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Shooting Industry October 2011 Digital Edition - Page 41

Sporting H unters who hunt with dogs spend a lot of money on their sporting canines. “Even though we’re in a recession, the dog industry has been very good, and we’ve continued to sell equipment,” said Pete Fischer of Dogtra, makers of e-collars and other dog-training products. “If you have a dog, you still have to feed it and train it. People aren’t going to get rid of their dog just because times are tough. A lot of gun dealers who don’t sell dog products don’t realize how big the industry is.” Those potential sales don’t always Carol By e e A n it a Boyle s Dog PROFITS Tip # 1 : Experts Share Six Tips FOr Selling Training Products Identify Your Customers come from sporting-dog owners, Fischer points out. “Dealers may get some crossover from the pet trade, depending on what their market is,” Fischer said. “Scheel’s Sports stores sell a lot of what I call ‘yuppie sports equipment,’ such as snowboards, skis and sporting equipment, as well as electronic collars and gun-dog equipment. In a store like that, you’ll get a lot of customers who are ‘pet people,’ although you might not have those customers in a store that’s strictly ‘hook and bullet.’” “Of 100 customers who come into your store, 10 to 15 will be interested in dogtraining equipment,” said Gary Williams, Tri-Tronics manager of marketing and sales. Based on what a customer buys, you can ask questions about what kind of dog he may have. “If he’s buying something for waterfowl or bird hunting, ask him if he’s training a retrieving dog,” Williams said. “Quickly qualify your customers as to what they may want.” Dogtra’s Super-X remote trainer features a 1-mile range, fully waterproof collar/receiver and transmitter, and is also available as a two-dog system. Visit www. OCTOBER 2011 41

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