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![]() March 2015
Selling more...outdoor sleeping accessoriesDavid Evans was nominated as a top salesman by Simon Larsen, from Ram Mountaineering in Cape Town. “Drifter’s is one of the premier technical outdoor retailers in South Africa, if not the best. They have been around for a long time and have an amazing range of top quality outdoor gear,” he says. What makes Evans so successful at selling gear is the fact that he has access to the best brands and products within the outdoor industry and he continuously engages with his customers to get feedback about what works and what doesn’t, which allows him to offer customers the best advice and equipment for any adventure. “Dave draws on his extensive personal outdoor experience which includes alpinism, rock climbing, mountain biking and travel to the remote corners of the globe,” explains Larsen. Evans’ expert advice, great service and quality products are testament to the business’ success and the reason so many outdoor enthusiasts choose Drifters Adventure Centre in Johannesburg as their number one outdoor retailer. Selling is not a difficult art, says David Evans from Drifters Adventure Centre in Johannesburg. Communication and understanding his clients’ needs are the key elements that make him a successful salesperson. Having the necessary product knowledge, is key for him and is the most important characteristic for any salesperson, he says. Friendliness, openness and smiling at customers are also a salesman’s ticket to a successful sale, he adds. Being an outdoor enthusiast himself, Evans finds that having first-hand experience with different products have contributed to his product knowledge and success as a salesman. Although it is not always possible to test every product, having an understanding of the product is vital, he says. Retailers can build up their own product knowledge by reading about the equipment they sell, or using it themselves like he does, says Evans. Training by suppliers is also a useful tool that one can make use of, he recommends. Most clients are unsure of what they are looking for and he therefore interacts with his customers. They would particularly need help if the product is a specialised piece, he points out. A product also needs very special packaging in order for it to sell itself, says Evans. If products are well displayed, he finds it is far easier to explain and direct people to the correct product. It also gives customers the opportunity to see the products. More about Dave EvansDavid Evans has been working at Drifters Adventure Centre in Sandton, Johannesburg, for 10 years. The store, which has been running for 32 years, is a popular destination for outdoor enthusiasts as it offers a wide variety of products and expert knowledge. Evans, with his background in restaurants and events such as banqueting, is used to dealing with customers and looking after their needs. He, however, “needed a change after my business [restaurant] closed,” he explains. Although he was new to the sport and outdoor industry when he started at Drifters Adventure Centre, Evans’ passion for climbing, hiking and camping has aided him in his position as a salesman of outdoor products. Tips for selling sleeping accessoriesThere are plenty of situations in which your customer will be sleeping in the outdoors, says David Evans from Drifters Adventure Centre. This will vary from the relative comfort of a caravan, to a family tented holiday to a rugged hiking trip where you have to carry what you use. He points out that there are a variety of sleeping accessories that can be used in these scenarios. When customers approach you about purchasing outdoor sleeping accessories, it is best to ask them what their primary reason for purchasing the product is, advises Evans. Thereafter you will be in a better position to supply what the customer needs. Sleeping padsSleeping pads, which are available in different forms — for example, inflatable and foam — are very useful sleeping accessories, whether you sleep on a cot or the floor.
Sleeping bag liners“Always recommend a liner, particularly for down sleeping bags,” says Evans.
Not all liners are the same, however. The material of the liner makes a difference to its properties and first determining its purpose may help you to identify the best suited product.
Sleeping cotsSome sleeping cots (also referred to as or stretchers) are better for long-term camping purposes as they may have parts that need assembling and take time to set up.
Inflatable mattressIf the customer is in need of something that takes up a bit less storage space, he may want to opt for an inflatable mattress, which requires less packing space.
Hiking mattressesWhen backpacking or travelling light, a mattress that can fold up small would be the better option as it is light and does not take up much space. For hiking and lightweight camping he would suggest customers purchase a self-inflating mat. These mats are lightweight and easy to pack away without occupying too much space. *Read our copyright notice before making use of this article Tweet |