Principles at work.

Author:Morrison, John
Position:Outdoor marketplace

Here's an example of these principles at work.

"A small store in the Portland (Ore.) area sells medium- to high-end guns and accessories. With a single eight-foot glass display case, they have averaged $55,000 in knife sales a year for the last three years; selling knives in the $150 to $300 price range. This seems to me like a good return for the space on high-margin knives!" Hutchens said.

Lastly, Hutchens feels there's a lot to be excited about in the world of high-quality knives, and an enthusiastic seller spreads that excitement.

"Customers browsing the store should be...

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