Energize! Pros share their high-tech sales techniques.Firearms This is an extensive list of small arms — pistol, machine gun, grenade launcher, anti-tank rifle — that includes variants. : Top - 0–9 A B C D E F G H I J K L M N O P Q R S T U V W X Y Z A
Having a knack for explaining the difference between a trigger-blocking safety and a hammer-blocking safety, for example, has more value to your core business than knowledge of circuitry and wireless signals. But having an aversion to anything that contains a microchip (1) Another term for a microminiaturized integrated circuit (a "chip"). (2) To insert an RFID tag beneath the skin of an animal. It is expected that some day, humans will be microchipped. and an XMIT XMIT Transmit (ter) button can cut you out of a potential pile of profits. Technology--particularly in electronic form--is rapidly increasing its presence in law enforcement, hunting and outdoor sports. A quick survey of price points and margins makes it clear those microchips and XMIT buttons can really bring in the bucks--if you know how to display and sell them. [ILLUSTRATION OMITTED] Shooting Industry consulted a couple of pros and got the message that you don't have to be an expert to cash in on high teeh. Starting small and keeping it simple are the keys. [ILLUSTRATION OMITTED] Simple Tech, Simple Sales SI first met Bob Perry of Shooting Sports Pro Shops in Saint Augustine Saint Augustine (sānt ô`gəstēn), city (1990 pop. 11,692), seat of St. Johns co., NE Fla.; inc. 1824. Located on a peninsula between the Matanzas and San Sebastian rivers, it is separated from the Atlantic Ocean by Anastasia Island; , Fla., while researching sales of laser sights. Perry was having difficulty selling internal guide rod laser sights by LaserMax, though he trusted and used them himself. He found that when it's in the pistol, it's not visible, and customers expressed negative feelings about a product they couldn't see working. [ILLUSTRATION OMITTED] Then LaserMax produced an X-ray photo of their product in a pistol, clearly showing its position and function. Perry obtained the digital image and had it made into posters and into a weatherproof banner for use at gun shows. The X-ray attracted buyers' attention and made it easy for Perry and his staff to explain. He identified four key features and benefits to highlight, and then four simple "talking points" to cover with potential buyers. Sales soared. [ILLUSTRATION OMITTED] Perry is now applying the same principles to two other tech products: SPOT Satellite Messenger and the SteriPEN UV (Ultra-Violet) water purifier. If you're going to successfully sell tech products, Perry says, you need a structured approach. "You have to grab the customer's attention, focus his interest without confusing him, and deliver an enthusiastic demonstration," Perry said. SPOT Satellite Messenger is a palmsized device that pinpoints your location like a GPS, then transmits it to multiple parties, and even downloads waypoints along your route to Google Maps Google Maps (for a time named Google Local) is a free web mapping service application and technology provided by Google that powers many map-based services including the Google Maps website, Google Ride Finder and embedded maps on third-party websites via the Google Maps . Additionally, SPOT allows users to send messages via satellite to tell friends or family their exact location and "I'm okay," "I need help," or "Alert 911." The customer purchases the unit, activates it online, and selects levels of services for a contracted period, similar to cellphone (CELLular telePHONE) The first ubiquitous wireless telephone. Originally analog, all new cellular systems are digital, which has enabled the cellphone to turn into a smartphone that has access to the Internet. service. Perry calls this product "invaluable" to hunters, hikers, boaters, campers or just people who travel a lot. "Being able to tell your family exactly where you are and that you're okay provides tremendous peace of mind," Perry said. Perry has a distinct sale strategy for SPOT. "First, I place the display where every incoming customer can see it. Second, although SPOT displays are eyecatching and colorful, I print out copies of the global coverage map and a sample tracking map with several waypoints flagged. For my own display, I high-light four selling points, like 'Easier to use than GPS!' 'Works where there's no cellphone service!' 'Pinpoint your position anywhere, anytime!' and 'Send 'I'm right here and I'm okay' messages to friends and family!'" Perry also has four talking points he goes over with customers. "First, go over the four function buttons--on/off, check okay, non-emergency help needed, and emergency 911. Second, battery replacement and conserving power; third, how to activate SPOT online, and fourth, the levels of services you can purchase," Perry said. Perry says the SPOT user's manual is simply written and is an excellent reference. Visit www.findmespot.com for more information. A Sure Sale Perry employs the same strategy for selling SteriPEN, a compact, lightweight water purifier that uses ultraviolet radiation. He places a SteriPEN on the counter with a Nalgene water bottle. "Right away," Perry said, "the SteriPEN and the half-full Nalgene bottle stimulate curiosity. Customers wonder what it's about." Perry calls the SteriPEN "a huge breakthrough in water purification  It has been suggested that , , and be merged into this article or section. ." He finds that it appeals to the same broad consumer
base SPOT does, plus it appeals to people who store water for
emergencies.
It's important to place tech items like this where they'll get immediate attention, according to according to prep. 1. As stated or indicated by; on the authority of: according to historians. 2. In keeping with: according to instructions. 3. Perry. [ILLUSTRATION OMITTED] "Customers can have the demo in their hands while reading the packaging. SteriPEN not only has eye-catching packaging, but they've already highlighted four marketing points right on the front--'Fast, Light, Easy and Effective'--with a short statement explaining each one. Then, the back of the package covers literally everything you and the customer need to know about the product," Perry said. All that's left for Perry to do is a demonstration. Press one button, and 48 seconds later, you have 16 ounces of purified water Purified water can come from any source, including spring water, well water, seawater, or municipal water. This source water is then processed by reverse osmosis or deionization to produce a water that is indistinguishable from distilled water from any other source. . Perry calls it "easy"--and a sure sale! Perry says the best thing about tech items is, they don't compete with other products you stock. "If someone comes in to buy a firearm or ammunition, they won't buy a tech product instead; they'll just add something like SPOT or SteriPEN to their purchase," Perry said. Visit www.steripen.com for more information. No Tech Too Complex To Sell! While SPOT and SteriPEN are excellent examples of high-tech products that are simple and low cost, night-vision devices (NVDs) can be extraordinarily complicated and have prices ranging up to several thousand dollars. Despite this, many skilled users of NVDs understand very little of the electronics and physics involved. According to Steve Roe, owner of Optics Plus in Fort Dodge, Iowa Fort Dodge is a city and county seat of Webster County, Iowa, United States, situated on the Des Moines River. The population was 25,136 at the 2000 census. Fort Dodge is a major commercial center for North Central and Northwest Iowa. It is located on U.S. Routes 20 and 169. , therein lies a message for dealers: You don't have to know all the science and theory to sell them successfully. Roe is also one of the biggest distributors of ATN--American Technologies Network--night-vision devices. He says you don't have to carry a lot of expensive stock. "Most of the smaller retail dealers I supply keep only a few selected models on display. I help them identify the right product to meet the customer's needs, and often drop-ship direct to the buyer. The dealer makes his profit, and time and money is saved all around. It's that simple," Roe said. Dealers can easily get lost in the details of NVDs, Roe said, but some aspects can be simplified. [ILLUSTRATION OMITTED] "For example, the differences between generations (Gen-1 through Gen-4) can seem very complex," Roe said. "Just think of them in terms of range--how far you can see effectively in the dark. Gen-1 gear usually goes out to 50 yards, and so on, with Gen-4 giving you the greatest clarity at the longest distance." A basic education can be gained online. Visit Roe's Web site at www.opticsplus. net and click on "Learn More About Night Vision." ATN's Web site at www.atncorp. com is also a good resource for terminology and other valuable information. Roe also points out that you may already have a night-vision enthusiast or two on staff, and these people can be easily developed as your go-to resources. [ILLUSTRATION OMITTED] "Another advantage you have is that many night-vision customers already know exactly what they want," Roe said. "You only have to let your customers know you deal in night-vision gear, perhaps help them with final selection, and take their orders." For customers who don't know what they want, Roe advises engaging in a fact-finding mission. [ILLUSTRATION OMITTED] "Ask what their primary use and occasional demands will be--like watching deer in their backyard at night. Or do they want to be able to count points on a buck's rack at 200 yards? Shoot predators or varmints at 300? Ride an ATV (1) (Advanced TV) An early name for the digital TV standard proposed by the Advisory Committee on Advanced Television Service (ACATS). See ACATS. See also ATV Forum. (2) (Analog TV) Refers to the NTSC, PAL and SECAM analog TV standads. on rough trails in darkness Adv. 1. in darkness - without light; "the river was sliding darkly under the mist" darkly ? Home defense? Their answers will not only tell you what generation (range) they need, but what type of device--goggles, monoculars or binoculars, scopes or multipurpose systems," Roe said. [ILLUSTRATION OMITTED] Roe recommends stocking ATN's Viper NV goggles goggles, n the protective eyewear worn by dental personnel and patients during dental procedures. goggles see periocular leukotrichia. , with a $299 MSRP MSRP Manufacturer's Suggested Retail Price MSRP Message Session Relay Protocol MSRP Multi-Species Recovery Plan (US Fish & Wildlife Service) MSRP Member of the Society for Radiological Protection (UK) ; the Aries 390 Paladin Paladin archetypal gunman who leaves a calling card. [TV: Have Gun, Will Travel in Terrace, I, 341] See : Wild West 4-power riflescope ri·fle·scope n. A telescopic sight for a rifle. and 450mw infrared illuminator illuminator (light box), n a source of light with uniform intensity for viewing radiographs. illuminator the source of light for viewing an object. at $799 MSRP; and the Gen-3 Mars4x-3, a powerful 4X scope listing For $3,695. "Remember," Roe said, "typical margins on night-vision products are 20 to 25 percent and the market is booming!" Roe advises dealers to get a basic education on night vision, appoint a go-to expert on your staff; choose a distributor or maker whom you can contact directly for expertise and advice; and to stock selectively without breaking your budget. [ILLUSTRATION OMITTED] The same principles Perry and Roe talked about can be applied to sales of a multitude of high-tech items, from wireless-controlled trail cameras to frequency-hopping two-way radios. Selling "tech" doesn't have to be tough! HIGH-TECH MARKET ADCO Sales 241 AimSHOT 242 Aimpoint 243 American Technologies Network 244 AOSafety 245 Beamshot 246 Brunton 247 BSA Optics 248 Burris Co 249 Bushnell Performance Optics 250 CamTrakker 251 Carl Zeiss 252 Carson Optical 253 C-More Systems 254 Crimson Trace Inc 255 DeerCam 256 Eagle Electronics 257 Flash Target 258 Garmin International 259 Gilmore Sports Concepts 260 GSM 261 Horus Vision 262 Howard Leight by Sperian 263 Hunter's Specialties 264 Insight Technology 265 ITT Corp 266 Kenwood Corp 267 Laser Devices Inc 268 LaserLyte 269 LaserMax Inc 270 Leica 271 Leupold & Stevens 272 Lowrance Electronics 273 Magellan 274 Meprolight Inc 275 Michaels 276 Midland Radio 277 Millett 278 Motorola 279 Night Owl Optics 280 Nikon 281 North Safety Products 282 Pelican 283 Pro-Ears 284 Silencio 285 Silver Creek Industries 286 Smith Abrasives 287 Sonic Technology Products 288 SPOT Inc. 289 Stealth Cam 290 Streamlight 291 SteriPen 292 SureFire 293 Swarovski 294 Taser International 295 Trail Sense Engineering 296 Trijicon 297 TriSquare 298 Walker's Game Ear 299 |
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