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Shooting Industry July 2010 - Page 49

GUN CARE These Dos And Don’ts Will Increase Your Gun Cleaning Sales! By Carolee Anita Boyles PROFIT PROFIT WITH WITH G D un cleaning products are often overlooked, under promoted and undersold in gun stores. Yet, they offer good margins, and many of the items in this category are consumable, requiring customers to return to buy again and again — that is, if you stock and sell them properly. Here are some dos and don’ts to help improve your gun-cleaning product sales. “Dos” That Sell Gun Care Products o create “kits” appropriate for your marketplace. “Put together packages of products you’re comfortable with and that offer good margins,” said Thomas Buck, president of Clenzoil. “You should have a field-cleaning package, a sporting-clays package, a smooth-bore package, a rimfire package, a handgun package and a hunting package.” Buck says manufacturers’ pre-packaged kits often have lower margins and may not meet your customers’ needs. “Instead, take a group of items you use and already have in stock, put them together and sell them as a package deal for less than the customer would pay for them individually,” Buck advised. The margins on these products are good enough that you can offer a discount and still make a good profit. Photo by Joseph Novelozo Every participant at the 2009 Shooting Industry Masters was given this kit, a promotional donation from Bulldog Barrels. There is plenty of money to be made in selling cleaning products, such as Otis’ compact Tactical Cleaning System. It has tools to clean handguns, rifles and shotguns. JULY 2010 49 JULY 2010

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