From the Grant Cunningham web site cir 2006:

CZ, if you're reading this, here's some free advice:

1) Concentrate on building up to a standard, not down to a price. Saying you make high quality products, but not actually delivering high quality, doesn't count. If you need proof that this works, look at the company who took you main market from you: Freedom Arms. (If you need still more examples, Google "Tom Peters". Heck, Google him anyway – you need all the help you can get.)

2) What sells best? Historically, it's been mid-size guns in .357 Magnum. Start there; make 'em better than anything else on the market. Hunting guns in common calibers should be next (the .445 SuperMag, as neat as it is, isn't a common caliber.) You need a concealed carry piece; the market is crying for a good, small 6-shot .357 to fill the shoes of the late and much missed Colt Magnum Carry.

3) "Quality" means some attention needs to be given to the double action lockwork. They aren't smooth or consistent enough, they stack horribly, and their trigger return is sluggish. Spend some engineering money and fix those traits, and don't for a minute think that you can slide by with what you've got now.

4) Forget locks and MIM parts; make them the way the market wants them to be made, not the way some politician deems they should. (There's a big backlash against the built-in locks of your competitors; ignore this at your peril.)

5) You need a presence in competition; be visible in IHMSA, ICORE, USPSA, Steel Challenge, and IDPA. Revolver divisions are attracting more and more shooters; fInd people to sponsor, at all levels of ability. (Quantity counts in this game.)

6) You need actual marketing: proper advertising, editorial content, and a strong web presence. (Your current website doesn't cut it; if you plan to keep the Dan Wesson name, you need to establish a separate domain for it. You'll notice that the Mercedes website is separate from the Chrysler website for a reason.)

7) You'd better come up with an innovative dealer program. No matter how much you advertise, if it isn't on the dealer's shelves – and the dealers don't actively support you – you've lost a sale. (Hint: kiss up to the retail salespeople, not the boss. The guy sitting at the desk in the back room isn't who's selling the things.)

8) Don't ignore the growing women's market, but understand that pink grips and shiny finishes aren't what they want. They are sharp, savvy consumers who have different buying patterns and criteria than men. You need to learn what those are and supply products and services to match. (You have one huge advantage that no one else has, and it has never been exploited by any of the previous ownership. If you can't figure it out on your own, give me a call.)

9) Finally: if you're not going to do it right, don't do it at all – sell the revolver division to someone who will. Dan Wesson and Karl Lewis deserve it, and the legions of Dan Wesson enthusiasts deserve it. Don't let us down.

http://grantcunningham.com/blog_files/dan-wesson-problems.html

Best Regards,

Ron

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