November 2013 Model Retailer

Transcription

Are appraisals worth the time and hassle? You bet! Page 20
NOVEMBER 2013
Hobby News &
Reviews From
Kalmbach
THINKSTOCK.COm
Get VIP treatment
from your vendors
17 ways to win better deals
What are the secrets to getting the most from your vendors? A
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HORIZON HOBBY DIST INC
MOD • 11/01/2013 • 4C • 1/6 V
The hows and whys of
effective e-newsletters
A N OT H E R I N N OVAT I O N BY
Dealers agree that an e-newsletter is a
great way to bond with customers and
tell them about products and events.
Learn the best ways to manage this
important promotional tool. Page 16
INDUSTRY NEWS
TRAINFEST PREVIEW
What’s new at America’s largest
operating model-railroad show,
now in its 42nd year? Page 18
• InterMountain rises above flooding
• Replicarz plans 3 new Indy cars
• Mayfair breaks a Guinness record
Pages 4–12
A NEW ERA
IN VEHICLE STABILIZATION
SEE INSIDE FOR DETAILS.
@2013 Horizon Hobby, Inc. AVC, Active Vehicle Control, the Horizon Hobby logo
are trademarks or registered trademarks of Horizon Hobby, Inc. 42886
Vol. 39 • Issue 11
www.ModelRetailer.com
NOVEMBER 2013
Volume 39, Number 11
F E AT UR E S
W hAT ’S S EL L I N G
14
What is your store’s return policy, and how
often do you utilize it after the holidays?
Ask and you shall receive
By Cathy Donovan Wagner
17 secrets to receiving VIP treatment from
your vendors; learn whether your business
has the necessary negotiating leverage.
16
The email advantage
By Nick Bullock
E-newsletters are a simple and effective
way to forge relationships with customers
and stay at the top of their minds.
18
Trainfest is ready to roll
By Jenny Maaske
Attendance is set to meet or beat last
year’s record number.
DE PA RTME N TS
4
INDUSTRY NEWS
InterMountain weathers a storm;
Retailers stocking up ahead of holiday season; Replicarz plans three more Indy cars;
Teen killed in heli accident; APS Racing to
distribute VBC line; Mayfair raises 5K for Big
Brothers/Big Sisters; and more.
20
BEhIND ThE coUNTER
By Tom Palmer
Appraisals can lead to extra profits.
30
38
45
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BookS & VIDEoS
HORIZON HOBBY DIST INC
MOD • 11/01/2013 • 4C • 1/3 H
MODEL RETAILER (ISSN 0191-6904, USPS 395-730) is
published monthly, except two issues in October, by
Kalmbach Publishing Co., 21027 Crossroads Circle, P.O. Box
1612, Waukesha, WI 53187-1612. Periodicals postage paid
at Waukesha, Wis., and additional offices.
Postmaster: Send address changes to Model Retailer, 21027 Crossroads Circle,
P. O. Box 1612, Waukesha, WI, 53187-1612. Canada Publication Mail Agreement
# 40010760.
ECX vehicles are synonymous with affordable thrills and
serious bashing excitement. But when your customers
encounter the need for service and support they can rely
on some of the best customer support the market has
to offer from Horizon Hobby. Stock ECX and show your
customers how superior customer service can last from
the sale to the street, and everywhere in-between.
©2013 Horizon Hobby, Inc. ECX and the Horizon Hobby logo are trademarks or registered trademarks of
Horizon Hobby, Inc. The Spektrum trademark is used with permission of Bachmann Industries, Inc. 39168.T
Contact Horizon Hobby at
800-535-5551 to learn more.
3
INDUSTRY NEWS
BY THE MODEL RETAILER STAFF
InterMountain weathers a storm
Colorado-based manufacturer recovers from minor flood damage
W
ithin about a 12-hour period
starting on Sept. 11, central Colorado was hit with 6 to 10 inches
of rain, according to a newsletter
from InterMountain Railway Company.
The deluge quickly led to flooding on
Sept. 12 in areas like Longmont, Colo.,
where InterMountain is based.
No fatalities were reported, according to
the newsletter, but several homes were
destroyed, and additional homes and businesses were damaged.
“Our thoughts and
prayers go out to those
who have suffered these
devastating losses,” said
Frank Angstead, InterMountain executive
vice president, in the newsletter.
InterMountain took minimal damage
compared to some of its neighbors, said
Richard Frazier, vice president of marketing
and customer service.
The company’s 11,500-square-foot facility is split into three levels, and only the
3,000-square-foot first level took on any
water. The flooding at InterMountain
reached about a foot at its highest point.
The flooded area contained InterMoun-
tain’s machine shop and several offices,
according to the newsletter.
None of the company’s inventory was
impacted, Frazier said, and shipping was
delayed for a few days only because of the
two separate mandatory evacuations that
lasted until Sept. 16 as the rain continued.
The water began to recede and the City
of Longmont was able to reseal its riverbanks by Sept. 15, Frazier said.
In the days following, InterMountain
quickly made tremendous progress in
restoring its facility, he said. One of the
company’s tooling machines was up and
running by Sept. 18, and he expected the
rest of the cleanup to be done by the following week. InterMountain even used the
flooding as an opportunity to do some
remodeling, Frazier said. — Nick Bullock
Replicarz plans 3 new
Indy cars, adds wheel
sets, display case
Replicarz, the Vermont-based die-cast
RACING
FUELSannounced
model makerVP
and
distributor,
MOD • 10/01/2013 • 4C • 1/3 H
its plan to create three additional 1:18scale Indianapolis 500 models, along with
some accessories.
Two A.J. Foyt Coyote racers and the
famous 1967 STP Paxton Turbine car driven (almost to a win) by Parnelli Jones are
up next, Replicarz’s Brian Fothergill said.
The company had said the STP Turbine was
likely, but now also plans to offer Foyt’s
1974 pole-winning car and the 1977 winning car, which are similar designs. Both
are set to sell for $169.99 and are expected
in the first quarter of 2014. The STP Turbine, an all-new casting, will command a
bit of a premium at $229.99, same as the
new 1911 Marmon Wasp when it was
released earlier this year. The Turbine is
expected second quarter of 2014.
Replicarz has been creating Indianapolis
500 cars in 1:18 scale for several years,
originally working off castings that had
been sold under the Carousel 1 brand for
years. Its first releases were laydown roadsters. Replicarz’s stunning yellow Marmon
Wasp, the first Indy 500 winner, was the
company’s first all-new release, arriving in
the spring. Replicarz had also previously
released two new 1980s March racers and
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INDUSTRY NEWS
EDITORIAL OFFICE
21027 Crossroads Circle, Box 1612
Waukesha, WI 53187-1612
Phone: (262) 796-8776 Fax: (262) 796-1383
Web site: www.ModelRetailer.com
E-mail: staff@modelretailer.com
EDITORIAL AND ART
Editor Jeff Reich
Assistant Editor Nick Bullock
Editorial Assistant Jenny Maaske
Publisher Diane Bacha
Art Director Tom Danneman
Senior Graphic Designer Scott Krall
Photographers William Zuback,
Jim Forbes
Replicarz now offers four new Indy Car
wheel sets for $14.99 each.
ADVERTISING
two STP-themed 1973 Eagles, including
Gordon Johncock’s Indy winning car.
In addition, Replicarz now is offering
four Indy Car wheel sets, three for March
models and one for Eagles. Each set sells
for $14.99. Model collectors can swap out
the wheels for display, or use them in a display case or diorama. The sets will include
a chrome, black and BBS set of March
wheels with Goodyear Eagle race tires, as
well as a 1973 Eagle wheel set.
Replicarz also now offers premium acrylic covers that fit perfectly over the display
stand with each of its Indy racers. The covers are made in the U.S. and do not include
a base. This allows collectors to buy the
cover for their Indy racers. The covers will
also fit most Carousel 1 bases, making them
easier to display and keep dust-free. The
covers cost $21.99 each. — Mark Savage
Ad Sales Manager Rick Albers (x652)
Ad Sales Representative Todd Schwartz (x537)
Ad Services Representative Nanette Hackbarth
Production Coordinator Sue Hollinger-Yustus
K ALMBACH PUBLISHING CO.
President Charles R. Croft
V. P. Editorial Kevin P. Keefe
V. P. Advertising Scott Stollberg
V. P. Marketing Daniel R. Lance
Ad Director Scott Bong
Corporate Art Director Maureen M. Schimmel
Managing Art Director Michael Soliday
Circulation Manager Linda S. Franzblau
Production Supervisor Helene Tsigistras
TO ADVERTISE
Toll-free: (888) 558-1544 x652, x537
TO SUBSCRIBE
Toll-free: (800) 558-1544, Press 3
CUSTOMER SERVICE
(Weekdays 8:30 a.m. to 4:30 p.m. Central time)
Toll-free: (800) 558-1544, Press 3
E-mail: tss@kalmbach.com
Subscription rates: Distributed free to qualified hobby
shop owners and managers. Others – U.S.: $85/year. International, payable in U.S. funds: $85/year, surface mail.
© 2013 by Model Retailer, division of Kalmbach Publishing Co. All rights reserved. Title and tagline registered
as trademarks.
Printed in the U.S.A.
6
Report: Retailers are
stocking up ahead
of the holiday season
As retailers head into the holiday season,
import volume at the nation’s major retail
container ports is expected to grow 5.1
percent in September over the same
month last year, according to the monthly
Global Port Tracker report released Sept. 9
by the National Retail Federation and
Hackett Associates.
“Retailers are making up for the slow
imports seen earlier in the year,” NRF Vice
President for Supply Chain and Customs
Policy Jonathan Gold said. “It’s too early to
predict holiday sales, but merchants are
clearly stocking up.”
Cargo import numbers do not correlate
directly with retail sales or employment
because they count only the number of
cargo containers brought into the country,
not the value of the merchandise inside
them. But the amount of merchandise
imported nonetheless provides a rough
barometer of retailers’ expectations, according to an NRF press release.
U.S. ports followed by Global Port Tracker handled 1.43 million Twenty-foot Equivalent Units (TEU) in July, the latest month
for which after-the-fact numbers are available. That was a 5.4 percent increase over
June and a 1.1 percent increase from July
2012. This follows year-over-year declines
in three of the four previous months. One
TEU is one 20-foot cargo container or its
equivalent.
August was estimated at 1.48 million
TEU, up 4.1 percent from last year. September is forecast at 1.48 million TEU, up 5.1
percent; October at 1.46 million TEU, up 9
percent; November at 1.31 million TEU, up
2.2 percent; and December at 1.3 million
TEU, up 0.7 percent. January 2014 is forecast at 1.33 million TEU, up 1.9 percent
from January 2013.
The total for 2013 is forecast at 16.2 million TEU, up 2.5 percent from 2012’s 15.8
million TEU. The first six months of 2013
totaled 7.8 million TEU, up 1.2 percent
from the first half of 2012.
“The U.S. economy is on the road to sustained growth,” Hackett Associates Founder Ben Hackett said. “Second-quarter GDP
was well above expectations and surprised
EDITOR’S NOTE
BY JEFF REICH
Reaching your customers
E-newsletters are an easy and effective way
to get the word out to your regulars, and
with the use of simple newsletter tools, the
cost to you is quite low.
In "The email advantage" (page 16),
assistant editor Nick Bullock talks with store
owners and others about the best ways to
get started and get results from e-newsletters. The key is to establish a meaningful
retailer-customer bond, says Ron Cates of
Constant Contact. He cites a study that says
a customer will spend 69 percent more
with a vendor if he or she perceives a relationship with that vendor. That's right, 69
percent. What are you waiting for?
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INDUSTRY NEWS
most forecasters, the unemployment picture is improving, and we believe consumer confidence will translate into increased
sales during the fourth quarter.” — N.B.
Mayfair breaks a Guinness record
Facebook
Youtube
A teenager flying an
R/C helicopter was
killed Sept. 5 after being struck in the head
by the helicopter blade,
according to reports
from the Associated
Press and other outlets.
Roman Pirozek Jr.,
roman Pirozek
19, was pronounced
dead at Calvert Vaux Park in Brooklyn, N.Y.
Members of the Seaview Rotary Wings
Helicopter Club fly their models from a
field in the park. Pirozek’s father, Roman, is
a vice president of the club.
Police did not release the make or model
of the helicopter Pirozek was flying. His
Facebook page includes photos of him
posing with model helicopters. — Model
Retailer Staff
Facebook
Teen killed in N.Y.
heli accident
Before Gen Con 2013 was over, a world record had fallen.
With the help of Mayfair Games, the gaming convention played host to a
922-person game of Settlers of Catan, an Official Guinness World Record, on Aug.
16 in Indianapolis.
The game was eventually won by Brendon Harbron, according to a release from
Mayfair. Harbron, an Indiana native, won the game after 48 turns. For his efforts, he
received a complete set of the core 10 Catan products from Mayfair. — N.B.
roman Pirozek Jr.’s youTube channel
depicts the teen flying r/c helis.
Retail sales growth
remains ‘tepid’
August proved to be a mixed bag for
hobby stores nationally.
The retail category of hobby, sporting
goods, book and music stores saw a 0.5
percent seasonally adjusted, month-tomonth decrease. However, the category
saw a 3.7 percent unadjusted, year-overyear increase, according to a press release
from the National Retail Federation.
“Slow growth continues to be the economic story five years after the financial
crisis,” NRF President and CEO Matthew
Shay said. “The economy, employment,
wages and retail sales continue to stagger
8
clockwise from top: Players line a table-length Settlers of Catan game
board; participants each receive a deck of limited-edition Catan resource
cards; gamers of all ages join the fun; the event sets an official Guinness
World record; numerous tables are set up to seat the 922 players.
MOD • 11/01/2013 • 4C • 1/3 V
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9
INDUSTRY NEWS
along. Retailers and consumers are resilient but not overly optimistic about the
broader economy. While positive retail
sales growth continues month-aftermonth, it is just not strong enough to
move the needle.”
As a whole, retail sales increased in
August but at a slower pace than anticipated. August retail sales (excluding automobiles, gas stations and restaurants)
increased 0.1 percent, seasonally adjusted
from the previous month. August retail
sales saw a 3.9 percent unadjusted, yearover-year increase, according to the NRF,
which cited U.S. Census Bureau data.
“Retail sales gains continue to be tepid,”
NRF Chief Economist Jack Kleinhenz said.
“Retail sales and employment, while measurably positive, have been disappointing
over the last few months, and have been
difficult to reconcile with consumer confidence. The data suggests that consumers
remain cautious with their pocketbooks
and purchases.
“This month’s weak retail sales report
will continue to put pressure on policymakers, who are dealing with tapering,
and retailers, who will need to focus on
price and value to entice consumer spending.” — N.B.
APS Racing is set to
distribute VBC line
VBC Racing announced Sept. 3 the appointment of APS Racing as its exclusive
importer and distributor for North America, according to a press release from APS.
APS will carry VBC’s full line of products and will continue to support
VBC’s existing hobby dealers.
The announcement coincides
with the release
of VBC’s new
1:10-scale WildFire D06 (MSRP
$659.99) radiocontrolled touring
car. APS expects to beginning shipping
in September.
Hobby dealers interested in ordering
should call 877-473-3108. — N.B.
Mayfair raises $5K
for Indianapolis Big
Brothers/Big Sisters
Mayfair Games recently announced the
results of its 2013 Gen Con charity tournament, which raised $5,000 for the Big
Brothers/Big Sisters of Central Indiana,
according to a release from Mayfair.
Dubbed the Warp Speed Tournament,
the tournament saw 48 players pay $100
each to compete in a Star Trek Catan
tournament. The three highestscoring players then faced off
against the host of TableTop, Wil
Wheaton. The three finalists
were Robert Dean, Mark Deeter
and Glenn Buettner.
Each year Gen Con picks one Charity of
Choice to be the beneficiary of an annual
fundraiser. Representatives from Big Brothers/Big Sisters were on hand to acknowledge Mayfair’s donation, the largest of the
charity events at Gen Con 2013, according
to the press release. — N.B.
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10
INDUSTRY NEWS
LET TERS TO THE EDITOR
Retailers: Manufacturers can do more to help
The hobby industry is killing itself. Companies are no longer owned by hobbyists.
MPC to release Space:
1999 model kits
Modelers can once again
find kits from the
Gerry and Sylvia
Anderson–produced television
show Space: 1999.
Round 2 LLC
announced Sept.
24 that its MPC
brand and ITV Studios Global Entertainment reached a new deal to re-issue the
vintage plastic model kits from the television show. Both new kits will include actor
or actress autographs and will be available
by the end of the year.
The Eagle-1 Transporter and The Alien
Moon Buggy kits will each include a collectible mini print featuring key actors
from the show. One hundred of these
prints will be hand-autographed by Nick
Tate, who played Captain Alan Carter, and
100 will also be autographed by Catherine
Schell, who played the shape-changing
alien, Maya, in Space: 1999. The Tate autographs will be randomly spread among the
Eagle-1 kits, and the Schell autographs will
be randomly inserted into The Alien kits.
“We are thrilled to have the actors behind these iconic characters involved in
our Space: 1999 re-issues!” said Jamie Hood,
brand manager for the MPC sci-fi line.
12
Greed is the sole motivation for being in business; it is
doomed to failure.
This is a great hobby: R/C, trains, static models, etc. I
encourage customers to contact the manufacturers and
complain when they buy a new item and it does not
work even once. What will the manufacturers do when
they run out of companies to run into the ground?
Richard Whitaker
Mild to Wild Hobbies
Grants Pass, Ore.
Do you agree or disagree with the views of these
retailers? Share your thoughts with us at editor@
modelretailer.com. Selected comments may appear
in a future issue of Model Retailer magazine.
Besides being featured on the mini
prints, the actors will also be depicted on
the packaging and in promotional materials for the kits.
The Space: 1999 Eagle-1 kit is due for
release this month, and The Alien will be
released in December. — N.B.
Byron Originals’
Jensen set to retire
which today is a global leader in model
engine fuels, according to the release. He
has also kept Byron’s products current
in an ever-changing hobby market, the
release said.
Jensen was also instrumental in the company’s entry into the pool and spa market,
helping create an entirely new dealer network for Byron.
Byron is looking for a new sales and marketing director, and Jensen plans to play
an active role in the search. Interested candidates should contact Jensen at marcj@
byronoriginalsinc.com. Experience in the
hobby is a primary requirement. — N.B.
Byron Originals Inc. will soon move on
without its longtime marketing manager,
Marc Jensen.
Jensen, who has
worked at Byron since
before it became a wellknown name in the hobby
industry, will retire effective Feb. 28, 2014, according to a press release from
the company. Byron is
currently searching for his
replacement.
“When I accepted this
position, I thought it
looked like something fun
to do for a couple years,”
Jensen said. “That was 30
years ago and each day
since has been a pure joy.”
In 1986, Jensen was instrumental in the develMarc Jensen, longtime marketing manager at Byron
opment of Byron Fuels,
Originals Inc., will retire in February.
ByROn ORIgInaLS
I agree with Joe L. Rucker’s letter to the editor in the September 2013 issue of Model Retailer. I think he has “hit
the nail on the head.”
One thing I would add is that manufacturers need
to produce a commercial with a celebrity that the 6- to
12-year-old age group can relate to. Have them playing
with a train, flying an airplane, building a model or flying
a model rocket so [kids] think it’s cool.
It has to be on television and the Internet. It may be
expensive, but it has to be done. I think this is the only
way the industry will survive. Look what it’s done for the
“gadget” market.
Mark Schomer
Hobbys N’ Stuff
Connellsville, Pa.
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Ask and you shall receive
17 secrets to receiving VIP treatment from your vendors; learn
whether your business has the necessary negotiating leverage
By Cathy Donovan Wagner
D
o you want to get the VIP treatment
from your vendors? I have great tips
from insiders to get better deals
and terms!
Clients are always asking me how to
work best with vendors. I have seen how
some stores get better treatment than others. I had a great conversation with a former senior buyer from Macy’s, Melissa
Truxillo from Big Boy Toys and Hobbies,
and a veteran sales representative about
this issue. I wanted to find out the secrets
to getting the most from your vendors.
These experts pointed out that maximizing your relationship with your vendor
requires a bit of homework before your
scheduled buying appointment. When preparing for your appointment, here are a
few things to consider:
The vendor’s performance (in dollars,
not units) by SKU or item; consider what
sold and what didn’t, because what
didn’t sell may be negotiating leverage
Whether you make money with them
How you’ll pay for the merchandise (e.g.
credit card, C.O.D., terms)
Whether the initial markup was dictated
or discretionary
Maintained markup analysis — is there a
reason to continue doing business?
How long you’ve been a customer
How much of their business is made up
of your business
Whether your business is growing with
them
Whether you pay on time
If the answers to these last four points
are yes, then you should get some sort of
VIP treatment! Make your vendor gives you
a reason to buy its products.
Now you are ready for your appointment.
Below you will find 17 key negotiating
points to keep in mind while you are meeting with your vendor or rep. I recommend
printing this out so you don’t forget a single tip!
14
1 Who?
Always remember that you are
the customer and you are important to
the vendor.
way (e.g. marketing dollars or markdown
dollars) to cover that difference. Sometimes calling it something different changes the answer.
2 Ask.
3 Markdowns.
6 Minimum orders.
4 Marketing dollars.
7 Maximum orders.
You won’t get anything unless you
do. What is the worst that can happen?
If your markdowns are
high with a vendor, ask for markdown
money. Know that the vendor might ask
for a future commitment to a specific purchase amount, so be sure that you want to
continue buying from that vendor!
Every time you
promote a brand in anything — print,
email, social media — you should ask to
get a percent of your purchases from the
vendor back in marketing dollars.
“ThERE’s ALwAys A
REAsOn why ThE pOLIcy
DOEsn’T AppLy TO yOu.”
— Cathy Donovan
Wagner, retail Mavens
Some vendors provide pre-made commercials for you to use. That is a fantastic
way to make your marketing dollars go further. The vendors have spent the money to
create a professional commercial — which
serves to increase your credibility with your
raving fans — so you don’t have to.
Be sure to always request that the vendor provide links from its website to yours.
Ask what national ads the vendor is running. If the ad looks appropriate for your
brand, ask that the vendor feature your
store on those ads.
5 Markup.
If a vendor dictates markup
that is below your usual initial markup,
then ask for a discount to make it worth
your while to carry merchandise that hurts
your bottom line. Be creative and ask for
money from the vendor in some other
If minimums are
higher than you are comfortable with
for an established resource, explain why
you don’t want to meet the minimum.
Don’t take no for an answer. If your sales
rep or distributor can’t help you, don’t be
afraid to go over their heads. There’s always a reason why the policy doesn’t
apply to you.
On the other side of
the coin, don’t be afraid to commit big
to something about which you are very
passionate. It’s easy to get a palette deal
for a commitment to a big quantity. “Go
big or go home” is what I like to say. If you
love it, do it!
8 Off-price.
This refers to getting inventory at a price that is less than the original wholesale asking price. Although this is
harder for hobby stores to come by these
days, there’s still a good chance somebody
canceled something that the vendor or
distributor must resell. Someone could
also have bounced an order back, refusing
the order at the door.
It’s important to have a good relationship with the company, the distributor and
your sales rep to be able to take advantage
of these opportunities. Make a note on
your calendar to call and check in with a
key vendor about two weeks after you received a shipment.
I was always offered merchandise for my
store because I asked. I would hear other
owners complain that there was never any
off-price inventory in the children’s business. They were wrong. And so are you if
you think that vendors, distributors or
sales reps never have excess inventory. It
happens in every industry. Just ask around,
and keep asking. Ask when the vendor
might know if it will have some excess
inventory, and ask if you can contact the
vendor around that time.
Some vendors will offer weekly sales
with discounts. Be sure to save some
open-to-buy dollars to take advantage
of those bargains.
Most common in clothing stores, trunk shows highlight and
promote a specific vendor’s merchandise
early in the season.
In every industry in which I work, I challenge retailers to be creative with this concept. It always works. When your raving
fans love a brand or a type of hobby product, they become excited about any special event where they can learn more.
That’s an important marketing element.
You’re giving customers an exclusive education and access, which makes them feel
special. We all get so jaded by trade shows,
so it’s easy to forget how exciting it is to
have “insider” knowledge.
One way hobby stores can do this is to
ask a vendor or distributor for help. What
could you share with your most devoted
customers? The latest and greatest? After
your trade show, you could also host a
“NRHSA Trade Show Review” and share
what you learned. Would a vendor let you
share a private test run with a new item?
Perhaps your vendor would allow you to
show off a larger selection of a product
category than you might normally carry. If
you promote the event and provide
refreshments, the vendor should at least
pay to have the products shipped in and
out for the event. You can also ask the vendor to donate items for a raffle at the
event, or ask for promotional items to be
given away.
A side benefit to these events is that
your team learns more about the vendor
and/or items that are highlighted at the
event. I often see a sales increase long
after the event is over because the team
knows so much more and talks about the
event for quite a while.
Treat your vendors the same way you
want to be treated, says retail expert
Cathy Donovan Wagner. Remember
that it is a partnership.
12 Dating.
This is a topic that I find
most retailers are reluctant to discuss
with vendors. The usual terms are net 30
days with some dating and customary holiday early buys that give you January dating. But do not be afraid to ask for more. If
the answer is no, then ask what you could
do to help the vendor change its answer.
You just never know. As I always say, you
won’t know if you don’t ask!
13 In-store events.
Let vendors know
you weigh all freight and will accept
shipping charges at or below posted rates.
Then do it. This can be an entire separate
profit center for vendors — and it
shouldn’t be. This doesn’t happen often in
your industry, but it’s worth watching for.
Talk to the vendors
about ways they can partner with
you to move their goods better and faster.
You both want the same thing: increased
sales. The beauty of the hobby industry is
that once a customer has experienced one
of your fabulous products, they can’t resist.
Ask what your vendors have done with
other stores. Brainstorm with them to
come up with new, creative ideas. Remember, you both want the same thing. Truxillo
told me about Big Boy Toys and Hobbies’
fabulous Fourth of July event. Vendors
gave the store free loaner items, discounts
and dollars to support the event. What can
you do?
11 Free freight.
14 Late shipments.
10 Shipping fees.
Many of your top vendors offer free freight when you
meet certain conditions. And it’s easy to
meet them. This is important in your
industry, where freight can be up to 5 percent of the cost of the inventory.
THINKSTOCK.COm
9Trunk shows.
If you are being
asked to accept a shipment that is
late, ask for something every time. The
most common accommodations are extra
dating (30 to 120 days) or a discount (5 to
20 percent).
15 Key-item promotions.
If you buy a
lot of one item from a vendor, negotiate a discount on that item. This covers
markdowns on coordinate orphans (i.e.,
other items you purchased from the group
that are left over and orphaned by the
superstar item).
16 Reorders.
If you’re reordering a SKU,
ask for a discount every time. You
just never know if you are the only one
selling that product.
17 Education.
Horizon Hobby provides
so much extra education to make
you better at what you do. Take advantage
of what’s provided. It’s a great way to learn
more and to train your team. It saves you
time. And, most important: When your
employees know more, your customers
trust them more and the employees sell
more. It always happens.
The key to the greatest success and profit is to treat your vendors the same way
you want to be treated. It is a partnership.
Always approach any conversation with a
win-win perspective. If you sell more, they
sell more. At the end of the day, that’s
what everyone wants.
Cathy Donovan Wagner is founder and president of Retail Mavens, a company devoted to
helping specialty retailers do better.
15
The email advantage
E-newsletters are a simple and effective way to forge customer
relationships and stay at the top of their minds
By Nick Bullock
C
onsumers are finicky about when
they’ll tolerate promotions. They routinely tune out more traditional
advertising by changing the radio station when it goes to a commercial or fastforwarding through TV commercials with
their DVRs.
This distaste for ads is even more common in social media, says Ron Cates, Constant Contact’s director of new market
development. “We’ll tolerate zero promotional content in most forms of social
[media],” he says. “If all you tweet about is,
‘Buy my stuff,’ I’m never going to follow
you on Twitter.”
There is, however, one big exception —
what Cates calls “the original form of social media.”
“We do allow some amount of promotional content via email,” he says.
And with 95 percent of Internet users
accessing email, according to Cates,
e-newsletters have become a profitable
marketing tool for retailers. Indeed, the
average return on investment for a Constant Contact client, he says, is about $37
for every $1 spent.
“It’s a very integral part of the business,”
says Cliff Whitney, owner of Atlanta Hobby
in Cumming, Ga.
But before getting started, it’s important
for hobby retailers to know why e-newsletters are effective, how often they can send
them and how to create them.
Why use e-newsletters?
The simple answer is retailers should use
e-newsletters for the same reason they
would use a print newsletter: to inform
and educate consumers.
Yes, it’s true, e-newsletters can be a timely
way to tell customers about a new product
or an upcoming event. Yes, an e-newsletter
could include a blog post or video demonstrating a modeling technique or radio-controlled flight maneuver. But these are simply
the vehicles to greater objectives.
“It’s about staying top of mind,” Cates
suggests.
16
So many things compete for a customer’s attention. “We get 6,000 marketing
impressions per day per person in the U.S.,”
he says. “So even though I love this store, I
forget about it. I get distracted.” An effective e-newsletter reminds customers that
their favorite hobby store is still in business. It can also make a store the first to
come to mind when a customer realizes he
needs a product.
“Repetitive advertising is powerful,”
Whitney says.
But more than that, e-newsletters can be
especially powerful because they remind
customers of the fun to be had by shopping at their favorite store. Hobby stores
“work really hard to create fans out of their
customers,” Cates says. “The bond is a bit
stronger than in most retail.”
When that retailer-customer bond is
established, he says, it can even be a great
way to combat showrooming. Cates cites a
Harvard Business School study that says a
customer will spend 69 percent more with
a vendor if the customer perceives a relationship with that vendor. “Email is a really
good way to build that type of relationship,” he says. “And by the way, according
to Harvard, that’s not just because they’ll
shop more often; they’ll pay a price premium.” That’s a huge advantage for brick-andmortar hobby stores that can’t compete
with the lower prices of an online retailer.
For Whitney, there’s one other enormous
advantage his e-newsletter provides: data.
“We have cut back most of our print
advertising,” he says. “I used to be in five
magazines, multiple pages every month. I’m
in one now. Everything we do is electronic.
And it’s strictly because it’s measurable.”
Some e-newsletter solutions, such as
Constant Contact, provide graphical and
statistical information on everything from
click rates and open rates to bounce-backs
and opt-outs.
“We mine all of that data very extensively,” Whitney says. “You know, here’s the
items that went out on this newsletter;
how many people out of the X amount of
thousands that we’ve sent it to, how many
actually opened it; out of those who
opened it, what did they click on? And
based on that, I can tell what products
were hot that week.”
Getting started
Cates stresses the importance of starting
an e-newsletter with a goal in mind — a
measurable goal.
“Think before you hit ‘send,’ ” he says.
Examples of goals include reaching new
customers, driving repeat customers, selling certain products or increasing event
attendance.
Once a measurable goal is conceived, it’s
time to get people to sign up. In fact, for
several stores interviewed by Model Retailer, this was Step No. 1.
“I collected emails for years before I even
did anything with them,” says Rex Simpson,
president of Hobby-Sports.com in Portage,
Mich. The online mail-order business that
accompanies his brick-and-mortar store
allowed him to stockpile thousands of
emails before he began sending out an
e-newsletter in 2010. “You should be collecting emails. If you’re going to start
emailing a year from now, five years from
now, I would be collecting emails as soon
as possible.”
When Simpson began sending out
e-newsletters, he says it was important to
explain that customers can easily opt out.
Whitney, who uses Constant Contact for
his Atlanta Hobby e-newsletters, says every
single e-newsletter offers customers the
ability to opt out with just one click.
Getting customers to opt in to the
e-newsletters has been quite simple for
Whitney. He simply added a link on Atlanta
Hobby’s website and Facebook page. Now
he watches as eight to 10 new subscribers
enroll daily.
In addition to the link on his website,
Dick Christ, owner of Hobby Depot in
Tempe, Ariz., links his e-newsletter to his
customer rewards program. In order to
receive Hobby Depot’s rewards punch
card, customers must sign up to receive
the e-newsletter. (Customers can always
opt out later.)
Both Christ and Simpson send out
monthly e-newsletters. Christ says part of
the reason why he doesn’t send Hobby
Depot’s e-newsletter out more often is
because he doesn’t want to inundate his
customers’ email boxes.
Cates suggests stores start with a
monthly email newsletter and then listen
to the wishes of their customers.
This is exactly what Atlanta Hobby has
done, and Whitney has quickly found that
his customers want more. He has even
hired a marketing employee, who also creates the newsletters for Mercury Adhesives
and the RC Radio Network, both of which
Whitney owns. In the next few months,
Atlanta Hobby plans to survey its customers on the type of information they wish to
receive via e-newsletter. The company
then plans to create multiple email lists so
that it can send out several e-newsletters,
each covering a specific product category
or topic.
This is email marketing at its best, according to Cates. It provides customers a
more personal connection to their favorite
stores. It allows those stores to make better use of their resources; after all, not
every R/C enthusiast wants tips on how to
construct a model-railroading layout, and
vice versa. And it’s something with
which most bigbox stores and
larger companies
don’t bother. “As
an example,” he
says, “I bought two
new Audis, and
three weeks later I
got an email from
Audi saying I should
come out and buy a
new car.”
Of course, for some
store owners, taking
the time to push out
more than one
e-newsletter isn’t an
option. Hobby Depot’s
e-newsletters take two
E-newsletters remind
customers of the fun
to be had at their
favorite store. Services such as Constant
Contact and Mail
Chimp offer low rates
and easy-to-use newsletter tools.
to three hours to create, Christ says, which
is the other reason why he only sends his
e-newsletters once a month. Simpson, on
the other hand, says Hobby-Sports.com’s
e-newsletter doesn’t take very long at all
to create, since he typically just modifies
the previous month’s template.
Christ uses Constant Contact and says
the software is easy to figure out. For
those less tech-savvy hobby dealers, Cates
says Constant Contact offers free coaching
to go along with its service, which starts at
$15 a month to send unlimited e-newsletters to up to 500 contacts.
Other dealers Model Retailer interviewed
successfully use services such as Email
Contact and Mail Chimp. Email Contact
offers packages as low as $10 a month for
up to 500 contacts. Mail Chimp has a free
option that allows users to send up to
12,000 emails a month.
What to put in an e-newsletter
With so many different types of media
today, it’s easy for a hobby retailer to
become overwhelmed when trying to create original content for each one.
So don’t. “Usually, people are not going
to follow you on Facebook, Twitter, LinkedIn, read your blog and read your email
newsletter,” Cates says. “They’re going to
pick one or two.” Then, it’s as simple as
repurposing the content from one and for-
matting it to fit another.
As with most media, less is more for an
e-newsletter. Cates recommends including
no more content than would fit on an
8-1/2”-by-11” sheet of paper and then
using links to provide more information.
The “less is more” rule applies to the subject line of the e-newsletter, as well. At
least 37 percent of customers read e-newsletters on a mobile device, according to
Cates. As a result, those long, drawn-out
subject lines can become truncated, and
“Holiday products you can’t afford to miss”
becomes “Holiday products you can’t
afford.” The best subject lines, Cates says,
use 40 characters (including spaces) or less
and tell exactly what’s in the e-newsletter.
For the body of the email, photos and
video are always an effective use of digital
real estate: They can lead to up to 150 percent more engagement, Cates says.
Personal writing also drives customer
engagement. (Remember the Harvard
Business School Study cited earlier?) Whitney writes a three- or four-paragraph note
in each of his e-newsletters to give it a
more personal touch. “Cliff Whitney is
Atlanta Hobby. My name is out there,” he
says. “I’m approachable. I’m touchable. You
can email me. I have my customers all the
time write me letters, just like they know
me, because ... they know me! They read
about my family. They read about what
we’re doing at the company here.”
Cates even suggests
retailers go so far as to
scan a copy of their signature and place it in
their e-newsletters. “That
has huge power to it,” he
says. “It looks like it came
from a real human being.”
Most importantly,
especially for a hobby
store, Cates says, is to
“Any
excite customers. “Anything that excites the
retailer typically excites
the customer,” he says. So
include photos of a newly
model
stocked locomotive modelers have been eagerly
awaiting or a video of giddy
employees as they test a
new helicopter.
That’s what makes for an
effective e-newsletter:
When the focus shifts from
marketing a store to sharing
a passion.
Nick Bullock is assistant editor
of Model Retailer magazine.
17
Trainfest is ready to roll
Attendance is set
to meet or beat last
year’s record number
By Jenny Maaske
T
rainfest, America’s largest operating
model railroad show, will be held Nov.
9–10 at the Wisconsin State Fair Park
Exposition Center in the Milwaukee
suburb of West Allis, Wis. The event is in its
42nd year.
More than 60 operating railroad displays
and scenic reproductions will be on display.
Also occupying the 200,000 square feet of
display area will be more than 100 model
railroad manufacturers and hobby dealers,
as well as nearly a dozen historical groups.
Trainfest Executive Director John H. Tews
says that although the economy is still
struggling, he is expecting attendance to
meet or beat last year’s record of 25,569.
Friday Product Showcase
The show will again feature the Friday
Product Showcase on Nov. 8 from 4 to 8
p.m. The showcase, which is limited to 200
attendees ages 18 and older, offers hobbyists one-on-one time with manufacturers,
dealers and wholesalers in a quiet business-like setting.
“It’s a great opportunity to meet with
the manufacturers and discuss what products are needed and how they can make
products better, and see the new products,” Tews says. Attendees receive a single
admission ticket to Trainfest for Saturday
and Sunday, a catered dinner and a trainthemed gift bag.
Showcase tickets cost $45, but hobby
dealers can attend the showcase for free if
they register prior to the day of the show.
They should email their business name
and address, contact name, phone number, email address and attendee names to
john@trainfest.com or fax the information
to 262-820-1265.
On-site product demonstrations
Exhibitors participate in Trainfest to showcase and demonstrate new products, operate spectacular model railroads, and
impart knowledge through demonstra18
Trainfest, held annually in the Milwaukee area, is America’s largest operating
model railroad show under one roof. More than 100 model railroad manufacturers and hobby dealers are expected to attend the show Nov. 9–10.
tions and clinics. Model railroad leaders —
including Athearn, Walthers, Lionel, Atlas
and MTH — will have their latest new
products on display. Woodland Scenics
and Scenic Express are among many manufacturers doing on-site demonstrations.
The Niagara Frontier Region of the National Model Railroad Association (NMRA)
is returning for its sixth year to fill the
Craftman’s Corner. They will host clinics on
a variety of model-railroading subjects,
including weathering, airbrushing and
kitbashing.
Promoting the hobby to kids
Trainfest continues to pass along the model-railroading hobby to a new generation
by providing a designated Kids Activity
Zone that is free with admission.
Activities include a Thomas the Tank
Engine bounce house, a Lego Brick Build &
Play Area, a balloon artist, train demos,
face-painting, story time and coloring. Kids
can race trains on a dog-bone shaped
track sponsored by The Midwest Division
of the Train Collectors Association.
Choo Choo Bob and the Holy Smokestacks
Revue will perform concerts daily for kids.
This year the music will be acoustic rather
than amplified, so the noise doesn’t disturb the manufacturers and vendors.
Trainfest’s “4 at 4” Station Stop game is
back for a third year. Bachmann Trains will
give away four trains at 4 p.m. on Saturday.
For a chance to win, kids will have to get
their card stamped at 10 Station Stop locations, then drop the card in the drum at
the Trainfest office by 3:30 p.m. Saturday.
Exposure for retailers
Tom Palmer, owner of South Side Trains in
Milwaukee, has been a vendor at Trainfest
for the last five years.
“Trainfest is a great show; it emphasizes
promoting the hobby to all generations in
a fun and engaging atmosphere,” he says.
“For me, the major advantage is to promote my business to well over 20,000 people who are truly interested in trains. Even
if I don’t sell a thing, the exposure for the
hobby and my business is priceless.”
For more information on Trainfest, visit
www.trainfest.com.
Jenny Maaske is editorial assistant of Model
Retailer magazine.
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BEHIND THE COUNTER
By TOM PALMER
Appraisals can lead to extra profits
The phone rings.
“Hello, Hobby Store.”
“Hi, my father just passed away and we
have a basement full of stuff. What’s it worth?”
A
s merchants in the hobby industry,
we’ve all gotten this call. What’s it
worth? What’s its value? As the hobby
dealer, am I expected to appraise this
collection for free? Appraisals can be a
headache, but they be profitable, too. If you
can identify what type of appraisal is needed, what type of dollar figure is expected
and charge appropriately, you can turn
appraisals into a profit center.
There are four different categories of
appraisals: death, divorce, damage and
debt. All four are very unique situations, but they have a very common
theme: The party involved wants
the worth, value, replacement cost
or liquidation value of the hobby
goods. And these need to be narrowly defined ahead of time to the
party receiving the appraisal. I use
the following definitions in my
appraisals:
Worth. An intrinsic quality that makes
something desirable and or marketable and
may include market potential. Market potential means that time or money has been
invested to increase the chances that an
item will sell for the highest price possible.
Value. An amount considered a fair market price given the cosmetic nature of the
item. This is also known as an “as it sits”
value, with no market potential factored
into the worth.
Replacement cost. The cost of replacing
an item to a like or similar condition in a
relatively short amount of time (one week).
This price will reflect the market price at
the time of replacement.
Liquidation value. The price expected at
a bulk sale of distressed goods.
Types of appraisals
Estates. Appraisals for estates are the
most common, and they can be the hardest to do. Usually in an estate situation,
the parties requesting the appraisal have
no clue as to the worth of the collection,
20
Once an inventory is established, I use the
replacement-cost method of valuation. In
our example, the high end of the antique
train is between $150 and $200. Therefore,
it’s reasonable to assume that the item in
question could be obtained fairly quickly
for $175. So I would appraise the replacement cost at $175. Begrudgingly, the insurance company usually agrees with this type
of valuation, provided you, as the appraiser,
can defend your numbers.
Debt. This type of appraisal typically
involves businesses and rarely occurs with
private individuals. The appraisal is often
court-ordered and commissioned by the
creditor. This appraisal is easy to research,
as most of the items are new in the packaging and have a documented
wholesale and MSRP value.
"AppRAIsALs fOR
The method of appraisal used in
EsTATEs ARE THE
this situation is liquidation value. I
try to prepare the creditor for a “fire
MOsT COMMON, AND
sale” value. Unfortunately, the figure
THEy CAN BE THE
is usually 90 percent less than the
HARDEsT TO DO."
established MSRP, or 10 cents on
the dollar. In my experience, my
— TOM PALMER
number and the number achieved
at the fire sale/auction are statistically congruent.
especially when the parties involved have
to put a monetary value on their personal
belongings. It can get very emotional. Usu- Appraisal rate
ally, one party adamantly claims the hobby Currently, the hourly rate for an appraisal is
goods are worthless, and the other vehebetween $25 and $50 per hour. I typically
mently claims the goods are priceless.
charge $25 an hour for estates, insurance
In this situation, I use ‘value’ to evaluate
claims and liquidations. I charge $50 an
the items. Let’s say you have that same
hour for a divorce appraisal due to the fact
antique train worth $150. But it’s fairly
they can easily turn into more of a headdusty and has not been tested for operaache than a profit center.
bility. As it sits, I would appraise its value at
Lastly, pay very close attention to your
the low end of $100. While both parties
wording when writing an appraisal, and
usually are unhappy with this number, the
stick to your definitions of the value or
lawyers generally agree it’s a fair methodworth of an item. In general, these two
ology for this type of appraisal.
words are used interchangeably — but in
an appraisal, they equate to different monDamage. Fire, water, tornado and theft
etary outcomes. Also, always be truthful,
are the most common occurrences for this
no matter who or what may be trying to
type of appraisal. In this situation, the
influence your appraisal. Remember, it’s
appraiser and the owner have to work
your name at the bottom of the appraisal,
together to reconstruct the contents of a
collection. Unfortunately, in most cases the and you’ll be the one testifying in court if
you have to defend your numbers.
goods are destroyed, missing or damaged
beyond restoration. This leads to a giant
gray area when it comes to assigning a
Tom Palmer is owner of South Side Trains
monetary value.
in Milwaukee.
nor any familiarity with the items. They
were just “dad’s toys,” and the typical follow-up comment is: “I know they’re worth
a lot of money.”
Estates can be contentions, to say the
least. In this situation, I use “worth” to evaluate the items. Let’s say you are appraising
an antique train from the 1950s. Given the
condition of the item, at the high end of
the monetary spectrum it has potential to
be sold for $200. On the flip side, it could
sell for as low as $100. I would appraise its
worth, factoring in its market potential, at
$150. I’ve found the lawyers for the parties
involved generally agree that this evaluation method is fair to all parties.
Divorce. Divorces are rarely amicable,
PRODUCT SPOTLIGHT
REVIEWS AND MARKETING IDEAS FOR ITEMS IN YOUR STORE
1:18 2014 chevRoleT coRveTTe c7 sTingRay
Stock No.: 31182
MSRP: None set, but generally between $29.99 and
$39.99
Availability: b2bReplicas
Target consumer: Corvette
enthusiasts and younger collectors, plus value-minded
1:18 collectors who love
American muscle cars, especially Vettes
First impression: Maisto
comes to market quickly with
many models, this new C7
version of the Corvette being
a prime example. The car is
just now rolling off the real
assembly line in Bowling
Green, Ky., and yet Maisto’s
2014 Corvette Stingray is
available for collectors now.
This is another fine example of an attractive model for
value-minded collectors who
prefer 1:18 scale because of
its visual impact and its moving parts. Mainly the hood,
rear deck and doors all open
on this model and most Maisto models in this scale.
It looks great on the shelf,
especially in this dark metallic blue paint job. Proportions
look accurate, and the headlights and rear light bar look
realistic. There also are black
plastic air vents and screening on the hood, rear quarter
panels and sides, and for the
main grille. The mirrors on
the doors have reflective surfaces, and there is black window trim and wipers.
I like a couple of the finer
touches, too, such as red and
orange reflectors in front
nano qx RTF wiTh saFe Technology
Stock No.: BLH7600
MSRP: $108.99
Availability: Horizon Hobby
Target consumer: Heli pilots
of all skill levels, quad-rotor
heli collectors
First impression: A lot of my
friends have a quadcopter,
and since I hadn’t picked one
up yet, I jumped at the
opportunity to review the
Blade Nano QX. Once again,
Horizon has done a great job
of having everything your
customer will need in one
small box. Besides the copter,
the box also includes a 2.4GHz transmitter; a 1S 3.7-volt
150-mAh 25C LiPo battery; a
charger, which plugs into a
USB port; extra props; and
another body.
The Nano QX RTF was easy
to bind with the included
receiver. The BNF version (No.
BLH7680, MSRP $83.99) can
be bound to a Spektrum or
DSM2/DSMX transmitter,
which isn’t included.
There are two flight
options: one utilizing Horizon’s new Sensor Assisted
Flight Envelope (SAFE) technology, the other with it off. I
first flew the Nano QX with
SAFE on. I have previously
flown the Apprentice S 15e
trainer plane, which also utilizes SAFE. But on the
Apprentice, the SAFE technology really seems to shine.
On the Nano QX, the SAFE
was only OK. On my next
flight with the Nano QX, I
MAISTO
and behind the
wheel wells, the
Corvette twinflag logo on the
hood and the
Stingray logo on
the front quarter
panels, just in
front of the
doors. In back, the Vette
also features four chrome,
center-mounted exhausts.
Under the hood is a modestly
detailed engine, but it features Corvette emblazoned
on the headers and the big
disc brakes behind the fivespoke wheels feature red calipers with “Corvette” printed
on them!
The tan interior looks good
for display purposes with a
detailed dash and gauges. Up
close those seats look like the
plastic that they are, but
again, for the price this
makes a fine shelf display.
There’s also silver on the dash
buttons and knobs, and the
gauges look appropriate.
Why you should stock it: It’s
the hottest new car to hit the
streets in a couple years. Collectors will want to have their
own version, and at this price
point, a lot of folks can afford
the new Stingray!
— Mark Savage, associate
publisher of Scale Auto and
other Kalmbach publications
BLADE
turned off SAFE, and it was
crazy fun to fly. Make sure to
tell your customers to try flying the Nano QX with the
SAFE technology both on
and off. I had a much better
experience flying this quadcopter with SAFE turned off.
Why you should stock it: It
looks cool, has an affordable
price point, and is fun to fly.
And it comes in a small box,
which can be displayed near
the checkout counter.
— Paul Georgeson, radiocontrolled flight enthusiast
21
1:50 CAT 336E H HYBRID HYDRAULIC EXCAVATOR
Stock No.: 55279
MSRP: $131.95
Availability: b2bReplicas
Target consumer: Primarily
fans of construction equipment and Cat collectors
stick and bucket, appear to
move, pivot or swing sinuously to the same extent as
the real deal. Although they
are intended to remain fixed
in place, even the separately
applied safety rails, steps and
cab mirrors are flexible
enough to withstand rough
nOrsCOT
handling. On closer inspection of the model, you’ll also
see control details inside the
cab and a web of hydraulic
lines at the base of the boom.
What you don’t see are the
internal components of Caterpillar’s Hydraulic Hybrid
Swing System that make the
First impression: At first
glance, this 1:50-scale die-cast
metal Caterpillar 336E H
might look like any other
trench digger. But those in the
know will recognize this as
Norscot’s accurate representation of the industry’s first
hydraulic hybrid excavator.
Painted in a familiar coat of
yellow, the Norscot model
boasts many of the same
functional features found on
the full-scale, 308-horsepower Cat excavator. Nearly every
key component of the model,
ranging from the metal tracks
to the chassis to the boom,
Why you should stock it:
Fans of Caterpillar power and
construction equipment alike
will appreciate owning a
model representing the
industry’s initial foray into
hybrid power. For additional
in-store appeal, try positioning this and other 1:50 diecast metal vehicles in a work
site diorama.
— Kent Johnson, senior editor of Classic Toy Trains, a
Kalmbach publication
Hornet Leader: tHe CtHuLHu ConfLiCt
Stock No.: PN-32061
MSRP: $29.99
Availability: Various distributors
Target consumer: Owners of
the original Hornet Leader,
Cthulhu fans
First impression: This is an
expansion to DVG’s 2010 solitaire naval air combat tactical
game, Hornet Leader. In this
expansion, the player takes
on the forces of Cthulhu, a
powerful mythical creature
born from the writing of
American horror writer H.P.
Lovecraft. You must have the
original game to play this
expansion.
Set up is similar to Hornet
Leader, with lots of preparation. The Cthulhu Conflict
22
Cat 336E H such an innovative machine. While in operation, the excavator’s hybrid
system uses energy recovered from the swing to save
on fuel. An opening engine
compartment door on the
model would have been a
neat addition to display the
hybrid components, but crisp
Cat graphics (“Hybrid” and “H”
markings) help identify its
special features.
includes four
new campaigns
in which players
battle creatures
from R’lyeah as
well as their
human allies
(cultists). The
expansion has
56 new cards
featuring Cthulhu specific targets and events;
120 counters for
enemy units, insanity levels
and new weapons; and a
20-sided die.
Changes in game play from
the original Hornet Leader
relate to the Lovecraftian
source material and give the
game a whimsically fantastic
feel. You control everything
about the planes in your
squadron except for where
they arrive at the target.
Dan Verssen Games
Because Cthulhu
targets mess with
time and space,
starting locations
on the map are
determined by
rolling the
20-sided die.
The other new
feature is insanity.
DVG’s leader
games use stress
to replicate the
wear exposure to
combat has on pilots. Pilots
combating the forces of
Cthulhu suffer stress but
must combat the effect of
exposure to the ancient evil.
Cthulhu breaks down human
minds, causing phobias.
Whenever a pilot suffers an
insanity attack, the player
draws phobias randomly.
Repeated attacks from certain units increase the effects
of the phobia until the pilot
loses his or her grip on reality
and becomes permanently
unfit for service.
Why you should stock it:
This expansion adds its own
set of challenges to what was
already an enjoyable air combat simulation.
The artwork on the box
and cards, as well as the color
text in the instructions, evoke
the creepy world of H.P. Lovecraft beautifully. Lovecraft’s
world, which has been built
on by many writers, movies
and games, is as popular now
as it has ever been. Although
some air combat purists may
see this as silly, I think it adds
even more replay potential to
a good game.
— Aaron Skinner, associate
editor of FineScale Modeler, a
Kalmbach publication
PRODUCT LAB
E-Type Jag is sure to create buzz
Product: One of my first, and favorite,
toys was a Jaguar XKE, a metallic red
Matchbox car. I loved it for its shape, long
lean hood and rounded tail. It was exotic.
I’m not alone in my love for the early
1960s E-Type. It was a landmark design
that stirred the automotive world — and
still does. The E-Type was unveiled at the
1961 Geneva Motor Show to rave reviews,
and the early Series 1 Jags, made from
1961 to 1968, are noted collector cars,
even if their electronics were a bit sketchy.
Now comes Autoart’s long-awaited version in 1:18 scale, and though it will be
available in a variety of colors, the review
model is a glorious Carmen Red. Perfect!
For the record, the rear-drive E-Type featured a 3.8-liter DOHC 6-cylinder engine
with aluminum head and twin cams and
three SU carbs. Although it might not
seem like much today, the Jag punched
out 265 horses and delivered a top speed
of 150 mph. Exotic indeed.
Jag’s E-Type delivered both an exotic,
sporty look and strong performance, a Jaguar hallmark at the time. Jags have won
the 24 Hours of LeMans in France seven
times, including three consecutive years,
1955 to 1957. This car carried on that performance heritage but added a luxury
edge with a well-finished leather interior.
Performance: Autoart’s Jaguar captures the look and the E-Type’s glamour in
detail, as one would expect for a model
costing $245.90. Is it worth that? Yes!
Start with the parts count. There are 516
metal and plastic parts here, with more
than half of those being metal, plus 24
photo-etched and 61 chrome-plated parts.
For instance, all grilles, air inlets and outVITAL STATS
Product: Jaguar E-Type Coupe Series 1
Maker: Autoart
Scale: 1:18
Stock number: 73614
MSRP: $245.90
Availability: Autoart
BOTTOM LINE
• Gorgeous early super car
• Superb detail
• Not a Ferrari or Vette!
lets are photo etched, including the radiator.
The stainless steel wheels
have hand-installed spokes,
and the door handles, windshield frame, wipers, bumpers
and headlight frames are all
chrome-plated and well
detailed to give the model an
authentic look.
The finish here is exquisite,
from the glossy, silky red paint
scheme to the beautifully executed fit for
the forward-opening hood, the doors and
the side-opening rear hatch. The gas-filler
door opens to reveal the chrome gas cap,
and the glass-enclosed headlights look realistic. Also impressive is the delicate chrome
metal trim that extends straight up the
hood from the headlights.
Autoart produces a nice engine bay with
proper piping, wiring and detail, while
underneath is a detailed suspension. You
probably won’t look at either of those too
often, though, as the model looks best with
the hood down to reflect its sleek lines.
Inside, the black interior is nothing short
of spectacular, with real leather seats. You
read that right: These are not molded plastic. This is a great talking point when selling
this to a customer, who no doubt will also
appreciate the finely detailed dash gauges,
chrome shifter and parking brake lever.
The car’s large wood-look wheel with its
three-spoke metal sport hub is impressive,
too, complete with holes in the hub’s
spokes. In back, the cargo area looks like
black leather, with silver ribs to facilitate
loading and unloading. I only wish there
were a couple of leather-sided suitcases or
duffels back there.
Marketing: Like the Jaguar display at
that 1961 Geneva show, your store’s display
case will be abuzz with activity once you
place the E-Type on a shelf.
Build a display around this model — it’s
that special. You’ll want to feature a good
variety of other Autoart models (or comparable brands), both 1:18 and the more
affordable 1:43 versions. This gives your
customers options, so they all can go
home happy.
A British car display with other Jags, or
Lotus and Mini Coopers, would be one way
to go. Some of these also are available as
slot cars and plastic models, so creating a
themed display is a cinch. Don’t forget the
add-on sales of acrylic display cases for
die-cast, or paint and glue for the plastic
versions, too.
— Mark Savage
23
PRODUCT LAB
ROFL! is rollicking
fun for all ages
Product: ROFL! is a party game for
three to seven players. It includes
170 message cards, a cardholder,
seven game tokens and matching dry-erase boards, seven
dry-erase markers, a game
board, and scoring chips. A
30-second timer is also included. John Kovalic, of Munchkin
and Dork Tower fame, designed
and illustrated the game.
Gameplay: In ROFL!, players
are presented with a phrase and
have to condense it into the smallest
message they can using only letters,
numbers and symbols found on a common keyboard — just like when sending
a text message.
Each player receives a dry-erase board
and marker and chooses one of the colorful tokens. The game board is placed within easy reach of everyone. A game turn
consists of one player being the “Guesser”
and the other players “Writers.” The guesser
takes the top message card and shows the
message to the Writers. The Writers reveal
the phrase’s category (TV shows, movies,
politics/history, sayings, and books and
comics). Once all of the Writers have seen
the message, the card is placed faced
down on the table and the Guesser starts
the timer.
Over the next 30 seconds, the Writers
must condense the message as best they
can and write it out on the dry-erase
boards. Once they know the number of
characters in their message — not including spaces — the Writers put their tokens
on the corresponding number on the game
VITAL STATS
Product: ROFL!
Maker: Cryptozoic Entertainment
ISBN: 9781617680762
MSRP: $35
Availability: Alliance Game
Distributors
BOTTOM LINE
• Laughs all around
• Easy to learn
• Wide audience appeal
24
board. But you have to
be quick! If someone
else beats you to the
number you wanted,
you have to take the
next highest number, or
modify your message
for a lower number before the time runs out.
Once the time is up,
it’s markers down and
time to reveal the messages to the Guesser.
The player whose message has the fewest
characters, as shown
on the game board, gets
to reveal first. The Guesser
has 30 seconds to guess the full message,
and he only has one shot. No shouting out
answers and taking them back and modifying them. No hints. No charades. Just
chortling as the Guesser struggles to come
up with the right answer.
Both the Guesser and the Writers are
invested in having their message deciphered. If the Guesser figures out the message with the first reveal, then both players
get three points; on the second reveal, two
points. If the message is guessed on any
subsequent reveal, both the Guesser and
the Writer get one point. The end of the turn
comes once the message has been guessed
or there are no more messages to puzzle
out. Then the next player becomes Guesser.
When every player has had a chance to
be the Guesser, that is the end of a round.
Play continues for three
rounds. At the end, everyone tallies his or her
points. The player with
the most is the winner.
Marketing: ROFL! can
be played with anyone
who can read and has a
sense of humor, and is
perfect for casual gamers.
And as is the case with
most party games, the
more people playing, the
more fun it is.
Cryptozoic has gone all
out to produce a nicely packaged
game with quality materials. Also, it
doesn’t hurt to have John Kovalic associated with it. This gives you at least three possibilities for cross-promoting ROFL! with
other products:
Display ROFL! with Munchkin titles featuring Kovalic’s art.
Stock ROFL! with other party games,
such as Wits & Wagers.
Many games by Cryptozoic and other
companies are keyed to pop culture and
target the casual gamer. Pull a variety of
those titles together into a prominent display that will appeal to parents bringing
their children in for Magic or D&D.
— Tim Kidwell, associate editor of FineScale Modeler, a Kalmbach publication
books & videos
Flight
helicopter
AerobAtics
MAde eAsy
Air Age MediA
New from the
folks at Model
Airplane News, this
DVD (No. DVD24,
$27.95) will teach
pilots everything they need to know about
R/C helicopter aerobatics. It features world
helicopter champion Jamie Robertson,
who demonstrates 16 new moves. The
DVD also includes regular and slowmotion flight views, close-up transmitter
stick movements, detailed flight explanations, expert tips, and more. It is available
from AirAgeStore.com.
MilitAry
tiger
Osprey publishing
The Tiger rank was one
of the most-feared
weapons of World
War II. It continues
to fascinate 70 years
after it was first designated. This book (ISBN:
9781780962016, 256 pages, hardcover,
$29.95), from author Thomas Anderson,
details the origins of the Panzerwaffe;
the design and development of the Tiger
from prototype to final model detailing;
the Tiger’s service on the battlefield; its
variants; development of the Tiger 2; its
mechanical details; armor, armament and
ammunition; interior details; and Panzer
divisions and battalions.
soviet And russiAn MilitAry
AircrAFt in the
Middle eAst
hikOki publicAtiOns
The second in a threebook series, this title
(ISBN: 9781902109282,
hardcover, 272 pages,
$56.95), from authors Yefim Gordon and
Dmitriy Komissarov, includes detailed
summaries of Soviet and Russian fighters,
strike aircraft, bombers, helicopters and
transports in the Middle East, arranged by
country with detailed fleet lists. The book
includes more than 375 photos, national
insignia and more than 150 color profiles.
It is available from Specialty Press.
and analysis of the two armored fighting
vehicles. The book also includes specially
commissioned artwork.
Model rAilroAding
MArtin b-26
MArAuder
Osprey publishing
From author Martyn Chorlton,
this book (ISBN:
9781780966052,
paperback, 64 pages,
$18.95) covers one of
the most underrated
medium bombers of World War II, according to the author. The Marauder was never
able to shake its early reputation as a dangerous aircraft to fly. The book, part of the
Air Vanguard series, details the Marauder’s
design and development, technical specs,
variants, and operational history. It features full-color artwork, illustrations and
cutaway art.
M10 tAnk
destroyer vs.
stug iii AssAult
gun
Osprey publishing
reAlistic Model
rAilroAd operAtion,
second edition
MOdel rAilrOAder bOOks
Available from Kalmbach Publishing, this
second edition (ISBN: 9780890249390, softcover, 96 pages, $19.99) teaches modelers
how real railroads operate trains and how
to apply those methods to their own layouts. Topics include how cars are switched,
how yards function, and more.
Part of Osprey's
Duel: Engage the
Enemy series,
this book (ISBN:
9781780960999,
paperback, 80 pages, $18.95) pits the
Allies’ M10 Tank Destroyer against the Germans' Sturmgeschütz (StuG) III, both workEmail assistant editor Nick Bullock at
horses of the European battlefields from
nbullock@kalmbach.com. Unless otherwise
1944 to 1945. Author Steven Zaloga covers indicated, contact information for all comthe design, development, technical
specs,
panies GROUP
mentioned can be found at www.
QUAYSIDE
PUBLISHING
combatants, strategy, combat,
statistics
ModelRetailer.com.
MOD • 11/01/2013 • 4C • 1/6 H
NEW BOOKS
FR OM
A CC LA IM ED
RAILROADING AUTHOR
OMON
BRIAN SANOL
D
VOYAGEUR PRESS
FOR WHOLESALE INQUIRIES CONTACT
Steve Daubenspeck: 612-344-8192
sdaubenspeck@quaysidepub.com
www.VoyageurPress.com
Availabe now where books and ebooks are sold.
This sprawling history includes 700
photographs with detailed captions
of North American locomotives from
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“family trees.” This visual and chronological
approach traces the decades of complex mergers,
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North American railroading as we know it today.
25
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www.hobbytown.com/franchise
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Surface VehicleS
1:10 VolkSwagen Beetle kit
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Originally released in 1996 with a rearwheel-drive M-04 chassis, this Beetle (No.
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new M-06 chassis platform, which features
a rear-motor, rear-wheel-drive setup. The
car is officially licensed by Volkswagen and
includes a fully independent, double wishbone suspension; a polycarbonate body;
an included ESC; and a 540-type brushed
motor. The car requires a two-channel
radio, a 7.2 battery and charger, and polycarbonate paint for completion.
Vertical Plate chassis, a fully waterproof
ESC and steering servo, high-traction
dBoots off-road tires, a 2.4-GHz transmitter, captured camber links, an easy-access
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1:10 telluride 4X4 electric
eXtreme terrain monSter
truck
Traxxas
fury BlX BruShleSS Short
courSe truck rtr
arrma
This new brushless short course truck is
one of seven vehicles in Arrma’s new line
of BLX Brushless and MEGA Brushed vehicles. The brushless Fury (No. ARAD26RR)
has an advertised price of $399.99. It is
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Both versions include an Aluminum Twin
This ready-to-drive monster truck (No.
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MT tires, speed capabilities of 30-plus mph,
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1:24 leopard2 a5 winter came
Battle tank
VsTank Pro
Using advanced-spectrum, 2.4-GHz radio
technology, this ready-to-run tank (No.
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be controlled from a distance of 160 feet
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engineS & electronicS
cruSher SenSored BruShleSS
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27
RadiO cONtROl
Designed to accommodate multiple
applications — rock crawlers, rock racers,
short course trucks and heavy-duty R/C
applications —this multi-function ESC
(No. 1833, MSRP $235) comes wired and
ready to install. It features auto-detect
LiPo sensing, complete onboard programming, a replaceable receiver harness, a
full-coverage heat sink and a cooling fan.
tires. Each block includes a form-fitted strip
of 120-grit sandpaper that fastens to the
block. Replacements strips (No. 6108-01)
are available.
aiRcRaft
sealed case.
Sc10 MONStER ENERgy
cONtENdER BOdy
Team associaTed
This new body (No. 9894, MSRP $79.99)
is a scale replica of Kyle LeDuc’s full-size
No. 99 pro short-course truck body. Team
Associated’s version comes complete
with a number plate and applied decals.
The body fits all SC10 2WD and 4WD
series trucks.
WaSP x3V Rtf
skyaRTec
The WASP X3V helicopter (No. HWX3V-03,
$299) features three-axis, flybarless flight
and comes with a radio, battery and charger. It is available from Park RC Models.
121VS .21 Off-ROad Pull-StaRt
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This new engine (No. 802, MSRP $299.99),
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This Predator foam-body, jet-quadcopter
hybrid (No. QUAD-PL1, MSRP $79.95) features four motors insulated by thick EPP
foam. It is safe for indoor flying, is readyto-fly and includes a 2.4-GHz radio. It also
features “normal” and “easy” flying modes,
as well as pre-installed landing gear for
rolling takeoffs. The jet-quadcopter charges via an included USB cable.
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design that improves handling. It
ROck RagE 3.8” tRaxxaS StylE
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PRo-Line
Designed for monster trucks,
this new pair of truck tires (No. 119900, MSRP $35.95) is the same
overall size as the stock Traxxas
Canyon tires for the Summit. The
Rock Rage features a new tread
design that improves handling. It
also has a sidewall with lettering
and a logo design.
28
MOdEl REtailER NOVEMBER 2013
Designed to finish off a straight edge as
well as the nooks and crannies of an R/C
race body, this sanding tool (No. 6108-00,
MSRP $9.95) is made from injection-molded nylon with an ergonomic shape. It can
be used to smooth scissor imperfections
on a vehicle body or to sand parts and
Email assistant editor Nick Bullock at
nbullock@kalmbach.com.
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29
WhAT’s sELLIng: RADIO COnTROL
COMPILED BY JENNY MAASKE
Now on ModelRetailer.com
What is your store’s return policy,
and how often do you utilize it
after the holidays?
“We do not give refunds or exchanges
without a receipt for opened merchandise,
special-order items, or after 30 days. Defective merchandise is handled according
to the manufacturer’s warranty. We very
seldom have returns for big-ticket items.
We do have periodic exchanges for the
wrong item. For example, a customer has
someone pick it up or has the wrong part
number on their list.”
Jeph Coppley
ZNZ Hobbies
Lexington, N.C
“100 percent customer satisfaction after
the sale.”
Gerry Satterwhite
Greenville Hobby Depot
Greenville, Texas
“Our return policy matches our overall
store policy: We have something fun for
everybody. So if you’re unsatisfied with
WIN THIS PRIZE!
“Credit only. Less than 5 percent
of holiday items get returned,”
said Donald Johnson, Don’s Hobby
Shop, Snohomish, Wash. Visit www.
ModelRetailer.com and read his
and other retailer responses.
your purchase, feel free to exchange your
item(s) for any other fun item(s) in the
store. Like every small business, we
couldn't survive January if we allowed
straight cash-back returns. Of course, there
are exceptions, like that one return back
in the Carter administration ...”
Carl Dann
Smoky Mountain Trader
Cleveland, Ga.
“We print a strict seven-day return policy
on our receipts, and a receipt must be
present for a return or exchange. However,
we rarely stick to that policy. If we know
the product and the customer, we take
care of them no matter when the sale was
made. We even have accepted small
returns from items purchased at other
hobby shops. If the return is questionable
or the item has been used, we do not
accept the return or only give store credit.
We try to take care of defective merchan-
dise for the customer whenever possible
to save them the hassle and keep them
coming back. Our return policy is the same
year-round.
“We see a few returns after the holidays,
but nothing that would warrant changing
our policy. We are pretty lenient and just
want to keep our customers happy.”
Kimberly Miller-Gordon
Turn 4 Hobbies
West Boylston, Mass.
“Our return policy is that any unopened
product can be returned for store credit.
On occasion, we will bend the rule and
give a refund. This happens very infrequently, as most purchases are for the customer’s own enjoyment. After the holidays,
we generally have one or two items
brought back to our shop.”
John Brown
Brownie's Pro & Sport Hobbies
Staten Island, N.Y.
W RTH
MORO
E THAN
30
RETAIL0
!
$
Win this Tamiya 1:10 Aero Avante
off-road racer in our next quarterly drawing. All you have to do
is participate in the What’s Selling
survey. Email Jenny Maaske
jmaaske@modelretailer.com or
call 262-796-8776 ext. 260 for
more information.
Congratulations
roger Ellenburg of Hobbytown usa in little rock,
ark. He received a tamiya
1:10 Fighter Buggy sV.
thanks to all the retailers
who returned the survey!
30
Tips and projects
from Cody Grivno!
MODELING & PAINTING SER IES
WORkShOP TIPS
& PROjEcTS
Hobbyists have asked for it
— make sure you stock it!
Associate Editor Cody Grivno has
compiled insider tips and projects from
Model Railroader magazine, as well as
favorites from his popular ‘Cody’s Office’
online feature, into one long-awaited
volume, Workshop Tips & Projects for
Model Railroaders.
This collection of basic advice and
helpful projects, plus expert how-to tips for
tools, painting and decaling, weathering,
track and wiring, locomotives, scenery,
and more is a must-have for Cody’s many
faithful fans.
fOR MODEL RAILROADERS
Cody Grivno
#12475 • $19.99
Repair and paint
acetal handrails
Create a quiet
grade crossing
Re-letter and weather
steam engines
6
5
railings
I painted the vertical
To match the prototype,
GP9s
Minnesota & Eastern
on my HO scale Dakota,
paint works
car paint. The flexible
with remote-control
well on acetal plastic.
repair them with
If they break, you can
1
ready-to-run locomotives.
are common on today’s
Acetal plastic handrails
system.
Loctite’s plastics bonding
3
2
system
Loctite’s plastics bonding
and
consists of an activator/primer
are clean
glue. Once the handrails
to both
and dry, apply the activator
let it dry.
sides of the break and
M
ost recent ready-to-run
locomotives use acetal
(sometimes called slippery or engineering) plastic
feature a
handrails. These handrails
but they’re
scale profile and fine detail,
also prone to snapping. Traditional
cyanoacrylate
liquid plastic cement and
52
to one side
Next, apply the glue
fine (white)
of the break. A super
makes
Microbrush or a toothpick
for a handy glue applicator.
4
seconds,
Hold the joint for 30
the glue off
being careful to keep
your skin.
bonding system
Using the
plastic,
clean and
adhesive will not bond acetal
The handrails need to be
system
repair. Once
but Loctite’s plastics bonding
dry before making the
makes
to
will, 1. This two-part system
they are, apply the activator/primer
in less
and let it dry
it easy to fix broken handrails
both sides of the break,
at
apply
than two minutes. It is available
for 1 minute, 2. Then sparingly 3.
home supply
most hardware stores and
to one side of the break,
an activator/ the glue
fine (white)
centers. The pack contains
A toothpick or a super
works.
it
how
Here’s
primer and glue.
that offer
Pactra are three firms
Badger, Faskolor, and
bodies.
for remote-control car
flexible paint designed
also
acrylic paint, and Pactra
All three brands produce
line.
has an organic solvent-based
3
3
2
to
sheet as a smooth base
I put down .040" styrene
for the Busch foam asphalt
provide good adhesion
has a peel-and-stick back.
highway material, which
positioned, use a wallpaper
After the road has been
ensure even
irregularities and help
roller to smooth out
material to the styrene.
adhesion of the road
2
in isopropyl alcohol and
I soaked the tender shell
soft-bristle
off the herald with a
then gently scrubbed
toothbrush.
and locomotive class
To remove the road number
dipped in
I used a cotton swab
lettering from the cab,
several applications.
Pine-Sol, which took
8
7
Pactra
even finish, I first applied
To give the yellow an
may be
blue plastic. Two coats
Sprint White over the
coverage.
necessary for complete
had dried, I applied Bright
After the white paint
in a
is solvent based, I worked
Yellow. Since the paint
wore proper safety gear.
well-ventilated area and
handperfect solution for locomotive
in a limited
rails. RC paint is offered
to model
number of colors compared
be mixed to
railroad paint, but it can
yield the color you need.
railI needed to paint the vertical
Minings on my HO scale Dakota,
nesota & Eastern Electro-Motive
the railDivision GP9s, 5. Although
in blue
ings were correctly molded
body
plastic to match the locomotives'
which are
Painting the handrails
color, the vertical railings,
special glue
engines
Just as the plastic requires
painted yellow on the full-size
speto repair breaks, it also requires
crew visibility, were also
increase
to
flexible
on locomocially formulated paint that’s
blue. Most vertical railings
the
or yellow,
and won’t flake off. Fortunately,
tives are painted silver, white,
at the
to check
paint is most likely available
but it’s always good practice
you purchase
commitsame hobby shop where
prototype photographs before
designed for
model.
your trains. Flexible paint
a
to
paint
ting
bodies is the
remote-control (RC) car
in applying
Microbrush works well
together for
the glue. Hold the joint
not to get
30 seconds, being careful
4. According
the glue on your fingers,
if
to the manufacturer’s instructions,
apply cooking
you bond your fingers,
roll your
oil to the area and gently
they
fingers back and forth until
separate.
to RC
To remedy this, I turned
Faskolor,
paint, 6.. Badger Air-Brush,
offer acrylic
and Pactra, among others,
Pactra also
(water-based) RC paint.
line.
produces an organic solvent-based and
White
From this line, I used Sprint
Geeps.
Bright Yellow for my DM&E
col
two col“Why
You might be asking,
makes it easier
ors?” A white undercoat
fewer coats.
for the yellow to cover in
vertical
First, I brush-painted the
also work),
railings white (silver would
should
7.. For best results, the paint
and form
completely cover the railings
Once the
a “jacket” around the part.
the yellow, 8.
white had dried, I applied
solvent based,
Since the Pactra paint is
area and
I worked in a well-ventilated
wore nitrile gloves.
53
4
which
grade crossing strips,
I installed BLMA rubber
found
the irregular track angles
are easy to cut and fit
in the crossing.
1
A
dding a quiet zone to your
layout gives your model
railroad an up-to-date
appearance, as I did on
Racine
Model Railroader’s Milwaukee,
might
& Troy layout, 1. Now you
of soundbe asking, “I have bunch
would
equipped locomotives. Why
my layout?”
I want a quiet zone on
railroad
Well, they’re a part of today’s
crossing
scene. Having a quiet grade
will
or two on your model railroad
toes, as they
their
on
operators
keep
where they
have to pay attention to
a locomotive’s
can and can not sound
air horn.
a grade
when trains approach
horns to be blasting
&
You’d expect the air
on the Milwaukee, Racine
quiet grade crossing
crossing, but not at this
interesting location.
Troy, which also is a visually
just
Quiet zones aren’t interesting
The
from an operating perspective.
vertical
slightly raised median and
make the
markers, both bright yellow,
visually
approach to grade crossings
interesting.
crossing
Installing a quiet grade
Stydoesn’t require a lot of materials.
half round;
rene strip, channel, and
your
of
arms)
crossing gates (with
are all
choice; and some road material
you need to get started.
existing
Of course, if you have an
will go even
grade crossing, the project
you can give
quicker. In a few evenings,
modern flayour model railroad some
vor with a quiet zone.
Paving the road
highway
I used Busch foam asphalt
foam material
material for the road. The
so it needs a
has a peel-and-stick back,
adhesion. For
smooth surface for good
sheet. The
the base, I used .040" styrene
60
5
at the
yellow lines needed
To add the solid double
a plastic rule and a Sharpie
grade crossing, I used
poster-paint marker.
4
the
decals slid easily off
Once the new road number
with
them on the cab side
backing paper, I positioned
a toothpick and set them.
markings
Pavement
BLMA’s
has dashed
For this project, I installed
The Busch asphalt highway
you only get
4. The
great
adhesive is very tacky, so
rubber grade crossing strips,
white lines down the middle,
material
pieces have
for a
one chance to stick the road
injection-molded plastic
for two-lane roads but incorrect
and
down, 2.
solid double
raised detail like the prototype, saw
grade crossing. I needed
place, I
a razor
Once I had the road in
I used a plastic
they are easy to cut—with
yellow lines. To do this,
smooth out
used a wallpaper roller to
poster-paint
knife—and file. This was
rule and a yellow Sharpie
ensure good, or hobby
can see, the
irregularities, 3. This helps
tip, 5. Since
important because, as you
marker with an extra-fine
material to
track
bled
even adhesion of the road
crossing has some interesting
the foam is porous, the paint
air bubbles
about
the styrene. If you do get
angles.
some. I wasn’t too concerned
slit them with
styrene
.040"
of
is perpieces
or wrinkles in the foam,
Next, I cut
this, since not all road striping
and then
crossing
a knife to release the air
stripes would
to fit between the grade
fect. Besides, most of the
to the strips
smooth them with the roller.
separators.
median
strips. I glued the styrene
by
be covered
brush-painted
wicking
using Tenax-7R. I then
To prevent the paint from
Union
Grade crossing
pieces of
the styrene with Polly Scale
under the rule, put a few
and conapplying the
of cork on
Rubber mats, wood planks,
Pacific Dark Gray before
masking tape or a thin strip
styles of grade
gray closely
in about
crete are three common
Busch road material. The
manufacthe underside. Set the material
road, making
be using
crossings used today. Several
matches the color of the
1⁄8" from the edge that you’ll
kits in HO
the grade
turers make grade crossing
gaps between the road and
as a guide.
Blair Line,
scale, including Accurail,
crossing less visible.
Walthers.
BLMA, GC Laser, and
61
Ry. The weathered locomotive,
1
operated by the Virginian
was the last steam engine
transition model railroad.
Class SB 0-8-0 no. 251
theme of MR's steam-to-diesel
retired in 1957, fits the
the Virginian, so it certainly
days on
locomotive
to do over, I
selected no. 251 for our
looks the part. If I had it
engine
hen I was given the task
and conbecause it was the last steam
would make the boiler scale
of working on 0-8-0 no.
Weathering
probably
operated by the railroad.
densation a bit lighter, and
251 for Model Railroader’s
like it did near
the locomotive to look
tone down the rust some.
HO scale Virginian Ry.
1, 1957,
and
its retirement date of June
If you’ve never re-lettered
emotions.
our steam-togive it a
project layout, I had mixed
would fit the theme of
weathered a steam locomotive,
decaling a
railroad, 1.
Stripping, painting, and
the locomodiesel transition model
try. It’s a great way to get
I’ve done this
strip the
railroad
locomotive was no sweat.
Fortunately, I was able to
a steam
tive you want for your model
2000
countless times. But weathering
repaint, and decal a Proto
like the real thing.
tender,
look
it
I’m
make
me.
and
for
locomotive was new ground
decorated for the Indiana
and until this locomotive
disassembly.
a contemporary diesel guy,
the paint
Harbor Belt with minimal
a steam
with my first Stripping
point had no reason to weather
0-8-0, so
Overall, I’m fairly pleased
I couldn’t find a Virginian
only way I
locomotive. However, the
a locomoat steam locomotive weatherI stripped the lettering off
do it, so off to attempt
be a touch
Harbor
was going to learn was to
Indiana
the
for
ing. The weathering may
tive decorated
is supposed
the spray booth I went.
notice that
on the heavy side, but this
SB
Belt. Virginian purists will
out its last
The Virginian had 15 class
to be a yard engine serving
We
0-8-0s (and 20 total 0-8-0s).
W
details don’t
the locomotive and tender
However,
match the full-size no. 251.
a plausible
my goal was to produce
stand-in, not a scale replica.
IHB herRemoving only the large
damaging
alds from the tender without
have been
the paint or details would
shell in 91
difficult, so I soaked the
for 30 minpercent isopropyl alcohol
toothutes. I then used a soft-bristle
the paint and
brush to gently scrub off
swab and
lettering, 2. I used a cotton
in the
assorted Microbrushes dipped
hard-tofrom
paint
remove
alcohol to
reach areas.
cab was
The only lettering on the
class.
the road number and locomotive soakcab and
Instead of detaching the
alcohol,
ing it in 91 percent isopropyl
in PineI used a cotton swab dipped
3. It took
Sol to remove the lettering,
5
I touched
lettering flaked off, so
Some of the Virginian
a close
Seaboard Air Line Yellow,
it up with Polly Scale
after weathering.
match that was not noticeable
cab side with
positioned them on the
it all, so
off the excess
several applications to remove
a toothpick, 4. I blotted
the lettering
and used
I had to be patient. After
water with a cotton swab
cab sides with
decal setting
was gone, I washed the
Micro Set and Micro Sol
soap to
warm water and liquid dish
according to the label instrucmight affect solutions
film and help
remove any impurities that
tions to soften the decal
paint adhesion.
it conform to the model.
Polly
I sprayed the tender with
to ensure
Painting and decaling
Scale Light Undercoat Gray
the black
Scale Steam
The Pine-Sol didn’t remove
that the final color, Polly
and
locomotive
the
evenly. Once
paint, so I masked
Power Black, would cover
Gloss to
or until there
applied Microscale Micro
the paint dried (24 hours,
The
I used an
odor),
paint
the cab side below the windows.
detectable
is no
smooth surGloss. Then I
Micro Gloss provides a
airbrush to apply Micro
to. I let
from
face for the decals to adhere
the tender with lettering
decaled
before
hours
Virginian
the gloss coat dry for 24
Microscale set no. 87-120,
decals.
applying the road number
water, Ry. steam locomotives. the Virginian
of
some
I soaked the decals in distilled
Unfortunately,
water as
heads after
which is preferable to tap
lettering flaked off the rivet
that may
it doesn’t contain minerals
decal setting solution. To
the
applied
I
the decals
to carefully
dry as white spots. Once
fix this, I used a paintbrush
paper, I
slid easily from the backing
101
100
P20821
Make sure you have this title in stock! Contact your distributor or order direct:
Phone 1-800-558-1544, press 3
Monday – Friday, 8:30 a.m. – 5:00 p.m. CST.
Outside the United States and Canada
call 262-796-8776, ext. 818.
Fax 262-798-6592
E-mail tss@kalmbach.com
Trade Web site
Retailers.Kalmbach.com
Mail Kalmbach Publishing Co.
21027 Crossroads Circle
P.O. Box 986
Waukesha, WI 53187-0986
Sponsored by:
WHAT’S SELLING: RADIO CONTROL
Store
Vehicles
Aircraft
Boats
Accessories
Brownie’s Pro & Sport Hobbies
Staten Island, N.Y.
1:10 1969 Camaro RS
Vaterra
Mini Super Cub RTF
HobbyZone
Impulse 31 Deep-V BL RTR V2
Pro Boat
No trend
Turn 4 Hobbies
Torment, Circuit; Slash VXL
ECX; Traxxas
Micros
ParkZone
STRX-9 Micro Speedboat
Steerix
Onyx LiPo batteries, chargers
Duratrax
ZNZ Hobbies
Lexington, N.C.
1:8 Dirt Oval
OFNA
Quadcopters
Various makes
No trend
Mamba Monster 2 ESC/2200kV
Castle Creations
HobbyTown USA
College Station, Texas
Animus 18SC
Helion
Ethos QX 75 Nano-Micro RTF
Ares
Steerix
Primal Charger
Radiant
Loose Caboose Hobbies
Napa, Calif.
No trend
Micro S.E.5a
Flyzone
Reef Racer
AquaCraft
1.5 AC Power Supply
HobbyZone
Don’s Hobby Shop
Snohomish, Wash.
Short course trucks
Team Associated
Used consignment planes
Various makes
No trend
Aftermarket gyros
Various makes
Greenville, Texas
Various models
Redcat Racing
Airplanes
Guillows
Various models
Traxxas
Various items
Redcat Racing
Robbies Hobbies
Columbus, Ohio
Cars and trucks
Tamiya
Helicopters
Blade, ParkZone
No trend
2.4-GHz radios
Spektrum
HobbyTown USA
West Allis, Wis.
Invictus 10MT
Helion
Apprentice S 15e RTF
E-flite
Blackjack, Impulse 9
Pro Boat
Master Basher Fuel
PowerMaster
Hub City Hobby
Hattiesburg, Miss.
Circuit Stadium Truck RTR
ECX
Red Bull BO-105 CB CX RTF
Blade
Steerix
DX3C Surface Transmitter
Spektrum
Jake’s Performance Hobbies
Rohnert Park, Calif.
1:10 Wraith
Axial
350 QX
Blade
Impulse 9
Pro Boat
Rock crawler parts
Various makes
HobbyTown USA
La Vista, Neb.
Slash 2WD
Traxxas
Firebird Commander
HobbyZone
Blast
Traxxas
7.4V 2S LiPo batteries
Dynamite
Ventura Hobbies
Ventura, Calif.
No trend
Sky Cruiser
Cox
No trend
CA glue
Zap
HobbyTown USA
Oshkosh, Wis.
1:10 DESC210 RTR
Team Durango
Apprentice S 15e RTF
E-flite
ShockWave 26
Pro Boat
Pro 2 LiPo and NiMH charger
Venom
location
manufacturer
manufacturer
manufacturer
manufacturer
DISTtaken
INC in September.
Lists are based on retailer reports of hot-selling items in eachHORIZON
category.HOBBY
Survey was
MOD • 11/01/2013 • 4C • 1/3 H
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horizonhobby.
rp
you lis.
Find ladehe
at b
CALL
1.800.338.4639
SERIOUS FUN ®
© 2013 Horizon Hobby, Inc. Blade, Scout CX, Serious Fun and the Horizon Hobby logo are trademarks or registered trademarks of Horizon Hobby, Inc. The Red Bull name and likeness is used under license of Red Bull GmbH Austria. www.bladehelis.com
32
40938.T
A
B
D
C
die-casT
Trucks
$16.99). The replica is also available in
black (No. 86026).
sPace
rear hitch; detailed wheel hubs; free-rolling
wheels; and a steerable front axle. It is
available from b2bReplicas.
1:53 uPs LighT Load FreighTLiner cascadia day cab wiTh 28’
dry Van
aircraFT
Tonkin Replicas
With die-cast metal construction and only
a few plastic parts, this tractor and trailer
model (No. 12-0138) retails for $44.99. It
features a hood and doors that open; a
detailed engine and cab interior; a working
suspension with free-rolling wheels; a tilting fifth wheel; a detailed chassis; an operating trailer door latch; and UPS graphics.
It is available from b2bReplicas.
1:400 TiTan iii rockeTs wiTh
Launch Pads seT
DRaGon WinGs
This die-cast model set (No. DRW 56395,
$74.95) comes from Dragon’s Space Collection. The set depicts the Titan III, one
member of U.S. family of Titan expendable
rockets that ran a total of 368 launches
from 1959 to 2005. The set includes three
rockets with three respective launch pads.
It is available from Dragon Models USA.
Farming
1:32 Ferguson Tea 20 TracTor
1:72 aVro LancasTer
coRGi
Newly available from Hornby America,
this die-cast model aircraft (No. AA32620,
$199.99) depicts one of the Royal Air
Force’s specially modified Lancaster bombers used in Operation Chastise, which was
designed to strike the dams situated in the
heart of Germany.
UniveRsal hobbies
1:43 2012 JeeP wrangLer
rubicon
GReenliGhT collecTibles
New from GreenLight is this 1:43-scale
REPLICARZ
Jeep Wrangler Rubicon
(No. 86027, MSRP
MOD • 11/01/2013 • BW • 1/12
Indy Cars Are Back
1:18 scale/ Fully Finished / Detailed Engine
*1984 March STP, Indy 500,
Gordon Johncock
R185303
MSRP $169.99
*1973 Eagle, Indy 500,
Swede Savage
R184712
MSRP
$159.99
166 Spruce Street • Rutland, VT 05701
P. 802-747-6672 • F. 802-775-1981
www.replicarz.com brian@replicarz.com
34
modeL reTaiLer NOVEMBER 2013
This model (No. 4189, MSRP $40) is made
Email assistant editor Nick Bullock at
from die-cast construction with plastic
nbullock@kalmbach.com. Unless otherwise
parts. It features an opening hood that
indicated, contact information for all comreveals the detailed engine; a detailed
panies mentioned can be found at www.
B2BREPLICAS.COM
operator’s seat with controls; a detailed
ModelRetailer.com.
MOD • 11/01/2013 • 4C • 1/6 H
MOdEL RaILROadING
LOCOMOTIVES
O RS-3 dIESEL
Williams by bachmann
Williams by Bachmann’s three-rail RS-3 diesel locomotive ($429.95) features True Blast
Plus 16-bit polyphonic sound including
prime mover, horn and bell. Road names
include Pennsylvania (No. 23001), Rock
Island (No. 23002), Canadian National (No.
23003) and Seaboard (No. 23004).
separately applied details and bodymounted McHenry scale knuckle couplers.
Delivery is expected in April.
N EMd SW1500 dIESEL
micro-Trains line
Micro-Trains’ N-scale SW1500 diesel
locomotive features AAR-style trucks,
operating headlights and body-mounted
Magne-Matic couplers. Paint schemes
include Burlington Northern, Conrail, Norfolk Southern and Union Pacific. One road
number is available per scheme. Prices
have not been announced. The model is
expected to arrive in spring 2014.
pickup on blackened metal wheels. Paint
schemes include Amtrak (Nos. 106-5501,
106-5502), Canadian National (No. 1065503) and Canadian Pacific (No. 106-5504).
The MSRP for each four-car set is $90.
Delivery is expected in January.
HO, N BX-166 62’ dOuBLE-dOOR
BOXCaR
HON3 d&RGW K-36 MIKadO
blma
blacksTone models
Expected to arrive in summer 2014, this 62’
Atchison, Topeka & Santa Fe double-door
boxcar features separately applied wire
grab irons and wire cut levers, and etchedmetal brake wheel platforms. It is available
in 24 road numbers in both N scale (Nos.
18001–18024, $27.95) and HO scale (Nos.
53001–53024, $39.95).
This ready-to-run model (price TBA) is
equipped with a road pilot, a doghouse,
a precision can motor, maintenance-free
lighting, and a DC/DCC SoundTraxx Digital
Sound Decoder. Paint schemes include
Moffat Tunnel Herald (No. B310300-S),
Flying Grande Herald (Nos. B310301-S,
B310303-S, B310304-S) and Royal Gorge
Route Herald (No. B310302-S). It is available for pre-order, with delivery expected
in late 2014.
N aLuMINuM auTORaCK
kaTo usa
This aluminum autorack features shockabsorber construction and all-wheel
HO jOHNSTOWN aMERICa auTOFLOOd II COaL HOppER
exacTrail
This hopper ($38.95) features all-new coal
loads, new details on the A-end and slope
sheets, and hand-applied details. Paint
schemes include Burlington Northern
Santa Fe (brown or green), CSX, NRLX,
CEFX and MAXX.
ROLLING STOCK
HO TaNKTRaIN TaNK CaRS
aThearn
These all-new Athearn Genesis models
represent 23K-capacity GATX TankTrain
cars from the 486-number series and
282-series. Intermediate cars (10 numbers
per scheme, $49.98 each) and A-B sets
(one set per scheme, $99.98) are available
in early and late GATX paint schemes. The
cars feature a fully detailed underframe,
35
MODEL RAILROADINg
N PAssENgER fREIghT cARs
MIcro-TraIns LIne
New cars include a 65’ Roseburg Lumber
log car (Nos. 11500031, 11500032; $24.30);
a 83’ Milwaukee Road heavyweight
sleeper (No. 14100120, $28.45); a 50’ Union
Pacific rib side boxcar (No. 03000230,
$24.30); a 50’ Seaboard System boxcar (No.
03100430, $21.90); a 33’ Pacific Great Eastern twin-bay hopper with a coal load (No.
05500440, $23.85); and a two-bay American Car & Foundry Centerflow covered
hopper (No. 09200310, $25.40).
dock full of shipping crates and dollies. The
building includes a printed office interior,
window treatments and two white LED
interior lights.
hO 50’ DOubLE-DOOR bOxcAR
aTLas ModeL raILroad co.
ELEcTRONIcs
New paint schemes include New Haven
(Nos. 20002495, 20002496); Maine Central
(Nos. 20002497, 20002498); Duluth, South
Shore & Atlantic (Nos. 2002499, 2002500);
Union Pacific (Nos. 20002501, 20002502);
Cotton Belt (Nos. 20002503, 20002504);
and Canadian National (Nos. 20002505,
20002506). Standard models cost $32.95;
undecorated, $26.95. They are expected to
arrive in the second quarter of 2014.
air-conditioning units, a downspout and
utility fixtures. The kit was expected to
arrive in October.
hO 50’ INsuLATED bOxcAR
WaLThers MaInLIne
New paint schemes include Conrail (No.
910-2005), Erie Lackawanna (No. 9102006), Norfolk & Western (No. 910-2007)
and Southern Railway (No. 910-2008).
Expected to arrive this month, the models
($24.98 each) feature Proto-Max knuckle
couplers and 33” metal wheelsets.
ThROTTLEPAck 9950
ModeL recTIfIer corp.
Throttlepack 9950 (No. 0001320, $279.98)
combines the best features of MRC’s
Controlmaster 20 and Tech 3 9500. The
high-power unit pack offers a power rating of 125 watts; a backlit LCD screen that
displays voltage and amps; and braking,
directional, momentum, and HO or G
selection switches.
scENERy
sTRucTuREs
O MORRIsON DOOR fAcTORy
N J.W. cObbLER
WoodLand scenIcs
WoodLand scenIcs
This old factory (No. BR5848, $169.99)
features an expertly weathered exterior
and a roof full of detail, including a water
tower, a smoke stack, a transformer, a
cyclone and piping. Other details include
a propane tank, a dumpster, signage and a
This three-story brownstone (No. PF5210,
$39.99) features stacked Queen Anne bay
windows. Details include clear windows,
window treatments, a storefront vertical
sign, fire escapes, porch landings, window
36
hO scENIkINg ROLL OuTs
Bph enTerprIses
BPH has added 10 new HO-scale scenes to
its SceniKing Roll Outs backdrop system:
County Line (No. M027), Country Xing (No.
MOD • 11/01/2013 • BW • 1/12
M028), Holstein Country (No. M029), Village in Hardwoods (No. M030), Eastend
Forest (No. M031), Smalltown (No. M032),
Millville (No. M033), Textile Mills (No.
M034), Commercial Zone (No. M035) and
Freight Source (No. M036). The suggested
retail price is $49.95 each.
Vehicles
30342). Each truck ($19.75) features separately applied sideview mirrors and rolling
vinyl tires.
BPH ENTERPRISES
MOD • 11/01/2013 • 2C • 1/12
hO 1941/1946 cheVrOlet stake
bed trucks
ClassiC Metal Works
New paint schemes include Brewster
Green Cab (No. 30338), Green Giant Co.
(No. 30352), Mobil Oil (No. 30339), Delkab
Seed Co., (No. 30351), Pillsbury Feeds (No.
30341), California Fruit Growers Exchange
(Sunkist, No. 30353), Swift’s Red Cab (No.
30337), Texaco (No. 30355) and Weyerhauser 4 Square Lumber (No. 30354). Each
truck ($19.75) features separately applied
sideview mirrors and rolling vinyl tires.
High
Performance!
The Micro
Engineering
line of Rail,
Flex-Trak™,
Turnouts,
Bridge kits,
Structure kits,
G-Trak ™,
Wheel Works™ vehicles, and Detail parts.
Keep a good stock on hand.
O cOca-cOla licensed Vehicles
atlas o
Ph 800-462-6975
GARGRAVES TRACKAGE CORP
Fax 636-349-1180
MOD • 12/01/2011 • 2Cwww.microengineering.com
• 1/6 H
Offerings include a 1:24 1940 holiday
panel van (No. 820053, $39.95); a 1:43
illuminated holiday caravan (No. 820017,
$39.95); a 1:43 1962 Volkswagen cargo van
(Nos. 820051, 820052; $19.95); a 1:43 Ford
transit van (No. 820054, $39.95); a 1:64
tractor trailer (Nos. 820055, 820056); and a
1:87 long hauler (No. 30000092, $13.95).
hO 1941/1946 cheVrOlet dump
trucks
ClassiC Metal Works
New paint schemes include Brewster
Green Cab (No. 30343), Smith & Sons General Hauling (No. 30345), State Highway
Dept. (No. 30344), and Swift’s Red Cab (No.
37
WhAT’s sELLIng: MODEL RAILROADIng
after the holidays?
“30 days to return any unopened
item with receipt for full store
credit,” said Roy Ballard of Loose
Caboose Hobbies in Napa, Calif.
Visit www.ModelRetailer.com to
read more of his response.
time with receipt, I give store credit only. If
the item is new, the warranty will be used
first if it was held for an extended period of
time, and then if they are not satisfied I
give store credit only. We reserve the right
to determine abuse of the item or incorrect operation.”
Dennis J. Stephen
Ye Old Train Shoppe
Boyertown, Pa.
what may have been customer damage or
return of items we did not sell.
“We are looking forward to the upcoming holiday season in our new store. Reading what other retailers are doing has been
most valuable and has helped make Angelo Hobbies more profitable.“
Les Phy
Angelo Hobbies
North Richland Hills, Texas
“We take care of defective items, but all
sales are final. That prevents free holiday
train rentals.”
Mike Niedzalkoski
Niedzalkoski’s Train Shop
Jeannette, Pa.
“Returns within two weeks with store
receipt.”
Dolf Rudzki
Roundhouse Sales Ltd.
Edmonton
“If a new item is returned within a reasonable time period (one or two weeks) with
the receipt and there is a legitimate problem with it, I give a full refund as a new
item with a warranty. If the item is not
new, or new but held for a longer period of
“We have been working to improve our
return policies during the past year. We
have completed purchase order sheets
with more customer information and product details. Since implementing this
change, we are seeing fewer returns on
“We will take back products if the packaging is still intact or if does not work. We get
few returns unless it is not working, or if it
was purchased for the holidays as a gift
but the receiver already has it. In most
cases, the customer is happy to exchange
it for something else they want.”
Brian Kelly
Kelly’s Kaboose, The Railway Store
Kalmoops, B.C.
“Our return policy is store credit or
exchange only on unopened kits. It gets
used occasionally after the holidays, when
a model kit or gift wasn‘t what the recipient was looking for, and it is generally
exchanged for something else that day.”
Diane Kopfensteiner
G and G Model Shop, Inc.
Houston
WIN THIS PRIZE!
W RTH
MORO
E THAN
30
RETAIL0
!
$
Win this assortment of Woodland
Scenics products in our next
quarterly drawing. All you have
to do is participate in the What’s
Selling survey. Email Jenny Maaske at jmaaske@modelretailer.com
or call 262-796-8776 ext. 260 for
more information.
Congratulations
glenn gaeckle of garden
tracks in Berkeley Heights,
n.J. He received 12 model
railroading books from
various publishers. thanks
to all the retailers who
returned the survey.
38
MOD • 11/01/2013 • 4C • 1/2 H
Look in your maiL now!
The latest edition of the Atlas All Scales
Ordering Guide will be arriving in your
mailbox any day! This Fall 2013 Edition
is a comprehensive guide to Atlas’ Buyer’s
Choice program – complete with instructions for our new online order
ordering system, a sample All Scales Monthly Catalog, order forms for All
Scales Track & Accessories, as well as All Scales Locomotives & Rolling
Stock In Stock Lists.
Atlas’ new online store will launch in October 2013 and will allow you,
as an approved dealer, to order direct from Atlas at volume discounts.
If you are not already an approved dealer, please apply as soon as
Propossible, so that you too can benefit from the Atlas Buyer’s Choice Pro
gram. To apply, please contact Jarrett Haedrich, jhaedrich@atlasrr.com!
Scan the code at the right to visit the
New Atlas Online Store,
https://shop.atlasrr.com
DON’T MISS THE LATEST PRODUCT
ANNOUNCEMENTS FROM ATLAS!
Subscribe to The Atlas E-News Flash at www.atlasrr.com
to receive our All-Scales Monthly Catalogs.
Visit Atlas at Trainfest in West Allis, Wisconsin Sat. 11/9 & Sun. 11/10 at the Wisconsin Expo Center.
ATLAS MODEL RAILROAD CO, INC. • 378 Florence Ave., Hillside, NJ 07205 • www.atlasrr.com
DIGITRAX
MOD • 10/01/2013 • 4C • 1/2 H
MRetailer10_2013.indd 1
9/23/13 11:39 AM
39
Sponsored by:
WHAT’S SELLING: MODEL RAILROADING
Store
Scale
Locomotives
Rolling Stock
Accessories
Niedzalkoski’s Train Shop
Jeannette, Pa.
HO scale
N scale
Other
Athearn Genesis GP-9
Bachmann RS-3
Lionel Percy
Bowser H30 hoppers
Bluford Shops cabooses
MTH snowplows
Woodland Scenics foam risers
Kato Unitrack
Midwest cork roadbed
Ye Olde Train Shoppe
Boyerstown, Pa.
HO scale
N scale
Other
MTH Heritage Norfolk Southern
Atlas, Athearn
MTH O gauge; Aristo-Craft G gauge
Athearn, Model Power
Micro-Trains, Atlas
Atlas O, MTH
Woodland Scenics, Model Power
Woodland Scenics, Model Power
Woodland Scenics, Atlas
G and G Model Shop, Inc.
Houston
HO scale
N scale
Other
Walthers Trainline with DCC
Kato ES44AC
No trend
Athearn, Walthers Proto and Mainline
Micro-Trains
No trend
Walthers Cornerstone structures, figures
Kato track
No trend
Greeville, Texas
HO scale
N scale
Other
Bachmann
Atlas, Kato
Lionel
Red Caboose
Micro-Trains
Lionel
Atlas track, turnouts
Kato track
Lionel
Kelly’s Kaboose, The Railway Store
Kamloops, B.C.
HO scale
N scale
Other
Rapido GMD-1
InterMountain CPR, CNR F units
MTH O gauge diesels
Walthers BC Rail, Canfor boxcars
Micro-Trains CPR coaches
Atlas BC Rail flatcars, boxcars
Evans Designs lights
Evans Designs lights
AML G gauge track
Angelo Hobbies
North Richland Hills, Texas
HO scale
N scale
Other
Athearn
Kato
No trend
Walthers
Bachmann
No trend
Walthers Cornerstone buildings, Digitrax
Classic Metal Works vehicles
No trend
Napa, Calif.
HO scale
N scale
Other
Walthers SW-1
Model Power 4-6-2 with vandy tender
Piko 0-6-0T
InterMountain autoracks
Atlas ore cars
LGB freight cars
Kadee couplers
Classic Metal Works vehicles
LGB track
HobbyTown USA
HO scale
N scale
Other
No trend
No trend
No trend
Walthers freight cars
No trend
No trend
Woodland Scenics grass
Atlas Code 100 Flex Track
No trend
Edmonton
HO scale
N scale
Other
Athearn, Bowser, InterMountain
InterMountain, Kato, Fox Valley
No trend
Athearn, InterMountain, Micro-Trains
Micro-Trains, Atlas, InterMountain
Lionel HOn3
Scenery, Walthers Cornerstone buildings
Walthers Cornerstone buildings
Building supplies
Ridgefield Hobby
Ridgefield, N.J.
HO scale
N scale
Other
Atlas
Atlas
MTH O gauge
Athearn
Micro-Trains, Atlas
Lionel used O gauge
JTT trees
JTT trees
No trend
Don’s Hobby Shop
Snohomish, Wash.
HO scale
N scale
Other
Walthers Trainline BNSF GP9
Various new brass locomotives
No trend
Accurail cars
Micro-Trains cars
No trend
Hornby track
DCC boards
Bachmann E-Z Track
Robbies Hobbies
Columbus, Ohio
HO scale
N scale
Other
Bachmann, Walthers, Athearn
Bachmann, Kato, Micro-Trains
Piko, Lionel, MTH
Bachmann, Model Power
Bachmann, Kato, Micro-Trains
Lionel, MTH, Williams by Bachmann
Bachmann, Woodland Scenics
Walthers, Atlas
Lionel, MTH, Bachmann
location
Lists are based on retailer reports of hot-selling items in each category. Survey was taken in September.
Train Sets Ad Third_MOD_Layout 3 9/23/13 8:37 AM Page 1
WM K WALTHERS INC
MOD • 11/01/2013 • 4C • 1/3 H
Add Steam to Your Holiday Sales
with Walthers!
• Industry Trusted Resources
for Product Information
• Thousands of Lines and Items
in Stock
• Low Minimum Orders
• Same Day Shipping
• Web Based Ordering System
• In-Store Merchandising
Support
• Margin Improving Programs
Attract New Customers this
Holiday Shopping Season with
WalthersTrainline®!
WALTHERS FAMILY OF BRANDS:
With a selection of HO Scale starter train sets and colorful rolling
stock and accessories, it’s easy to customize your inventory for
maximum sales possibilities – just in time for the holidays!
Get ready for the rush before shoppers arrive, and stock up on
must-have model railroad accessories for post-holiday sales too!
Christmas Zephyr
Train Set
HO Scale
$150.00 MSRP Each
931-875
Railtech Digital Train Set
w/Sound & DCC
HO Scale
$225.00
931-890
931-891
931-892
MSRP Each
BNSF
CN
NS
EMD GP9M
w/Factory-Installed DCC
HO Scale
$74.98 MSRP Each
931-5100 Series
Offset Hopper –
Santa Claus Coal Express
HO Scale
$16.98 MSRP Each
931-1439
November 2013 Delivery
You Can Get It From Walthers!
• Fast and Easy One-Stop Shopping
• Easy Access to Walthers Exclusives
& 300 Different Suppliers
• All Popular Scales from Z to G
• Products for Every Skill Level
Call 1-800-877-7171 extension 7336 or email
newdealers@walthers.com to learn more about how
we can get train sales rolling in your store today.
Prices and availability as shown were accurate at press time, for updates visit walthers.com. ©2013 Wm. K. Walthers, Inc.
EXCLUSIVELY FROM WALTHERS:
MODELs
scIEncE fIcTIOn
$79.99) features a detailed turbo-diesel
engine, an air-bag suspension, dual exhaust stacks, twin side mirrors, and more. It
is available from Revell.
kit (No. 1012, $64.95) is available from Stevens International.
1:144 nautilus
Pegasus hobbies
Inspired by the Jules Verne novel 20,000
Leagues Under the Sea, this 83-piece kit
(No. 9120, $65.99) includes a detailed interior, a photo-etched parts sheet, a squid
display base and a logo plaque.
1:25 “fIREbALL” RObERTs 1957
fORD
revell
Based on Edward Glenn Roberts Jr.’s most
famous race car, this kit (No. 85-4024,
$24.99) features chrome-plated parts, a
detailed supercharger 312 V-8 engine, a
1950s-style racing interior, bodywork modifications and racing suspension parts.
1:72 Pz.KPfw.Iv Ausf.H wITH
scHÜRzEn
Dragon
This kit (No. 7497, $24.50) features many
newly tooled parts, including the complete
turret, upper hull, fenders and Schürzen
side skirts on the hull and turret. It is available from Dragon Models USA.
1:32 T2 AERIAL HunTER KILLER
MAcHInE
Pegasus hobbies
From the science-fiction masterpiece Terminator 2: Judgment Day comes this Aerial
Hunter Killer Machine. The kit (No. 9016,
$39.99) consists of 69 pieces and includes
a detailed logo display base.
AuTOs
1:35 L1500s LLG wwII GERMAn
LIGHT fIRE TRucK
iCM
This Daimler-Benz 1.5-ton truck is configured for fire-fighting service. The kit (No.
35526, $53.99) features a fully rendered
engine and driveline, a multi-part chassis
frame and suspension, clearance indicator
poles, vinyl tires, and more. A TSA twowheel portable pump trailer is included. It
is available from MMD/Squadron.
ARMOR
1:35 AbRAMs M1A1 TAnK
revell
SnapTite kits are great for introducing new
modelers to the hobby. This kit (No.
85-1973, $15.95) contains 58 parts and features snap-together construction, prepainted polystyrene parts and illustrated
instructions.
1:35 RussIAn uRAL-4320 TRucK
1:16 KEnwORTH w-900
cOnvEnTIOnAL
MonograM
This long-nosed heavy hauler (No. 85-2501,
42
AIRcRAfT
TruMPeTer
More than 240 parts are included in this
newly tooled kit, including complete
engine detail and photo-etched parts. The
1:72 sEA vAMPIRE f.20
Cyber-hobby
HY83834
1:35 Scale French GCT 155mm AU-F1 sph
MMD Directly Imports
Both HobbyBoss and
Trumpeter Products
HY81724
1:48 Scale RF-80A Shooting Star
Profit + Lines
50% Off
TR03215
1:32 Scale Junkers Ju-87B-2/U4 Stuka
No Minimum Orders
TR03705
1:200 Scale USS Missouri BB-63
e
Get thes
s and
t
c
u
d
o
r
p
fine
bby
o
h
r
e
h
t
o
all
t
a
e
s
i
d
n
a
merch
MMD!
There are no minimums; you
can order as much as you like.
1-800-527-0674
Tel: 972-323-0525 Fax: 972-242-3775
e-mail: mmdsales@militarymodel.net
www.militarymodel.net
MODELs
shIps
Cyber-Hobby’s latest 1:72 scale release is a
de Havilland Sea Vampire F.20, featuring a
redesigned twin-boom tail, lower fuselage,
flaps and landing hook. The landing gear
can be assembled in flying or taxiing positions. The kit (No. CHC-5112, $25.95) is
available from Dragon Models USA.
pApER
1:350 HMs WestMinster F237 TypE
23 FRIgATE
TrumPeTer
This kit (No. 4546, $69.95) consists of more
than 400 parts, including photo-etched
details and one EH-101 helicopter. It is
available from Stevens International.
TOOLs
hunTIng CAsTLE
clever PaPer
1:32 VOughT F4u-1 CORsAIR
“BIRDCAgE”
Tamiya
This kit (No. 60324, $199) includes two sets
of rear fuselage parts; a two-piece engine
cowl that is removable even after completion; rubber tires featuring authentic tread
patterns; three marking options; two figures; a display stand; and a 12-page commemorative booklet.
hAnDy CRAFT sAw II
Tamiya
This saw (No. 74111, $13.50) can be used
for modifying plastic models or mini 4WD
machines, as well as woodcraft. The package includes a wide carbon steel blade (46
mm blade length, a slim carbon steel blade
(43 mm blade length), and a plastic grip
featuring the Tamiya logo.
gEnEsIs .XsI AIRBRush
spACECRAFT
1:144 spACE shuTTLE Discovery
wITh sOLID ROCkET BOOsTER
ProjecT cuTaway
This replica of the Space Shuttle Discovery
(No. 47403, $149.95) features a transparent
cross-sectional view of the interior. The
model is pre-painted and features snaptogether assembly. A circular display stand
is included. The kit is available from Dragon Models USA.
44
Grex
This new side-feed airbrush set ($208)
comes with three interchangeable sidemount reservoirs, an AD32 side siphon
adaptor, Quick-Fit needle caps, a nozzle
wrench and a plastic carrying case.
Part of Clever Paper’s Medieval Town
Series, this paper model (No. 08294,
$35.98) features heavy cardstock pieces
with snap-lock assembly. The gates and
doors open, and the walls swivel open to
reveal a detailed interior. The kit includes
cardboard castle owner, servant and soldier figures. It is available from Model Rectifier Corp.
Email Jenny at jmaaske@modelretailer.com.
Unless otherwise indicated, contact information for all companies mentioned can be
found in Model Retailer’s Hobby Industry
Directory at www.ModelRetailer.com.
What’s selling: models/die-Cast
after the holidays?
“We allow returns for cash for 14 days after
purchase if the game is returned opened
but in unplayed condition with a receipt.
Without a receipt or in played condition,
we allow returns within the same time
period, but for store credit only. Less than
1 percent of purchases are returned after
the holiday season.”
Scott Thorne
Castle Perilous Games
Carbondale, Ill.
“If the item is not open, I will give them a
full refund or exchange it for something
else. If the item has been opened and
played with, no refund. If the item is defective, I will give them a refund. The manufacturer will give me credit, but they will
not if the customer does not like it.“
Robert Rosati
Robbies Hobbies
Columbus, Ohio
WIN THIS PRIZE!
“For 40 years it has been the same:
No cash refund; merchandise credit only,” Paul Scopetski, The Spare
Time Shop, Marlboro, Mass., said.
Visit www.ModelRetailer.com to
read more of his response.
“It is my policy to encourage opening the
box before paying. In my experience, 99
percent of kits are well-inspected before
shipped. In other words, I do not have
much of a problem, and my policy is I will
ask for missing parts from the supplier, but
no returns.”
Rick Chin
Uncle Bill’s Hobby
Calgary
“I found that I very rarely have items
returned. When someone does return an
item, I offer store credit or a cash refund. I
haven’t noticed any increase in returns
after the holidays. I firmly believe that’s
because I offer gift certificates to people
purchasing hobby supplies for someone
else, eliminating the guesswork!”
Gary Emery
Hill Country Hobby
San Antonio
“Sealed kits may be returned for store
credit. Books, decals and opened kits may
not be returned. We have a wish-list registry arrangement where modelers may list
what they want as gifts. Buyers can see the
list and buy accordingly. For people who
are not certain as to what to buy, we offer
gift certificates. These two services we
offer have reduced the number of postholiday returns to virtually nil.”
Nat Richards
Military Hobbies
Orange, Calif.
“If it’s unopened, within 30 days with the
original receipt. No returns on items such
as glue, software, books, magazines and
paint. We’ve only had a handful of returns
during our last two holiday seasons.”
Tim Foster
HobbyTown USA
W RTH
MORO
E THAN
30
RETAIL0
!
$
You can win eight plastic model
kits from Bronco in our next
quarterly drawing. All you have
to do is participate in the What’s
Selling survey. Email Jenny Maaske at jmaaske@modelretailer.com
or call 262-796-8776 ext. 260 for
more information.
Congratulations
gerry satterwhite of
greenville Hobby Depot
in greenville, texas. He
received eight armor kits
from trumpeter. thanks
to all the retailers who
returned the survey.
45
Sponsored by:
WHAT’S SELLING: MODELS/DIE-CAST
Store
Vehicles
Aircraft
Ships/Die-Cast
Accessories
Hill Country Hobby
San Antonio
1:35 T-80U Main Battle Tank
Xact
1:32 B-17G Flying Fortress
HK Models
1:200 USS Hornet
Merit
Mr. Surfacer
Gunze Sangyo
Uncle Bill’s Hobby
Calgary
1:35 RG-31 Mk. 3
Kinetic
1:32 Corsair
Tamiya
1:700 Waterline ships
Tamiya
Thin glue
Tamiya
Robbies Hobbies
Columbus, Ohio
Tanks
Tamiya, Dragon
Rockets
Estes
Die-cast construction vehicles
Norscot
No trend
Edmonton
Various models
Dragon, Revell
Various models
Revell
Various models
Revell
Paint, glue
Testors
Napa, Calif.
1:24 Foose 1964 Chevy Impala
Revell
Airplanes
New-Ray Toys
1:48 U.S. Navy Swift Boat
Revell
Floquil paint
Testors
The Spare Time Shop
Marlboro, Mass.
1:25 53’ trailer with reefer option
Moebius Models
1:32 B-17G Flying Fortress
HK Models
1:350 USS Indianapolis
Academy
CA glue; tools
Bob Smith Industries; Tamiya
Ridgefield Hobby
Ridgefield, N.J.
Various models
Tamiya, Dragon
Various models
Revell
1:350 models
Trumpeter
Paint
Tamiya
Smoky Mountain Trader
Cleveland, Ga.
1:35 3’n1 King Tiger
Dragon
1:48 B-29 Superfortress
Revell
1:72 Caribbean Pirate Ship
Revell
Model Master paint
Testors
HobbyTown USA
La Vista, Neb.
1:25 1990 Mustang LX
Revell
1:72 P-51F Mustang
Airfix
Bullitt Mustang
GreenLight Collectibles
Finescale Modeler magazine
Kalmbach Publishing Co.
Turn 4 Hobbies
Muscle cars
Revell
WWII airplanes
Revell
No trend
Paint, glue
Tamiya, Testors
Brownie’s Pro & Sport Hobbies
Staten Island, N.Y.
1:25 1949 Mercury Club Coupe
AMT
1:48 F-14D Super Tomcat
Revell
1:426 USS Arizona
Revell
Diorama Texture Paint Powder
Tamiya
Military Hobbies
Orange, Calif.
1:20 Lotus 72; 1:35 Merkava Mk.3
Ebbro; Meng
1:72 Lancaster B. III Dambuster
Airfix
1:700 USS Hammann
Tamiya
Paint
Tamiya
G and G Model Shop
Houston
Armor
Tamiya, Dragon, Trumpeter
Airplanes
Tamiya, Revell
Titanic; 1:700 Waterline ships
Revell; Tamiya
Paint
Vallejo
Ventura Hobbies
Ventura, Calif.
1:32 Nike with launcher
Revell/Renwal
F-35
Kitty Hawk
1:350 HMS Dreadnought
Trumpeter
Paint
Testors
location
manufacturer
manufacturer
ROUND 2 LLC
manufacturer
manufacturer
Lists are based on retailer reports of hot-selling items in each
Survey•was
MODcategory.
• 11/01/2013
4Ctaken
• 1/3inHSeptember.
MAJOR
1:25 SCALE MODEL KITS FEATURED
MPC798 1975 DODGE DART SPORT
MPC800 OHIO GEORGE MALCO GASSER 1967 MUSTANG
AMT824 1936 FORD COUPE
Round 2 brings you three fantastic kits that have been restored to make them even more exciting and accurate than
the originals! These special reissues feature RETOOLED vintage parts not available in decades! MPC’s Malco Gasser
includes a newly created ‘67 hood and fenders! The Dodge Dart and 1936 Ford can be built in stock, custom or
racing versions! All kits include expanded decal sheets and irresistible original packaging. Your customers will
be able to create a model car like no one else’s!
Visit round2models.com for more information, updates and current releases!
MPC and AMT and design are registered trademarks of Round 2, LLC. Other names and trademarks used under license to Round 2, LLC or by permission. ©2013 Round 2, LLC, South Bend, IN 46628 USA. Product and packaging designed in the USA. Made in China. All rights reserved.
46
NEW LANDMARK
STRUCTURES
®
BUILT-&-READY
®
N Scale
Ethyl’s Gas & Service
BR4935
N Scale
N Scale
Windmill
BR4937
Old Windmill
BR4936
HO Scale
Ethyl’s Gas
& Service
BR5048
O Scale
Morrison Door
Factory BR5848
Includes &
Lighting s
Interior
O Scale
Davenport
Department
Store BR5847
O Scale
Ethyl’s Gas
& Service
BR5849
BUILDING KITS
N Scale
WOODLAND SCENICS
®
The World Leader in Model Scenery
woodlandscenics.com
Call your favorite distributor and order today.
J.W. Cobbler PF5210
HO Scale
Windmills PF5192
Ready-To-Explore
• Rugged Adventure
• Extreme Terrain
• Outdoor Fun
™
*
NEW!
NEW!
1/10 Scale Extreme Terrain 4X4
Telluride: A great town in the Rocky Mountains that symbolizes rugged adventure, extreme terrain, and outdoor fun. The Traxxas Telluride
4X4 captures that spirit in a new off-road adventure vehicle that is engineered to go to places in the farthest reaches of your imagination.
Pack it in your RV, load it in your Jeep,® take it on the trails. 4-wheel drive traction, specially tuned differentials, and long-arm suspension
give it sure-footed rock crawling prowess. Off the rocks, the XL-5 ESC and Titan 550 motor dish out high-speed driving excitement. It’s all
waterproof, so the fun keeps going through water crossings, mud, and even new mountain snow. The Telluride 4X4 is fully assembled,
painted, and Ready-to-Explore™ with included TQ 2.4GHz radio system, 7-cell 8.4V NiMH battery pack, and charger.
Waterproof Electronics
XL-5™ ESC & Titan® 12T
550 Motor
Check out the
action videos!
$299 .99
**
*With optional speed pinion gear (sold separately). ** Prices vary by dealer and are subject to change. © Copyright 2013 Traxxas. 67044-1P-130819
TQ™ 2.4GHz Radio System
7-Cell NiMH Battery Pack
and Free Charger

November 2013 Model Retailer

Transcription

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