To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. By Carolee Anita Boyles CLEANING PRODUCTS When Gun Gun Sales Sales Are Are Through Through When Don’t Overlook Overlook High-Margin High-Margin Don’t SI DIGITAL ON CAPITALIZE ON CAPITALIZE The Roof, Roof, The Sellers! Sellers! T here’s no question about it: Gun sales are up. Rumors of restrictions on both firearms and ammunition — whether they’re true or not — have long-term gun owners and first-time buyers flocking to gun shops. “I talk to retailers every day who are selling literally hundreds of guns a week,” said Thomas Buck, who was co-owner of Patriot Arms in Brandon, Fla., for 16 years, and now is one of the owners of Clenzoil. “Everybody wants certain kinds of guns because they think this administration will keep them from being sold.” The result? Gun buyers who are walking out of your store with a gun, ammunition and perhaps add-ons — but not guncare products. “Many retailers lose sight of the fact that margins on cleaning products generally are better than margins on almost anything else in the store,” Buck said. “That’s easy to forget when someone buys a high-end firearm and puts an expensive scope on it, plus buys the rings and bases. When that happens, don’t overlook lower-priced items — such as gun-care products — that have much greater margins.” VIDEO Outers’ Beginning Shooters Cleaning Kit includes everything for cleaning multiple calibers and gauges. The Pick & Brush Assorted Pack features three double-ended picks and a stiff nylon, double-ended brush. A full look at Outers’ gun-cleaning kits may be viewed in this story in Shooting Industry’s Digital Edition. Visit www.shootingindustry.com. Package Products For An Easy Sale W hether your customer is a new gun buyer or someone with years of experience, be careful you don’t come across like you’re picking out cleaning products as an afterthought. “At the end of the sale, don’t say, ‘Oh, by the way, you’re going to need something to clean it with,’ and start coming up with lots of little things that the consumer perceives as being unimportant,” Buck said. “Instead, sit down ahead of time and figure out ‘packages’ of cleaning components you can put together for customers.” For a shotgun, include a bottle of Clenzoil or another good lubricant, a Bore Snake, anti-seize grease for choke tubes, a cleaning cloth (with your store name and phone number silk screened onto the cloth), and, if it’s a break action, hingepin grease. Buck says to put all of those items together in a package. It doesn’t have to be in a box or a bag, but display everyJULY 2009 43 www.shootingindustry.com