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. Ranges Rule When Selling Lights, Lasers amily Indoor Shooting Range in Indianapolis, Ind., is a full-spectrum gun shop as well as a booming recreational shooting and training facility. Mike Hilton says having a range is a great aid to accessory sales. “When conducting basic or advanced handgun training, students get to see and use lots of the products we carry, and that really boosts sales,” Hilton said. “For example, we’ve carried LaserMax laser sights for years. We keep several lasers on range guns and use them when teaching trigger control. Not only can students clearly see the effects F The Holsters Plus Sure-Lock 3-10 is a hot seller at Center Target Sports. An innovative retention feature makes it both fast and secure. of jerking the trigger, they’re immediately impressed with the value of a laser in rapid target acquisition.” Of course, Hilton offers the sights and other accessories in the retail section of his operation. “In displays in the shop, we’ll place a LaserMax box next to a Glock,” Hilton said. “We also have a monitor showing a video of LaserMax lasers in use, and keep laser-equipped blue guns on the counter. They’re a visually oriented product, so you have to keep them visible.” Ed Santos, owner of Center Target Sports, in Post Falls, Idaho, also capitalizes on his range and extensive training programs to expose shooters to available accessories. “Our students frequently purchase the same holsters, lights and other accessories we use in training,” Santos said. “The real practical value of these products is demonstrated by our instructors and then underscored by personal use on the range.” Santos named First Light’s Liberator and Tomahawk tactical lights as top sellers, as well as SureFire’s L-7 and E-Gear PDL-2. Fast movers in holsters at Center Target Sports include the Holsters Plus Sure-Lock 3-10 retention holster and the cost-effective Master line from JBP Holsters. “Your staff should be skilled and smooth at using and explaining the features of these accessories and guiding buyers in trying them out. That,” Santos emphasized, “is your fast track to sales.” “The value of blue guns simply can’t be overstated,” said Lane Tobiassen, director of marketing for Crimson Trace. “Our LaserGrips are far more easily demonstrated than explained. The basics — use of the master on/off and activation switches, windage and elevation adjustment and battery replacement — can be quickly followed by a demonstration of using the laser to shoot from awkward or concealed positions, and speed of target acquisition. When the user feels the intuitive activation — and sees how much it adds in speed and accuracy — the product sells itself.” Tobiassen pointed out that blue guns No Range? Try Blue Guns! DARK, SLEEK, AND CURVY SEEKS LIFE LONG RELATIONSHIP I ENJOY LONG DAYS AT THE RANGE I’M TRUSTWORTHY, I’M RELIABLE, AND I’LL BE FAITHFUL TO THE END. AND I LOVE TO BE HELD. THE AR-24. FALL IN LOVE. www.shootingindustry.com Circle No. 202 on Inquiry Card JUNE 2008 31