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Vol. 13 No. 5
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May 28, 2013
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Missed last month's InSight? Recent past issues of InSight can be found by CLICKING HERE. Share this information with other members of your company!
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Upcoming Events:
11th Annual Shooting Industry Masters
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Chairman's Commentary: May 2013
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After nearly spending a whole day in the St. Louis airport, I finally got to Houston for the NRA Convention and a meeting of the NASGW Board of Directors. This is an important meeting for NASGW as we finalize the plans for our 40th Annual Meeting and Expo, decide on some organizations to support, review budgets, choose speakers and topics and discuss new programs and services for our members.
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President's Message: May 2013
Recently NASGW conducted a Webinar on "Arming Yourself for Sales" with Chris DiCenso and George Harris of Growth Strategy Partners. The interactive session on sales propositions, staff and processes that work produced some interesting statistics.
It is my belief that these numbers reflect a sign of the times where business and sales for the past few years have been exceedingly good leaving little time for anything else but fulfilling orders. At some point however, sales will slow and inventory will rise and it will becoming very important to have the right people in the right jobs and goal setting, training, and screening tools will become extremely important.
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Member Perspective: Heizer Defense - From an Unusual Beginning for a Pistol Manufacturer
Our thanks to everyone at Heizer Defense for a glimpse into what promises to be a great new pistol company.
Click here to read more
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Congratulations to NASGW Members...
The following NASGW members who have received the NRA 2013 American Rifleman Golden Bullseye Awards
- Rifle of the Year: Ruger American
- Optic of the Year: Trijican Tactical-Advanced Riflescope
- Tactical Gun of the Year-Mossberg FLEX
- Handgun of the Year-Springfield XD-S
- Ammunition Product of the Year-Hornady Critical Duty
- Accessory of the Year- Galco M6X Auto Locking Holster
- Golden Bullseye Pioneer Award-Stephen D. Hornady, Hornady Manufacturing
and to...
- Rifle of the Year: Bolt-Action Platform Rifle: Thompson /Center Arms NRA)
- Binocular.com 2013 Binocular of the Year: Bushnell
- Readers' Choice Awards From Predator Xtreme Magazine, Crosman Corp. favorite air gun and preferred huntingpellet
- Brian Phillips, President of Big Rock Sports for his leadership in the sporting goods industry with the SGB 40 Under 40 Award from SportsOneSource Group
- Taurus® Holdings, Patriotic Employer Award by Department of Defense supporting National Security and by supporting employee participation in America's National Guard and Reserves
- Ellett Brothers was honored by Hornady with its 2012 Customer Sales Award
Do you have an announcement you'd like to share? Send them to mdesmarais@nasgw.org.
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National Instant Criminal Background Check News
The NICS Section has issued a newsletter, with a look back at its 2012 year, a thank you to the industry for its patience and support, and an explanation of the status of facets of its checking process--and more. You can read the NICS Newsletter at the NICS website.
Click here to read more
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Attention Square Customers
As of 5/9/13, Square has changed their underwriting policy to restrict the card present swiped sale of "firearms, firearms parts or hardware, and ammunition; or weapons and other devices designed to cause physical injury."
The NASGW's Business Alliance has partnered with Payment Alliance International (PAI) to offer gun-friendly merchant services in any processing environment. Whether you're selling firearms ammo or accessories online, in stores, etc. PAI won't turn you away because you sell guns.
QwickPAY™ is available to NASGW members that process $850 or more in monthly card volume. Now through May 31st sign up and receive a FREE card reader and take advantage of special NASGW member rates.
Click here to get in contact with one of our account executives today.
Be sure to mention that you are a NASGW member.
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New Guidance on ACA Employer Notification
Beginning on the first of October, employers must provide notice to new employees about the Affordable Care Act's health insurance Exchanges and potential eligibility for premium tax credits, among other issues, according to guidance released this week by the Department of Labor (DOL).
Click here to read more
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NSSF Government Relations Page - A Great Resource
The NSSF Government Relations Page nssf.org/GovRel on www.nssf.org is a great go-to source for complete and accurate information on the shooting sports and hunting issues that are before legislators and other policymakers in Washington, D.C., and state capitals. Use the resources to track bills or contact your elected representatives. Industry and economic-impact data is also available for the site in addition to fact sheets and backgrounders on a wide variety of topics, commentary and links to articles and videos. nssf.org/GovRel . All in the industry benefit from informed involvement.
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The ABCs of Trade Show Shipping
A. Deliver Confidence
B. Get you more for your money
C. Make it simple for you
Schedule YRC Freight Exhibit Services for your next move in or move out. For more information, contact your dedicated YRC Freight specialist at 800.647.3061 or associations@yrcw.com. As an NASGW member, you can receive significant savings with YRC Freight. Simply enroll online at enrollhere.net or contact us by phone or email.
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Articles of Interest
Here are this month's picks for articles of interest in best practices, sales & marketing and management:
Business Leader
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NAW Publications of the Month
Here are our picks for some helpful resources from the National Association of Wholesaler-Distributors (NAW). NASGW members receive a discount off all NAW Publications.
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What busy distribution executives depend on to stay informed
 "NAW Advisor" is a six-page, monthly economic business report by Alan Beaulieu -- No. 1 recognized expert in distribution forecasting. "NAW Advisor" is $16.50 per month to subscribe. It provides expert economic guidance about today's distribution cycles and shows you how these cycles will affect your business so you can prepare for tomorrow's economy. Read a free issue. Subscribe.
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Jonathan Byrnes on leading, operating, selling and managing for profit
 In four 60-minute programs, Jonathan Byrnes, author of "Islands of Profit in a Sea of Red Ink," shows how you can reverse the trend that 40% of any business in any industry is unprofitable. "The basic marching orders to the sales force to maximize revenue aren't right anymore. That has led to this astonishing pattern of profitability." Order now.
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Distributors: What value do your customers provide to you?
 This first-of-its-kind study provides you with groundbreaking research, best practices from 68 real wholesaler-distributors and 20 practical action steps ready to implement. Rather than focus on sales force communication, this cutting-edge research focuses on customer relationships and the value customers provide to their distributors. This study looks at these customer stratification dimensions: buying power, customer loyalty, profitability, and cost-to-serve. Order now.
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"This time, it's going to take gun owners' participation. As the lobbying efforts to stop this kind of legislation seems to be working in Washington, it has continued to fall short on the state levels. This is no longer a fight we can win using an "institutional" approach. It's going to take people telling their elected representatives there will be a high price to pay for passing legislation designed to do nothing more than criminalize the law-abiding citizens who choose to own firearms. If there's no penalty, there's no reason to expect them to do otherwise."
-- Jim Shephard, Outdoor Wire
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NASGW is comprised of wholesalers, manufacturers, and independent sales reps - both national and international - all of whom are primarily involved with hunting and shooting sports equipment and accessories. For more information, visit www.nasgw.org
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The articles that appear in InSight are chosen from a variety of sources to reflect media coverage in the publishing industry. An article's inclusion in InSight does not imply that NASGW endorses, supports, or verifies its contents or expressed opinions. Factual errors are the responsibility of the listed publication.
COPYRIGHT © 2012 by National Association of Sporting Goods Wholesalers (NASGW). and the individual authors of the materials contributed or referenced in InSight. Permission is granted for the broadcast, publication, retransmission to e-mail lists, websites or any other copying or storage, in any medium, online or not, of NASGW copyrighted material herein if 1) the text is forwarded in its entirety, including this paragraph, and 2) no fee is charged.
Permission to use third party copyrighted material must be obtained separately from the individual authors. The "National Association of Sporting Goods Wholesalers", "NASGW", InSight and all other trade names, trademarks, service marks, logos and images appearing in this publication are the sole property of the National Association of Sporting Goods Wholesalers and may not be used without the Association's prior express written permission. All other trade names, trademarks, service marks, logos and images appearing herein are trademarks or registered trademarks of their respective owners.
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