Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. Up The Value Factor A t Pro-Arms, one showcase is reserved for used handguns. Because the new shop had not been open long enough to take in many trade-ins, it had some space to fill. Sales Tip: Include the used handgun’s accessories. This also helps with inventory control. Few secondhand guns come in with boxes and the storage of accessories can get awkward. Displaying the accessories with the gun solves this problem and saves inventory space, along with showing the potential buyer just how much value he’s getting with the pre-owned handgun. And, of course, it helps eliminate the empty space challenge. What about other shelf space that needs a “filled” look? Ammo works well in presenting the right message. At Pro-Arms, the bottom shelf under the used handguns is filled with self-defense ammo. Since the shelf is visible from above to prospective buyers, the foremost box is turned upward so its end-flap (with grain weight and other designations) is visible. Boxes of the same stuff are neatly arrayed in rows, with the last box pointed end-flap-up toward the salesman, to ensure he grabs the ammo the customer wants. This smart display technique works for the customer and Strayer. The bottom line is that whether your store is experiencing a sales slump or a sales splurge, the day may come when the shelves look empty. Being able to fill that space can help you get the truth across to the customers you serve: You are there to stay and will be there to get them what they need, now and later! 9 Be Able To Fill That Space This display helps “expand” the ammo offering until additional inventory arrives. ity. He planned on putting about 200 handguns in the showcase, but came up short of that. The solution? A handgun in its factory box fills significantly more space than a handgun displayed by itself. Because the single fastest-selling gun in Strayer’s smaller gun shop had been the Springfield Armory XD, one entire showcase was filled with those guns. No two were same. However, in the new showcases, there was a problem. One corner of the lower shelf was empty. The solution? One boxed XD, the BiTone version with silver-colored slide so the pistol would show up well against the dark gray background of the open box, was displayed to show Springfield’s XD Gear package of holster, double magazine pouch, second magazine and gun lock. The carrying case filled the space and illustrated that all this came with every other new XD pistol in the entire showcase! Great wordless “sale-supporting statement”? You bet. www.shootingindustry.com Circle No. 207 on Inquiry Card FEBRUARY 2009 17