Selling high tech: knowledge and hands - on demonstrations are keys to sales in this rapidly growing market!

Shooting Industry, Oct, 2003 by Douglas Dave

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Selling high-tech products can be a valuable addition to your business. They offer increased sales and increased margins. High-tech products will help you be more competitive, offer better service to your customer, and relieve some of the price pressures from mail order and Internet competition.

It's a market that will continue to grow--along with your customer base.

HIGH-TECH MARKET

ADCO Sales                 231
Aimpoint                   232
AimShot                    233
Aipec Team                 234
American Allsafe           235
AOSafety                   236
Bangzoom                   237
Beamhit                    238
Beamshot                   239
Bonner Technologies        240
Brunton                    241
BSA                        242
Burris Co.                 243
Bushnell Sports Optics     244
Carson Optical             245
C-More Systems             246
Crimson Trace Corp.        247
E.A.R. Inc.                248
Eagle Electronics          249
Garmin International       250
Gilmore Sports Concepts    251
Highlander                 252
Howard Leight              253
Infrared Imaging Inc.      254
ITT Industries             255
Kenwood                    256
Laser Bore Sight           257
Laser Devices Inc.         258
LaserLyte                  259
LaserMax Inc.              260
Leica                      261
Leupold & Stevens          262
Magellan                   263
Maxon America              264
Meprolight Inc.            265
Michaels of Oregon         266
Micro-Lite                 267
Midland Consumer Radio     268
Millett                    269
Moonlight Products         270
Motorola                   271
Night Owl Optics           272
Nikon                      273
North Safety Products      274
Pelican                    275
Pro-Ears (RidgeLine Inc.)  276
QuickFire                  277
Schrade                    278
Silencio                   279
Silver Creek Industries    280
Site Lite                  281
Smith Abrasives            282
Sonic Technology           283
Stoney Point Products      284
SureFire                   285
Swarovski                  286
Taser International        287
Trijicon                   288
U.S. Night Vision Co.      289
Unwired Technology         290
Walker's Game Ear          291
Zeiss                      292

RELATED ARTICLE: SELLING HIGH-TECH

1. Stock the product. It's hard to sell something from just pictures in a catalog.

2. Know the product. Build your expertise.

3. Explain to customers the benefits of high-tech devices.

4. Get the product into the customer's hands.

5. Let the customer do the demonstration. Just explain which buttons to push and dials to turn.

6. Use vendor-supplied point-of-purchase displays.

7. Use videos or DVDs as countertop salesmen.

8. Plan your advertising and stock products when manufacturers are running large-scale advertising in your area or national campaigns.

9. Use co-op advertising.

10. Be prepared for the newest high-tech products, which will arrive any day.