To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. Outdoor marketplace about how a knife is built and what the different parts are. We also offer a Web site training module at 3point5.com that allows a counterperson to learn more about our brand, our technology and our product. A better-educated counterperson will always sell more products,” Goddard said. With advertising, Goddard advises asking for the company’s co-op allowance: How much will the company reimburse you to help get customers in your store? Also, ask where the company does its own advertising — print, TV or radio. Their advertising benefits you by either driving customers to your store, or having customers come in who are already sold on the brand. Interested dealers may contact the Kai-USA-Sport Division, which also includes Kershaw Knives and Zero Tolerance Knives, at www.kershawknives.com or (503) 682-1966. Principles At Work ere’s an example of these principles at work. “A small store in the Portland (Ore.) area sells medium- to high-end guns and accessories. With a single eight-foot glass display case, they have averaged $55,000 in knife sales a year for the last three years, selling knives in the $150 to $300 price range. This seems to me like a good return for the space on high-margin knives!” Hutchens said. Lastly, Hutchens feels there’s a lot to be excited about in the world of high-quality knives, and an enthusiastic seller spreads that excitement. H “ ” A smile and enthusiasm will allow you to show customers something almost every time. “Customers browsing the store should be asked ‘Can I show you this new knife that just came in? It’s really cool!’ Who can refuse an offer like that? Again, a smile and enthusiasm will allow you to show them something almost every time,” he said. Lone Wolf Knives are 100-percent made in the USA. For informational videos and to become a dealer, visit www. lonewolfknives.com. 9 www.shootingindustry.com BAE-9233 SAF Optics Ad_GunMag(m)1 1 5/15/09 6:04:15 PM JULY 2009 21