SGB OCTOBER 2012 (SGB)

VOLUME 45 / ISSUE 7 OctObEr 2012

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Volume 45 / Issue 7October 2012

For BACK ISSUES, call 704.987.3450 For EDITORIAL INQUIRIES, email [email protected]

Senior Business EditorThomas J. [email protected]

Contributing EditorsAaron H. BibleFernando J. DelgadoCharlie LunanMatt Powell

Creative DirectorTeresa [email protected] (x105)

Graphic DesignersCamila [email protected] (x103)

Sebastian [email protected] (x113)

VP Business Development / EastBarry Gauthier [email protected]

VP Business Development / WestBarry [email protected]

VP Marketing / Product DevelopmentGregg [email protected]

Chief Information OfficerMark [email protected] (x224)

Special Projects ManagerDao [email protected] (x109)

Advertising Sales Account Manager / NortheastBuz [email protected]

Advertising Sales Account Managers / MidwestBarry [email protected] Jim [email protected]

Advertising Sales Account Manager / SoutheastKatie O'[email protected]

Circulation & [email protected] (x106)

Group PublisherEditor In ChiefJames Hartford

[email protected]

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Advertising Sales Account Manager / NortheastBuz [email protected]

Advertising Sales Account Managers / MidwestBarry [email protected] Jim [email protected]

Advertising Sales Account Manager / SoutheastKatie O'[email protected]

Circulation & [email protected] (x106)

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OCTOBER 2012

Features

34

SGB STOCKING STUFFERSFor Retail Profitability and

Customer Satisfaction - It's Time to Stock the Shelves for the

2012 Holiday Season!

OUTDOOR BUSINESS

16WHAT HAS OUTERWEAR DONE

FOR YOU LATELY?The Definitive Guide to Fall

Outerwear and What's Working at Retail

22 OUTERWEAR SALES

Driving Technologies Of Note

26 THE FAbRic AND FibER pRimER

A Reference Guide to 2012 Apparel Technology And Trends

to Watch

TEAM BUSINESS

44HOLiDAY STOcKiNG STUFFERS

Licensed Products and Team Accessories Offer Brisk Holiday

Business for Retailers and Dealers this Fall

THE FILA MEMORY DELUXE 2 HAS A SPECIALLY CONSTRUCTED MEMORY FOAM FOOTBED, MOLDING TO YOUR FOOT WITH EACH STEP. THAT MEANS INCREASED COMFORT, EXPERT CUSHIONING AND A GREAT FIRST FEEL. >>>>>>>>>>>>>>>> FILA.COM

6 OCTOBER 2012

8 GiviNG bAcK Sport Chalet Reaches Community Through Outreach, Charity and Environmental Efforts

10 RESEARcH Sport Footwear Posts Strong Back-to-School Sales Period

12 SGb QUESTiON How Was The Back-to-School Season For your Business?

46 cALENDAR

47 mARKETpLAcE

48 i Am…SGb Topher Gaylord, President Mountain Hardware & Montrail

DEPARTMENTS"…(SpORT cHALET) SENT OvER 50 TRAiLER TRUcKS OF SHOES TO THE SOLES 4 SOULS DiSTRibUTiON cENTER. iT WAS THE LARGEST cOLLEcTiON OF SHOES THAT SOLES 4 SOULS HAD EvER SEEN." David Hacker, Director of Marketing, Sport Chalet

8

48

12

EVERY JOURNEY BEGINS WITH A GREAT JOB. HAVE YOU LANDED YOURS?

OBJ .COM

8 OCTOBER 2012

"We participate in dozens of events and charities on a local level,” said Sport Chalet director of marketing David Hacker. “Basically each store is allowed to reach out to individual organizations within their commu-nity.” Sport Chalet supports charities including the Special Olympics, Chal-lenged Athletes Foundation, and Soles 4 Souls, to name a few. The company’s community program is designed to give back to local communities and help fund non-profit programs in schools ranging from elementary through college. Sport Chalet’s Team Sales Department also supports youth in the community through charitable ventures, league nights, field prepara-tions and coaching clinics.

The company’s regional fleet of stores is also renowned for their

Through Outreach, Charity, and Environmental Efforts, Sport Chalet

Reaches the Community

While the Southern California-based retail chain Sport Chalet may be best known for its outstanding internet shopping experience, robust in-store selection and expert service at its 54 locations, many also know the publicly traded company for its local, national and international outreach.

By Aaron H. Bible

1.3 million pairs of shoes were collected

by customers of Sport Chalet for Haiti

collective environmental record. The company believes in a responsibility to save energy, reuse materials and sustain the environment by reducing its dependency on non-renewable resources. “We endeavor to reduce negative impacts on the environment, health and comfort of our customers and employees, while improving overall facility performance,” Hacker said. “We protect the environment by recycling reusable materials, which greatly reduces the amount of material that would ordinarily end up in the landfill. Sport Chalet annually recycles an average of about 2000 tons of reusable materials such as cardboard/white paper, wood pallets, and defective products composed of plastics and metal.” According to the company’s website, its distribution

SPORTSONESOURCE.COM 9

and Long Beach in support of these ports' air pollution control plans.

Sport Chalet is also well known for its support for the Challenged Ath-letes Foundation (CAF), which has raised thousands of dollars to help physically challenged athletes lead an active lifestyle over the last 18 years. “They initially approached us look-ing for the standard sponsorship…basically writing a check. But in talk-ing with them and hearing how much they were doing, I wondered why I had never heard of them before, and perhaps they would be interested more in what I could do for them from an exposure standpoint than a check-writing standpoint,” said Hacker.

“And that’s how our partnership was formed. We promote CAF to our loyalty-program members online and in-store, both promoting their events and telling their stories. We even used two of their athletes in our winter online look book. We had an entire page dedicated to CAF in one of our holiday gear guides last year, which was inserted in millions of Sunday newspapers in December,” he continued. “We don’t actually sell the product on the page, but we wanted to show our customers just how expensive this stuff can be. Writing a check is easy…any company can do that and feel good that they’re helping out, but sometimes if you step back, you can find a way to be of more value to an organization.”

Another incredible initiative the company accomplished was the collection of shoes for Soles for Souls (S4S). “We had had a shoe collection for Soles4Souls. We collected 10,000 pairs - nothing too big - then the tragedy in Haiti happened,” Hacker

center recycles approximately 72 tons of cardboard, 4 tons of plastic and 16 truckloads of broken pallets each month.

Each store features a “Sustainable Store Design.” They use HVAC systems that use no CFC refrigerants, found to be a major cause of the depletion of the earth’s strato-spheric ozone layer and contribute to the greenhouse ef-fect (global warming).

Regarding energy conservation, the company partici-pates in numerous utility-sponsored programs to reduce consumption of non-renewable resources. “Sport Chalet’s energy conservation programs have reduced consump-tion of non-renewable energy sources on an annual basis by over 30 percent,” Hacker explained. All Sport Chalet distribution center lights are on carefully planned auto-matic timers. “This equates to reductions in electricity by 7,075,000 kilowatts, natural gas by 104,000 therms, diesel fuel by 250,000 gallons. One example of how we accom-plished this was by installing EMS (Energy Management Systems) in more than half of our stores and our distri-bution center to reduce light levels during daylight hours in facilities with skylights and improve overall HVAC effi-ciencies.” The company instituted a mandatory "lights off " directive in its stores, distribution center, and corporate offices: if no one is using a room, the lights are turned off.

Employees are encouraged to carpool to work and car-pooling is mandatory for offsite meetings. Bike racks at the front of all stores encourage employees and custom-ers to bike to work and to shop. Delivery schedules are ar-ranged to ship multiple store orders on one truck, deliv-ered at night during off-peak traffic hours to avoid adding to congestion. Sport Chalet annual reports are printed on recycled paper. And the company encourages all vendor partners to ship goods through the Ports of Los Angeles

said. “S4S called us that morning and asked if we would do an emergency collection on the west coast. We launched it in stores within the next 48 hours. And what happened next was truly remarkable.”

“I decided we wouldn’t wrap a pro-motion around it (something like, bring in a pair of shoes and get 20 percent off a new pair)…I thought that would cheapen it. S4S asked what goal I was setting. I figured, two full weeks, three weekends…I would set 20,000 pair as the goal. They said that would be amazing. After the first weekend, just four days into the collection, we had over 26,000 pair. This was going to get big. Very long story short, in just

two weeks our wonderful customers brought in over 1.3 million pair of gently worn shoes,” Hacker recounted.

“Our stores had big packs stacked to the ceiling; backrooms were stuffed, we were running trucks to stores almost ev-ery day to try and keep up. We sent over 50 trailer trucks of shoes to the S4S dis-tribution center. It was the largest collec-tion of shoes that S4S had ever seen. This little specialty retailer with 54 locations made a difference. Actually, we were just the enabler, it was our customers…churches, girl and boy scouts, commu-nity groups…and little kids going door to door in their neighborhood collecting shoes. Customers still talk about it. We all hope we never see another tragedy like Haiti again, but if we do I know our customers will come through again.”

“At the end of the day this little West Coast retailer was able to collect more shoes than any other S4S national partner,” said Hacker. “So it doesn’t matter how big you are, it really only matters how determined you are to make a difference.” ■

David Hacker, Director of Marketing Sport Chalet

“At the end of the dAy ... it doesn’t mAtter how big you Are, it reAlly only mAtters how determined you Are to mAke A difference.”David Hacker, Director of Marketing Sport Chalet

RESEARCH

Sport Footwear poStS Strong Back-to-School SaleS period

he retail market in Sport Footwear for the back-to-school (BTS) selling period was a reflection of most of the year as the strong athletic trend and

higher average selling prices continued to push sales higher. But the season also got a boost this year from easier comparisons against a negative BTS period last year impacted in part by weather issues on the East Coast, shifts in launch dates for basketball footwear and the tough comparisons against the heavy promotional activity in the 2010 selling period.

Based on retail point-of-sale data compiled by SportScanInfo, retail sales of Sport Footwear increased in the mid- to high-single-digits in dollar terms as a 6.9 percent increase in average selling prices offset flat unit sales growth for the period. Sales accelerated dramatically in the second half of the six-week period ended September 8, capped by a mid-teens increase in the week ended September 1. Sales for the first three weeks of the BTS season were up in the low-single-digits while the last three weeks were up in the low-teens.

The season this year got a lift versus last year as weather cooperated more favorably with retail during the height of the season this year. Part of the reason

10 OCTOBER 2012

t


KIDS20.0%

WOMENS20.9%

MENS56.7%

MENS56.0%

WOMENS21.3%

KIDS20.0%

the fifth week of the season posted such a strong increase this year was due to the impact of Hurricane Irene during the comparable week last year. The storm tore through the Mid-Atlantic and Northeast states the weekend before the Labor Day weekend in 2011, one of the busiest weekend’s of the year for back-to-school shoppers, helping push sales down in the high-single-digits versus the prior year.

The Athletic Specialty/Sporting Goods and Mid-Tier Department Store channels were the beneficiaries of the year-ago weather issues during the BTS period as sales rose in the high-single-digits in both channels. Internet sales were up in the mid-teens for the six-week back-to-school period.

Average selling prices were up about 8 percent in the Outdoor Specialty and Internet channels and up in the mid-single-digits in all other channels with the exception of the Discount/Mass channel, where ASPs were up about 2 percent for the back-to-school period.

was up in the mid-teens and Skate Footwear was up in the high-singles for the BTS period, but all other component categories of the Casual Athletic category were down in double-digits for the season.

Running grew slight for back-to-school as the shift to Lightweight did not come without pain. Lightweight grew by nearly half and was 43 percent of all Running. The traditional Running categories all suffered. Stability and Motion Control both declined in the high singles while Cushioning declined in the low-teens. Fashion Running Footwear declined in the high-20s as sales were impacted by the shift to the “technology as fashion” trend.

Minimalist/Barefoot (net of Nike Free) has really started to plateau. Sales were up about 25 percent and represented 5 percent of all Running Footwear sales. The Barefoot/Natural Footwear sub-category in Running was down in the high-teens for the period.

The other key growth categories for the back-to-school period included San-dals, up in the mid-teens, and Outdoor Casual Footwear, which posted strong double-digit growth on strong gains in Barefoot Outdoor Casual, Surf/Beach Lifestyles Footwear and Outdoor Casual Slip-ons. ■

Note: For detailed information about weekly and monthly sales trends in footwear, apparel, sports licensed products, sports & fitness hardgoods, sportsman's hardgoods and outdoor specialty hardgoods, contact The SportsOneSource Group at 704.987.3450 or email to: [email protected]

On the gender side, men’s and kids’ sales grew in the high-single-digits in dollar terms, while the women’s busi-ness was up in the mid-singles for the six-week period ended September 8.

By category, Training was again the hottest category with sales increasing more than 40 percent. Men’s Training grew about 20 percent, women’s was up 30 percent and kids’ Training improved more than 2.5 times versus last year.

Basketball was the other big story. Sales improved more than a third on strong player endorsed results. Jordan grew by a third as the brand’s Basketball share hit 64 percent. Nike Brand Basketball grew by two-thirds as they captured 30 percent share.

Casual Athletic, the second largest category after Run-ning Footwear, posted a low-single-digit decline for the back-to-school period. The Boat/Deck Shoes sub-category

Back-to-School2012

Sport Footwear Weekly Sales Variance*

SPORT FOOTWEAR20%

15%

10%

5%

0%

-5%4- Aug 11 Aug 18 Aug 25 Aug 1-Sep

Back-to-School 2012 vs. 2011

8-Sep Back-to-School

ATHLETIC

OUTDOOR

Back-to-School2011

SGB QUESTION

how waS theBack-to-SchoolSchool SeaSon

For your BuSineSS?

12 OCTOBER 2012

Back-to-Sports (School) met our expectations. We had some strong trends going into back-to-school and those trends held throughout the season. Our football business was better than expected and daypacks performed very well. We did see the consumer continue to delay their pur-chases, so we saw our business get stronger as we went through August and into early September...We feel that our current momentum will carry through the Holiday season. Plus, with the unseasonably warm winter last year, our comps for the Holiday are a bit softer. We have a strong ski, snowboard and outerwear business that should rebound versus last year. Positive trends in active wear, footwear and the shooting categories should continue as well. We have expanded and/or relocated 8 stores heading into this Holiday season and we plan on these locations performing very well for the Holiday. DAN WINCHESTER, CHIEF

MERCHANDISING OFFICER, MC SPORTS

Back-to-school was fair. Footwear sales were strong. We anticipate a strong fourth quarter with the new NFL license. Penn State sales have to improve over last year. JERRY WILLIAMS,

PRESIDENT, SCHUYKILL VALLEY SPORTS

Back-to-school time is always exciting for Gander Mountain, as it coincides with the run-up to fall hunting and hiking. This is the kickoff to our busiest time which produces a wide array of interesting buying patterns. But this back-to-school season took on a new twist for many Gander Mountain stores, with the roll-out of our vastly expanded footwear selection which put our name on the radar of many more people who shop for school clothing and shoes…We are gearing up for what we anticipate to be another busy holiday season throughout our network of nearly 120 stores, and on GanderMountain.com. Last season’s launch of the Camo Thursday promotion proved to be a huge hit, and with six new stores opening throughout the fall, we’re going to be a presence on the retail scene in several fresh markets where we’re introducing shoppers to all Gander Mountain offers, not only in terms of selection but in expertise and great prices as well. STEVE ULINE,

EVP MARKETING, GANDER MOUNTAIN

W e were very pleased with the back-to-school season. The trend towards more at once purchasing continues. The budget environment seems reasonably stable for now...We are optimistic about the upcoming holiday season. All signs point up for our online business to consumer activities and our institutional efforts. ADAM BLUMENFELD, CHAIRMAN & CEO, BSN SPORTS


Overall, there were quite a few categories that performed well for us. The cleated business along with higher apparel price points from Under Armour and Nike did very well. Calendar shift or weather patterns did affect our sales. Tax holidays have little meaning in the New England market but we did notice an uptick in our mid-Atlantic doors. Overall, the quarter was up and down but acceptable...Knock on wood but we have some very easy comps to go against this holiday. As with others, if the weather cooperates, we should do quite well. That said, we made enough product changes that we do not need it to be 10 degrees with 2 feet of snow. The weather becomes less of a factor with more doors in the mid-Atlantic. We do not expect to see the drastic peaks and valleys in the mid-Atlantic that weather can dictate in a store like Farmington, ME. ED MANGANELLO, PRESIDENT, OLYMPIA SPORTS

Led by clothing and shoes, back-to-school and early fall has been very good and we look forward to a great Christmas season as well. LARRY WHITELEY, MANAGER OF COMMUNICATIONS,

BASS PRO SHOPS/TRACKER MARINE

With back-to-school we've already seen continued success with Spike Nights and the mild Winter of 2012, driving that second pair of trainers for customers...We continue to be optimistic because we continue to evolve our overall in-store experience and create new opportunities for our customer and our community to come into our stores. We continue to seek new ways to be even more profitable and create new social and community opportunities. Our focus on our social and community currencies versus our product currencies are going to continue to drive our business and we have to get better at that. Concerns are and will continue to be our vendor partners developing and managing stronger UMAP Policies, competition from other channels wanting to compete for our business, showcasing and fit jacking with today's technology and the internet and the overall economy. JOHN ROGERS,

PRINCIPAL, MAINE RUNNING COMPANY

14 OCTOBER 2012

Back-to-school traffic was strong resulting in better than anticipated sales. Footwear was the leading driver…Regarding our holiday outlook, in most of our markets last year’s December was significantly warmer than normal, particularly in the first two weeks before Christmas. That, coupled with the lack of snow, negatively impacted sales. We are cautiously optimistic about Holiday 2012. PHIL BOWMAN, PRESIDENT, OMEGA SPORTS

Back-to-school isn't traditionally a season of focus for the Lucy consumer, though we are pleased to see some of our new fall product, like the new Hatha Collection, exceeding our projections…We feel good about holiday and are anticipating a good season for Lucy, one where we achieve our forecasted sales and we are looking forward to our cold-weather running collection arriving in the stores. MARK BRYDEN, PRESIDENT, LUCY ACTIVEWEAR


Lightweight running, basketball, classics and retros were all very good during the back-to-school season. We didn't experience any significant change in terms of promotions, etc. Timing shifted for us but strong overall…For holiday, we remain upbeat and excited about product flow. SAM SATO, PRESIDENT, FINISH LINE

In general I would say that we were pleased with our back-to-school business. As far as the Holiday season I only know what I read in the trades, which to me is an educated guess at best. Seems like every year everyone says a 2 to 3 percent outlook. Too many unknowns to tell. I need some-one to give me the weather forecast, where the market will end up, what gas prices will be, who’s going to win the elec-tion, what happens about the “Cliff ” and will Israel attach Iran…I guess what I’m saying is it’s still very volatile out there. PHIL BOWMAN, PRESIDENT, OMEGA SPORTS

It’s hard not to paint a totally rosy picture because we’ve just seen some great sales. And it started in January with the warm winter and spring that got a ton of people running. We’re planning to see that same kind of growth at least until the first snowstorm hits. TED KUSHION, MERCHANDISE

MANAGER, GAZELLE SPORTS

With hunting season just getting under way and archery season starting in some places in August, we’re seeing a good, solid early fall selling. We’re experiencing strength in a lot of categories, but camping has been particularly good with the families staying closer to home trend. Another interesting category on the uptick has been the whole preparedness area, such as generators, 72-hour emergency meal kits, and freeze-dried food. We also expect a solid holiday selling period. We believe we’re continuing to benefit from increasing participation levels across various demographics, whether it be hunting, camping or fishing. KAREN SEAMAN,

CHIEF MARKETING OFFICER, SPORTSMAN'S WAREHOUSE

Back-to-school selling was a bit slower than it has been in previous years. The best-selling categories were lifestyle product, casual pants, sweaters, dresses and button down shirts…We have an extremely optimistic outlook for holiday 2012. One of the biggest factors here is the weather, and it is my opinion that after last winter’s mild temperatures, people are waiting for weather to change before making big purchases on items like ski Jackets, down insulation, warmer weather pieces and hard goods. As soon as the temperature falls, we expect to see a big pickup in these categories. STACY DRULARD, WOMEN'S SOFTGOODS

DIVISION MANAGER, BACKCOUNTRY.COM

By Aaron H. Bible

What has OuterWear DOne fOrYou

LateLy?The definiTive guide To fall ouTerwear and whaT is working aT reTail

16 OCTOBER 2012 Photo courtesy of Columbia

ouTdoorBusiness

right color blocking, mixed-material construction, wool, innovative laminates, lighter weight…all are just a few of the trends consumers are looking in outerwear this Fall. And manufacturers are giving it to them, via specialty shops, big boxes, and online, with a renewed focus on quality,

environmental sensitivity, and innovation. If retailers are facing carry over from the lackluster 2011/12 winter - and if

Labor Day sales didn’t wipe that slate clean - there are still plenty of strategies to not only jumpstart sales, but to start anew with the freshest, most technologically advanced outwear season in years.

Despite the myriad of new products (some retailers insist that too many SKUs and too many new brands make it harder to differentiate products to cus-tomers), tighter margins, and a bumpy economy coming off a yo-yo weather year, it seems dealers have a lot to smile about…smiles ideally brought on by the prospects of an early and lasting winter season.

So what is the industry doing as a whole to amp up Fall sales, and what can salespeople do to be successful on the front lines?

Mary Mancini, merchandise manager in apparel for Colorado Ski & Golf and Boulder Ski Deals, buys for six stores on Colorado’s Front Range. “As a specialty retailer committed to giving our guests the experience of a lifetime, it is critical for our salespeople to have confidence in the product we sell. The first thing I tell them is that every piece of ski and snowboard outerwear we carry in our stores is built for the sport and the conditions they will experience on the hill,” Mancini said. “That being said, guest needs vary, and so do the features/benefits of our products. In other words, all of our garments are made with wa-terproof fabric. The degree of waterproofness and the presence of seam taping will vary between products and price points.”

“The same is true with insulations in insulated garments, varying depend-ing on the needs of our guests,” Mancini explained. “Once we have assured our salespeople of this basic premise, we begin a series of clinics to give our people an intimate knowledge of how the product works and how it should fit. We start with an ‘in house’ clinic given by myself and key people within our company to go over the basics and general information that will hold true regardless of brand. Next, all of our key vendors schedule individual clinics in all six stores to give in-depth information regarding their products. This enables our sales-people to give the customer what they need...not too little, not too much.”

Based on research, carryover may not be extraordinary across the board as was previously thought. “We have a certain amount of carry over every year as it would be impossible to accommodate our guests during the season if we sold through our product too soon,” Mancini said. “We have everything they will need for their mountain adventures through the entirety of the ski season. Some years we are buying and replenishing our stores into March. Some years, we don’t bring in as much product toward the end of the season. We run a huge pre season sale every Labor Day, Ski Rex, along with the Ski Expo in November to reduce our carryover inventory and supply our local guests with killer deals.”

According to Mountain Outfitters in Breckenridge, CO, carryover levels coming into Fall are normal, sales staff are being educated on new product, and the specialty retailer expects material innovations to drive even more sales this winter once the snow starts flying.

B


18 OCTOBER 2012

Mancini agrees that innovation is what drives full-priced selling. “The big buzz in the industry is products that do the most and weigh the least. Lightweight fabrics, coatings, laminates, and insulations are everywhere. For our most active guests this will be a big selling point, along with breathability…those who climb to the top of the mountain rather than ride the lift,” she said. “For the rest of our guests, the assurance that they are buying the right product for their needs will be the key. Of course, Gore-tex, 3M insulations, taped seams, and high degrees of breathability are always part of the ‘tech speak’ and all the top brands have these things somewhere in their product offerings.”

It’s no different for online customer sales and service reps. Skis.com founder and CEO Steve Kopitz explained, “At Skis.com we stress the need to first evaluate the customer by asking the right questions. Getting these answers will narrow down what type of jacket or pant they need to get in to so that we can ultimately find the perfect match for each customer.”

Koptiz’s sales folks are trained to ask the following questions:

1. What type of conditions are you skiing in?2. Do you get hot or cold easily?3. Do you plan on sweating up a storm or skiing more

casually?4. What type of fit do you like?5. Are you going to be carrying a lot of items?

“From here, our sales people take the customers’ answers and use them to explain why they would need a specific piece,” Koptiz said. “Every year technology has advanced dramatically in clothing. Fabrics are lighter, warmer, and have more breathability and stretch than ever before. However, many customers’ perceptions still are distorted. Gone are the days where you have to be in a heavy coat to be warm.”

According to Backcountry.com customer service supervisor Wally Phillips, sales people should always ask the customer open-ended questions. “These usually help to narrow down the garment that will work best with what the customer is doing,” Phillips said. “Ask: Where will it be used? What is it being used for? How often will it be used? Find out what the customer is looking for when it comes to style vs. fit and price vs. features.”

Meanwhile, manufacturers continue to focus on their own innovations to hand down. “An educated sales staff is key to driving sales. For Sierra Designs, it’s all about DriDown this fall,” said Scott Kaier, Sierra Designs’ public relations manager. “We’ve launched our hydrophobic down technology in a line of 600-fill sleeping bags, a 600-fill puffy down jacket, and an 800-fill down sweater all of which are available at retail now.”

Among Sierra Design’s Fall sales sup-port is full-page ads in prominent out-door publications to drive awareness of this technology; extensive PR outreach; prominent POP support including oversized hangtags to help draw atten-tion and educate; and in-store clinics educating retail floor staff to make it easier for them to discuss this technol-ogy with customers. “There is a ton of buzz around DriDown and we’re do-ing what we can to keep the buzz alive while helping retailers to effectively engage customers and educate them to ultimately drive sales,” Kaier said.

According to Kristo Torgersen, alpine product line manager at Patagonia, salespeople need to stay focused on getting the customer into the right product based on his or her needs. “They should be asking questions to better understand the intended activity, conditions, and performance expectations of the customer, which will enable them to suggest products that will best meet their needs. In this way, the customer will leave with a product they are pleased with, performs as expected, and feeling positive about their shopping experience in the store.”


How does Patagonia help retailers accomplish this? “In addition to our sell-in materials, our reps host clinics with major retailers about the materials, technical features and ideal end-use positioning for our product range,” said Torgersen. “In these clinics we focus on quality and performance standards, many times with side-by-side competitor product comparisons.”

For Patagonia, insulation continues to drive sales, according to Torgersen. “What were traditionally midlayer garments have become versatile

enough to be worn as outerwear also, especially in our down styles and Nano Puff synthetic insulation,” he said. “In Fall 2012, we introduced several ‘hybrid’ styles – combining two different fabrics on a single garment to create styles with a greater range of benefits for active uses. Our new technical fleece styles in Piton Hybrid, Nano Puff Hybrid (in synthetic insulation), and the Mixed Guide Jacket and Pants (in shells), have had a strong reception and we anticipate growth in Hybrid designs in the future.”

Outerwear powerhouse Columbia Sportswear is also using fabric combinations (body mapping), technical innovation, and education to drive sales, but for them, the key to success is being found in “visible technologies.”

According to Columbia product sales manager for the U.S. Dean Rurak, differentiation through innovation is first and foremost. “The bottom line is, as a brand, to engage the customer,” explained Rurak. “Our job is to draw the interest of the customer, and make it easier for the salesperson to convert the sale. Sure there is some carryover in the mar-ketplace, just like every year, but we actually had decent sell throughs.”

Interestingly, Rurak also said that Columbia’s fastest growing and largest selling point is specialty retail. “Branded stores help elevate the brand in consumers’ minds and perception of the brand,” he said. But the ultimate goal is to draw the customer in and convert that sale. Branded stores often serve as a showcase and testing ground for innovative displays and in-store POP efforts.

Columbia essentially invented versatility with its three-in-one ski jacket back in 1986. In an effort to stay ahead of the curve, Columbia is again focusing on interchangeable, as well as body-zoned, technology, in addition to their all-important visible technologies. Versatility and cross-functionality are key selling components for staff to take note of. Consumers then get what Rurak called the “technology benefit plus versatility.”

According to Woody Blackford, VP of global innovation at Columbia Sportswear, the company is pursuing a “strategy of innovation” that began Spring 2008 with the launch of it’s Omni-Shade technology, aimed at creating product that is differentiated in the marketplace. Following what Blackford refers to as an “ingredient brand strategy,” the company provides intuitively perceivable benefits to consumers that are not only easy to understand, but easy to see with direct visual feedback, which also draws them to touch and investigate the product. For comparison, Blackford harkens back to the mid-1980s when Nike revealed an air bubble in the midsoles of its Nike Air basketball shoes. “Apparel never picked up on that,” said Blackford, “until now.” As a brand, Columbia has another distinct advantage in that it is the owner and creator of its own technology. That allows it to mix and match fabrics within the same garment and to

body-map its layering systems without stepping on any other suppliers’ toes.

Jim Howard, VP and commercial director for Salomon USA Apparel, believes that Salomon’s continuing commitment to design and innovation in materials is what sets them apart. “For alpine outerwear, we’re driving sales with outerwear featuring our climaPRO Storm - our 20/20 waterproof breathable fabric that is highly protective and breathable for performance during bad weather including wind, snow and rain,” Howard said. “We’ve been working on how to incorporate this fabric in insulated and non-insulated pieces, and we have the perfect options with the new Cadabra Insulated and the Cadabra 2L non-insulated jacket for men.”

“Venting is also important this fall/winter,” Howard said. “In the Cadabra we’ve created an air vent system with mesh backing that allows you to hike in this jacket and not overheat, but still be warm and dry whatever the weather. It’s the piece our pros are wearing in the backcountry. Dealers are recognizing Salomon technologies, so it makes it easier for them to talk with customers about what the outerwear does really well. Our design focus is about four themes: progressive, athletic, comfort, engineering. That means, we build our outerwear to fit a person in different levels of activity. Some pieces are designed in a full-charging position for freeskiers who get after it on the mountain, so they are articulated with plenty of room in the elbows, shoulders and knees. Other pieces are designed for hikers who might be moving at more even pace, or urban adventurers who are on more level terrain.”

“And since so many customers ask about waterproof/breathable, it’s important to know what our fabric answers are,” Howard explained. “For example, a 3-layer jacket would be best for high-mountain alpine activities. It’s a water-repellent woven fabric with a waterproof and breathable membrane

20 OCTOBER 2012

or coating and backing fabric like tricot or fleece. A 2.5-layer would be best for trail running or trekking. It’s water-repellent woven fabric with a waterproof and breathable membrane or coating and just a print protection. A 2-layer would be a versatile option for skiing. It’s a water-repellent woven fabric with a waterproof and breathable membrane or coating and an independent lining.”

Bergan’s of Norway, new to the U.S. market, is also trying to educate salespeople about the company, its design philosophies and materials in order to help them meet customers’ needs. “Bergans has been designing and producing worry-free ski and outdoor gear and apparel since 1908,” said vice president of sales and marketing Keith Patterson. “With Norway's high latitude there are large seasonal and day-to-day weather variations, so our designers develop products with a mix of various technical fabrics and construction techniques based around the layering philosophy. This allows for greater range in comfort depending on the weather, and results in clothing that can be used year round. From wool base layers, to mid-layers, and even hard and soft-shell outer layers, using super-breathable, non-porous, waterproof membranes such as Toray’s Dermizax NX, and poly-wool mixes such as Pontetorto’s Tecnowool, we combine innovative technology and function, with fashionable designs and fits. We are also working with the media on product testing and reviews to further prove the performance of our products, which will drive consumers into retailers’ shops.”

Other outerwear stalwarts have a different strategy. “We’re delivering early to our retail partners our Fall/Winter ‘slope-to-après’ street pieces such as Men’s and Women’s soft knit sweaters, softshell jackets and our trademark

windshirts - waterproof/breathable shell shirts made from our ski outerwear shell fabrics,” said Obermeyer’s Robert Yturri, SVP of product and brand management. “Offering our retail partners these early delivery products creates a turnover in sales starting in Fall at the first weather cold snap, before their shops become fully stocked in winter outerwear.”

“We have an image program with action shots, lifestyle shots and product shots that we custom-produce in any size at no charge to our dealers – a great way to spruce up shop walls,” said Linda Rondey, national sales director for Obermeyer. “All Obermeyer sales reps will provide personal shop visits and informative clinics, either formal or informal depending on shop needs. We are producing a shop clinic flyer with tips on how to sell Obermeyer, and we will of course have some fun sales contests for our shops nationwide.”

“Working closely together over the past three years, Obermeyer and Cocona have been continuously fine-tuning our innovative proprietary partnership fabrics and insulations to realize just the right combination of breathability and waterproofness for skiers and all winter sports enthusiasts. And this year, we nailed it,” Yturri continued. “You won’t find a smarter thermal-regulating jacket than our Men’s and Women’s Cocona Jackets. To help us prove it, we’re proud to announce for FW12 that the highly acclaimed Swiss Ski and Snowboard School Wengen chose to purchase our Men’s Ketchikan Cocona Jacket and Women’s Logan Cocona Jacket to outfit their entire team of instructors for this season.”

When not talking about hitting the slopes, demand for outerwear remains high. “Carhartt sales associates are trained work-apparel industry experts who stay current with the latest industry trends,” said Steve Carter, vice president of sales for Carhartt. “They develop customized orders for their accounts based on the consumer segment the store focuses on. If called for, model stocks are developed for the basic replenishment items the store carries. The Carhartt sales associate is also in a position to develop a retail marketing plan with their accounts that utilizes tools provided by Carhartt to target specific channels of distribution.”

“Carhartt is constantly developing innovative new products, like our new Quick Duck outerwear line for fall, all suitable for the targeted consumers of the brand and also to bring new consumers to the brand,” Carter continued. “Carhartt products are designed with not only the end user in mind but also the channel of distribution, keeping in mind the price elasticity suitable for the designated channel. Product knowledge, industry knowledge, an eye toward both sell-in and sell-through, a customized approach to product assortment, an understanding of what type of marketing is suitable for a specific account, and the understanding that our sales associates are caretakers of an iconic brand, is what helps a retailer to maximize his or her investment with the Carhartt brand.” ■

Photo courtesy of Columbia


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22 OCTOBER 2012

SALESDRIVING TECHNOLOGIES OF NOTE

Work-wear consumers want the same comfort and durability Carhartt has been known for, but with increased mobility and less weight, and Carhartt’s new Quick Duck outerwear line addresses this by being 30 percent lighter than Carhartt’s traditional cotton sandstone offer-ings while maintaining ounce-for-ounce durability. Quick Duck is also the main feature in its Fall 2012 ad campaign. The water-repellent finish and mid-weight polyester insulation lining is lighter, has a softer hand and will keep the wearer warm and dry. Being lighter weight means the company can reach new audiences in need of durable, rugged gear and allow for more ease of movement.

CARHARTT

Carhartt Quick Duck Traditional Jacket

Photo Courtesy of Outdoor Research

By Aaron H. Bible

outerwear


New from Pearl Izumi is the P.R.O. Barrier WxB Jacket with 2.5 and 3.5-layer stretch fabric with Mineral tech-nology for optimal waterproof and breathable protection as well as quick moisture transfer and faster drying time. Full-length and watertight, the offset zipper with draft flap keeps warmth in while regulating for a comfortable body temp. The jacket includes one back pocket with three inter-nal dividers and one chest pocket, and is also compatible with all two-snap hood adjustments. MSRP $325

H2No Performance Standard is the big story for Patagonia this fall. The company’s testing facility is one-of-a-kind, ensuring a high level of long-term performance backed by its Ironclad Guarantee. H2No Performance Standard products undergo the most rigorous testing in the industry- The Torrentshell for example (MSRP $130). Killer Wash is Patagonia’s pro-prietary wet flex test that simulates years of use in drenching conditions. The H2No Performance Standard for waterproof shell garments is 20,000MM before, and 10,000MM after, Killer Wash tests (per JIS L 1092 B). It also sends ambassadors and testers into the field to punish garments in every possible condition to expose potential weakness in materials or con-struction.

PEARL IZUMI

PATAGONIA

MARMOTMarmot is incorporating innovation and body-mapping/fabric mixing to achieve hybrids that are having excellent results at retail. The Variant Hoody achieves mobility with Polartec PowerStretch Pro shoulders, back, hood and arms-with Thermal R insulation in the core delivering warmth where it is needed. It has a nylon ripstop DWR-treated shell. (MSRP $185) The company is also banking on softshell technology with its Zion Jacket. The Zion is made from Polartec NeoShell for lightweight waterproofness, breathability, and four-way stretch. It is also quiet, seam taped, and feature-rich for full protection in real-life use. MSRP $385

P.R.O Barrier WxB Jacket

Torrentshell Jacket

Variant Hoodie Zion Jacket

Outdoor Research is presenting dealers with a number of innovations for Fall. The Lodestar Jacket features Polartec Power Shield High Loft- a new fabric technology from Polartec- and Outdoor Research is one of just two brands using it for Fall 2012. The Incandescent Hoody is a combination of Pertex Quantum GL 10-denier face fabric (light, strong face fabric that allows down to loft to its maximum potential and packs up small) and 800+ fill down. The Vanguard Jacket uses Gore-Tex softshell fabric with a Gore membrane for waterproofing, in an all-the-bell-and-whistles construction for skiers. The trendy Feedback Flannel looks and feels like your favorite cotton flannel, but is actually a technical, wicking fleece that can be used as a mid layer. And the Axiom Jacket, new in Spring 2012, with Gore Active Shell, is another technology doing well for Outdoor Research.

OUTDOOR RESEARCH

COLUMBIA SPORTSWEAR SIERRA DESIGNS

Sierra Designs three-piece Cloud Layering System removes the bulky, less-breathable 3-layer waterproof/breathable jacket from the mix and replaced it with the far more ver-satile Cloud Windshell and Cloud Airshell. The Windshell is a highly breathable, non-waterproof layer that creates a microclimate to keep you warm by shedding wind and slowing evaporative cooling. The Airshell is a 2-layer water-proof and highly breathable layer made with Sierra Designs Illusion fabric. The Airshell is designed to be worn only when it’s raining, weighing 4 oz. and packing down to the size of two en-ergy bars. The third piece in the Cloud Layering Sys-tem is the Cloud Puffy, a hooded, 800-fill DriDown jacket that packs warmth and performance into a 12-ounce package.

Columbia Sportswear introduces the Ultrachange Parka and the Triteca jacket for dealers this Fall. Pushing the limit of Columbia’s typical price point but delivering exceptional value with versatility, the Ultrachange fea-tures a warm liner jacket under an element-defying, wicking outer shell. (MSRP $450) The Triteca softshell jacket also features multiple technolo-gies in one, in this case using body-mapping, designed to provide strategic warmth, comfort and protection in inclement weather. MSRP $220

From L to R: Lodestar Jacket, Incandescent Hoodie, Vanguard Jacket, Axiom Jacket

Triteca JacketUltrachange ParkaCloud Puffy

© 2012 INVISTA. CORDURA is a registered trademark of INVISTA. All other marks referenced herein are property of their respective owners. CPROJ-00254

There are plenty of reasons top outdoor gear and apparel brands choose CORDURA® fabric. High tenacity fi ber technology. Incredible tear and tensile strength. Exceptional abrasion resistance. Sure there are cheaper alternatives. But in a world this tough, cheap just doesn’t cut it. See what makes

our fabrics so durable at CORDURA.com

Find CORDURA® fabric in these leading brands:

TheFabric and Fiber

prim•er

26 OCTOBER 2012

REFERENCE

3M Scotchlite Reflective Material - uses a technology known as retroreflection, which helps the eye perceive light in low-light and nighttime conditions. In 2009, the material celebrated 70 years since researchers at 3M first made road signs with Scotchlite Re-flective sheeting material that was much brighter than paint. Years later, the reflective technology migrated to fabrics. 3M offers a wide range of Scotchlite reflective material that satisfies demand for vis-ibility, versatility and durability.

3M Thinsulate Insulation - For 30 years manufacturers have incorpo-rated Thinsulate insulation in outerwear, ski and boardwear, hunting clothes, footwear, gloves and accessories. 3M offers the following family of insulation products: Insulation, Supreme Insulation, Ultra Insulation, and Lite Loft Insulation.

No one is expected to know or remember all the current technology in apparel at all times. That would be impossible, given the various sources, and the varying definitions therein, for apparel technology information. So much is happening in the world of fabrics, fibers, blends, laminates and finishes it’s easy to lose your place in the book.Dynamic evolution is part of what makes the textile world so interesting, and so viable. Suppliers are continually striving to make more advanced materials, and manufacturers work directly in that chain to try and produce the best garments possible. Fragile humans are constantly searching for drier, lighter, more breathable and more durable materials to protect us while we work and play outside.

Adaptability and performance characteristics such as stretch, weight, etc. combine with body mapping (zoned construction), articulation, seam taping, fit and features in the toolbox of the designer. To stay current, sales floor managers consider fabric and fiber education an on-going project, so that sales people can match the right fabric and construction to the right customer.SGB again tapped into the resources and expertise of industry leaders to bring readers its Fall 2012 apparel technology primer. While by no means exhaustive, let this list serve as your quick reference guide. And if we missed you, please let us know so we can continue to educate ourselves as well!

actiLITE - Salomon’s first layer/base layer, moisture management.actiTHERM - Salomon’s second layer/thermal layer.alpen wool plus - A warm, plaited knit fabric with notable moisture transfer - built with a rugged wool/poly/nylon knit face and a soft polyester fleece back. Outdoor Research uses AlpenWool Plus in select apparel and headwear in which comfort and performance share precedence.

arc’teryx 24 merino wool blend - Intended for athletic, casual, travel and climbing, this merino wool/cotton blend has next-to-skin comfort, anti-microbial properties, thermoregulation, and light weight durability. It integrates urban styling with technical designs including articulation and relaxed fit.

capilene polyester baselayer - Patagonia makes four Capilene fabrics for different levels of exertion and temperatures: Silkweight, Lightweight, Midweight and Expedition weight. It is a moisture-wicking polyester fabric that keeps you warm even when wet and dries quickly. Capilene polyester is also recycled, recyclable and features Gladiodor natural odor control. It is quick to wick, quick to dry, designed for fast-forward aerobic activities and machine washable.

celliant - A responsive textile shown to reduce pain, improve strength, balance temperature and increase oxygen levels in body tissue. Celliant harnesses and recycles the body’s natural energy through the medium of fibers utilizing a blend of minerals and proprietary ingredients that are embedded into the core of the fiber. Fibers, yarns and fabrics with Celliant technology can be found in some of 3M Thinsulate Insulation


Cocona Technology

cordura soft shell - Cordura is blended with Lycra and coated with a weather-resistant DWR finish, making it breathable, stretchy and durable. A high-performance fabric resistant to abrasions, tears and scuffs.

deluge DWR - Patagonia’s proprietary durable water repellent fabric finish. Garments with the Deluge DWR finish have like-new repellency after years of extensive use. Because Deluge DWR is so effective at repelling light rain and snow the company can forego the use of a waterproof barrier on Patagonia soft shells thus improving breathability. When used on Patagonia hard shells, in conjunction with a waterproof/breathable barrier, the Deluge DWR finish keeps the outer fabric from becoming saturated so that the breathable barrier can do its job.

downtek - A water repellent down technology that reduces the absorp-tion of water by 300 percent compared to untreated down. It is an ultra-fine hydrophobic polymerization tested to be long-lasting, safe and effective without adding weight. Down Decor is currently only producing DownTek in 700 and 800 fill power for companies including Big Agnes, Sea to Summit, Mountain Designs, NEMO, EMS, Mountain Designs, Reecho, LL Bean, Mountain Hardwear, Salewa and Brooks-Range. LL Bean will be making the Ultralight down jacket using a DownTek 850 fill.

dri down - Down that has been treated with a molecular level, hy-drophobic polymer to help down stay dry 10 times longer, re-tain 170 percent more loft in the presence of moisture, and dry 33 percent faster than untreated down. The DriDown treat-ment adds no discernable weight and a minimal amount of cost to jackets and sleeping bags while significantly enhancing down loft, performance, and warmth in rainy, damp, humid environments.

the world’s most recognized name brands. Celliant fibers can absorb and store electromagnetic energy emissions from the human body and release them where they are reabsorbed in the skin and deep muscle tissue.

climaPRO 5k/5k - Salomon’s 5,000 waterproof, 5,000 breathable fabric-protective, breathable and lightweight material for outdoor activities.

climaPRO 10k/10k - Salomon’s 10,000 waterproof, 10,000 breath-able fabric-protective, breathable and lightweight fabric for out-door activities.

climaPRO active - Salomon’s third layer/outerwear layer. 10,000 water-proof (mm) and 30,000 breathable (g/m2/24h), a breathable fabric also protective during bad weather for comfort.

climaPRO storm - Salomon’s 20,000 waterproof, 20,000 breathable highly protective and breathable fabric for performance during bad weather such as rain, snow and wind.

climashield - Based in Clinton, TN, HarVest Consumer Insulation, Inc. brings 25 years of experience in insulation technology and manu-facturing to create the climashield family of insulation products. It manufactures its own insulation servicing the outdoor recreation, military and hospitality industries with a broad portfolio of prod-ucts. Its custom-fit insulation can be found in sleeping bags, com-forters, quilts, outerwear, gloves and footwear. Known for expertise in continuous filament insulation, it is the only major manufacturer of lightweight continuous filament insulation in the world. Work-ing hand-in-hand with customers, engineers create innovative in-sulation products tailored to the specific needs of the customer’s product line.

cocona technology - An active particle technology used to permanently embed particles onto any fabric and keep them active so they won't wear or wash out. Applying Cocona particles to a fabric enhances the performance by improving UV protection, providing odor adsorption and accelerating breathability. Derived from natural sources, the active particles attract and vaporize moisture, absorb body heat and accelerate evaporation and drying. Fabrics that use Cocona are branded Cocona, aside from The North Face FlashDry and Pearl Izumi Minerale, which are both powered by Cocona Technology.

coolmax - Invista’s coolmax is a performance enhancing wicking fabric used my many top outdoor and sporting brands. It is available in a number of varieties including EcoMade, Extreme, Everyday, All Season, Active and more.

cordura - The fabric that many of the most respected brands, retailers and militaries around the world use for durable, versatile and reliable construction using high tenacity fiber technologies. Materials are available in a wide range of weights from ultra lightweight to heavy and come in many different constructions and textures that make strong, long-lasting products in several categories from outdoor gear and workwear to luggage, military and upholstery. The fabric is branded under: Ballistic, Baselayer, Classic, Denim, Duck, EcoMade, HP, Lite, Naturalle, NYCO FR, NYCO and UltraLite. The company recently celebrated its 45th anniversary.

28 OCTOBER 2012

dri-fit - Nike’s famous Dri-Fit fabric technology is a high performance, microfiber, polyester fabric designed to wick sweat and moisture away from the body helping users stay dry and comfortable during activity.

dri-release - Patented Dri-Release technology enables brands to create unique apparel that dries four times faster than cotton, has everlasting wicking, and has FreshGuard odor control - while still maintaining the look, hand and feel of natural fibers. Blended products are used by brands such as: Sierra Designs, KEEN, Mammut, Billabong, The North Face, Puma and others. Products branded under the Dri-Release name include: cotton, Celliant, e.c.o., wool, linen, soy, SeaCell, Tencel, and silk.

driZone 2L waterproof/breathable fabric - A high-performance, 2-layer waterproof/breathable fabric (waterproofness 18,000 mm, breathability 28,000 g/m²/24hrs), used in Sierra Designs four-season sleeping bags and single wall tents.

dupont sorona - Sorona is the most recent addition to the DuPont legacy in fiber innovation that includes nylon, neoprene, Lycra, Coolmax and Cordura. For the past 80 years DuPont fibers have improved comfort and performance and now with Sorona, sus-tainability. Knowledge of chemistry and polymer science led to the discovery of nylon in 1939 and has continued through the new century with the development of Sorona, offering new attributes and benefits as a fiber made in a new, unique and environmentally friendly way. Acclaimed as the most advanced fiber platform in six decades, Sorona is made in part with renewably sourced (biobased) ingredients instead of petrochemicals. In March 2009, the Federal Trade Commission issued a new generic classification for fibers made with Sorona or other PTT poly(trimethylene terephthalate) polymers, now in the ‘triexta’ classification. Producing DuPont Sorona uses 30 percent less energy and reduces greenhouse gas emissions by 63 percent compared to the production of an equal amount of nylon. Sorona doesn’t use or contain heavy metals and requires no additional chemical treatments for stain resistance.

dupont teflon repel and release technologies - In apparel, Teflon fends off soil, stains and spills on wool, cotton and blends without impacting the fabric’s weight, look, feel, color or breathability. Fabrics treated for repellency fight off dry soil and spills and splashes, allowing liquids to bead up and roll off. Fabrics treated for stain release allow most oil- and water-based stains to be removed during normal laundering or cleaning.

en testing - European Norm (EN) 13537 is a standardized, scientific test method for identifying the temperature rating of a sleeping bag.

enduraloft - A soft, high-loft synthetic insulation that is lightweight, water-resistant, retains its insulating properties when wet, and recovers well after compression.

eVent - GE's eVent waterproof fabrics get their unique properties from a proprietary and patented waterproof membrane. Its unique composition allows millions of tiny pores to breathe at their full potential. Sweat vents go directly to the outside of the fabric in one step called Direct Venting Technology. Brands around the world in outdoor apparel and footwear use the technology including REI, Westcomb, Rab, Teva, UGG, Montane.

eVent DVL - A textile technology and fabric line engineered for lightweight, high performance rainwear for outdoor and aerobic activities. eVent DVL (direct venting lite) waterproof fabric is 100 percent waterproof and features the air permeable and breath-able performance of the patented membrane used in all eVent fabrics. The inaugural collection included lightweight textiles for making unlined garments for light duty use in activities such as hiking, climbing, cycling, running and cross-country skiing. Its high-ly breathable nature makes it appropriate in clothing for high-energy sports where excess body heat and moisture is readily generated and there is less demand for the durability of heavier weight fabrics.

eVent DVL Diagram

flashdry - The North Face’s new proprietary wicking-plus-drying fabric technology used in many of this Fall’s garments in layering and outerwear pieces across multiple sports.

freshguard - An odor neutralizer embedded in fabric that eliminates odors by blocking body oils from attaching to the material.

gore-tex - ePTFE, or expanded polytetrafluoroethylene, was created by Bob Gore in 1969 when he rapidly stretched PTFE under certain conditions. The result was an incredibly strong, microporous ma-terial with an amazing list of characteristics including low water adsorption and good weathering properties. By 1978 Gore-tex fabric was introduced and the world met the first waterproof, breathable outerwear. Thanks to a commitment to innovation and creativity, waterproof and breathable Gore-tex products have continued to improve and evolve.

gore-tex membrane - The secret of gore-tex products lies in its bi-component membrane. The membrane contains more than nine billion microscopic pores which are approximately 20,000 times smaller than a drop of water but 700 times

bigger than a molecule of moisture vapor. So while water in its liquid form cannot penetrate the Gore-tex membrane, moisture vapor can escape. The Gore-tex membrane makes garments durably waterproof, windproof and breathable so that wearers stay dry and comfortable. Gore-tex outerwear is made of the toughest fabrics thoroughly tested to guarantee performance even after wear and tear. Gore-tex fabric is easy to take care of and won’t lose its effectiveness after repeated washing. The company’s Guaranteed to Keep You Dry Promise is that no liquid from the outside will get to you on the inside. This includes moisture from the wet grass you’re kneeling in to the sudden squall you get caught in. If you are not completely satisfied with the waterproofness, windproofness, or breathability of your Gore-tex product, they will repair it, replace it, or refund your purchase price.

gore-tex paclite - The lightest, most compressible gore-tex, Paclite is a comfortable, low-bulk fabric offering wet weather protection and breathability. Gore-tex fabrics are waterproof, windproof and breathable and are manufactured according to strict quality and performance standards. Placed between outer materials and the garment lining, the Gore-tex membrane allows perspiration to escape while providing a barrier against both water and wind.

gore-tex performance shell - Designed to provide breathable com-fort and durably waterproof and windproof protection, Gore-tex Performance Shells are ideal for a wide range of outdoor activities. The Gore-tex Performance Shell has a special Gore-tex membrane that’s bonded to the outer material. The separate lining inside en-sures better wearing comfort and versatility.

gore-tex pro - The most rugged, waterproof/breathable, lightweight fabric in the company’s line. Gore-tex fabrics are waterproof, windproof and breathable and are manufactured according to strict quality and performance standards.

H2No - H2No Performance Standard is Patagonia’s benchmark for waterproofness, breathability and durability, ensuring a high level of long-term performance backed by the company’s Ironclad Guarantee. Killer Wash is Patagonia’s proprietary wet flex test that simulates years of use in drenching conditions. The H2No Performance Standard for waterproof shell garments is 20,000 MM before, and 10,000 MM after the Killer Wash test (per JIS L 1092 B). Patagonia shell fabrics are produced in 2-, 2.5-, and 3-Layers.

illusion fabric - When weight, space and performance matter, Sierra Designs offers the 2-layer waterproof/breathable Illusion fabric. Currently available in minimalist Cloud Airshell and Cloud Pant, Illusion fabric is waterproof and breathable, creating ultralight (4oz jacket), ultra-compact (packs to the size of two energy bars) rainwear. Designed to be part of the Cloud Layering System, The Cloud Airshell and Cloud Pant are designed to be worn only when it’s raining.

insect blocker - Columbia’s Insect Blocker technology is a defense in the battle against bugs, helping keep mosquitoes, flies, ticks and other biting insects away.

insect shield - Insect Shield Repellent Apparel and Insect Shield Repellent Gear are designed to provide long-lasting, effective and convenient personal insect protection - the first-ever, EPA-regis-tered insect-repellent clothing. Recently, EPA granted Insect Shield extended durability claims for its apparel registration, through 70 washings, nearly three times the longevity of the original EPA ap-parel registration at 25 washings. Insect Shield apparel and gear products combine the patent-pending Insect Shield process with a proprietary formulation of the insect repellent permethrin - resulting in effective, odorless insect protection that lasts the expected lifetime of a garment. Fabric treated with Insect Shield Permethrin insect re-pellent repels mosquitoes, ticks, ants, flies, chiggers and no-see-ums for invisible, odorless protection from bites.

ion-mask - A world leader in liquid repellent nano-coating technol-ogy. It is hydrophobic, stain resistant, breathable, lightweight and waterproof enhancing.

merino wool by Point6 - Soft, itch-free, odor-free, organic, biode-gradable wool. Made with a U.S.-based compact spinning process for guaranteed durability.

motion fleece - A light stretchy microfleece with a smooth, hard-wearing nylon face and soft textured back from Outdoor Research, offers moisture transport, freedom of movement, warmth and abrasion resistance.

omni-dry - Columbia’s most breathable waterproof technology, omni-dry is designed to keep you dry during highly aerobic activ-ity, whatever the weather.

omni-freeze - Omni-Freeze consists of specially shaped flat yarns that facilitate the release of heat and feel cooler to the touch during warm weather and active outdoor adventures. (Columbia)

omni-freeze ice - This active cooling technology makes use of mois-ture to lower the temperature of the fabric, so it feels cool to the touch and users stay comfortable in hot conditions. (Columbia)

omni-freeze zero - is the industry’s newest leading cooling tech-nology. Little blue rings concentrate a cooling agent close to the skin and capitalize on sweat to lower the overall temperature of the fabric, accelerate the wicking process and provide an instant and prolonged cooling. (Columbia)

omni-heat electric - provides instant warmth via advanced elec-tronics, ensuring wearers stay warm and comfortable for hours even in the coldest conditions. (Columbia)

omni-heat reflective - helps regulate temperature by reflecting and retaining body warmth while dissipating moisture and excess heat. (Columbia)

omni-shade - clothing protects users from damaging UV radiation by blocking the majority of the sun's harmful rays. (Columbia)

omni-shield - This rain and stain barrier resists light rain and stains, keeping wearers clean and protected. Omni-Shield delivers protection from the outdoors where it is least expected but most needed. (Columbia)

omni-shield blood ‘n guts - This soil and slime barrier resists guts and releases bloodstains, keeping users clean and protected in the wild. It repels fluids and resists stains to help anglers wash away gruesomeness. (Columbia)


30 OCTOBER 2012

omni-tech - products provide premium waterproof and breathable protection by keeping outside elements from getting in, while still allowing moisture vapors to move away from the skin. (Columbia)

omni-wick - This moisture transferring technology moves and disperses sweat away from the body for quick evaporation, keeping wearers comfortable during physical activity. (Columia)

omni-wick evap - moisture management technology disperses sweat quickly across a broad surface area for accelerated evaporation. (Columbia)

outdry - features a patented lamination process that bonds a water-proof membrane directly to a highly breathable outer layer used primarily in footwear and gloves. (Mountain Hardwear, Columbia)

pertex - is the brand name of a range of high-performance fabrics engineered for use in apparel, sleeping bags and down jackets. Pertex fabric technology is based on a natural phenomenon called capillary action technology - the ability for water to be drawn up into narrow spaces. Moisture moves along the capillaries be-tween the fibers and spreads over a large surface area where it evaporates.

pertex endurance - technology incorporates an ultra-thin membrane with a durable nylon face fabric. The layer is so thin that it hardly adds any weight, nor does it considerably affect the softness of the material. This water-resistant, windproof, vapor permeable shell keeps the elements out while allowing internal moisture to escape. Lightweight and extremely compressible, it is used in select insulating and technical apparel, headwear and shelter systems. It is windproof, water-resistant, and breathable, even at low temperatures, and is primarily used in sleeping bags, expedition apparel and down jackets.

pertex quantum - An ultralight fabric offering a high level of breath-ability and weight-savings, ideal for insulating layers where high water resistance isn’t as important.

pertex shield - fabric balances waterproofness, breathability and wind resistance all within a flexible, durable and lightweight con-struction. The combination of technically advanced face fabric technology with a proprietary PU film laminate balances perfor-mance in waterproof breathability with durability.

polarmax - The primary retail brand of Longworth Industries, Inc., West End and Candor, NC, with 25 years of innovative technical base layer apparel experience, fabric development and product testing. Polarmax engineers Acclimate Dry performance fabrics with a unique moisture management system, breathability, anti-microbial, non-shrink and wash-and-wear qualities. Its manufacturing facilities, warehouse and shipping activities take place within a 15-mile radius in the U.S. and many yarns and fibers are recycled and packaging is either recycled and/or re-taskable. Polarmax maintains control of every process used to bring the base layer products to consumers - fabric development and technology, product design and testing, cut and sew, sales and marketing, warehousing and distribution, and customer service. New this year is a proprietary XTRdry quick-dry cotton fabric, plus new colors and styles in its AYG apparel line.

polarmax comp 4 fleece - A heavier synthetic layer that is sheer on the outside for easy layering and brushed on the inside for a soft fleece feel. This also has an anti-microbial treatment.

polarmax tech silk - A synthetic with Acclimate Dry Moisture wicking technology. It is also quick drying and treated with Scent Prevent.

polarmax XTRdry cotton - The coolest new proprietary Polarmax fabric. It is a cotton that undergoes a proprietary treatment to make it quick drying and moisture wicking while still retaining a soft hand.

polartec anti-static technology - Controls nuisance static electricity, reduces static cling and minimizes the occurrence of static shock.

polartec durable water repellency - Sheds rain and snow providing protection from surprise changes in the weather. Quick-drying.

polartec eco-engineering | polartec recycled technology - Fabric contains at least 50 percent recycled content saving natural resources and energy while reducing CO2 emissions. Post-Consumer waste (mostly clear plastic soda and water bottles) is turned into first-quality polyester yarn for Polartec fabric.

polartec eco-engineering | polartec renewable cocona technology - Activated carbon from coconut shells speeds dry times, evapo-rative cooling and reduces odor. Provides UVA and UVB sun protection. Cocona Technology uses a patented encapsulation process which protects the integrity of the pores during extru-sion intopolyester yarns, keeping them open and active for the life of the product. The product and process are all natural and permanent.

polartec eco-engineering | polartec renewable wool technology - Wool/recycled polyester blend. Promotes warmth, wicking and quick drying. Naturally odor resistant.

polartec hardface technology - Increases abrasion resistance and enhances durable water repellency.

polartec neoshell - features an exclusive membrane allowing air to pull moisture vapor out even at extremely low levels of pressure so it helps keep users drier during high-exertion activities. The fabric is waterproof, has breathable two-way air exchange, blocks wind, stretches, is warm, light, quiet, and machine washable.

Polartec Neoshell


polartec odor resistant with polygiene technology - Polygiene is a blue-sign approved odor-resistant technology that inhibits the growth of odor causing bacteria for the life of the garment. Garments stay fresher, longer between washes.

polartec polypro technology - Hydrophobic, fast drying, next-to-skin. Light and comfortable. Odor resistant.

polartec power dry - fabrics are designed to keep skin dry when sweating. All fabrics in this series feature a patented bi-compo-nent knit construction that uses different yarns on either side of the fabric. This creates two different surfaces: one that is op-timized to move moisture away from the skin, the other to dry quickly.

polartec powershield pro - Designed to strike a balance between weather protection and breathability, Power Shield Pro offers soft-shell weather resistance without compromise to breathability, combining air permeability with durable hydrostatic resistance. Fabrics feature a smooth, tightly woven face for abrasion resistance and a polyester back for a high warmth-to-weight ratio. The membrane in the middle enables the fabric to block 99 percent of wind. The remaining 1 percent circulates within the fabric, enhancing moisture vapor transmission, improving breathability and reducing risk of heat-stress buildup.

polartec power stretch - fabrics feature breathable body-hugging 4-way stretch, keeping users dry providing warmth without weight, considered some of the most versatile outdoor and fitness apparel fabrics available. Many fabrics feature a proprietary construction with two unique surfaces: a durable wind- and abrasion-resistant outer layer and a soft wicking inner layer. Other fabrics in the series feature compression stretch which can improve performance and reduces the chance of certain types of stop-go injuries. All the fabrics excel at handling the demands of the next-to-skin environment.

polartec repreve 100 technology - Fabric contains at least 50 percent recycled content using Repreve 100 - a recycled fiber made from 100 percent post consumer plastic bottles.

polartec sun protection technology - UPF 15. Blocks at least 93 pecent of UV. Certified testing and labeling: AATCC 183, ASTM D6603, ASTM D6544.

polartec thermal pro - fabrics are the most visually dynamic, technically advanced and diverse of the Polartec insulation fabrics. Available in a variety of unique surface textures and patterns, Polartec Thermal Pro fabrics are styling options for any end use. New high-loft versions have achieved the highest warmth to weight ratios of any Polartec fabric. Other versions have the look of traditional wool with the performance benefits of fleece.

primaloft ECO - A lightweight combination of 50 percent recycled polyester material with PrimaLoft virgin fibers for high-loft, thermally efficient and wind- and water-resistant insulation that is compressible and breathable.

primaloft insulation - PrimaLoft uses a patented microfiber structure to help the body retain warmth and conserve energy.

primaloft ONE - Water-resistant, siliconized microfiber insulation that mimics the loft and compressibility of down but remains warmth when wet. Ultra-fine fibers are specially treated in a patented process and then combined into an insulating core that is soft, lightweight and water resistant. PrimaLoft One absorbs three times less water and claims 14 percent more warmth when dry and 24 percent more warmth when wet than competitive insulation.

quick duck - Carhartt’s proprietary 8.5-ounce, 60% cotton/40% polyester canvas with a durable water-repellent (DWR) finish that’s 30 percent lighter yet as durable as Carhartt sandstone duck. The new Fall 2012 Quick Duck outerwear line includes the Quick Duck Woodward Active Jacket, the Quick Duck Woodward Traditional Jacket, and the Quick Duck Woodward Vest. Nylon lining quilted to mid-weight polyester insulation lining featured in body and sleeves provides warmth without bulk. The new outerwear program includes updated features like lower pockets, media port and knit storm cuffs.

schoeller - fabrics from Switzerland are now legendary with their quality, functionality, longevity and durability along with a mod-ern look and approach to designing multi-functional apparel. They are available in three stretch fabrics: Dynamic, for comfort in all seasons and applications; Presige, the most durable; and WB-formula, for water and windproof comfort.

summit series - The North Face line of apparel built to endure ex-tremes of weather and terrain while delivering the highest level of performance from base camp to summit.

sympatex - Described as 100 percent waterproof, 100 percent wind-proof, and providing optimal breathability, Sympatex also uses en-vironmentally friendly manufacturing and disposal processes (Oeko-Tex Standard 100 and bluesign certified). Through work-manship and selected materials, the membrane is abrasion-resis-tant up to 100,000 cycles (Martindale). The non-porous structure makes the membrane flexible, thin and light. The membrane

Polartec Power Dry

Moisture spreads and evaporates

Dry zone next-to-skin

Sweat picked upoff skin

High efficiency grid constructionmaximizes warmth, minimizes weightand enhances breathability

Highly breathable

Polartec® Power Dry® High Efficiency

32 OCTOBER 2012

retains its functionality through the life of clothing, footwear or ac-cessories. It is non-porous and easy to care for--the membrane cannot become blocked by dirt, residual washing agents or salt crystals.

tencel lyocell - TENCEL is a branded lyocell fiber that comes from the pulp of eucalyptus trees. The trees are grown on sustainably run farms certified by the Forest Stewardship Council (FSC). (Patagonia)

touchtec - Supple, durable, and water-resistant leather that utilizes patent-pending nanotechnology allowing accurate use of touch-screen mobile devices.

ventia dry - Proprietary to Outdoor Research, Ventia fabrics provide a waterproof/breathable barrier, offering storm-level weather protection and active-use comfort. Products utilizing Ventia are waterproof/breathable by construction, keeping the wearer protected from wet and cold weather while maintaining comfort by allowing excess heat and moisture to escape. Ventia Hybrid allows body mapped construction combining soft shell fabric.

windstopper active shell - are light, packable garments offering windproofness, maximum breathability and water resistance. WINDSTOPPER Active Shell keeps wearers comfortable for en-hanced performance during highly aerobic activities.

windstopper insulated shell - provides lightweight warmth by com-bining windproofness, breathability and water resistance. WINDSTOPPER Insulated Shells are designed to keep warm air in and cold wind out while allowing perspiration to escape.

windstopper soft shell - offer windproofness and breathability combining the comfort of a soft mid-layer and the water resistance of a shell in one garment. WINDSTOPPER Soft Shells keep wearers comfortable with the freedom of movement needed for performance in a wide range of activities and weather conditions.

windstopper technical fleece - provides more warmth and comfort than non-windproof fleece with less bulk by combining windproofness and breathability, a warm, laminated fleece fabric offering cold-weather protection and moisture management. WINDSTOPPER Technical Fleece is effective as a mid-layer or outer layer, keeping users warm and comfortable in cool and windy conditions.

WINDSTOPPER Technical Fleece

Eric Steele, director of Project or, a 48-hour concept-to-prototype design contest held twice a year at the outdoor retailer trade show in salt lake City, shared his insights on four apparel trends in the industry.

UTILITY "It's not enough that a shirt look good, it also has to be well designed for the task at hand. Clothing for moun-tain biking is trending toward pieces that perform well on the trail and look good at the pub after the ride. Clothing designed for multiple types of use are generally more ex-pensive, but their functionality more than makes up for the higher price.”

"CAR TO BAR" CLOTHING "Where clothing based on utility leverages multiple uses, 'Car to Bar' clothing has a very limited use and performs one function really well,” explained Steele. “Think of the insulated puffy jacket. The puffy jacket is incredibly warm, very fashion forward and it packs into a small ball. This makes the insulted puffy a must have for three out of four seasons.”

BRANDED INGREDIENTS “We buy shoes all the time but rarely think of the source of the materials. Finished brands that include branded ingredients have to, as a rule, go through a higher level of quality control than do prod-ucts without. Vibram is advancing the technology of foot-wear by giving finished brands like Merrill and New Bal-ance the opportunity to produce a super-light shoe that fits like a glove. The barefoot running craze is upon us and it's raising the bar for all performance footwear.”

ECO-BASED MATERIALS “Another trend is that any fiber that doesn't come directly from an oil well is going to do well in an oil-scarce market. My favorites in this area are: wool, organic cotton, recycled polyester/nylon and renewably sourced synthetics like Sorona (Bio-PDO from Dupont), Tencel and viscose (crop-based rayon) from bamboo. It's not enough to simply use these materials. The garment has to be well-made and have a nice hand, i.e. it feels good against the skin. Customers will pay a little more for these garments, but not too much more. All of these trends add value to products we would buy anyway. Com-municating those value points to your customers helps them make better purchases and increases your chances of that customer returning.”

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34 OCTOBER 2012


Stocking StuFFerS For retail proFitaBility andcuStoMer SatiSFaction

2012By Aaron H. Bible

there’s no reason to miss the sleigh when it comes to consumers’ hunt for the perfect stocking stuffers. Take a look at these industry-vetted ideas for gift items with the latest technological advances in design and construction, solid retail margins, and

good value for the end user. With 75 percent of retailers predicting a strong Fall selling season, according to Hay Group global consulting,

it’s time to stock shelves for the holidays.

36 OCTOBER 2012

The new, made in America, 45 lumen Princeton Tec Amp 1LC is compact and affordable, perfect for a tent or dive gear. It’s waterproof to 100 meters and features a carabiner loop for convenient clipping. The handheld LED light comes with a snap-on cone to convert the flashlight to marker light or small lamp (MSRP $18). The company is also launching its Apex Rechargeable headlamp, with 90 hours of burntime at 200 Lumens, a USB-charging lithium battery, two LED types and two large buttons. MSRP $150

A new Asheville, N.C. based company, is introducing an all-natural, or-ganic skin salve called that works to rehydrate and repair everywhere you have skin. From chapped lips to dry skin, scrapes and bug bites, to anti-aging face protection, SkinFare’s blend of botanical oils including virgin cold-pressed coconut oil nourishes skin without synthetic additives or petro-chemicals. It’s a lightweight essential for adding to the daypack, purse or pannier the entire family can use, and it comes in a biodegradable paper tube that works just like a push-pop, all locally made in the Southeast. SkinFare will announce four addi-tional formulas and expand sizes of the existing 1 oz. product in com-ing months. MSRP $10

outdoor

Entering the competitive winter-goggle market, Salomon brings style and innovation with the Xtend goggle line and the new Xpro12, offering 20 percent greater field of vi-sion with a larger lens, im-proved fog control with the new Thermo Control Sys-tem and improved fit with the custom frame concept. The line features double-frame construction with three technology patents. Multiple colors and lens coatings are available. MSRP $125-$165

There are more eco-friendly water bottles on the market than you can shake a divining rod at. Make sure you have at least a few in your stocking offerings. MSRP $12-$14

Liberty Bottleworks products are the only U.S.-made metal water bot-tles out there, crafted from recycled aluminum by American work-ers, embellished by regional artists, and lined with an FDA-grade PureShield liner to allow tasteless beverage swapping and BPA free-ness. The wide-mouth threadless top opening is easy to clean and to insert powders and ice cubes. An all-around awesome bottle for out-door pursuits.

For the seriously eco-conscious, Bamboo Bottle is in full swing these days, featuring three top options and more sizes coming soon. It uti-lizes a solid glass container for chemical- and taste-free drinking, sustainably sourced materials and highly limited production waste. The glass is 60 percent recycled and the insulating bamboo sleeve is sourced from scrap flooring material. It’s also very durable.

One of the great outdoor innovations of the day, the Vapur Element features a patented flexible design that is lighter than rigid bottles and folds flat when empty to go virtually anywhere. Available in two sizes (.7L and 1L), the Vapur Element is foldable, freezable, washable and reusable. Vapur Anti-Bottles are 100 percent BPA free and made in the U.S. The Element is equipped with a new widemouth Supercap for convenience and a stronger, integrated attachment clip. Kid’s styles are also available for the holidays.

Eco Bottle is thriving as well, also marketing the multiple-top ap-proach, for those who like to drink their beverages in a variety of ways, even kid’s tops. Eco Bottles are 100 percent recyclable, wide mouthed for convenience, dishwasher safe, lined aluminum (BPA free of course). The unique triple lock top works well and stays closed in a pack.

SALOMON XPRO12 XTEND GOGGLES

PRINCETON TEC AMP 1LC

ECO FRIENDLY WATER BOTTLES

SALOMON

XPRO12 XTEND GOOGLES

PRINCETON TEC AMP 1LC

L TO R: LIBERTY BOTTLEWORKS, VAPUR ELEMENT, BAMBOO BOTTLE, ECO BOTTLE

SKINFARE TOPICAL NOURISHMENT

SKINFARE TOPICAL NOURISHMENT


Not all stocking stuffers have to fit in your stocking, and this burly yet affordable boot bag from Colorado-grown Mountainsmith will hold all of your other stocking stuffers plus keep your layers, helmet and boots (up to size 13) tidy and ready to go. This cube-inspired system has all the usual Mountainsmith quality materials and fits into the company’s Modu-lar Hauler Systems. It features an adjustable strap, innovative ventila-tion, a front pocket and goggle pocket, and a rein-forced bottom with drain holes. MSRP $40

SNOW PEAK MINI HOZUKI LANTERN

MOUNTAINSMITH

BOOT CUBE

BLACK DIAMOND ORBIT LED LANTERN

SNOW PEAK MINI HOZUKI LANTERN

GERBER SURVIVAL TOOL PACK

Create romance without burning down your tent with the Snow Peak Mini Hozuki Lan-tern, featuring an innovative Candle Mode that allows the LED to respond to sound or wind with a flicker of light. The new Mini Hozuki Lantern is a smaller, lighter version of the Hozuki, named for the sacred plant that was the original design for the ancient Chinese paper lantern. It combines func-tionality and beauty with three brightness settings (60 lumens on high) and a flexible silicon hanger and magnetic loop. Runs for 70 hours on lowest setting. MSRP $40

MOUNTAINSMITH BOOT CUBE

The new Gerber Survival Tool Pack is the latest innovation from the Gerber/Bear Grylls Survival Series. The package in-cludes a full-size, fully-featured, multi-tool, compact emergen-cy flashlight and fire starter all contained in a durable, molded locking carrying case that attaches to a belt or backpack strap. The multi-tool features twelve locking components and a du-rable grippy rubber handle. Tools include pliers (needlenose and standard), wire cutters, file, partially serrated blade, wood saw, multiple drivers, bottle opener, scissors, punch and bottle opener. It is six inches overall and weighs 11.14 ounces. The entire line is solidly built like other Gerber knives, axes and multi-tools, and has innovative design features concepted and approved by Grylls himself. MSRP $85

GERBER SURVIVAL TOOL PACK

Designed for ounce-conscious backpackers, climbers and travelers, the Black Diamond Orbit LED Lantern packs 45 lumens of bright, non-glaring light in an ultra-portable package. A DoublePower LED works with a dual reflector system and frosted globe to illuminate everything from tent-bound reading to pre-dawn racking. The unique dim-ming switch provides the optimal amount of light and helps conserve batteries, while the collapsible, double-hook hang loop attaches to tent ceilings and tree branches alike. It runs on NRG2 Rechargeable Battery Kit (sold separately) or 4 AAAs. MSRP $30

BLACK DIAMOND ORBIT LED LANTERN

The new Black Diamond Digital Liner Gloves are ultralight and windproof with conductive material on the thumb and index finger, allowing gloves-on use of touch-screen devices. While the technology is not new, this is an innovation from Black Diamond ideal for those who are accustomed to using glove liners, ideal for mountaineering, cycling, and playing in consistently low temps. They feature a Gore Windstopper Edge shell for lightweight wind protection, a goat leather palm patch, and YKK digital thumb and fingertips. MSRP $50

BLACK DIAMOND DIGITAL LINER GLOVES

BLACK DIAMOND

DIGITAL LINER GLOVES

38 OCTOBER 2012

Balega’s Ultra Light No Show Sock has a reinforced cushioned heel and toe for comfort and durabil-ity, along with a broad elastic arch support in both the arch and ankle to firmly keep the sock in place. Its heel tab aids in preventing the sock slipping into one’s running shoe, while Balega's left/right construction method ensures a comfortable fit. (MSRP $12). Balega’s Hidden Dry 2 Sock features a microfiber blend with ultralight Drynamix material for featherlike comfort and durabil-ity (MSRP $12), while the Enduro Quarter 2 Sock employs Vtech arch support technology in moisture management Drynamix yarn with a sleek look. MSRP $11

DUNAS II N

ZEN

KEEN A86 TR

PATAGONIA REFLIP, MEN'S AND WOMEN'S STYLES

BEARPAW LOKI II WOMEN'S SLIPPER

BALEGA ULTRA LIGHT NO SHOW SOCK

CAYMAN III

INSIGHT

Footwear

The Rider Dunas II N is a comfortable flip-flop featuring a classic, synthetic-leather upper, a soft, waffle-textured EVA insole, and an extra-soft fabric toe, making it a popular casual sandal (MSRP $30). The Cayman III is a casual piece and shows off its sport-surf influ-ence with a contrasting stitched upper and extra-soft toe. The EVA insole’s soft, waffle-textured and Flexpand outsole add an extra dose of comfort (MSRP $32). For women, check out the Insight and the Zen (MSRP $47), featuring sport-surf influenced design, EVA insoles, light-weight style and comfort.

RIDER SANDALS

The highly successful Loki II Women’s Slipper from BEARPAW fea-tures soft suede uppers with a shearling collar that is easy to maintain and offers the utmost in comfort. Sheepskin lining regulates body tem-perature to keep feet temperate, and the sheepskin footbed provides additional softness and reduces foot fatigue. The durable rubber out-sole makes it suitable for both indoor and outdoo uses. MSRP $50

BEARPAW

BALEGA SOCKS

Flip-flops actually make the perfect stocking stuffer and year-round gift, as so many travel southward during winter months. As with all Patagonia products, you can feel good about their purchase, and this particular model is made with recyclable materials and without animal products. The wide synthetic-leather thong is supportive and strong, it features a durable poly-ester jersey mesh lining, a soft high-density PLUSfoam footbed and outsole. They have a soft flex and great traction on wet surfaces; available in men’s and women’s. MSRP $50

PATAGONIA REFLIP

For a beautifully styled, lightweight, minimalist shoe for any terrain out the back door, the KEEN A86 TR’s make a great addition to your quiver. These urban-inspired trail shoes feature a breathable textile mesh upper, removable high re-bound EVA footbed, ultralight com-pression-molded PU midsole, 3-mm multi-directional traction lugs, a non-marking rubber outsole, welded TPU support and weigh in at 9oz. MSRP $90

KEEN A86 TR


NEWTON RUNNING TERRA MOMENTUS ALL-TERRAIN TRAINER

TEVA JORDANELLE

TEVA CHAIR 5

YAKTRAX RUN

PATAGONIA REFLIP, MEN'S AND WOMEN'S STYLES

The Terra Momentus All-Terrain Trainer is available in new colors in men's and women's, ideal for trail and transitional running, inspiring a natural running pos-ture and stride thanks to a near-level profile and biomechanical sensor plate that allows you to feel the ground while still enjoying cushioning and protection from roots and rocks. Newton's unique Action/Reaction technology under the forefoot offers dynamic shock absorption and energy return. The Terra Momentus transi-tions smoothly from trail to path to road. The high-traction outsole and actuator lugs grip well and the closed-mesh upper keeps out debris while remaining breath-able. MSRP $175

NEWTON RUNNING TERRA MOMENTUS

New from Teva for fall and new for the iconic brand is the winter-casual boot line the Lifty. The Chair 5 for men and Jordanelle for women are great for travel as they pack down to the size of an athletic shoe. A removable liner with 3M Thinsulate Lite Loft insulation has its own thin outsole for walking around the bar or the condo. Designed to be comfortable like other Tevas, yet winter-based and insulated, the departure may bridge the four-season gap for the brand. MSRP $170

TEVA WINTER CASUAL BOOTS

From Yaktrax, maker of winter footwear traction devices, comes the first removable winter traction device specifi-cally for runners. The new Yaktrax Run features removable/

replaceable spike plates with spikes at key strike points in the forefoot, with the Yaktrax Skid-Lock coil in the heel for additional traction at end stride. Featuring ergo-nomically designed left- and right-shaped devices, the Yaktrax Run slips on to and conforms to the shape of each shoe. Size medium weighs just 7.8oz. per pair. MSRP $40

YAKTRAX RUN

40 OCTOBER 2012

The Pro Trek line from Casio is evolving and the PRG550 is equipped with the Triple Sen-

sor: Compass, Altimeter, and Barometer/Thermometer. A solar panel combined with a large capacity rechargeable bat-

tery enables these solar timepieces to run under any light with no battery replacement. Multi-band technology receives time calibration signals auto-

matically from transmissions around the world and adjusts for Leap Year and

Daylight Savings. Moon and tide graph aid fishing and surfing. Direct operation of

sensors and one-touch button operation are enhanced with large displays. Button guards

eliminate accidental operation and stainless steel screws at joints reinforce connections. Wa-

ter resistant to 100 meters. MSRP $300

out-door

electronicS

Created for documenting adventures on snow with the highest performing optics, the latest ZEAL iON Goggles captures 1080p HD quality videos while on the move or standing still. The iON shoots up to 8MP photos providing HD imagery without having to take gloves off. Images can be integrated quickly onto social media outlets or downloaded for editing (MSRP $399). Also check out the Z3 GPS Collection of Zeal goggles, fea-turing Recon Technology and integrated speedometer, tracking and messaging, the most advanced headwear out there. Goggles are helmet compatible, UV coated, im-pact resistant and anti-fog.

The Timex Marathon is an affordable GPS watch for runners or walkers who simply want speed and distance on their wrist during a workout. It offers GPS capabilities to display pace, speed and distance and stores up to 30 workouts and displays calories burned. It comes in three colors for men and women and is an affordable and innova-tive product for the price, great for those looking to get into running or those look-ing for a minimalist device. MSRP $99

ZEAL iON GOGGLES

CASIO PRG550-1A1CR

TIMEX MARATHON GPS ORTOVOX ZOOM + AVI TRANSCEIVER

The backcountry and sidecountry lover in the family will want the new Ortovox Zoom + Avi Transceiver in his or her stocking this year. It features smart digital three-antenna technology, an easy interface for beginner and intermediate users, and a contemporary design. It combines simple handling with the latest technology, with just two functional buttons and a large LED display. MSRP $299

ZEAL ION GOGGLES

CASIO PRG550-1A1CR

TIMEX MARATHON GPS

ORTOVOX ZOOM + AVI TRANSCEIVER

HIGHGEAR

WEATHERPORT

Highgear’s new compact weather-resistant WeatherPort is the ultimate adventure travel and camping tool, fea-turing a barometer with weather fore-casting, a thermometer with 12-hour temperature and humidity recall, a digital compass, a calendar and world time with Daylight Savings option (MSRP $50). Highgear was founded in 1999 with the commitment to provide outdoor and fitness enthusiasts with inno-vative solutions for any adventure, known for incorporating highly accurate and user-friendly designs along with competitive prices in all of their products.

HIGHGEAR WEATHERPORT


With so many earbuds on the market with so much hype, it’s hard to know what’s best. One inter-esting innovation are the a-JAYS One+ and a-JAYS Four, optimized for iPhones and endowed with flat, rubberized cables that don’t tangle and resist sweat. You can even download an app to work in conjunction with the one- or three-button attached remote (MSRP $60/$80). Also new are the high sound-quality and eco-friendly House of Marley Headphones and audio systems (bags and accessories also avail-able). The brand, from the minds of the Marley family, focuses on superior quality, earth-friendly materials, and contributing to causes such as 1love.org. Headphones range from basic in-ear buds to on- and over-ear professional devices (MSRP $40/$300).The new CordCruncher Headphones are uniquely designed for a tangle-free experience. An elastic sleeve allows the user to take com-mand of cord length, which adjusts from 16 inches to 3.5 feet. Available in three colors. MSRP $25

HEADPHONES

ORTOVOX ZOOM + AVI TRANSCEIVER

HOUSE OF MARLEY

HEADPHONES

HOUSE OF MARLEY

IN-EAR BUDS

CordCruncher

HEADPHONES

a-JAYS ONE +

HEADPHONES

42 OCTOBER 2012

apparel

Headsweats’ hats and visors are a race staple these days, from the Ironman to the Tour de France. Its Marathoner Go Hats are made from a Coolmax Fabric shell and Cool-max Fabric terry headband to create maximum airflow and moisture transfer (MSRP $24). The SBR Hat is an embroi-dered version of Headsweats’ popular standard, the Race Hat, which is made from the same fabrics as the Go Hat. It remains a top seller because of its great fit, superior wicking properties and long lasting durability. MSRP $20

For the stocking, nothing beats winter cycling accessories like vests, gloves and other extremity warmers. And while everyone knows Gore the supplier, the consumer line of Gore products live up to the company’s name as well. The Mistral Glove is perfect for all cold-weather sports; while the Universal SO Headband is a classic piece for cycling and running featuring a Windstopper Soft Shell. The Windstopper Road Overshoes are the ideal accessory for the dedicated four-season cyclist, featuring reflective striping, and the Soft Shell will fold up nicely into the stocking and then into the jersey pocket.

HEADSWEATS' PERFORMANCE HEADWEAR GORE BIKE WEAR ACCESSORIES

HEADSWEAT'S MARATHONER GO HATS

SBR HAT

WINDSTOPPER ROAD OVERSHOES

MISTRAL GLOVES

UNIVERSAL SO HEADBAND

WINDSTOPPER SOFTSHELL


Arm Sleeves from SeasonFive fit well in a stocking and provide versatile protection from the elements with innovative Atmos 1.0 waterproof, windproof and sunproof (50 UPF) fabric, in addition to warmth and breathability. Ideal for cool morn-ings and seasonal temps, SeasonFive Arm Sleeves provide the same warmth and protection as a long-sleeve layer, but can be eas-ily removed when warmer temperatures show their face during the day. Available in Charcoal or Black, unisex sizes XS-XL. MSRP $50

Dahlgren’s dry, warm, comfortable and blister-free footwear this fall features lightweight dress-casuals to padded snow-sports styles. Premium alpaca and durable merino wool com-bine with the proprietary ECO-Dri fiber to form moisture wicking, transferring, and evaporation zones in the company’s Dri-Stride system. Unique fibers and design offer reduced friction, natural thermoregulation and a soft, bulk-free fit. The Mul-tisport Compression sock is ideal for the active wearer (both men and women) with built-in graduated compression to pro-mote circulation and enhanced energy. In addition to the Dri-Stride system, the sock also sports Dahlgren’s new TechWeave ventilation and vintage styling for women and classic hues for men (MSRP $30). The Confetti sock, a women's style similar to the previously released Luckysock, offers a light cushion un-derfoot to provide support without bulk. Backed by Dahlgren’s state-of-the-art moisture management system, the Confetti sock is a perfect pick for work or play (MSRP $22). The Metro Tweed is the most popular men's casual sock with a traditional crew look (the original Metro design features an added cushion and comes in styles for both men and women). The tweed pat-tern is office-appropriate while the moisture-management sys-tem works to keep feet dry, comfortable and blister-free (MSRP $19). U.S.-produced Dahlgren Footwear was founded in 1978 as the original manufacturer of moisture management socks for athletes. The multi-patented Dri-Stride Tech system com-bines superfine alpaca for thermal regulation; merino wool for all-day resilience; and separate zones of hydrophobic Eco-Dri to remove absorbed moisture.

Base layers make perfect stocking stuffers, and this new product from Columbia is guaranteed to please all involved. The fabric used for this Extreme Fleece product weighs almost the same as Columbia’s midweight fab-ric (about 180 grams) but has better insulating properties. It can be used as an extra-warm layering piece in freezing weather, or as a cold-weather workout top in warmer temps. It uti-lizes the company’s Omni-Heat and Omni-Wick technologies and is anti-microbial and ergonomically seamed, with thumbholes. MSRP $80

From legendary footwear maker Karhu comes the 70s Beanie. This stylish piece of headwear is available in two color schemes. MSRP $35

CRAFT THERMAL HATS

SEASONFIVE ARM SLEEVES

DAHLGREN FOOTWEAR

COLUMBIA SPORTSWEAR EXTREME FLEECE LONG SLEEVE HALF-ZIP

KARHU HEADWEAR

THERMAL HAT

COLUMBIA SPORTSWEAR

EXTREME FLEECE LONG SLEEVE HALF-ZIP

PZ HEAD BAND

MULTISPORT COMPRESSION

KARHU 70s BEANIE

CONFETTI SOCK

SEASONFIVE ARM SLEEVE

Performance and technology driven Craft introduces its Thermal Hat de-signed for the half marathoner - made of technical fabrics that offer excellent moisture transport, ventilation and protection. This thermal hat comes with an ergonomic design for optimal fit and comfort (MSRP $25). And the Craft PZ Head Band is ideal for fending off cold weather in a minimalist man-ner, made with Pro Zero fabric, an exclusive air-channeled polysester. One size fits most. MSRP $25

Greg Baldwin, VP of merchandising at Schuylkill Valley Sports, shared his insight with SGB and revealed several buying trends and hot items for Fall. Schuykill Valley Sports typically defines a stocking stuffer as an item under $25.

Just as with footwear and outdoors, team sports retail-ers anticipate socks being a hugely popular accessory. “Socks are hot right now,” said Baldwin. “It was a trend that started about a year ago, and it’s just continued to build. The trend for teenagers has been crew socks, switching out of the no-shows. They’re having to re-vamp their wardrobe and buy new socks, so it’s been a good item.” He explained that Nike has “raised the bar” with its Elite crew socks, providing a high quality sock at an affordable price ($14), leading par-ents and young athletes to buy 3-packs and 6-packs of socks in droves. ProFeet offers a similar crew sock – the Shooter Poly – for $10. “Amazingly, kids want the sock that has the swoosh on it,” he said. “We’re carrying both.”

Socks aren’t the only footwear item that athletes will be find-ing in their stockings. “Laces are another item, believe it or not, that has been nice business,” stated Baldwin. “It’s an inexpensive way to switch up color and stand out. It’s a nice stocking stuffer that doesn’t cost a whole bunch and adds a lot of different looks to your footwear.” Laces such as the Implus Sof Soles are avail-able in dozens of colors and retail for under $5.

Team sports accessories overall are trending toward more color, and Baldwin anticipates brightly colored stocking stuffers to accentuate uniforms, shoes, cleats, and apparel. “Look at what’s going on in soccer shoes. What used to be dominated by black with white is now anything but black,” he said. “If you look at my soccer wall, it’s orange, lime-green, pink, royal. And it’s even translating into football, a more traditional sport.” Baldwin also pointed out an increase in breast cancer awareness and the resulting demand for pink items by female athletes. Lacrosse players in particular are known for seeking out eye-catching, bright accessories.

“You can outfit a whole team with black cleats, but it’s real simple to get color on them with either laces, wristbands, or socks.” Baldwin explained.

Of course batting gloves are always a stocking stuffer staple, and this holiday season will be no different. New bat-ting gloves from Franklin, Rawlings, Wilson and other leading brands will be in demand. Mouthguards are an-other increasingly popular item in the team sports category as safety gains ground. “We’ve sold a lot of mouth-guards as stocking stuffers at $20 and under,” said Baldwin. “You’ve got color there too. Shock Doctor has certainly done a great job of elevating the price point, and they continue to innovate and have added a full color palette in their product line.” Baldwin added that his stores also offer MoGo mouth-guards, a unique brand that has added flavor to its colorful mouthguards to stand out. Leading mouthguards in-clude Shock Doctor’s Gel Max, Battle Sports Science’s Oxygen Lip Protector, Under Armour’s ArmourBite mouth-guard, and Tapout, among other brands. Water bottles from all catego-ries will be common in stockings this year. “Because we’re selling into ath-letic families, water bottles are an item that moms want to replace frequently,” Baldwin said. “Hydration has become a bigger category overall.”

Holiday

44 OCTOBER 2012

Stocking StufferS for

everyone on your teAM

By Fernando J. Delgado

in the team sports category, athletes can look forward to receiving colorful, practical gifts in their stockings this holiday, in addition to licensed products featuring their favorite pro sports teams.

Licensed items featuring logos of pro-fessional teams will be found on many shopping lists. “Licensed products for us in the fourth quarter are a big cate-gory,” he stated. “Whether you’re giving someone from the office a gift of their favorite team, or mom’s picking that little something at the end of her list, that category has a multitude of items that fit the stocking stuffer price range.” Baldwin expects pennants, stickers, and posters featuring teams in the four major professional sports leagues to be hot, as well as the new Oyo Sport-stoys - Lego-like minifigures made in the likeness of MLB and NFL players. “Legos have been hot, and the Oyo toys are certainly an offshoot of that trend,” he stated.

Larger retailers and team dealers like Baldwin offer a wide selection of licensed apparel that will be purchased as gifts, including t-shirts and headwear. Memorabilia such as NFL mini helmets, license plates, drinkware, key chains and other items with logos of popular regional sports teams will be picked up during the holiday selling season. The wide array of licensed products - in addition to the hot team sports accessories such as socks, mouthguards, and water bottles - will lead to brisk holiday business at big-box retailers, specialty sporting goods, and team dealers this Fall. ■

TEAMBUSINESS


Holiday

1. Battle Sports Science’s Oxygen Lip Protector Mouthguard is an innovative new product developed by dental, medical and athletic professionals to exact-ing standards. The mouthguard addresses a serious problem associated with lip protector mouthpieces: the lack of airflow the player can receive while using a mouthpiece. The Oxygen Mouthguard has a 293 percent larger breath-ing hole than leading competitors’ products, which allows for 184 percent bet-ter airflow to the player. MSRP $10

2. Oyo’s Sportstoys are minifigures designed to resemble Major League Baseball players, and are new to the roster of officially licensed MLB prod-ucts in 2012. The minifigures feature rotating forearms, bending knees, and the ability to hold a bat, glove and ball. NFL Football Oyo’s were made avail-able for the first time at the end of September. MSRP $15

3. Riddell’s NFL Mini Replica Helmet is an approximate 1/2-scale version of the standard NFL team helmet. This officially licensed mini helmet is made of an ABS plastic shell, face mask, realistic jaw pads and a chin strap. MSRP $27

4. ProFeet’s Shooter Sock is made of 68 percent polypropylene and features moisture management, proving to be colorfast, durable, and light weight. Available in 6 colors schemes. MSRP $10-$12

5. Shock Doctor’s Gel Max Mouthguard is a top-seller that is easy to use and has a universal fit for all ages. Protection and comfort are made possible by high impact shock absorption and an ultimate custom gel fit. Available in 11 colors. MSRP $10

6. Nike’s Dri-FIT Elite Basketball Crew Sock delivers support and comfort with snug-fitting, sweat-wicking fabric. Features extra cushioning in high-impact areas and Dri-FIT fabric to help keep feet dry and comfortable. MSRP $14

7. Cutters X40 C-TACK Revolution Football Gloves are new, just in time for the holidays. Featuring exclusive C-TACK Revolution Performance Grip material, the X40 is the best combination of performance and durability - with improved fit and a lighter weight. Proprietary technology and a re-engineered process provides the strongest, most consistent and durable grip possible, while meeting the new NOCASE standard. MSRP $50 (Adult), $35 (Youth)

8. DeMarini’s Superlight Batting Glove is a new vibration-reducing glove that features a one-piece leather palm for grip and durability and sting-stopping finger and heel pads. Available in youth, men’s and women’s sizes. MSRP $25

9. Implus’ SofSole Laces offer a variety of laces suitable for all shoes. From per-formance laces for athletic shoes to casual and fashion laces, these products are high quality and are available in dozens of colors. MSRP $2.50-$5

10. Franklin’s LITE UPZ Foam Illuminating Football is suitable for ages 5 and up and available only on Franklin’s website (franklinsportsgear.com). MSRP $17

11. McDavid’s 651 Hex Forearm Sleeves offer superior forearm protection ideal for football blocking or other contact sports. The sleeves employ 9mm Hex Technology and hDc moisture management technology. MSRP $25 (pair)

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CALENDAR For full year calendar go to sportsonesource.com/events

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SOCTOBER 2012

3-5 OIA Rendezvous Boston, MA

6-7 The Retailing Summit Dallas, TX

NOVEMBER 2012

3-4 NBS Fall Athletic Market Indianapolis, IN

8-9 TAG Fall/Winter Show N. Charleston, SC

13-14 A.D.A. Fall Show Las Vegas, NV

18-20 Athletic Show Sports Inc. Las Vegas, NV

DECEMBER 2012

3-4 Sports Inc. Footwear & Apparel St. Charles, MO

3-5 EORA Southeast Market Asheville, NC

5-7 Atlanta Fashion Shoe & Accessory Market Atlanta, GA

JANUARY 2013

5-7 ASI Orlando Orlando, FL

7-8 ATA Show (Archery Trade Association) Louisville, KY

7-10 EWSRA/SWRA Winter Sports Market Atlantic City, NJ

7-10 NEWSR Winter Sports Market Manchester, NH

10-12 Surf Expo Orlando, FL

14-15 Metropolitan New York Shoe Market Secaucus, NJ

15-18 SHOT Show Las Vegas, NV

15-16 Première Vision New York, New York 17-20 NBS Winter-Specialty Market Denver, CO

17-19 Sports Licensing & Tailgate Show Las Vegas, NV

18-20 Imprinted Sportswear Show (ISS) Long Beach, CA

22 Outdoor Retailer All Mountain Demo Salt Lake City, UT

23-26 Outdoor Retailer Winter Market Salt Lake City, UT

23-26 PGA Merchandise Show Orlando, FL

24-27 ASA-ICAST Chicagoland Fishing, Travel & Outdoor Exposition Schamburg, IL

29-31 WSA Show Las Vegas, NV

30 - 1 NABA Trade Show (National Archery Buyers Association) Reno, NV

31-3 SIA Snow Show Denver, CO

FEBRUARY 2013

1-5 NBS Spring Semi - Annual Market Fort Worth, TX

3-6 ISPO Munich 2013 Munich, Germany

5-7 FFANY New York, NY

6-8 ASI Dallas Dallas, TX

13-15 Magic Marketplace Las Vegas, NV

13-16 Sports Inc. Outdoor Show Phoenix, AZ

14-17 ASA-ICAST Greater Philadelphia Outdoor Sportshow Oaks, PA

Athletic Dealers of America1395 Highland AvenueMelbourne, FL 32935t 321.254.0091f 321.242.7419athleticdealersofamerica.com

National Shooting Sports FoundationFlintlock Ridge Office Center11 Mile Hill RoadNewtown, CT 06470t 203.426.1320 f. 203.426.1087nssf.org

National Sporting Goods Association1601 Feehanville Drive / Suite 300Mount Prospect, IL 60056t 847.296.6742f 847.391.9827nsga.org

Nation’s Best Sports4216 Hahn Blvd.Ft. Worth, TX 76117t 817.788.0034f 817.788.8542nbs.com

Outdoor Industry Association4909 Pearl East Circle / Suite 300Boulder, CO 80301t 303.444.3353f 303.444.3284outdoorindustry.org

SGMA 8505 Fenton StreetSilver Spring, MD 20910t 301.495.6321f 301.495.6322sgma.com

Snow Sports Industries America8377-B Greensboro DriveMcLean, VA 22102t 703.556.9020f 703.821.8276snowsports.org

Sports, Inc.333 2nd Avenue NorthLewistown, MT 59457t 406.538.3496f 406.538.2801sportsinc.com

Sports Specialists Ltd.590 Fishers Station Drive / Suite 110Victor, NY 14564t 585.742.1010f 585.742.2645sportsspecialistsltd.com

Team Athletic Goods629 Cepi DriveChesterfield, MO 63005t 636.530.3710f 636.530.3711tag1.com

Worldwide 8211 South 194thKent, WA 98032t 253.872.8746f 253.872.7603wdi-wdi.com

http://www.nssf.org

http://nbs.com

Sports Sales Agent Recruiters

910-620-5812joesheridan.com

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united sports manufacturers and sales agents. Grow, prosper, excel.

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call SportsOneSource To Get Your Trade marketing plan Started Today 704.987.3450

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TOPHER GAYLORDPresident, Mountain Hardwear and Montrail

Topher Gaylord began with Mountain Hardwear and Montrail in March 2010. Since that time, in 2003, the company was acquired by Columbia Sportswear, and Gaylord has maintained his stamina, both as a respected outdoor-industry executive and athlete.

WHAT FIRST DROvE YOu TO gET ACTIvE IN THE OuTDOORS? I was born in the Adirondack Mountains in upstate New York, as the youngest in a family of 10 siblings. Our family car was a converted school bus. Our family has a long passion and history in the outdoors and we would take summer camping and winter skiing trips across the country in our bus. Including my parents, I had 12 people I was learning from in my immediate family everyday and schooling me in the ways of the outdoors. It was in my blood from birth. Our family moved West in the early 1970s to Utah (we are neither Catholic nor Mormon, just a big family) and were early investors in Snowbird Ski Resort and built the original Cliff Lodge. I was skiing from the top of Snowbird before walking and consider Little Cottonwood Canyon my home mountains.

WHAT OuTDOOR ACTIvITY OR SPORT WAS YOuR FAvORITE AS A kID? WHAT WAS YOuR PROuDEST ATHLETIC MOMENT? I was genetically a late bloomer in life, a little dude, a grommet, mini. Given my genetic pre-disposition, this led me away from the traditional sports in my formative years like baseball, football, basketball, which favored athletes that were blooming ahead of the bell curve or right on the top of the bell. But what do guys that are on the tail end of the bell do? I dedicated myself to sports that had nothing to do with traditional sports or bell shaped curves. They were sports that suited my size and my desire to pioneer something new. I was most passionate about skiing and ski racing while in Utah. In the late 1970s a part of my family moved to Berkeley, CA, and I took all that ski energy into windsurfing and wave sailing the cold waters and strong currents on the California coast.

WHAT WAS YOuR FIRST jOB? As a teenager, I grew up working in ski and windsurfing retail. I spent a few years working for a specialty windsurfing sail manufacturer making the best sails in the world in Berkeley and testing and refining them. Linking my work with my passions early in life was both inspiring and rewarding. In college, I thought it was time to get a “real job” and spent six months selling real estate securities to institutional investors. I learned quickly what I didn’t want to do with my life, luckily at an early age. From that point forward I dedicated myself completely to living a life that did not compromise my passions in life from my work in life.

WHAT DO YOu LOvE ABOuT WORkINg AT MOuNTAIN HARDWEAR AND IN THE OuTDOOR INDuSTRY? Mountain Hardwear is filled with inspiring people who are passionate about the outdoors and living full lives. As an example, Rowan Jimenez, our warranty manager, received a double lung transplant while working at MH and he reminds us all every day the gift of life and to live every moment to the fullest. The outdoor industry is filled with real people who have a desire to make the world a better place, that challenge each other and bring fun to those around them. I also enjoy the incredible values and integrity our industry has.

WHAT IS YOuR ADvICE TO SOMEONE LOOkINg TO WORk OR gROW THEIR CAREER IN THE OuTDOOR INDuSTRY? Work on discovering your passion, then pursue it with every fiber in your body and mind. Find learning in everything you do, even the routine. ■

48 OCTOBER 2012


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