Interview Helikon-Tex: Equipment for the tactical gentleman

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Among the stars in the European gear manufacturer sky is HELIKON-TEX. Good equipment at a good price – that's how the Poles have made a name for themselves and conquered a market all across Europe. We spoke with Grzegorz Mieszczak, CEO of Helikon-Tex, about the company's history, the standards of Helikon-Tex, and the expansion into the USA.

SPARTANAT: Helikon-Tex has its roots in Poland and is now an international equipment manufacturer. When and how did it all begin?

HELIKON-TEX: Our company was founded in 1983. At that time, we mainly imported camping equipment from Sweden – that included Swedish Mora knives, which we have successfully distributed for over 30 years.

Military equipment became an issue for us with the end of communism in 1989. Finally, the borders were open and there was a high demand for military surplus from the West. During communism, civilians were strictly forbidden from owning any military equipment. However, wearing Western military clothing became a fashion trend. We seized the opportunity and started importing surplus stock in large quantities. High-quality US GI M65 jackets were in high demand back then, and a small fortune could be made.The business - shown in the image above is the company headquarters, below is the warehouse - was great throughout the 1990s. However, as we entered the new millennium, the golden age of military surplus was coming to an end. The sources of equipment started to dry up, fewer sizes were available, some items were out of stock, etc. That prompted us to start our own production in order to offer our best-selling items in all sizes. This transformation took us from a dealer of surplus stock to a manufacturer and distributor of military equipment and outdoor clothing.SPARTANAT: We'd like to know, who buys from you? Airsoft players, the military, outdoor providers. And why do they buy from Helikon-Tex? 

HELIKON-TEX: Almost anyone who uses military equipment and outdoor clothing has bought from us and uses our products - from soldiers, police officers, PMCs and special forces to hikers, campers, adventurers, survivalists, preppers, shooters, and airsoft players. Our products even appear in movies ("HALO: Nightfall") and TV series ("House of Cards").

The reason our products are bought is quite simple; we provide users with the quality and performance they demand, the functionality they need, the colors and camouflage patterns they want. Of course, different people buy different products for different reasons - some may buy bags in camouflage simply because they like the look and not because they want to camouflage themselves. But regardless of their specific reasons for buying a product, people always want a fair price. In this field, we aim to offer quality equipment at an affordable price and keep up with the ever-growing demand.SPARTANAT: You offer a wide range of camouflage patterns, including PenCott, and we also notice a strong trend towards GreenZone in Poland. What is the reason for this?

HELIKON-TEX: We serve several different countries, most of which have their own national camouflage patterns. Military personnel usually require equipment in their own national camouflage patterns to be able to use them in the field.

Airsoft providers also like to put together country-specific loadouts, or to have all their equipment printed in their favorite camouflage pattern. This is why we need to offer a variety of different camouflage patterns. We always keep an eye on the latest developments in the market regarding textiles, colors, and camouflage patterns - which is why we were the first major manufacturer to work with PenCott as well as ATACS and Kryptek camouflage patterns.

"With PenCott, we didn't hesitate when we saw how well it works."

With PenCott, we didn't hesitate when we saw how well it works. GreenZone is very effective in forests, mixed terrain of grassland and forests, and even in open meadows and fields. It blends perfectly with northern, central, and western European vegetation. Based on our experience, it's one of the best patterns for these regions, almost year-round. It also works well in North and South America.

BadLands hasn't gained quite the popularity of GreenZone in Europe yet, but it goes well with late autumn, winter deciduous forests, and dry regions found in the US, for example. Products with the BadLands camouflage pattern are used by anti-poaching rangers in Africa. We've received positive feedback from South Africa about this.

And we are particularly pleased to be among the first to implement the new urban camouflage pattern from PenCott - called MetroPolis (image below) - in equipment and present it at the IWA 2017. SPARTANAT: Your product range is extensive, ranging from backpacks to uniforms. Which Helikon-Tex products sell the best?

HELIKON-TEX: Some of our bestsellers are classic and modern versions of field uniforms, while other perennial favorites are our UTP and OTP pants available in various materials and colors. Our "Trooper" softshell jackets - available in multiple camouflage patterns - are also top sellers.

What we have learned over time is that the best-selling products are those that are particularly original and functional. For this reason, we have our own design team, meaning we are moving away from simply reproducing military equipment and clothing. With our new themed approach in our product lines - from urban to outback to bushcraft - we are developing unique, specialized products tailored to specific users. Additionally, we have developed and introduced some copyrighted colors, including "Shadow Grey" and "Adaptive Green". Besides being great colors, this makes our products even more distinctive.

"We are confident that many of our newer products will also become bestsellers."

Furthermore, we are increasingly moving towards nylon products. However, clothing and headwear still form the backbone of our business. We are continuously expanding our offering through our own unique and practical designs. We are confident that many of our newer products, such as the Wolfhound Light Insulated Jacket and the Hybrid Tactical Pants (HTP), will also become bestsellers.SPARTANAT: Many companies come from the outdoor sector and subsequently sell to the military. Helikon-Tex is going the reverse way. Is the outdoor market a fruitful market for a military equipment manufacturer?

HELIKON-TEX: I am pretty sure it is. There are many outdoor enthusiasts who want rugged, practical equipment that doesn't cost a fortune, and many of them - nature photographers, bushcrafters, urban adventurers, survivalists - prefer muted, earthy tones over the loud colors and trendy cuts offered by other outdoor brands. This clientele prefers designs with a military reference, subdued colors, practical construction, and durable fabrication.

There are significant market overlaps in the scenes revolving around topics like EDC, PMC, police, shooters, and preppers. Our products meet their expectations for easy transportation of personal items and tools. They also meet their demands for robustness and weather resistance.

Therefore, we can unequivocally answer the question with "Yes." The outdoor market is definitely a fruitful market for manufacturers of military equipment and clothing, at least as long as the military look is not too overt. Some people describe our outdoor-oriented products as "military clothing for the outdoor gentleman/outdoor lady" or as "outdoor clothing for the military gentleman/military lady." This description fits our hybrid design approach quite well.

Lastly, our designs also meet aesthetic standards and ergonomic fit, which has received positive feedback from users in Europe and beyond.

SPARTANAT: When we talk about "Europe and beyond," we must mention that Helikon-Tex is now also present in the USA. How's it going there?

HELIKON-TEX: We have been participating in the SHOT Show for several years (we are now also a corporate member of the NSSF), and considering the size and activity of the American market, it was clear to us that we needed to expand our presence in the US market. Of course, this is easier said than done, but we have worked intensively to build all the necessary structures for this venture to succeed.

"Currently, we are working on building our structures and have further plans to shake up the US market."

We have adapted all sizes to American standards, reviewed our product range and future product ideas, and decided which of them we will offer in the USA in the future. We also have a local team in the USA taking care of the necessary infrastructure and marketing plans to ensure a smooth start for us.

The US market differs a bit from the European market - there are more shooters than airsoft players in the US, and the police sector is not only larger but also a significant market segment. To tap into this market, we are working on positioning and promoting our brand within the professional military and police sector, using influential personalities like Wes Doss and his "Lights, Sights and Lasers Tour" as well as relevant companies and institutions like the Tactical Tracking Operations School and Deliberate Dynamics International.

Currently, we are working on building our structures, ironing out the wrinkles, and launching targeted marketing and product placements. Our online shop has started, and after that, we have further plans to shake up the US market.

HELIKON-TEX on the Internet: www.helikon-tex.com