To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. counter use that kit to show the customer how to clean the gun. When you do that, other customers in the store see the level of customer service you provide.” When you’re finished, ask your customer if he has any questions, and show him again what he doesn’t understand. Then, point out this is all he has to do to keep his new firearm in good working condition, and the products in the kit you put together are all he needs to do it. “Nine times out of 10, the customer will buy the kit,” Buck said. “If he doesn’t, you can use that kit over and over again; just point out it’s identical to the one on the shelf.” If you’re just too busy to take the time to create add-on sales by showing customers how to clean their guns, Buck says, it’s time to hire some help. “Put someone at the counter who can handle gun cleaning with customers,” he said. “This person needs to read every owner’s manual and know how to walk the customer through the maintenance process. Then, if the customer declines to have his new gun cleaned, you’ve still created the potential for a repeat sale, because when that customer runs out of whatever he’s using, he’s going to remember your offer and come back to get whatever you said you’re using. He may even buy the kit you put together at that time.” Also, a number of companies offer gun-cleaning tips on their Web sites. Outers offers how-to videos on its home page at www.outers-guncare.com. A series of videos on gun care and cleaning is on the Sentry Solutions Web site. Visit www.sentrysolutions.com and go to the video library. Detailed gun-cleaning steps are outlined on Prolix Lubricant’s Web site. Visit www.prolixlubricant.com and click on “Tech Tips.” Step-by-step instructions are on the Shooter’s Choice Web site. Visit www. shooters-choice.com and go to the cleaning instructions link. Gun-cleaning rules are available on the Otis Web site. Visit www.otistec.com and click on the “How-To” link. Battenfield Technologies’ Web site features videos on gun care. Visit www. battenfeldtechnologies.com/tipton, mouse over the “Downloads” link to get a dropdown menu, and click on “Videos.” 9 Go-To Cleaning Resources GUN CARE See Reader Service, page 103, for a listing of gun care manufacturers. 46 JULY 2009 Read SI DIGITAL www.shootingindustry.com