, palm Coast, FL 32142-2494.

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edited by david maccar

news br iefsnews ❚ promotions ❚ awards ❚ outreach

Kyle Thompson

Bits & Pieces Big Rock Sports Announces New

Structure Big Rock sports, llC, has announced an enhanced management struc-ture that will provide greater specialized market focus and drive long-term growth. The company will immediately place added resources in each of its existing product seg-ments to better meet the needs of its customers and expand into additional business cate-gories and markets.

Crosman Renews With Inside

Outdoors TV Crosman Corporation has announced a sponsorship renewal with Inside Outdoors TV, airing four times a week on the outdoor Channel from July through December.“hunting buddies Tim Anello

and Dave poteat genuinely love what they do and it comes across in their show,” says Crosman vice president of mar-keting Jennifer lambert. “They share their experience, knowl-edge, and passion for the sport of hunting in a way that makes you feel like they’re your bud-dies, too. last season, when Dave took a nice-size wild hog with our Benjamin marauder air rifle, you could feel the drama before the shot and the adrena-line rush after.” The folks at Crosman are

certainly not the only ones who feel that way; the video clip of the hog hunt has been viewed more than 130,000 times since it was uploaded to Inside Outdoors TV’s youTube channel in December 2011. “Tim and Dave transport you out of your chair and into the hunt,” said lambert.

Gerber’s Ultimate Knife Goes ProWhen Gerber’s Ultimate Knife, designed in part by survivalist and TV personality Bear Grylls, hit the market in 2011, embla-zoned with his initials in bright orange, many thought it would be less of a suc-cess and more of a gimmick. The knife then went on to sell nearly a million units. Was it because of Bear’s popularity? Hardly. At some point, even hardcore knife nuts had to admit it was a fine piece of gear—but it wasn’t perfect.

In April, Gerber introduced the Bear Grylls Ultimate Pro Knife, an updated ver-sion of the Ultimate. It’s not just a new color scheme—both the knife and sheath have been completely redesigned, accord-

ing to Jared Schoening, manager of the survival and outdoor category at Gerber. A choil has been added to the base of the blade. In tandem with a reshaped guard, it allows users to sharpen the entire edge and to choke up on the knife for finer work. The old wraparound handle has been replaced with scales, proving to crit-ics that it is, indeed, full tang, and the steel has been upgraded from 7Cr17MoV to the more robust 9Cr19MoV.

The sheath sports many improvements as well, including a pull-through carbide sharpener, a repositioning of the fire starter rod, and the addition of a drainage hole. Unlike its predecessor, the Pro is only available as a smooth blade. Schoening says fans of the knife may see another updated version of the Pro in a couple of years. The Ultimate Knife will continue to be available at an SRP of $62. Ultimate Pro Knife SRP: $105. gerbergear.com. —David Maccar

The new Gerber Bear Grylls Ultimate Pro knife (left) sports many improvements to the best-selling Ultimate Knife.

SHB0913_BRF.indd 5 7/16/13 5:54 PM

NEWS BR IEFS

DoubleTap Tactical Pocket Pistol Now ShippingDoubleTap Defense is officially shipping the DoubleTap Tactical Pocket Pistol (design and utility patents pending) to its dis-tributors. Azimuth Technologies, the manufac-turers of the DoubleTap pistol, are ramping up pro-duction to fill all outstand-ing orders as quickly as pos-sible. DoubleTap Defense Stocking Dealers (with qualified orders) are receiv-ing their free promotional package for their stores.

“The DoubleTap Tactical Pocket Pistol has

undergone significant improvements since we moved the project to our new manufacturer, making the DoubleTap a more reli-able, simpler, and less-parts-to-go-wrong type of concealed carry,” says the DoubleTap’s inventor, Raymond B. Kohout. “We have production capacity to quickly fill all orders and many anxious customers to appease, but we are cer-tain, beyond a doubt, that this newest version is of higher quality and extreme-ly reliable.”

The DoubleTap Aluminum non-ported model has an SRP of $499. The Aluminum ported model’s SRP is $569. The SRP for the DoubleTap Titanium non-ported model is $729 and the ported model is $799. Caliber conversion kits in the non-ported ver-sion have been lowered to $199 and the ported kits low-ered to $269.

DoubleTap Defense also is making available a variety of accessories to complement the DoubleTap Tactical Pocket pistol.

SIGNIFICANT IMPROVEMENTS TO THE DOUBLETAP INCLUDE:

Interchangeable barrels (9mm and .45ACP) using a MSR-style push pin that is now ambidextrous Enhanced pistol grip with new “FRAG” checkering pattern for a more

solid hold on the small gun Improved, easier-to-use thumb latch Patent-pending trigger system simplified to only four major compo-

nents; it features dual hammers for extra reliability Double-action, sequentially fired mechanical trigger system has double-

strike capability Ported barrels available for both the 9mm and .45 ACP to reduce recoil

and muzzle flip

DoubleTap Defense’s Tactical Pocket Pistol is now shipping; a new manu-facturer has improved the firearm.

SHB0913_BRF.indd 6 7/16/13 5:54 PM

Victorinox-Wenger Merger Clears up Consumer Confusion

For generations, the familiar red handle and inlaid Swiss cross have been an iconic symbol for anyone

who has carried a pocketknife. But because Victorinox and Wenger have both made these official Swiss Army knives, consumers and retailers have often been confused as to which brand was the genu-ine article. When Victorinox and Wenger knives merge into one brand later this year, however, that confusion will finally become a thing of the past.

Technically, Wenger has been part of the Victorinox company for several years, but despite having the same owner, the two companies have continued to operate as separate brands, each maintaining their own identity—and their own Swiss Army knives—in the market. Late last year, how-ever, the owners decided that it would be better if the two knife brands were merged into one.

“We could see that having two separate brands was creating a great deal of confu-sion for consumers, and that wasn’t helping either brand,” says René Stutz, president and CEO of Victorinox Swiss Army, Inc. “As a way to help eliminate that confusion, we are integrating the Wenger knife busi-ness into the Victorinox knife business. The Wenger brand will continue to exist in the watch, as well as the licensing business.”

When it comes to the iconic Swiss Army knives, however, starting in 2014, they will all carry the Victorinox name. Although the logistics of the integration are still being worked out, Stutz said that retailers can expect to see an immediate benefit when the merger goes into effect.

“The biggest benefit is that we won’t be competing with each other anymore,” he says. “We can be much stronger together

as one brand than we were as two separate companies, and we’ll actually be able to offer retailers a better assortment of prod-ucts than what they’re currently carrying.”

One aspect that won’t change despite the merger is the employees who design, create, and distribute the knives.

“When we started discussing bringing the two companies together, the first order of business from our owners was that no one should lose his or her job,” Stutz says. “The Wenger company will be integrated into the Victorinox group as seamlessly as possible, and everyone who wants to stay on will continue to have a job—from our factories in Switzerland to our sales force across the U.S.”

And with the same employees paying the same kind of attention to the details that have made both Wenger and Victorinox trusted names in the knife industry, it’s a safe bet that while much will change in the coming months, one thing will remain con-stant: that same genuine Swiss Army knife so many of us have carried will continue to be an iconic symbol. —Christopher Cogley

One company will produce the classic Swiss Army knife.

Big Rock Sports Exec Honored With “40 Under 40” Awardbrian phillips, president of big rock sports’ shooting sports division, was recently hon-ored for his leadership in the industry with the sgb 40 under 40 award. the award is given by the sportsOnesource group, publisher of sgb Weekly, to individuals who “exem-plify the attributes that enable the sporting goods industry to continuously move for-ward—leadership, innovation, entrepreneurship, and energy.” recipients are selected by a panel of sporting goods industry executives, sgb 40 under 40 alumni, and media edi-tors, based on the nominations compiled.

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8 ❚ SHot BuSineSS ❚ august/september 2013

NEWS BR IEFS

ACGG Honors Brownell Frank Brownell, longtime president and now chairman of the board of Brownells, was recognized for his dedication and support by the American Custom Gunmakers Guild (ACGG) on March 28, 2013, during the Brownells 7th Annual Gunsmith Conference & Career Fair.

Guild members and close personal friends Sharon Dressel and Jerry Fisher surprised Brownell by pre-senting him with an honorary life membership to the Guild.

“I was totally taken aback by this award,” said Brownell. “I love the incredibly beau-tiful, functional guns the folks in the Guild build. Their craftsmanship is simply superb, and having spent my entire life admiring

fine guns, for me it is a genuine joy to get to know many of the makers per-sonally. Their pas-sion is creating these amazing works of art so the rest of us who can’t begin to do this quality of work can enjoy what they

have created. I am deeply honored, and thank them all so very much.”

Brownell is the only non-craftsman to receive the pres-tigious award, according to the president of the ACGG, Michael Ullman.

“Frank’s support for the custom gunmaker, the trade, and the ACGG has been unwavering for years,” said Ullman.

To learn more about the ACGG and becoming or finding a guild member, visit ACGG.org.

Weatherby’s new SA-08 28-Gauge Deluxe is easy on the Shoulder and eyes

Weatherby’s new SA-08 28-Gauge Deluxe semi-automatic shotgun offers bird hunters light recoil,

reliable performance, and a distinctly handsome look.

This new SA-08 model features a specially designed, scaled-down frame to fit 28-gauge shells. Weighing approximate-ly 5.5 pounds, the shotgun is available with a 26- or 28-inch barrel and a 2¾-inch chamber.

“Like all SA-08 semi-auto shotguns, our 28-Gauge Deluxe can be relied on to func-tion and perform well in the field,” said Mike Schwiebert, Weatherby’s director of marketing. “Recoil is negligible, making it a great choice for the fast action of high-volume dove shooting, as well as quail

and other upland game birds. It is precise-ly balanced, and feels trim and light-weight—a real pleasure to shoot.”

The SA-08 28-Gauge Deluxe sports a select-grade walnut stock with precision-cut checkering (22 LPI) for a positive, responsive feel. A high-gloss finish on the stock and metalwork adds to the shot-gun’s eye-catching appearance.

OTHER KEY FEATURES CNC-machined receiver constructed of

aircraft-grade aluminum alloy to reduce overall weight without compromising strength, and improve the gun’s balance for easier handling Drop-out trigger system can be quickly

removed for easy cleaning and reassembly

Chrome-lined barrel can withstand years of high-volume shooting and reduce the need for frequent cleaning Barrel has lengthened forcing cones for

improved patterns and less shooter fatigue Vented top rib for smooth follow-

through after the shot; also dissipates heat from firing Brass front bead atop barrel for quick

target acquisitionEach shotgun comes with Improved

Cylinder, Modified, and Full choke tubes, allowing hunters a range of uses.

Manufacturer’s suggested retail price: $849. For more information, contact a local Weatherby dealer or call the compa-ny directly at 805-227-2600, or visit weatherby.com.

Buck Folder Becomes official BSA Knife

What tool is more essential to an eagle scout than a knife? Buck Knives has announced a

new product licensing partner-ship with the Boy scouts of America. An American-made Buck folder will serve as an offi-cially licensed product for eagle scouts, parents, and others associated with the BsA. The traditional 500 Duke is the cur-rent licensed knife, with bol-sters that can be personalized.

Frank Brownell (right) presented with an ACGG Honorary Life Membership.

The new SA-08 28-gauge semi-auto from Weatherby has a classic look, light weight, and a light recoil, making

it ideal for dove hunting and other upland quarry.

SHB0913_BRF.indd 8 7/16/13 5:54 PM

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L eupold & Stevens executive Howard Werth has been named the Portland Business Journal’s Chief Financial Officer of the Year for large private companies.

A key leader behind Leupold’s drive to implement lean manu-facturing techniques, Werth has guided the company through several large-scale projects intended to improve the company’s internal processes and efficiencies.

These improvements have helped Leupold remain a U.S.-based manufacturer and main-tain its reputation as “America’s Optics Authority.” Under Werth’s guidance, the Beaverton-based manufacturer has experienced consecutive years of record growth and is off to a strong 2013.

“Howard’s leadership and guidance of our finance and accounting teams have helped Leupold & Stevens become a more modern and efficient company,” said Calvin Johnston, president and chief executive officer. “The improvements his group has brought to the company have allowed us to better serve our customers and be better prepared to face the challenges of today’s business environment.”

As the outdoor optics indus-try and Leupold have grown, especially over the past six months, Werth has been instrumental in making sure

the manufacturing and service levels have been well-supported in order to meet the needs of Leupold’s customers.

Leupold & Stevens employs hundreds of people in its state-of-the-art manufacturing facility near Beaverton, Oregon. Family owned and privately operated, Leupold offers products that are sold worldwide to hunters, competitive shooters, the U.S. mili-tary, law enforcement personnel, and wildlife observers.

Leupold’s Werth named Chief Financial officer of the Year

The Portland Business Journal

has named Leupold’s

Howard Werth CFO of the Year.

Mossberg Commemorates 10 Millionth Model 500 Sold

Since the first model came off the line on August, 21, 1961, the Mossberg 500 pump-action shot-

gun has been chosen by sportsmen, law enforcement officers, and military person-nel for its reliability, versatility, and afford-ability. Now, this true American classic has reached an astonishing milestone of 10,000,000 units produced in an unprece-dented 52 years, making it the fastest- selling shotgun in history.

In 1961, Mossberg’s lead design engi-neer, Carl Benson, began work on a slide-action shotgun to replace the unique design of the 200 Series, which had been in production since 1955. Though the Model 200 had set a new standard for

innovation, Benson knew Mossberg needed a more traditional-looking pump shotgun to compete with the “big three” at the time. The result was the Model 500. The original design remained virtually

unchanged for more than 30 years. To commemorate this historic bench-

mark, Mossberg will donate the heavily embellished 10 millionth 500, with serial #U500000, to the NRA National Firearms Museum in recognition of the National Rifle Association’s unwavering defense of the Second Amendment. Mossberg has also produced 10 additional “10 Millionth” commemorative shotguns, with the unique serialization of U500001 through U500010, for the fundraising efforts of deserving industry partners. Each com-memorative gun will have matte-silver finished receivers with gold inlay, a walnut stock, a jeweled bolt and elevator, and a gold trigger.

The gold-inlaid, walnut-stocked, 10 millionth Mossberg 500.

SHB0913_BRF.indd 10 7/16/13 5:54 PM

Tori Nonaka Scores First USPSA Title of 2013Tori Nonaka won the Production Class High Lady title at the United States Practical Shooting Association (USPSA) Area 6 Champion-ship, held at the Ancient City Shooting Range in St. Augustine, Florida, from April 19 through 21, 2013.

Nonaka and fellow Team Glock member Michelle Viscusi collaborated as a squad for the match and benefitted from the combined experience and stage strategy.

Following two consecutive years of competing in the USPSA Area 6 with her G24 Limited Glock, Nonaka com-peted with her new G34 Production Glock from SJC Customs.

Switching from the Limited

Division to the Production Division forced Nonaka to show her skills in the more restrictive competition. After two years away from that divi-

sion, Nonaka returned in fine form, taking home the High Lady title in her first USPSA Area competition for 2013 using a nearly stock-model Glock.

“With the new G34 Production Glock, I performed well with all my steel hits for most of the match, going one-for-one,” Nonaka says, adding that her pistol performed near-ly as well as she did.

“Everything came together in this match; my Glock ran flawlessly,” she added.

Team Glock later appeared at the 142nd NRA Annual Meeting and Exhibits in Houston, Texas, from May 3 through 5; Nonaka was joined by Viscusi and team captain KC Eusebio.

Team Glock’s Nonaka competed in a different division with a stock pistol.

Lipsey’s Adds Black Rain and IWI to RosterLipsey’s LLC, a leading nation-al firearms dis-tributor, has added Black Rain Ordnance and Israel Weapon Industries (IWI) to its product catalog.

Black Rain Ordnance is a precision firearms manu-facturer, specializing in the MSR Platform.

IWI’s product line is developed in close collab-oration with the Israel Defense Forces. IWI is now offering civilian versions of the Tavor 5.56 rifle and Uzi 9mm pistol in the U.S.

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NEWS BR IEFS

Saber Chassis now Available in .30/06Ashbury Precision Ordnance Mfg. (APO) is now manufacturing the Saber modular rifle chassis for several rifles in the ever-popular .30/06 caliber. Shooters can now get long-action chassis models in right- or left-hand operation for the Remington M700, McMillan G30, and Stiller TAC300 with a detachable five-round box magazine for the .30/06 family of cartridges.

The Saber Composite Series “Sporter” upgrades .30/06 rifles with 1.2- to 1.3-inch barrel shank diameters (from light sport-ers up to a No. 4 barrel contour). The rifle chassis can be installed at home with no gunsmithing or bedding required.

The Sporter weighs 5¼ pounds and is completely modular with an ergonomic hand-tool adjustable shoulder stock, cus-tom Limbsaver recoil pad, adjustable grip angle and distance, and Ergo Sure Grip. The low-recoil rifle chassis is impervious to all weather conditions; two sling swivel studs are solidly mounted in the forend.

The .30/06 long-action Saber Chassis is also available in the new Quattro Alloy Series in both Mod-0 and Mod-1 configu-rations. The Mod-0 has all the standard features of the Sporter, except the sleek forend has accessory rail attachment points at 12, 3, 6, and 9 o’clock. The chas-sis has flush cup sling-swivel attachment points along its entire length. The Quattro Alloy Series forends can be ordered in Standard, Tactical, and the new SuperSport design. Four standard Cerakote finishes include Black, OD Green, Flat Dark Earth, and Nordic Gray.

The Saber MIL-SPEC Carbon Fiber Series Mod-1 model features the heat-mitigating forend design, 12 o’clock 30 MOA unitized monolithic rail, co-bore aligned 3 and 6 o’clock accessory rail attach-ment points, adjustable grip angle and dis-tance, and Magpul M1AD hand grip.

The chassis also has an ergonomic fold-ing push-button adjustable hybrid shoul-der stock with a custom Limbsaver recoil pad and flush cups. Accessories include a folding field monopod that is interchange-able with the butt hook.

APO now offers long-action chassis models for the Remington M700 (pictured), McMillan G30, and Stiller TAC300.

SHB0913_BRF.indd 12 7/16/13 5:54 PM

HAVA, Family Stylehonored American Veterans Afield (hAVA) hosted its first ever couples-centered retreat this past February, in which five wounded warriors and their spouses experienced a four-day hunt at Rock Canyon Ranch near Del Rio, Texas. The goal was to bring together warriors and their caregivers in a hunting environment to witness the impact outdoor adventures can have on the lives of couples whose world has been changed by severe military-related inju-ries. This experience proved vital to hAVA’s support for our injured servicemen and -women, as the family unit is made part of the whole rehabilitation process. Rock Canyon is 15,000 acres

of privately owned hunting reserve featuring modern facili-ties with native and exotic ani-mals in a beautiful south Texas setting. owners Ken and Kat Jones played host to the guest couples and hAVA volunteers, allowing for much-needed out-door time for the warriors and the caregivers alike. “The lessons gained on this

hunt confirm our commitment to the recovery of the entire family of these American heroes,” said hAVA chairman Tom Taylor. “hAVA events in the future will increasingly expand to include families in many of our activities.”

HAVA’s successful couples retreat has prompted plans for more such family activities.

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SHB0913_BRF.indd 13 7/16/13 5:54 PM

news br iefs

Redring Names Milo as Manufacturing Representative in Midwest MarketsRedring USA, importer and distributor of the innovative Redring optical shotgun sight, has announced The Milo Group as its newest manufac-turer’s representatives for the commercial and law enforce-ment markets in the Midwest.

The Milo Group, based out of St. Charles, Illinois, will build market share for the Redring sight and Neverlost outdoor gear products in Kentucky, Ohio, Michigan, Indiana, Illinois, Wisconsin, Minnesota, and North and South Dakota.

The Milo Group is a sea-soned manufacturer’s rep firm that covers major national dis-tributors, local and state law enforcement agencies, and many retailers.

“We are very excited to be working with the team at Redring,” said Brett Milo, presi-dent of The Milo Group. “We are committed to providing

professional service to Redring and getting the word out on this innovative sight and the whole line of quality Neverlost outdoor gear.”

The Redring rib-mounted shotgun sight system helps beginners and seasoned shoot-ers achieve better aim on the moving target and hit more targets successfully. Because it mounts on the rib of the bar-rel, it can be used without the installation of rails or other hardware.

Unlike traditional sights sold on the market, the Redring fea-tures smart technology that lets the shooter immediately take fast and instinctive shots with both eyes open. This sight is not for aiming; it’s for fast shotgun shooting.

It also gives the hunter another reference point to con-fidently bag the birds while minimizing collateral damage to game.

The rib-mounted Redring optical sight allows for more instinctive and faster shotgun shooting.

Wyoming welcomes the outdoor products manufacturing industry.

SHB0913_BRF.indd 14 7/17/13 6:18 PM

on the Move Recent promotions and hirings in the industry

Sarah PerryTaurus holdings has hired industry vet sarah perry as director of market-ing. perry will lead the marketing efforts for Taurus, Rossi, heritage, and Diamondback, helming all pR and market research.

Aaron LisechAaron lisech has joined Chevalier Adver tising, mar-keting & public Relations as an account executive. lisech will support the current client base and lead expansion into the outdoors category.

Frank Devlinotis Technology has promoted Frank Devlin to national sales manager. he will oversee all chain and independent retail accounts, buy groups, and distrib-utors in both the U.s. and Canada.

tom Franesteiner has named Tom Frane vice president of sales, marketing, and business develop-ment for north America. previously, Frane served as national sales manager for Crimson Trace.

Pam Reedpam Reed has been promoted to nation-al retail services manager at Tactical Gear Distributors. Reed will lead all aspects of the retail services depart-ment, which serves the military retail market.

An open letter to the f rearms industryfrom Mark Kresser, Taurus President & CEO

Whether you are a manufacturer, distributor, retailer, or press partner,

there couldn’t be a more crucial time in our history for you to join the

National Shooting Sports Foundation (NSSF).

As the one true voice of our industry, the NSSF opposes the severely

restrictive fi rearms bills that have been introduced in the U.S. Congress

and in many states. This new legislation could affect millions of

law-abiding citizens—and potentially cripple our industry.

As you already know, each and every one of us benefi t from the NSSF.

Without their voice and their infl uence, we could all be in for a long and

devastating assault on our Second Amendment rights.

That’s why I’m personally calling on all non-NSSF members to step up,

unite as one, and join today. Your membership will not only prove that

you are a staunch supporter of our cause—it will enable the voice

of our industry to grow that much stronger.

Please stand with me and help America carry on.

Together, we can make a difference. Proud NSSF member since 1983.

JOIN THE NSSF NOW.

Call 203-426-1320

or visit nssf.org.

THE TIME TO ACT IS NOW.

SHB0913_BRF.indd 15 7/16/13 5:54 PM


news br iefs

Remembering exhibition Shooter tom KnappWorld-famous exhibition shooter Tom Knapp passed away Friday, April 26, at the age of 62. For years Knapp dazzled audiences with live shows in countries all over the globe, setting several world records in the process. he graced the tele-vision screen and was a regular at industry gatherings, events, and shows. Knapp and his wife, Colleen,

along with their dogs, lived minutes from the Federal premium Ammunition factory in Anoka, minn. he was sponsored by Federal premium and sister company Champion Traps and Targets for more than a decade, and was con-sidered a dear friend by many. Throughout his career, Knapp enjoyed relationships with several companies in the industry, and he was liked and respected by all.“Tom’s uncanny shooting ability

and stage presence were obvious to all who saw him perform,” said Federal premium vice president Kyle Tengwall. “his passing brings great sadness to the entire industry. our hearts go out to his wife, Colleen, and the rest of their family. Tom was an exceptional steward of the shooting sports and an amazing performer. Above all, he was a friend. We will miss him dearly.”on stage, Knapp made near-

impossible shots look routine—but what really set him apart was how he interacted with his fans. he

thrilled audiences with his mastery and creativity of shooting—and kept them in their seats with quick wit and a polished presentation.Knapp even knew how to miss.

on the rare occasions when Knapp didn’t hit his target, he took it in stride. There was no stopping the show, cursing under his breath, or sorry excuses. Knapp would chuck-le, give the audience about five “reasons” why the target wasn’t hit in the air, and proceed. At his peak, Knapp would do

more than 100 live shows per year, often traveling tens of thousands of miles without a break. yet he routinely greeted long lines of amazed fans after his show, shak-ing hands and taking photos. Knapp’s ability to make friends, and greet everyone with the same enthusiasm he showed on stage, truly set him apart.

T eam Leupold shooters swept their respective divisions at the 2013 Bianchi Cup with wins in the Men’s, Women’s, and Junior divisions. Combined, Leupold’s pros have 22

Bianchi Cup titles among them. Doug Keonig, the 15-time champion, claimed his fourth

straight title with a perfect score of 1920 points, with 183 shots in the center X-ring (the tie breaker). This year’s cham-pionship, as has become the custom at this match, came down to the final stage, the Moving Target event.

Jessie Duff added her third Women’s Division title in the past four years with a score of 1893–142X. The world cham-pion shook off a technical issue on the Falling Plates event that might have rattled another competitor.

The newest member of the team, Tiffany Piper, made the most of her first match under the Leupold banner by scoring her fourth Junior Division title. Shooting an 1885–143X score, the New Zealand native dominated the junior class.

“Having champions such as Doug, Jessie, and Tiffany on

our team gives an extraordinary resource as we continue to develop and produce world-class competition optics,” said Mike Slack, Leupold & Stevens senior manager of advertising and communications. “We could not be more proud to be partnered with such fine people, both on and off the course of fire.”

team Leupold Dominates at 2013 Bianchi Cup

Champions all: Duff,

Piper, and Keonig won

Bianchi Cups.

SHB0913_BRF.indd 16 7/16/13 5:54 PM

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AUGUST/SEPTEMBER 2013 ❚ SHOT BUSINESS ❚ 19

UPDATEFROM THE NSSF BY STEVE SANETT I , NSSF PRES IDENT/CEO

Second ‘Greatest Story Never Told’Statistics, studies need to be publicized

Last year marked the 75th anniversary of the Pittman-Robertson Wildlife Restoration Act, by which each and every purchaser of firearms and ammunition pays for the lion’s share of conserva-

tion in America. And that’s for the benefit of the entire public and all species, game and non-game alike.

Yet very few people know this. Ask any-one, “Who pays for conservation in America?” and the common (and incorrect) response will likely be some “green” group. The truth, that sportsmen pay for conserva-tion, has been somewhat sardonically called “The Greatest Story Never Told.”

But there’s another great untold story, one that is extremely topical today. In fact, it should control one of the most important debates of our time. I’m referring to the fact that both crime and accidents involving firearms have decreased dramatically dur-ing the last 20 years. Yet the mass media and public sentiment in many quarters keep repeating the opposite—that we are experi-encing “an epidemic of gun crime” or that “guns in the home are proving deadly for kids,” to quote just two examples.

Please don’t just take our word for this. The U.S. Department of Justice’s Bureau of Justice Statistics report, released in May 2013, shows that firearms-related homicides dropped 39 percent between 1993 and 2011 (49 percent when corrected for population growth), and that non-fatal crimes involv-ing firearms fell an astonishing 69 percent

during that same period (75 percent when corrected for population growth).

Mass shootings now account for less than 1 percent of all homicides. School homicides? They actually dropped by half. Not exactly what you’ve been hearing from pundits or news organizations, is it? They focus on such horrible events, and beseech us to ban “military-style weap-ons” and “gun shows” instead of focusing on the true causes of crime.

So, as long as we’ve gotten on these top-ics, what does the Justice Department Report say about them? Well, only 1 per-cent of inmates are in prison for a crime in which they carried a rifle, and slightly more than 2 percent of those were armed with a military-style semi-automatic or fully auto-matic firearm. Furthermore, fewer than 1 percent of inmates who possessed a gun to commit their offense obtained their fire-arm at a gun show. This dramatic decrease in gun-related crime comes during an unprecedented period of growth in fire-arms sales, gun owners, and licenses to carry firearms. So clearly, more guns in the hands of law-abiding citizens does not cause an increase in crime.

Accident fatalities with firearms have also continued to decline—by 22 percent in the last 10 years—and National Safety Council Statistics place them far behind poisoning, motor vehicles, falls, choking, drowning, fires, and suffocation.

All of this goes to show, in the words of James Carville, “We’re right and they’re wrong.” That may be gratifying, but a larg-er question is, What good does this infor-mation do if nobody knows about it? In

that regard, the news is downright awful.A new research report released a day

after the Justice Department Report revealed a stunning anomaly: Only 12 per-cent of Americans believe that violent crime with firearms is down, and 56 per-cent believe, falsely, that violent crime involving guns is actually increasing! Twenty-six percent believe, also incorrect-ly, that crime involving firearms stayed about the same during the last 20 years. Women, non-white adults, and senior citi-zens are the most likely to mistakenly believe that such crime is up.

A third survey, released in early May, was performed by the Gallup Organization, and it showed that, despite mass-media saturation of news and com-mentary with anti-firearms messages, out of 20 categories, the American public rated gun control second from the bot-tom of what our national order of priori-ties should be, well behind most econom-ic issues affecting our nation and its citi-zens. Clearly, when armed with the facts, Americans will see beyond the hype, and they will focus on the truth.

It is so important for responsible fire-arms owners who follow the law and exercise their constitutional rights to help spread the truth about crime and fire-arms. So, please, help us get the word out!

FROM THE NSSF

Steve SanettiPresident and Chief Executive

Officer, NSSF

Clearly, more guns in the hands of law-abiding citizens does not cause an

increase in crime.

SHB0913_FRM.indd 19 7/15/13 2:55 PM


update

First-Time Gun Buyer Study Available to NSSF Membersn SSF Report: First-Time Gun

Buyer, a study commissioned by the National Shooting Sports

Foundation, reveals that first-time gun buyers are largely active in one or more shooting activities, and that women are motivated to purchase their first firearm predominately for personal defense.

The study was done to help determine the motivations for a first firearm purchase and how these firearms are being used. The online research was conducted by InfoManiacs Inc. in March and April, and involved consumers ages 22 to 65 who bought their first firearm during 2012.

Key findings include: The majority of first-time buyers (60.3

percent) tend to be active, using their gun once per month or more, with one in five reporting usage of once a week or more. Target shooting is by far the most popu-

lar shooting activity among first-time gun owners, with 84.3 percent of respondents

saying they used their firearms for this purpose, followed by hunting (37.7 per-cent) and plinking (27.4 percent). First-time gun owners who have partici-

pated in hunting (53.2 percent), practical pistol shooting (46.3 percent), clay-target sports (44.0 percent), and gun collecting (42.4 percent) said they want to increase their participation in these activities. The top-ranking factors driving first-

time gun purchases are home defense (87.3 percent), self-defense (76.5 percent), and the desire to share shooting activities with family and friends (73.2 percent). Women, in particular, are highly focused on personal defense and self-sufficiency. Most first-time buyers purchased their

guns through local gun shops (43.6 percent) and mass retailers such as Walmart and Cabela’s (33.6 percent). Buyers spent an average of $515 for their first gun and nearly as much for accessories ($504). Nearly a quarter of first-time buyers bought at least one more firearm within a year, spending more, on average, on the later purchase.

This report is exclusive to NSSF mem-bers and can accessed by visiting nssf.org/members and selecting NSSF Industry Research. For information on becoming an NSSF member, go to nssf.org/join.

two More experts Added to nSSF’s FFL Compliance Consulting teamThe marked success of the National Shooting Sports Foundation’s FFL Compliance Consulting Program, in which NSSF provides financial assistance to allow one of its team of retired Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) experts to make a personal visit and consultation to member retailers, has significantly increased demand for this service. Consequently, NSSF has

announced the addition of two highly qualified retired ATF inspectors, Jean Zabel and Gene Baker, to its consulting team to lend their expertise to the industry’s premier firearms retailer inspection program.Through the NSSF

FFL Compliance Consulting Program, member retailers requiring assistance contact NSSF, which coordinates requests with the consulting team. A compliance adviser will then personally visit the

retailer to assess its level of ATF compliance, conduct a review of internal controls over firearms and record keeping, and train the retailer and staff to help the business prepare for and pass an ATF compliance inspection. The price of this service for members is only $499. NSSF, as the trade association for the firearms, ammunition, hunting, and shooting sports industry, also will pick up other fees of compliance advisers,

including all travel expenses.“NSSF is fortunate

to be able to bring Jean Zabel and Gene Baker to the FFL Compliance Consulting team,” said Patrick Shay, NSSF director, retail development. “Their incredible amount of experience in dealing with ATF inspections will allow them to provide highly constructive insights to any retailer’s business.” For more information, visit nssf.org/retailers/consultants.

Gene Baker and Jean Zabel are NSSF's newest FFL consultants.

SHB0913_NSF.indd 20 7/15/13 2:58 PM

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

august/september 2013 ❚ Shot BuSineSS ❚ 21

nSSF Bolsters Shot Show and events StaffThe National Shooting Sports Foundation has hired Dave Jeannette as senior director, sales, and Chris Tatulli as director, exhibit and sponsorship sales.

The addition of the for-mer Reed Exhibitions staff members as full-time NSSF employees bolsters NSSF’s internal SHOT Show and events staff. In their new roles, both will support the SHOT Show and other NSSF events, including the Shooting Sports Summit, Import/Export Conference, national and regional firearms retailer and shooting range confer-ences, and NSSF’s Congressional Fly-In.

Jeannette has worked on the SHOT Show for more than 20 years, having over-seen the show’s growth from 377,000 net square feet of exhibit space to today’s more than 628,000 net square feet. Most recently, he served as the

SHOT Show’s event direc-tor, and had previously served as SHOT Show sales executive and sales manager.

Tatulli brings to NSSF nearly 15 years of experi-ence in trade shows, most recently working on the SHOT Show. He has devel-oped strong relationships with the show’s exhibiting companies since beginning work on the show in 2011.

“During the show- management partner transi-tion, it’s important to main-tain continuity for our cus-tomers so that their SHOT Show experience continues to meet their expectations,” said Chris Dolnack, NSSF senior vice president and chief marketing officer. “Dave and Chris have pro-vided outstanding customer service and marketing opportunities for SHOT Show exhibitors for a com-bined 35 years, and we’re excited to welcome them.”

The 2014 SHOT Show will be held Jan. 14–17 at the Sands Expo and Con vention Center in Las Vegas.

S.A.F.E. Summer Campaign Promotes Firearms SafetyThe National Shooting Sports Foun dation has stepped up its lauded Project ChildSafe program with a new message, a revamped website, and an increased investment in the distribu-tion of firearms safety kits.

Through the life of the program, Project ChildSafe has distributed more than 36 million free firearms safety kits throughout the U.S. NSSF has committed an additional $1 million to distribute 500,000 more kits this year, and is focusing atten-tion to safe firearms storage through its S.A.F.E. Summer promotion.

The acronym stands for “Secure your firearms when not in use; be Aware of those around you who should not have unauthorized access to guns; Focus on

your responsibility as a fire-arm owner; and Educate yourself and others about safe firearms handling and storage.”

“Our main message is that if you own a firearm, respect it and secure it,” said

Steve Sanetti, NSSF president and CEO.NSSF also recently launched an

updated Project ChildSafe website at projectchildsafe.org.

NSSF Praises Passage of LA NICS BillLouisiana gov. bobby Jindal has signed into law a bill, advocated by NssF, requiring certain court records be sent to the National Instant Criminal background Check system (NICs). this legislation is evidence that NssF’s national FixNICs initia-tive is gaining traction.

FixNICs recognizes that a feder-al background check is only as good as the records in the data-base. that is why the firearms industry supports improving the current NICs system by increasing the number of prohibiting records that states submit to the FbI data-bases, which can help prevent ille-gal transfers of firearms to those who are prohibited from owning firearms under current law.

under the Louisiana legislation, any state resident who loses the right to possess firearms under state law will be reported to the state supreme Court, which will send this information to NICs, the system used by federally licensed firearms retail-ers when transferring a firearm to an individual.

“Louisiana legislators clearly understood that the background check system is only as good as the records in the database,” said Lawrence g. Keane, NssF senior vice president and general counsel.

south Carolina has enacted legis-lation improving state participation, while action was pending, at this writing, in New Jersey. For more infor-mation on NssF’s FixNICs initiative, visit fixnics.org/factinfo.cfm.

Dave Jeannette (top), and Chris Tatulli

SHB0913_NSF.indd 21 7/15/13 2:58 PM


update By Patrick Shay, d irector, reta il develoPment

retailer toolBox

Tools for the Established RetailerNSSF ofers a variety of business-building aids

A s part of NSSF’s mission to promote the shooting sports industry, we have created a number of “tools” for the retailer’s toolbox. These tools were designed to help retailers succeed in an increasingly demanding, regulated, and competitive market. Here are some of those

tools, selected for the retailer that is operating an existing store. In another edition of SHOT Business, you’ll learn about products of special value to retailers who are just starting their business.

1The first tool I’d rec-ommend is the

“2012 Shooting SportS in duStry Financial Benchmarking report For FirearmS retailerS.” This report con-tains important bench-marking data, including comparative financial ratios on key perfor-mance measures such as return on asset, asset turnover, cash cycle, and inventory turnover; employee and space pro-ductivity measures; income- and balance-sheet breakouts; sales-mix data; and advertising and marketing informa-tion from firearms retail-ers across the country.

The Benchmarking Report gives the retailer usable and viable bench-marks for comparison with their own business performance. The report

will allow the retailer to identify areas of excel-lence and opportunities for improvement and additional profit. This report is available for sale on the nssf.org website.

2The next set of tools is the operational

BookS that NSSF has created with noted small-business author Tom Shay. Each is specif-ically designed for the particular challenges that face firearms retailers. The books cover finan-cials, advertising and marketing, writing a business plan, an employment guide, and merchandising. They have helped many retail-ers develop and focus on key areas of their busi-ness. These resources are free for NSSF members and $15 for nonmem-

bers. Each is available on the nssf.org website.

3Another great tool NSSF offers is the

“FirearmS retailer Survey report.” The fifth edition covers the number and types of products sold, sales trends, margin and profit generated, inventory trends, and consumer behavior. The data for this report was compiled from more than 700 fire-arms retailers across the country and incorpo-rates five years’ worth of trend information. Combined with the Benchmarking Report, this survey gives retailers powerful insight into the market trends of the industry and can help to provide standards with which a retailer can mea-sure performance.

4As the trade associa-tion for the firearms

retailer, NSSF has built relationships with com-panies that lend support to our industry. These companies offer diScountS to nSSF memBerS and provide other great tools to help reduce costs and increase productivity. Discounted products and services include the Celerant Command Retail point-of-sale system, IntelliCorp’s employee-screening tools, FlashFog, Staples office supplies, FedEx shipping, and Display Cases of Topeka securi-ty gun cases. A detailed list of these benefits is available at nssf.org/join/benefits.cfm.

5Another tool wor-thy of mention are

the training videoS NSSF creates and makes available to all firearms retailers. The videos cover a wide range of topics, from seasonal merchandising, invento-ry best practices, and retail tips to straw- purchase awareness and deterrence. The videos are great to incorporate into your initial training of new hires, but they also offer tips for even the most seasoned retailer. Also, the videos can provide quick train-ing and review during staff meetings.

This is just a short list from the many tools NSSF offers firearms retailers. To learn about all available research reports, publications, videos, and webinars, visit nssf.org/ retailers/resources.

SHB0913_RET.indd 22 7/16/13 2:07 PM


updateby JAMES CURCURUTO & CHRISTOPHER COGLEy

Participation TrendsNSSF reports ofer insights

T here was a time when change came slowly to the hunting and shooting sports industry. That time has passed. Today, new technology seems to be emerging on a daily basis, new prod-

ucts are brought to market more rapidly than ever, and new consum-er interests are developed in the amount of time it takes someone to upload a video to YouTube. This constantly evolving market can be nearly impossible to keep up with, but the National Shooting Sports Foundation (NSSF) is making the prospect infinitely easier by releas-ing several industry reports that, when looked at collectively, provide critical insight into the current state of the market as well as the par-ticipation trends of hunters and shooters.

“The focus of all our research is to help our members make informed decisions about their businesses,” said Chris Dolnack, NSSF’s senior vice president and chief mar-keting officer. “I know from being on the manufacturing side how difficult it can be to find quantifiable information that you can use to make strategic, data-driven deci-sions, and we wanted to make sure that we had a way to give our members easy access to that kind of information.”

One of the reports that provide that valuable insight is based on the findings of the National Sporting Goods Association’s annual survey. NSSF has contracted with the NSGA for the past 10 years to help determine hunting and shooting participa-tion trends in the general population. NSSF takes the information provided by the sur-vey and creates a report that shows how many people are actively participating in

the various shooting sports. This report also allows NSSF members to compare current participation with historical data and get a better idea of where participation trends might be heading.

This information is valuable to many in the industry. For example, with the infor-mation in this report, manufacturers can see how their products are being used, retailers can use the information to adjust their inventories based on participation

numbers across the country, and ranges can be prepared for the newest shooting trends heading their way.

Another report that provides valuable insight for retailers, manufacturers, and ranges is NSSF’s “A Profile of Today’s Hunter.” This report is specific to partici-pation trends in hunting across the coun-try, and is based on information from the U.S. Fish and Wildlife Service’s certified

paid hunting-license holders. The report not only provides a 20-year history of hunting participation by state, but it also outlines the most current demographic information about the people who are hunting different parts of the country, as well as which type of hunting is most popular with each demographic.

As a way to provide even more con-crete information about participation trends, NSSF also contracted with Responsive Management in 2010 and 2013 to conduct extensive phone surveys of the general population to determine how many people participated in some form of target shooting the previous year. The reports show not only the current partici-pation in shooting sports, but also how those numbers have changed since 2010, which will provide valuable insight into the trends affecting the shooting sports.

There is no crystal ball, to be sure, but by looking at sources such as these and combining this information with local conditions, one can get a leg up on under-standing participation in hunting and tar-get shooting.

And, with that information, NSSF members are better able to make the kind of strategic, data-driven decisions that every business needs to be successful.

For more information about the NSSF industry reports, visit NSSF.org/research.

You SHould Know

There is no crystal ball. But by looking at sources such as these and combining this information with local conditions, one can get a leg up on understanding participation in hunting and target shooting.

James Curcuruto is the NSSF Director of Industry Research & Analysis, and Christopher Cogley is a Shot Business Contributing Editor.

SHB0913_YSK.indd 23 7/16/13 2:06 PM


by scoTT besTulFy I

Jean-P

hiliPPe CabaroC/T

he noun ProJeCT (Cash regisTer)

Buying InStarting a business is one challenge. Taking over an established facility is completely diferent

D ave Worth couldn’t imagine his dream job get-ting any better, but it did. “I’d been working in retail sporting goods at the same store ever

since I was a 17-year-old high school kid,” he says. “It was all I ever wanted to do.” But in 2009, the owner of the shop—Harry’s Army Navy—decided to sell the store and start up another venture next door. “I decid-ed to buy out the store and see if I could make it work as an owner instead of an employee.”

Worth obviously made good on his decision, as Cheyenne Mountain Outfitters (cheyenne mtnoutfitters.com) is one of the most successful outdoor retailers in New Jersey. CMO employs 35 people and is a full-line retailer that stocks firearms, ammunition, optics, clothing/gear, and archery equipment. (Editor’s note: The store came out on top in a recent Undercover Shopper, though it was misidentified as Harry’s.) Here’s how Worth bought an existing facility and re-branded it to make an already solid business an even more successful one.

Partner Up“The first thing I did when con-templating the purchase was to follow my mentor Harry’s advice and get a partner,” Worth says. “Actually, I got two—Cindy and Walter Silcox. Cindy is, among other duties, our bookkeeper, and she’s just really smart. Her hus-band, Walter—aka ‘Rocky’— just knows the whole store and is an excellent worker. They helped make the transition smooth.”

Join a Group “We’re a member of Sports Inc., a buying group that has really helped us. I’d been in the business for years, so I knew several of the buying groups, but Sports Inc. trusted us and invested in us when others were reluctant.”

Pay Up“We took over right at the time of the financial crisis in 2009,” Worth says. “It took a good relationship with bankers and vendors to pull it off. We were serious about pay-ing our bills on time, something that seems obvious, but I’m con-vinced it’s one of the reasons so many start-up businesses fail. We have impeccable credit now; we worked hard to achieve that and don’t intend to let it slip away.”

Refocus One of Worth’s primary initial challenges was to decide what CMO would—and wouldn’t—be as a store. “Harry’s had a lot of military surplus and other inven-

tory that we felt we could trim,” he says. “We knew what we wanted the store to become—a shooting and hunting store. So we just sat down and took a long, hard look at what worked and what didn’t.”

Watch the ClockBeing accessible to customers is important, but not at the expense of profit. “Another thing Cindy and I did was take a hard look at when the store was making money and when it wasn’t,” Worth notes. “We have 8 to 10 full-time employees and a couple dozen part-timers. It didn’t make sense to pay people and keep the lights on during those hours when few custom-ers visited the store.”

Be Good People“We have loyal customers and we do our best to treat them right,” Worth stresses. “Everyone knows that ammo is tough to get, but we refused to jack up prices just because the demand was there. When the crunch is over, we think our customers will remem-ber that and keep coming back.”

Make a Splash“We have two really big sales events, a Bowhunter Bonanza in August and a Fall Hunting Sale in November,” Worth says. “We put out a 16-page flyer and print 25,000 of them. These are big events we hold outdoors, and we offer a wide selection of everything we think hunters need. It’s a big job running them, but our customers really look forward to those sales.”

Get Show-Savvy“We make it a point to get to SHOT, ATA, Sports Inc., and other distributor shows,” Worth notes. “There’s no better way to learn the best new products, establish relationships, and keep up with the industry.”

Gun Law Savvy Is Good PRThink your

state gun laws are restric-

tive? Try new Jersey, home of Cheyenne Mountain outfitters. owner Dave Worth says new Jersey residents

need a new permit for

each handgun purchase, and can apply for

only one permit each month. “The wait time has stretched from two to three months to four to five months to get approval from the police

department,” he says. still, Worth says guiding cus-

tomers through the application process is critical to

keeping them happy. “since December, we’re getting new gun bills

pushed through con-stantly,” he says. “it’s frustrating, but people are usually understand-ing when you

can help explain things

to them.”

In these tough times, a retailer benefts from good relationships with bankers and vendors. You also need to pay bills on time.

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26 ❚ SHOT BUSINESS ❚ AUGUST/SEPTEMBER 2013

F IR ING L INE BY BR IAN M CCOMBIE

Hitting the TargetWeatherby-X aims for younger customers

T here’s a youth movement afoot at California rifle maker Weatherby, and it goes by names like “Hog Reaper,” “Whitetail Bonz,” and “GH2,” otherwise known as “Girls Hunt 2.” Those rifles, as well as several shotguns, have been put together under the new Weatherby-X line, or WBY-X, and

were designed, in looks and price points, to attract younger hunters and shooters.

“We wanted to offer some-thing a little edgy,” says Mike Schwiebert, Weatherby’s direc-tor of marketing. “Guns with a look that would appeal to people in their 30s and under, at a price younger adults could afford. Of course, we’re still making, selling, and promot-ing Mark Vs. It was Roy Weatherby’s flagship rifle and it will always be a huge part of what we do.

“At the same time,” he says, “we’re trying to add young hunters and shooters to our customer base, and different customers require a somewhat different approach. WBY-X is its own separate line, with a stand-alone catalog.”

One of the new WBY-X rifles introduced for 2013 is the Hog Reaper. The Reaper is

essentially a Series 2 Vanguard with 4 inches clipped off the barrel, and decked out in a composite Monte Carlo stock, covered in a unique hog-skull camouflage pattern by Proveil. Available in .223 Rem., .243 Win., 7mm-08 Rem., and .308 Win., the Reaper has a suggest-ed retail price of $749.

In fact, $749 is the suggested retail price on all six WBY-X rifles. (The three WBY-X shot-guns vary in SRP from $449 to $699.)

I used the Reaper on several different hunts, taking four wild hogs with it, as well as one Wyoming antelope. Weatherby guarantees the Reaper to print three-shot groups measuring .99 inch or less at 100 yards with specified Weatherby facto-ry or premium ammunition. I

took my second Reaper hog at 180 yards—one shot behind the shoulder and the boar never moved again. The trigger is crisp, creep-free, and adjustable down to 2.5 pounds, and the Mauser-style bolt-action with dual opposed lugs is smooth and precise. The barrel has a matte bead-blasted blued finish; a three-position safety rounds out the hardware.

The Reaper weighs in at just 7 pounds and carries light on the shoulder. The 20-inch bar-rel makes it very nifty to use, whether you’re hunting from a stand or making your way through the thick brush wild hogs so often inhabit. The first pig I took with it was moving at a dead run at 60 yards, and the carbine-length barrel swung true and easy onto the

bounding black sow. Obviously, any rifle of suit-

able caliber can and will kill hogs. But with the growing interest in hog hunting across the nation, Weatherby and other manufacturers are offer-ing hog-specific products.

The hog skulls adorning the Reaper’s composite stock, then, are part of Weatherby’s hog marketing push.

Joe Allred, a sales represen-tative for the Outdoor Marketing Group, which ser-vices gun shops in a dozen Southern states, says that so far the Whitetail Bonz rifle has seen the most interest from consumers, with the Hog Reaper coming in a strong sec-ond. He expects increasing sales for both rifles. (805-227-2600; wby-x.com)

Selling WBY-XThink visual when selling the Weatherby-X line, advises firearms sales rep Joe Allred of the Outdoor Marketing Group. “Even among the other camo pattern stocks on the display shelf, the WBY-X patterns really stand out,” he notes. That’s especially true of the Whitetail Bonz and Whitetail Bonz Youth rifles, with their striking white antler-and-deer-skull pattern laid over a dark background. “Merchandising several of these rifles together on the gun rack will make a distinctive display,” he says, “one

that will stand out from the other black and solid-colored stocks in inventory. Once in the hands of the prospec-tive buyer, the Weatherby name and reputation, plus the ‘cool factor,’ will sell these rifles, particularly to the younger customer.”Consider placing a horizontal rifle rack above the WBY-X section of your vertical display racks. Let it sport a

Whitetail Bonz or Hog Reaper rifle as a way to draw in customers, especially those looking for something unusual.

Weatherby’s Whitetail Bonz has been designed to appeal to younger shooters, whether they hunt deer or

hogs. At right, the author with a hog he tagged in Texas.

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undercover shopper

pixel pushers

Caliber Quandary in TexasGetting game-ranch ready is a bit trickier than you might think

Texas game ranches are famous for good reason. No matter what you’re after—African addax, Kazakhstani urial, monster whitetails, or infamous feral hogs—these ranches bring a world of game to the hunter. The adventure, however, starts well before the hunter takes on the rocky Hill Country terrain. He must first wrestle with the siren call to buy one of everything in the Weatherby catalog. To give myself the best chance to win that battle, I recently visited four firearms retailers in Austin and asked, “If you could have only one firearm to hunt Texas ranches, what would it be, and why?”

STORE AThe shop was tucked between a dollar store and a martial arts dojo at the back of a strip mall. A sign advertising Class 3 weapons hung at the door. Three steps in, I wondered if I should’ve brought hand wraps and boxing gloves. The place was empty, well lit, and about the size of an MMA ring. Two guys behind the counter paced as if a full-contact sparring session would break out at any time. I said “good morning” and extended a hand, to force either a shake or a swing. Luckily, one went with the shake. The other backed into his corner and watched.

I asked about their hunting rifle prefer-ences for Texas ranches. The corner man picked up the telephone. The other made it clear he was not interested in discussing

anything other than the Class 3 firearms and tactical gear that filled their walls and cases.

STORE BI spotted the next shop from the interstate. It was small, independent, and packed with customers who shuffled around as they checked out new, used, and antique fire-arms. One man of about 60, and another some 30 years his junior, worked the coun-ter. They talked about turkey season, answered questions about ammunition shortages, and rang up sales simultaneously.

“I found an excuse to buy a new rifle,” I said to the younger staff member. He laughed. Then we spent several minutes discussing hunting conditions and game animals. After a while, he recommended a .243. I was concerned it would be too

small, and said so. He nodded and handed me a bolt-action .308.

“You know,” he said, “.243 rounds are easier to get right now. It won’t take down an elephant, but if you put it where it belongs, it’ll do most anything else.”

STORE CWith little hope of success, I walked into this sporting goods supercenter.

The man behind the gun counter greet-ed me straight away. I asked my question.

“I hunt about every part of Texas with a .270,” he said. “It’s not too much for a whitetail. And, I’ve taken big aoudad with one shot.”

He handed me a bolt-action .270, but recommended I instead look at an Italian-made rifle the store did not carry.

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undercover shopper

“What about a .30/06?” I asked. “I used to hunt a .30/06, but it’s over-

kill,” he said. “These days I’m focused on saving meat.” He went on to explain that the .270 performs well with 75-yard shots in eastern Texas, and 250-yard shots out west. And, he explained, the .270 rounds are more readily available than some oth-ers. I thanked him and left with new respect for this particular store.

STORE DPlain type on an aging sign announced

my final stop. Over the door, a large exte-rior display case presented some 20 long guns. Inside, product and patrons packed the store. Some considered handguns. Others checked out ammunition, tested the fit of holsters, and meandered about. One couple looked over a shotgun. Several staff members worked the coun-ter and walked the floor.

When I asked my question to one staff member, he answered without hesitation, “.30/06.”

“Some folks say a .30/06 is too big,” I said, “and that a .270 is better.”

“Really, a .270 is just a .27/06, so to speak,” he said, “It’s not that different. But the .30/06 is about the most versatile round out there. You can load anything from a 110- to a 220-grain bullet.”

He shared the history of the .30/06. We handled a dozen rifles—bolt-actions and semi-automatics, camouflaged syn-thetic stocks and highly polished walnut. And we discussed which ammunition might be best for various animals and scenarios.

“I’d really go with a .30/06,” he said, “but either one will serve you well.”

how’d they Do?Customer Service

Product Knowledge

Product Availability

Winner: Store

DThis was by far the best place i found to buy a firearm. The staff members were knowl-edgeable, pro-fessional, well-stocked, and well-equipped to help…and they’ve been part of the Austin com-munity since 1960.

McBride’s Guns 2915 san Gabriel st.Austin, Tx 78705512-472-3532mcbridesguns .com

�

Store

Apoor at best.

��

Their attitudes prevented conversation. i assume an average level of knowledge.

��

They offered a good selec-tion—within their narrow focus on Class 3 firearms.

��

Store

BOutnumbered about 5 to 1 (customers to staff), the staff lis-

tened to everyone’s ques-tions and responded in a helpful way.

��

even though the idea of hunting 300-pound animals with a .243 concerned me, the staff was clearly knowl-edgeable. They answered questions about handguns, shotguns, rifles, and ammu-nition. A gunsmith was on duty.

��

handguns, long guns, ammunition, and accesso-ries for hunters, shooters, and collectors packed the store. They had everything from side-by-side double-barreled shotguns with exposed hammers to mod-ern sporting rifles.

��

Store

CThe staff member was friendly and helpful. he earned

my trust when he directed me to what he saw as a superior rifle, even though his store did not carry it.

��

his preference for the .270 came from experience hunt-ing a range of game animals on diverse terrain, which is precisely what i was looking to do.

��

The store had wide selec-tion of handguns and long guns, but they had only one .270, the gun recommended as a must-have for hunting in Texas.

��

Store

Deven in a stampede of shoppers, the staff was friendly,

focused, and ready with answers.

��

The staff member knew firearms. he knew ammuni-tion. And he knew how to make them work together in different conditions. A gun-smith was on duty.

��

The store boasts one of the largest firearms selections in the country—a claim backed up by the long guns, handguns, ammunition, apparel, and accessories on display. At day’s end, i was still uncertain about which rifle to buy, but there was no doubt about where to buy it.

SCORinG SySTEM: Outstanding: �� Very Good: �� Average: �� Fair: �� poor: �

SHB0913_UCS.indd 32 7/16/13 11:39 AM

BC_018349_SHB0913P.indd 1 7/9/13 4:19 PM

The big-bore PCP .357 Benjamin Rogue features a six-shot magazine. This is a serious hog rifle.

34 ❚ Shot BuSineSS ❚ augusT/sePTemBeR 2013

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augusT/sePTemBeR 2013 ❚ Shot BuSineSS ❚ 35

tack-driving accuracy and low Shooting expenSe are the hallmarkS of the modern high-performance airgun. what’S not to like? By Jock Elliott

SHB0913_AIR.indd 35 7/15/13 4:04 PM

For the past few Christmas seasons, a cable channel has staged

marathons in which the film A Christmas Story is broadcast contin-

uously for 24 hours straight. It tells the story of a young boy

who wants for Christmas “a Red Ryder range model carbine with a

compass in the stock and a thing that tells time.” Every time he

expresses his heartfelt desire to an adult, he receives the same

rejoinder: “You’ll shoot your eye out.”

The movie has become so much a fixture of the holi-days that this last Christmas, while browsing at a local discount store, I heard the following exchange:

“Honey, look, a Red Ryder BB gun!”

“You’ll shoot your eye out.” (Then laughter from both husband and wife.)

Unfortunately, that’s all that many Americans—and a great many firearms retail-ers—know about airguns. That’s the bad news. The good news is that airguns have progressed waaaaaay past the Red Ryder. Right now, as you read this, your customers could be buying air rifles that are capable of routinely hitting a dime at 50 yards and taking varmints at 100 yards and beyond. Some of the new breed of airguns

deliver triple the power of a .22LR and are capable of taking coyotes, wild boar, and even bigger game.

Even better, airguns can open up a new world of pos-sibilities for your customers. They can be shot in many places where discharging firearms is forbidden, and typically cost just pennies a shot, delivering more fun per dollar than most shooters would believe possible.

The next time a customer gripes about the high cost of shooting supplies, the expense of gasoline to get to a suitable hunting spot, or the lack of time to get to the range, you could be turning a complaint session into a sale by suggesting a high-performance airgun. Try something like this: “Bill, check out one of these. It

costs about two cents a round, you can shoot it in your backyard, and the per-formance will astound you. How much can you save by not driving anywhere?”

ThE ExpERImEnTNow, maybe you’re think-ing, “Yeah, but that would never work in my shop.”

That was the attitude that faced Robert Buchanan, pres-ident of Airguns of Arizona (AoA), a retailer focusing on high-end airguns and the exclusive U.S. importer for a number of English, German, Swedish, and Italian top-end air rifles and air pistols. AoA had a contract to provide high-end air rifles to a very well-known big-box sporting goods chain. AoA delivered the guns and provided train-

ing to the staff. But it couldn’t break the entrenched attitude of the salespeople behind the counter, all of whom said, in one way or another, “We’ll never be able to sell those in our stores.”

So Buchanan called the president of the chain and proposed an experiment. “Let me go to your local outlet [in Phoenix], play salesman for a weekend, and let’s see what happens.” By the end of the weekend, Buchanan had sold four complete high-end airgun setups, at an average price of $700 to $800 apiece.

Last year, AoA sales grew 40 percent in the midst of an economic downturn, and the company has experienced double-digit growth every year since 2010. “The key to that growth is our attitude


opener spread: k

yle thompson

ThREE TIERSIn consIderIng whIch aIrguns to stock In your shop, It’s useful to thInk of aIrguns sorted Into three tIers.

TIER 1: $20 To $200 These are the pump-up, spring-piston, and CO2 air

rifles and pistols you are likely to find in big-box dis-count retailers and the airguns the public is most likely to know about. Familiar brand names in this category include Crosman, Daisy, Sheridan, and Gamo.

TIER 2: $200 To $500 These are the better-made pump-up and spring-

piston air rifles, as well as less-expensive PCP airguns that are sometimes carried by independent sporting goods shops. These are, by and large, “legacy” airguns that get passed from generation to generation. Familiar brands in this tier include Benjamin, BSA, Gamo, RWS, and Weihrauch.

TIER 3: $500 To $3,000 These are the top echelon, the elite performers of

the airgun world. Comprised mainly of PCP rifles and pistols, this category also includes very high-end spring-piston rifles. These will have the guys at the gun club drooling with envy, especially when your air-gun customers outshoot them. Familiar brands include Air Arms, Air Force, Anschutz, Benjamin, Brocock, BSA, Daystate, FWB, FX, Gamo, RWS, and Weihrauch.

a irguns

SHB0913_AIR.indd 36 7/15/13 4:04 PM

toward airguns,” Buchanan says. “We look at them as the perfect solution for shooting in many situations.”

Which they are. But Buchanan warns, “If you view airguns as a poor sec-ond cousin to powder burn-ers or the thing to shoot until you can get a ‘real’ gun, you’re never going to get anywhere selling high-end pneumatic arms.”

powERplAnTSTo take advantage of the sales potential of airguns, you need to understand them. Let’s start with the key thing that sets them apart from firearms: the powerplant. There are sever-al different major types of airgun powerplants, and there are advantages and dis-

advantages to each.Multi-stroke pneumatic

(or pump-up) guns require multiple strokes (usually 2 to 10) of a lever to force compressed air into an on-board cylinder. The advan-tage is that it is virtually recoil-less, a self-contained system that offers adjustable power and velocity. And, being virtually recoil-less, it is easy to shoot well. But it has one big disadvantage: Once it is fired, a multi-stroke pneumatic must be pumped up again.

Single-stroke pneumatic airguns require just a single stroke to fully charge the gun. They are also self- contained, easy to cock, and are highly consistent and incredibly accurate over dis-tances up to 20 meters. But the power of these guns is

usually low, shooting rela-tively light match-grade .177 pellets at 500 to 600 fps.

Pre-charged pneumatic (PCP) guns use air from a SCUBA tank or a high- pressure hand pump that is stored in a high-pressure res-ervoir on the gun. Olympic target models and many long-range varmint air rifles use this powerplant. This setup delivers powerful but virtually recoil-free opera-tion. In addition, these guns are very accurate and consis-tent. Some models even offer on-the-fly power adjust-ment. On the other hand, these guns are not self-con-tained, and so require extra gear (pump or SCUBA tank). They also can be very loud, although many are now being offered with barrel shrouds that quiet the report

considerably.Spring-piston airguns, also

called springers, use a lever (sometimes the barrel, sometimes a lever under or to the side of the barrel) to cock a spring (or gas ram) and piston. These are self-contained, often powerful guns. They can be very accurate (when the shooter has mastered the technique), as well as relatively quiet. But they’re also inherently challenging to shoot well and very tough on scopes (they require airgun-rated scopes). The cocking effort—sometimes as high as 60 pounds—can be chal-lenging in the more power-ful models.

CO₂ airguns are powered by 12-gram cartridges, 88-gram cylinders, or CO₂ transferred from a bulk tank


The aiRFoRCe CondoR is a PoweRFul TieR 3 PRe-ChaRged PneumaTiC ThaT enjoys an enThusiasTiC Following among long-Range vaRminT shooTeRs.

The Benjamin maRaudeR (ToP) is a TieR 2 PRe-ChaRged PneumaTiC aiR RiFle ThaT is availaBle in .177, .22, and .25, and has Been well ReCeived By The maRkeTPlaCe. The .22 Benjamin 392 (BoTTom) is a TieR 1 mulTi-sTRoke PneumaTiC well-suiTed FoR veRmin.

SHB0913_AIR.indd 37 7/15/13 4:04 PM

into the gun’s on-board res-ervoir. Advantages here include convenience (CO₂ cartridges are easy to carry in a pocket) and accuracy (in high-quality models). Because they are generally so easy to cock and produce virtually no recoil, CO₂ air-guns are often a great choice for all-round family shoot-ing. At the same time, CO₂ guns are not self-contained and velocities can sag at lower temperatures.

What’s the best power-plant? It all depends on which characteristics are most important to your customer. Which is why you need to knowledgeably explain the pros and cons of each.

CAlIbERS, pEllETS, VEloCITY

Right now, there are four main calibers in airguns. The most popular is .177. It

is used for both target shoot-ing and hunting, and offers the greatest selection of pel-lets. The next most popular is .22, which is used for both hunting and long-range tar-get shooting. It’s also avail-able in a wide variety of pel-lets. The .25 offers more power, bigger wound chan-nels, and heavier pellets. It is rising in popularity, thanks in large part to two new .25-caliber air rifles recently introduced by Crosman Corporation under the Benjamin brand. Bringing up the rear is the .20. It has its enthusiasts, but appears to be dropping in popularity.

In addition, at the SHOT Show two years ago, Crosman introduced the Benjamin Rogue, a big-bore .357 air rifle that delivers up to 300 foot-pounds of ener-gy. Previously, big-bore air-guns have been produced by small specialty shops and

have generally been at the fringes of the airgun mar-ketplace. But the introduc-tion of this new gun may change that.

When recommending an airgun caliber to your cus-tomers, keep in mind the following points.Accuracy: Every airgun

will have a particular pellet that it likes and that will produce the best accuracy. Having a wide spectrum of pellets from which to choose increases the odds of finding at least one pellet that will work well in a par-ticular airgun. So, if accura-cy is a customer’s sole con-cern, .177 would be best, because it offers the greatest variety of pellets. The .22 would be close behind.Weight: The lightest pel-

lets (between 4 and 5 grains) available are .177, and it is rare to find a .177 pellet heavier than about 16


KEY SEllIng poInTS

here are key poInts to keep In mInd when offer-Ing hIgh-end aIrguns to

your customers.

hIgh qualIty: The fit, finish, and precision on high-end models are absolutely spectacular. They offer pride of ownership compa-rable to any custom firearm, matched by a lifetime of service. tack-drIvIng accuracy:

Airguns that can routinely hit a dime at 50 yards and hunting air rifles that can outshoot .22 rim-fires are commonplace among airguns that retail for more than $200. Many airgunners enjoy var-minting at 100 yards and beyond. low shootIng expense:

Shooting costs are on the order of 1 to 4 cents per shot for ammunition. convenIence and acces-

sIbIlIty: Airguns can be legally shot in many places where it is forbidden to discharge a rimfire or centerfire firearm. Be sure to check with local authorities. pest control: Air rifles and

air pistols are frequently used to safely and humanely kill vermin in situations where the use of a firearm would be inappropriate. Many pest control professionals, for example, use airguns to dis-patch birds and animals in super-markets and factories. prIde of ownershIp:

Higher-end air rifles and air pistols have fit and finish that clearly indi-cate that they are built to last for decades, and their owners have every right to be proud of them. neIghbor-frIendly:

Because of subsonic velocity, airguns generally don’t produce raucous noise or draw unwanted attention.

The CRosman PumPmasTeR 760 is a TieR 1 aiR RiFle ThaT douBles as a BB RePeaTeR oR single-shoT PelleT gun. moRe

Than 13 million have Been sold.

The Rws model 34 meisTeRsChuTze PRo is a ClassiC TieR 2 sPRing-PisTon aiR RiFle ThaT does almosT eveRyThing well,

inCluding deliveRing a loT oF value FoR The money.

a irguns

SHB0913_AIR.indd 38 7/15/13 4:04 PM

grains. By contrast, .25-cali-ber pellets are available as heavy as 34.9 grains and are usually not lighter than 17.7 grains. To understand why this makes a difference, see the next item.Speed and Trajectory:

Shot from the same airgun powerplant, a light pellet will generally fly faster than a heavy pellet. But at any given velocity, a heavier pel-let will carry more energy downrange and will usually retain it longer than a light pellet launched at the same speed. Because of these con-siderations, for a really fast, flat trajectory out to, say, 50 yards or so, you might want to select .177. But beyond that, you might want to go for a bigger caliber with heavier pellets. Airgunners who are engaged in high-accuracy long-range shoot-ing at 100 yards usually select .22 caliber.

Power and Impact: Launched at equal veloci-ties, a heavy pellet will typi-cally deliver more foot-pounds of energy to the tar-get than a light pellet. If you want hitting power, and if velocity and accuracy are equal, choose the heaviest pellet and largest caliber.Wound ballistics: Bigger

pellets produce bigger holes, but smaller-diameter pellets often penetrate deeper.

Most pellets are made from lead, but a growing number of manufacturers are making pellets from alternative materials. Pellets are available in a variety of configurations, including wadcutter, round nose, pointed, and hollowpoint.Finally, beware of veloc-

ity claims. Manufac turers often exaggerate how fast their guns shoot. Even when they use ultralight pellets to achieve superfast

results—1,500 feet per sec-ond!—the result is often poor accuracy. Here’s why: As a projectile approaches the sound barrier (1,100 fps at sea level), it encounters a region in which there is a lot of buffeting and turbu-lence that throws off accu-racy. Similarly, a supersonic projectile that slows below the sound barrier encoun-ters the same region of tur-bulence and buffeting that ruins accuracy. That is why most firearms varminters take care to make sure their bullets stay at supersonic velocity all the way to the target, and why Olympic smallbore shooters make sure their rounds stay sub-sonic. Both groups want to keep pellets out of the region of trans-sonic turbu-lence. For airguns, the best plan is to launch pellets no faster than the low 900 fps range.


ACCESSoRIES

aIrguns offer a wealth of opportunItIes to sell

accessorIes.

pellets: Every new airgun needs an assortment of ammo for accuracy testing. The rule here is, “Let the gun choose the ammo.” scope and mounts: Most

American airgunners scope their air rifles. You can use virtually any firearms scope on any air rifle, except springers. Because of their whiplash forward-and-reverse recoil, springers require “airgun-rated” scopes. Mil-dot scopes are particularly handy for compensating for pellet tra-jectory at various ranges. cleanIng gear: Airguns

generally don’t need a great deal of cleaning, but when they do, a flexible pull-through or synthetic-coated rod with a patch or nylon bristle brush moistened with a cleaner-degreaser like Simple Green is the way to go. pellet trap: Every airgun-

ner needs a pellet trap for tar-get practice. Models lined with duct seal are virtually silent. eye protectIon: Ricochets

happen. Make sure your custom-ers have adequate eye protec-tion. (Ear protection with airguns is normally not needed.)

The daysTaTe aiRwolF mCT is an eleCTRoniCally RegulaTed TieR 3 PRe-ChaRged PneumaTiC ThaT is suPeRBly eFFiCienT, neaRly dead-quieT, and veRy aCCuRaTe.

The weihRauCh hw97k, availaBle in FouR CaliBeRs, is a TieR 3 sPRing-PisTon aiR RiFle ThaT is used FoR hunTing, ComPeTiTion, and TaRgeT shooTing.

SHB0913_AIR.indd 39 7/15/13 4:05 PM

SHB0913_HOG.indd 40 7/15/13 5:39 PM

RUSSELL GRAVES


HOW TO CASH IN ON THE BOOMING FERAL HOG HUNT MARKET BY BRIAN MCCOMBIE

ocated in the lush and rolling hills of East Texas, Shelby County is the kind of place where you actually do know your neigh-bors, where church socials are a real event, and where guns and hunting are woven into the fabric of daily life. Like much of Texas, Shelby County is also overrun with feral hogs, and the wild

porkers have become a huge problem here, foraging on agricultural crops, rooting up pas-tures, lawns and driveways, and destroying feeders and food plots on the area’s many deer hunting leases. At Wulf Outdoor Sports, located in Center, the

Shelby County seat, feral hogs are something

else: a business opportunity. At 46,000 square feet of store space, Wulf is the area’s big hunt-ing, fishing, and camping retailer (they have a second, similar-size store in Athens, 110 miles to the west). Hog hunting is definitely spoken here.“We see hunters who hunt hogs purely as a

recreational sport, and then there are those hunting problem hogs to remove them from their property,” says Virginia Solgot, Wulf’s mar-keting director. “Either way, the popularity of hog hunting for need or for fun is increasing here. Over the past several years we have expanded our product selection to include hog-specific gear, and we’ve made hog-hunting products a staple in our stores.”

SHB0913_HOG.indd 41 7/16/13 2:05 PM


Hog hunters come to Wulf to buy everything from rifles, ammunition, and optics to hog calls and baits and scents. They even come for lights that can be attached to firearms for night hunting (hunting hogs and coyotes at night is legal in Texas and a number of other states). After hearing for years what a problem hogs were, the Wulf management team decided it was time to take action. The result was the Wild Hog Roundup, launched in 2011. The Roundup offers cash prizes to hog hunters and trappers as a way to draw attention to the hog problem and to actually lower local hog numbers (see sidebar, p. 44).

Texas is not the only state with hog problems (or a growth curve, depending on your point of view). A recent media report put the total number of feral hogs at a whopping 5 mil-lion animals. To put that number in perspective, the hog popu-lation has more than doubled in less than two decades. Hogs were once relegated to California, Texas, and the southeastern United States, but since the 1990s, they have moved into the Northeast and Midwest. Meanwhile, previously established populations have exploded.

“Without question, hog hunting is gaining in popularity all over the U.S.,” says Mike Schwiebert, marketing director for Weatherby. “Here in California, more hogs are killed each year than deer, making it our number-one big-game animal.”

According to Schwiebert, three factors are driving hunter inter-est in hogs. “There’s lots of them, they don’t require any spe-cial equipment, and the seasons are very, very liberal.”

“Hog hunting is a great off-season hunt, and it represents an opportunity we very much want to be a part of,” says Pat Mundy, product manager for Leupold & Stevens. “The hunt itself keeps growing, too, and a lot of the credit goes to the hogs themselves. As a friend of mine likes to say, ‘There are two kinds of states out there: those that have hogs and those that are going to get them!’”

So, are you ready to cater to the needs of the growing cadre of hog hunters? It starts with knowing some of the new “hog-specific” products.

Expanding OppOrtunitiEs Early last year, Winchester Ammunition launched its

Razorback XT ammunition, promoting it as the first hog-specific ammunition. A wild hog can be an extremely diffi-cult animal to take down, thanks to a thick, tough hide, a “shield” (a thick layer of scar tissue boars have below the skin that protects their chest and shoulder area), knotted muscles, and lots of hard bone. So Winchester engineers cre-ated Razorback XT using a one-piece non-lead bullet with a beveled profile and a deep hollowpoint for controlled expan-sion. Full expansion occurs shortly after impact, after the bullet has punched through the above-mentioned obstacles on its way to a hog’s vitals.

Winchester Ammunition released its Razorback XT loads in .223 Remington and .308 Winchester, and the ammunition quickly became a top seller—including at Wulf ’s two Texas stores, where the XT in .223 was the star of the ammo depart-ment in 2012.

“We have been incredibly pleased with how the first two Razorback XT loads were received,” says Winchester’s center-fire product manager, Mike Stock. “Their success really sur-passed all of our expectations just a couple of months after their introduction. Obviously, this is why we are aggressively expanding the brand. I expect that the new offerings will be pleasant surprises as well.”

True to Stock’s word, for 2013, Winchester has added XT in .270 Win., .30/06 Sprg., and 7.62x39mm; also new is a 12-gauge slug load and a handgun cartridge in the popular .44 Rem. Mag.

modern Sporting ArmS Are fAvored by mAny hog hunterS. typicAl of the breed iS the rock river ArmS lAr-15 .223 with A prk-ehide cAmo finiSh. the rifle feAtureS A

tActicAl muzzle brAke, low-profile gAS block, A two-StAge trigger, A hogue rubber grip, And An rrA operAtor cAr Stock.

introduced in 2012, wincheSter’S rAzorbAck Xt wAS mArketed AS the

firSt hog-Specific loAd.

SHB0913_HOG.indd 42 7/15/13 5:39 PM

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Over the last couple of years, gun manufacturers have moved into the hog market —including Weatherby, which is offering the new Hog Reaper. The Hog Reaper is a version of the Weatherby Vanguard, with a shorter barrel (20 inches versus the Vanguard’s standard 24 inches) and a unique hog-skull cam-ouflage pattern on the injection-molded composite stock. The rifle is available in .223 Rem., .243 Win., 7mm-08 Rem., and .308 Win.

As for the very different camo on the stock?

“Each year we see new, younger hunt-ers getting their start by hog hunting,” Schwiebert says. “Our Vanguard Hog Reaper celebrates this new generation of hunters. It’s fresh, exciting, and cer-tainly edgy.” Weatherby hopes it will appeal to twenty- and thirtysomething hunters, as well as more established sportsmen and -women who want a dif-ferent look.

There’s also Savage’s new Model 11/111 Hog Hunter, a no-frills, utilitari-an pig killer, with a 20-inch barrel, a green synthetic stock, and Savage’s AccuTrigger. This Savage is made for tough hunting conditions, in all sorts of terrain and weather, and is available in .223 Rem., .308 Win., and .338 Win. The end of the barrel is threaded and suppressor-ready.

Why suppressor threading? Well, sup-pressor use is growing around the nation (currently, some 39 states have made suppressors legal), and in many states hog hunting is specifically allowed with suppressors. Suppressors are also indicative of a growing subcategory of hog hunting—tactical hog hunting. In this case, “tactical” means the preferred

firearms are usually modern sporting rifles (MSRs), often tricked out with accessories like night lights, high-tech optics, and suppressors.

Recognizing that many hog hunters were taking the tactical approach, ArmaLite re-issued its AR-10(T) rifle. “The AR-10(T) was in retirement from 2004 to 2010, when it was reintroduced as our ‘Hog Gun,’ with a forward assist,” says Arthur Steadman, ArmaLite’s com-munications director. “The combination of the target barrel’s accuracy, the light-er weight of that barrel’s carbine length, and its sleek no-snag build were great for taking it into the brush. The .308 cal-iber makes it powerful enough to take out the biggest pigs.”

Rock River Arms has also targeted hog hunters with its new PRK-Ehide. A version of its popular LAR-Hunter series, the PRK-Ehide is a .223-caliber MSR with a smooth two-stage trigger, half-quad rails on a free-floating hand-guard, and a 16-inch chrome moly barrel with a 1 in 9 twist.

The Ehide’s camo pattern was created using the digitized imagery of real hog hide. The pig-hide camo is anodized to the lower and upper receivers, the charg-ing handle, the oversize trigger guard, and the quad half-rail.

LEt tHErE BE LigHt In those states where night hunting is

legal, hog hunters can be found using everything from $6,000 night-vision and thermal-imaging scopes to handheld spotlights. Among the more popular—and, for the average hunter, affordable—options for night hunting are lights that attach to the rifle, bow, or scope. Usually, these illuminators employ a red

the weAtherby X hog reAper iS eSSentiAlly A vAnguArd SerieS 2 wrApped in An unconventionAl cAmo pAttern deSigned to AppeAl to younger ShooterS. of note, thiS rifle iS guArAnteed to Shoot Sub-moA groupS when uSing weAtherby fActory

or premium Ammo. AvAilAble cAliberS include .223, .243, 7mm-08, And .308.

with eASt teXAS hogS doing huge AmountS of dAmAge to property , wulf outdoor SportS, with StoreS in center And AthenS, teXAS, decided to do Something About the problem. the reSult iS the wild hog roundup. lAunched in 2011, the roundup offerS cASh prizeS for vAriouS AchievementS (moSt hogS tAken by A roundup teAm, the lArgeSt boAr killed, etc.).

for the 2012 roundup, wulf put together A whop-ping $28,000 in cASh prizeS. SponSorS included out-doorS mAnufActurerS underAmour, lAcroSSe bootS, And nikon opticS, AS well AS the city of center, teXAS, And A hoSt of locAl buSineSSeS.

“the wild hog roundup iS our effort to put our cuStomerS, people who enJoy hunting And the out-doorS, into A Spirited And lucrAtive event thAt ulti-mAtely ServeS A bigger purpoSe—the eliminAtion of lArge numberS of deStructive ferAl hogS,” SAyS John bAll, ceo of wulf outdoor SportS.

“AS A retAiler, it wAS importAnt for uS to reSpond to the hog problem in our AreA,” AddS virginiA Solgot, wulf’S mArketing director. “in teXAS, ferAl hogS do An eStimAted $400 million in direct dAmAge—every yeAr!”

not only did 57 teAmS tAke more thAn 750 hogS during the 11-dAy event, the roundup further cemented wulf’S reputAtion AS the plAce to go in eASt teXAS for hog-hunting productS And Sup-plieS. bAll noteS thAt in 2013, the roundup Should be even bigger, with more SponSorS, more prize money, And rule chAngeS deSigned to encourAge even more pArticipAtion.

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or green LED light, as these colors are much less likely than a bright white light to scare off a hog. The better lights can reach out well beyond 100 yards into the dark.

The demand for these lights is definitely on the upswing. Four years ago, to use just one example, Ernie Wynn started his own company making such lights, Nite Hunter Illumination Systems, initially based out of his house in Mountain Home, Texas. Atop a scope, on the rails of an MSR, or on a bracket for a compound bow or crossbow, the lights illuminate hogs out beyond 100 yards on the darkest of nights. Today, Wynn’s lights are sold by 200 retailers and two national distributors.

“The last time I looked, 24 states allowed the use of artificial, weapons-mounted lights for hog, predator, and/or varmint hunting,” says Wynn. “Some carry certain caliber restrictions or require landowner permissions, things like that, so it’s always best for the hunter and the retailer to know their individual state and local laws before embark-ing on a night hunt or offering products for night hunting.”

As a product group, these night lights work best in conjunction with a good-quality scope—a scope like the VX-R Hog 1.25–4x20mm Hog Scope, introduced in 2011 by Leupold. The scope comes with Leupold’s exclusive Fire-Dot illuminated reticle, a red dot in the center of the crosshairs that can be intensified or shut off altogether. Leupold had help designing the scope from Brian “Pigman” Quaca, host of the popular Pigman: The Series television show.

“Hogs are a fairly dark-colored animal, and a lot of the hunting for them is done in darker environments,” says Mundy. “So the hog hunt-ers we heard from were very interested in an illuminated reticle. Brian Quaca helped us a good deal with that, too.”

In 2012, Leupold also debuted the VX-R 1–4x20mm Hog Scope, a less-expensive model without an illuminated reticle.

There’s also a vast and growing array of hog baits and attractants. Bagged corn is a favorite throughout Texas and the Southeast. A number of attractant manufacturers have entered the market, too. A hog’s best sense is its smell, and current lures include everything from fruit-flavored spray to hog urines.

Some of the top products in this category include Hog Heaven and Pig Likkor by WildGame Innovations, Evolved Habitats’ Hog Wild Attractant, Tink’s Dominant Wild Boar Hog Lure, Code Blue Tusk Taker, and Wild Pig Sweet Fruit by Deer Quest.

MaxiMuM advantagE So, you want to get in on the hog-hunting

market and have ordered a host of hog

products. That’s a good start. But how are you going to take maximum advantage of this opportunity?

First, let your customers know you offer products designed for hog hunting. Doing so can be as easy as a few lines of text in your print advertisements or in-store flyers: “Hog Hunters! Check out our selection of new hog rifles, including….”

“I think it’s important to call attention to the products,” says Mundy. “Don’t just place them here and there in your store, where they can get lost in the product mix. I tell retailers to put a number of hog-hunting products together into a display cap or a counter end. Put hog optics with hog ammo, with several other products that work well for hogs. Customers are trying to match products to their pursuits. Help them do that!”

At Wulf Outdoor Sports, hog baits and attractants are big sellers. Solgot notes that Wulf ’s two stores move a lot of

these products using large floor displays that feature 50-pound bags of corn on one end, plus vertical lines of liquid baits, powders, and similar products. Customers also like that each product has its own sign displaying the price for easier comparison shopping.

Encourage your counterpeople to do some hog hunting themselves. As with any other hunt, the clerks who are actually in the field hog hunting are in a much better position to comment on and suggest products they have actually used. When customers are looking at hunting rifles, have your clerks inquire if hog hunting is in their future, and have them make recommendations accordingly.

Consider, too, putting together a “hog hunt-er” combo package.

“We’ve found that the shops that sell our night lights very well are the ones that mount them on a display rifle,” says Wynn. “We have some retailers who have been mounting them on the new ‘hog rifles’ and displaying them and selling them as a bundled rig—rifle, scope, and light system. I had a retailer in Louisiana doing this, and he sold out his first order of 10 lights all as combo bundles on rifles. Smart move!”

Finally, help new hunters by running a hog-hunting seminar in your store. You could also compile a list of local public lands where hog hunting is allowed, along with contact infor-mation, season dates, and any hunting restric-tions. If you live in a state where hogs have become a real problem, contact your local agricultural extension office, too. It may well have a list of private property owners in need of hunters to trim back their pesky hogs. You may just find that such situations prove the truth of the adage, “One man’s trash is anoth-er man’s treasure.”

the 57 teAmS in wulf outdoor SportS’ 2012 wild hog roundup hArveSted more thAn 750 hogS.


SHB0913_HOG.indd 46 7/15/13 5:39 PM

© 2013 Winchester Ammunition

The Rimfire Revolution Begins Now.

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SHB0913_MEM.indd 48 7/15/13 3:32 PM


Akey to the success of the industry that SHOT Business addresses, and that the National Shooting Sports Foundation represents, is the firearms retailer. It is obvious that the more

resources NSSF can provide to its retailer members, the more successful will be not only those mem-bers of the shooting, hunting, and outdoor trade, but also every other aspect of the chain that takes products from the manufacturer to the consumer.With this in mind, and to better fulfill its mission

to promote, protect, and preserve hunting and the shooting sports, NSSF has launched a new tier of membership for retailers. Premium Retailer Membership is designed to offer the best protec-tion and benefits in the industry to retailer mem-bers in good standing who hold a Federal Firearms License (FFL). At the heart of this pro-gram is an unlimited defense fund to help retailers protect their business against legal action taken by the Bureau of Alcohol, Tobacco, Firearms, and Explosives (ATF) to revoke their FFLs.NSSF will offer Premium Retailer Members

access to a select list of the industry’s best fire-arms defense attorneys and pay all attorney fees during the pre-trial and trial process. A host of other great benefits are included in this enhanced retailer membership.“The NSSF has created the very best protection

plan in the industry for the firearms retailer,” says Randy Clark, NSSF’s managing director of business development. “This membership plan provides all of the materials and compliance training and sup-port that any firearms retailer will ever need to remain compliant at all levels within the industry.”

THE INDUSTRY’S TRADE ASSOCIATION OFFERS A NEW, ELITE LEVEL OF SERVICE AND BENEFITS

BY PATRICK SHAY, NSSF DIRECTOR, RETAIL DEVELOPMENT

SHB0913_MEM.indd 49 7/15/13 3:32 PM

In addition to the unsurpassed levels of training and support in compliance, Premium Retailer Membership provides an attorney support group with no cap on fees, a VIP pass to the SHOT Show, and one ticket to SHOT Show University, as well as the affinity pro-gram benefits that NSSF offers.

“Other programs are available to fire-arms retailers,” Clark says, “but we believe that NSSF Premium Retailer Membership is by far the most service-oriented option for retailers in our industry. We say, ‘Protect your business with the best in the business.’”

One of the most important services available to NSSF Premium Retail Members is a site visit from one of NSSF’s FFL Compliance Consultants, who will conduct a daylong audit of the store. The Compliance Consultant team is composed of retired ATF inspectors, each with more than 30 years of experience in the ATF, who have conducted and overseen literally thousands of FFL inspections. During the inspection, the consultant will

review firearms inventory, 4473 forms, and Acquisition and Distribution (A&D) books, similar to how the ATF would conduct an inspection during its store audits. At the end of the site visit, the consultant will provide a series of findings, listing any issues and guidance on how to correct them. The site visit costs $499 for NSSF retailer members, but such a visit is free for Premium Retailer Members.

NSSF Premium Retailer Members also have access to NSSF’s expert wit-nesses if their case should go to trial. Whether the member chooses one of the lawyers on NSSF’s list of top fire-arms attorneys or decides to be defend-ed by another attorney, NSSF will pro-vide, at no additional cost, access to expert witnesses who will be on call to testify on their behalf. These witnesses have a great wealth of knowledge and experience in court proceedings.

Premium Retailer Members have access to a free 24/7 hotline where they can ask compliance questions. Furthermore, if the ATF is in your store conducting an audit, experts would be just a phone call away to provide information on what your rights are during an inspection.

Premium Retailer Members also receive a copy of NSSF’s Compliance Compendium. This contains all of NSSF’s books, articles, and kits that help a store stay in legal compliance, includ-ing: A&D Book, 4473 Overlay (which helps prevent errors in the completion of the form), Don’t Lie for the Other Guy

m e m b e r s h i p

An FFL Compliance Consultant will conduct a free audit of your store.

SHB0913_MEM.indd 50 7/17/13 6:15 PM

retailer kit, Take Stock DVD (which dem-onstrates best practices for taking store firearms inventory), Don’t Lie for the Other Guy counter mat, a complete set of operational manuals, and articles on “How to Conduct an Inventory Like the ATF,” “When You are Inspected,” and “Top 10 Inspection Findings and How to Correct Them.”

In addition, Premium Retailer Members receive a number of NSSF research materials, including the Industry Reference Guide, Financial Benchmarking Report, and Firearms Retailer Survey. These reference tools should not only help ensure compli-ance, but also encourage success and continued growth.

Working the aisles may be the main purpose of a retailer attending SHOT Show, but show veterans know that tre-mendous benefits can be attained off the show floor as well. With that in mind, NSSF is providing its Premium Retailer Members one ticket to SHOT Show University, the renowned educa-tional event that educates retailers on

the latest tactics and technology in mar-keting, merchandising, and compliance. Tickets to this perennially sold-out event usually cost NSSF members $250, but NSSF will provide a code for a free ticket to Premium Retailer Members. In addition, Premium Retailer Members will be granted free access to the VIP Member Lounge at the 2014 SHOT Show in Las Vegas.

Of course, Premium Retailer Members receive all the benefits of regular retailer membership, including discounted ship-ping rates with FedEx, discounted instal-lation rates for Celerant POS, discounted rates for Intellicorp background check

services, discounted rates for a FlashFog security system, discounted rates on PAI credit-card processing, and discounted rates on Display Solutions of Topeka fire-arms display cases.

Cost for this enhanced annual mem-bership is only $750 per year, with the additional bonus of free Premium Retailer Membership for 2014 for all NSSF members that upgrade in 2013.

After reviewing the Premium Retailer Membership plan, Joe Keffer, owner of the Sportsman’s Shop in New Holland, Pennsylvania, and member of the NSSF Board of Governors, said, “For any retail-er, large or small, this membership is a no-brainer. In view of the educational materials, access to the best firearms attorneys, and unlimited funding for defense, in case something does happen to your FFL, this is simply the best pro-gram for the money that is available to our industry.”

For more information on Premium Retailer Membership, contact Bettyjane Swann, director, member services at [email protected].

Premium Retailer Members get a free ticket to SHOT Show University.

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WHAT’S SELL ING WHERE BY PETER B . MATHIESEN

CAAlquist Arms, Turlock With more

than 600 guns in stock, this gun shop has seven employees and ser-vices a wide variety of hunters and shooters. “The California micro-stamping law has again sent busi-ness through the roof,” says owner Richard Alquist. “On weekends we can move more than 40 guns a day.”Semi-auto 12-gauge shotguns are

selling; top movers are Benelli Vincis and Super Black Eagles, but Remington 870s are crossing the counter as well. Mossberg 500s are in high demand for home defense.Glock is the top handgun here,

with Springfield XDs, in 9mm and .40, a strong second. Wilson Combat 1911s are moving nicely, too.Modern sporting rifles are still

moving briskly. Smith & Wesson Smith M&Ps are holding the top spot pretty handily.

WAFour Corners General Store,

Castle Rock Just off of Interstate 5, Four Corners stocks a variety of general sporting goods, including a standing inventory of 500 guns. Knight muzzleloaders are selling best, led by the Bighorn Magnum. “Knight has really responded to our needs with an exposed breach gun. It’s accurate, the quality is nice, and the custom-ers have really jumped on it,” says counter salesman Jarrod Leigh.Browning X-Bolts in .300 WSM

are starting to move, and will likely be the top seller by late September, with the Ruger American close be hind. MSR sales are slowing, but this retailer still turns two a week, mostly Smith M&Ps and DPMS. Pistol sales remain strong. Smith

M&Ps hold the top spot, followed by Springfield XDMs in .45 and .40.

Rimfire and 9mm ammo are on backorder.

ORFox Firearms, Grant’s Pass

This shop specializes in home defense, stocking an average of 500 guns in 1,200 square feet. The store opened a full-service website this year with a large inventory online.Rugers hold the high ground, led

by LCRs and LC9s. Sales of Smith 642s are very strong as well. Ammo sales are brisk; some inventories are improving, but .22, 9mm, and .45 Long Colt are still scarce.“Our handgun sales are still higher

than we expected, though we could sell a lot more Rugers if we could get them,” says owner Ray Stewart. MSR sales have fallen, down to about one every two weeks. Stewart reports good inventories of Smith M&Ps, Bushmasters, and ArmaLites.

MNLittle Crow Shooting

Sports, Hutchinson Keeping nearly 1,000 guns on the shelf, this store is 50 miles west of metro Minneapolis. It has three full- and two part-time employees. “Ammo is getting easier to get,” says owner Jim Condon. “But powder is almost non-existent. Rimfire ammo is also a big challenge.”Pre-fall shotgun sales are improv-

ing. Benelli Vincis, Browning Citoris, and Caesar Guerinis are all posting better numbers than last year. Bolt-action rifles are starting to move. Here, Ruger 77s in .30/06 and Tikkas in .308 are posting the best num-bers on this retailer’s sales board. Sales of MSRs continue to slow down. Bushmaster and DPMS are getting the most turns.Handguns have posted strong

numbers all summer. Top movers

are Springfield XDMs in 9mm and .40. Ruger LCPs and LCRs are also moving well.

NDGun City, Bismarck

Squeezing 1,200 guns into just 1,000 square feet, Gun City truly earns its name. Ruger LCPs in .380 and LCRs in 9mm are this shop’s two best sellers. “Sales are still so strong. I keep thinking that it should slow down, but it just hasn’t,” says owner Marlen Fried.To date, orders of MSRs are

caught up and the store is seeing more price-sensitive sales, mostly with Smith M&P Sports. Bolt-action centerfire rifles are starting to sell, and Remington VTRs in .204 are attracting some attention. Ammo stock is not ideal, but is improving slightly. 9mm and .22 still sell out the day they arrive, however.

MOH&H Guns, Warrenton

Stocking more than 500 guns along with a selection of Cowboy Action gear, this eastern Missouri storefront welcomes its customers with hot coffee. Handguns rule here: Ruger LCRs and LC9s share the number-one spot, but Colt 1911s and .40 Glocks aren’t far behind. “These new Glocks brought back overall Glock sales from some low numbers just a couple of years ago. They really have found a new niche with my custom-ers,” says owner Mark Hale.Sales of MSRs have slowed, but

H&H still turns an average of one a day. Rock River, DPMS, and Smith M&P 10s in .308 are most popular. Ammo stocks are improving,

except for 9mm and .22. And industry-branded logo T-shirts are flying out the door, says Hale—mainly to female college students.

West

Midwest

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WHAT’S SELL ING WHERE

KYPaducah Shooters

Supply, Paducah This 11,000-square-foot facility carries an extensive shooting and reloading inventory, and includes an indoor archery and outdoor rifle/pistol range. August is dove time here. As a result, new Remington 877s, Winchester Super X3s, and Benelli Super Black Eagles are moving well.“We sell a lot of packaged rifles.

Typically, we pair a Weatherby Range Certified Rifle with a Leupold VX-2 scope. Our customers love a pre-tested gun,” says manager Chance Clanahan. MSRs continue to move, but overall sales have defi-nitely slowed since spring. An even mix of Bushmasters, DPMS, and Smith M&Ps are going out the door. Smith J-Frames continue to lead

revolver sales, but Glock .40s and Ruger LCPs and LCRs remain strong.

Ammo availability hasn’t improved, and powder and primer inventories have been difficult to maintain.

TXBuffalo Sporting Goods,

Buffalo This full-line reloading, guns, and ammo retailer stocks more than 600 firearms in 3,300 square feet. “We’ve had to call in every favor possible, but we actually have a strong selection of hard-to-get ammo, although we still ration,” says president Archie Van Wey. Demand for handguns has stayed

high, so Van Wey is keeping strong inventories of 1911s and polymer pis-tols. Springfield XDs and XDMs and Glocks in .40 are all pulling high numbers. There’s been an increase in any revolver with a 2-inch barrel. MSR sales tumbled from more

than 10 per week to four or five, with Bushmaster at the top.

ALWoods and Waters,

Tuscaloosa This large indepen-dent mixes storefront sales with a growing Web business that invento-ries 3,000 products. “Handgun stocks have improved in the last 60 days, but .22 and .22 Mag. are still in short supply. Other ammo stocks, however, are improving,” says coun-ter salesman Cody Crawford.Glocks and Smith M&Ps are dead

even for top slot handgun, but Ruger LCPs and LCRs are seeing strong turns as well. Kimbers are also gar-nering more attention than usual.MSR sales have slowed to about

a rifle a day. Bushmaster and DPMS pull the best numbers, but Remington SPSs in .308 are just starting to heat up. Shotguns are improving daily, with Benelli M2s and Super Black Eagles holding the best pre-teal season sales.

VTVermont Field Sports,

Middlebury This small-town hunting and fishing shop keeps five full- and three part-timers busy while stocking nearly 1,000 firearms. Ammo rationing has continued, with .22 and 9mm almost impossible to find. “It’s really hard to sell a 9mm pistol when there’s no ammo for it,” says owner Richard Phillips. Yet, handgun sales are good. 9mm sales are split between Glock and M&P, which also sell well in .40 and .45. This summer’s top-selling bolt-

action has been the Browning X-Bolt in .300 Win. Mag. Customers head-ing west for elk and muleys are buy-ing Winchester Model 70s in .30/06. Colt MSRs are in good inventory, turning an average of one a week. Upland bird season is approaching, so Browning Citoris in 12- and 20-gauges are just starting to move.

RIKane’s Gun Shop, North Kingstown With 2,000 square feet, this retailer brokers antique firearms while stocking new and used guns as well. “Ammo inventories are frustratingly low. Our customers want brands like CCI and Winchester, and they’re very difficult to get,” says vice president Sandy Kane. MSR sales are slowing, but

Bushmasters and Stag Arms in .223 still see daily turns. Bolt-actions are picking up, and muzzleloaders are starting to sell in limited numbers. Sporting shotguns are turning—mostly Browning Citoris in 20 and 28 gauges. Home-defense shotguns are in high demand, but Remington and Mossberg stocks are low. Handguns are king here, with SIG

226s and K-Frame Smiths in .357 producing good numbers. Used Colt 1911s are hot, as are Glocks.

WVSpring Hill Rod & Gun,

Charleston Stocking 800 guns, this general sporting goods retailer, located in metro Charleston, has seven employees. The store carries both archery and hunting gear, along with home defense. There’s even a taxidermist on site.“Our MSR sales have finally

peaked, and inventory is catching up quickly,” says buyer Cuz Smith. M&Ps and DPMS top this category. Ammo, on the other hand, continues to be a real challenge to stock.Shotguns are slow, with just a few

H&R .410s and 870 Expresses sell-ing for squirrel season. Bolt-actions are picking up, mostly Ruger 77s and some Remington 700s in .270.Handgun sales are brisk; Smith

M&P compacts in 9mm rule, with and Springfield XDs and XDMs in 9mm and .45 vying for second.

South

East

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by Chris Christ ianGood stuff

Big Lights, Small PackageBlackhawk’s compact Night-Ops fashlights deliver

state-of-the-art illumination

Advances in LED technology are changing the way we view flashlights today. Not only are these high-tech LED lights delivering increased illumination levels, but they are doing so from significant-ly smaller units. A pair of Blackhawk Night-Ops models I was recently introduced to are excellent

examples of these state-of-the-art illumination tools.

The Legacy L-2A2 ($99.99) measures 7.3 inches in length and weighs only 6.8 ounces. Powered by two inex-pensive, and readily available, AA batteries, it produces 200 lumens at the maximum power setting. The Legacy L-6V ($119.99) measures 6.1 inches and tips the scales at 8.70 ounces. With a pair of CR123A lithium batteries, it pro-duces a blinding 570 lumens at max power.

Both lights are con-structed from aircraft-grade aluminum with a hard-anodized finish and feature a 1.26-inch bezel with a 1-inch-diameter body. They are easily mounted as firearm lights via a Blackhawk offset rail mount. You also have the option of slipping either light into a pocket or belt carrier, or carrying it in your hand. Each is water-proof to one meter.

Both feature an end-cap momentary-depress putton for short bursts; you simply push farther for continuous on. A five-position positive-detent rotating switch on the end cap provides quick access to a full-power strobe setting, as well as power settings of one-quarter, one-half, or full power. The fifth position is a positive off switch for secure stor-

age or transport. The variable power

levels are a welcome fea-ture, especially on the L-6V. At full power, its 570 lumens can be blind-ing in enclosed spaces, but it can be dialed down to 220 lumens, or a softer 20 lumens for closer work. The L-2A2

offers similar power-ratio reductions, making both lights effective multipurpose tools.

Half PowerDuring my initial expo-sure, I ran through an unlit shoot house at night, and the 200

lumens from the L-2A2 were more than enough. Some in our group, using the L-6V, had to use the half-power setting to avoid being overcome by the light reflecting off the walls.

When I returned home to Florida, I decided to see just what

they would do outside. The firing range on my property features an 8-foot berm built from clay sand. Its color is only slightly lighter than a buff-colored IDPA tar-get, and there is little contrast between the two. I stapled up an IDPA target about 20

feet away from a white 8-by-10-inch hanging plate that contrasts sharply with the berm.

Light ’Em UpWhen zero dark thirty arrived, I grabbed both lights and an unloaded rifle with a 2.5X 40mm

scope featuring heavy, non-illuminated Duplex crosshairs. I didn’t mount the lights on the rifle—I just held them along the forearm. I wanted to see at what range the lights would clearly identify the tar-get and provide a crisp and positive sight picture

through the scope. A stationary object blend-ing into the surrounding background is effectively camouflaged, and defin-ing it clearly is a good test of illumination.

At 100 yards, both lights made the white plate glow, and an accu-rate shot would have been easy. I suspect I could have lit it up at twice that distance. But the camouflaged IDPA target could not be clear-ly seen. I slowly moved forward, and at 60 yards the Legacy L-6V’s 570 lumens clearly defined it and provided a crisp crosshair sight picture. When I reached 40 yards, the AA-powered Legacy L-2A2 lit it up as well.

During my military days, I spent time as a patrol dog handler on nuclear-weapons securi-ty duty and carried a heavy, five-D-cell Maglite on night perim-eter patrols. Time may have dimmed my mem-ory, but I don’t remem-ber the Maglite having enough power to find that camouflaged target at 40 yards. But I do remember that it darn sure wouldn’t have fit in my pocket!

If you need a lot of brightness from a small package, these lights are the ticket. (800-694-5263; blackhawk .com)

Selling tipWith the high light levels produced by small batteries, runtimes are not lengthy. The L-2A2 claims 90 minutes at full power; the L-6V delivers 120 minutes. Runtimes are significantly increased at lower power settings, but make sure to remind the customer that carrying a spare set of batteries is a wise idea.

The Legacy L-2A2 (bottom) produces 200 lumens. The Legacy L-6V (top) produces

570 lumens at maximum power.

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NEW PRODUCTS

HuntworthHunting on warm fall days requires light gear that still pulls its weight. The new Arsenal from Huntworth is part of the Sensor Series hunt-ing glove lineup, and it’s been

designed to over-deliver in every way. Constructed with a bird’s-eye mesh on the back of the hand and a durable triple-layer palm, the Arsenal is both lightweight and rugged. The back of the glove is water-resistant and the palm is breathable and water-resistant, enabling the glove to easily shed moisture and light snow.A silicon print on the palm provides a sure grip on your firearm no matter what the weather. The seamless, wrap-around fingertip construction allows an ultra-sensitive feel, while the index finger and thumb feature touch tips, making it possible to use a touchscreen device without the hassle of removing your gloves. Add to all this pre-curved fingers and a hook-and-loop adjustable closure on the cuff, and you have a glove that fits like a second skin. Available in Huntworth’s

exclusive camo pattern, Oak Tree EVOTM. SRP: $24.99. (952-442-8652; huntworthgear.com)

Living EssentialsIt’s hard to maintain focus when you have to sit quietly for hours in a treestand or a ground blind. To help hunters keep that all-important edge, Living Essentials is releasing Sour Apple Extra Strength 5-Hour Energy shots in a cam-ouflage wrapper. The small bottles make for easy packing in a pocket or vest, and the 2-ounce capacity of each shot provides needed energy with-out a lot of extra liq-uid that can create distracting “nature” breaks. The product is also designed to be an impulse POS sale.

SRP: $15.99, package of six. (5hourenergy.com)

HWI GearThe new line of HWI Gear tactical gloves has just the touch for use with tablet com-puters and smartphones. These touchscreen gloves fea-ture special TouchTool finger-tips on the digits to allow users to text and type.

The Unlined Touchscreen Duty Glove features an abra-

sion-resistant, 100 percent washable synthetic leather shell combined with a breathable fabric back and touch-screen leather in the thumb, index, and

(Continued from page 60)

5-Hour Energy with a camo wrap—perfect for the POS impulse sale.

Huntworth’s Arsenal gloves are lightweight and durable, with breathable palms.

SUPER STOCK

Barrel insert adapts standard or bull (target) barrels.

Optional monopod conceals in pistol grip.

Reversible Picatinny rail mount conceals in forend.

Convenient storage of two magazines in stock.

Why have stock when you can offer a racing model?

There’s stock... and then there’s super stock—the TacStar Adaptive Tactical M4 Stock is the fastest way for your customers to upgrade their Ruger 10-22® from standard to a tactical racing machine in one easy, no gunsmithing, do-it-yourself step. The TacStar’s fully adjustable buttstock fits a wide range of shooters and is equipped with two, handy storage compartments for standard Ruger magazines. In addition, the TacStar stock features a barrel insert to accept standard or .920 bull barrels, as well as a reversible rail in the forend of the stock for easy mounting of Picatinny accessories, and an optional monopod that conceals in the pistol grip for additional

stability. The Adaptive Tactical M4 is available in black or a variety of camo patterns too: Legends, Muddy Girl, or Kryptek Highlander. Give your customers the option to take their reliable 10-22® into the fast lane with the TacStar M4 Adaptive Tactical Stock!

A Lyman Brand.

SHB0913_PRD.indd 57 7/15/13 3:58 PM

NEW PRODUCTS

middle fingertips. The ergonomic “con-tour cut” promises to reduce hand fatigue while enhancing comfort. Spacer material helps keep hands cool, while the stretch polyester is provided over the knuckle.

The KTS100 Touchscreen Hard Knuckle Glove is part of HWI Gear’s Touch Extreme series, and offers a rugged premi-um Clarino synthetic leather palm, along with special hard knuckle and finger pad-ding. The neoprene cuff and hook-and-loop closure provide a secure, snug fit. (805-646-3879; hwigear.com)

Rocky BrandsRocky Athletic Mobility was introduced in 2012 as an athletic-inspired hunting system with layered options for any con-ditions. The base layer, footwear, and

apparel (L1) is ideal for moderate weath-er; L2 and L3 items introduce insulation and protection from the elements. The new L3 rainjacket (available in Realtree Xtra) and pants (available in Realtree Xtra and AP) are made from breathable, four-way stretch polyester. The pants have an elastic waistband with expanded fit, belt loops, and a zip-front fly. The jacket includes a rear-adjusted, draw-cord hood with visor, elastic cuffs, and a drop-tail back for additional protection. SRP: $99.99, jacket; $119.99, pants. (740-753-9100; rockyboots.com)

SRT Arms The proprietary Can-Lock flash hider mount from SRT Arms for .223 suppres-sors is a true QD mount with a positive locking feature. With just a quarter turn on the bayonet mount, this system requires no O-rings, springs, or pistons; a metal-to-metal cone seal keeps the high-pressure gases out of the critical part of the mount to further ensure that carbon deposits won’t get into the locking lug.

The Can-Lock mount features a lockup lug angle so that high pressures cause the mount to lock up tight, rather than unscrew. The spring-loaded safety latch is also user-serviceable, should a spring ever need to be replaced. (928-567-2588; srtarms.com)

Liberty SafeIn cooperation with Elertus Cloud Services, Liberty Safe has devised a porta-ble and wireless alarm system designed to increase the security of firearm storage. SafElert is a compact (3-by-2-by-1-inch) wireless communications device that can be deployed in any existing safe. It will notify you if your safe is jarred, hit, pried, moved, opened, or overheated. In addi-tion, the system will even automatically send you a weekly humidity report from the inside of the safe. The alarm and reports are sent as texts

or e-mails through a WiFi system and received via e-mail messaging and cell/smartphone via Elertus Cloud services. And if any of those systems fail, SafElert will even notify you of that failure event when it checks in every hour. It even noti-fies you when the batteries are getting low. You can have up to five people receive this information. SRP: $199. Wireless commu-nication fee is $39.95 per year. (800-247-5625; libertysafe.com)

Rocky Athletic Mobility’s L3 rainjacket and pants are the latest additions to the all-weather layering system.

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

SHB0913_PRD.indd 58 7/15/13 3:58 PM

Leatherman Tool GroupWhen Leatherman Tool Group acquired Seattle-based PocketToolX, the idea was to develop tools that had the func-tionality and dependability of Leatherman, but fewer work-ing parts, which would allow the tools to come to market faster. Now, the first such tools—the Cam, the Pump, and the Rail—are making an appearance. The Cam has been specifically designed for bow maintenance, the Pump for shotguns, and the Rail for rifles. Features include sight- adjustment tools, a broadhead wrench, and choke tube adjust-ment tools, all built of 100 per-cent stainless steel. SRP: $35 to

$45. (503-253-7826; leatherman.com)

GSM OutdoorsThe Cyclops Orbis handheld spotlight uses a 3-watt LED bulb to create a bright 140-lumen light. Made of durable ABS plastic housing, the light is equipped with a swivel han-dle for a comfortable grip. The Orbis is powered by a 4V rechargeable battery, but the kit also includes a home AC charger and 12V DC charger that can be used in an automobile, so you never have to worry about running out of power. SRP: $29.99. (877-269-8490; gsmoutdoors.com)

Traditions Performance FirearmsThe Frontier Series of Pietta 1873 single-action revolvers is available in several calibers, as well as three barrel lengths: 4.75, 5.5, and 7.5 inches. All have steel frames, but the selec-tion of available finishes include color-case-hardened,

blued, and nickel. Grip options are walnut and white PVC. All models come with a transfer bar safety system. The Rawhide Series offers single-action shooters quality and features at a more affordable price. The revolver’s matte-black finish is attractive and corrosion- resistant. (860-388-4656; traditionsfirearms.com)

Leatherman’s Cam multi-tool is specifically designed for bow maintenance; two others handle shotguns and rifles.

GSM’s Cyclops Orbis creates 140 lumens from its LED.

SHB0913_PRD.indd 59 7/15/13 3:58 PM


NEW PRODUCTS PHOTO BY LUKE N ILSSON

GarminThe Fenix looks like a watch, and it tells time like a watch, but it’s far more than just a timepiece. It’s also a GPS unit, with the ability to store up to 1,000 waypoints and record an electronic bread-crumb trail when you’re on the move. In addition, the Fenix contains an altimeter, a barometer, and a compass. The built-in rechargable battery provides up to 50 hours of operation in GPS mode, and six weeks in watch mode. SRP: $400. (800-800-1020; garmin.com)

(Continued on page 57)

SHB0913_PRD.indd 60 7/15/13 3:58 PM

NUMEROUS FEATURES.

Welcome to the closest bond yet between hand and gun. Between grip

and control. Between fit and performance. With three interchangeable

palmswell grips including a new textured grip, and multiple

ambidextrous features, the M&P Pro Series is truly tailored to you.

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

BC_018168_SHB0913P.indd 1 7/3/13 9:53 AM

Advancing the 1911 by hand in North Carolina.

With breakthroughs like our premium application of an

Ionbond® finish, oversized extractor and double-stack,

high-capacity capability, PARA craftsmen are improving

John Browning’s design like no one else on earth. Our pistols

are built by hand, with precision, for a lifetime of hard use.

we only make guns we want to shoot

and we’re damn near

impossible to please.

©2013 RA BRAnds, LLC.

BC_016532_SHB0713P.indd 1 5/15/13 6:31 PM

shot business -- august / september 2013

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