Commemorative, Decorative, & Historical Weaponry From War to Wizardry By Mark Hawver — ANSOM, Decemeber 15, 2004 These are halcyon days for manufacturers of fantasy and collectible knives, swords, maces, battle axes and other weapons of lore. The fantasy market in particular has legs, being that long-term interest in The Lord of The Rings and other Dungeons & Dragons derivatives is constant, while concurrently being joined by newer fl ights of fancy such as Blade. On the historical side, films such as Alexander should incite desire for weaponry of the ancient era. Films such as the Kill Bill series and The Last Samurai have also helped sustain momentum, and the forthcoming sequel to Pirates of the Caribbean will also keep interest in collectible weaponry at a peak interest level. The retailer and consumer now have their pick of degrees of authenticity, quality and price points. There are more players now in the market offering different styles, some providing their own spin on popular themes. Other manufacturers cover all the bases by producing alternative lines at lower cost to their own highend line, giving the entry-level or casual fantasist a point of access into the category with room for growth. Who are the target buyers for fantasy cutlery? Younger men, according to Jessica Hall of United Cutlery Brands, “Most of our fantasy customers are between 17-45, mostly males, with a comfortable level of disposable income,” she said. Some of United Cutlery’s licensed brands and connections with fantasy films have paid off in expanded interest across their other product lines. “Our KitRae line attracts a slightly younger group than our Gil Hibben lines. Lord of the Rings, however, is such globally recognized property that it has really opened up the doors for young adults to collect quality swords at an affordable price,” Hall stated. Taking further advantage of the demographics for fantasy and collectible cutlery, United Cutlery has created its Tomahawk Brand product line to appeal more to entry level customers. “We consider Tomahawk our affordable line for people who want to get started in collecting quality collectible swords and pieces at an inexpensive price point,” Hall said. In addition to army/navy stores, United Cutlery’s and Tomahawk’s fantasy brands sell mainly through knife retailers, comic and hobby shops, and a growing number of Internet based retailers. For C.A.S. Iberia of Sale Creek, Tennessee, their extensive line of swords, knives, and other weaponry has found favor with a wide variety of markets and buyers. Patrick Shipley of C.A.S. Iberia notes that in addition to a strong re-enactor, collector, theatrical and television/movie supply business, the martial arts community has taken very well to the company’s offerings in Asian swords. “They found us, rather than us going to them,” Shipley said about the surging interest in their products from martial arts practitioners. “We think that the loyalty that the martial arts people have shown us is a good indicator that we have an excellent product line for them, since they are very particular about the quality and authenticity of their weapons,” he stated. Where in the world Collectors often consider the country of origin of a particular type of sword or knife as a general measuring stick of the quality of the product. Collectible weaponry are manufactured all over the world, particularly in western Europe and in many Asian countries. Formerly, a European genesis was a guarantee of top quality, and while manufacturing prowess in countries like Spain have not fallen, Asian manufacturers have gone to great lengths to close the gap. Shipley noted that although Spanish cutlery is still highly prized, the strength of the Euro in comparison to the U.S. dollar has raised prices on these items for U.S. collectors. He also observed that most of the goods coming from China and the Phillipines are much more price competitive, and most importantly, up to snuff on quality. “Especially for our martial arts customers, an Asian-made sword is a point of pride, and the quality of our Asian-made product has been very competitive with European brands,” he said. Hall noted that as far as United Cutlery and Tomahawk were concerned, that they maintain their own stringent quality standards and do business with the factories that are able to meet them. “It is not so much the country of origin, but the relationship we have with the actual factory. There are good and bad makers in any country,” she observed. In addition to Spain, China and the Phillipines, sword makers are prevalent in Pakistan, Japan and other Asian countries. Accessories and display Collectible weaponry, even at entry-level, is still mostly an expensive proposition. Given that a collector is willing to make an investment in a sword, pistol, knife or similar item, the retailer has both an opportunity and a responsibility to accessorize the sale, and to display the item in the store in an impressive manner. “Display plaques and stands help enhance the value and appeal of the collectible weapon, and related items such as statues and helmets helps the collector diversify the collection,” according to Hall. She also recommends Metal Glo polishing paste for cutlery products. Both Shipley and Hall suggest that retailers take advantage of point-of-purchase displays, posters, static- cling decals, catalogs and signage offered by suppliers.